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VMware Head Of Security: Our Security Business Run Rate Outpacing Height Of Hypervisor Growth

In a recent interview, VMware's Tom Corn walks CRN through the company's security strategy, why it's hitting a $1 billion run rate, and what that means for partners.

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What about sales approach – does selling security as a facet of virtualization change how partners are selling security to customers?

I think that it opens up a very new interesting set of new opportunities because this starts creating a new operating model. … When this was a hypervisor company, at some point everyone knows how to do a hypervisor and knows what it is. When you start to do something like what I described [around security], the first team that gets it is the security team and they want it. Then, the operations team has to get it. Now, they have been operating with a pretty consistent model for quite some time. … Now, the rules have changed. Is that a network thing? A software thing? A server thing? It does change the model. It's actually forced us to learn for several hundred customers what is the new runbook. It starts creating opportunities for the integrators and the resellers to start thinking about services about change management: what's the new operating model, the new runtime model.

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