ENTERPRISE TECHNOLOGY
VMware enhances its channel programme to stoke partner growth
Ricky Cooper , Head of Worldwide Partner and Commercial Organisation , VMware
In an exclusive interview , Intelligent Tech Channels magazine caught up with Ricky Cooper , Head of Worldwide Partner and Commercial Organisation , VMware , to learn more about VMware ’ s partner strategy , trends in the channel , and why empathy is so important to successful partnerships .
tTalk us through your role at VMware It ’ s probably easiest to think of me as the channel chief for VMware globally : I sit on the executive committee and lead the part of our business that operates through distributors and partners . I also oversee the enterprise and the global accounts , which is another part of the business that has performed very well in recent years .
How has the partner organisation been performing recently , and how important is the channel to VMware ?
We are experiencing some great successes as we expand our commercial base by working even more closely with our distribution and partner network . I have been leading the roll-out of our enhanced partner programme , Partner Connect 2.0 , which is a single scheme designed to provide clearer paths to profitability for partners , whether they want to resell software or services , manage or host services , or provide value-add services to their customers .
The channel and partners represent a significant share of VMware ’ s business , and we leverage partners to give us greater scale . The rationale is that VMware has great products and great innovation , and the best way to take that to market and get it into the hands of the customers is to leverage our partner ecosystem .
Our partners also have a strong understanding of the geographical markets and sectors in which they operate , and many are now gaining great leverage in verticals including manufacturing , retail , finance , and distribution . Obviously , it is a win-win for VMware to leverage this
I have been leading the roll-out of our enhanced partner programme , Partner Connect 2.0 , which is a single scheme designed to provide clearer paths to profitability for partners , whether they want to resell software or services .
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