Partner Enablement Is Key For VMware’s Channel Strategy
VMware, a global virtualization, cloud computing solution provider, recently held Business Mobility Summit in Mumbai. Attended by a large number of customers and partners, the summit was aimed at showcasing VMware’s latest technology innovations in the space of End User Computing (EUC) and Enterprise Mobility.
EUC is today a large market opportunity for VMware and the company is very bullish over the EUC business in India. In 2015, VMware’s EUC business grew over 30 per cent yoy, bringing the total annual bookings run rate to over USD1.2 billion. In order to gain the top spot in the EUC market, the company is extensively building a strong partner ecosystem around the business. To enable this, VMware has rolled out multiple channel programs to build capabilities of its partners.
Talking about the channel engagement of VMware in India, Ramesh Vantipalli, Director EUC, System Engineering, VMware India said that partner enablement is key to VMware’s channel strategy. “Partner enablement is key to us. We have conducted Masterclass across India to aware and educate our partner community on our latest technology innovations. We are also building a collaboration tool for our key partners and also building specialized skill set in them,” Vantipalli said.
In India, VMware operates with SI partners, Manage Partners, ISVs, ASPs, Telecom and Application vendors. Vantipalli said that the company intends to tap data center partners. The VMware Partner Network is the framework for collaboration between VMware and their partners, offering a wide range of benefits, training, certifications and rewards.
Vantipalli said that the company would step in access management, physical devise management and endpoint security. During the event, VMware also announced to offer solutions in Unified Endpoint management. “VMware aims to provide solutions for data centers to devices. Desktop virtualization continues to be one of the growth areas for VMware. Apart from that, security is the emerging business segment for us,” Vantipalli said.
Talking about the current trends in the Digital workplace in India, Vantipalli said that while startups, IT/ITeS and manufacturing industry in India are rapidly adopting digital workplaces, there is still a rigidity in the BFSI segment. “We see resistance of BYOD in the banking segment as the banks always look for Corporate owned devices, however, the trend is changing drastically,” Vantipalli said.