CA Tec, Symantec and now vmware - sounds like a combo of failed software companies which are no longer competitive and exclusively cater to boomer enterprise companies and close b2b deals with heavy bribes and quid pro quos
The whole point of a business is to make money. That's it. By catering to "boomer enterprise companies" also known as FORTUNE 1000 you can make billions a quarter.
No, the point of a business is to create good products. Making money is just the mechanism we've chosen to encourage people to do that, but the justification for capitalism has always been that it creates "the best products for the lowest cost". Only caring about making money, to the detriment of creating the best products for the lowest cost, is a perversion of the system, and we don't need to tolerate it.
old VMWare used to cater to boomer enterprise companies and thats how they sold their products.
These new owners however are not interested in catering to customers' needs - they just want to milk license fees like Oracle and outsource as much product development and customer support overseas as possible.
VMWare had a plenty of relatively low value sales motions such as channel sales, Mid-Market, SLED, and APAC.
By only concentrating on direct sales and renewals for F100, you will still have around 80% of the same sales revenue as before, but at a lower operational cost.
This is the same operating model that ZScaler, Crowdstrike, and PANW use.
Sometimes, that dollar on the ground simply isn't worth picking.
And ime, there's a reason why most VCs, PEs, and Sales Leadership are strongly opposed to companies and startups that target a Channel Sales GTM strategy.
