White Paper · Broadcom / VMware

Get better Broadcom pricing through the right channel tier

Broadcom collapsed the VMware reseller network in 2024 and rebuilt it around three tiers. The buyer side view of Pinnacle, Premier, and Registered partners, how the channel quotes are constructed in 2026, and where.

Format PDF + HTML
Read Time 20 Minutes
Last Updated July 24, 2025
What you will take away
  • Most legacy VMware partners were not invited back. The 18,000 partner network compressed to roughly 6,000 partners.
  • Discretionary discount is now a Broadcom decision. The partner cannot move the price without Broadcom approval.
  • Strategic accounts deal with named Broadcom reps. Mid market and SMB accounts deal through the channel only.
  • Buyers should still run a channel competitive process. Two Pinnacle quotes plus a direct quote opens the discount band.
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