According to CRN, Broadcom launched its revamped VMware Cloud Service Provider program on November 1, immediately following the termination of the previous program on October 31. The new VCSP is now invite-only, leaving hundreds—possibly thousands—of former partners without invitations. VMware executives explicitly stated they want “larger and bigger partners who can put up a fight” and are encouraging growth through acquisition of departing partners. Partners can no longer operate as both cloud service providers and resellers simultaneously, while Broadcom also eliminated its white-label channel model. The company is doubling down on partners who demonstrate deep technical expertise with VMware Cloud Foundation 9.0, promising those who “lean in” will “thrive beyond what you’ve ever experienced.”
Sponsored content — provided for informational and promotional purposes.
Broadcom’s Big Bet
Here’s the thing: Broadcom paid $61 billion for VMware, and they’re not messing around. They’re fundamentally reshaping the partner ecosystem to focus on what they see as the future—specialized, technically proficient partners who eat, sleep, and breathe VMware Cloud Foundation. Basically, they’re done with the casual dating phase and want full commitment. The message is clear: if you’re not all-in on VCF, you’re probably not getting an invitation to this party.
Winners and Losers
So who benefits from this shakeup? Larger, technically sophisticated partners who can handle the entire VCF journey from design to implementation to management. They’ll get the fulfillment, the work, and presumably the revenue. But the collateral damage is significant—smaller partners, those who diversified their business models, and anyone who relied on the white-label approach just got shown the door. It’s a brutal consolidation play that feels like it’s straight out of the Broadcom playbook: fewer, bigger, more committed partners.
The VCF Imperative
Look, the entire strategy now revolves around VMware Cloud Foundation. Brian Moats, Broadcom’s global channel chief, made it crystal clear that VCF is “the tip of the spear.” Partners need to be able to walk customers through the entire VCF 9.0 journey—design, implementation, support, management. The days of just reselling VMware products are over. This is about becoming VCF specialists or becoming irrelevant. The question is: how many partners have the technical depth and resources to make that pivot?
Channel Earthquake
This isn’t just a program refresh—it’s a channel earthquake. Eliminating the dual-role model and white-label options fundamentally changes how partners can structure their businesses. And making it invite-only gives Broadcom complete control over who gets to play. They’re basically saying they’d rather have 100 deeply committed partners than 1,000 casual ones. It’s a high-risk strategy that could pay off with a more focused, capable partner ecosystem. Or it could alienate the broader channel community that helped build VMware’s success. Only time will tell if this bet pays off.
