VMware's Eschenbach: Take Aim At SDDC, Hybrid Cloud, End-User Computing

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VMware in 2013 will be putting in place its largest channel investments ever in building out the sales force that can drive end-user computing technology. "We believe we can take share from Citrix," VMware's Eschenbach said. "We battle them now neck-and-neck before we increase our sales force."

To drive the push for end-user computing, Eschenbach on Wednesday said VMware is working on a partnership with Cisco to develop VDI infrastructure on top of the Cisco UCS server platform. VMware also worked with Dell to develop a channel-focused VDI infrastructure based on Dell's Active System 800 converged infrastructure offering, he said.

To help carry its three-pronged SDDC, hybrid cloud and end-user strategy to the market and the channel, VMware is building a new enterprise sales force to meet customer requirements in the largest enterprise customers and augmenting its midrange sales force that engages its channel partners, Eschenbach said.

VMware is also continuing to develop its services capabilities for the largest enterprises with a focus on bringing related expertise to its partners. Eschenbach said VMware needs to know customers' services challenges and bring that knowledge to its partners. "We are in this to get intellectual property, to package it, to bring it back to you," he said.

Eschenbach said that success for VMware so far, and going forward, is due to its channel partners that have consistently provided 85 percent of the company's revenue for over a decade.

During his keynote presentation, he showed a PowerPoint slide on which was written, "Thank You, PARTNERS!"

"But it should say, 'Thank you to our sales force,'" he said. "At VMware, we see you as an extension of our sales force."


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