Broadcom’s recent decision to further reduce the number of authorized VCSP partners, effective October 31, is once again reigniting industry conversations around migrating customers off legacy solutions.
Channel Insider spoke with Kevin Dattolico, Regional CEO of the Americas at Syntax, about his insights and experiences supporting organizations as they transition away from VMware.
Why the initial panic often leads to confident planning during VMware transitions
Broadcom’s acquisition of VMware in 2023 is well-documented, both for its successes and the challenges it has posed to many partners, which have been rendered ineligible to transact VMware solutions.
The changes made to partner programs and how solutions are bundled into packages have led many customers to consider migrating away from the longstanding technology.
“A lot of it has been panic-driven, because no one was really prepared for how Broadcom was going to change the landscape,” Dattolico said.
Even with that initial panic, Dattolico says the conversations shift as Syntax shows its customers the options available to them moving forward.
“It really feels like this is the best time something so disruptive could have happened, because there’s never been so many options for customers,” said Dattolico. “We have a lot of options when it comes to licensing and hosting, and the hyperscalers and other major players are evolving. You don’t necessarily need to consume VMware the way Broadcom wants you to.”
Plus, the rollercoaster of emotions spurred by the market is also an indicator of the importance of flexibility when it comes to the vendors within tech stacks.
“Being dependent on a single vendor for anything reduces the agility you have in your business,” said Dattolico.
Nothing in tech is a one-size-fits-all solution
Most partners will agree that no two customers are exactly the same. For Syntax, this presents an opportunity to tailor technology to each organization’s needs for both the present and the future.
“Our first goal and objective is to meet the customer where they are right now,” Dattolico said. “We’re going to have a conversation with them about their current technology first, but then we’re going to work with them on understanding how their technology aligns with their business goals.”
VMware migrations are only one component of this overall approach; Syntax offers a variety of ERP and cloud solutions as well as managed services in AI and security. All of these offerings point to an overarching trend: businesses are considering technology an opportunity rather than a burden more than ever before.
“The COVID pandemic really pushed more organizations towards thinking about their technology as a way to support business goals, not just as a thing on the side,” Dattolico said. “Now, when we’re engaging with customers, it is a much tighter conversation, and that’s really refreshing.”
How expert advising and managed services are meeting the demand for tech that supports business planning
Dattolico says those conversations are also a golden opportunity for providers to understand better how their services can unlock new pathways to success for customers. Proving value to that degree can make a customer for life, or at the very least, encourage them to bring additional needs to the forefront.
“Ultimately, you can only modernize at the speed the business is willing to accept change,” Dattolico said. “Our goal as a trusted partner is to help companies do that as smoothly as possible.”
“Establishing that success with one objective and one task then gives you the opportunity to go in and have a conversation about their other applications,” he continued.
The ripple effects of Broadcom’s partner program changes have given competitors opportunities for success. Learn why Scale Computing wants to help partners and customers transition in our on-site video coverage of //Platform 2025.