Archive for February, 2011

Desktop Virtualization: The Next Battleground in “Journey to the Cloud”

by Beth Vanni, Vice President

Last week VMware Partner Exchange Conference put the company’s cloud strategy back on center stage.  Not surprisingly, desktop virtualization was one of the hot topics of discussion.  After all, with analysts projecting a 75% CAGR over the next five years, the key players in the industry, Microsoft, Citrix and VMware are all battling for a major share of this fast-growing segment..

VMWare executives painted a huge opportunity for partners in the desktop virtualization segment, citing an impressive 12,000 new customers and a 97% increase in partner bookings in 2010 alone.  And, it’s more clear than ever to VMware execs that the continued growth they’re craving can only be achieved with and through their channel partners.   (more…)


February 28, 2011 at 7:46 pm Leave a comment

VMware Continues to Fund its Partners’ Journey to the Cloud

New Enablement, Specializations and Rewards Programs Announced

by Beth Vanni, Vice President

When it comes to partner programs focused on engaging cloud-savvy solution providers, few companies have been as committed as VMware.  Nowhere was this more evident than during the partner program breakout session at this year’s Partner Exchange event, held last week in Orlando. This session, held during lunch, was still packed with partners, all interested in learning how VMware would be enhancing its VMware Partner Network programs to offer them further support.

New rewards to individual solution provider sales reps, market-focused specializations and increased demand generation marketing support were all addressed. But, there was a unique focus on the company’s new partner Specializations.  In fact, Senior Director Global Partner Strategy & Solutions, Colleen Kapase, was quoted as saying: “Specializations is where you’ll want to be to get access to a lot of resources from us.” (more…)

February 21, 2011 at 3:27 pm Leave a comment

The Virtual vs. Vicious Cycle: Effectively Supporting Alliance Sale Teams to Foster Success

By Beth Vanni, Vice President

Seasoned IT vendors know how critical the role of field sales is in the long-term success of an alliance partnership.  Despite all the other metrics around joint branding and visibility and penetrating key accounts, field teams ultimatly create customer success and incremental revenue for both companies.  If your sales force stumbles, or does not see the customer value in the alliance solution, deals don’t close. Even before signing the papers, it is critical for companies to work together towards implementing best practices when it comes to field sales engagement.

Businesses who have the best track record in partner alliances are typically those who engage the sales force early on. A recent panel discussion organized by Amazon Consulting and the Assocation of Strategic Alliance Professionals (ASAP)  revealed that the impetus for many alliance relationships originate in the field. (more…)

February 18, 2011 at 9:00 am Leave a comment

IBM Formalizes Channel Cloud Engagement Models Announces Five Cloud Specializations at Partnerworld Leadership Conference

by Beth Vanni, Vice President

Big Blue has been criticized for being a bit of a sleeping giant on the issue of aligning their cloud product and services strategy with their channel engagement models.  Not that many companies have been crystal clear on the intersect points of these two things to date, however.

The “IBM Cloud” has historically been mostly about their Global Technology Services infrastructure offerings, which frankly has been positioned more to their enterprise direct customers. Well, the giant seems to have awakened!  At this year’s Partnerworld Leadership Conference not only did IBM declare cloud computing one of only four global corporate initiatives (that’s very few for IBM) and publicly challenge Amazon’s cloud infrastructure packaging and pricing model. They also announced their first formal Partnerworld program designed for channel partners who are serious about the cloud.

The good news? Lots, actually.   (more…)

February 17, 2011 at 6:17 pm Leave a comment

‘Almost every partner we’ve talked to this year is thinking about it…is worried about it…’

Darren Bibby, Program Director of Software, Partnering and Alliances, IDC

The ‘it’ Darren is referring to is cloud computing adoption, and it was one of the hot topics discussed in our December 15th webinar, 2010 in the Channel – A Year in Review. Our panelists, as well as those attending the webinar, agreed that the cloud is here to stay, and it is having tremendous ramifications for solution providers and vendors as they develop their go-forward strategies for 2011 and beyond.

Virtually every one of our webinar attendees indicated they were pursuing the cloud in some way. This is not surprising given the possibilities that cloud computing offers. Our panelists (Amazon Consulting CEO Diane Krakora; Bill Botti, COO and Lee Fawcett, VP Professional Services from Arrow ECS; Darren Bibby Program Director of Software, Partnering and Alliances from IDC) were quick to point out however, that with the cloud’s benefits come real concerns. (more…)

February 1, 2011 at 3:25 pm Leave a comment

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