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Channel partners ought to know why VMware is better than other options

With a blockbuster IPO, VMware is pretty confident and proud of its past. Future, however, can be a totally different thing though. I will not rephrase Robert C Demarzo's insightful opinion on where the opportunities lay for VMware. The have risen to a heady heights but words of good advice to the Channel partners and the VMware folks who need to help them help the SMB market to realize the true potential of Virtualization to the market.

Remember, this I am telling you out of my own experience, not everyone is aware what virtualization can really do for them and what virtualization can "end" up doing for them (like push the customer to acquire hi-end products and servers while they didn't have that in mind at all!). Do note that people do know what virtualization is, like they know what Linux is.

One of VMware's strongest selling points will be the services and products that accompany the sale of its virtualization solution. Service sales come in at a 4-to-1 ratio to VMware product sales and open up server and storage upgrades as well, Eschenbach claims. But that story needs some fine-tuning for midsize customers with limited IT funds who don't want to buy additional hardware or don't understand virtualization's benefits. Despite its enterprise success, VMware can't assume that the average SMB-focused VAR fully understands how virtualization can help its customers, or even the technology itself, so the company must make an investment in channel education. You hate to tell this to a company with a market cap of some $20 billion fresh off an IPO second only to Google, but that doesn't buy you much in the channel. Solution providers need to understand VMware, the company, even more than they do virtualization technology.

But he does have a point. This (mail from VMware to its channel partners) post of Alessandro Perilli did indicate that some letter went out to the channel partners. See for yourself, and if true, it sure doesn't look good.

DeMarzo's post.


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