Broadcom is leveling the playing field for its OEM partners with a "reboot" for Dell Technologies , Hewlett Packard Enterprise, Lenovo and others that will remove 20 years of byzantine deals and thousands of SKUs in favor of simple, predictable pricing, Broadcom told Vice. OEM President Ricky Cooper.
"It's not fair to either of them," Cooper said in an interview with CRN about how VMware's past deals with OEMs were structured. "Because of the historical relationship we've had with companies like Dell and so on, you have a lot of different price points. I can tell you that no one has the same price point. Everybody's different. We just have to hit the reset button and say, 'OK, I understand where we were, but this is where we need to be."
Cooper, who joined Broadcom after its $69 billion acquisition of VMware in November, said Broadcom is throwing away thousands of product lines, special prices, offers, discounts and deals that have accumulated over decades as VMware has grown into one of the biggest technology brands in the world. .
"I think it's a great development," said Cooper, who led VMware's worldwide channel network and commercial organization prior to the VMware acquisition. we have, and deal with [registration], quotation and everything else. Well, how easy would it be to just deal with a couple of SKUs? This would be a real game changer. Ease of doing business. The costs associated with that will be very simple... The message really is that we should have said, "This is crazy. Let's pause. Let's get ready for the new year. When you get to the first quarter, it's going to be a different movement , but it will be a move that will give you much more predictability and efficiency."
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