VMUG Brussels and value distance

Break time between sessions at the recent Brussels VMware User Group (VMUG) gave me the opportunity to observe, so I headed for the back window of the Bowling Stones Pax conference room and began panning across the room.

I had a thought. Inside were IT managers, architects, systems engineers and sales professionals working for world-class companies like VMware, Cisco, NetApp, Symantec, and Teradici.  People like the Belux VMware team engineers Stefaan Van Hoornick and Nicolas Van Wijnsberghe, and also people like Cisco’s Ramses Smeyers and  Nicolas Vermande of Telindus.

Professional technologists, confident and extremely competent providing tremendous value literally on contact.  Ramses Smeyers during the Designing a vSphere Environment for Cisco UCS session, for example, immediately helped solve a stubborn technical issue my colleagues and I had been experiencing.  After the session Ramses, joined by Nicolas, continued to provide valuable advice with infectious excitement.  The benefits of the Cisco Nexus 1000V switch for virtualizing the DMZ in a UCS environment, design considerations, best practices etc.

Tangible, immediate value certainly and  just as important,  intangible, lasting value.  Value  that often goes unnoticed.  After all, inspiring technologists to help propel them toward the worthwhile pursuit of providing value for their customers is no small feat.

So here’s the thought: the distance between what our clients believe they want and what we demonstrate is really needed is our value distance. We are compensated for providing our value distance and we do that by leveraging technology. The higher value distance we achieve, the higher remuneration we deserve.

I submit the key to our continued and growing success  depends on the job we do keeping our clients focused on the value we provide, not the fees we charge.  Properly executing that strategy renders fees almost insignificant.

Note: I’m happy to finally be finished with this short, pithy inaugural post.  I’d really appreciate your feedback so I can try to make this as valuable as possible.  You can post a reply below, or contact me direct via the contact page. Thanks for reading.


  1. Nate Brock says:

    Unique Blog idea. Is the plan to provide detailed examples of technology’s that will add value to a business? That would be really useful. Like for instance showing how to setup 1000v and insight as to why it provides value in real $ from a seasoned engineer and maybe some thoughts on things that you have seen or done that ended up not. Maybe do a blog roll on the side for links to all the sites you think are good. This could take off!

    • Thanks for the note Nate. Indeed, the idea is to share concrete examples of how technology directly maps to business value and, more importantly, how we, as technologists, should re-think our tremendous value proposition, especially as it relates to business value.

      Your Cisco Nexus 1000V value add idea is a great discussion starting point.

      According to Cisco, the Nexus 1000V technology accelerates server virtualization, and multi-tenant cloud deployments securely and transparently. That’s fine but what’s the business value add? How do we translate that to a language our clients understand?

      Here’s an example of how we might do that: The Cisco Nexus 1000V technology will help accelerate the realization of an IT service delivery model that will dramatically cut IT costs and increase revenues.

      Thanks for the feedback, I look forward to continuing the discussion.


      Jaime Porras

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