Partners targeted as VMware Cloud on AWS prepares for A/NZ Q3 launch

Partners targeted as VMware Cloud on AWS prepares for A/NZ Q3 launch

VMware wants partners to trial platform prior to third quarter launch

Kerrie-Anne Turner (VMware)

Kerrie-Anne Turner (VMware)

VMware is putting the call out to partners to trial its VMware Cloud on AWS service prior to its A/NZ market launch in the third quarter of this year (August to October).

Initially launched in the US during VMworld last year, VMware Cloud on AWS service branched out into the UK in March and has now set its sights on the Australian and New Zealand (A/NZ) region.

VMware Cloud on AWS brings the vendor’s software-defined data centre (SDDC) to the AWS Cloud, allowing customers to run applications across operationally consistent VMware vSphere-based private, public, and hybrid cloud environments, with optimised access to AWS services.

Specifically, the offering is delivered, sold and supported by VMware as an on-demand, elastically-scalable cloud service, designed to remove the barriers to cloud migration and cloud portability.

From a partner standpoint, customers can consume this service hourly and pay only for each hour that a host is active in their account, with one-year and three-year subscription options set to become available.

VMware Australia director of cloud services, Dan McLean, said partners can use the services deployed in the US and the UK, and have the same experience in Australia.

At the time of the Australian launch, there will be more features and capabilities added to the platform, which will also entail multi-currency pricing, allowing partners and customers to transact in Australian dollars. Partners can also get involved in trialling the platform.

“We’re looking for eager partners to get involved ahead of our Australian launch,” he said. “We can get them involved in the platforms ahead of time, and when we get to launch, we’ve got partners with the right skills sets and go-to-market strategy."

McLean discussed the opportunities this presents to its partner network, saying that previously partners would have disjointed conversations with their customers around how to modernise their data centre or talk about a public cloud strategy.

But with VMware Cloud on AWS, partners can take a comprehensive cloud offering to the market and build their business to line up with their own strategy.

“They were two disjointed conversations, and often meant they had different capability and domain experts inside their business, if they wanted to try to do both," McLean said. "So they built up two siloed organisations to try to tackle this market opportunity and service the customer.

“The challenge then for customers was they were having two conversations with their partner or multiple partners, just try to achieve their digital transformation outcome.

“Now they can bring those capabilities together and talk to their customers around the entire landscape of their applications and bring those different domains together within the partner’s organisation, so they’re having a cohesive discussion with their customer rather than being about a private or public cloud, but simply enable a multi-cloud, hybrid cloud strategy for their business.”

VMware Australia head of channel and general business, Kerrie-Anne Turner, said a cloud certification track for partners will be available in A/NZ in a few weeks, along with training and enablement across both technical and sales.

Turner added that the opportunity with VMware and AWS, further opens the ability to build services that aren’t traditional implementation and consulting services.

“The offering we’re bringing to the market, allows the partner ecosystem to create a suite of services that they wouldn’t have thought of doing with VMware previously - such as migration services for example," Turner added. "Therefore we get to expand businesses with our partners and have different conversations.

"We have an ability to help partners transform their businesses, not only from a customer perspective, but economically as well. VMware has the technology, models and partnership with AWS to help our partners transform.”

VMware’s partner network is made up of services providers, solutions providers; system integrators/outsource channels and a community of influencers such as Deloitte, who talk about influencing customer strategies. Turner said.

“Our partner ecosystem is changing rapidly and customers are asking for partners with deep specialisation in particular technologies that can be delivered at speed, so this changes the way we think about partnering,” Turner said.

In other news, VMware and Singtel have signed a memorandum of understanding, jointly setting up their first Digital Transformation Foundry that will be based in Singapore. Similar foundries are also slated for Australia and Hong Kong.

It is designed as a ‘virtual sandbox’ for customers to conduct proof-of-concept experiments and will initially focus on delivering a suite of four cloud services to enable customers to modernise their data centres, integrate public and private clouds, transform information security and create a digital work space of the future.

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