VMware Solution Provider Handbook

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Solution Provider Handbook How to get the most from the VMware Partner Network (VPN)

Transcript of VMware Solution Provider Handbook

Page 1: VMware Solution Provider Handbook

Solution Provider HandbookHow to get the most from the VMware Partner Network (VPN)

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VPN Program – Steps to Success

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

Your Guide to VMware Partner Network Resources VMware is committed to helping our partners build and sustain a thriving VMware virtualization and cloud computing practice. The VMware Partner Network (VPN) has been designed to enable and reward you as you sell, build, develop, or train on VMware products and solutions.

This Global Partner Marketing Guide provides an introduction to the benefits available to our partners, and we encourage you to review it, and then get started with our Steps to Success:

Steps to SuccessGetting started with VMware is easy! Here are steps to ensure your success as a VMware Partner.

1. Get Enabled—Take the training you need to become a VMware expert and start selling quickly.

2. Create Demand—You have access to marketing services, programs and resources that assist you in promoting your VMware expertise.

3. Sell—You receive industry leading sales tools and support that ensure you have the advantage over the competition.

4. Earn Rewards—You get rewarded for your selling efforts through competitive financial incentives and reward programs.

5. VPN Foundation— Through Partner Central, our partner portal, you have access to the most up-to-date information, regular newsletters, social media and you can get any questions regarding the VPN Program answered via phone or email 24/5 through our Partner Support Center.

4. RewardsSales RewardsAdvantage+Solution RewardsPremier Rebates

3. SellVPPELARenewalsSETsPromos

1. EnableTrainingCertficationCompetencySpecializationEvents (PEX)

2. Create DemandPartner Logo and LocatorGRID/WiaB/EiaBEvent SupportMarketing BureauMDFEvents (VMworld)

5. FoundationPartner Central

NewslettersSocial Media

Partner Support CenterNFR/IUL/Sales toolTechnical SupportSupport

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VPN Partner Benefits At-a-Glance

Solution Provider Program Benefits At-a-Glance

BeNefitS RequiReMeNtS

Registered •Partner Central access•Partner University access•Opportunity protection through advantage+

•VPN Program Enrollment Agreement

•Registered level benefits PLUS•Visibility on Partner Locator•VMware Logo• 10% Solution Rewards •Access to Sales Rewards•Demand Creation tools – GRID campaigns•Partner Marketing Bureau•Ability to resell renewals• 10 vSphere NFR licenses per location• Internal Use Licenses•2 Tech Support incidents per year•Opportunity protection through advantage+

•VPN Program Enrollment Agreement • 1 VSP and 1 VTSP•$250 Annual Fee; $0 in developing countries•Revenue Minimum

•Professional level benefits PLUS•Market Development Funds•Up to 10% on advantage+ (Opportunity

Registration) and 6% Influencer•Total of 20 vSphere NFR licenses per location•Total of 5 Tech Support incidents per year•Volume Purchase Program (VPP)•Enterprise License Agreements – Preferred Pricing

(ELA)

•VPN Program Enrollment Agreement •2 VSP, 2 VTSP and 2 VCP (1 each for developing

Countries)• Infrastructure Virtualization Solution Competency•$1,500 Annual Fee; $750 in developing countries•Revenue Minimum

•Enterprise level benefits PLUS•VMware Go-to-Partner Designation• Increased Marketing Development Funds•Named Partner Marketing Manager•Up to an additional 2% on advantage+ (Opportunity

Registration) and 6% Influencer•Premier Rewards•Total of 20 vSphere NFR licenses per location•Total of 10 Tech Support incidents per year•20% discount on VMware delivered courses

•VPN Program Enrollment Agreement •4 VSP, 4 VTSP and 4 VCP (2 each for developing

Countries)• Infrastructure Virtualization, Desktop and Business

Continuity Solution Competency•$1,500 Annual Fee; $750 in developing countries•Revenue Minimum•Partner Internal Champ•Partner Executive Sponsorship

For a detailed listing of program benefits and requirements please access the Solution Provider Program Guide on Partner Central.

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

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Get enabled: Accreditations and Certifications

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

Accreditations and Certifications As a VPN Partner, you are required to have on staff a minimum number of technical and sales certifications based on your Partnership level. Completion of these requirements opens up your business to the benefits of your Partnership level, and accelerates your opportunities to drive new business and profitability.

Achieving Accreditations will help you grow your business by:•Expandingyourexpertiseinvirtualizationandcloudinfrastructure

•BeingabletoclearlydemonstrateVMwareproductsandsolutions

•Recognitionofhavingachievedaccreditationfromtheleadersinvirtualizationandcloudinfrastructure.

VMware Sales Professional (VSP) Accreditation for Sales Professionals Get up to speed quickly on VMware products and solutions with VSP training. Our introductory sales training course is available online, at no charge, and is designed to teach you virtualization basics and how to message VMware solutions to new and existing customers.

VMware Technical Sales Professional (VTSP) Accredita-tion for Pre-Sales Professionals VTSP is designed to be a springboard for those new to selling VMware, virtualization and cloud infrastructure. It includes overviews, basic installation instructions, initial configurations and technical best practices for VMware products. It is an online, self-paced technical accreditation.

