Vmware solution provider program guide

They have a deep understanding both of VMware core components and their relation to storage and networking, and also of datacenter design methodologies.

They also possess knowledge of applications and physical infrastructure, as well as their relationship to the virtual infrastructure. Please contact the Training Center for pricing. Visit Partner Central for training schedules and details. Steps to obtaining certication including recommended and required courses, class schedules, and testing center locations can be found in the Partner University section of Partner Central, www.

A complete overview of VMware training opportunities is available on Partner University. Continuing Education VMware Partner University offers various continuing education opportunities that allow Partners to educate themselves in VMware solution areas. Many of our courses are offered in live, online, instructor-led and e-learning formats. Through an interactive format of classroom presentation, whiteboard tutorials, and role-play scenarios, we teach partners how to present a comprehensive whiteboard solution to senior IT management, application owners, and C-level executives.

VMware SolutionTrack is an integrated, interactive and multifaceted selling model designed to shorten time-to-market for selling VMware solutions. SolutionTrack kits are currently available for VMware Cloud Infrastructure and Desktop Virtualization; new topics are being developed and updated regularly.

Each SolutionTrack topic includes: 1-day intensive Partner Symposiums, held worldwide. In-depth solution messaging, positioning and hands-on solution whiteboard presentation skills development. Complete SolutionTrack Sales Kit provided to all attendees. Expand your business with existing customers or gain new account business by attending these SolutionTrack Express sessions. Quickly obtain solution insight, a synopsis of the ready-to-use materials, and actionable steps you can take within 72 hours.

Learn to sell the solutions that your customers are asking about. It shows Partners how to have an interactive conversation with customers on VMware virtualization and cloud infrastructure solutions and how to uncover sales opportunities.

Courses are offered in 32 different languages. These sales trainings help Partners identify VMware virtual infrastructure sales opportunities, build credibility and end user perceived value, and articulate how a VMware virtual infrastructure solution can address the customers business challenges.

Certain restrictions apply. Premier Rebates are generally established as follows: 1. VMware will communicate those revenue targets to Premier Partners. Premier Partners that accept and meet the quarterly revenue target by the VMware-specied date will be eligible for rebates. Because VMware has no visibility into prices charged to Partners by Distributors, rebate amounts are based on net license revenue received by VMware from Distributor, plus a simulated but uniform uplift.

Rebates are paid quarterly. Use of rebates is at the Partners discretion. Sales Support VMware is committed to providing its Partners with the resources they need to increase revenue and grow prots. Account Management Depending upon the level of Partnership, VMware assigns an account manager, and provides a contact or a contact mechanism for the management of ongoing sales related requests.

For eligible VMware Partner levels, the VMware account manager will work with Partners to determine the expectations and commitments of each party for the given quarter. Premier Rewards Premier Solution Provider Partners that meet or exceed revenue targets set by VMware are eligible to receive a quarterly rebate, as outlined here and described in more detail in the VMware Premier Rewards Program terms and conditions.

Please check the Premier Rewards Program terms and conditions for qualication criteria. Solution Rewards VMware Solution Rewards is a nancial incentive program that rewards Partners who have demonstrated their dedication to virtualization and cloud infrastructure practices and their investment to drive VMware solutions. The program increases the emphasis on solution selling and the value of Partner-led activities. Under the Solution Rewards program, Partners that achieve VMware Solution Competencies 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.

A complete overview of the VMware Solution Rewards Program including rebate percentages, process guides and terms and conditions is available on the incentives section of Partner Central.

Sales Leads VMware executes regular sales and marketing programs, such as seminars, events, and email campaigns, to help drive demand and generate leads for VMware virtual infrastructure solutions. VMware Enterprise and Premier Solution Provider Partners are eligible to receive qualied and unqualied leads from these sales and marketing activities.

Leads are distributed to eligible Partners based upon geography and a match between the customers requirements and the Partners solution focus, skill set and experience. Leads are made available to eligible Partners via our leads tools in Partner Central. Achieving the Competencies is required for access to each corresponding library. Through Sales Rewards,. Eligibility and benets for Sales Rewards may vary by Partner type, program level, Partner location, and promotion. Services and Solutions Development and Delivery VMware offers a variety of services development resources, programs, tools and communications to help Partners develop and deliver virtualization services in the marketplace.

