VMware has open sourced its View Client software which enables connections from Linux clients to remote Windows desktops managed by VMware View. VMware would like to see their partners developing the client for non-x86 devices using operating systems other than Windows XP or Linux.
VMware View, formerly known as Virtual Desktop Infrastructure (VDI), allows companies to host Windows virtual desktops controlled by View Manager inside data centers making them available to thin clients running on a large variety of devices from any location. By open sourcing the client, VMware allows partner companies to speed up the process of adjusting the client for their particular device.
VMware considers that the virtual desktop market is poised to increase citing a Gartner report:
- Gartner projects that approximately 50 million user licenses for hosted virtual desktops will be purchased by 2013.
- The thin-client terminal will account for about 40% of user devices for hosted virtual desktop deployment.
The View Open Client has been released on Google Code under the GNU Lesser General Public License version 2.1 (LGPL v 2.1), adding that "support for the VMware View Open Client is provided only by this [Google Code] community. No commercial support from VMware, Inc. shall be provided”.
The View Open Client has been optimized for thin client devices and VMware encourages their partners to “develop clients for non-x86 platforms, or operating systems other than Windows XP/e or Linux" while those interested in using the client for Win XP or Linux are advised to use the commercial View Client.
As technical details, the View Open Client runs on a i586 processor with 128MB of RAM. It has been fully tested on SUSE Linux Enterprise Thin Client (SLETC) and Debian 4.0, but should work on any Linux.
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VMware backup refers to the process of copying data on a virtual machine (VM) within a VMware environment to prevent loss of data. VMware backup, and by extension virtual server backup, is a common challenge for backup and storage administrators. Virtual server backup refers to the copying of data that is stored on a virtual server to prevent data loss.
Conventional backup software is a straightforward approach to accomplishing VMware backup, but it can result in resource contention; the additional resources you would require to execute a backup could compromise VM performance on the server being backed up.
VMware-specific backup products that can capture point-in-time snapshots of your entire virtual machine state can be used to address any resource contention issue that arises. This would allow for a fast & complete restoration of virtual machines. However, you would typically need to restore the entire snapshot when even one file is corrupted or missing. Newer VMware-specific tools can address file-level restore.
To back up your virtualization machine (including the OS, application files, user data, and settings) you need a copy of the original folder where the VM is stored. Follow the steps below:
If you indicate that you have moved the VM locally on the hard drive, all settings will be retained. On the other hand, the “Copied it” option will warrant the generation of a new MAC and UUID address to ensure that no conflicts arise in the network.
VMware backup has brought about fundamental improvements in the world of data protection such as the benefits of encapsulation and abstraction. However, some challenges still exist, including how to ensure data consistency as well as addressing the issue of excessive consumption of this technology’s physical resources.
It is tempting to think that backing up your server is as easy as backing up the underlying Virtual Machine Disk Format (VMDK) files since VMware encapsulates physical servers into just a handful of these large hard disk image files.
What’s more, backing up a virtual machine while it is running does not ensure that all the in-flight activity will be fully accounted for. This means that you risk data inconsistency, and therefore inaccurate information at the end, making the restoration unsuccessful.
The challenge of excessive resource consumption is a virtualization side effect. In fact, among the key reasons why you should virtualize your systems using VMware is to ensure that you concentrate resource consumption onto few physical servers, which reduces the amount of idle cycles suffered by most IT server infrastructures. Unfortunately, you also have to contend with the inability to have enough resources that will allow your data backups to run unhindered.
You should also know that your backups are at their most vulnerable points within VMware due to its narrow ability to handle excessive network or disk I/O. Your decision to virtualize to a physical server often hinders on the intensity of the network or disk I/O present.
Despite these issues, there are suitable methods to address them and provide you with benefits that, in some cases, could prove superior to a standard physical backup and restore. However, there is no proven best method of backing up or recovering VMware. For many administrators, the end justifies the means and what works for one may not necessarily work for another.
In this traditional approach, a backup software agent is installed in the VM just like on a physical server. Here, data flows to the backup/recovery infrastructure, over the LAN, similarly to what happens if the agent is installed on a physical server.
The advantages of this method are:
The disadvantages include:
In this method, you install the backup software agent within the designated ESX Service Console and back up each virtual machine’s underlying set of VMDK files.
The advantages are:
The disadvantages are:
VMware Consolidated Backup (VCB) refers to a backup framework that offloads VM backup off the ESX server. The configuration eliminates backup traffic from a network and frees ESX server resources for VM performance. Other features of VCB include:
However, VCB is not your typical backup agent, as it is essentially a command line tool consisting of several Windows-executable programs. When you add scripts, these programs can also provide a framework for other third-party products to use.
VCB suffers from some limitations including the need for a dedicated Windows proxy server and third-party backup programs. Due to the release of vSphere 4, backup vendors are turning to vStorage application programming interfaces (APIs) that have replaced VCB.
