How to sell beyond server virtualisation

VMware pioneered the software-defined data centre and products like hyperconverged infrastructure that make it easier to implement and operate. But are buyers ready to bite? CRN convened a roundtable of Melbourne VMware partners to assess the state of the market. Cathy Gu, Digicor: We used to be the exclusive distributor for a software-defined storage startup. It was very affordable and lots of organisations used it for non-mission-critical storage. We found it generated a lot of services because when something broke down, customer service and support sometimes had to be done by people in the USA. We were doing quite well with that. Then vSAN became available and people suddenly said “This is a much more reliable solution, and also affordable, and easily deployable.