In this second blog of the Technology Partner Series, Justin Griffin and I will discuss the second chapter in our partner program and how being agile in your program is key to responding to success (and failure) as you scale. In our first blog, we discussed the need for the technology partner program, working with…

Secrets of the Partner Series – Channel Partners – Part 3 – Recipe for a Successful Channel In this final blog of the Channel Partner Series, Bill Petro and I detail our kitchen-tested recipe for a successful channel. Make sure you refresh yourself first with our first two blogs, Part 1 and Part 2. Recipe…

A sign of a very healthy product (software or hardware) is a robust ecosystem of partners with product integrations.  Just look at all the third-party products for the iPhone (or Surface Pro 4 which I am typing on now).   My first role at VMware was to Product Manage from the Business Units point of view…

Wayne:   Bill, on our first blog on Channel Partners we covered a lot of ground on this issue, especially on setting up the motivational structure for those channel partners versus our direct sales force.  When we were setting up enablement we had many discussions on curriculum for enablements: what was the 101 course, the 201…

Your manager tells you to take the new product that your organization is developing and take it to 10M in revenue in 1 year.  No sweat you think, we have this great direct sales force of sales specialists who are selling a different product and top notch sales engineering.  Perhaps they can be swayed to…