VMware Adds to Solution Competencies Lineup
Three new VMware (NYSE: VMW) Solution Competencies are intended to prime channel partners to capitalize on sales opportunities presented by the vCloud Suite and the software-defined data center (SDDC), a concept the vendor is aggressively pushing.
In a software-defined data center, the infrastructure is virtualized and delivered as a service with software at the helm of automated control. VMware positions its vCloud Suite as the lever for customers to build, operate and manage cloud infrastructure — namely, virtualization, SDDC services, policy-based provisioning, disaster recovery, and applications and operations management.
According to the vendor, “Partners are asking us, ‘What steps should I take to seize this opportunity? How can I best leverage the momentum around vCloud Suite?’” as posted in a partner blog. One part of the answer resides with three new Solution Competencies designed to prepare and support channel partner sales and services across vCloud: Virtualization of Business Critical Applications (VBCA), Management and Infrastructure as a Service (Cloud IaaS). The entries bring to six the total number of competencies the vendor offers.
VMware said that partners achieving the competencies typically add their own unique IP and services to differentiate themselves in the market and to build a stronger trusted adviser role with their customers.
The vendor also is touting to partners the benefits of leveraging its Solution Enablement Toolkits (SETs), collections of tools, templates and assets as a vehicle to boost sales and margins. SETs are building blocks put together by VMware professional services, sales engineers, solutions teams and product marketing, designed to help channel partners better package their services with hardware and licensing in solutions delivered to end customers. The idea is to give partners a lever to differentiate themselves, accelerate growth, increase deal sizes and services margins. SETs are made available to partners that have completed the associated Solution Competencies.