How MSPs Can Protect Their Customers and Pipeline During the Broadcom VMware Transition

Broadcom’s changes to the VMware Cloud Service Provider (VCSP) program have created uncertainty across the IT channel, particularly for Managed Service Providers (MSPs). While the VMware platform itself remains strong, the shift in the partner framework introduces new challenges for MSPs that must be addressed strategically. The good news? With the right approach, MSPs can protect their customer base and maintain a healthy sales pipeline throughout this transition. 

The Challenge Facing MSPs

For many MSPs, Broadcom’s program changes create immediate concerns: 

• Customer retention: How do you reassure existing clients that their VMware-based services remain stable and supported? 

• Pipeline disruption: How do you ensure deals in progress don’t stall as the October 31, 2025 deadline approaches? 

• Future growth: How do you adapt your business model to keep acquiring customers beyond November 1, 2025? 
   

These challenges are heightened by widespread misinformation and uncertainty in the market, leaving many MSPs unsure of the facts. 

Key Dates Driving the Transition

• October 31, 2025 – Last day departing partners can transact new business under the current program. 

• November 1, 2025 – Only authorized partners, such as OTAVA, can transact new customers. 

• March 2027 – Current contracts sunset, and a new Broadcom framework will take effect. 

MSPs must plan with these milestones in mind to minimize disruption and prepare for long-term stability.

Protecting Your Customers

Your clients don’t need to feel the turbulence of this transition. The key steps to protect them include: 

1. Communicate clearly – Explain what’s happening in the market and why you’ve chosen your path forward. Transparency builds trust. 

2. Partner with an authorized provider – Working with a Broadcom Pinnacle Partner and authorized VMware Cloud Foundation (VCF) partner like OTAVA ensures continued access to VMware solutions. 

3. Leverage white-label options – Keep your brand front and center while relying on OTAVA for backend support and infrastructure. 

Safeguarding Your Pipeline

The sales pipeline is where disruption often hits hardest. To protect it: 

• Audit active deals – Make sure you know which opportunities need to close before October 31, 2025. 

• Plan migrations proactively – Use BYOL (Bring Your Own License) or perpetual license flexibility to prevent stalled deals. 

• Lean on your partner – OTAVA offers free services until 2026 to help MSPs avoid double costs and keep deals moving forward. 

The Strategic Path Forward

While disruption is real, it can also be a catalyst for growth. MSPs that respond strategically can: 

• Reallocate resources from low-value tasks to higher-margin services. 

• Differentiate by offering stability and clarity in a time of uncertainty. 

• Build long-term resilience by aligning with an authorized VMware partner that shares their customer-first values.

Unlocking New Revenue Streams

As customer needs evolve, OTAVA enables partners to expand into adjacent markets like AI-ready infrastructure, edge computing, advanced data protection, and compliance-driven cloud services. We equip our partners with the expertise, tools, and support to unlock new revenue without the burden of building it all in-house. 

Broadcom’s VMware program changes don’t have to derail your business. By protecting your customers, safeguarding your pipeline, and partnering with an authorized Pinnacle Partner like OTAVA, you can not only weather the storm but position yourself for growth in the years ahead.

Let’s talk about how to secure your VMware pipeline and protect your customers. Reach out today to start the conversation.