Channel Marker

Feb 9 2011   1:59PM GMT

VMware specializations target education, government VARs

badarrow Barbara Darrow Profile: badarrow

By Colin Steele, Senior Site Editor

ORLANDO — VMware is moving away from certifying partners by size, instead focusing on their areas of expertise.

Two new channel specializations debuted today at the company’s Partner Exchange conference. The specializations will recognize partner organizations that focus on customers in the education and U.S. federal government markets.

“They’re probably our two strongest verticals,” said Doug Smith, senior director of VMware’s global partner strategy.

VMware execs chose education and federal government as the first vertical specializations because partners in these markets face unique challenges and, as a result, have very specialized skills, Smith said. For example, education VARs have expertise in distance-learning programs and managing students’ desktops, and those in government know the ins and outs of regulatory compliance.

“It’s a distinct set of partners with a distinct customer base,” Smith said.

VMware has plans to add specializations for other verticals in the future. Smith specifically mentioned local and state government, as well as healthcare.

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