Partners3 min read

Prioritizing Partnership: Broadcom’s Valued Relationship with Tanzu Partners

Photo for Andrew BerenatoAndrew Berenato
Silhouette of the climbing team helping each other while climbing up in a sunset. The concept of aid.

Since the Broadcom acquisition of VMware in November, team Tanzu has been hard at work evolving its solutions and streamlining its go to market strategy. Broadcom President and CEO, Hock Tan, has consistently communicated that we will double down on our investment in innovation and are committed to creating value and driving revenue for our robust partner ecosystem.  

We are now operating as the Tanzu Division of Broadcom and are continuing our commitment to accelerating application delivery across private and public clouds, as stated in a recent blog by our GM Purnima Padmanabhan. Our product and engineering teams are building on the foundational Tanzu solutions that have helped thousands of global customers deploy millions of applications. We have optimized our field teams to focus on helping customers build and deploy great software, while collaborating with and leveraging our world-class partner ecosystem. We are simplifying our partner programs, driving predictable profitability, and increasing the opportunity for sales and services to our most strategic partners. 

An Evolved Tanzu Platform 

The Tanzu Platform helps customers develop, operate, and optimize applications at scale across private and public clouds, with a focus to build better software. In a recent Tanzu Defined virtual event, we laid out our vision of the best multi-cloud application platform that helps deliver on customer priorities of optimized cost, performance, and security. Tanzu brings automation and orchestration to platform teams, while creating simplicity and speed for developers.

At its core, the Tanzu Platform allows customers to deploy VM-based or containerized apps across any cloud while simplifying the path to production and creating a common control plane for lifecycle management of apps. Additionally Tanzu offers a secure superhighway for data with our data portfolio; Greenplum, Gemfire and Rabbit MQ. As the stewards of Spring, the world’s most popular Java framework, the Tanzu Platform is uniquely optimized to accelerate Spring apps. Our Spring team is working on exciting Spring AI projects internally, as well as with key solutions and technology partners. As the amount of apps and data grow each day, Tanzu also provides customers the tools to proactively manage cost, performance, and security in a multi-cloud world. 

Going Further and Faster, Together

A major benefit of operating as a stand alone business unit within Broadcom is the ability to have all of our go-to-market teams working in unison with a common goal. The Tanzu division has one leader for sales, sales engineering, customer success, partner sales, professional services, and enablement, with a clear direction and strategy on how we work together, and with partners as an extension of our balanced account team. 

“Our account teams have a very deep focus on our most strategic customers with a goal to help them get apps into production faster, prioritize the right apps for the right clouds, and integrate a growing ecosystem of ISV solutions and open source technologies,” said Paula Hodgins, Head of Global Sales, Services and Customer Success for the Tanzu Division. “We know that selling and delivering services with partners in some of our most strategic accounts is critical to our future success -- and theirs. Now, more than ever, we are asking partners to lead the end-to-end customer lifecycle across corporate and commercial accounts.”

The Tanzu Division is investing heavily in enabling our partners to take a leading role with existing and net new customers. Since the acquisition was completed, we launched a Partner Success team within Tanzu Labs, our professional services group, to help enable partners on our services offerings, as well as to introduce partners to existing customers where skilled resources are needed for platform delivery and app modernization. A great example of leveraging the partner ecosystem is VMware Tanzu CloudHealth, where we plan to increase investment and opportunity for our managed services partners who provide turnkey FinOps solutions to thousands of customers today.

Simplified Partner Programs with a Focus on Profitability

Great teams succeed when there is a clear understanding of goals, responsibilities, and opportunities. The Broadcom Advantage Partner Program emphasizes predictable profitability, increased resourcing and support, and a commitment to grow partner services. Cindy Loyd, Vice President of Global Partners and Commercial Sales, outlined the benefits Tanzu partners will receive in the Broadcom Advantage Program in a recent blog.

The Advantage Program will continue to support multiple business models such as resell, managed services, and solutions integrators. This allows partners to define and highlight their competitive differentiators. We have already begun migrating resell partners to the Advantage program and will soon launch Tanzu services partners in the Expert Advantage Partner Program, which is the part of the Advantage program that focuses on highly skilled services delivery partners. As mentioned above, we are increasing the focus on partner services to existing and new customers as we narrow our internal Tanzu Labs scope to customers in our most strategic countries and regions. 

To all our existing Tanzu partners, I thank you for your commitment and patience over these last several months as we implement changes to deliver greater value to you and our customers.  There is much to be excited about around the innovation of the Tanzu solution, as well as the growing opportunity for partner sales and services. We value your expertise and we look forward to driving outcomes for customers together for years to come.