VMware A/NZ will be increasing its investment into its partner community as a result of the company’s latest announcements and product launches at VMworld 2015.
The company’s A/NZ director of channels and general business, John Donovan, said it has a specialised unit focusing on its partner community but it’s set to increase the investment on this unit and extend its reach to become more collaborative with the partner environment.
And its latest announcements at VMworld 2015 are a catalyst to that growth.
“There will be more focus on direct customer engagements, because we will need more specialists to take it through a wider channel program. We’re going to accelerate how we enable the A/NZ reseller network to build up those virtualisation skills. There will be technical and sales enablement as well.
“So the combinations of the announcements – the extension of the application capability, what we’re doing in the mobile device management space, the extension of Air Watch, the network virtualisation technology, and EVO SDDC, will be something interesting for A/NZ,” he said.
Donovan claimed the theming around the extension of the device management and some of the announcements made, like Air Watch and the integration with Windows 10 is something that not many in the channel will expect to see.
“Historically, Airwatch in Australia didn’t quite have a structure in terms of managing the partner ecosystem so we think that apart from some of the technology announcements, what we’re really excited to do is come back and apply that to a broader range of partner relationships.”
The launch of EVO SDDC is also an element he highlighted will benefit the local channel.
“A lot of partners have been telling me how mainstream NSX is becoming now. That’s something we have spent a couple of years building capacity for in A/NZ. The elite partner program for NSX started with only three partners in Australia and we’re expanding that to phase three, which involves broader collaboration with the partner community,” he mentioned.
VMware A/NZ vice-president and managing director, Duncan Bennet, said for end consumers, it will improve CAPEX and virtualize their fleet.
“If they’re thinking of saving some of their operational costs, they need management technologies and automation technologies. The natural extension of the thinking is that with the success of a software defined datacentre, they will want to explore networking and storage, and end user mobility.
“Also, you’ve got to build applications for the span of the bridge, not for the silos. You’ve got to be building in a way that it gives you flexibility,” Bennet said.
In addition, from a partner perspective, Donovan said the recent launch of deal registration for service providers will be something A/NZ can look forward to. It’s going into a pilot phase in October in the US and Europe, Middle East and Africa but will expand to the Asia-Pacific and Japan territory shortly after. Its launch is expected in 2016.
“It means that if a partner qualifies a deal and registers, and this contains both product and services, VMware will support them in that. That’s a huge commitment to the partner community,” he said.
“We spend a lot of time on our strategy instead of say on point product X or point product Y, Many of our competitors don’t really pull together a strategy of mobility, through to Cloud, through to a software defined datacentre,” Bennet mentioned.
Donovan indicated that these solutions are a necessity for the region because Australia evolves so quickly in terms of technology adoption. And in line with that, it should prepare itself for future technologies such as the Internet of Things (IoT).
“One Cloud, any application, any device has been our mantra for a while so with the IoT, many things will be connected and need to be deployed. Our intention is to enable that deployment in a safe and secure manner regardless of if they are mobiles, laptops, cars, or even vending machines.
He also said that anything that connects to the Internet requires application deployment and it’s VMware’s job to manage that.
“As our portfolio broadens, so does the interest from our partner community. For our customers, what they want is to get stuff done faster for less. What’s driving them is efficiency and we’re here to help them. We’re looking a long way into the future,” Bennet added.