The disadvantages are:
It is a server virtualization platform that debuted in 2009 as a successor to VMware’s flagship infrastructure solution. It is a complete platform for the implementation and management of virtual machine infrastructure on a large scale.
It is also popularly referred to as a virtualized data center platform or cloud operating system. It has the capability to enable your IT department to efficiently place application workloads on a cost-effective compute resource.
The operation and architecture of a virtual environment differs from that of a traditional backup environment in that it demands specific techniques. When it comes to backing up virtual machines in this platform, you need to utilize the strengths of virtualization if you want to maximize your backup capacity and restore efficiency. Also, you cannot rely on the same principles you used in your traditional physical environment when you opt for a virtual environment.
Below are eight suitable backup practices to follow:
With traditional servers, you usually install a backup agent on its guest operating system (OS) that your backup server contacts every time it needs to back up data. However, this method is inefficient in a virtual environment since it causes unnecessary VM resource consumption, which impacts its performance as well as that of other machines running on the host.
Instead, you should back up your data at the virtualization layer. Here, you will use image-level backups for the large .vmdk file to avoid involving the guest OS. To accomplish this, you must use a backup app that is designed to work in the virtualization environment and that can back up the machine’s virtual disk directly without the need to involve the host or guest OS. This allows you to eliminate any unnecessary resource consumption while ensuring that your VMs get the resources needed for their workloads.
The vStorage APIs were introduced together with vSphere to replace the VMware Consolidated Backup framework, which was released with VMware Infrastructure 3 to assist in offloading backup processing from the host. They not only enable easier access to a virtual machine’s disk file, but also contain unique features that can significantly Improve backup speeds, for example, the Changed Block Tracking feature.
Changed Block Tracking (CBT) refers to a feature that keeps track of any changed blocks since the last backup occurred, so a backup app only needs to query the VMkernel to get information. Moreover, this operation means that there is no longer a need for the backup application to track changed data; this allows for a quicker incremental backup. You should use apps that take advantage of the vStorage APIs due to their efficiency.
If you want to have the shortest backup window possible, ensure that you get adequate hardware and software for your backup server to prevent operation bottlenecks. You need to have adequate network bandwidth as well as enough memory and CPU resources.
Your backup server does more than simply moving data from the source to the target storage device. It also does data deduplication and compression to reduce your backup sets’ sizes. All the processes require a lot of memory and CPU to keep up with the data flow.
Always follows your vendor’s hardware recommendations for the server. Do not economize on your servers, since backups can slow down significantly if the server lacks adequate resources. Test out the many third-party tools available for helping with backups before selecting a suitable one to use.
Virtual environment backups can strain your resources due to the shared virtualization architecture. Thus, you need to plan your backup schedule to avoid stressing a single resource. For instance, never back up many virtual machines on one host or LUN concurrently. Instead, try to balance your schedule to prevent overusing any resource.
While scheduling prevents slow and degraded performance, testing allows you to know your backup’s recovery readiness. Testing is also important for troubleshooting problems, analysing your tools and deciding whether or not to switch products.
If your VM backups include transactional apps such as database and email servers, you should quiesce them to make sure that they are in a proper state for execution. This backup type is referred to as application-consistent.
Before the backup starts, apps are paused to ensure that any outstanding transactions and writes are written to disk. This step ensures that the server is okay and that no data will be lost if VM recovery is needed. Quiescing only works with those apps that support the pausing and writing of pending data whenever necessary.
VMware Tools has a driver that can work with Microsoft’s Volume Shadow Copy Service (VSS) to quiesce apps before backing them up. Necessity made other vendors come up with a similar driver to serve different operating systems. Ergo, always ensure that you use a supported driver and that your VSS service is enabled and configured to perform application-consistent backups.
Virtual machine snapshots, while helpful, should never be used as your primary backup means. Snapshots are okay for short-term backups of virtual machines, but know that you incur penalties whenever you use them.
You see, once a snapshot is created, all the VM’s disk writes are deflected to another new delta disk file making the original disk read-only. As data is written on the delta disk file, it grows in 16 MB increments, with each increment causing a lock on the LUN where it resides, which can degrade performance. Ergo, the more snapshots you run, the more you impact the performance.
What’s more, snapshots take up additional disk space as each one can grow up to the original disk’s size. If you run out of space on your data stores, you risk shutting down all your VMs. Moreover, merging snapshot data into its original after deleting it is a heavy I/O operation.
Snapshots create new virtual disks and link back to the original; therefore, some features may be absent. This can lead to a whole new problem of mapping between snapshots and the original disk. You should use snapshots sparingly and have them deleted when you longer need them.
Most virtualization backup products with image-level backups use VM snapshots to halt writes to the disk when backups are running. The Fault Tolerance (FT) feature uses two virtual machines (one primary and one secondary), which, though located on separate hosts, share the same virtual disk file.
Presently, the FT feature does not support snapshots. This makes the process of backing up FT-enabled VMs challenging and you will need to look for alternative methods of backup.
