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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OpsMx | September 21, 2022
OpsMx, the leader in intelligent continuous delivery, today announced at ArgoCon 2022 a suite of software and services to enable more scalable and secure enterprise GitOps. The new OpsMx Enterprise for Argo and OpsMx Intelligent Software Delivery (ISD) for Argo products extend the capabilities provided by Argo, a Cloud Native Computing Foundation (CNCF) open source project for continuous software delivery in Kubernetes environments. OpsMx also brings to the Argo community best practices for "CD at Scale" gained from existing OpsMx customers such as Cisco, Google, and other Fortune 100 global enterprises. OpsMx now offers the first and only open platform to automate application deployments to any target platform – containers, virtual machines, and functions – on-premises and in public cloud.
"Developers already love the flexibility and ease of use of Argo, With this announcement, operations teams and SREs get the tools they need to keep production deployments under control without slowing down their developers or the business." Demand for Argo continues to grow as organizations migrate applications to Kubernetes and containers. The CNCF User Survey published February 10, 2022 found that production use of Argo increased by 115% over the prior year.
Gopal Dommety, CEO and co-founder of OpsMx
Enterprise Argo users with an immediate need for greater production security can use OpsMx Enterprise for Argo (OEA) for free. OEA is an open source distribution of Argo CD, Argo Workflow, Argo Rollouts, and Argo Events that has been subjected to additional security testing and hardening. OpsMx makes security patches continually available as new vulnerabilities are discovered. An enhanced Argo installer simplifies security integrations, such as SSO and secrets management, as well as future Argo upgrades. OpsMx also offers fee-based 24 x 7 enterprise support.
OpsMx Intelligent Software Delivery (ISD) for Argo provides unified management across the multiple Argo clusters in an enterprise deployment. Applications can be tracked end-to-end across their lifecycle with a few clicks, from dev to test to staging to production. Gates, both manual and automated, can be added to the delivery process to enforce security policies, change controls, and application readiness. AI/ML on data collected from 70+ integrations with leading DevOps tools drives intelligence in the process. All this can be centrally reported and audited.
OpsMx Argo Deployment Services enable users to quickly get to a production-ready Argo deployment. This can include refactoring pipelines from legacy CD environments into Argo workflows. OpsMx SaaS offerings eliminate the need to manage infrastructure and upgrades.
OpsMx is also expanding support for the Argo open source community to encourage more users to see what Argo can offer. A new Argo Sandbox provides a free SaaS-delivered open source Argo environment for hands-on exploration. Upcoming education events include free webinars featuring Argo users from Adobe and Splunk, along with OpsMx experts, talking about the challenges of continuous delivery. OpsMx is proud to be a Platinum Sponsor of ArgoCon 2022.
Together, these Argo additions bring Kubernetes-native capabilities to the OpsMx open CD architecture, creating the first and only open platform for best-in-class deployments to both Kubernetes environments and virtual machine / multi-cloud environments.
OpsMx simplifies and intelligently automates software delivery, enabling hundreds of thousands of developers at Google, Cisco, Western Union, and other leading global enterprises to ship better software faster. Incorporating open source Argo and Spinnaker, OpsMx is the first open, unified platform for deploying applications in container, virtual machine, and multi-cloud environments. The company's 150 employees serve customers from offices in Silicon Valley, Hyderabad, and Bengaluru, with funding from Dell Technologies Capital and Foundation Capital.
Agio | September 16, 2022
Agio, a leading cybersecurity and managed IT provider for financial services firms, published its inaugural 2022 Hedge Fund Managed IT Trends Report today. The survey, conducted earlier this year, captures the opinions and perceptions of recent, current, and future technology management and information security programs, initiatives, and readiness from 100 hedge fund practitioners across the technology, operations, cybersecurity, and compliance fields.
Survey respondents revealed that, coming out of the pandemic, firms are reevaluating their options with respect to in-sourcing versus outsourcing IT management. Looking ahead to the next two years, 89 percent of firms that currently in-source IT management said they are likely to allocate more spend to outsourced services. The driver behind this shift is a need for heightened security (54%), increased access to public cloud management and support expertise (46%), and more responsive end-user support (44%).
89% of firms that in-source IT management today said they plan to allocate more spend to outsourced services.
Of those firms already outsourcing IT management, 91 percent said they are likely to switch providers. Among the largest hedge funds that currently outsource (funds with +$5 billion AUM), nearly two-thirds (64%) reported they were likely to change service providers in the next 24 months because their current vendor is unable to support a public cloud environment.
In discussing how the managed service provider (MSP) model will change in the coming years, respondents predicted providers will employ artificial intelligence to remove service friction and increase service uptime (47%), as well as to enable support agents to be more responsive when issues do arise (47%). Most firms (51%) also predicted that MSPs will soon be measured and compensated by how well they limit break-fix issues versus how many issues they resolve.
"Viewing IT management and security operations through a single lens is essential to our vision of delivering secure, reliable, and resilient information systems, We also agree with survey respondents that MSPs must evolve now or perish. We've made meaningful investments in AI-driven tools that empower our support agents to deliver better client service and improved system availability. That combination of human brilliance and predictive analytics is the future of managed services."
Bart McDonough, CEO and Founder of Agio
Other topics explored in this year's report include how firms are adjusting to the impact of new regulations; what steps firms are taking to ensure system uptime and information security while supporting a distributed workforce; and how the industry is shifting with respect to managing systems on-prem, in the cloud, and across multiple cloud environments.
Agio is a hybrid cybersecurity and managed IT organization equipping the financial services and healthcare industries with next-generation cyber protection and technology support. Agio has extensive experience building, maintaining, optimizing, and securing IT infrastructure for the world's most prestigious client organizations. With more than 300 employees, our culture prioritizes frequent and timely communication to provide unrivaled, highly personalized service across all our solutions, including managed detection and response, 360° cybersecurity programs, virtual CISO (vCISO) support, technology hosting, monitoring, management, global service desk, desktop as a service, disaster prevention, and recovery. Agio is headquartered in New York, NY, with additional offices around the world.