VMware Certified Professional (VCP) Certification for Post- Sales and Services Professionals The industry recognized VMware Certified Professional Program offers you the knowledge, skills, and credentials to deploy and maintain VMware virtualization and cloud infrastructure technology.

To become a VCP, you are required to attend an instructor-led training course to learn best practices and gain hands on experience on VMware products, as well as demonstrate your knowledge and skills to the satisfaction of VMware.

Revenue Acceleration through Training Investments

URL: www.vmware.com/go/partneruniversity

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Get enabled: Partner university

VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner university

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

Partner universityVMware Partner University is the virtual campus that provides Partners access to the high quality training and education needed to accelerate sales of VMware products, services and solutions. The portal consolidates VMware partner-specific training information and opportunities under one framework, allowing you to easily review, download and/or register for courses, videos, webinars and workshops.

Investing in VMware training allows you to grow your expertise, develop competencies in strategic solutions, differentiate your business in the marketplace and position yourself as a trusted advisor to your customers for virtualization and cloud infrastructure.

Training options in Partner University are categorized to facilitate navigation on the site and direct you to the right options based on role, partner type, solutions, or skills development. You can follow a prescribed roadmap for training or build a learning path to meet your unique needs.

In addition to the industry-recognized sales and technical accreditation and certification programs available through Partner University, you’ll find the following training opportunities:

•Partner University TV – A video library that offers 24/7 access to subject matter experts delivering training, event keynote presentations or VMware updates. Selected content is searchable down to the spoken word or phrase, as well as by category.

•Regional Training Workshops – Review upcoming Sales or Technical training events happening in a city near you. Register online to reserve your seat in these free training opportunities with the local VMware team.

•Training Webinars – Whether it’s a webinar series to get you up to speed quickly on a VMware solution or a topical webinar that includes Q & A with a subject matter expert, these frequent online sessions make it easy to stay up-to-date on VMware products and programs.

•Skills Building Courses – Need a better understanding of VMware pricing and licensing? Want to develop solution-based whiteboard presentation skills? Would you like to be more knowledgeable about the competition? VMware offers a variety of courses thatgive you a competitive edge and fast track your way to success.

Eligible Partner: All Authorized VMware Solution Providers

URL: www.vmware.com/go/partneruniversity

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Get enabled: Solution Competencies

Solution CompetenciesA VMware Solution Competency is a recognized level of expertise that enables you to sell VMware Virtualization into a specific solution area and clearly differentiate your expertise to your customer. Solution Competencies are earned through a combination of in-depth hands-on product experience and customer references, and once earned, you are eligible for additional benefits.

2-4X Increase in Deal Size with Solution Competencies

Solution Competencies can help you to grow your business by: •Differentiatingyourspecificskillsandexpertisewithcustomers

•AligningyourbusinessandstrategicgoalswithVMware

•Beingidentifiedasa‘GotoPartner’byVMwareSalesincustomerengagements.

•Givingyouaccesstoadditionalsales,marketingandproduct-relatedbenefitsandresources

Solution Solution Competencies are currently available for Infrastructure Virtualization, Business Continuity, and Desktop Virtualization.

Eligible Partner: All Authorized VMware Solution Providers

URL: www.vmware.com/go/BecomeAnExpert

VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

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Get enabled: Specializations

SpecializationsVMware Specializations are recognized levels of expertise in specific market segments, and are earned through a combination of experience in the specific marketplace and successful completion of the VMware training.

By achieving Specialization, you also have access to market-specific pricing, continuing education and competitive information, opening up additional opportunities to cross-sell and up-sell in new and existing accounts.

VMware currently offerAcademic Specialization, US Federal Specialization (U.S. only ) and Healthcare Specialization (U.S. only).

Achieving a Specialization can help you to grow your business by:•Enablingyoutodevelopdeepercustomerrelationships,creatingmorecross-sellandup-sellopportunities

•Distinguishingyoufromotherpartnersasyouprovideuniqueverticalofferingstoyourcustomer

•Offeringyoucompetitivepricingtofurtherincreaseyourmarginpotential

•Increasingyourvisibilitywithcustomerslookingforvirtualizationpartnerswithuniquemarketknowledge

Eligible Partner: All Authorized VMware Solution Providers

URL: http://www.vmware.com/go/specializations

VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

“(The Academic) Specialization allows us to assist schools on their journey to virtualization and hones our knowledge on the specific segment (K-12). It enables us to provide value to schools through virtualization while allowing the school to focus their resources on learning.”

Edwin Wargo, Founder and Chief Educational Technologist, 11th Hour

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Get enabled: Partner exchange

Partner exchange VMware Partner Exchange is our annual partner conference specifically for the VMware partner community. It is focused on partner education and enablement and designed to deliver content specific to your job role and business needs. Sessions provide you with proven go-to-market selling strategies for VMware solutions, key insights on sales and marketing programs, and in-depth training on VMware technology.

