From a profitability perspective , partners need to look at other avenues such as services , customer lifecycles , customer success , and ensuring end users are using their investment to the maximum extent . incentivise partners , and to provide sales support and ensure customer success .
The last model , Nakkash identifies , is VMware ’ s Solution Builder – a model which allows the company to embed its technology within another organisation ’ s software architecture .
Partners , he says , can opt for multiple models and are encouraged to do so , as focusing only on reselling is no longer a viable method . From a profitability perspective , partners need to look at other avenues such as services , customer lifecycles , customer success , and ensuring end users are using their investment in VMware solutions to the maximum extent possible .
Which technologies and innovations can make a difference to the channel market dynamics in the near future ?
Nakkash foresees the market heading towards a multi-cloud and VMware has identified its customers ’ needs to have flexibility to deploy their workloads whether on-premises or different multi-cloud providers . Along with its sovereign cloud solutions , VMware has relationships with players including AWS , Microsoft , Google Cloud , Oracle , IBM and Alibaba , enabling customers to find solutions that meet their requirements and build their multi-cloud strategy from there .
That flexibility is especially useful for organisations who want to retain the skills and infrastructures that they have built without needing to redevelop or migrate applications . right through to customer adoption , as exemplified by many of our partners including Gulf Business Machines and Mideast Data Systems Storage Solutions .
VMware supports its channel partners by helping them track certain business outcomes or expectations that they have .
Which aspects of your job role do you find rewarding and which are challenging ?
Nakkash likes to engage with partners and influence them to use solutions to transform their businesses and create customer success stories . He enjoys the opportunity to be a trusted advisor and to share with partners where VMware is going , as a company , and where the industry is going to continue growing .
In his spare time , Nakkash likes to de-stress by running , whether that is trail running or competing in races . In general , he enjoys activities that keep him challenged and engaged . For example , he recently completed an expedition to Everest Base Camp for 11 days . He says the lessons learned from diverse experiences extend far and wide and can be applied to the world of work . You have to learn from failures as well as successes , he says , and keep going forward . •
How can a channel partner disrupt the regional market and gain a leading competitive position ?
In addition to its Partner Connect programme , VMware has launched its Customer Lifecycle programme which encourages partners both through incentives and points that impact their partnership level and activities across the customer lifecycle . The customer lifecycle extends beyond transacting – it ’ s about the entire lifecycle starting from pre-sale activity
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