Partners use of such resources and materials are subject to the terms set forth below in this guide. Services Materials To help develop, extend and deliver virtualization and cloud infrastructure solutions based on VMware technology, VMware provides certain Partners with access to a variety of services development resources. Examples of service materials are tools, calendars, report templates, documentation, service delivery guides, Solution Enablement Toolkits SETs , product information, and virtualization methodologies collectively Services Materials.

Partners use of Services Materials in general must be in accordance with the terms of this guide. Terms of Use for Services Materials VMware grants eligible Partners who have access to the Services Materials, a non-exclusive, revocable at will, limited license to use Services Materials for the sole purpose of developing offerings that will support the selling of VMware solutions, and in connection with providing consulting services related to the use, operation, installation and conguration of VMware products.

Services Materials shall not be sold or otherwise provided to any third party except where third party independent contractors or subcontractors having a VMware VCP certication are performing on a Partners behalf and require access to the Service Materials to fulll the obligations of the Partner to Partners customers. Partner shall in no event distribute or transfer Services Materials to customers, except, in the case of SETs, as specically provided for herein.

In such limited instances, VMware grants Partner a limited license to redistribute such Customer Deliverable Elements to customers solely for such customers internal use in conjunction with the purchase and utilization of VMware products and solutions. No other right or license, stated or implied, shall be granted to customer. Services Materials labeled Condential are VMware Condential Information as that term is dened in your Program Agreement, and may not be shared with third parties without prior written consent from VMware.

Copyright notices appearing in Services Materials may not be removed. Services Methodology VMware Solution Providers are encouraged to have a documented services methodology. The methodology should cover all aspects of a service engagement including assessing a project, planning the engagement, building the system, and deploying the solution. The methodology should be a repeatable process that ensures the VMware Partner can and does deliver consistent high-quality service engagements.

Partners developing virtualization offerings and solutions are encouraged to integrate existing methodologies with VMwares Virtual Infrastructure Methodology VIM.

VIM is designed to improve virtualization and cloud infrastructure solutions and delivery through aligning organizations business goals and strategies with virtualization infrastructure deployments. Virtualization Practice VMware Partners are encouraged to have a virtualization practice.

The practice incorporates virtualization technology into a solution, supported by a repeatable services methodology. The solutions within the practice solve real-world business problems through services and VMware technology. Partners interested in developing a virtualization practice are encouraged to work with VMware to identify complementary practice areas and skills such as Infrastructure Virtualization, Desktop Virtualization, Business Continuity or Virtualization Management.

The lab environment helps Partners learn about and gain skills on VMwares technology, and is used to develop services-focused virtualization solutions. Depending on Partnership level, VMware Partners are eligible for no charge software via the NFR policy that supports the creation of a virtualization lab. Marketing Support VMware offers a variety of marketing resources, programs, tools, and communication vehicles to help its Partners market and sell VMware virtual infrastructure solutions.

Marketing Account Management Depending upon the level of partnership, VMware either assigns a marketing account manager, provides a contact or provides a mechanism for the management of ongoing, marketing-related requests.

This plan is designed to help certain Partner types and levels in the VMware Partner Network plan and execute sales and marketing activities to help grow the Partners VMware business. MDF should be used primarily for external marketing and sales activities intended to create demand, attract new VMware customers, cross-sell to existing customers, and generate sales.

MDF can help you generate more marketing activities, raise awareness for VMware virtual infrastructure software products and solutions in your market area and drive new business. MDF Guidelines include a wellbalanced, comprehensive list of eligible marketing and sales activities designed to uncover new business opportunities, drive sales, and effectively expand market share. MDF also enables VMware to work closely with our Partner community and leverage our joint marketing successes.

These marketing programs are developed specically for Partner use and help maximize MDF usage and Partner expenditures associated with marketing VMware virtual infrastructure solutions.

