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VMware’s Revamped ‘Partner-First Culture’: 5 New Teams To Know

Mark Haranas

From hiring new channel executives to building a new Partner Lifecycle Services organization, here are five ways VMware is doubling down on a partner-first culture.

New Partner Lifecycle Services Team

VMware recently built a team centered on partner lifecycle services that is being led by Richard Steeves (pictured), senior director of Lifecycle Services for VMware’s worldwide partner and commercial organization. One of Hogan’s core strategic channel initiatives is around enabling the “value continuum” aspect for VMware customers.

“Our whole mission that we’ve created is around scaling customers for life value through a connected ecosystem. We put Richard [Steeves] to lead our partner services role, and that’s everything around defining rules of engagement across the whole life cycle. The ecosystem right now is no longer linear. It’s no longer one partner for one transaction,” said Hogan. “So it’ about building out those lifecycle capabilities, how we incentivize differently, and how we create the opportunity for partners to play any role across that continuum. So we’re aligning investments around that. We didn’t have a team that was focused on that before. Now we have a full team that we reallocated and redesigned that is 100 percent dedicated to creating that capability.”

Steeves has helped lead VMware’s partner program strategy for the past two years. Prior to VMware, he was at Dell EMC for five year, with his last position being senior director of Global Services Partners, according to his LinkedIn.

 
Mark Haranas

Mark Haranas is an assistant news editor and longtime journalist now covering cloud, multicloud, software, SaaS and channel partners at CRN. He speaks with world-renown CEOs and IT experts as well as covering breaking news and live events while also managing several CRN reporters. He can be reached at mharanas@thechannelcompany.com.

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