Lead gen project underscores VMware SMB ambitions

VMware has underscored its SMB ambitions with the deployment of 100 inside salespeople at its Cork facility to generate leads for partners in the sector alliedto plans for a big marketing push into small businesses. Emphasising the company's SMB credentials, John Churchhouse, VMware channel strategy

VMware has underscored its SMB ambitions with the deployment of 100 inside salespeople at its Cork facility to generate leads for partners in the sector alliedto plans for a big marketing push into small businesses.

Emphasising the company's SMB credentials, John Churchhouse, VMware channel strategy, EMEAdirector, SMB, revealed that 70% of its EMEA customers fell into the categoryof less than 1,000 employees.

His comments were reinforced by CEO Paul Maritz who said the vendor was very strong in the SMB segment, with the majority of its revenue coming from deals valued at less than $50,000. Maritz added that VMware had no intention of rolling over and giving up SMB business to its rivals.

Churchhousesaid there was still an enormous amount of companies in the SMB space that hadnot virtualised, representing a significant opportunity for VMware partners.

He argued that enhancements to the company's product range had helped to lower thebarrier to entry for small businesses interested in virtualising their infrastructure and created incremental opportunities for partners to capture new customers and to upsell additional capabilities and add value for existing users.

Stressing VMware's 100% channel strategy in the SMB space, Churchhouse said the vendor needed to continue to work with the large number of partners that had been very successful selling to SMBs while increasing its recruitment activity for new partners. "Driving up the number of transaction partners will be a key metric for us," he stated, "as will be the number of new customeracquisitions."

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