VMware Partner Connect brings flexibility to new levels


VMware has rolled out a revamped channel program that gives partners greater freedom in skill selection and rewards partners who provide services across the enterprise’s full technology stack.

The VMware Partner Connect initiative represents a “comprehensive solution [overhaul] of our Partner Program,” said Jenni Flinders, Global Channel Manager, VMware. She said the program aligns with the company’s strategic priorities and provides partners with a “clear and easy path to define how they want to maximize opportunities with VMware.”

The new partnership program has been in the works for about 18 months. VMware has periodically updated its partners on its progress. Richard Steeves, senior director of global partner programs at VMware, said the program changes are also aimed at addressing customers’ digital transformation needs.

“As we continue to seek to support our customers’ digital transformation – and meet their need to run any application on any device on any cloud – we needed to ensure that we had the right partner with the right skills,” he said.

VMware partners can learn individual skills in areas such as hybrid cloud, which integrates data center virtualization, digital workspace, application modernization and security.

VMware Partner Connect offers three tiers for Channel Partners: Partner, Advanced Partner, and Primary Partner. The Partner and Advanced Partner tiers are intended for partners who interact with customers at the traditional resale and transactional customer relationship level. Core Partners must achieve Master Services Competencies and demonstrate their ability to build and deliver services on the VMware stack.

According to VMware, Premier Partners are eligible for deployment and consumption incentives and receive priority consideration for VMware business planning and co-selling opportunities.

In other program moves, VMware will integrate VeloCloud, Carbon Black and Pivotal partner programs into VMware Partner Connect later this year. Flinders said the new program structure will provide “easy plug and play” for integrating channel initiatives from companies that VMware subsequently acquires.

Steeves said VMware Partner Connect marks “one of the biggest transformations VMware has brought to market in its partner ecosystem in over a decade.”

IBM continues public cloud growth with partnership with Infosys

In an effort to expand enterprise deployments of the IBM public cloud, IBM has expanded its partnership with global systems integrator Infosys.

As part of the alliance, Infosys plans to target enterprises in highly regulated industries, including financial services, insurance and healthcare, with IBM’s public cloud offerings. Infosys said it would also seek to integrate Red Hat’s open source products into agreements with companies. Infosys is the first global systems integrator to join the IBM public cloud ecosystem.

[Infosys] is our premier partner that truly champions all things IBM public cloud.
Bob LordSenior Vice President of Cognitive Applications and Ecosystems, IBM

“It’s our first partner that really champions everything about the IBM public cloud,” said Bob Lord, senior vice president of cognitive applications and ecosystems at IBM.

Ravi Kumar S., President of Infosys, said IBM has differentiated its public cloud platform from competitors by focusing on enterprise concerns around privacy, regulatory compliance, security and downtime. shutdown of systems.

Lord said that while the IBM-Infosys partnership is an important step in strengthening IBM’s presence in the public cloud, it does not represent a change in the vendor’s overall channel strategy. “I think it’s more of a focused effort to…understand what [Infosys’] needs are” and enabling Infosys to grow its IBM public cloud business, he said.

For example, IBM will provide Infosys with technical support for customer cloud migrations. Additionally, the two companies will collaborate on activities such as building proofs of concept, running cloud pilots, and staffing Infosys Customer Innovation Centers. “We have a common go-to-market [and campaign investments] on the commons … and [will] making the IBM public cloud one of the foundational pillars of cloud journeys,” said Kumar S..

Infosys operates several Customer Innovation Centers in North America, Lord noted. “Customers can come in, participate in design thinking sessions, and design what their long-term infrastructure will be like as an Infosys customer. And IBM is part of that overall program,” he said. Infosys will launch IBM public cloud practices in its innovation centers starting with its locations in Hartford, Connecticut, and Raleigh, North Carolina.

“Working with a systems integrator like Infosys, who has the customer relationships and the credibility and honestly…that’s actually where we want to be, so we can spread the use case around [IBM public cloud] and what the product has to offer,” Lord said.

Cameyo Targets MSPs with Application Delivery Platform

Cameyo, a Cary, NC company that provides a virtual application delivery platform, has launched a product for managed service providers.

Cameyo for MSPs aims to enable service providers to deliver Windows applications to any device and manage customers remotely from a single dashboard. CompuGroup Medical US and Xpertek IT are among Cameyo’s first MSP partners, according to the company. Cameyo pricing for MSPs starts at $10 per user per month. Fees drop to $1 per user per month if wholesale discounts are applied. Cameyo offers MSPs a free trial of the product.

Cameyo co-founder and CEO Andrew Miller said the MSP product was an offshoot of the company’s previous work with MSPs.

“Throughout our ongoing relationships with these MSPs, we have received multiple requests to give them the ability to manage all of their customers from one admin dashboard, rather than letting them manage each customer in a console. separate,” he said.

MSPs also needed a simplified billing system, so Cameyo developed its Service Provider License Agreement model, which involves a single SKU.

Miller said he expects the MSP portion of Cameyo’s business to grow to 15% to 20% of revenue in 2020, “and then grow significantly in 2021.”

Other news

  • T-Systems, the IT services subsidiary of Deutsche Telekom, will provide managed services and open a Google Cloud Competence Center as part of a new partnership with the cloud provider. The competence center will focus on large-scale workload migrations, modernization of SAP applications, creation of artificial intelligence and machine learning offerings, and data warehouse and analytics offerings of cloud-based data, according to the companies. Last week, Google Cloud and SADA, a Los Angeles-based business and technology consultancy, unveiled a $500 million partnership deal targeting Anthos, data warehouse modernization and center AI. of contact.
  • SMBs lack the staff and training to get the most out of their data analytics tools, according to a survey by Onepath, an Atlanta-based MSP. Fifty-seven percent of more than 100 SMB leaders and executives surveyed by Onepath said they didn’t have the right people to manage the implementation of data analytics offerings, while 62% said that they could use the tools better if they had more training.
  • Mission, a Los Angeles-based MSP, said it is now the exclusive AWS SMB Certified Reseller of Cloudwick’s Amorphic data and analytics platform for AWS data warehousing.
  • Pax8, a Denver-based cloud distributor, has signed a partnership with Bitdefender, a cybersecurity vendor. Pax8 will provide Bitdefender Cloud Security for MSPs.
  • Cisco expanded its Designed for Business portfolio for small business buyers and added a button on its website to connect customers with a Cisco partner to purchase directly from Cisco.com.
  • Samsara, a company in the Industrial IoT market, has updated its fleet and industrial channel partner program. Additions include Owl Academy, an online training program, and the Samsara Flywheel certification program. According to Samsara, the latter program provides technical training on Samsara’s industrial product offerings and how to build services around them.
  • Managed cloud service provider Rackspace has opened an office in Dubai, United Arab Emirates, as part of a push into the Middle East. Rackspace said it currently has more than 500 customers in the region.
  • Managed cloud service provider Rackspace has opened an office in Dubai, United Arab Emirates, as part of a push into the Middle East. Rackspace said it currently has more than 500 customers in the region.
  • CoreView, a SaaS management platform provider, partners with Metsys, a digital transformation service provider in France.
  • Accenture has appointed Silicon Valley entrepreneur Tom Lounibos as managing director of Accenture Ventures.
  • Cognition360, which provides a data analytics platform for MSPs using ConnectWise software, has named Aaron Kennedy as CEO.

Market Share is a news roundup published every Friday.


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