One method involves temporarily disabling the FT feature during the backup process to allow snapshots to be taken. Disabling this feature allows you to preserve the second VM. You can automate this process by using PowerShell as well as pre- and post-backup scripts.
Another method involves the cloning of the VM using either the vCenter Converter or vCenter Server to create another copy. Once you back up the new copy, you can delete the clone.
You can easily rebuild a lost host or vCenter but you will lose your configuration information. It is thus advisable to back up the information periodically. With a backup host, you only back up the VMs and not the individual files residing in their management console. Ergo, backing up the configuration information makes it easier to rebuild the host later.
To backup configuration information:
VMware has made attempts to address the backup challenges that are associated with virtualizing servers. The VMware vSphere 5.1, for example, uses VMware vStorage API for Data Protection (VADP) that works with VMware’s vSphere Data Protection (VDP) or other third-party backup tools.
VADP replaces the VMware Consolidated Backup with an efficient agentless backup system that is based on virtual proxies and does not tax storage resources. In fact, it comes equipped with change block tracking to enable the backup of only those data blocks that you have changed since the previous backup. This reduces the workload of backup tools such as VDP.
The MarketWatch News Department was not involved in the creation of this content.
Jul 27, 2022 (Evertise Digital via COMTEX) -- Regardless of what you do, technology plays a substantial role in your company. Lots of people are uninformed that IT support as well as cybersecurity are two of one of the most essential parts of any type of company nowadays. Among one of the most widespread misconceptions amongst entrepreneurs is that they can manage without professional help and that all they need is an antivirus software application set up on all office computer systems.Even if viruses were your major worry, that statement can not be even more from the reality.
Now, if you do not wish to experience huge, life-altering information losses or other severe IT difficulties, you ought to think about working with an IT professional or a support team. If you’re not exactly sure if you require one, remain with us for a few more minutes and see if any of the following signs appear a little bit as well acquainted. You’re having a lot of downtimes. If your company is constantly enduring downtime, you’re most likely not delighted with it. And why would you wish to?
Development’s archenemy is downtime
Downtime not only kills efficiency in modern ventures, but it likewise eats the business from the within out. We’re not denying that downtime can occur; it happens to the best people, but if it happens regularly enough, it’s time to work with an IT sustain team. There can be a selection of causes for the constant downtimes, and also unless you employ the aid of an IT team, you may never be able to resolve the underlying problems. A competent IT support group should be able to fix this trouble rapidly.
Antivirus software application is your only safety and security measure
As we previously specified, antiviral software programs are practically pointless in the office. Anti-virus databases can just give so much defense. In other ways, they function like vaccinations. Merely defined, antivirus software program can only protect you from a known virus that has actually currently been treated with, meaning that if you enter into touch with it, the software will certainly acknowledge it and take care of it. However, brand-new computer viruses are produced each day, and by the time the antivirus software application database is updated, you might have shed all of your crucial data. Infections, on the other hand, ought to not be a big issue if you have a team of experts in your corner. While you should still stay clear of clicking links in your Spam folder, an IT sustain team can establish additional safety actions to safeguard your data also if your computer system becomes contaminated with malware.
You feel your company can’t be hacked
Cybercrime is really genuine. Everyone can be a target of a cybersecurity strike, whether they intend to admit it or otherwise. People often misconstrue the difference between “irrelevant targets” and “unhackable security steps.” None of these are right. To start with, there is no such point as a small objective. It holds true that anybody can be hacked. Small companies are targeted even more frequently than large companies, according to CM IT Solutions. You wonder as to why. Simply said, a large company has become big because it identifies the worth of IT sustain as well as cybersecurity and has actually recently bought it.
Tiny firms, on the other hand, often presume that they are as well tiny or unimportant to be targeted, so they do not invest in cybersecurity or engage an IT sustain team, which is why they are targeted a lot more often. In addition, being overly positive in your protection leaves you vulnerable. There is no such point as a system that can not be hacked. Multibillion-dollar firms have been hacked in the past, so what makes you believe you won’t be following?
You’re considering enhancing your technology
Allow’s take a break from cybersecurity and discuss something a little more upbeat: updating your innovation. If you’ve chosen it’s time to retire old innovation to make room for new, you’ll almost certainly want the solutions of an IT sustain team. Think about that specific personnel may not be conversant with the most exact technology, demanding direction and therapy. Also, certain complex innovations might be more difficult to establish, and also if you’re a tech whiz, you’ll need a couple of added hands to get everything established swiftly.
Your company is expanding
As your firm grows, your emphasis changes to a range of different areas. You have to think about broadening your team, hiring additional personnel, locating new workplace, management, funds, as well as a selection of other problems. You wouldn’t take on every one of these responsibilities on your own, would you? No, you would certainly delegate them to somebody who comprehends the circumstance. We recognize that IT services aren’t the initial point that comes to mind when it involves broadening your company, yet they have to be. Your IT facilities come to be much more sophisticated as your business expands as well as comes to be more successful. That alone ought to be enough to persuade you to get IT aid.
