Partner News Podcast: VMware channel chief says to gear up for Partner Exchange

Barbara Darrow, Senior News Director

It's December but VMware Inc. is already gearing up for its annual Partner Exchange next Feb. 8, where it expects a 25% to 30% increase in attendance.

Douglas Smith, VP of VMware's global partner strategy

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and operations, dropped by this week to talk to about how VMware wants its partners to gear up in "customer relevant" competencies. The company sports three competencies now and will add a few more that it will talk about at the big event.

VMware may not have the hundreds of thousands of partners claimed by some large competitors, but it's pretty happy with the group it's got, Smith said. He noted that the company has about 25,000 partners worldwide, many of which are "registered" versus the high-end VMware Premier partners, but that's the way the company likes it.

Generally, "we prefer partners to be narrow and deep -- they have more relevancy and we'll mostly work with the partners we have and just recruit in areas where we may have gaps in vertical and horizontal coverage. But, by and large, we're pretty happy with what we've got," Smith said.

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