This content is part of the Conference Coverage: Dell EMC World 2017: Viewing storage from all angles

Dell-EMC merger: Future prospects for Virtustream, VMware, Pivotal

At Dell EMC World, executive leaders from Virtustream, VMware and Pivotal described how the Dell-EMC merger has affected their companies; more channel news from the week.

At this week's Dell EMC World conference in Austin, Texas, executives from companies under the Dell Technologies umbrella discussed the benefits of the new organizational structure.

One of those executives was Rodney Rogers, CEO of Virtustream, a Bethesda, Md., public cloud infrastructure provider founded in 2009 that focuses on mission-critical and highly regulated applications.

"When we took a look at developing Virtustream, we said that we were going to solve an engineering problem that was most characteristic of large-scale enterprise applications," Rogers said of his company's origins. "And we developed the software that allowed us to optimize running the properties of these mission-critical types of apps that take up such a large portion of the application estate of large corporations."

Now, as a unit of Dell Technologies, Virtustream has entered into a new phase of growth, he said, and the company will continue to work independently to pursue its goals, while bolstered by Dell Technologies' assets. "The way this [Dell Technologies] structure works for us and the reason that it is, quite frankly, awesome to support both innovation and growth is that we're essentially allowed to continue to do what we're doing from a product-development perspective," he said.

"We still have our own roadmap. We have our resources that we applied toward developing our software. ... But, yet, we have the backdrop and the strength of the greater organization to call on. It gives us a lot of balance-sheet support. And it gives us a lot of reach into the marketplace. There is not a Fortune 500 CIO [who] we can't get a meeting with today."

Brandon Sweeney, senior vice president of sales at VMware, said the Dell-EMC merger allows VMware to further expand its business globally. He noted that VMware doesn't have as a strong a footprint as it would like in Asia, India and Eastern Europe. Dell Technologies also presents an opportunity to add more coverage here in the United States. "I think, frankly, Dell will help bring some operational rigor to VMware that we can benefit from as we look to scale globally."

"Fundamentally, we are a strategically aligned business unit, and we are eager to partner much more closely with Dell. ... We all know we have to run a balanced ecosystem to drive the overall numbers, but there's a tremendous opportunity for [partners] to help us better align around our go-to-market motion and make sure it's really simple for [partners] to drive customer solutions," he said.

In terms of the mutual benefit, he said he believes VMware will help Dell by driving customer conversations, citing software-defined data centers, hybrid cloud and mobile devices as a few examples. "The ability to marry all of these technical [lenses] together to make it easier for our customers, enable them on a digital journey, I think it's a tremendous opportunity," he said.

Finally, for software and services company Pivotal, the Dell-EMC merger has ushered in important research-and-development and engineering capabilities.

"I think there's an environment out there where companies have essentially been adapting to the cloud era in their industry, and more and more people feel if they don't have differentiating software behind their offering, they're going to fall behind. That's happening at a time where, over the last 10 years, people have been trying to outsource a lot of what they do in software development," said James Watters, senior vice president of Pivotal's product and business development organizations.

"At the boardroom level, software proficiency has become a hot topic that people care about. And that's really important as you look to build a business with Pivotal -- that this is a boardroom-level topic, and that's what's so unique about it."

In this environment, vendors need "a whole set of assets to compete ... because when you're at the boardroom level, they care about the end-to-end throughput in productivity. They're not as much as worried about the best of breed at every layer there," Watters noted.

"The idea that we have this unified set of businesses where I can go to our companies and say, 'Oh, there are six engineers from VMware that are on Cloud Foundry as a project. This thing's going to work well together.'  ... This is the kind of end-to-end engineering relationships the customers need," he said.

"You can't just hand them nine different best-of-breed parts and say, 'Good luck,' anymore. The speed of business is really fundamentally changed from that era."

Wipro to purchase cloud consultant Appirio

Wipro Ltd., a consulting and business process services firm based in Bangalore, India, has agreed to acquire Appirio, a cloud services company with headquarters in Indianapolis. Appirio was one of the few large independent cloud consultancies specializing in Salesforce following Accenture's purchase of Cloud Sherpas and IBM's acquisition of Bluewolf.

Wipro said it will consolidate its Salesforce and Workday cloud applications practices under the Appirio brand. The transaction, valued at $500 million, is expected to close by year's end.

In another services deal, Sutherland Global Services, a business process outsourcing company based in Rochester, N.Y., has acquired Nuevora, a big data analytics firm.

Unified Office grabs slice of quick-service market

Unified Office Inc., a managed service provider (MSP) for voice over IP communications, has deployed its unified communication service and business analytics package at Pizza 911, an independent pizza restaurant franchise in Manchester, N.H.

Ray Pasquale, CEO and founder of Unified Office, said his company, based in Nashua, N.H., targets high-volume verticals. Quick-service restaurants, such as Pizza 911, have become an important market niche for United Office. The company also does business with Domino's Pizza.

United Office also works in the fast casual sector of the restaurant industry. Pasquale said his company's unified communications offerings increase order and reservation volumes.

Other news

Here's a look at highlights from the week:

  • Prodapt Solutions, an outsourcing services firm, has inked a strategic alliance with Blue Prism, a robotic process automation software provider. In addition, Prodapt launched its Telebots framework, which provides prebuilt process automation for the back-office operations of its communications service provider and digital service provider customers. Prodapt has also launched an RPA center of excellence, which provides consulting, process automation and transformation services.
  • BeyondTrust, an information security software company, has added three companies to its partner program: KeyData, Novacoast and Sila Solutions Group. The companies provide identity and access management, as well as privileged access management services. The partnerships follow last month's launch of the BeyondTrust MSP Program.
  • CoreDial, a white-label cloud communications provider, unveiled the Partner Success Program. The program offers tools to help transition customers from legacy phone systems to cloud-based communication services. Partners can also access marketing campaigns, sales materials, and training and certification.
  • Rancher Labs, a container management software provider, unveiled its Rancher Partner Network, a partner program the company said aims to expand its global reach and boost enterprise adoption. The partner program will support consulting firms, systems integrators, resellers and service providers. The company is working with an initial group of partners that come from North and South America, Europe, Asia and Australia. The company's container management platform ships with fully supported commercial distributions of Kubernetes, Docker Swarm and Mesos, according to Rancher.
  • SolarWinds MSP, an IT service management software provider for MSPs, integrated its MSP Risk Intelligence software within its remote monitoring and management cloud platform. MSP Risk Intelligence works to help MSPs assess their customers' networks for application and OS vulnerabilities, as well as determine the risks for data breaches and cost of potential breaches.
  • Atera has integrated Splashtop Inc.'s cross-screen access, support and collaboration offering into its IT automation platform for MSPs. Atera's platform combines remote monitoring and management, professional services automation and remote access.
  • TierPoint, an IT infrastructure service provider, has joined the Amazon Web Services Partner Network. Under the arrangement, TierPoint's Seattle data center has become the first TierPoint site to become an AWS Direct Connect location. AWS Direct Connect, according to TierPoint, provides a private, low-latency network connection to Amazon Web Services' cloud offerings.
  • Computer Market Research Ltd., a channel data management software and services company, is set to release Automated Distributor Claims Management, its latest cloud-based offering.  The product targets the process of managing back-end rebate price adjustments on claims that channel partners submit. The company said the product is designed to help manufacturers identify erroneously submitted claims and eliminate overpayments.

The Market Share is a roundup published every Friday.

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