You don’t have a backup strategy
We make certain you have a backup technique in place in case your business fails, yet do you have a back-up for every one of your information? If the response is no, take down your job and get to function. Annually, almost 5 million hard disks crash in the USA alone, as if that isn’t terrifying, we don’t know what is. Worse, HDDs and SSDs have improved so swiftly for many years that the majority of local businesses can currently store every one of their data on a solitary server shelf, especially if they don’t manage large data. Despite the fact that this is superb, specifically since storage drives aren’t obtaining any type of less expensive, a web server crash or disk failure could spell completion of your firm. Every one of your data might be shed in a split second, as well as if you do not have a Hyper-V backup, you could not be able to recoup. Consequently, if you don’t have an information back-up, get in touch with support personnel as well as have them put one up for you.
As you can see, virtual machine backup software is much more beneficial than you might think. They’ll aid you safeguard your data, increase your service, and complete a million other things you’re probably unaware of. On this subject, if you see any of the previously mentioned indications, it may be time to think about an information back-up also for digital maker. (click on this link).
The MarketWatch News Department was not involved in the creation of this content.
After acquiring Pivotal at the end of last year, VMware has detailed in a exact webinar how it will go about fulfilling its strategy aimed to help customers build their apps, run them using Kubernetes, and manage them from a single control plane.
When VMware announced its intention to acquire the Kubernetes-centered cloud platform and service provider Pivotal in August 2019, VMware had just introduced its VMware Tanzu strategy. While VMware clarified from the outset that Pivotal was going to be an integral part of its new strategy, no details were provided concerning how Pivotal products and VMware products will coexist.
In the webinar, VMware product vice-president Craig McLuckie stated Pivotal Application Service (PAS) on Kubernetes is a top priority and will receive continued support. PAS on K8s is currently in alpha and will reach GA by the end of the year. Additionally, PAS development will include extending support for Kubernetes on Windows, already in version 2.9, scheduled for Q1 2020. Among additional new features in PAS 2.9 are improved configuration of graceful shutdown, access to high-level metrics in Apps Manager, and more.
On a similar note, McLuckie also confirmed VMware's commitment to continuing the support of BOSH, an open-source project aiming to unify release, deployment, and management of cloud applications over hundreds of VMs. In particular, VMware will focus on BOSH automated cluster and OS lifecycle management.
The existing Pivotal Container Service (PKS), also known as VMware Enterprise PKS, will get a new release, PKS 1.7, in Q1 2020. This will include additional monitoring metrics, improved upgrade and configurations, and Windows container support in beta.
One of the major goals VMware will be pursuing is providing an integrated control plane to manage both VMs and K8s in a unified way:
We made an important decision in the last few months which was that, in order to make this experience complete, we really wanted to containerise the control plane, so that it actually has the ability to run on Kubernetes, and to effectively remove the need for a discrete cluster of virtual machines off to the side. This ultimately brings considerably reduced operational complexity, potentially a smaller footprint, easier to adopt at a team level'.
Several other remarks worth highlighting referred to the convergence of the VM and K8s worlds. With the acquisition of Pivotal, VMware has two different K8s focused domains: one in Enterprise PKS, and the other is vSphere, which will integrate K8s through Tanzu K8s Grid. According to McLuckie, those two streams will converge in a non-disruptive way, and all Enterprise PKS customers will be entitled to Tanzu K8s Grid. Similarly, VMware will aim to make PAS on VMs and PAS on K8s to level up in terms of available capabilities, so both platforms receive the same treatment.
(Image courtesy VMware)
As a final note, Ian Andrews, VMware marketing vice-president for modern apps, presented the VMware stack after Pivotal merger, showing their integration from the hypervisor level to the application level.
(Image courtesy VMware)
The VMware webinar included many additional details, such as the VMware innovation roadmap. If you are interested, do not miss the recording of the.webinar.
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VMWare has announced that its upcoming update to VMWare Fusion will bring Windows 11 support to both Intel-based and Apple Silicon machines.
Although ARM versions of Windows itself aren't available on Macs with M1 or M2 chips, users will be able to download and use Windows 11 on Apple Silicon Macs using the VMWare Fusion virtualization software.
The latest update to VMWare Fusion is now available to test out as a free technology preview on the company's website.
VMWare says that it's looking for user feedback as it "irons out kinks" and prepares for more formal support later in 2022.
"It's here," the company wrote. "While it is a little early, and things on Apple silicon don't always behave like we're used to on Intel, we're thrilled to be able to share the work we've been doing to prepare support for Windows 11 virtual machines on Fusion, for both Intel and Apple silicon Macs."
Along with Windows 11 support on Apple Silicon machines, the new tech preview also includes VMtools installation for Windows 11 on M1, improved Linux support on M1, 3D Graphics HW Acceleration and OpenGL 4.3 in Linux VMs, and more.
The company does note, however, that VMWare Fusion is still a work in progress on Apple Silicon Macs, and there are some limitations to the support. Fusion won't support VMs running across different architectures, for example. Also, users can't currently create macOS-based virtual machines, though VMWare is looking into that for the future.
