VMware focuses on increasing co-selling through the channel

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Manish Alshi, Director, Partner Sales, VMware shares the company’s channel strategies for 2020

What have been the key highlights of 2019 and how do you see 2020 shaping up as an important year for the IT channel industry?

VMware, with its twin focus on addressing the complexities of multi-cloud environments and leveraging emerging technology superpowers, is well placed to help enterprises move ahead in their digital transformation journey.

As organisations across all industries are challenged to meet evolving customer expectations in 2020, we expect to see further technology advancements in unified management of data, privacy and security from the digital workspace to the cloud.

The one constant at VMware is that of innovation linked with an evolving product portfolio. It is crucial for us to keep our partner network updated and trained on the new products we launch. We do this through continuous engagement through the year via events, forums, discussions and focused partner programs that aim to equip our partners with the skills they need to take our new products to the market.

In 2020, we are also focusing on increasing co-selling through the channel and are continuously looking at engaging with partners earlier in the conversation and sales cycle. We know that if we team up together earlier and more strategically, then our success rate can be much higher.

Can you point out top three technology trends which the channel community should be betting on and why?

In the next phase of India’s digital transformation story, multi and hybrid clouds, mobility, digital workspaces, and security will emerge as the key technology trends with the power to impact business and life itself. As customers seek more flexibility, faster innovation, increased efficiencies, and better ROI from modern technologies, VMware will continue to empower them with services to accelerate digital transformation initiatives across industries. At this juncture, VMware is focussed on its vision 2020 – deliver any app on any device, on any cloud with intrinsic security architected into every layer.

Please list out the top channel directions which your company has set for its partners and where should partners invest to be aligned to these directions?

From redefining networking, breaking data centre silos to simplifying cloud migration strategies, and addressing BYOD complexities, VMware will continue to leverage technology to drive transformation across industries. Our GTM and partner strategies are closely aligned with our strategic priority pillars.

We will also provide essential guidance in strengthening our partner’s capabilities and driving their growth. We are focused on increasing the profitability of their VMware line of business through a robust partner incentive program.

VMware Partner Connect program launched on February 29, 2020, provides partners a single and consistent program experience with the flexibility and choice to realign their business models to meet their customers’ most pressing needs. Partner Connect delivers simplified engagement with VMware for partners, making working and growing with us easy, intuitive and profitable.

Customers will be able to identify and implement ideal VMware solutions in a much-simplified manner. Going ahead, VMware will continue to help organisations strengthen data security, minimise risks and cyber threats with secure devices and improve threat detection.


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