Competition results in positive changes for partners
February 17th, 2008 | 
Author: It’s great to see the recent positive changes to the VMware Partner program. As the competition enters the market, VMware realizes that who better to help continue growth and capture the untapped market share than the services organizations that are already implementing and supporting the VMware products in the field. In my experience, VMware has always “talked the talk” about enabling the partner channel, but not necessarily “walked the walk” when it came time to ensure margin and protecting the deal.
Internally, Partner Channel Managers have reduced their accounts and are focusing on building better relationships with a smaller group of partners. Externally VMware has announced some exciting new benefits for members of the Partner Program. VMware Unveils Major Program Enhancements for its Nearly 10,000 Virtualization Channel Partners was a news release last week from VMware that promises better profitability, training, marketing and support. From the release:
VMware, Inc. (NYSE: VMW), the global leader in virtualization solutions from the desktop to the data center, today announced major enhancements to the VMware VIP Partner Program, which includes nearly 10,000
partners worldwide. The enhancements, effective immediately, help make it easier for partners to quickly establish or expand their virtualization practices and offer their customers increased value
through VMware’s market-leading virtualization solutions. The enhancements include benefit enhancements for partners participating in the “advantage +” program, additional training options to build their
VMware virtualization expertise, and new and improved marketing tools to expand their VMware virtualization opportunities and meet the needs of customers of all sizes.
VMware also recently acquired New Hampshire based partner and service provider Foedus in order to help partners leverage their expertise in application and desktop virtualization. Announced briefly at the end of the release titled VMware to Expand Desktop Virtualization Solution with Acquisition of Thinstall, the Foedus acquisition is another example of VMware’s realization that their partners will ultimately help them stay the virtualization market leader.
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