The company’s channel head discusses, in depth, new incentives, program restructures and other partner changes.

Kelly Teal, Contributing Editor

April 4, 2022

8 Slides

This week, VMware is holding its Partner Leadership Summit in Texas. The event brings together top partners with the company’s executives, all with a focus on building cloud business.

Channel_Futures_Signature_Series_Logo-300x300.pngChannel Futures recently caught up with Sandy Hogan, senior vice president of VMware’s  worldwide partner and commercial organization, in anticipation of the summit’s April 5 start. We wanted to get a series of updates on the vendor’s plans for the channel in 2022.

Let’s put it this way: VMware has a lot in store. And barely four months into the new year, Hogan’s team already has rolled out a bunch of updates. Building cloud business is no easy feat, especially for partners still rooted in legacy technologies and ways of thinking.


VMware’s Sandy Hogan

VMware has proven one of the more active and aggressive vendors on this front. Over the past several years, the company – itself rooted in the legacy world – has consistently rolled out incentives, program restructures and other changes that help resellers, systems integrators, managed service providers, consultants and other partners shift from a one-dimensional approach to their roles with customers to a much more multifaceted version.

Now, as more partners concentrate on building cloud business, VMware has taken additional steps to foster a next-generation take on the channel — with the channel. In the slideshow above, we go deeper with Hogan about VMware’s momentum and changes.

Want to contact the author directly about this story? Have ideas for a follow-up article? Email Kelly Teal or connect with her on LinkedIn.


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About the Author(s)

Kelly Teal

Contributing Editor, Channel Futures

Kelly Teal has more than 20 years’ experience as a journalist, editor and analyst, with longtime expertise in the indirect channel. She worked on the Channel Partners magazine staff for 11 years. Kelly now is principal of Kreativ Energy LLC.

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