Jennifer Chronis, vice president of public sector at VMware and a 2022 Wash100 Award winner, recently spoke with GovCon Wire in the latest Executive Spotlight interview to discuss her appointment with the company, how its workforce drives talent retention for the long term as well as the unique set of challenges on the business side of innovation.
“Across the federal sector, there are a lot of transformational forces at play shifting the focus to accelerating innovation. Our mission at VMware is to be a strategic partner of choice for agencies enabling a smarter path to multi-cloud, app modernization and distributed workforces. The passion I have for helping our customers comes from the foundation that I built as an Army officer for more than 21 years.”
You can read the full Executive Spotlight interview with Jennifer Chronis below:
Jennifer Chronis: “I’m still in the early days of my journey, but my belief in VMware’s multi-cloud vision is what led me to join the company.
The multi-cloud era represents the next chapter in VMware’s evolution. In chapter one, we pioneered server virtualization, laying the foundation for today’s cloud. In chapter two, we went bigger and broader – and virtualized the entire data center. We’re now in chapter 3, and multi-cloud is the center of gravity for everything we do.
I’m thrilled about the opportunity that we have in the federal sector because I think the customers are starting to truly accelerate cloud adoption and VMware is well positioned to meet our customers wherever they are on their digital transformation journeys.”
Jennifer Chronis: “My focus is very much based around the mission for our customers as well as our team. I have used the phrase, “mission first, people always,” with my team a lot since I’ve been with VMware. It ties back to my time in the U.S. Army.
It’s really just about serving our customers and ensuring that we’re also taking care of the team. We’ve all undergone a lot of change over the past couple of years amid the pandemic, remote work and many of the different economic factors in play.
Personally, I just want to ensure that all of our team members are being taken care of and are motivated to have the best possible experience with VMware, which includes helping them along their professional development journey and ensuring that we are providing opportunities for growth and for mentorship.
VMware is focused on building the most diverse and inclusive culture and workplace for our people. We have this concept that we call ‘Create Your Own Adventure.’ It’s really all about helping every member of our team and retaining all of the amazing talent that we’ve got here at our company.
Providing a mission-oriented focus with purpose every day at work is part of what we’re doing to keep the VMware team together long term.”
Jennifer Chronis: “First, we have an amazing partner ecosystem here at VMware. We rely on our partners to help address customer demand and to really accelerate our growth. We also have a strategic partner ecosystem with the major cloud providers to help our customers along their multi-cloud journey.
As it pertains to our federal business, Amazon Web Services is one of our critical partnerships.
In particular with AWS, the ability to achieve FedRAMP high authorization as well as the Department of Defense’s Impact Level Five is helping us accelerate cloud migrations in the federal government. The beauty of that solution is it allows our customers to leverage all of the investments they have in VMware’s capabilities and accelerate migration to AWS.
Together with AWS, we’re identifying customers that we can jointly help move to the cloud. With the upcoming end of the federal fiscal year, I would love to bring as many customers into the VMware Cloud on AWS solution as we can.
Cloud adoption is an ongoing journey and will absolutely be a top priority for our federal business for at least the next 24 months, if not much longer. It will take our customers some time to fully get to the cloud, but we’re right in the middle of it and really trying to help them achieve that goal as quickly as possible.”
Jennifer Chronis: With our customers, we’re seeing cultural challenges associated with rapidly adopting innovation and the need to really re-skill their workforces. A lot of the challenges are also associated with enabling the hybrid and remote workforces that we have all adapted to in one way or another.
We are helping our customers lay the technical and cultural groundwork required as they accelerate innovation.
Our team is helping agencies identify and map out their digital transformation journeys in addition to the cultural shifts that will entail for their workforce.
We’re very excited about our work with the Army Software Factory, the Army’s first soldier-led software factory headquartered in Texas. We are helping their team build robust, compliant, and more resilient modern apps.
We’ve been working with the Army Software Factory for about two years to help drive our soldiers and leverage our software development to help achieve mission success.
VMware is also working with the U.S. Space Force to enable its mission of modernizing the new service branch through its agile software development. We’ve also been working with them to build some specific apps focused on satellites, radars, tracking incident events and network capabilities as well.
Ultimately, our goal is to help our customers innovate faster to meet mission demands.”
New Jersey, N.J., Aug 03, 2022 The Secure Access Service Edge (SASE) Market Research Report is a professional asset that provides dynamic and statistical insights into regional and global markets. It includes a comprehensive study of the current scenario to safeguard the trends and prospects of the market. Secure Access Service Edge (SASE) Research reports also track future technologies and developments. Thorough information on new products, and regional and market investments is provided in the report.
Secure Access Service Edge (SASE) is a network architecture that combines VPN and SD-WAN features with cloud-native security features such as secure internet gateways, cloud access security brokers, firewalls, and zero trust network access.
