New VMware Cross-Cloud managed services will make it easier for
customers to adopt, manage, and better secure multi-cloud
environments.
VMware, Inc. (NYSE: VMW) today announced VMware Cross-Cloud
managed services, a set of prescriptive offers with enhanced
partner and customer benefits that will enable highly skilled
partners to expand their managed services practices. Building on
VMware’s success in creating an ecosystem of more than 4,000 cloud
service providers that serve tens of thousands of customers
worldwide, VMware Cross-Cloud managed services will make building
managed services faster for partners and easier to consume by
customers. This will improve partner profitability while opening
new opportunities for growth and expansion.
The adoption of multi-cloud is helping customers become
digitally smart. Multi-cloud services enable faster development of
modern apps, accelerate enterprise cloud transformation, and
empower more secure hybrid workforces. However, S&P Global
Market Intelligence research shows that ensuring security, having
skilled personnel, managing costs, and workload/data mobility are
the biggest challenges facing organizations adopting a multi-cloud
operating model. Eighty-three percent of organizations surveyed are
open to using external managed or professional services to support
their hybrid and multi-cloud efforts.1
With VMware Cross-Cloud managed services, VMware is making it
easier for partners to do business with VMware by combining
prescriptive solutions, improved incentives, aligned go to market
activities, and more flexibility. Together, these will enable
VMware Cross-Cloud Managed Services Providers to drive growth,
improve profitability, and increase recurring services revenue
while improving time to value for multi-cloud environments and
bridging today’s IT talent and skills gap for customers.
“With our global ecosystem of VMware Cross-Cloud Managed
Services Providers, we will help customers to evolve from cloud
chaos to cloud smart while achieving outcomes faster,” said Zia
Yusuf, senior vice president, strategic ecosystem and industry
solutions, VMware. “VMware Cross-Cloud managed services is yet
another example of how we will empower partners to expand and grow
their VMware businesses while collaborating to help customers
implement a cloud smart strategy that accelerates their digital
transformation.”
Introducing VMware Cross-Cloud Managed Services
Offers
VMware will deliver prescriptive offers targeting key customer
outcomes and supported through close alignment with VMware's
go-to-market, sales, and support motions. Partners will then use
these targeted offers to build unique Validated Service Offerings
to deliver differentiated services.
- VMware Cross-Cloud managed services for
Hybrid Cloud will enable customers to lower total cost of
ownership (TCO) for on-premises environments, simplify operations,
reduce risk with observability, actionable insight, and performance
optimization, and accelerate cloud migrations. These offers will
include, (i) VMware Cross-Cloud managed services for private or
sovereign cloud, and (ii) VMware Cross-Cloud managed services for
public cloud. Partners will build these services using VMware Cloud
on AWS or new VMware Cloud Packs, which will include hyperconverged
infrastructure, hyperconverged infrastructure with advanced
automation, compute with advanced automation, and VMware Cloud
Foundation.
- VMware Cross-Cloud managed services for
Native Public Cloud and Modern Apps will enable customers to
automate more secure modern platform operations across multiple
clouds, achieve centralized governance and deliver better cost
controls. These offers will include, (i) VMware Cross-Cloud managed
services for Centralized Governance powered by VMware Aria; (ii)
VMware Cross-Cloud managed services for Cost Optimization powered
by VMware Aria Cost; and (iii) VMware Cross-Cloud managed services
for Cloud Native App Delivery powered by VMware Tanzu.
Benefits, Incentives, and Capability Advancements for
Cross-Cloud Managed Services Providers
Partners can differentiate themselves and command greater market
recognition and profitability. The new VMware Cross-Cloud managed
services badge will signify partners’ expertise in delivering
VMware validated managed services offerings (VSOs) and validate the
achievement of the forthcoming VMware Managed Services
Specialization (MSS). Additionally, VMware Cross-Cloud Managed
Services Providers will benefit from tailored financial and
non-financial partner benefits including:
- Improved Incentives: badged
partners can potentially earn up to 40 percent more rewards for
providing assessments and proofs-of-concept, up to 100 percent more
than non-badged partners for deployment services, and significantly
more back-end rebates for selling VMware Cross-Cloud managed
services through the new Sell incentive in Partner Connect.
