VMware pushes partners downstream

Virtualisation giant claims new products should open up SMB opportunities for channel

VMware is urging partners to use the launch of its cloud infrastructure product (CIP) suite to court SMBs that have failed to grasp the benefits of virtualisation.

The suite contains a set of VMware products, including vSphere 5, vShield 5, vCenter Site Recovery Manager 5 and vCloud Director 1.5, which allow end users to roll out secure private, public and hybrid clouds.

Speaking to ChannelWeb, John Churchhouse, senior manager of VMware's UK and Ireland partner organisation, said the products will help it acquire more downstream business.

"If you look at the way datacentre virtualisation has evolved, it is fair to say that it was primarily adopted by the enterprise and our market penetration is higher there," he explained.

"Beneath the enterprise, the vast majority of companies have not embraced virtualisation and there is a lot of white space there that we are pushing our partners to go after."

To help with this, the CIP suite has been designed to remove some of the technical barriers that stop SMBs adopting virtualisation, such as the need for shared storage.

"One of the key things you need to have for virtualisation is a shared storage environment. If you do not, you cannot move things around, which is how you get a lot of the cost and service benefits associated with virtualisation," said Churchhouse.

"We have totally removed that requirement. So, instead of you having to buy a physical shared storage infrastructure – which involves a lot of capital expenditure – you can do it all within the software that is included in the stack," he added.

Specifically, Churchhouse said this feature will allow the firm to target the "100-user-type-SMB" companies for the first time: "For our partners, this gives them a whole load of other companies they can talk to about getting started on the road to virtualisation."