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Top Companies in this report are:
Cisco Systems, VMware, Fortinet, Inc , Palo Alto Networks, Akamai Technologies, Zscaler,, Cloudflare, Cato Networks (Israel), Versa Networks,, Forcepoint , Broadcom, Check Point Software Technologies Ltd. (Israel), McAfee, LLC , Citrix Systems, Netskope , Perimeter 81 Ltd. (Israel), Open Systems (Switzerland), Aryaka Networks, Proofpoint, Secucloud Network GmbH (Deutschland), Aruba Networks , Juniper Networks, Verizon Communications,, SonicWall , Barracuda Networks, and Twingate ., .
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Network as a service
Security as a service
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Aligning Product, Marketing, Sales, and Success to Expand Revenues and Margins
The ability to communicate, sell, realize and expand the value your offering delivers to prospects and clients has become the basis of differentiation and competitive advantage in B2B. Why?
Selling value over price is difficult when buyers have too much information, pricing is transparent, and they don’t want to talk to professional sellers, or take risk.
Buyer research tells us that B2B buyers have become more informed, considered, independent and demanding. Buying cycles are longer, with more stakeholders, and guided by more rigorous financial and strategic criteria.
Most of this process happens in the absence of conversations with the humans on your revenue team. B2B buyers now spend only 17% of the total purchase journey with sales reps according to Gartner research. That leaves little room for the professionals on your revenue team to educate customers, demonstrate value, and build confidence and consensus.
The core of the problem is that with all this information and consideration, today’s buyers still lack confidence in their decision. Regret is a top concern. B2B buyers who rely on online channels have greater fear they made the wrong decision and will fail to deliver value to justify the investment after the fact. The net effect is many buyers lack a clear understanding and consensus about the business problem they are trying to solve, the financial value of solving it, and the best solution to the problem. They lack confidence. And without confidence, buyers will often resort to no decision at all, the status quo, or a low risk solution.
Recession concerns create an even greater sense of urgency to deliver more value to customers. If enterprise buyers are pushed into aggressive cost-cutting mode - your ability to communicate, sell, and realize the full value your offering delivers becomes critical to getting prospects to part with scarce resources, and customers to justifying renewals.
That is why the most progressive and successful selling organizations – like Sumo Logic, VMWare, ServiceNow, and Gainsight - are adopting Customer Value Management– which provides a roadmap and a system to consistently communicate, quantify, build and realize value at every stage of the revenue cycle.
What Is Customer Value Management And Why Is It So Important?
Customer Value Management is a data-driven system that helps every member of the revenue team have more consistent and impactful value conversations with prospects and customers. “Customer Value Management is an operating system for consistently having commercial value conversations at scale across all your channels,” says Chad Quinn, Founder of Ecosystems, and one of the early pioneers in the field of Customer Value Management Software. According to Quinn, Customer Value Management helps product and solution teams engineer value into their offerings. It helps marketers communicate value using value benchmarks. It helps sellers to collaboratively discover value with customers in value assessments. And it helps Customer Success Managers to help clients to realize and reinforce the value they are getting.
Customer Value Management is a powerful commercial concept because it creates a system for consistently executing what was previously a fragmented set of disparate methodologies and principals that have traditionally been deployed in functional silos. These include value based pricing and value engineering in product design (first embraced in 1940 at GE), and the many value selling methods in sales (popularized in the 1960s).
“Almost every major sales organization has a value selling methodology,” says Brent Adamson, the author of The Challenger Sale, a popular value selling methodology. “Overall, value selling as a principle can be very effective at turning sales business outcomes, financial impact and strategic alignment, regardless of the flavor your organization favors. Historically, the challenge has always been how to apply those principles consistently in sales and reduce the manual labor and effort involved by already overburdened revenue teams.”
Customer Value Management as a business discipline has been around for almost twenty years. It is highly effective at unlocking revenue and margin by improving conversion rates and moving sales conversations from value to price.
As an operational discipline it had its beginnings at SAP when Bill McDermott came in as the new head of Customer Service in 2003, before he subsequently rose to CEO of both SAP and ServiceNow. McDermott’s team wanted to find an effective way to bridge the growing gap between the way SAP presented their solutions and capabilities and the business outcomes customers were trying to achieve.
“For me, Customer Value Management really came together 19 years ago when Bill McDermott, Chakib Bouhdary who became Chief Value Officer, and I met to discuss what they called the ‘Value Gap’,” recalls Chad Quinn, who has spent the subsequent two decades formalizing and systematizing the Customer Value Management discipline in a scalable platform. “The Value Gap became the bridge to reconcile the obvious and widening misalignment between customers focused on achieving business outcomes and suppliers’ capabilities to deliver against those outcomes.” That meeting was the genesis of what became a value management office – a dedicated set of advisory resources to execute a formal process to quantify, validate, and communicate the ways their solutions created value to top clients.
