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Sanjay Poonen on 'Copycat' Nutanix And VMware's Independent Status With Dell EMC

VMware COO Sanjay Poonen talks to CRN about VMware versus Nutanix, his competitive drive, and VMware's strategy to stay independent from Dell EMC.

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What are the other key areas that partners should invest in?

[The third is] VMware Cloud on AWS —all of the new things with CloudHealth and RDS, those are huge moves to optimize people's data center spending and disaster recovery. So cloud partners or partners who have expertise in disaster recovery and data center optimization should be on that. The best time for the partners to engage is now. The fourth area I would focus on would be end-user computing around digital workspace and Workspace ONE. That has tremendous potential. I think it has 80,000 customers. We have very compelling use cases. We are the only company that can bring together an Apple, Google and Microsoft set of devices into one unified plane and take away all the clutter. We've had tremendous success with mobile-centric partners, including the partners of Apple, Google and Microsoft in furthering that.

Those four priorities offer plenty of room for channel partners to be our force multiplier. Those are four areas we weren't talking about five years ago. That's how you become a force multiplier, so for every dollar we create of license and subscription software, there's multiple times that of opportunity for services or value-added components on top. That's the money-making opportunity for our partners.

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