ENTERPRISE TECHNOLOGY
ecosystem of knowledgeable , skilled partners built over many years .
That must be especially important in regions such as the Middle East and Africa , which are so broad and diverse ?
Certainly , when you ’ ve got language barriers and numerous different ways of doing business in different countries and regions , then it really does help to have partners who provide that expertise in the field . It ’ s just not something you could realistically develop or replicate on your own .
You mentioned the enhanced Partner Connect programme . What new channel offerings can partners globally expect from VMware ?
Just to give some context , Partner Connect 1.0 was pretty much focused on resellers and large Enterprise License Agreements ,
Partner Connect 2.0 is a major progression and recognises the significant changes that are taking place in the way organisations use and consume technology . We are now incentivising partners to become experts in specific VMware solutions .
and we rewarded partners and distributors based on revenue . Partner Connect 2.0 is a major progression and recognises the significant changes that are taking place in the way organisations use and consume technology . We are now incentivising partners to become experts in specific VMware solutions and to maintain on-going relationships with their customers to ensure they are getting the maximum ROI on their VMware solutions .
Partner Connect 2.0 also recognises the growing trend of partners who specialise in specific aspects of technology implementation and transformation such as test and development , pure integration , or consumption . The last point is very important because no matter how well a solution has been integrated , it will only prove valuable if the customer uses it to full effect . This is fantastic for all parties , as the customers get maximum impact from their investment and are therefore more likely to continue working with the partner and expand their use of VMware solutions .
With Partner Connect 2.0 partners can earn points for test and dev , for services , and for consumption on the back end . It ’ s designed to reward best practice across the lifecycle of our solutions and reflects our new approach to partnerships , which is about the lifecycle of a customer
engagement rather than a quick one-off win at the front .
Partner Connect 2.0 is also designed to help us gain greater scale , and it will achieve this because it is designed to encourage so many different types of partners to prosper across the customer lifecycle .
What will be VMware ’ s tech and solutions focus in 2022 – 23 and how are you readying your partners for that ?
Our multi-cloud strategy has really resonated with customers , and we expect this to continue . Many customers decided to accelerate their migration to the cloud due to the challenges presented by COVID , and while COVID has alleviated in most parts of the world , customers are now facing numerous other challenges including global supply chain issues and general economic headwinds . The option to embrace a multi-cloud strategy is very attractive for customers because it gives them all of the efficiency and innovation advantages of cloud , along with the freedom to work across numerous different types of cloud , whether public , private , or on-premise .
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