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VMware's New Channel Chief Is Ready To Drive Services Revenue For Partners

"We're working with partners on how to monetize on the cloud," said Jenni Flinders, VMware's new channel chief, who this week rolled out new Master Services Competencies for partners.

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What is your first big goal at VMware?

We're working to evolve and transform the way we look at the partner ecosystem—what routes to market we need to take and what capabilities our partners need to develop.

From a product divisions standpoint, things are just looking fantastic. So we're looking at how we can further enable our partner capabilities.

We're looking at value beyond the transaction. We're a very transaction-oriented solution. But with our advanced technologies, we have to look at value beyond the transaction.

That's where we're focusing right now as it relates to the next evolution of the VMware partner program.

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