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There’s never been a better time to sell HCI

Win big business with HCI powered by VMware vSAN

July 25, 2019

There’s never been a better time to sell HCI
If you aren’t currently offering your customers HCI solutions powered by VMware vSAN, you’re missing out on a big opportunity. While many organizations across all industries have embraced virtualized data centers, fewer have moved to virtualized storage. Late last year during a keynote at an industry event, a VMware executive revealed that while the company has more than 500,000 vSphere customers, less than 20,000 have purchased virtual storage or hyperconverged solutions. The message is clear: It’s time to sell vSAN.

3 vSAN benefits
If you aren’t familiar, there are a few primary benefits to HCI via vSAN:

  • Simpler operations—Eliminate manual processes and the need for siloed operational expertise. A single IT team can manage and monitor computing and storage resources, freeing up valuable staff time.
  • Lower costs—Reduce capex by using a scale-up/scale-out architecture that requires only industry-standard x86 servers, not expensive, purpose-built networking. Capacity can be added as needed with no disruptions. Also, opex can be reduced with rapid application deployment and easy ongoing management.
  • Greater agility—Be more responsive to rapidly changing business needs. Set up hardware in a few hours and spin up workloads in minutes. Accelerate the performance of business-critical applications like relational databases.
As you probably know, data center scaling can be a costly, complicated process. VMware HCI is built for simplicity and scalability so that you and your customers can be more responsive to rapidly changing business needs.

There’s also a monetary benefit to you. HCI solutions are shown to have a 5x hardware and software upsell opportunity. A $20,000 vSAN sale can turn into a six-figure deal very quickly and often does.

Getting started with vSAN
Getting into the vSAN game has never been easier thanks to current programs offered through Ingram Micro. In our last blog, we highlighted how VMware partner competencies deliver greater margins. These competencies, or training and certifications, are aligned with specific VMware products. There are currently two free training courses for vSAN; one is related to sales and another is an introductory technical course. Ingram Micro is presently providing rebates for the paid technical portion of the vSAN training. If two employees go through the two free trainings, Ingram Micro will credit the cost for the paid training.

Not only does this remove any monetary obstacles you might encounter for getting educated on the product, but you’re then in a position to begin earning rewards on new sales of vSAN. Partners receive a 2% reward and an additional 4% because vSAN is part of the program’s advanced technologies and suites reward tier.

The opportunity to sell HCI exists across all markets for capable solution providers. Are you ready to seize the opportunity?

For information on how you can turn vSAN and VMware competencies into new revenue sources, please contact the appropriate VMware market development executive for your territory: