VMware Rolls Out Next Evolution of Partner Connect

VMware has announced the launch of its next evolution of VMware Partner Connect – the company’s global partner program. The new framework is intended to align to today’s cloud, services, and solutions-centric business models. When comparing VMware’s most profitable partners to the worldwide averages: more than 80% of revenue from their VMware practice is driven from services (cloud, managed, professional); services profit is 1.5X higher; and professional service days revenue is more than 2X higher, according to the company.

“VMware has applied learnings from thousands of partners to drive the next evolution of Partner Connect and help partners perform while they transform,” said Tracy-Ann Palmer, vice president, Partner Experience, Programs and Investments at VMware. “We now have one unified partner program that will be more flexible and efficient, with simpler paths to progression and more tools to help manage partners’ VMware business. We’re optimizing incentives and programs to help partners take their SaaS and subscription businesses to another level and capitalize on cloud-centric business models and economics.”

The updated program features a new point system, simplified tiering, a business model orientation, and a stronger emphasis on self-service and automation. Partner Connect will reward partners for different ways they create value, including both performance and capability activities. Progression in the program will be based on the new points system rather than a complex mix of IT pathways. Partners that progress to the new Pinnacle tier will experience greater financial benefits and VMware engagement, including managed account coverage, joint business plan development, and access to higher-level programs.

Additionally, Partner Connect will now support four different business models under a single program: Solution Services, Solution Builder, Cloud Solution Provider, and Solution Reseller. VMware will deliver a new self-service dashboard that provides partners with visibility into where they stand in the Partner Connect program. Partners will be able to track their progression, incentives earned, competencies achieved and other valuable telemetry for managing their VMware business.

With the new Partner-Led Customer Success Specialization, partners now have three options to execute Customer Success. Partners can build their own comprehensive offering through the Specialization, collaborate with VMware on Customer Success activities, or resell VMware Success 360. These options enable partners to guide customers through all the stages of their multi-cloud journey with VMware solutions, while providing a consistent method of working with customers to help them continually realize value and achieve outcomes faster.

A new demonstration lab has also been added.

Channel Impact^®
The enhancements are intended to recognize and reward partner capabilities and performance while delivering an elevated partner experience.