Magirus, a leading European IT solutions provider, has launched its vPartner partner programme in order to help resellers capitalise on the business opportunity for virtualisation, viewed by many as a key technology for reducing costs and increasing efficiency. Recent research among over 700 VMware resellers in the UK and Ireland cited that training and marketing support would be key areas as they looked to expand their virtualisation practices in 2009.*
Key findings from VMwares research to understand buying behaviour and better support resellers, revealed that over 39% of resellers highlighted training as the area in which they needed the greatest support to implement virtualisation in 2009. In addition, over 30% said that marketing support was the second most important area with which they need assistance in order to increase revenue and partner status. Consequently, Magirus has worked with VMware to create its new vPartner programme to help support resellers.
Magiruss vPartner programme builds upon VMwares Activ8 programme, designed to help existing resellers that have previously undertaken a minimal number of virtualisation implementations to increase their revenues around VMware and complementary technology. VMware works with distributors such as Magirus on the Activ8 programme to equip resellers with resources such as training and marketing to increase virtualisation sales.
Magiruss three-step vPartner programme comprises: business development and marketing consultancy; education and training; and pre-sales support. The programme is available to new resellers wanting to develop business in virtualisation as well as existing Professional- and Enterprise-level resellers in the VMware VIP Partner Program. Magirus consults with resellers on how virtualisation fits into their overall business, and works with them to create a business development plan. The second step is education and training where Magirus has developed education days and services on areas spanning server consolidation, business continuity and desktop virtualisation.
Merrill Lynchs recent CIO Survey suggests that the number of virtualised servers globally is expected to double in the next two years to 59% showing that virtualisation still remains a strong business opportunity for resellers in 2009, said Andrew Binding, vice-president, Northern Europe region, Magirus. The vPartner programme gives resellers the practical support and guidance they need to best implement virtualisation as well as achieve more sophisticated implementations for existing resellers and their end-users who are looking to do more with less in a tough market.
In the current economic climate where organisations look to gain greater efficiency from their data centre and desktop environments, there is a greater demand for virtualisation. This creates an opportunity for resellers to provide management and performance monitoring skills. For example, Magirus can provide a reseller with VMware Certified Consultants (VCPs) and pre-sales support - the third part of the vPartner programme - to ensure smooth implementation for customers. Thereafter, Magirus helps the reseller become VCPs.
Ruth Schofield, alliances development manager at SBL, a Magirus reseller and VMware Enterprise partner commented, Magirus and VMware have enabled us to broaden our focus from security and networking in the public sector to encompass virtualisation in both the public and private sectors. This has been through a concerted programme of training, business development and marketing which has reaped rewards with new customers in local government and criminal justice sectors to name but a few.
Reza Malekzadeh, senior director of products and marketing, Europe, Middle East and Africa, VMware concluded, VMware is continuing its commitment and investment in the channel, which is why we undertook the research to understand how with partners such as Magirus - we can further support our resellers. For example, we want to help resellers move through our certification from Professional to Enterprise partner status to give them the best possible opportunity to drive greater virtualisation sales and deliver the best solutions for customers.
Any business resellers interested in further information about virtualisation and the vPartner programme should contact Richard Chapman at Magirus on Tel: 01344 401586 or email: richard.chapman@magirus.co.uk
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