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VMware partners well-placed to exploit SMB cloud shift

Billy MacInnes

Channel partners stand to make "significant money" by helping SMB customersmake the move towards cloud computing with VMware technology.

In aninterview at the VMworld conference in Copenhagen, Matt Piercey, VMware vicepresident for Northern EMEA, argued SMBs could get an even greater benefit fromthe cloud than enterprise companies, but predicted the shift to cloud computingwould be a gradual one in the SMB space.

He revealed that VMware was recruiting SMB partners "as quickly as we can" and had shifted its priority in recent years towards distributors that had a broader reach rather than those with enterprise skills to reflect its stronger focus on SMB customers.

Piercey said the SMB market was "hotting up" and partners would benefit from the "driving need" for small business customers "to talk to an expert" about making the move to cloud.

With €11 extra spent for every €1 investment in VMware technology, the channel was in position to make good money from helping SMB customers on their gradual journey towards the cloud, Piercey claimed.

He added that the message from VMWorld was that "cloud computing is no longer something that's just talked about, it's here."

Three or four years ago, people could pick holes in cloud computing in areas such as security or connectivity but Piercey argued all the gaps had been filled in.

"Technically it can be done and in the real world it is being done," he said. VMware had a suite of products and services and technology that would "allow any organisation to benefit from the new era of IT".

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