VMware | August 19, 2022
VMware, Inc. announced the next evolution of VMware Partner Connect – the company’s singular, unified, global partner program. Partner Connect’s new framework aligns to today’s cloud, services, and solutions-centric business models, and will help partners drive better business performance and profitability today while transforming their businesses for tomorrow. The evolved VMware Partner Connect program will deliver a flexible framework to support partners’ go to market with VMware, accelerate partner growth, and reward partners for the totality of their achievements and capabilities. VMware is delivering several immediate benefits, with additional capabilities and enhancements to be made available in the future.
VMware has identified three core profit drivers that show up consistently within the company’s most profitable partners: Services, Lifecycle Profit, and Stickiness. Each pillar is synergistic and interconnected to create revenue and profit opportunities. For partners focused on these three areas, the results are tangible. When comparing VMware’s most profitable partners to the worldwide averages: more than 80% of revenue from their VMware practice is driven from services (cloud, managed, professional); services profit is 1.5X higher; and professional service days revenue is more than 2X higher.(1)
“VMware has applied learnings from thousands of partners to drive the next evolution of Partner Connect and help partners perform while they transform. VMware is well positioned to help partners capture on the massive and growing opportunity in multi-cloud,” said Tracy-Ann Palmer, vice president, Partner Experience, Programs and Investments, VMware. “We now have one unified partner program that will be more flexible and efficient, with simpler paths to progression and more tools to help manage partners’ VMware business. We’re optimizing incentives and programs to help partners take their SaaS and subscription businesses to another level and capitalize on cloud-centric business models and economics.”
Elevated Partner Experience with a New Partner Connect Structure
With the next evolution of Partner Connect, VMware partners will benefit from a new flexible point system, simplified tiering, a business model orientation, and add more self-service and automation to further improve partner efficiency and profitability. Partner Connect will reward partners for different ways they create value, including both performance and capability activities. Progression in the program will be based on the new points system rather than a complex mix of IT pathways. Partners that progress to the new Pinnacle tier will experience even greater financial benefits and VMware engagement, including managed account coverage, joint business plan development, and access to big bets programs.
Additionally, Partner Connect will now support four different business models under a single program: Solution Services, Solution Builder, Cloud Solution Provider, and Solution Reseller. Creating this flexible, collaborative framework across these four business models enables VMware to unify support across all business models. VMware will deliver a new self-service dashboard that provides partners easy-to-access visibility into where they stand in the Partner Connect program. Partners will be able to better track their progression, incentives earned, competencies achieved and other valuable telemetry for managing their VMware business.
Accelerating Partner Business Transformation to SaaS, Services, and Solutions Selling
Customer Success practices are critical to helping customers realize continuous value from the cloud, SaaS, and subscription offerings. They are also a key component of the Lifecycle Services identified by VMware as a core profit driver. With the new Partner-Led Customer Success Specialization, partners now have three options to execute Customer Success. Partners can build their own comprehensive offering through the Specialization, collaborate with VMware on Customer Success activities, or resell VMware Success 360. These options enable partners to guide customers through all the stages of their multi-cloud journey with VMware solutions, while providing a consistent method of working with customers to help them continually realize value and achieve outcomes faster.
VMware has launched the Go-To-Market Play System (GPS) for VMware partners to meet the twin goals of delivering customer outcomes and partner profitability. Centered on transformational business challenges (Strategy Plays) and discrete focused IT solutions (Velocity Plays), GPS provides defined solutions with unified enablement and incentives to increase value and reach, as well as digital marketing support. With GPS for partners, VMware is transforming fragmented GTM programs into a unified approach directed at customer outcomes. These GPS plays are central to VMware’s outcome-oriented partner enablement and go-to-market evolution, driving end-to-end alignment beginning with partner capability development all the way to customer success.
VMware is now making the VMware Ignite program more broadly available to partners and has aligned it with the Go-To-Market Play System and partner-led services initiatives. VMware Ignite is a unique partner practice activation and development program featuring a rigorous, proven methodology providing structured development paths to build capabilities across technical, sales, services, and marketing functions; access to trainings and VMware experts to support sales and practice development; and a variety of development paths for new and committed partners and distributors.
The new VMware Ecosystem Solutions Partner Studio, which includes Solutions Lab and Solutions Hub, empowers partners to create and co-innovate on use-case-focused solutions to drive partner growth and global market differentiation. Solutions Lab is a facilitated co-innovation framework that helps partners take "Big Ideas" to market through guided assistance and support from VMware experts. With Solutions Lab, partners can deliver differentiated solutions that are repeatable and tailored for market-fit. Solutions Hub is an integrated digital self-service platform that streamlines the content creation, orchestration, and go-to-market process for partners’ solutions. Solutions Hub provides the digital tools to activate and publish curated solutions to VMware Marketplace today and additional third-party marketplaces in the future; measure pipeline, adoption, and penetration effectiveness; and accelerate time-to-market through automation.
“We love that this new points-based system for progression will recognize and reward partners like Insight for the results-based strategic growth we achieve with our shared customers, The recognition of our total achievements and capabilities as part of the VMware Partner Connect Program is a key driver for the continued investment in growing our VMware solutions business.”