“Customer Value Management was a financial success from a sales, productivity, and customer experience standpoint,” says Chris Hummel, who subsequently scaled the program across territories and industry segments as SAP’s EVP of Field Marketing. “We saw close rates double, discounting decrease, and deal size increase at the clients who were nominated for Value Management.” Benchmarks that Ecosystems tracks across customers show revenue teams that adopt a Customer Value Management system see improvements in both sales and customer success and productivity overall. Sales close rates increase over fifty percent and deal sizes more than double. Net Recurring Revenues grow in double digits. Retention by over 50%.
The Growing Importance of Customer Value Management in Customer Service and Success
As more and more organizations adopt recurring revenues and subscription models, the challenge has become how can you extend the value conversation from marketing, through sales to customer success where a lion’s share of the client engagement opportunities occur. Managing value across the entire end-to-end revenue cycle gives growth leaders the ability to have value conversations in the places they can maximize customer lifetime value. For SaaS organizations like Sumo Logic, much of that activity happens after the initial sale. “Some organizations I have worked in believe that eighty percent of the effort happens before the sale,” says Lynne Doherty President, Worldwide Field Operations At Sumo Logic, whose revenue teams use Ecosystems. “But in a SaaS model, the sale is just the starting point of the relationship. So, we’ve redesigned roles and incentives to get our teams focused on customer education, customer experience and account development activities that drive loyalty and expansion of our recurring revenues.”
“Customer Value Management is central to Revenue Operations because it supports the alignment of marketing, sales and success to expand revenues, margins, and customer lifetime value,” says Chris Hummel, who authored the book Revenue Operations. “Customer Value Management is fast becoming a key driver of the modern revenue engine,” echoes Nick Mehta, the CEO of Gainsight, and author of the book Customer Success: How Innovative Companies are Reducing Churn and Growing Recurring Revenues. “The Customer Value Management and the Customer Experience worlds are coming together to help Customer Success and Service teams to better realize mind-blowing new outcomes in durable, long-term growth.”
The move to reinforce, realize, and expand value is part of the natural evolution and maturity of Customer Success (CS) organizations as more conversations about the adoption, ROI, and impact of services and solutions occur within that function. “Customer Success gets a lot of airtime and visibility on a strategic and executive level because Net Recurring Revenue (NRR) is a primary measure of healthy growth.” continues Mehta. “Most organizations have established Customer Success as a function, with a clear role definition relative to other stakeholders on the revenue cycle like product marketing, marketing, and sales. The very best organizations are now evolving their focus from managing churn to actively improving retention and expansion.”
The notion of managing and measuring customer value through the expansion phase of the revenue cycle is critically important to proactively managing customer, account and pipeline health. “ARR and NRR are key financial measures of healthy revenue growth in a subscription operating model. Taken on their own, these are lagging indicators.” according to Mary-Beth Donovan, Vice President, Global Customer Success Management and Experience at VMware. “The opportunity for growth leaders and their operations teams is identifying the actions that deliver and realize value for the client. The associated measures of solution adoption and customer outcome realization are the effective leading indicators of value.”
This means organizations need better systems for carrying the value conversation that starts with marketing and sales through implementation to adoption, best practice, and ultimately customer advocacy. This creates a fertile field for revenue expansion conversations, according to Chad Quinn. To help B2B growth leaders unlock more expansion revenues, Gainsight and Ecosystems recently announced a commercial partnership to offer the first-ever fully integrated value management-customer success platform. Customers using the combined solution can now monitor and direct customer health based on both internal and customer-based inputs simultaneously.
The companies established an initial integration in May 2020 to empower buyers and sellers to compare the value promised in sales with the value actually delivered in customer success. Based on this success, new joint development has deepened the integration of Ecosystems with Gainsight components, including alerts, step-by-step playbooks, and the customer health scoring framework – furthering the ability to use quantified customer value as a proactive driver of customer success actions. The combined solution allows for simultaneous execution of internal customer success plans and external customer-led value reviews in a seamless fashion.
“We believe the combined capabilities of Ecosystems and Gainsight will allow us to efficiently scale value conversations across all of our customers,” said Tammi Warfield, Chief Customer Officer at Delphix - a customer of both Ecosystems and Gainsight. ”The notion of Customer Value Management – and the integrated platform that Gainsight and Ecosystems are putting together - is a big step forward in operationalizing value across the business ecosystem and to the customer,” echoes Mary-Beth Donovan of VMware.
The combination also reinforces the trend towards using AI and insight to Improve the customer experience, enhance margins and demonstrate value. By connecting the dots across the technology ecosystem – the combined platform allows commercial leaders to leverage data from many sources to support Customer Value Management. This includes product telemetry data to track usage, customer satisfaction and support data to understand account health, and CRM data to link value to contracts and opportunity. “Our strategic partnership with Gainsight will help all companies drive net recurring revenue with efficiency and scale,” says Chad Quinn. "When we combine the best-in-class customer success platform with the best-in-class Customer Value Management system, we get 1 + 1 =3, where the biggest winner is the customer.”
