VMware has done a pretty good job of requiring resellers to meet minimum requirements. While I have seen new companies become VMware partners just because it's so popular and [they] want to jump on the bandwagon, I don't always see that they bring much value to the customers. Partners really do need to make an investment in their virtualization practice.
Today, VMware sits at the core of many companies' infrastructures, so when a company is looking for a partner, one of the things that they should look at hard is the investment that the partner had made in their virtualization practice. It's very important that VMware keep track of those partners as well. I know they keep tabs on the investments [their partners] make in VMware and in our practices, and I think VMware needs to keep that focus at the forefront of their channel and their consulting programs as well.
This was first published in January 2008