New VMware Channel Chief Sweeney On Taking 'Friction' Out Of Dell EMC Deals, Rules Of Engagement And Disty Relationships


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The Easy Choice

Only recently installed as VMware channel chief, Brandon Sweeney is already making his mark, working with Dell EMC channel chief John Byrne to overcome a longstanding channel conflict in the relationship between the two vendors.

The result is a new VMware enterprise licensing agreement [ELA] strategy that allows Dell EMC Titanium and Titanium Black partners to procure VMware on Dell EMC paper while earning incentives from both companies' programs. In the past, solution providers weren't eligible for VMware incentives – and VMware reps didn't get paid – when VMware was pulled into Dell EMC hardware deals. Now partners will bank Dell EMC incentives, as well as VMware incentives while closing deals on a single purchase order and all the reps get paid.

"This deal is all about making it easier for partners to have choice on where they want to procure VMware technologies," Sweeney told CRN recently. "We have a lot of overlap in the Titanium and Titanium Black partners with VMware. This is going to be a good thing for our mutual partners. It's going to take friction out of the model for all of the Dell Technologies reps to get paid and importantly for VMware partners to get their VMware benefits on these deals with Dell Technologies."

What follows is an edited excerpt of Sweeney's conversation with CRN.



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