Académique Documents
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How to get the most from the VMware Partner Network (VPN)
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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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
For a detailed listing of program benefits and requirements please access the Solution Provider Program Guide on Partner Central.
Registered
Partner Central access Partner University access Opportunity protection through advantage+ 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+ 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) 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 1 VSP and 1 VTSP $250 Annual Fee; $0 in developing countries Revenue Minimum
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
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
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
URL:
www.vmware.com/go/partneruniversity
Solution Provider Handbook / 4
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 university
VMware 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, youll 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 its 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.
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 Provider Handbook / 6
Solution Competencies
A 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: Differentiating your specific skills and expertise with customers Aligning your business and strategic goals with VMware Being identified as a Go to Partner by VMware Sales in customer engagements. Giving you access to additional sales, marketing and product-related benefits and resources Solution Solution Competencies are currently available for Infrastructure Virtualization, Business Continuity, and Desktop Virtualization.
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 Provider Handbook / 7
Specializations
VMware 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 marketspecific pricing, continuing education and competitive information, opening up additional opportunities to crosssell and up-sell in new and existing accounts.
(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
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: Enabling you to develop deeper customer relationships, creating more cross-sell and up-sell opportunities Distinguishing you from other partners as you provide unique vertical offerings to your customer Offering you competitive pricing to further increase your margin potential Increasing your visibility with customers looking for virtualization partners with unique market knowledge
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 Provider Handbook / 8
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: Access to latest information on VMware products and solutions directly from VMware executives and subject matter experts Visibility to VMware roadmaps and new sales and marketing tools Insights on how to accelerate your virtualization expertise and increase your earning potential Training opportunities, such as Boot Camps, to complete your solution competency, accreditation or certification requirements Networking with your peers
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 Provider Handbook / 9
Marketing Academy
Marketing 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: Marketing Foundations Building a Marketing Plan Segmentation & Positioning Demand Generation Fundamentals Understanding Social Media Lead Management Developing Compelling Content The Marketing Arsenal Marketing Return on Investment Marketing Academy can help grow your business by: Providing comprehensive marketing fundamentals training so that you can promote VMware and your business Enabling you to develop, design and execute successful marketing activities with minimal VMware resources and support Increasing your VMware sales pipeline
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 Provider Handbook / 10
GRiD
Theres 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 VMwares 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: Promoting your business and expertise through co-branded campaigns designed by marketing experts to increase awareness and drive demand. Providing an all-inclusive package of integrated campaigns, tactics and tools that can be tailored to your unique needs and goals Helping you generate leads and pipeline for your business
All Authorized VMware Solution Providers Register now at www.vmwaregrid.com or dial 1-866-343-5168.
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
Solution Provider Handbook / 11
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 Provider Handbook / 12
Website in a Box
Effortlessly 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 doesnt 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: Promoting VMware products and solutions Automatically refreshing your sites VMware content Displaying shared content in formats that match your brands look and feel Supporting your lead programs with rich dynamic multimedia content Generating leads and pipeline for your business
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 Provider Handbook / 13
event in a Box
Easily 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 youll 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: Promoting VMware products and solutions with your brand Delivering easy-to-customize emails, registration and response tracking for your events Supporting your events with pre-built presentation content.