The benefits of attending are: •AccesstolatestinformationonVMwareproductsandsolutionsdirectlyfromVMwareexecutivesandsubjectmatter

experts

•VisibilitytoVMwareroadmapsandnewsalesandmarketingtools

•Insightsonhowtoaccelerateyourvirtualizationexpertiseandincreaseyourearningpotential

•Trainingopportunities,suchasBootCamps,tocompleteyoursolutioncompetency,accreditationorcertificationrequirements

•Networkingwithyourpeers

Eligible Partner: All Authorized VMware Solution Providers

URL: www.vmware.com/go/partnerexchange

VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

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Get enabled: Marketing Academy

Marketing AcademyMarketing Academy is a modular learning program designed to help partners develop marketing skills and capabilities in a variety of key areas where they may not have in-house expertise. This training will provide the knowledge and insight to create, execute, and evaluate marketing activities with the goal of driving more pipeline and ultimately more sales.

Marketing Academy modules include: •MarketingFoundations

•BuildingaMarketingPlan

•Segmentation&Positioning

•DemandGenerationFundamentals

•UnderstandingSocialMedia

•LeadManagement

•DevelopingCompellingContent

•TheMarketingArsenal

•MarketingReturnonInvestment

Marketing Academy can help grow your business by: •ProvidingcomprehensivemarketingfundamentalstrainingsothatyoucanpromoteVMwareandyourbusiness

•Enablingyoutodevelop,designandexecutesuccessfulmarketingactivitieswithminimalVMwareresourcesandsupport

•IncreasingyourVMwaresalespipeline

Eligible Partner: All Authorized VMware Solution Providers

URL: www.vmware.com/go/marketingacademy

VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

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Create Demand: GRiD

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRiD

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

GRiDThere’s no need to hire marketing consultants to recreate and customize VMware messaging for your own e-mail, direct mail, advertising and telemarketing campaigns – simply utilize VMware’s all inclusive partner ready campaigns. We offer easily customizable packages that allow you to quickly build, execute and manage a variety of dynamic co-branded multi-touch marketing campaigns to build awareness and generate leads for your business.

Grid Campaigns can help you grow your business by: •Promotingyourbusinessandexpertisethroughco-brandedcampaignsdesignedbymarketingexpertstoincrease

awareness and drive demand.

•Providinganall-inclusivepackageofintegratedcampaigns,tacticsandtoolsthatcanbetailoredtoyouruniqueneedsandgoals

•Helpingyougenerateleadsandpipelineforyourbusiness

Eligible Partner: All Authorized VMware Solution Providers

URL: Register now at www.vmwaregrid.com or dial 1-866-343-5168.

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Partner Marketing BureauAugment your marketing efforts working with our Partner Marketing Bureau when developing your campaigns. Our staff will assist you in navigating the process of campaign development to frive higher quality leads and pipeline.

The Partner Marketing Bureau will:•HelpyouunderstandVMwaremarketingprograms

•Beanextrasetofhandstoexecuteyourco-brandedcampaigns

•ProvideguidanceonhowtofindmarketingassetsonPartnerCentral

Eligible Partner: All Authorized VMware Solution Providers

Partner Marketing Bureau: www.vmware.com/go/marketingbureau

North America: http://vmware.zinfi.com/partner/pmb/na/CRM/NewCampaigns/index.aspx

EMEA: www.choyou.fr/_/vmware/pmb_search/

APJ: http://vmware.zinfi.com/partner/pmb/ap/CRM/NewCampaigns/index.aspx

Create Demand: Partner Marketing Bureau

VPN Program Steps to Success

VPN Partner Benefits At-a-Glance

Get Enabled

Accreditations and Certifications

Partner University

Solution Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications, Blogs and Social Media

Partner Profile and Partner Locato

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

Appendix

Partner Central Shortcuts

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Create Demand: Website in a Box

Website in a BoxEffortlessly populate your website with fully co-branded VMware content that is dynamically kept up to date through the latest syndication technologies. This tool is available to you free of charge, is easy to install, and doesn’t require advanced HTML skills. With Website-in-a-Box, you are in complete control of your statistics and leads generated from your website visitors, and can quickly view and manage them via the Partner Console. Website-in-a-Box is also available in several languages.

The Website-in-a-Box tool can help you support your business by: •PromotingVMwareproductsandsolutions

•Automaticallyrefreshingyoursite’sVMwarecontent

•Displayingsharedcontentinformatsthatmatchyourbrand’slookandfeel

•Supportingyourleadprogramswithrichdynamicmultimediacontent

•Generatingleadsandpipelineforyourbusiness

Eligible Partner: Registered, Professional, Enterprise and Premier

URL: www.vmware.com/go/websiteinabox

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

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Create Demand: event in a Box

event in a BoxEasily customize everything you need to run a successful co-branded event without having to know HTML. Our smart e-mail burst and registration management system automatically sends co-branded event invitation, reminder and follow up e-mails and auto-generates registration pages and web postings to promote your event. Presentations are also available for download.

You also have access to key customizable slide decks, sales tools and supporting documents you’ll need to market and host events on VMware vSphere, Customer Cost Savings, Disaster Recovery, and Green IT.

