VMware A/NZ vice-president and managing director, Alister Dias, said the announcements made at VMworld 2016 – including the launch of Workspace One, Cross-Cloud Architecture, and Windows 10 integration – is very aligned to the structure it has recently put in place in A/NZ.
“We built out a partner strategy knowing that the partner ecosystem is wide and varied and changing so rapidly itself; they’re overlapping themselves in some areas.
“If we look at our traditional SIs, Cloud service provider partners, resellers, distributors, traditional partners, and technology partners, they’re all merging and what came out of VMworld this year benefits them all,” he said.
According to Dias, he’s starting to see some traction of hyper converged in A/NZ and that’s contributing to the company’s success.
“We’re already on the journey from what was announced at VMworld 2016, and this just shows the maturity of the A/NZ market.”
Dias said partners have opportunities to help virtualise, automate, mobilise and secure its latest solutions. And he said they should focus on micro segmentation, having a digital workspace, and taking these transformation conversations to customers.
“But the question they’re asking is on a refresh cycle, how much should they do themselves or should they look at hyper converged? In either case, we’ve got a discussion to have with them,” he added.
Dias also mentioned the Cross-Cloud Architecture announcement plays well into its goal in A/NZ, following the recent formation of the Cloud solutions group in A/NZ, in April.
“A/NZ already adopts a SaaS first and Cloud first strategy. So, this enables customers to choose the best offering of Cloud but also enable our own people to have discussions upfront with customers.
“From a partner perspective, the opportunity for us is resurgence in partner interest – a lot of partners are looking back to what they can do with VMware,” Dias said.
Following the announcements that were just made, VMware A/NZ will be making tweaks to its partner program to incentivise and focus on the new solutions it is bringing out to market.
More information about this will be provided at a later date.
“Our sales representatives used to help our channel work with customers and wait very late into the cycles to approve the partner’s registration and as a result, partners were questioning why they would invest in selling if they weren’t getting the money for it till the very end of the deal,” VMware worldwide partners and alliances senior vice-president, Ross Brown, said.
“Now, when partners bring us a deal, it will be automatically approved if no other partner is working on it. We have also changed up the mix of incentives to focus on NSX and vSAN and shift the dollars away from historic high share products.”
Brown highlighted some changes he has seen in its partner space.
“In terms of partnerships, we used to capture the inbound demand of the market. But now, we create solution value and demand.
“The challenge was, our partners were the ones that needed to be talking to customers about all these new technologies. But now, we’ve made strategic shifts to the program in terms of the way our incentives work to boost this,” he said.
In the channel, there are three metrics VMware looks at – reach, frequency, and yield. Brown said a lot of that is now expanding for the company because the products are at a point where partners are comfortable with the stability of them.
“So you have a confluence of three things – a market picking up, a product becoming more valuable, and a motivated channel to grow it. We’re also expanding our partnerships with technology alliances, and some of the biggest work we’re doing is with our global SIs like Capgemini and CSC.
“They’re coming to us and saying, the underlying Cloud foundation of ours is the platform they want to do their digital transformation on and drives large footprints for them and their customers. But we have more work to do,” he added.
Hafizah Osman attended VMworld 2016 as a guest of VMware.