“One cloud. Any application. Any device.”
A simple phrase in delivery, but if there’s one thing end-users have common, it’s a liquid business.
When debating the future of enterprise IT, key decision-makers across New Zealand are seeking new way to innovate like a startup but deliver like an enterprise.
“This is a strong reflection of what the new architecture for IT really looks like,” says Aaron Steppat, Senior Product Marketing Manager, Software Defined Data Centre, VMware.
“We’re seeing businesses across the board move into the liquid world, where old, rigid structures are melting away, creating a crucial role for the channel in enabling such a transformation.”
Addressing resellers at Westcon’s LEAP into the Data Centre event in Auckland - during a time of great change within the industry - Steppat believes partners can take the lead and best support customers as they continue to achieve key business outcomes in this fluid world.
“Partners now need to focus on helping their customers in embracing this new way of doing business,” Steppat adds.
“Whether that be through empowering organisations across the country to focus on their business priorities, getting to market more efficiently or having a competitive edge, at VMware we believe the New Zealand market represents great opportunity for our local partners.”
Drawing on over 15 years of IT experience across the local market, Steppat is clear in his belief that as New Zealand organisations become more “digitally aware”, and as software-defined networking continues to rise, the Kiwi channel is well-positioned to capitalise on the need for data centre innovation.
“VMware’s view is that New Zealand is one of the most mature markets in the world, and this represents huge potential for our local partners,” he adds.
“Nationwide we are seeing a fearless approach to new technologies with Kiwi organisations leading the way in terms of infrastructure and cloud.
“Our local partners up and down the country are in the box seat when it comes to capitalising on the new offerings coming to market through VMware.”
Alluding to VMware’s One Cloud offerings - showcasing the company’s range of innovations across virtual compute, networking and storage - Steppat observes that the manner in which businesses create value is changing significantly, shifting value from hard assets to the more liquid assets of software and data.
In this time of transition, IT is adopting the cloud to increase agility. In doing so, IT must sort out the mire of "somewhat" compatible on- and off-premises cloud platforms.
And, they must do all of this while managing the requisite levels of security and compliance.
Steppat says at both a local and global leave, VMware is helping customers through this time of transition by putting software and data at the core of the business to enable a new model of IT.
“Through VMware removing the complexity out of cloud infrastructure, and understanding what customer priorities are, there are many ways for resellers to start the conversation,” Steppat advises.
For VMware, recognised as one of the world’s most innovative companies by Forbes, resellers must adopt a three-pronged approach to organisations undergoing change, irrespective of the vertical or sector.
“Firstly, innovation,” he explains. “How can your customers tap into cloud infrastructure to drive new products out to market more efficiently?
“Secondly, how are your customers consuming these new services? What is their experience looking like? Is it polished and cleaned?
“Does it drive an emotive response? And if not, what tools and approaches can resellers bring to their customers to drive this response?
“Thirdly, how can resellers link the services they are providing to the bigger picture and provide secure outcomes for customers?”
With the onus now on resellers to change and adapt to the new world of IT infrastructure, and the requirements within it, Steppat’s approach to the Kiwi channel is simple.
“We have a requirement for both,” he adds, alluding to the need for current resellers to refresh their approach and to introduce new partners to VMware’s cloud offerings.
“We absolutely see the value in seeing our reseller base evolve and mature further so we will be relying on a blend of current and new partners to drive change across New Zealand.
“At VMware, our partner base started at virtualisation with our innovation coming from that platform and solid foundation.”
For VMware, innovation is about extending this approach to storage virtualisation and software-defined networking, while also moving up into the virtualisation stack.
“While it’s important for manage to manage across our infrastructure, we’re also looking to move further up the application stacks,” he adds.
“We require our resellers to mature not only across the infrastructure but into these new areas of software-defined storage network virtualisation, while also driving efficiencies around cloud management platforms and application provisioning.
“We’re also looking at the dev-ops play and our partners ability to provide the tools and platforms to allow customers to rapidly spin out applications.
“Going forward in New Zealand, we want to ensure our Kiwi partners are best positioned to have new discussions with new audiences across wider spectrums.”
In enabling its local channel to better serve the changing world of IT, coupled with VMware’s market-leading technologies, Kiwi resellers are now in the box seat to drive change, across every industry in New Zealand.
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