VMware has spruced up its Partner Connect programme to handle what it calls the “complex world of multicloud.”
The vendor is concerned about customer outcomes as one of its measures of partner success and will use several mechanisms to reward partners over the course of a customer sale.
This includes a sell incentive, with a back-end rebate programme that incentivises those that offer software as a service (SaaS), subscriptions and licensed software, with an increase in payments of between two and 10 times for those bookings, the company said.
There are also incentives for those that provide users in transition to public cloud with professional services, and those that deploy solutions to support multicloud and application modernisation.
VMware is rewarding those partners that help customers through their entire journey, with more training, competencies and specialisations on offer to put the channel in a better position to deal with a wider range of user needs.
VMware’s ice-president for global channel sales programmes and compliance Tracy-Ann Palmer said the company’s strategy was for every VMware partner to own the customer lifecycle end-to-end, leading with services, partnering with others, and building predictable, recurring revenue streams.