Joyce Mullen, President and Chief Executive Officer, Insight Enterprises
VMware is a leading provider of multi-cloud services for all apps, enabling digital innovation with enterprise control. As a trusted foundation to accelerate innovation, VMware software gives businesses the flexibility and choice they need to build the future. Headquartered in Palo Alto, California, VMware is committed to building a better future through the company’s 2030 Agenda.
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Broadband Forum | July 14, 2022
Operators can now reduce the time and cost associated with onboarding new Optical Network Unit (ONU) vendors, roll-out services faster, and more easily migrate and evolve their networks by applying new innovations and flexibility thanks to the publication of two new documents from the Broadband Forum today.
Broadband Forum’s TR-451 ‘vOMCI Specification’ and MR-451 ‘ONU Management using Virtualized OMCI’ have armed operators with more choice in how they create, activate, and maintain services associated with ONUs. Previously, the management cycle of the ONU was tied to a specific vendor’s Optical Line Terminal (OLT). The latest specification enables operators to de-couple the ONU and OLT from control and management purposes, with the Virtualized ONU Management (vOMCI) being introduced as a solution to centralize operations without relying on each OLT to act as a management entity.
This means operators’ OLT vendors no longer needed to be intimately involved in the roll-out of the management services and features provided by the ONU. TR-451 also increases the number of potential ONU vendors, allowing operators to better negotiate the best prices for ONUs. The specification enables easier interoperability testing and on-boarding of ONUs within an operator’s ecosystem and cloud-based network. It supports various deployment models where virtualized functions can be deployed to the cloud or within existing management system solutions.
“The latest specification can be used in the evolution of the management of ONUs, not as a replacement for the management processes and data models already in use by operators but to future-proof their infrastructure while maintaining their investment in existing ONU devices,” said Bruno Cornaglia, Co-Director of the SDN/NFV Work Area at Broadband Forum. “Ultimately, ONU management will be more adaptive to changes in operators’ processes and services, as well as less costly to maintain.”
About the Broadband Forum
Broadband Forum is the communications industry’s leading open standards development organization focused on accelerating broadband innovation, standards, and ecosystem development. Our members’ passion – delivering on the promise of broadband by enabling smarter and faster broadband networks and a thriving broadband ecosystem.
Broadband Forum is an open, non-profit industry organization composed of the industry’s leading broadband operators, vendors, thought leaders who are shaping the future of broadband, and observers who closely track our progress. Its work to date has been the foundation for broadband’s global proliferation and innovation. For example, the Forum’s flagship TR-069 CPE WAN Management Protocol has nearly 1 billion installations worldwide.
Broadband Forum’s projects span across 5G, Connected Home, Cloud, and Access. Its working groups collaborate to define best practices for global networks, enable new revenue-generating service and content delivery, establish technology migration strategies, and engineer critical device, service & development management tools in the home and business IP networking infrastructure. We develop multi-service broadband packet networking specifications addressing architecture, device and service management, software data models, interoperability and certification in the broadband market.
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Citrix | August 02, 2022
Organizations around the world continue to struggle with whether and how to enable remote work, but the City of Corona isn’t among them. The municipality embraced the concept long before the pandemic forced it to, and has built a powerful digital workspace that provides access to everything its employees need to engage and be productive, wherever they happen to be. On August 4, the City will discuss its journey to remote work and how it is using solutions from Citrix Systems, Inc. (NASDAQ:CTXS) and its partner NVIDIA to accelerate it during an exclusive Fireside Chat.
The journey began five years ago when the City of Corona, which sits in the heart of California earthquake and wildfire territory, implemented Citrix digital workspace solutions to “disaster proof” its operations.
“In the event of an emergency, we need to be agile, We need access to our systems and our data and we’d like our employees to be able to work from anywhere."
Kyle Edgeworth, Deputy CIO, City of Corona
Citrix enables both. And following a successful pilot, Edgeworth and his team moved to modernize its IT infrastructure and cloud-first strategy to support a wider implementation.
It started by dissociating traditional hardware from the computing equation and replacing it with Citrix’s cloud-delivered digital workspace solutions, Microsoft Azure NVv6 series powered by NVIDIA GPUs, NVIDIA virtual GPU technology and Azure Virtual Desktop.
“We made the decision to ultimately transition everything to the cloud,” Edgeworth said. “Citrix was the logical choice to pair with Microsoft, as it enhances the value of Azure Virtual Desktop, providing enterprise tools that improve user density and performance, allow us to provision workloads on-demand, and simplify how our team manages images and applications.”
There are benefits to using Citrix alongside NVIDIA as well. As a Citrix Ready™ Partner, NVIDIA virtual GPU technology is verified to work with Citrix Virtual Apps and Desktops™ to power virtual workstations, desktops, and apps with an immersive user experience that keeps employees productive and engaged.
Edgeworth will share additional insights on the City of Corona’s decision to go all-in on the cloud and how the municipality is leveraging virtual technologies to build a future-proof infrastructure to support remote work during the August 4 event. He will be joined by:
Chris McMasters, Chief Information Officer, City of Corona
Calvin Hsu, VP, Product Management, Citrix
Vishal Ganeriwala, Senior Director, Product Management, NVIDIA
Citrix builds the secure, unified digital workspace technology that helps organizations unlock human potential and deliver a consistent workspace experience wherever work needs to get done. With Citrix, users get a seamless work experience and IT has a unified platform to secure, manage, and monitor diverse technologies in complex cloud environments.