Acknowledging the increasing IT usage by small and medium businesses (SMBs), the tech giant VMware is betting big on SMBs for its business expansion. If reports are to be believed, VMware has asked channel partners to broaden the scope of their traditional areas of technology expertise. 

Scott Aronson, Senior Vice President, Global Channels and Alliances, VMware has indicated in a keynote at the Partner Exchange (PEX) conference in Las Vegas that the company is betting big on a new SMB partner specialization as part of a broader effort to step up its investment in the SMB space. 

Trusted sources informed that the company is offering a variety of new incentives to those who are investing in SMBs. 

In addition, VMware is now adding a trio of new technology competencies intended at getting partners to think beyond and address new types of customers for business expansion.

Further he added, VMware has existence in both the SMBs and mid-market (though mid markets are not as well developed as its enterprise business) and so this is where partners are being encouraged to brush up on their skills. 

As a matter of concern, it is found that the company's revenue rose 32 percent in 2011 to $3.77 billion, and 85 percent of total revenue came from the channels.