VMware's Six-Step Partner Acceleration Strategy To Drive New Deals

VMware channel leader Frank Rauch says partners are seeing higher earnings and shorter sales cycles and are better serving customers by participating in the company's six-step strategy of finding, capturing and driving new deals togetherThe Palo Alto, Calif.-based virtualization leader is investing in providing the channel with new leads, teaming agreements and product trials that are boosting customer win rates."VMware grew up in the channel, and we're going to stay in the channel. We do 80 percent of our business worldwide through partners, which hasn't changed over the last 20 years," said Rauch, vice president of VMware's Americas Partner Organization, during a session at The Channel Company's 2018 Best of Breed Conference Tuesday. "This is the way we're going to continue to go to market." Rauch is urging VMware's partner community to work with the company more closely around its six-step partner acceleration framework of find, align, move, close, deploy and expand.