Customized marketing programs are included as part of the marketing planning process. This easy to install content syndication program is at no cost and enables you to: Promote multiple solutions and products in several languages.

Partner Central can be accessed at www. You can nd marketing and demand generation information under the Marketing tab in Partner Central. New product content and assets are automatically updated to your website Display shared content in formats that match your brands look and feel Offer free product evaluations and capture lead information Includes special offer page with the latest promotions and discount To learn more about Website-in-a-Box and tour how it works, visit www.

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.

Visit www. To request additional support for a seminar, please contact your VMware Partner Business Manager directly. Simply utilize VMware Grid to easily customized and launch a co-branded campaign. An additional cost may apply. The Partner Marketing Bureau will: Help you understand VMware marketing programs Be an extra set of hands to execute your co-branded campaigns.

Provide guidance on how to find marketing assets on Partner Central To get started, simply get in touch with the Partner Marketing Bureau in your regions. This information is posted under the Marketing tab in Partner Central. VMware Marketing Academy VMware Marketing Academy is a 9-module Learning Plan to educate the novice marketer or refresh the experienced marketer on marketing fundamentals and best practices.

The goal of Marketing Academy is to help partners increase their marketing effectiveness to drive more leads and ultimately more revenue. Partners can utilize the VMware Partner Prole to present and differentiate their solutions and services from the competition.

Proles describe the Partners company, capabilities, and solutions. The VMware Partner Locator is a comprehensive, online, searchable listing that reects the Partners relationship with VMware, and promotes their skills, expertise and offerings to customers and prospects as well as VMware sales managers and other employees. Social Media Receive the latest updates and insights from our global Partner leaders by participating in our social media opportunities.

Sign up now! S linkedin. Newsletters typically contain product updates, and Partner Program updates, including new program benets, promotion information and more.

These short emails highlight promotions and sales tools, quality training information, and tips on how to deliver quality service and technical support. If you would like to opt out of Partner communications, please update your communications preference by logging in to Partner Central www. Select No as an option and click Save. Featuring numerous track sessions, user group meetings, guest speakers, a Solutions Expo, and evening events, the VMworld conference offers a unique learning and networking opportunity.

Covered by analysts and journalists, this event is a terric opportunity for Partners to directly interact with and present their solutions and services expertise to customers and the press. We understand your need for a conference that focuses on Partner education and enablement and well deliver. The program is designed to deliver content specic to your job role and business needs.

Sessions will 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. Attendance is by invitation only. When appropriate, information is posted on Partner Central and will be included in the VMware Partner Newsletters and other communications.

VMware Partner Identifier and Logo Usage VMware Partners can promote their partnership with VMware by displaying the appropriate VMware Partner identier on their web sites, in advertisements and customer communications, and other marketing materials. Brand and logo usage guidelines and logo les can be accessed and downloaded from Partner Central www. Logos are available in.

EPS and. GIF formats. Only one 1 plaque will be provided per Premier level Partner. To that end, the VMware Solution Provider Program requirements are structured to create a cohesive, collaborative Partner community to sell and deploy VMware virtual infrastructure solutions to end customers. Non-payment of the program fee within 30 days of invoice date may result in re-leveling of the Partner.

Program fees may vary depending upon the partnership level, or whether the Partner is located in a Developing country as dened earlier in this Program Guide. Initial Program Fee The initial program fee is payable upon Partners execution of the applicable program enrollment agreement, and prior to acceptance into the program.

Partners will have 30 days to submit payment or their application may be declined. Revenue Commitments VMware Solution Providers participating in the program are required to meet revenue minimums at the Professional, Enterprise and Premier Partner levels.

This amount represents closing at least one transaction per year of one of VMwares core products, demonstrating selling capabilities, knowledge of VMware products and basic technical knowledge. This amount represents multiple transactions in a year, or the sale of one of VMwares more technically sophisticated solutions, demonstrating selling efficiency and more sophisticated technical knowledge.

This amount approximates the historical minimum annual revenue of our top-performing Partners, accounting for reasonable market growth, demonstrating. Annual Renewal Fee Annual renewal fees are payable each year to continue program membership. Partners will receive an invoice for their annual renewal fee for the program level in which they.

