VMware make virtual plans
Storage software vendor VMware is confident of expanding its server virtualisation sales
Storage software vendor VMware is confident of expanding its server virtualisation sales, but it is planning to stick with its current channel rather than embark on a recruitment drive.
The vendor, which is owned by EMC, aims to reduce server reliance by establishing virtual pools of storage through its software. It has built a 120-strong UK channel since its inception in 1998.
Speaking at the firm’s second annual conference in Las Vegas, Diane Greene, president of VMware, said: “The virtualisation space is the place to be at the moment. For the first time we have just broken $100m in the last quarter.”
Andy Hunt, regional sales director for northern Europe at VMware, told CRN that a broad mix of dedicated channel partners is key.
“We are not on a big recruitment drive, we have a core group of resellers and plan to work with and reward them. We still have aggressive growth plans, but will be using our current reseller base,” he said.
“We are growing fast, but the revenue gain for resellers is the tip of the iceberg. Most of our VARs sell servers where there is a VMware sales opportunity.”
Hunt added that virtualisation is still a relatively new concept so resellers can also gain consulting revenue, and that VMware products can open doors for resellers.
Terry Walby, datacentre solutions director at VMware’s only UK Premium Partner, Computacenter, agreed that virtualisation will continue to grow.
“We have been an early adopter of VMware products and this side of the business has been doubling over the past few years. VMware is a young firm and it is in no doubt about its partner set-up,” Walby said.
Julian Box, managing director at reseller partner VirtualizeIT, was pleased to hear that VMware had no plans to go on an intensive reseller recruitment drive.
“It is good to hear that VMware is not going to end up with loads of resellers, because if the market was flooded the value would be reduced,” he said.
Box added that if VMware maintains reseller levels channel partners will need to work harder to raise end-user awareness.