Being able to generate sales and execute strong marketing campaigns can make it or break it for channel partners. Sounds obvious, but actually being successful in both of these arenas can be challenging. It is important that partners ensure they have a strong distributor, and even more important, that distributors have rock-solid vendors.

For VMware, there is no question that maintaining strong and lasting relationships with our distributors is a win-win-win. For us, distribution means much more than order-taking and credit for channel partners. VMware distributors are extension of our own Partner Business Management team. They help support our partner community by executing integrated go-to-market programs that increase transactions and drive pipeline and revenue.

One example of such a program is VMware Value Velocity, which we recently introduced to 30+ global distributors targeting more than 600 partners. This program works to first match the right partners with the right solutions and provides a step-by-step process for partners to follow to increase their VMware business.

Distributors then offer partners a package of enablement, demand generation and sales acceleration activities and tools to drive transactions across the VMware portfolio within a specific timeframe.

Finally, Value Velocity enables us to better work with our distributors so they can work more closely with channel artners, and over time, develop lasting relationships that ensure partners extract maximum value from their VMware business.

Our goal has been to leverage distribution for a 50 percent year-over-year increase in gross bookings, and we have exceeded that goal. In summary, Value Velocity empowers distributors to:

Want to learn more about this exciting program? If you’re a channel partner, you can do that by contacting your VMware distributor. If you’re a distributor or would like to simply learn more about this program, you can reach out to me directly via twitter @ChrisBWaldo.

Let VMware Value Velocity empower you.

Best Regards,

Chris Waldo
Director of Distribution Marketing
VMware
@ChrisBWaldo

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