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VMware pushes for partner collaboration, introduces new sales program

VMware pushes for partner collaboration, introduces new sales program

The virtualisation vendor wants to see channel partners work more closely with its technology vendor partners to explore new opportunities in the cloud.

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    VMware want channel partners to pair with VMware technology vendor partners to explore new opportunities in cloud computing. It has also launched a new sales program to drive sales in the channel.

    At the VMware Partner Exchange 2011 in Orlando, Florida, VMware president of customer operations, Carl Eschenbach, said while many partners were comfortable selling into the infrastructure layer, the virtualisation vendor wants the channel to start thinking about the cloud applications and end-user desktop level. Products in those two categories include vFabric and the Zimbra email client, respectively.

    Cloud infrastructure, cloud applications platform and end-user computing makes up the vendor's “new IT stack” strategy.

    “When you look at this three-layer strategy, we have many different partners across each of those layers,” Eschenbach said.

    He encouraged channel partners to leverage VMware's relationships with technology vendors, such as Trend Micro for anti-virus, as well as service providers partners to offer a holistic cloud solution to customers.

    The vendor has more than 1800 members in its technology alliance partner program.

    VMware has paired with a number of vendors and service providers so it can cover all bases when offering services in a hybrid cloud environment. The vendor is a strong proponent of the hybrid cloud model which involves starting companies on a private cloud then building out and connecting to a public cloud.

    Eschenbach stressed VMware has an ecosystem to the value of $45 billion and channel partners should actively work together with technology partners to drive innovation as well as revenue.

    In a bid to further increase profit, VMware has brought forth a new incentive program which rewards individual sales staff within a partners organisation.

    “This is not focused at the corporation or the bus partner company but at the individuals,” he said. “Individuals can now, through a sales rewards portal that we've built, go in and get cash prizes, get rewards, get incentives based on their performance in driving VMware solutions into the market.”

    In addition to the cloud computing and enterprise application competencies announced yesterday, VMware unveiled it is currently developing competency programs for Zimbra, vFabric, enterprise management and security.

    Launch dates to those pending competencies is unknown.

    VMware Partner Exchange concludes on Friday.

    Spandas Lui attended VMware Partner Exchange in Orlando, Florida, as a guest of VMware.


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