VMware: Cloud Credit Program Means Up-Front Revenue For VARs

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"But in the end, the focus of the partner organization should be on the individuals' skills, not on their competencies," Norbie said. "It's a good business move to get the skills needed regardless of the competency. Competencies and certifications are more for status and partner rewards."

Kapase also touted additional up-front product acceleration discounts for partners who register and sell deals featuring the company's new vSphere Operations Management, or vSOM, technology, Kapase said.

"This is the first time VMware is offering an up-front product acceleration," she said. "We want to focus partners on this solution, and are using immediate benefits to do this."



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