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Tech Data Adds VMware Virtualization Solutions

Scott Campbell

Peterson is now one of 200 Tech Data employees certified as a VMware Sales Professional (VSP), according to the company. It's his first official certification.

"When we were recruiting them, I said we'd pull out all the stops, that we'd do everything we could to get to 200," Peterson said with a laugh. "But the way I looked at it, the best way is to lead by example. Now we say if Pete can do it, why can't you?"

Tech Data joins Avnet, Arrow Electronics, Ingram Micro Inc. and Lifeboat Distribution as VMware distributors in the U.S.

"We're really excited about this new partnership. They're a $1.3 billion software virtualization company. Clearly, they are the market leader in this space. Virtualization is a huge opportunity for most IT shops today and a focus for our resellers," Peterson said. "They say 5 percent of all servers globally that have virtualization software on them. Our goal is to make sure when we include it when we initially sell servers, but there's also a huge install base that we have an opportunity to sell into as well."

Tech Data previously worked with VMware only through OEM agreements with Hewlett-Packard and IBM. Now it can separately sell the desktop and data center virtualization solutions including VMware Infrastructure suite, VMware VirtualCenter, VMware Capacity Planner, VMware Lab Manager, VMware Workstation, VMware ACE, VMware Virtual Desktop Infrastructure (VDI) and VMware Fusion.

VMware will fall under Peterson's Advanced Infrastructure Solutions division, he said. In addition to 200 VSPs, Tech Data also has 10 VMware Certified Professionals (VCP)and hopes to double both numbers in the next 90 days, Peterson said.

Tech Data also will focus on recruiting new VMware solution providers targeting small-business and midsize customers, Peterson said. After it builds some success there, it may look to find VARs selling into enterprise accounts.

"There's been a lot of virtualization play around server consolidation. But this a more far-reaching opportunity than just around consolidation play. It allows a more cost effective and more environmentally friendly data center," Peterson said.

Tech Data also sells virtualization solutions from Virtual Iron, Parallels, and Citrix's XenServer, formerly XenSource.

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