Internal Sales Only Gets a Company ‘So Far’

Following in the footsteps of other cloud providers, VMware has opened its commercial division to partner-led sales.

“It really is the time,” Cooper told Channel Futures.

Now that VMware has gone through the Dell divestiture and introduced new commercial-level products including vSAN+ and vSphere+, debuted last June, executives decided it was time for a change. So, at the beginning of February, they shifted commercial sales to the partner-led model. Some internal sales experts will stay on the commercial team, but a number of them will move “up the stack a little bit,” Cooper said.

That means they’ll be handling corporate, and possible some strategic, sales, both of which comprise larger companies.

“You can only go so far with your own sales team,” Cooper told Channel Futures.

On the next slide, learn more about how VMware will approach a partner-led commercial division.