VMware has announced the next evolution of the company’s flagship VMware Partner Connect programme. Partner Connect is a singular, unified programme for all partner types that is now more flexible and efficient, provides faster and simpler paths to progression, delivers more incentives and rewards partners for both performance and capabilities. Through Partner Connect, VMware is empowering partners to drive growth by helping their customers successfully navigate the multi-cloud era.
As organisations move from an environment of cloud chaos to a cloud smart approach, there is a significant and immediate opportunity for partners to help their customers accelerate migration of applications to the right cloud, automate and secure the software supply chain and rein control of spending on private and public cloud infrastructure.
VMware, together with its partners, will tackle each of these problems by supporting critical business outcomes such as accelerating app modernisation, enabling enterprise cloud transformation and securing the hybrid workforce.
“Through Partner Connect, we are reinventing the VMware partner experience,” said Tracy-Ann Palmer, Vice President, Global Channel Sales Programs and Compliance, VMware. “Our strategy is for every VMware partner to own the customer lifecycle end-to-end, leading with services, partnering with others, and building predictable, recurring revenue streams.”
Helping partners drive revenue and growth from the multi-cloud opportunity
Optimised for partner profitability, Partner Connect now better supports cloud, services and solutions-centric business models; aligns partner enablement, practice development and incentives to critical business outcomes; and opens more opportunities to create value across the complete customer life cycle – pre, during and post-sales.
Partner business models aligned to customer outcomes
Customer success depends on a connected ecosystem. No one company can solve all a customer’s needs alone. Through four distinct business models, VMware has created an interconnected and diverse Partner Connect programme enabling more partner-to-partner collaboration to help customers become cloud smart and achieve outcomes faster. Partners can participate in one or more business models, with each model opening a door to more incentives and even faster programme progression.
Lifecycle incentives reward partners across the customer journey
VMware is delivering more incentives aligned with VMware Cross-Cloud services. Transitioning to SaaS and subscription services helps VMware partners move beyond transactional sales towards high-margin, repeatable sales. With the new partner incentives historical tracker, VMware partners can review their total payout in previous quarters to better understand where they can maximise their profitability and identify potentially missed opportunities.
New influence performance points for non-transacting partners
Previously, partners could only progress through the programme with tier credits earned through transacted bookings. Now, non-transacting partners registered as Solution Services Providers have a path to level up in the Partner Connect programme by earning performance points for influenced bookings. Solution Services Providers offer their customers services before and beyond the transaction, with an emphasis on pre-sales advisory and post-sales life cycle services.
Expansive training, competencies and specialisations unlock larger opportunities
VMware offers partners 14 Solutions Competencies, eight Master Services Competencies and two Specialisations partners use to close larger, higher margin deals faster. Partners can now earn capability points toward programme progression based on their investment in training, competencies and certifications.
Click below to share this article