'The channel are realising VMware doesn't work for their needs anymore' - Climb Channel Solutions partners with VMware alternative Scale Computing
The duo are offering a way out for European VMware partners and customers
Climb Channel Solutions expands its partnership with Scale Computing to EMEA as the answer for European VMware customers and partners seeking alternatives after the cloud computing vendor's price hikes.
Following its acquisition by Broadcom, VMware made changes to its pricing and licensing - a move that has left customers seeking an alternative for their IT infrastructure needs.
This has led distributor Climb to see an "unprecedented uptick" in enquiries from partners needing other options to VMware.
"We know from partners that there's discontent with VMware's new strategic direction and price rises – and many in the channel are coming to the realisation that VMware just simply doesn't work for their needs anymore. They need an alternative," Gerard Brophy, CRO at Climb tells CRN.
"There's no denying that VMware's recent announcements have had a profound ripple effect in the channel. Many channel partners who have historically aligned with VMware are now in a challenging position."
Managed infrastructure services provider 11:11 Systems recently told CRN a big focus for 2024 is helping its partners who have customers with a VMware relationship migrate to them.
Brophy adds VMware's announcements have prompted a "complete reevaluation" of what it means to be a partner in the IT channel, and even highlighted the indispensability of the channel.
Moreover, these controversial announcements have also paved the way for channel-first vendors and distributors to gain prominence.
"VMware's recent strategic decisions, including their price hikes and prioritisation of direct sales to certain customers, have inadvertently created opportunities for alternatives that prioritise channel partnerships," Brophy continues.
"The message is clear: while the changes at VMware have triggered a substantial ripple effect, they have also unveiled new opportunities for growth and partnership in the channel. Climb views these changes not merely as challenges but as chances to reinforce our support for partners and to navigate this new terrain together."
Scale Computing's ‘VMware Rip & Replace'
Climb already had an existing partnership with Scale in the US, and signed a distribution agreement for the UK back in June 2023.
With its Scale Computing partnership extension signed, Climb now has a solution at hand to arm its partners to support customers looking to move away from VMware.
Scale is offering partners its hyperconverged virtualisation platform, while its ‘VMware Rip & Replace' promotion is an initiative designed for immediate relief as partners transition their business and secure an alternative for customers.
"The announcement by VMware has created a huge amount of uncertainty across the market and has left partners and customers in a position where they are having to migrate quickly to VMware alternatives," said Jeff Ready, CEO and co-founder of Scale Computing.
"We believe at Scale Computing that we offer a major upgrade from VMware."