Virtualisation provider VMware says there are consulting opportunities for its New Zealand partners to get customers to move application workloads from aging hardware and into the cloud.
The company has been providing an inhouse assessment consulting service to help customers understand the “complexity of migrating” from older Unix machines to new Intel machines.
According to New Zealand regional manager Tim Dacombe-Bird, the vendor has already spoken with some reseller partners to provide the service.
“Our typical reseller channel may not be the organisation that sold the Unix box,” Dacombe-Bird says. “So it becomes an acquisition play for them and the ones we’ve talked to are interested. It opens a new revenue stream.”
Migration is one of three areas of focus for VMware this year, along with mobility and what Dacombe-Bird calls “cloud readiness.”
The company is currently in the process of releasing a mobility virtualisation product that will allow IT departments to segment Android phones into personal and business profiles.
VMware has global agreements with handset manufacturers Samsung and LG to support the function. Dacombe-Bird says the company must now negotiate with telcos to provide the service before bringing the service to New Zealand, but he anticipates this will happen before the end of 2012.
The third piece of VMware’s focus, cloud readiness, seems to be a way for the vendor to present its range of products a la carte to help resellers deliver all or parts of the VMware portfolio.
“They can talk to a customer and say ‘you’ve already virtualised some of your workloads, so if you were thinking about the cloud, what aspects of the cloud make the most sense for your business,” Dacome-Bird says. “So now they can have that conversation.”
The 'cloud readiness conversation' is designed to help resellers connect VMware’s vCloud, vSphere, and vCenter products with how VMware defines cloud capabilities, such as self-service virtual machines, a secure computing environment, disaster recovery and paying for what is being used.
“When they have this cloud readiness discussion they can say they can take the customer from here to a fully cloud-enabled solution, or whatever capabilities make sense for the user today,” Dacombe-Bird says.
The good thing from a reseller point of view is the majority of our resellers have the capability to deliver most of this cloud stack,” says Dacomb-Bird.
VMware has four Premiere partners, 16 Enterprise partners and “many professional and registered partners”, Dacombe-Bird says.
All three focal points are geared toward moving customers from legacy systems — an easily understood proposition to get workloads off aging Unix systems that are expensive to maintain — and accelerating organisations to a hybrid cloud solution, with service providers being able to mirror customer infrastructure precisely, which is where Dacombe-Bird sees his customers going.
“Fundamentally, we believe there is still a lot of opportunity for our partners because virtualsiation is only the first step,” says Dacombe-Bird. “Now the next step is to accelerate that into the cloud.”