Last week, Broadcom named Brian Moats as the company's new Senior Vice President of Global Commercial Sales and Partners, replacing Cindy Loyd, who will transition to a new role in the organization, Broadcom said.
Moats brings over 20 years of experience in sales leadership, channel development, and business strategy within the technology sector, Broadcom said in a statement shared with ChannelE2E. The company said his expertise will support Broadcom's efforts to strengthen the partner ecosystem and drive continued growth.
In a blog published today, Moats spoke to partners and outlined his vision for 2025. He said his first step would be listening to feedback and looking for ways to collaborate.
"As I step into my new role leading Broadcom’s Global Commercial Sales and Partner organization, I look forward to connecting directly with you — listening to your perspectives and feedback, while further collaborating on how we can drive mutual growth and achieve shared goals," Moats said in the blog.
In 2025, he said he would focus on three key areas:
1. Prioritizing Value-Based Solution Providers
Moats said in the blog that Broadcom would focus on "commitment to a select group of value-based solution providers who are truly investing in the VMware and Broadcom software businesses." Whether that means there's a revenue/sales threshold, a specific partnership tier, tying in services or other criteria wasn't made clear, but Moats added that "[t]hese partners are not only aligned with our technology vision, but are also making significant investments in skills, capabilities, dedicated resources, and customer success." By prioritizing these partners, he said, Broadcom can "deliver better value to customers, ensure long-term growth, and strengthen our mutual investments."
To achieve this goal, Moats said, Broadcom would make enhanced support, training, and flexible incentives available "for eligible partners who demonstrate commitment to the Broadcom software portfolio, including VMware solutions.
2. Shifting Professional Services to Partner-Delivered Models
Second, Moats said professional services would be a major focus this year. He said in the blog that "transitioning professional services from Broadcom-led engagements to partner-delivered services" would offer a "significant opportunity for our partners to lead and deliver critical implementation, consulting, and optimization services to customers," because partners are in a unique position to provide "localized expertise, scale, and value-added services. By enabling our ecosystem to take on professional services, we empower partners to grow their practices while providing customers with access to more agile, responsive solutions."
Partners can expect to see investments in training, certification programs, and tools to help them deliver these professional services.
3. Accelerating a Successful Path to Our Mutual Customers’ VCF Adoption
As CEO Hock Tan outlined at VMware Explore last year, VMware Cloud Foundation (VCF) is a major area of focus across the organization and for partners, Moats explained in the blog.
"In 2025, we’ll focus on guiding commercial customers along their VCF adoption journey, helping them modernize, optimize, and future-proof their IT infrastructure," Moats said in the blog.
"VCF, as an example, represents the foundation for digital transformation, combining compute, storage, and networking into a seamless platform. Partners play a critical role in enabling customers to deploy, adopt, and realize value from VCF or their other chosen solutions," he said. Partners should look for support on VCF implementations, customer enablement programs and tools to measure success, he said.