Partners expertise in selling sophisticated VMware solutions efficiently and prociently, and justifying VMwares commitment to promoting sales through its top-performing channels. VMware will check compliance at least once a year upon program membership renewal, and reserves the right to conrm compliance more frequently. Partner Proles are an important mechanism in promoting our Partners value-add to prospective and existing customers, as well as VMware sales managers.

VMware may also require support, marketing, and technical contacts to be included in the Partner Prole. Partner Proles must be updated regularly and at minimum annually. It is the responsibility of the Partner to ensure their prole is kept up-to-date.

Partner prole updates can be completed online by going to Partner Central www. Activities can include, but are not limited to advertising, events, seminars, direct mail, email-based customer communications, etc. Premier Partners are required to post the VMware Partner logo on their web site and show the VMware solution descriptions.

Required Partner marketing activities should also be outlined in the quarterly marketing and business plan. Quarterly Marketing Plan Quarterly marketing plans are required depending upon Partner type and level. These plans are typically included in the quarterly business planning process and help to ensure that business and marketing goals are synergistic.

VMware strongly recommends all Partners assign a VMware Champion, even if it is not a program requirement for the Partners Partnership level. Partner Executive Sponsorship For certain partnership types and levels VMware requires Partners to assign senior level ownership to facilitate and maintain an ongoing relationship with VMware. Typically, this requires one executive contact and one primary account manager within the Partners organization. VMware Solution Competencies designate partners as product solution experts who can deliver unique sales, marketing and product benets across all markets.

VMware Specializations are designed around specic market opportunities and designate partners as experts who can deliver focused sales and marketing into specic industry markets. Competencies are earned through a combination of in-depth training and customer references. Each competency has a unique set of requirements and provides exclusive benets. The following descriptions can be used to determine which VMware competencies are right for your business. Designation of expertise that recognizes your companys experience in virtualizing and consolidating customers server environments.

Designation of expertise that recognizes your companys experience in designing and implementing VMware virtualization solutions for data protection, high availability and disaster recovery. Designation of expertise that recognizes your companys experience in deploying VMware solutions for virtualizing desktops and applications.

Designation of expertise that recognizes a companys experience in the virtualization of business critical applications with VMware. Competency Benets and Requirements do not vary by Partner type or program level. A quarterly back-end rebate is provided for sales of related products for the eligible Competencies.

Rebates are calculated based on list license price. Exclusive library of tools, templates, services intellectual property IP and assets to create Partners unique productized and branded solution around VMware technology Access to technical solution experts in the eld for Premier Partners. Eligibility to receive available funding for VMware approved marketing campaigns, proof of concept and lead generation activities VMware sponsored joint Partner success story on approved customer references.

Press release templates showcasing Partners achievement of Competencies. Available in select regions only. Internal communication vehicles to promote Partners to Field Sales and Systems Engineers as the Go to Partners for customer engagements. Eligible Partners can earn and be authorized into multiple Solution Competencies to maximize on all available benets.

Infrastructure Virtualization is the rst Competency that must be achieved prior to attaining any of the other Solution Competencies. VMware requires the following accreditations and customer reference criteria to be met to earn a VMware Competency. The accreditations can be completed by one or multiple individuals in the company. However, courses within an accreditation not listed here must be completed by the same individual:.

Customer reference required within one year of enrollment. Customer reference validation required within one year of enrollment. Eligibility Partners may earn one or more VMware Solution Competencies that best align with their current and future business interests. The Infrastructure Virtualization competency is a pre-requisite to earning additional competencies.

Begin with Infrastructure Virtualization which is a pre-requisite to attaining the other Solution Competencies. Reference customer must also be submitted as part of the enrollment process. The enrollment form will also be automatically pushed out to the primary business owner upon completion of the required training. Validity and Expiration A Solution Competency is valid as long as the requirements for that competency are maintained. Competency requirements comprise a combination of training and customer reference validation criteria.

