Channel programs News
VMware Channel VP Vows ‘Our Commitment To Our Partners Hasn’t Changed’
‘Our commitment to our partners hasn’t changed. Our channel. Everything that we committed to at the partner leadership summit, at partner exchange is exactly what we are executing on right now,’ says Tracy-Ann Palmer, vice president of partner experience, programs and distribution at VMware.
The architecture for the new program was driven by this partner survey. Can you tell me what VMware found?
What we discovered was our most strategic, our most profitable partners are doing three things differently: one, they are driving and selling advanced complex services. Not just services. Advanced complex services. Number two, they are focusing on the entire life cycle of the customer, robust customer success methodologies, frameworks, organizations in place, and driving it from resale all the way through. If you speak to any of our top partners, they will tell you that it is that continuum that is really driving the margins. The third piece of the stickiness. How do you keep building and growing the customer and really transforming the customer from a digital transformation perspective?
Part of the changes to the program are meant to focus partners more on building technical skills, is that right?
We are now incorporating all of our certifications our competencies into the program. So not just our MSCs, which is our master services competency, but we‘re now also incorporating some of the specializations. So we’ve just launched our customer success specialization. We are looking at doing our verticals specializations all of that will be incorporated into the programmatic structure where you will receive benefits both for that capability as well as the performance in increasing levels.