The Event-in-a-Box tool can help support your business by: •PromotingVMwareproductsandsolutionswithyourbrand

•Deliveringeasy-to-customizeemails,registrationandresponsetrackingforyourevents

•Supportingyoureventswithpre-builtpresentationcontent.

Eligible Partner: All Authorized VMware Solution Providers

URL: www.vmware.com/go/eventinabox

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

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Create Demand: Seminar and event Support

Seminar and event SupportIn addition to the Event-in-a-Box tool, VMware often co-sponsors regional partner events and can provide you with additional resources including listing your event on the VMware corporate web site and providing you with co-brandable marketing collateral and giveaways.

Seminar and Event Support is available by request only. Please contact your VMware Partner Business Manager directly.

Seminar and Event Support can help support your business by: •HelpingyoupromoteyoureventontheVMwareCorporateEventswebpagetodrivemoreregistrations.

•EnablingyoutopromoteyourbusinessonVMwareco-brandablecollateral

•Offeringavarietyofcost-effectivegiveawaystohelppromotetheVMwarebrandatyourevents

Eligible Partner: Enterprise and Premier Solution Providers

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

Page 15: VMware Solution Provider Handbook

S o l u t i o n P r o v i d e r H a n d b o o k / 1 5

Create Demand: Market Development funds (MDf)

Market Development funds (MDf)VMware offers Market Development Funds (MDF) to qualified Enterprise and Premier level VMware Partners. MDF is used primarily for external marketing and sales activities intended to create demand, attract new VMware customers, cross-sell to existing customers, and generate sales. Our MDF Guidelines include a well-balanced, comprehensive list of eligible marketing and sales activities, and we work closely with you to develop marketing activities that promote your partnership with VMware and your own business and solutions.

MDF can help you grow you business by:•ExtendyourmarketingbudgetwithsharedresourceswithVMware

•Generatingmoreawarenessanddemandgenerationactivities

•Drivingnewopportunitiesandincreasingyoursalespipeline

•Expandingyourmarketshare

•Growingyourcontactdatabase

Eligible Partner: Enterprise and Premier Solution Providers

URL: www.vmware.com/go/MDF

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development funds (MDf)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

Page 16: VMware Solution Provider Handbook

S o l u t i o n P r o v i d e r H a n d b o o k / 1 6

Create Demand: Lead Distribution

Lead DistributionVMware creates and executes sales and marketing programs, such as seminars, events, and email campaigns, to help drive demand and generate high quality leads for VMware solutions. Certain qualified leads are shared with VMware partners. Select Enterprise and Premier partners who agree to interact with the leads in Salesforce.com, follow up with the leads , and provide closed-loop feedback within a specified timeframe are eligible to receive qualified VMware generated leads.

To learn more about how you qualify to receive leads, contact your Partner Business Manager.

The Lead Distribution program helps you grow your business by:•Expandingyourvisibilityintopotentialnewbusiness

•Distributingleadsdirectlytoyoutohelpyouuncovernewopportunities

Eligible Partner: Select Enterprise and Premier Solution Providers

URL: www.vmware.com/go/leadsprogram

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

Page 17: VMware Solution Provider Handbook

S o l u t i o n P r o v i d e r H a n d b o o k / 1 7

Sell VMware Solutions: Volume Purchasing Program (VPP)

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

Volume Purchasing Program (VPP)The VMware Volume Purchasing Program (VPP) provides incremental, tier-based discounts for VMware customers over a rolling two-year period. The VPP offers:

•CumulativeProgramwherequalifyingpurchasesareaggregated(intheformof“Points”)overarollingeight-quarterperiod.

•DiscountLevelsareearnedautomaticallybasedonpurchasevolumes.

•Easy-to-useonlineportalsformembershipenrollmentandfortrackingeligiblediscounts.

•Globallyconsistentprogramrulesthatallowsdiscountsharingbetweencustomersandtheiraffiliates.

LeVeL PoiNtS DiSCouNt

1 250-599 4%

2 600-999 6%

3 1,000-1,749 9%

4 1,750+ 12%

The Volume Purchasing Program helps you grow your business by: •Providingsignificantsavingsandbudgetpredictabilitytoyourcustomersforuptotwoyears.

•OfferingfinancialincentivestocustomerswhentheypurchaseVMwareproductsinvolumewithdiscountsoneligiblelicense products

•Drivingincrementalrevenueopportunitieswithanaccumulativeprogram.

•Creatingup-sellopportunities

Eligible Partner: Enterprise and Premier

URL: www.vmware.com/go/vpp

Page 18: VMware Solution Provider Handbook

S o l u t i o n P r o v i d e r H a n d b o o k / 1 8

Sell VMware Solutions: enterprise Licensing Agreements (eLAs)

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

enterprise Licensing Agreements (eLAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

enterprise Licensing Agreements (eLAs)VMware’s Enterprise Licensing Agreements (ELAs) provide customer-focused incremental discounts that made available through strategic VMware partners. VMware is a partner-focused company and wherever possible will transact business through its network of partners and distributors rather than directly with end user customers.