Ultimately, the platform will give business leaders visibility into account revenue expansion and cross sell opportunities that are created and uncovered in success and services conversations. ”Customer Value Management really comes home when considered as an enabler of revenue expansion,” says Mary-Beth Donovan. “Through proactive customer engagement and prescriptive data insights like Success Planning, and adoption risk and opportunity frameworks we demonstrate value to our customers, earning the right and trust to identify new outcomes. Expansion is operationalized into the customer journey management motion through Customer Success Qualified Leads (CSQLs), a leading indicator of customer value, identifying expansion opportunity. A platform integrating end-to-end customer value throughout the business and providing transparency of that value back to the customer, it’s simply a game-changer.”
NOIDA, India & PALO ALTO, Calif.--(BUSINESS WIRE)--Jul 27, 2022--
HCL Technologies (HCL), a leading global technology company, and VMware, Inc (NYSE: VMW) announced the launch of HCL’s dedicated VMware business unit to help enterprises unlock the untapped value of multi-cloud and app modernization. The new unit combines the power of HCL’s CloudSMART Framework with VMware’s Cross-Cloud services to help enterprises accelerate cloud transformation, scale cloud-native platform operations and empower hybrid workforces.
This press release features multimedia. View the full release here: https://www.businesswire.com/news/home/20220727005618/en/
HCL’s new VMware business unit is part of its Strategic Alliance Partner Ecosystem, which leverages the CloudSMART Framework to provide multi-cloud and app modernization solutions. HCL will help enterprises pursue the path of digital dominance by aligning transformation with overall business objectives while remaining agile through cloud freedom and enterprise control enabled by VMware product and service offerings.
“We are in a macroeconomic environment where ecosystems must collaborate to provide innovative and effective solutions that the industry requires,” said Anand Swamy, Senior Vice President, Head of Tech OEM Ecosystems, HCL Technologies. “Our new VMware business unit leverages the HCL and VMware synergies to incubate, construct and architect innovative, customized cloud implementation strategies with our CloudSMART approach as the baseline.”
“Today, we are witnessing the unstoppable forces of digital transformation in almost every industry, and VMware is providing the trusted foundation to accelerate customers’ innovation,” said Zia Yusuf, Senior Vice President, Strategic Ecosystem and Industry Solutions, VMware. “With HCL, we are helping our mutual customers by providing the smartest path to app, cloud and edge modernization and a more secure, frictionless experience for the distributed workforce. VMware preserves customer choice and protects against lock-in through multi-cloud services that offer businesses the freedom and flexibility they need to build the future.”
Over the past 14 years, HCL and VMware have driven successful client outcomes with services and solutions built for the modern enterprise. HCL has more than 8,000 professionals trained on VMware technologies, manages three VMware centers of excellence and has created four cloud-native labs. These dedicated environments and resources help customers accelerate the deployment of VMware solutions and allow enterprises to experience next-generation VMware technologies. Recently, HCL won the VMware 2022 Partner Value Award for delivering business growth through VMware solutions and providing customers with high-value results and support. VMware and HCL Technologies also recently announced efforts to deliver Telco transformation powered by vRAN, ORAN & 5G.
VMware is a leading provider of multi-cloud services for all apps, enabling digital innovation with enterprise control. As a trusted foundation to accelerate innovation, VMware software gives businesses the flexibility and choice they need to build the future. Headquartered in Palo Alto, California, VMware is committed to building a better future through the company’s 2030 Agenda. For more information, please visit www.vmware.com/company.
VMware and VMware Cross-Cloud are registered trademarks or trademarks of VMware, Inc. in the United States, and other jurisdictions. This article may contain hyperlinks to non-VMware websites that are created and maintained by third parties who are solely responsible for the content on such websites.
About HCL Technologies
HCL Technologies has a broad focus across the key themes of digital, engineering, and cloud. The organization offers its services and products through three business units: IT and Business Services (ITBS), Engineering and R&D Services (ERS), and Products & Platforms (P&P). ITBS enables global enterprises to transform their businesses through offerings in the areas of applications, infrastructure, digital process operations, and next generational digital transformation solutions. ERS offers engineering services and solutions in all aspects of product development and platform engineering. P&P provides modernized software products to global clients for their technology and industry-specific requirements. Through its cutting-edge co-innovation labs, global delivery capabilities, and broad global network, HCL delivers holistic services in various industry verticals, categorized as Financial Services, Manufacturing, Technology & Services, Telecom & Media, Retail & CPG, Life Sciences & Healthcare, and Public Services.
As a leading global technology company, HCL takes pride in its diversity, social responsibility, sustainability, and education initiatives. For the 12 months ended June 30, 2022, HCL had consolidated revenue of US$ 11.79 billion. Its nearly 211,000 ideapreneurs operate out of 52 countries.
For more information, visit www.hcltech.com
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CONTACT: For further details, please contact:HCL TechnologiesMeenakshi Benjwal, US
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PUB: 07/27/2022 10:33 AM/DISC: 07/27/2022 10:33 AM