Posts tagged ‘VMware’

It’s Hard to Teach a Partner to Fish When You’re Not Fishing Yourself

Beth Vanni – Vice President

There is a definite desire on the part of vendors to actively market their technology to business decision makers. In fact, in our recent Influencing the Influencer Study, 86% of vendors indicate that succeeding in selling business relevant solutions through partners is very important to them. Yet in this same study, 62% of vendors say that they have only achieved average results in this arena. Another 25% say they themselves do not have a strong focus on business decision makers, but rather are selling to IT decision makers — where the focus is on products, and not solutions.

This type of selling is in conflict with the sales and marketing direction many of these IT vendors give to their channel partners today;  namely, to be true solution providers actively try to penetrate new markets by demonstrating business value. The problem? How can vendors teach partners to do what they don’t have a fundamental sales and marketing commitment to do themselves? (more…)


June 23, 2011 at 3:44 pm 1 comment

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

GTDC Vendor Summit 2010

There’s More than One Way to Skin a Cat: Views on the Role of Distribution for 2011

Beth Vanni – Director, Market Intelligence

There they sat: four smart, experienced and confident channel executives.  So much the same and yet so different. The event?  The “Rising Stars” vendor panel at the Global Technology Distributor Council’s annual N. American Vendor Summit.  The Rising Star awards are given to those companies who experienced the largest year over year sales out growth through distribution (July 1 ’90 through June 30 ’10).   The event was well attended and all four vendor executives were quite intent on appearing both positive and supportive of their distributor partners in the room as well as intriguing and smart to their vendor peers.  Which they were/are.  But, what an amazing difference in terms of their company’s basic needs and expectations of their broadline and technical distributors in the coming year. (more…)

October 5, 2010 at 4:37 pm Leave a comment

VMworld 2010 Eve – Day 0

Sandra Glaser Cheek – Director, Client Services

Last week I sent my three kids back-to-school after an 82-day long weekend. Phew. Multiple trips to Target and Staples for school supplies usually mark the end of summer for me. But now, in hindsight, working closely with VMware for the past couple of years, it seems the amount of work, and the furious pace in which VMware employees are working, VMworld also marks the end of summer and the beginning of the fall tradeshow season.

Fall is the season when we start to hear of acquisitions and bold moves in the tech vendor community, and new visions and ideas that get us excited. Now that the kids are back in school, and VMworld is ready to open, we are ready to pay attention. Here are some thought I’ve gathered from the blogosphere industry about what are likely to hear at VMworld 2010 this week: (more…)

August 31, 2010 at 12:52 am Leave a comment

People and Pay-for-Performance are Vendors’ Top Spending Priorities

Beth Vanni – Director, Market Intelligence
Amazon Consulting

What channel spending is viewed as having the highest ROI for vendors?  And what investments are vendors planning to reevaluate or reduce this year?  Data from the Amazon Consulting 2010 State of Partnering Study indicates that the pendulum has swung back in favor of people as the vendor channel investment with highest ROI. Yes, good old partner-facing staff.

2010 was a tenuous year for many channel sales mangers.  A number of companies made significant changes to their field and phone-based coverage model and reevaluate both the number and type of partners a field channel sales manager would support.  And, those vendors that didn’t make changes were reevaluating compensation plans and core performance criteria for 2010.  Ironically enough, data from other Amazon Consulting research indicates that the top five vehicles solution providers want to use for two-way communication and collaboration with their leading vendors are all face-to-face:  local regional events, user groups, partner advisory councils, annual partner conferences and discussions with vendor’s staff were all highly ranked vehicles.  (more…)

April 21, 2010 at 10:54 pm 1 comment

“Let it Rain – Be a Rainmaker!” VMware Challenges Partners to Make 2010 the Year of the Cloud

By Beth Vanni –  Director, Market Intelligence

Every sales team needs a rally cry. A hill to take, a call to action.  At this year’s VMware PartnerExchange conference, the virtualization leader’s Executive Vice President of Sales, Carl Eschenbach, delivered that message.

With a  record 2700 solution provider attendees, this year’s conference was all about VMware’s cloud computing long-term market vision.  Eschenbach’s call to action was for the company’s solution providers to “be rainmakers.”   “This is the year the cloud will start to produce big results.  I’m telling my sales team and solution providers, let it rain.” (more…)

February 12, 2010 at 6:24 pm Leave a comment

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