Charting a Path to Success: Navigating VMware's Go-To-Market Play System (GPS) for Partners

In August 2022, VMware embarked on a ground-breaking journey to redefine its partner program, announcing the evolution of VMware Partner Connect. This transformation aimed to create a singular, unified, global partner program that would revolutionise the way VMware, its partners, and customers collaborate. A significant milestone within this evolution was the introduction of the Go-To-Market Play System (GPS) – a strategic framework that reimagined partner engagement and sought to achieve the dual objectives of delivering exceptional customer outcomes and ensuring partner profitability.

Dicker Data, in collaboration with several partners, has embarked on a journey through this program, discovering a wealth of benefits that can transform the way partners engage with VMware solutions.

In this blog, we'll delve into the intricacies of the GPS program and explore how it can elevate partner capabilities, drive profitability, and ultimately deliver exceptional customer experiences.

The power of GPS: Navigating VMware's Partner Ecosystem

Unified Solutions and Digital Marketing Support:

GPS plays a pivotal role in streamlining partner operations by offering well-defined solutions complemented by unified enablement and incentives. One of the most significant advantages of GPS is the consolidation of resources. No longer do partners need to scour the vast VMware partner portal for marketing email content or product presentations. Everything is now centralised within the GPS framework. This means quicker access to vital resources, allowing partners to focus on what they do best: delivering exceptional solutions to customers.

Outcome-Oriented Solutions:

The essence of GPS lies in its outcome-oriented approach. It creates a seamless alignment, starting with partner capability development and extending all the way to ensuring customer success. Following the GPS playbook equips your team with the knowledge and skills needed to not only sell VMware products but also add value through your expertise and experience. It's not just about selling; it's about delivering holistic solutions that drive results and meet the unique needs of each customer.

Integration with VMware Ignite:

VMware is taking partner enablement a step further by making the VMware Ignite program more widely available to partners. What's more, it has been seamlessly integrated with the Go-To-Market Play System and partner-led services initiatives. This integration enhances partner capabilities across technical, sales, services, and marketing functions. Partners now have access to a proven methodology, the VMware Ignite Boost program, which provides structured development paths to build expertise and excel in various domains.

Navigating the GPS Plays: A closer look

GPS plays are now accessible within three high-growth VMware solution areas and cater to two distinct customer engagement types:

VMware Anywhere Workspace:

In today's dynamic work environment, empowering the Anywhere workforce is paramount. VMware Anywhere Workspace solutions are designed to enable employees to work seamlessly from any location, on any device, with secure and frictionless experiences. Partners engaging in this play will gain strategic positioning insights, equipping them to engage in meaningful conversations with IT decision-makers. These discussions address top challenges and provide solutions to pressing IT investment questions.

Accelerating Cloud Journeys:

VMware's expertise shines when it comes to accelerating and optimizing cloud journeys. The company delivers the fastest, safest, and most cost-effective path to any cloud for enterprise applications. Partners diving into this play will receive strategic positioning guidance to effectively engage with IT decision-makers. This ensures they can address critical challenges and provide answers to key IT investment questions, steering customers toward cloud excellence.

Multi-Cloud Application Delivery:

VMware provides a modular, cloud-native application platform and multi-cloud management capabilities. These solutions secure and expedite application delivery across various cloud environments while automating platform operations and governance at scale. Partners venturing into this play will acquire strategic positioning insights, enabling them to engage in purposeful discussions with IT decision-makers. These conversations tackle top challenges and assist in making informed IT investment decisions.

Customer Engagement Types: 

GPS offers flexibility by catering to two distinct customer engagement types:

1. Presenting a Transformational Vision: Partners engage with customers by presenting a transformational vision that addresses overarching business challenges. This is achieved through multi-solution Strategic Plays.

2. Addressing Targeted IT Pain Points: Partners focus on alleviating specific IT pain points, catering to single-solution Project Pursuits.

Partnering with Dicker Data: Your GPS Journey 

Embracing the GPS program is a strategic decision that can propel partner success. When you're ready to embark on a GPS journey and explore the vast potential it holds, we're here to guide you every step of the way. Here's a glimpse of how we can partner together for success:

1. Comprehensive Overview: We'll begin with an in-depth overview to identify which GPS play(s) align best with your business model.

2. GTM Strategy Definition: Together, we'll define your go-to-market (GTM) strategy, which includes segmenting your target audience and verticals, ensuring a tailored approach.

3. Joint Business Planning: We'll set joint business plan goals, ensuring alignment with your objectives, and introducing your team to key VMware contacts.

4. Solution Competency and Capability Building: We'll support you in completing the aligned Solution Competency, MSC, or Ignite Boost programs to build robust solution capabilities.

5. Hands-On Experience: On the sales front, we'll leverage demos and hands-on labs to provide your team with firsthand product experience.

7. Leveraging Sales Assets: We'll guide you in leveraging the sales assets and demos available on the GPS page to qualify customers and deliver assessments or proof-of-concepts (PoCs) whenever needed.

8. Motivating Your Sales Team: Consider SPIFs (Sales Performance Incentive Funds) to keep your sales team motivated and engaged.

9. Advisory and Implementation Services: If required, you can always package advisory and implementation services using VMware SETs (Specialized Engagement Teams) to ensure optimal product adoption and deliver an outstanding customer experience.

VMware's Go-To-Market Play System (GPS) for partners is ushering in a new era of collaboration and success. It empowers partners to deliver customer-centric solutions while ensuring profitability. With Dicker Data by your side, your GPS journey becomes not just a roadmap but a transformational experience. Together, we navigate the intricate landscape of technology, innovation, and customer satisfaction. Contact us today, and let's embark on this transformative journey, unlocking the full potential of VMware's GPS plays for your business.

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