VMware moves Airwatch to channel-first model

VMware admits partners were frustrated that it didn't open up acquired mobile security technology to channel more aggressively

VMware has admitted that holding Airwatch technology back from the channel "frustrated" its partners but insisted that it is putting the partners first from now on.

The virtualisation giant splurged $1.18bn (£701m) on the mobile-management and security firm last January, but it was not until the second half of the year that the newly acquired technology appeared on partner price lists.

At VMware's Partner Exchange (PEX) event in San Francisco, the firm's general manager for end-user computing Sanjay Poonen said Airwatch was now very much open for channel business.

"In the first half of the year, many of you were frustrated that we didn't open up the channel aggressively enough," he said to the 4,000-strong audience of partners.

"We began to do that in the second half - but that was only because we wanted to make sure Airwatch was successful. Often a smaller acquisition comes in and we stomp all over it and we don't have that momentum, so we were very careful. But in the second half of the year we began to see more momentum - we put the products on the price list and we opened up to the channel.

"Our intent this year is to really open up the flood gates. If you're not engaged with [our] mobility and end-user computing strategy, you're missing out on a huge tsunami of interest that is happening. Now is the time. We're the only large company that is taking this space seriously and we are the leader. We would love to coordinate with all of you partners."

During the presentation, VMware reiterated its aim to make the Airwatch business a $1m unit within the company, and urged the channel to get on board with its growth plans.

"You're not relevant if you're not $1bn," Poonen said. "Many software companies don't get to that size. We want to create a franchise with end-user computing. It is a torrent of innovation. As it relates to Airwatch - we have got a fraction of the devices under management today that exist in the world but we have got the highest in terms of any vendor. The first vendor to get to 100 million devices - it is game over. We cannot do that without you. That's the way we get scale."