What’s the secret of becoming a top VMware partner?

November 10, 2016
What’s the secret of becoming a top VMware partner?

Guest blog post from Tom Vallons, Partner Development Specialist Business Mobility, VMware Benelux

Digital transformation is a big thing these days. Companies need to jump onto the digitalization train in order to be competitive today, and to remain competitive in the future. The consumerization of technology in the enterprise and business mobility are two critical elements driving digital transformation and the evolving digital workplace in many companies.

Partners also need to go through a transformation themselves in order to be competitive, and build and maintain the skills required to help their customers with their digital transformation. A critical success factor for partners is making strategic choices. Don’t try to do everything, because you’ll probably be average on all those things and excel at none. A better approach is to define a few focus domains, and then invest in skills and build your services offering with the ambition to become the best in your market.

A great example of this is our partner ITQ. ITQ is a consulting partner, branding themselves as the Dutch independent VMware knowledge partner. They are top-of-the-line IT specialists and VMware consultants, with a bulk of experience in a wide variety of customer cases and always aiming to deliver top quality. But the key is, they are a bunch of guys with a passion for technology … especially all those awesome VMware technologies.

The ITQ team is aiming high. Always. With more than 30 consultants, they want to deliver top quality in SDDC, in hybrid cloud, in EUC, and also in cloud native apps. They are aiming to build the best skills and experiences in VMware technologies in all those areas, in the Netherlands and beyond. ITQ was the third VMware partner globally to achieve all VMware competences. They are also VMware PSO Outsourcing partner, fully accredited to deliver VMware Professional Services projects from start to finish.

2 years ago, impressed by VMware’s EUC vision and strategy, and understanding the huge market opportunity, ITQ took the decision to start focusing on End User Computing as well. Today they have a team of 8 working on the implementation of a 4500 user Workspace ONE project in the Netherlands, and developing several more digital workspace projects for thousands of users. Impressive.

So what’s the secret sauce to become a strong VMware partner?

  • Specialise: choose your focus domains, build dedicated teams and aim to become the best partner in your domain
  • Differentiate: be different then your competitors, but building a unique offering or unique skills
  • Execute: make sure your sales and technical teams are aligned about your mutual goals, and work towards achieving them in strong partnership

Do not only aim to play in the Champions League, but also to win it!

If you want to find out more about being a strong VMware partner, look out for the news and announcements coming from the VMworld 2016 Europe Partner Exchange, taking place on Monday 17th October.  Learn more here.

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