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 Provider Handbook / 14
Eligible Partner:
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 Provider Handbook / 15
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 Provider Handbook / 16
Lead Distribution
VMware 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: Expanding your visibility into potential new business Distributing leads directly to you to help you uncover new opportunities
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 Provider Handbook / 17
1 2 3 4
4% 6% 9% 12%
The Volume Purchasing Program helps you grow your business by: Providing significant savings and budget predictability to your customers for up to two years. Offering financial incentives to customers when they purchase VMware products in volume with discounts on eligible license products Driving incremental revenue opportunities with an accumulative program. Creating up-sell opportunities
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 Provider Handbook / 18
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 Provider Handbook / 19
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
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
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
Positioning Overview Positioning Summary Partner Opportunity Analysis Whiteboard Tech White Paper Customer Preso (Biz+Tech) GRID Campaign Event Content Success Stories
Data Sheet Letter of Intent Sample Deliverable Pricing Calculator Scoping Worksheet SOW Template Delivery Guide Service Delivery Kit Deliverable Template
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 Provider Handbook / 21
Solution Rewards
VMware 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: Accelerating your profitability based on your achievement of Solution Solution Competencies. Rewarding you for value selling Ensuring your ability to be your customers trusted advisor for virtualization and cloud infrastructure
S o Lu t i o N R e WA R D S ReGioN D e V e Lo P e D C o u N t R Y D e V e Lo P i N G C o u N t R Y
NA 10% 10%
2% 10% 10%
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: Ensuring you are rewarded for value selling and leading with VMware Enhancing your profitability and protecting pre-sales investments Rewarding you for acting as trusted advisors and bringing in new customers
advantage+ BeNefitS oPPReG i N f Lu e N C e
Solution Provider, System Builder, Technology Provider Premier Enterprise Professional & Registered 12% 10% SAFEGUARD 6% 6%
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+ www.vmware.com/go/adplus
Solution Provider Handbook / 22
URL:
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 Provider Handbook / 23
Sales Rewards
VMware 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: Recognizing sales reps achievement of VMware Sales Accreditation Rewarding top sales reps for value selling Providing your sales team with additional incentives to lead with VMware
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. www.vmware.com/go/salesrewards
URL:
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 Provider Handbook / 24
Premier Rewards
The 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 partners discretion. The Premier Rewards Program helps support your business by: Aligning your goals with VMwares go-to-market strategy Recognizing your revenue achievements on a quarterly basis Rewarding you with competitive rebate for meeting or exceeding your revenue targets. Opportunity to receive a 2% rebate for qualified 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
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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: Delivering customized news and updates on the VPN Program, including the latest information on incentives and promotions Better visibility into your opportunities and lead, MDF, Opportunity Registration processes and your training achievements Providing the latest tools, collateral and resources in one location Offering a variety of co-brandable sales and marketing tools which can help you promote your VMware practice Linking you to Partner University and the catalog of training and education available Register for a User Account to Partner Central at www.vmware.com/partners/partners.html
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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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: Identifying your partnership with VMware to customers Utilizing VMware partner logos when promoting your VMware expertise to your customers Correctly messaging VMware product and solution information to your customers
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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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.
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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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.
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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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: Premier Solution Provider-10 support incidents Enterprise Solution Provider-5 support incidents Professional Solution Provider-2 support incidents 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 Providers or an End-Users production environment, or as an escalation path into VMwares engineering. Additional support incidents are available for purchase at special Partner pricing (see your VMware IUL pricelist in Partner Central for eligibility). We also provide additional support through the Partner Resource Training Library, Vmware Knowledgebase and the Support Forums. 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: Ensuring you are able to support your deployments of VMware products Delivering you access to VMware product experts Enabling you to better troubleshoot issues Providing you with an extensive technical library developed from real-world scenarios to access when technical issues arise. Ensuring you have the support of VMware experts as well as your peers through Support Forums
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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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
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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: General program inquiries Partner training through Partner University, Specializations, and Solution Competencies Partner incentives such as advantage+, Solution Rewards, and Sales Rewards Opportunity registration (advantage+) process and status Market Development Funds (MDF) General benefits such as Not-for-Resale and Internal Use license software, and toolkits Partner Central functionality User information for general partner profile updates, Partner Locator and Distributor Locator Supported Languages: English, German, French, Spanish, Italian, Portuguese, Japanese Please check the Partner Support Center page in Partner Central for local phone numbers
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
Ad+ Certifications ELA Events in a Box GRID IUL Marketing Academy MDF NFRs Partner Central Partner Marketing Bureau Partner Support Center Partner Technical Support Partner University PEX Premier Promotions Renewals Sales Rewards SETs Solution Solution Competencies Solution Rewards SolutionTracks Specializations Twitter vmLIVE Schedule VMware Blogs VPP Website in a Box www.vmware.com/go/adplus www.vmware.com/go/partneruniversity www.vmware.com/go/ela www.vmware.com/go/eventinabox www.vmwaregrid.com www.vmware.com/go/iul www.vmware.com/go/marketingacademy www.vmware.com/go/mdf www.vmware.com/go/nfr www.vmware.com/partnercentral www.vmware.com/go/marketingbureau www.vmware.com/go/partnersupportcenter www.vmware.com/go/techsupport www.vmware.com/go/partneruniversity vmwarepartnerexchange.com www.vmware.com/go/premierrewards www.vmware.com/go/promotions www.vmware.com/go/renewals www.vmware.com/go/salesrewards www.vmware.com/go/SET www.vmware.com/go/BecomeAnExpert www.vmware.com/go/solutionrewards www.solutiontracks.com www.vmware.com/go/specializations twitter.com/VMware_partners www.vmware.com/go/vmlive blogs.vmware.com/partner www.vmware.com/go/vpp www.vmware.com/go/websiteinabox
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Copyright 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