Last Fall, Brian Moats, Senior Vice President, Global Commercial Sales and Partners, Broadcom, shared a three-part partner mission: Lead with VMware Cloud Foundation (VCF); Drive Adoption Through Services; and Deliver Measurable Partner Impact. Today our EMEA partners are successfully executing this mission, delivering real, measurable value to customers.
Lead with VMware Cloud Foundation
For over a decade, public cloud has dominated IT strategies. Yet the Europe, Middle East and Africa (EMEA) region is experiencing a shift – private cloud solutions are gaining momentum. Market pressures, data sovereignty and security concerns are driving this change. In Germany, strict regulations and resistance to public cloud migration is strong. Meanwhile, the UK, historically public cloud-focused, is now grappling with unpredictable billing and cost pressures, prompting a repatriation trend.
Broadcom’s EMEA partners are helping customers regain control of their infrastructure with VMware Cloud Foundation (VCF). VCF adoption is accelerating across EMEA, fueled by the following key drivers:
- Data Sovereignty: Local regulations and industry requirements make private cloud an attractive option.
- Cost Control: Private cloud offers predictable costs, reducing the risk of surprise bills common in public cloud environments.
- Security: Enhanced security features, such as vDefend firewall add-ons, are gaining traction. Broadcom’s “security ready package” bundles VCF with vDefend and Advanced Cyber Compliance, meeting heightened security needs.
- Operational Efficiency: Integrated solutions like vSAN reduce hardware requirements and total cost of ownership.
- Private AI: While not the main focus for commercial partners, private AI is emerging as a growth area, with strategic customers exploring new possibilities for getting the most out of generative and agentic AI
VCF is helping customers achieve their business goals. For example, a global EMEA leader in industrial software chose VCF to standardize the operational management of their central IT, with a focus on self-service capabilities, enhanced security, and improved compliance. Xtravirt, a UK-based Broadcom Expert Plus Services & Resale Partner, collaborated with the customer to build the business case, design, and deploy their private cloud platform. In this partner-led engagement, Xtravirt continues to deliver managed services for their VCF environment, ensuring stability, performance, and alignment with evolving business needs.
Drive Adoption Through Services
Broadcom revamped its partner program to drive platform adoption based on feedback from their customers. As Xtravirt’s Robin Gardner, Chief Commercial Officer recently wrote, customer conversations are increasingly shifting from “‘how do we implement VCF?’ to ‘how do we use it to solve real business and operational challenges?’ In practice, organizations are leaning into the platform’s advanced capabilities, combining the core VCF platform with technologies such as NSX for software-defined networking and micro-segmentation, Avi Load Balancer for modern application load balancing and traffic management, and vDefend for advanced threat detection and runtime security.”
To support this shift, Broadcom is working closely with partners to establish adoption and success plans early in the customer lifecycle and maintain engagement through deployment and expansion. The goal is to ensure customers realize the full value of the platform while enabling partners to build deeper, services-led relationships over time.
Broadcom also invests in partner-delivered adoption services and tracks utilization collaboratively to help ensure resources are aligned to customer needs and desired outcomes. Success is increasingly measured not simply by initial product deployment, but by long-term customer adoption, operational impact, and platform value realization.
Each EMEA market brings unique language, regulatory, and cultural considerations. Through a hyperlocal partner approach, Broadcom and its partners work together to deliver both world-class technology and locally relevant expertise, services, and support.
Take evoila, a Germany-based Broadcom Pinnacle tier partner, for example. They installed compact VMware Cloud Foundation (VCF) environments in local European data centers, giving customers greater control, security, and performance, while keeping data within EU borders. This approach is critical for industries like automotive and financial services with stringent data requirements. evoila is driving VCF adoption with vDefend micro-segmentation for higher levels of security. Their bank and insurance customers are increasing the adoption of VKS to take advantage of a more unified and secure platform for all workloads, whether running in containers or VMs. Increasingly, their focus is shifting toward deploying VMware Private AI on-premises to ensure the security of AI workloads. evoila is engaging with their customers’ top c-level executives to help assure their security readiness for the future. They are now actively driving VCF deployments across key European markets, including Germany, Switzerland, Italy, Spain and Austria. Next year, they are looking to sign about 200 additional service providers as customers.
Deliver Measurable Partner Impact
Last year at VMware Explore, Broadcom introduced the Partner Value Pyramid, a blueprint for partners to drive customer success and future-proof their journey to private cloud on VCF. The Value Pyramid helps partners map where they are today and what it takes to move up by expanding their skills, services, and customer outcomes.
Partners, customers and Broadcom operate as “one team” from the outset, gathering intelligence and environmental details to inform joint account planning. This collaboration model enables partners to deliver tailored solutions, addressing customer pain points and driving adoption. Workshops, led by partners, foster transparency and deeper relationships and objective assessments. Partners win 90% of cases where customers request comprehensive evaluations.
And the customer impact is significant. For example, ITQ, a Netherlands-based Broadcom Pinnacle Solution Provider, led strategy workshops to align IT and business goals before designing a VMware Cloud Foundation–based private cloud that replaced 80 legacy systems. The resulting platform consolidated infrastructure to 18 servers, reduced TCO by 33%, strengthened security and ransomware resilience with integrated recovery and Zero Trust controls, and set the stage for expanded FinOps and AI‑driven optimization.
In another example, a public sector organisation was handling huge volumes of sensitive data at speed, which was central to their mission, but their fragmented “snowflake” architectures were slowing them down. By moving from vSphere to a unified VMware Cloud Foundation platform with Xtravirt’s guidance, they removed long‑standing bottlenecks and transformed service delivery – cutting deployment times from weeks to minutes. Xtravirt helped them shape the platform around their five‑year transformation strategy, embed VCF knowledge across their internal teams, and removed their reliance on multiple external contractors.
Partner-Driven Success in EMEA
Broadcom’s partner-driven approach in EMEA is a blueprint for success in complex, diverse markets. By combining early engagement, local expertise, and a focus on platform adoption, Broadcom and its partners are delivering measurable value to customers. The journey from strategy to execution is not just about frameworks—it’s about realizing results on the ground, one customer at a time.