Enterprise and Premier partners can be rewarded with preferred pricing on ELA’s through the VMware’s ELA Preferred Pricing Program. It is important for you to register qualified ELA opportunities in the Opportunity Registration system on Partner Central so that you are eligible for ELA preferred pricing to protect the deal and ensure VMware’s support during the sales cycle.

Enterprise License Agreements and ELA Preferred Pricing help you grow your business by:•Offeringcompetitivediscountstoyourcustomersincreasesyourmarginsandprofitability

•Expandingyouropportunitieswithnewandexistingcustomers

•ProvidingpricingprotectionandVMwaresupportthroughthesalescycle.

•RewardingyouforyourexpertiseofVMwareproductsandsolutionaswellasvalueselling

Eligible Partner: Enterprise and Premier Solution Providers

URL: www.vmware.com/go/ela

Page 19: VMware Solution Provider Handbook

S o l u t i o n P r o v i d e r H a n d b o o k / 1 9

Sell VMware Solutions: Support and Subscription (SnS) Renewals

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

Support and Subscription (SnS) RenewalsVMware Support and Subscription (SnS) provides technical support and major, minor, and maintenance releases of the software. SnS renewal provides you with a ready channel for generating ongoing revenue, a prime upsell opportunity, plus a 2% rebate reward for on-time renewals.

Renewals help grow your business by:•Capitalizingonexistingannuityrevenuestreams

•Creatingnewlong-termrevenuestreamsthroughmulti-year deals

•Givingyoumorevisibilityintoupcomingrenewalopportunities through the Renewals Portal

Go to Partner Central to access the latest renewal campaign deliverables.

Eligible Partner: Professional, Enterprise and Premier Solution Providers

URL: www.vmware.com/go/renewals

“I have been using the VMware Renewals Central Portal since its inception. It is an excellent tool to help manage our VMware renewals, and it benefits not only CompuCom as a VMware Partner, but also our joint end users in maintaining their Support and Subscription contracts.”

Bill Rutledge, CompuCom

Page 20: VMware Solution Provider Handbook

S o l u t i o n P r o v i d e r H a n d b o o k / 2 0

Sell VMware Solutions: Solution enablement toolkits (Sets)

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution enablement toolkits (Sets)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

Solution enablement toolkits (Sets)Solution Enablement Toolkits (SETs) contain a specific set of critical tools, templates, rich services intellectual property and assets that you can use to create your own unique branded solution around VMware technology. Several SETs are made available in libraries that align to the VMware Solution Solution Competencies for Infrastructure Virtualization, Desktop Virtualization and Business Continuity.

SETs can help you by:•Developingcustomizedvirtualizationsolutionsmorequickly,usingprovenbestpractices

•IncreasingyourROIbyrampingupyoursalesteamsonvirtualizationtechnologyquickly,boosting their productivity in selling VMware solutions

•Closingdealsfasterandincreaseyourmarginsthroughaconsistent,repeatable,andscalablesales process that helps you bring your own packaged solutions to market

•UtilizingVMware’sServiceIPtoenhanceandsupportyourownsolutionsleveragingyourcompany’s expertise

tYPiCAL Set CoNteNt

SALeS & MARketiNG tooLS

eNGiNeeRiNG tooLS LAB tooLS SoLutioN tooLS

Positioning Overview

Positioning Summary

Partner Opportunity Analysis

Whiteboard

Tech White Paper

Customer Preso (Biz+Tech)

GRID Campaign

Event Content

Success Stories

ROI Calculator

Capacity Planner

Healthcheck Analyzer

Converter

Lab Spec

Base Demo

Demo Script

Pre-built VMS

Data Sheet

Letter of Intent

Sample Deliverable

Pricing Calculator

Scoping Worksheet

SOW Template

Delivery Guide

Service Delivery Kit

Deliverable Template

Eligible Partner: Professional, Enterprise and Premier Solution Providers

URL: www.vmware.com/go/SET

“…I am floored by the quality of the IP and how it is presented. This is way, way more than I expected…”

Ron Dupler, President and CEO, Greenpages

Page 21: VMware Solution Provider Handbook

S o l u t i o n P r o v i d e r H a n d b o o k / 2 1

earn Rewards: Solution Rewards

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

Solution RewardsVMware Solution Rewards is a financial incentive program that rewards you for your proven dedication to virtualization and cloud infrastructure practices and your value selling of VMware solutions. Under the Solution Rewards program, if you have achieved VMware Solution Solution Competencies, you will be eligible to receive a quarterly back-end rebate that is calculated off the list license value of all eligible product sales that are relevant to their solution area of expertise.

Solution Rewards helps you grow your business by:•AcceleratingyourprofitabilitybasedonyourachievementofSolutionSolutionCompetencies.