Partners must hold the most current accreditations or one revision back for the competency. Additional product and services training requirements may be incorporated into a given Competency as new products become available. Customer references are valid for a period of two years. Prospect customers are valid for one year. Partners are re-evaluated at time of membership renewal to ensure they are compliant with all then-current training and customer reference requirements.

Specializations are earned through a combination of experience in the specic marketplace and successful completion of the VMware training. Partners may earn one or more VMware Specialization that best aligns with their current and future business interests. The Specialization benets and requirements listed below are in addition to the benets and requirements of the applicable Partner Program of the VMware Partner Network. Through Specializations, partners have access to market-specic pricing, education and information.

VMware Specializations enable partners to drive cross-sell and up-sell revenue opportunities in their area of expertise. Federal licensing programs that support and reduce the sales cycle VMware Specializations Available Today VMware offers the following Specializations, each designed around specic VMware markets. Each Specialization has a unique set of requirements and associated benets. The following descriptions can be used to determine which VMware Specializations are right for your business.

A designation recognizing your companys expertise and experience addressing solutions unique to Academic market requirements, integrating VMware technology to address these needs and bringing business value solutions to Academic business applications. A designation available to VMware partners in the United States engaging in sales, design, development, and integration of virtualization solutions and services to the U. Federal Government A designation distinguishing you based on your expertise in the Healthcare marketplace and recognizing your companys investment in driving integration of VMwares technology to differentiate and deliver healthcare solutions.

Validity and Expiration A VMware Specialization is valid as long as the requirements for that specialization are maintained. Specialization requirements include successful completion of the associated market-specic experience and testing.

Partners must demonstrate capability to sell into the specic marketplace. Partners are re-evaluated at time of membership renewal to ensure they are compliant with all then-current training.

Academic Specialization The VMware Academic Specialization distinguishes and rewards partners based on their expertise in the Academic marketplace. VMwares Academic Specialization will further enable you to drive revenue opportunities in the Academic marketplace. Academic Specialization Benets and Requirements do not vary by Partner type, program level or location such as Developed versus a Developing country. Press release templates showcasing Partners achievement of Specializations.

Eligibility Partners may earn one or more VMware Specialization that best aligns with their current and future business interests. All Premier, Enterprise and Professional partners from the following partner programs are eligible to earn the VMware Academic Specialization.

Registered partners are not eligible to participate in the Academic Specialization program. Federal Specialization is designed to reward you as a strategic VMware partner, providing specic access to VMwares full range of Federal products and services.

The U. Federal Specialization supports the unique needs within this market and addresses how to go-to-market with VMware solutions. Demostrated U. Federal Capability or History The U. Federal Specialization provides incentives to partners who make an investment with VMware. VMware reserves the right to limit the number of U. Federal Specialization partners. The VMware U. Federal Specialization distinguishes and rewards partners based on their expertise in the Federal marketplace.

With the VMware U. Federal Specialization, you gain access to sell into the U. Federal Government as well as access to unique Federal SKUs and specic government market information. VMwares U. Federal Specialization will further enable you to drive revenue in the U. Federal marketplace through cross-sell and up-sell opportunities. Federal Specialization benets and requirements listed below are in addition to the benets and requirements of the applicable Partner Program of the VMware Partner Network.

Federal Specialization Benets and Requirements do not vary by Partner type, program level or location such as Developed versus a Developing country. VMware U. Demonstrate capability to sell into the U. Federal market. Successful completion of U. To remain in the program, annual VMware U. Federal marketplace either through VMware U. Healthcare Specialization The VMware Healthcare Specialization distinguishes and rewards partners based on their expertise and investment in the Healthcare marketplace.

With the VMware Healthcare Specialization, you gain access to VMware Healthcare specific branding and a range of market specic information and resources enabling you to drive deeper customer relationships, creating more cross-sell and up-sell opportunities. Healthcare Specialization Benefits and Requirements do not vary by Partner type, program level or location such as Developed versus a Developing country.

Access the latest healthcare industry and competitive information through quarterly webinar series. Selected companies will be awarded Healthcare Specialization. VMware, Inc. All rights reserved. This product is protected by U. VMware is a registered trademark or trademark of VMware, Inc. All other marks and names mentioned herein may be trademarks of their respective companies.

