Executive Reflections

A wave of opportunity for the channel

Over the past few weeks, I’ve had the privilege of spending time with many of our partners to provide them with a preview of the announcements that VCE is making today at our launch event in San Jose.

These announcements represent a new wave of innovation from VCE, but for our channel partners it’s a wave of opportunity.  VCE was the first company to bring the benefits of converged infrastructure to the market.  Converged infrastructure is one of the fastest growing segments of the IT market, and in partnership with you, we’ve become the leader.

But one of the most consistent messages we hear from partners is this: more.  You’ve wanted to bring Vblock Systems into more customer opportunities.  You’ve wanted to extend VblockTM Systems into more use cases.  And our joint customers have asked us to bring the benefits of converged infrastructure to operations and applications.

Today, with the biggest launch of hardware and software in company history, VCE is ready to work with the channel to deliver on these new opportunities.  Vblock System 200 brings the power of converged infrastructure to the mid-market, opening entirely new doors for our partners.  Vblock System 100 allows partners to bring the power of converged infrastructure into remote/branch office use cases.  VCE VisionTM Intelligent Operations will help our partners to simplify operations for customers.  And our new Vblock Specialized Systems – starting with a system with pre-installed SAP HANA – creates the opportunity for partners to bring applications on converged infrastructure to their customers faster than ever.

As a result, channel partners can go deeper into their current customer accounts, and open doors into new accounts:

  • Sell a more complete portfolio offering to customers, increasing wallet share;
  • Provide advisory and consulting services, increasing strategic relevance to the customer;
  • Drive more business opportunities, predictability and customer satisfaction due to the repeatability of the VCE experience.

We’ve had a good discussion leading up to today’s announcement.  But we want to hear more.  How can we help you bring the benefits of converged infrastructure to your customers?  How can we better serve your needs?  What’s the next opportunity we can create together?

The market opportunity is massive – as much as $402 billion by the estimates of some analysts.  And the customer value proposition is clear.  Converged infrastructure is a transformational force in IT. We look forward to working with our partners to bring it to its full potential.

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