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VMware Channel Chief On Fixing VMC On AWS Channel Conflict

VMware’s new global channel leader Sandy Hogan talks to CRN about solving channel conflicts between AWS direct and partners around VMware Cloud on AWS deals as well as creating a “partner-first culture” within VMware.

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What’s another change you’re making to help prevent channel conflict on VCF deals?

The last change we’re making is driving field alignment and co-selling early on in the process. So there has been a lot of work done over the last couple of months where there’s a lot of effort in joint AWS-VMware and our partners doing a lot of the tri-teaming agreements, basically co-teaming agreements. A lot of that is really now gaining momentum and I think more disciplined in the engagement model than what really existed a few months ago. And we’re continuing to improve.

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