“We believe that our conversations now have gone from targeted to holistic to be this platform for their digital transformation,” says VMware CEO Pat Gelsinger. “That core idea of how do they get to that digital future, that’s not an IT discussion anymore, that’s a business strategy conversation. That’s why we are seeing this real uplift in the position in the conversation that we are having with customers globally.”

Pat Gelsinger, CEO of VMware, discusses how VMware has become a complete digital transformation platform for companies in an interview on CNBC:

VMware Is Now a Platform For Digital Transformation

We believe that our conversations now as we’ve expanded from selling compute Hypervisor to a complete cloud infrastructure, complete end-user computing, a transformation of their network and security offerings, our conversations have gone from targeted to holistic to be this platform for their digital transformation. That core idea of how do they get to that digital future, that’s not an IT discussion anymore, that’s a business strategy conversation.

That’s why we are seeing this real uplift in the position in the conversation that we are having with customers globally. As we’ve positioned in the past, as people move to the full VMware offering that is a multiplier. A company or an institution that is using us as a Hypervisor, now the full cloud stack of network, compute, management, and automation, that is a business expansion opportunity for us.

VMware Seeking Ability To Be a Government Cloud Provider

As I said on the (earnings) call we are now in the FedRAMP High process. We are seeking that ability to be a cloud provider for the government and many of the government. Many of the government in defense and intelligence are big VMware footprints. We see this as a great opportunity. We are in process to get approval. As the JEDI contract gets resolved we hope to be able to be positioned with Amazon and Azure, given our relationships with both.

Even as our preferred relationship with Amazon is very strong we do see this ability for us to participate for government business being an essential element of our multi-cloud strategy where Amazon, Azure, IBM, and our other cloud partners all give us a great opportunity to participate for government contracts.