Broadcom channel chief Brian Moats has emphasised that partners now sit at the centre of VMware implementation and delivery as the company pivots towards a fully partner-led services model. The strategy reflects Broadcom’s intent to rely on partners not only for resale but also for deploying and operationalising VMware Cloud Foundation environments across enterprise customers.
Moats said the company has deliberately withdrawn from direct implementation activity, explaining that “we’re literally in a case where, by design, we are no longer implementers as a company”. He added that Broadcom has removed its implementation organisation and, in some cases, enabled partners to absorb those resources, reinforcing a model built on partner trust and long-term dependence.
This approach signals a structural shift in how Broadcom expects partners to engage with VMware customers, positioning them as the primary delivery mechanism for complex private cloud and hybrid infrastructure deployments.
Broadcom channel chief highlights private cloud role in ai production workloads
A central theme in Moats’ discussion is the growing role of private cloud platforms in supporting production-grade artificial intelligence workloads. While many AI proofs of concept are initially tested in public cloud environments, partners report that enterprises often hesitate to move validated workloads into production due to cost unpredictability and concerns over data governance.
Moats noted that customers frequently question public cloud economics when scaling AI initiatives, observing that “they have no idea what it’s going to cost if you unleash this new AI thing in the public cloud”. He also pointed to stakeholder concerns around control of sensitive data, which in some cases discourage production deployment in external cloud environments.
These factors underpin Broadcom’s belief that integrated private cloud platforms such as VMware Cloud Foundation provide a more predictable and controlled environment for AI workloads once they move beyond pilot phases.
Broadcom channel chief sees capability-led partners driving value realisation
Moats stressed that partner capability, rather than sheer scale, will be the determining factor in capturing the opportunity around modern private cloud adoption. He explained that successful partners are those helping customers navigate staged adoption paths, aligning deployment phases with measurable return on investment rather than attempting large-scale migrations in a single step.
He said partners should focus first on helping existing VMware customers understand how to realise value from their current investments, rather than prioritising net-new acquisition. This approach positions partners as strategic advisers responsible for unlocking incremental benefits from integrated platforms over time.
The evolving partner conversation reflects this shift. Moats indicated that earlier discussions were dominated by pricing clarity, solution changes and engagement rules, whereas partners are now more focused on execution capabilities and how to meet rising demand for modern workloads and containerised applications.
Broadcom channel chief positions private cloud as long-term growth opportunity
Moats characterised the move towards integrated private cloud platforms as a major long-term opportunity for the partner ecosystem, describing it as a “once-in an-every-other-decade kind of opportunity” to support customers transitioning to modern, AI-ready infrastructure.
This opportunity stems from the convergence of AI adoption, data sovereignty requirements and the need for predictable cost models, all of which are driving enterprises to reconsider how and where advanced workloads are deployed. Partners capable of guiding customers through phased modernisation strategies are therefore expected to play a central role in translating platform investments into operational outcomes.
By shifting implementation responsibility to the channel and aligning partner success with customer value realisation, Broadcom is positioning its ecosystem as the primary engine for delivering VMware-based private cloud and AI infrastructure at scale.
