"We need to make network virtualisation not just a discussion, but the discussion."
Making SDDC mainstream
Smoot said the 'must-wins' for 2014 were to make SDDC mainstream, win the network architecture battle, become the leader in mobile enterprise management and to establish vCHS as the preferred hybrid Cloud platform.
"In the market place 85 per cent of our revenue comes from our partners," he said.
"We are committed to the channel. If we are going to get to a 10 billion company this is the room [PEX keynote] that allows us to scale.
"That second act is how do we deliver IT as a service?"
VMware believes there is a $US50 billion market opportunity in SDDC, EUC and hybrid Cloud.
VMware director, channel A/NZ, John Donovan, said the message had gone beyond IT transformation to business transformation, with the virtualisation of infrastructure.
"It's a much more complex message," he said. "We have had to build more relationships with a much larger ecosystem.
"The challenge we have now is to build value into that relationship and we have been working on our value proposition."
Donovan said the re-engineering of the partner program pushed the value to the top end.
"The higher the level of commitment from the partner, the more we will reward them." he said
"The rewards are all focused on partners with competency.
"We still see room for partners where the requirements around certification are not great.
"But where certification is not great, the rewards won't be as great.
"We are really going out of our way to build competencies in the ecosystem."
Donovan said not everybody would be agile enough to take advantage of the opportunities at hand.
"For us to be able to grow revenues from $5 billion, to $10 billion, to $15 billion means we will have to accelerate. Whatever the model looks like, we will have partners at the centre of it."
Sign up for CIO Asia eNewsletters.