•Rewardingyouforvalueselling

•Ensuringyourabilitytobeyourcustomer’strustedadvisorforvirtualizationandcloudinfrastructure

SoLutioN ReWARDS

ReGioN DeVeLoPeD CouNtRY DeVeLoPiNG CouNtRY

Infrastructure Virtualization NA 2%

Desktop Virtualization 10% 10%

Business Continuity 10% 10%

Eligible Partner: Professional, Enterprise and Premier

URL: www.vmware.com/go/solutionrewards

Page 22: VMware Solution Provider Handbook

S o l u t i o n P r o v i d e r H a n d b o o k / 2 2

earn Rewards: advantage+

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

advantage+advantage+ is designed to accelerate your virtualization and cloud infrastructure business by protecting the investment made when proactively closing or influencing the sale of VMware products and solutions. Through advantage+, you may be eligible to receive opportunity protection and/ or financial incentives for value-selling VMware solutions.

There are three components of advantage+: •OPPREG is our opportunity registration program which rewards you up to 12% for developing new VMware opportunities

•INFLUENCE rewards you for influencing customer VMware purchases even though the deal may be fulfilled by another VMware partner.

•SAFEGUARD allows you to register and protect opportunities by becoming the Partner of record on that opportunity

advantage+ helps you grow your business by:•EnsuringyouarerewardedforvaluesellingandleadingwithVMware

•Enhancingyourprofitabilityandprotectingpre-salesinvestments

•Rewardingyouforactingastrustedadvisorsandbringinginnewcustomers

advantage+

BeNefitS oPPReG iNfLueNCe

Solution Provider, System Builder, Technology Provider

Premier 12% 6%

Enterprise 10% 6%

Professional & Registered SAFEGUARD

Eligible Partner: Registered and Professional Solution Providers may participate in safeguard opportunity protection only. Enterprise and Premier Solution Providers may participate in all three components of advantage+

URL: www.vmware.com/go/adplus

Page 23: VMware Solution Provider Handbook

S o l u t i o n P r o v i d e r H a n d b o o k / 2 3

earn Rewards: Sales Rewards

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

Sales RewardsVMware Sales Rewards is a points based incentive program designed to reward accredited sales representatives at your company. We offer a variety of ways to earn Sales Rewards points such as: Product SPIFs, Sales incentives, surveys, and the completion of continuing education. Reward Points may be exchanged for cash, merchandise, gift cards, travel experiences, and more.

Sales Rewards Program helps support your business by:•RecognizingsalesrepsachievementofVMwareSalesAccreditation

•Rewardingtopsalesrepsforvalueselling

•ProvidingyoursalesteamwithadditionalincentivestoleadwithVMware

Eligible Partner: Professional, Enterprise and Premier Solution Providers, see Partner Central for complete details on required accreditations for participant eligibility, may not be available in all regions.

URL: www.vmware.com/go/salesrewards

Page 24: VMware Solution Provider Handbook

S o l u t i o n P r o v i d e r H a n d b o o k / 2 4

earn Rewards: Premier Rewards

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

Premier RewardsThe Premier Rewards Program is designed to reward Premier level partners with quarterly rebates if they have met or exceeded quarterly net license and SnS revenue targets set by VMware. Additionally, Premier partners will be paid a 2% rebate for all qualified renewals.

Rebates are paid quarterly, and use of rebates is at the partner’s discretion.

The Premier Rewards Program helps support your business by:•AligningyourgoalswithVMware’sgo-to-marketstrategy

•Recognizingyourrevenueachievementsonaquarterlybasis

•Rewardingyouwithcompetitiverebateformeetingorexceedingyourrevenuetargets.

•Opportunitytoreceivea2%rebateforqualifiedrenewals

Eligible Partner: Premier Solution Providers only

URL: www.vmware.com/go/premierrewards

Page 25: VMware Solution Provider Handbook

S o l u t i o n P r o v i d e r H a n d b o o k / 2 5

VPN foundation: Partner Central

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

Partner Central Partner Central is the VMware Partner Portal providing the latest news and resources available for the sales, marketing and technical efforts. Partner Central provides customized content and dedicated pages for products and solutions, promotions, sales tools and marketing tools to help develop your virtualization and cloud infrastructure practice.

Partner Central helps support your business by:•Deliveringcustomizednewsandupdatesonthe

VPN Program, including the latest information on incentives and promotions

•Bettervisibilityintoyouropportunitiesandlead,MDF, Opportunity Registration processes and your training achievements

•Providingthelatesttools,collateralandresourcesinonelocation

•Offeringavarietyofco-brandablesalesandmarketingtoolswhichcanhelpyoupromoteyourVMwarepractice

•LinkingyoutoPartnerUniversityandthecatalogoftrainingandeducationavailable

Register for a User Account to Partner Central at www.vmware.com/partners/partners.html

Eligible Partner: All Authorized VMware Solution Providers

URL: www.vmware.com/partnercentral

Page 26: VMware Solution Provider Handbook

S o l u t i o n P r o v i d e r H a n d b o o k / 2 6

VPN foundation: Partner Logo and Messaging

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

Partner Logo and Messaging

You can promote your partnership with VMware by displaying your VMware Partner logo on your web sites, in advertisements, customer communications and marketing materials. Guidelines for use of the partner logo, the VMware corporate logo as well as messaging guidelines are all available on Partner Central.

