What metrics will Broadcom use to measure the success of this program (e.g., partner enrollment, cloud capacity sold, ARR growth)?
Answer
The press release you referenced does not spell out the exact performanceâmeasurement framework that Broadcom (through its VMware business) will use for the newlyâlaunched Global Partner Program.âŻHowever, based on Broadcomâs historical approach to partnerâecosystem initiatives, the nature of the program (which is positioned to cement Broadcom/VMware as a âleading privateâcloud provider worldwideâ), and the typical metrics that technology vendors track for similar partnerâsales and cloudâadoption programs, we can outline the key metric families Broadcom is almost certainly going to monitor and report on.
Below is a comprehensive, logical set of metrics that Broadcom is likely to use (or at least consider) to gauge the success of the Global Partner Program:
| Metric Category | Specific KPI(s) | Why It Matters for This Program |
|---|---|---|
| PartnerâEngagement & Enablement | ⢠Partner enrollment count â total number of new partners added to the program (by quarter & region). ⢠Active partner participation rate â % of enrolled partners that have completed at least one enablement activity (e.g., certification, training, or a salesâkickoff). ⢠Partner certification/completion â number of partners achieving VMware Cloud Foundation, vSphere, or Broadcomâspecific solution certifications. |
Demonstrates the breadth of the ecosystem and the depth of partner readiness to sell and implement Broadcom/VMware privateâcloud solutions. |
| Pipeline & Deal Generation | ⢠Qualified pipeline volume â total dollar value of opportunities created by partners (segmented by solution type: privateâcloud, networking, storage, etc.). ⢠Closedâwon deals â number and value of deals closed that credit the partner program. ⢠Average deal size â helps assess whether partners are moving upâsell and crossâsell. |
Directly ties partner activity to revenueâgeneration and shows whether the program is accelerating sales velocity. |
| Cloud Capacity & Consumption | ⢠Privateâcloud capacity sold â total number of vSphere/VMware Cloud Foundation nodes, vSAN storage units, or compute capacity (e.g., vCPUâhours) sold through partners. ⢠Utilization / consumption rate â % of sold capacity that is actually being used by endâcustomers (a leading indicator of stickiness and future renewals). |
Since the program is marketed as a âprivateâcloudâ differentiator, capacity sold and its utilization are core proof points of market traction. |
| Revenue & Recurring Business | ⢠Annual Recurring Revenue (ARR) growth â net ARR attributable to partnerâdriven subscriptions, broken out by FY and by solution line (e.g., VMware Cloud, Broadcomâs networking SaaS). ⢠Renewal & expansion rate â % of partnerâoriginated contracts that are renewed or expanded yearâoverâyear. |
ARR is the goldâstandard metric for SaaSâ/cloudâcentric businesses; tracking it at the partner level shows the longâterm financial health of the program. |
| Market Share & Positioning | ⢠Share of privateâcloud market â Broadcom/VMwareâs % of total privateâcloud spend in each geography (e.g., US, EMEA, APJ). ⢠Partnerâdriven winârate vs. competitors â comparative winârate against other leading privateâcloud providers (e.g., Microsoft Azure, AWS, Google Cloud). |
Confirms whether the âcementing position among leading privateâcloud providers worldwideâ claim is translating into measurable market dominance. |
| Customer Success & Satisfaction | ⢠Net Promoter Score (NPS) for partnerâdelivered implementations. ⢠Customer satisfaction (CSAT) on partner engagements. ⢠Timeâtoâvalue â average days from contract signing to first productive workload on the privateâcloud platform. |
Highâquality partner delivery is essential for sustaining ARR and for the programâs reputation. |
| Financial & Operational Efficiency | ⢠Partnerâmargin / profitability â average gross margin on partnerâsold solutions. ⢠Costâtoâacquire partner (CAC) â sales & enablement spend per new partner added. ⢠Program ROI â incremental revenue vs. total program investment (marketing, enablement, incentives). |
Ensures the program is delivering a healthy return on the resources Broadcom is allocating to it. |
| Innovation & Ecosystem Growth | ⢠Number of new solution bundles or âoptionsâ released â e.g., new integrated hardwareâsoftware offerings that partners can sell. ⢠Coâinnovation projects â count of joint POCs, labs, or referenceâcustomer deployments with partners. |
Highlights the programâs ability to continuously expand the portfolio and keep partners engaged with fresh, differentiated offerings. |
How These Metrics Fit the Programâs Objectives
Scale the Partner Ecosystem â Partner enrollment, certification, and active participation metrics will show whether Broadcom is successfully expanding its global reach and building a deep bench of capable sellers and implementers.
Drive Cloud Capacity Sales â By tracking capacity sold and utilization, Broadcom can directly link partner activity to the core privateâcloud value proposition (i.e., delivering compute, storage, and networking resources to customers).
3 Accelerate Recurring Revenue â ARR growth, renewal rates, and expansion metrics will demonstrate the âstickyâ nature of the privateâcloud subscriptions that partners are helping to launch.
Validate Market Leadership â Marketâshare, winârate, and competitive positioning metrics will confirm the claim that the program is cementing Broadcom/VMwareâs status among the top privateâcloud providers worldwide.
Ensure Sustainable Economics â Costâtoâacquire partner, margin, and ROI metrics will let Broadcom confirm that the program is financially sound and scalable.
Likely Reporting Cadence
- Quarterly: Partner enrollment, certification, pipeline, and capacityâsold updates (to align with Broadcomâs public earnings releases).
- Monthly: Utilization, NPS/CSAT, and timeâtoâvalue (to give the partnerâmanagement team realâtime insight for courseâcorrection).
- Annual: Full ARR growth, marketâshare, and ROI analysis (to inform strategic planning and boardâlevel discussions).
Bottom Line
While the press release does not list the exact metrics, Broadcomâs Global Partner Program will almost certainly be measured against a balanced scorecard that captures:
- Ecosystem breadth & readiness (partner enrollment & certification),
- Sales & consumption velocity (pipeline, closed deals, capacity sold, utilization),
- Financial health (ARR, renewals, margins, ROI),
- Market impact (share, winârate vs. peers),
- Customer outcomes (NPS, CSAT, timeâtoâvalue).
These metrics together will provide a comprehensive view of whether the program is delivering on its promise to position Broadcom/VMware as a premier privateâcloud provider on a global scale.