THE PARTNER
PROGRAM FOR
VIRTUALIZATION
Markus Bauer
Virtualization is attracting channel companies from best practices, provide white papers and compatibility
all disciplines as it cuts across many of the traditional guides, offer pre sales, consultancy and project support
technology boundaries. For this reason Azlan has created a and an on-line Knowledge Base.”
partner program, go!virtual, that is flexible enough to cater “At a sales and prospecting level we provide partners
for all skill levels and provide the necessary support for the with demand creation and lead generation marketing
partner to be successful. support, sales training on cross & up selling to maximise
Markus Bauer, Group Manager Midrange EMEA the opportunity and support for events.”
for Azlan explains the background, “Having been in “Additionally we have finance services and programs to
Virtualisation almost from the start, and the first VMware help partners close the deal.”
distributor in Germany, we have been right through All these toolsets allow partners to adopt whichever is
the learning curve with our partners. Through these needed to match their ambitions, as Markus explains, “With
early phases we realised there was no such thing as a our go!virtual campaign we help partners to start easily and
typical Virtualisation reseller. Our partners came from all then gain fast competitive advantage in the virtualization
business models but the thing that helped those who were market. By utilising our training and support services they
successful was a willingness to engage and learn.” can rapidly expand their virtualization practice knowing that
“What Azlan learnt from working alongside these they can deliver on their promises.”
partners has now been incorporated into our go!virtual “go!virtual is the most comprehensive partner program
partner program. With go!virtual we can bring partners, in the Virtualization marketplace. With our campaign we
independent of their current business model, to the right help partners to start easily, to gain very fast a competitive
level to be able to sell Virtualization solutions.” advantage in the virtualization market with training and
“Through go!virtual we can develop their skills, services to support their growing virtualization practice
knowledge and even their customer base.” and finally to drive business opportunities together through
The experience Azlan has gained has enabled it individual lead and demand generation.”
to put the core infrastructure together to support its “The barrier for entry is really low. The important thing
Virtualization partners. we look for from the partner is the willingness to get
“While helping partners deploy and manage involved and the commitment of resources.”
Virtualization solutions Azlan has acquired huge experience “Azlan will provide those committed partners with
within our presales, postsales, consulting and support the knowledge, skills and additional resources. The first
teams. This we are able to put at the disposal of our step for the reseller is to register themselves on our
go!virtual partners,” explained Markus. go!virtual microsite.”
“Not only that, Azlan is a certified training centre for
VMware and Vizioncore running regular courses and go!virtual at a glance:
certification. In addition we have a mobile certification n Business practices
centre as well as Solution centers which offer real hands-on n Events (Marketing & Sales)
opportunities for partners and their customers to do testing n Training including tests
with live data, even on their own hardware.” n Cross- & up selling offerings
“Azlan is also a certified IBM TSSC (Total Storage (e.g. Server+Database+Virtualization+Storage…)
Solution Centre), IBM Software Center and HP Lab.” n Podcast, Video- & Screen casts
All these resources are available to go!virtual partners to (Training, References)
take them through all the stages from novice to expert. n Presales support, Consulting, Project support
“We offer a great deal of information via practical n White papers, Technical Papers, References
sessions as well as on-line access,” commented Markus. “It n Compatibility Guide, Knowledge Base
is up to the partner to judge the pace they want to move.” n Marketing support (Demand-, Lead generation)
“As well as training and certification we offer advice on n Finance Services & Rewards
JUNE 2008 8020 EUROPA 19
17,18,19,20 Azian Supplement.indd 3 13/6/08 09:45:22
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