cloud-native benefits. Advisors also should avoid inadequate cost planning that overlooks bandwidth expenses, which Muckenfuss calls “the silent killer in cloud migrations.” “Success requires comprehensive application dependency mapping before moving anything, proper environment sizing, staff training on new platforms, and considering whether external expertise or managed services are needed to bridge the skills gap during and after migration,” Muckenfuss said. The Advisor Opportunity As with any looming deadline or technology shift, technology advisors can use VMware uncertainty as a conversation starter and an opportunity to lower costs and improve efficiency. “Rather than simply replacing VMware with another platform, partners should guide customers through comprehensive assessments that identify critical workloads, application dependencies and migration risks,” Muckenfuss said, noting that the key is challenging outdated assumptions. “Lifting and shifting VMs to IaaS public cloud typically costs more without delivering real cloud benefits,” Muckenfuss said. “Instead, customers should explore hybrid and multicloud strategies that match workload requirements to the right infrastructure – whether that’s private cloud, public cloud or cloud-native architectures.” Telarus also encourages technology advisors to outline infrastructure decisions around business outcomes. “Advisors who focus on agility, scalability, cost efficiency and security will position themselves as strategic partners rather than just solution providers,” Muckenfuss said. At this point, one of the biggest pitfalls would be to avoid engaging customers about their VMware environments. With migration timelines typically taking 10 to 12 months, the October 2027 deadline is closer than it appears. Advisors who are new to selling data center services can leverage Telarus to better understand customers’ IT environments, start engaging conversations and close more deals. “Telarus gives advisors the tools and expertise needed to compete immediately in the data center space,” Muckenfuss concluded. “Telarus advisors gain access to certified and seasoned engineers who are experts across cloud computing, VMware and many other practices. These experts are available for every step of the technical sales process. Our educational programs also help advisors build credibility and position themselves as strategic consultants who understand business outcomes — focusing on customer pain points like IT infrastructure costs, disaster recovery risks and business continuity rather than just technical specifications.” o 41 WINTER 2026 | CHANNELVISION
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