Usage of the VMware partner logo and approved messaging can support your business by:•IdentifyingyourpartnershipwithVMwaretocustomers

•UtilizingVMwarepartnerlogoswhenpromotingyourVMwareexpertisetoyourcustomers

•CorrectlymessagingVMwareproductandsolutioninformationtoyourcustomers

Eligible Partner: Professional, Enterprise and Premier

URL: www.vmware.com/go/partnerbranding

Page 27: VMware Solution Provider Handbook

S o l u t i o n P r o v i d e r H a n d b o o k / 2 7

VPN foundation: Partner Communications: Blogs and Social Media

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

Partner Communications: Blogs and Social Media VMware strives to provide you with the most relevant and timely information possible. Partners can opt-in to receiving our newsletters and special updates. You can also choose to get the latest information served up to you via our social media options such as blogs, Twitter and Facebook. Simply opt-in via My Contact Details on Partner Central.

Usage of the VMware partner logo and approved messaging can support your business by:•PartnerNewsletters–Bimonthlynewsletterdesignedtokeepyouup-to-dateonnewdevelopmentsatVMware,including

product updates, new program benefits, promotion information and more.

•vmLIVEUpdates–WeeklyemailofupcomingvmLIVEwebinars.

•Blogs–StayinformedwiththelatestpartnernewsbysubscribingtoVMware’sPartnerNewsFeedathttp://blogs.vmware.com/partner

•SocialMedia–ReceivethelatestupdatesandinsightsfromourglobalPartnerleaders:

- Twitter: twitter.com/VMware_partners

- Facebook: www.facebook.com/vmwarepartnernetwork

- LinkedIn: www.linkedin.com/groups?home=&gid=1988264&trk=a net_ug_hm

VMware Partner Communications helps support your business by:•Deliveringthelatestnewsandinformationinthewayyouwanttoreceiveit.

•Keepingyouup-to-dateonspecialrewardprogramswhichcanincreaseyourprofitability

•EnsuringyouhearaboutupdatestrainingrequirementsandnewcoursesbeingofferedtoexpandyourexpertiseofVMwareproducts and solutions.

Eligible Partner: All VMware Authorized Solution Providers

To access your Profile, please log-into to Partner Central and go to My Profile in the left hand navigation bar.

Page 28: VMware Solution Provider Handbook

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VPN foundation: Partner Profile and Partner Locator

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

Partner Profile and Partner Locator Partner Profiles provide valuable information about you and your VMware solutions. Information from the VMware Partner Profile is also used to populate the Partner Locator, which is accessible to customers on vmware.com. The VMware Partner Locator is a comprehensive, online, searchable listing that reflects your relationship with VMware, and promotes your skills, expertise and offerings to customers and prospects as well as VMware sales managers and other employees.

Partner Locator and Listing helps support your business by:•Differentiatingyourbusinessfromthecompetition

•Promotingyourownsolutions

•EstablishyourselfasanexpertonVMwaresolutions

Eligible Partner: Professional, Enterprise and Premier

To access your Profile, please log-into Partner Central and go to My Profile in the left hand navigation bar.

Page 29: VMware Solution Provider Handbook

S o l u t i o n P r o v i d e r H a n d b o o k / 2 9

VPN foundation: technical Support

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

technical Support VMware Solution Provider Partners are given the opportunity to open support incidents in order to resolve technical issues during the sales and proof-of-concept process.

For each fiscal year of the Program Benefit Term the following support incidents are available at no additional cost: •PremierSolutionProvider-10supportincidents

•EnterpriseSolutionProvider-5supportincidents

•ProfessionalSolutionProvider-2supportincidents

Support Incidents are intended as technical support for installation or configuration questions, and are not intended to assist in architecting a solution, resolving issues in a VMware Solution Provider’s or an End-User’s production environment, or as an escalation path into VMware’s engineering.

Additional support incidents are available for purchase at special Partner pricing (see your VMware IUL pricelist in Partner Central for eligibility).

WealsoprovideadditionalsupportthroughthePartnerResourceTrainingLibrary,VmwareKnowledgebaseandtheSupportForums. These support programs are excellent resources to find real-life answers to questions that arise during the sales and deployment cycles.

VMware Technical Support helps support your business by:•EnsuringyouareabletosupportyourdeploymentsofVMwareproducts

•DeliveringyouaccesstoVMwareproductexperts

•Enablingyoutobettertroubleshootissues

•Providingyouwithanextensivetechnicallibrarydevelopedfromreal-worldscenariostoaccesswhentechnicalissuesarise.

•EnsuringyouhavethesupportofVMwareexpertsaswellasyourpeersthroughSupportForums

Eligible Partner: Professional, Enterprise and Premier

URL: www.vmware.com/go/techsupport

Page 30: VMware Solution Provider Handbook

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VPN foundation: Not for Resale (NfR) and internal use Licenses (iuL)

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NfR) and internal use Licenses (iuL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

Not for Resale (NfRs) and internal use Licenses (iuLs) Not for Resale (NFR) software is offered at no-charge to eligible Partners and is available for product demonstration and training purposes. One year of subscription services is included with NFR software.

