Broadcom eliminated 98% of VMware partners. This guide maps the surviving channel, analyses pricing authority by tier, and delivers a dual-track procurement strategy that restores competitive tension between direct and partner routes.
Partner landscape map, tier-by-tier pricing authority analysis, direct vs. partner decision framework, 5-step dual-track procurement strategy, 6 channel traps.
Not a partner directory. An independent procurement strategy covering the channel decimation, surviving partner landscape, tier-by-tier pricing authority analysis, direct vs. partner decision framework, dual-track procurement strategy, and 6 traps that cost enterprises 10–20% — from 100+ engagements.
Global distributors, Tier 1 Advantage Partners (SHI, CDW, Insight, WWT), Tier 2 regional VARs, and Broadcom Direct. Pricing authority, deal desk access, and enterprise value for each category.
7-factor comparison: deal size, pricing objective, custom terms, multi-vendor procurement, services, complexity, and competitive tension. When to go direct, when to use a partner, and when to run both.
5-step strategy: simultaneous engagement, alternative platform leverage, strategic deal registration timing, licensing/services decoupling, and benchmark documentation. Restores 10–20% competitive tension.
Tier 1 (5–10% latitude), Tier 2 (pass-through), and Direct (full deal desk). Pricing authority, deal desk access, and best-fit scenarios for each tier with specific partner examples.
3-partner-quote fallacy, premature deal registration, accepting partner “best pricing” without direct comparison, bundled licensing/services, ignoring direct for mid-size deals, and assuming channel stability.
100% independent. Zero Broadcom partnership. Zero partner referral fees. Based on 100+ post-acquisition engagements. Every recommendation based on the enterprise’s interest, not the channel’s.
The pre-Broadcom playbook of getting 3 partner quotes and selecting the lowest is dead. Three Advantage Partners will produce near-identical pricing controlled by Broadcom. The new competitive dynamic is direct vs. partner — not partner vs. partner. This guide shows you how to create the tension that the channel consolidation was designed to eliminate.
REDRESS COMPLIANCE — BROADCOM / VMWARE PRACTICE