Advantage Partner

Program Module 1 -
Introduction
CONFIDENTIAL: RESELLER PARTNERS

February 5, 2024

Broadcom Proprietary and Confidential. Copyright © 2024 Broadcom.

All Rights Reserved. The term “Broadcom” refers to Broadcom Inc. and/or its subsidiaries.
VMware by Broadcom Training Modules
Module 1: Intro Available Now Module 5: Partner Systems & Tools Available Now

• About Broadcom & VMware • Transactability

• Transformation Story: Business, Solution & Partner Program • Renewal Quoting, Incumbency & Special Bids Process
• Resell Agreements, Requirements & Timeline • Portal Access
• MDF Platform
• Tools
Module 2: Solution Transformation Available Now

• VCF BU Product Simplification

Module 6: Expert Advantage Partner Program
• Product & Offers – How to Transact
• Solutions & Upsell Opportunities • Overview
• VMware Partner Inclusion & Timeline Coming Soon

Module 3: Program Transformation Available Now

Module 7: Resources & Call to Action Available Now
Advantage Partner Program
• Structure, Strategy & Tiering • Portal Navigation
• Resell Benefits & Requirements (investment stack) • Overall Timeline
• Discount Policies – Incumbency • Partner Help Desk & Resources
• Additional Benefits, MDF, & Funded Heads • Key Partner Calls to Action
• Resell Invitation Process & Critical Dates
• Program Badges, Logo Use & Certificates

Resources available on:

Module 4: Partner Certifications & Enablement
VMware by Broadcom Essential Partner Information page on Partner Connect
• Competencies & Certifications – Migration Plan & Portfolio
& Broadcom Partner Portal
Timeline
• Knights Program Plan & Timeline Coming Soon

Broadcom Proprietary and Confidential. Copyright © 2024 Broadcom. 2

All Rights Reserved. The term “Broadcom” refers to Broadcom Inc. and/or its subsidiaries.
Module 1
Introduction

• About Broadcom and VMware

• Transformation Story: Business, Solutions & Partner Program

Broadcom Proprietary and Confidential. Copyright © 2024 Broadcom. 3

All Rights Reserved. The term “Broadcom” refers to Broadcom Inc. and/or its subsidiaries.
Broadcom at a Glance
Net revenue of
$33.2B

One of the industry’s

broadest IP portfolios with
>17,000 patents

$4.9B investment
in R&D

22 Category-Leading Semiconductor and Infrastructure Software Divisions

Broadcom Proprietary and Confidential. Copyright © 2024 Broadcom.

All Rights Reserved. The term “Broadcom” refers to Broadcom Inc. and/or its subsidiaries.
Key Company Values

1 Differentiate with great technology

2 Reduce complexity

3 Predictable revenue & outcomes

4 Promote stability & consistency

5 Focus on profitability

6 Prioritize customer base & renewal performance

Broadcom Proprietary and Confidential. Copyright © 2024 Broadcom.

All Rights Reserved. The term “Broadcom” refers to Broadcom Inc. and/or its subsidiaries.
 Program Transformation
Advantage
Partner Connect
• Simplified product portfolio
Evolved
& program

Partner Connect • Unified partner • Access to streamlined

experience across Tools & Training
• Single agreement, 3 routes with ability to Requirements
distinct partner
VPN participate across
experiences many business models • Predictive up-front
• 5 distinct partner incentives
• Continued emphasis on
programs resell partners with partial
• Resell-based focus on Cloud and PHASE 4
transaction focus Services 2024+
PHASE 3
PHASE 2 2022+
2020-2021
PHASE 1
VMWARE 2020
PARTNER
PROGRAM

Broadcom Proprietary and Confidential. Copyright © 2024 Broadcom. 6

All Rights Reserved. The term “Broadcom” refers to Broadcom Inc. and/or its subsidiaries.
How Partners Benefit from Transformation

Grow Revenue
Transform VMware’s significant renewal install base to
higher-value, subscription-based offers for current and
new deployments

Increase Share of Wallet

By promoting an attractive portfolio of add-on products
like vSAN and VMware Cloud Disaster Recovery

Enhance Profitability
With higher upfront margins and more opportunities
to promote your value-added services for new
offers, and add-ons

Broadcom Proprietary and Confidential. Copyright © 2024 Broadcom.

All Rights Reserved. The term “Broadcom” refers to Broadcom Inc. and/or its subsidiaries.
What We’re Building
Value & Vision for VMware Partners
1 A Simplified Approach to: 3 Predictable Partner 5 Streamlined Systems
• Measuring the Business: Conversion to Profitability & Tools
subscription. Recognize renewals & EAR Incumbency protection, deeper Role based, single sign on &
• Product & Pricing Strategy: Fewer SKUs with up-front discounts; Partner self- point of entry for all partner
bundled offerings delivering more value to quoting tool coming soon sales tools, systems and
customers dashboards coming soon
• Partner Program: By invitation only, evergreen
program with simplified requirements & tiers

2 New Sales 4 Increased Resourcing &

Opportunities for Support
Partners Reduced channel conflict: BU, sales
• Partner owned & $250M & partner teams focused on partner
subcontracted professional success with focus on renewals and
services. customer success
• Partner led commercial
segment

Broadcom Proprietary and Confidential. Copyright © 2024 Broadcom.

All Rights Reserved. The term “Broadcom” refers to Broadcom Inc. and/or its subsidiaries.
Questions?
Please direct all questions to
[email protected]

Broadcom Proprietary and Confidential. Copyright © 2024 Broadcom. 9

All Rights Reserved. The term “Broadcom” refers to Broadcom Inc. and/or its subsidiaries.
 Thank You

Broadcom Proprietary and Confidential. Copyright © 2024 Broadcom.

All Rights Reserved. The term “Broadcom” refers to Broadcom Inc. and/or its subsidiaries.