VMware Adds Management Software Incentive For Partners

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Kent MacDonald, vice president of converged infrastructure and network services for Long View Systems, a top VMware enterprise partner headquartered in Calgary, Alberta, praised the new VMware margin incentives.

"Anything that accelerates or compliments profitability is positive," said MacDonald. "VMware is certainly listening to the channel. It is great to see their statement that they are 100-percent committed to the channel. We look forward to their execution."

Long View's VMware sales were up 20-30 percent in the last year, said MacDonald. "VMware is key to us," he said. "They are foundational in everything we do from converged infrastructure to data center to end-user computing. We can't move without VMware being involved."

Keith Norbie, vice president of Stratos Management Systems, a Minnetonka, Minn., VMware enterprise partner, said VMware's margin incentives should significantly boost overall partner profitability. "Anytime you can dramatically increase the bottom-line EBITDA in a company. especially a solution provider. it is a big deal," he said. "Now, it is matter of solution providers looking at all the extensible ways to make that margin and ultimately make a difference for their clients."

Colleen Kapase, senior director of partner readiness for VMware, called the VSphere operations manager play the No. 1 initiative partners could undertake to significantly increase their profitability. She expects thousands of partners to be selling VSphere with Operations Manager by the end of the year.

Raghu Raghuram, executive vice president of cloud infrastructure and management for VMware, said the Operations Manager proactive monitoring yields dramatic IT operating expense improvements for customers with as few as 50 virtual machines. "This is a very unique product," he said. "It is integrated very tightly with VSphere." The ability for the Operations Management software to "figure out problems" before they happen and bring customers "faster mean time to recovery" is "very, very unique," he said.


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