PEX 2014: 5 Questions for VMware Channel Chief
VMware (VMW) is kicking off Partner Exchange 2014 (PEX 2014) in San Francisco next week (boy, it will be great to get away from the Northeast, where we’ve been getting slammed with snow), pitching its revised partner program that revolves around probability, predictability and consistency to partners.
VMware Global Partner and Alliance Marketing Vice President Toni Adams last year noted the revealing of a new partner program at PEX 2014—a program that focuses more on value than volume, he said.
But to give us more of an understanding of what the channel can expect from PEX 2014, VMware Channel Chief Dave O’Callaghan answered a few of our questions in a quick Q&A session.
TVG: What have you learned about the channel from VMware partners since your appointment last May?
O’Callaghan: I’ve spent a lot of time collaborating closely with our partners, listening and learning from their feedback and understanding their unique business models. We will continue to make it easy for partners to do business with us in a way that is consistent, predictable and profitable.
It’s an exciting time to be a part of what we are doing at VMware. Along with our partners, we are enabling our customers to realize agility in their IT infrastructure, while also empowering them to drive innovation through the software-defined data center, end user computing and hybrid cloud solutions.
TVG: How will VMware’s recent acquisition of AirWatch affect the virtualization company’s channel program?
O’Callaghan: Once the acquisition closes, AirWatch will extend VMware’s value proposition from data center to device. Our end-user computing portfolio positions VMware and our partners to deliver dynamic solutions to our customers for the mobile-cloud era.
TVG: What are three points channel partners should pay close attention to at PEX 2014?
O’Callaghan: Focus on SDDC, hybrid cloud, management and EUC. Partners need to get ready for the new reality by building services practices and acquiring a second DNA around services. There is a shift to a services model—over time customers will acquire and consume more of these.
TVG: What will make PEX 2014 different than previous VMware partner conferences?
O’Callaghan: The software-defined world is upon us, and at Partner Exchange 2014, we’re going to help our partners understand why and how customers are implementing solutions today, while helping them unlock opportunities through services practices and how to best support their customers in the implementation.
TVG: What are three challenges channel partners will facing in 2014?
O’Callaghan: There are several opportunities I’d like to call out for our partners in 2014, and beyond: designing a services practice built around the SDDC, hybrid cloud, management and the virtual workspace—customers are quickly moving to this software-defined world; acquiring a second DNA around services, as customer buying behaviors are changing from a perpetual model to wanting to acquire and consume IT as a service; and a solid services skillset will be important for success in the new reality of IT.
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