Internal Use Licenses (IUL) are available for purchase at a discount for use in your internal IT environment to assist you when building VMware compatible solutions. You are required to purchase subscription and support for IUL software. Please note that Internal Use Licenses cannot be used for backend systems such as management of platform, DNS, billing and provisioning or commercial hosting under any circumstances.

Under no circumstances can NFRS and IULs be resold or distributed to any third party.

NFRs and IULs help support your business by:•OfferingyourealVMwareproducttoensureproductdemonstrationaccuracy

•Deliveringfullproductforyourhands-ontrainingofsalesandtechnicalstaff.

•OfferingyoutheopportunitytoutilizeVMwareproductinyourownITlabsasyoudevelopyourownsolutions

Eligible Partner: Professional, Enterprise and Premier Solution Providers

URL: www.vmware.com/go/nfr

www.vmware.com/go/iul

Page 31: VMware Solution Provider Handbook

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VPN foundation: Partner Support Center

1. VPN Program – Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications: Blogs and Social Media

Partner Profile and Partner Locator

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

Partner Support Center

VMware now provides round the clock support for all your questions on the VPN program, advantage+ incentives, accessing information on Partner Central, as well as other general partner inquiries. Our Partner Support Center is now available in seven languages, and is ready to support you via email, Partner Central case management, or by telephone by calling our direct phone number.

The Partner Support Center assists with questions in the following categories:

•Generalprograminquiries

•PartnertrainingthroughPartnerUniversity,Specializations,andSolutionCompetencies

•Partnerincentivessuchasadvantage+,SolutionRewards,andSalesRewards

•Opportunityregistration(advantage+)processandstatus

•MarketDevelopmentFunds(MDF)

•GeneralbenefitssuchasNot-for-ResaleandInternalUselicensesoftware,andtoolkits

•PartnerCentralfunctionality

•Userinformationforgeneralpartnerprofileupdates,PartnerLocatorandDistributorLocator

Supported Languages:

•English,German,French,Spanish,Italian,Portuguese,Japanese

Please check the Partner Support Center page in Partner Central for local phone numbers

Eligible Partner: All Authorized VMware Solution Providers

URL: www.vmware.com/go/partnersupportcenter

PARTNER SUPPORT [email protected]

Page 32: VMware Solution Provider Handbook

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Appendix: Partner Central Shortcuts

Partner Central Shortcuts

Ad+ www.vmware.com/go/adplus

Certifications www.vmware.com/go/partneruniversity

ELA www.vmware.com/go/ela

Events in a Box www.vmware.com/go/eventinabox

GRID www.vmwaregrid.com

IUL www.vmware.com/go/iul

Marketing Academy www.vmware.com/go/marketingacademy

MDF www.vmware.com/go/mdf

NFRs www.vmware.com/go/nfr

Partner Central www.vmware.com/partnercentral

Partner Marketing Bureau www.vmware.com/go/marketingbureau

Partner Support Center www.vmware.com/go/partnersupportcenter

Partner Technical Support www.vmware.com/go/techsupport

Partner University www.vmware.com/go/partneruniversity

PEX vmwarepartnerexchange.com

Premier www.vmware.com/go/premierrewards

Promotions www.vmware.com/go/promotions

Renewals www.vmware.com/go/renewals

Sales Rewards www.vmware.com/go/salesrewards

SETs www.vmware.com/go/SET

Solution Solution Competencies www.vmware.com/go/BecomeAnExpert

Solution Rewards www.vmware.com/go/solutionrewards

SolutionTracks www.solutiontracks.com

Specializations www.vmware.com/go/specializations

Twitter twitter.com/VMware_partners

vmLIVE Schedule www.vmware.com/go/vmlive

VMware Blogs blogs.vmware.com/partner

VPP www.vmware.com/go/vpp

Website in a Box www.vmware.com/go/websiteinabox

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance

3. Get Enabled

Accreditations and Certifications

Partner University

Solution Competencies

Specializations

Partner Exchange

Marketing Academy

4. Create Demand

GRID

Partner Marketing Bureau

Website in a Box

Event in a Box

Seminar and Event Support

Market Development Funds (MDF)

Lead Distribution

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

6. Earn Rewards

Solution Rewards

advantage+

Sales Rewards

Premier Rewards

7. VPN Foundation

Partner Central

Partner Logo and Messaging

Partner Communications, Blogs and Social Media

Partner Profile and Partner Locato

Technical Support

Not for Resale (NFR) and Internal Use Licenses (IUL)

Partner Support Center

8. Appendix

Partner Central Shortcuts

Page 33: VMware Solution Provider Handbook

vMware, inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.comCopyright © 2011 VMware, Inc. All rights reserved. This product is protected by U.S. and international copyright and intellectual property laws. VMware products are covered by one or more patents listed at http://www.vmware.com/go/patents. VMware is a registered trademark or trademark of VMware, Inc. in the United States and/or other jurisdictions. All other marks and names mentioned herein may be trademarks of their respective companies. Item No: gcmb_fnl_Aug_2011