Open navigation menu. Close suggestions Search Search. User Settings. Skip carousel. Carousel Previous. Carousel Next. Check out our calendar to learn more about upcoming topics. Certification validates partners ability to successfully employ current VMware products using best practices in operational environments.

Courses and exams are required for initial certification. Conducted in both leader-lead and virtual event formats, you get the same training content as VMwares online, on-demand VSP courses, but with the added benefit of instructor guidance, interactive discussion and networking with your peers.

Web-based portal with content customized to the partners program, level and role with dedicated pages for products and solutions, promotions, sales tools and marketing tools to help develop your virtualization practice.

Multiple language support is available 24 hours a day, 5 days a week. Premier Partners will be eligible for this additional bonus in Solution Rewards on all qualifying sales, no goal attainment. Enables VMware to count VMware platform sales through participating OEM partners towards the partners VMware revenue requirement, enabling progression to higher levels within the program. Requires completion of digital opt-in agreement. One year of subscription services included for partners in good standing for product demonstration and training purposes.

Under no circumstances can these NFR software copies be copied, resold, hosted for or distributed to any third party or used for partner information processing or computing needs. Available after achieving qualifying VMware Solution Competencies.

A Solution Enablement Toolkit SET is a collection of sales, marketing, technical and service delivery assets that enable partners to create and deliver their own packaged solutions.

Certain program eligibility criteria apply and service levels must be met to participate. For qualified partners, VMware offers the opportunity to receive Development Funds to help generate more marketing activities, raise awareness of VMware products and solutions and drive new business.

Includes proposal-based financing, marketing planning sessions, pre-approved quarterly development funds spend and development fund management tools. Central resource for VMware Integrated Marketing Campaigns that drive demand for VMware solutions, generate leads and enable partners to build pipeline.

This platform provides partners with a greater degree of customization to address their branding and content needs. As part of a strategic, global effort to drive focus, profitability and value for VMware partners, VMware synchronizes enablement, marketing programs, sales resources, end-user promotions and most importantly increases partner incentives across key VMware Solution Power Plays.

Partners can utilize 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.

Partner Profiles provide valuable information about your company and the VMware solutions you offer. Information from the VMware Partner Profile is used to populate the Partner Locator, a comprehensive, online, searchable listing that reflects your relationship with VMware. Partner Locator is accessible to customers on vmware. VMware partners can promote their partnership by displaying the appropriate identifier on their websites, in advertisements and customer communications, and other marketing materials.

Brand and logo usage guidelines and logo files can be accessed and downloaded from Partner Central. Logos are available in. EPS and. GIF formats. Pre-approved news release templates and quotes for announcement of attainment of tier or Solution Competency.

Accreditation and Certification requirements and curriculum may change as VMware products and requirements change. As a result, partners may be required to procure additional training and certification to ensure their product skills are up-to-date. To the extent that new certifications or accreditation are released, VMware recommends that partner complete the latest version available.

Partners cannot be more than one release behind the current version in their accreditation or certification. Partners who do not have the correct number of individuals with a current training status risk being re-leveled to a lower program status. Individual leads assigned to a partner must be followed up on within the timeframes in the service levels as stated in the program terms and conditions see Lead Sharing FAQ for service levels. Any leads assigned to a partner where the partner fails to meet the stated service levels may be pulled back by VMware and reassigned to another partner participating in the program.

This counts toward fulfillment of their revenue requirement. Partners must digitally sign an opt-in agreement. Partners receive credit starting with sales in the month in which they sign the opt-in agreement.

The VMware Partner ID is referenced in order to allocate proper discounts and to calculate specific program benefits, such as Development Funds, when applicable.

Purchase Authorization and Discounts for VMware Solutions Partners that wish to resell VMware solutions and that meet the requirements outlined in this guide can qualify to receive discounts on VMware products through authorized VMware distributors. Please contact your preferred distributor or your VMware Partner Business Manager for more information. All rights reserved. This product is protected by U. VMware is a registered trademark or trademark of VMware, Inc. All other marks and names mentioned herein may be trademarks of their respective companies.

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