VMware Segments Marketing, Services To Help VARs Reach Clients

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VMware has also introduced new competencies for partners, and provided new bonuses for those who take advantage of their training. Eschenbach said that getting trained in a new competency which is then used to generate new business with a new or existing customer will provide the solution provider an one-time additional 10-percent rebate on top of the normal 10-percent partner bonus. VMware is also introducing a new 10-percent bonus on new accounts.

Partners who use their new competencies on new accounts are eligible for a stacked 30-percent bonus, he said.

Services are being segmented as well, Eschenbach said.

Customers at the enterprise level will typically receive services directly from VMware, a move which helps VMware better understand customer requirements, develop new ways to provide services, and take what was learned to solution providers, he said.

Eschenbach emphasized that direct services revenue is miniscule. "We are not in this business to compete with you," he said.

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