Private cloud adoption is on the rise, and for good reasons. In his recent piece in CIO Dive, “Is private cloud having a moment?,” reporter Matt Ashare cited a few: mounting hyperscaler bills, proliferating data, and generative AI’s voracious appetite for compute resources.
While the race to adopt private cloud is on, implementing a private cloud can be a significant challenge. Many organizations run in very complex, siloed, multi-domain environments that require deep technical expertise. While the right path to go from that environment to a unified private cloud platform will vary by organization, it can be difficult to identify and follow.
Technical investments in our partners are key to customer success
At Broadcom, we take a different approach to prioritizing post-sales adoption. Most vendors are looking to sell a new piece of software every 90 days, which results in a lot of shelfware. Broadcom is one of the few companies interested in getting rid of shelfware. We invest and innovate in our technology because we believe in the transformative value it can bring to our customers. But that value will only be realized if customers actually use the technology.
We accelerate an organization's “time-to-value” from our technology solutions. Services delivery via our channel partners with the right delivery experience is a great option for doing that.
Historically, Broadcom's professional services business, including our VMware portfolio, was predominantly handled with internal resources. For example, VMware drove around 70% of the professional services business, leaving only 30% for partners. Today, in line with our new focus on accelerating customer time-to-value, our aim is to invert this ratio. We want our professional services to be partner-led. It's a move that demonstrates our faith in the technical expertise of our partner ecosystem. More importantly, this is about customer results rather than handing off work. We're also heavily investing in our partners to ensure they have the necessary skills and resources to succeed. The more we invest, the more our partners will invest, and the more our customers will benefit.
We are also providing resources to help our customers identify the right partners to help them. Often, customers tend to settle for the partners that sold them their software, though they may not be the most qualified experts to tackle their unique business challenges. We needed to take a more active role in matching customers to partners. Enter our Expert Advantage Partner Program.
Partner-led services benefit everyone
Broadcom’s Expert Advantage Partner Program is designed to provide our partners with the training, access, and support they need to become true extensions of our own technical team. Using our Partner INSIGHTS platform, our partners can showcase their services and the integrations that they developed for customer-specific applications. We’ve also created next- level training for the most talented people in the industry. These partner evangelists are called Broadcom Knights.
Broadcom Knights get the same level of access to information and product knowledge as if they were a system engineer at Broadcom. Through this program, our partners can access a wealth of product knowledge, training, and customer insights that allow them to develop deep expertise in Broadcom's solutions. Broadcom Knights are our most skilled and dedicated partner evangelists.
Ultimately, this shift in strategy to partner-led services is not just about benefiting our partners. It's about driving better outcomes and value for our customers. As I look to the future, I'm excited to see how this new approach unfolds. We're putting a lot of faith in our partners, andI'm confident that it's the right move for them, for our business, and, most importantly, for our customers.