VMware’s Customer Lifecycle Incentives to up partners gains

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Bangalore: Recently announced VMware’s Customer Lifecycle Incentives program will help partners enable customers’ digital transformation and increase profits.

The program will help partners drive increased profitability through new and expanded customer engagement. That involves a simplified experience, optimized incentive return on investment and partner-to-partner cooperation rewards.

The company said its partners can take advantage of the increased need for customer Software-as-a-Service (SaaS) transformation and shifting sales processes.

VMware’s Customer Lifecycle Incentives is considered as the next evolution of its Partner Connect Program launched in 2020, which is considered as the foundation of the company’s partner ecosystem. The Partner Connect offers a consistent experience with clearer paths to profitability, whether reselling software or services, managing or hosting services or providing value-add services to customers.

“At VMware, we are committed to continuously evolving our partner program to adapt to industry demands and customer expectations,” said Tracy-Ann Palmer, VP – Partner Programs and Experience, VMware.

“Customer Lifecycle Incentives is the result of extensive collaboration with partners to build incentives that matter to them. We are giving our partners more support and tools to differentiate and transform their business and VMware practices,” added Palmer.

VMware’s Customer Lifecycle Incentives provides partners with more opportunities to leverage unique skills and deliver value across the entire customer lifecycle, especially as customer goals become more complex and fluctuate quickly. It provides support across all routes to market to develop sustainable channel partnerships.

The company has a diverse partner ecosystem, which helps partners to drive strategic and SaaS-driven partner engagement with business models to suit all types of partners. It also offers a differentiated technology stack that builds a digital foundation to meet developers’ needs. For the first time, these new offerings also provide increased opportunities for Services only Partners to participate in incentive programs.

New incentive offerings include technical assessments, proof of concepts and partner-to-partner accelerator.

The technical assessment incentive lets partners identify key VMware solutions to solve customer challenges. Delivering recommendations on applications, optimizing server workload and virtualization usage, providing a list of applications that could be modernized, or creating a migration readiness and implementation plan – are some of the technical assessments examples.

This incentive will reward VMware partners that deliver proof of concept through a workshop, onboarding the customer, or through use-case implementation, demonstration and evaluation. It can be exercised by both transacting and non-transacting partners and will determine the feasibility of the idea or verify that the idea will function as envisioned.

The partner-to-partner accelerator rewards “Sell Through” partners who identify opportunities, book eligible orders, and handoff to the “Orchestrate With” partners to activate the solution and facilitate consumption of VMware services. This allows customers to purchase through their usual reseller and receive services from specialized “services only” best of breed partners.

“The new VMware’s Customer Lifecycle Incentive offerings provide tremendous opportunities for growth for our business by helping to reward the full capabilities we deliver to our customers for SaaS transformation and modernization,” said Jamison Nack, VP – Sales and Alliances, AHEAD.

“The evolution of the Partner Connect program over the last 18 months underscores VMware’s partner-first engagement and this latest program enhancement reinforces that commitment,” added Nack.

“The new VMware’s Customer Lifecycle Incentive offerings reflect strong feedback from the partner community and enable us to grow our business in profitable ways,” said Png Kim Meng, CEO – ASEAN, NTT Ltd.

“Our long-standing partnership with VMware signifies the importance of our partner ecosystem. We are delighted to be part of this evolutionary program as well as the great opportunities for us and our clients,“ added Meng.

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