- More Flexibility: a new Bring Your
Own Subscription option will allow customers to deploy existing
VMware subscriptions to VMware Cross-Cloud Managed Services
Provider environments, enabling them to derive maximum value for
the subscriptions through the support and expertise of qualified
VMware partners.
- Go To Market Alignment: a new
co-selling program will enable VMware to support Cross-Cloud
Managed Services Providers in demand generation, as well as selling
and closing activities.
- Ease of Doing Business: partners
can expect even more deal protection on SaaS related sales.
Partner Commentary
“VMware Cross-Cloud services are an excellent fit for BT’s own
next generation of cloud solutions, delivered at the near edge,”
said Colin Bannon, CTO at Business, BT. “As a VMware
Cross-Cloud Managed Services Provider we will continue building on
strong foundations of collaboration and shared vision. Together, we
will help customers innovate, address data sovereignty
requirements, and reduce operational costs while focusing on
sustainability.”
“VMware Cross-Cloud managed services, a core component of
HCLTech’s CloudSMART for VMware offerings, will help enterprises
unlock the untapped value of multi-cloud and app modernization,”
said Anand Swamy, Executive Vice President, Head of Tech and
Telco Ecosystems, HCLTech. “These new managed services
offerings will further enable HCLTech to help enterprises pursue
the path of digital dominance by aligning transformation with
overall business objectives while remaining agile through cloud
freedom and enterprise control.”
“Rackspace is committed to helping our customers do more than
just manage their multi-cloud environments. We’re about helping our
customers use multi-cloud as an innovation engine that drives their
businesses forward,” said Josh Prewitt, Chief Product Officer,
Rackspace Technology. “VMware Cross-Cloud managed services will
enable Rackspace to build on more than a decade of expertise in
VMware to deliver new outcome-focused service offerings that
accelerate cloud migration, streamline operations and enable
customers to deliver applications faster and more securely.”
“When it comes to managing complex multicloud strategies, our
experience has shown that the do-it-yourself approach may not yield
optimal results. Optimizing cloud governance, security, costs, and
overall performance requires a distinct set of skills that can be
missing in organizations large and small,” said Christopher
Swadish, Hybrid Cloud Business Leader, North America,
Softchoice. “With VMware Cross-Cloud managed services and our
proven operational expertise, Softchoice will help keep customers
agile, competitive, and running smoothly as they adopt multi-cloud
to accelerate their digital innovation.”
“TeraSky helps organizations tackle the complexity of new
technologies so they can transform with confidence. VMware
Cross-Cloud managed services are perfectly aligned to this
mission,” said Ofir Abekasis, Chief Executive Officer,
TeraSky. “With VMware Cross-Cloud managed services, TeraSky
will help our customers meet their technical, operational, and
financial targets, address their IT skills gaps, and maximize
investments in VMware technology. Achieving the VMware Managed
Services Specialization and becoming a VMware Cross-Cloud Managed
Service Provider will improve our own competitive differentiation
and help fuel our growth.”
“With VMware Cross-Cloud managed services, we will expand our
MSP portfolio to provide flexible and easy to consume services for
our multi-cloud customers, accelerating their journey from cloud
chaos to cloud smart,” said Gavin Jolliffe, Chief Executive
Officer, Xtravirt. “The new prescriptive VMware Cross-Cloud
managed services will also make it easier for us to align the best
VMware services with well-defined and critical challenges we see
our customers facing every day. This will accelerate their time to
value.”
About VMware
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. For
more information, please visit www.vmware.com/company.
- 451 Research, part of S&P Global Market Intelligence,
“Hybrid and Multicloud Strategies Take Shape and Challenges
Emerge,” February 2023
VMware, VMware Cloud, Aria, and Tanzu are trademarks or
registered trademarks of VMware, Inc. in the United States, and
other jurisdictions. This article may contain hyperlinks to
non-VMware websites that are created and maintained by third
parties who are solely responsible for the content on such
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Roger Fortier VMware Global Communications 1.408.348.1569
rfortier@vmware.com
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