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Program Guide
Updated Q3 2015
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Table of Contents
Welcome to the VMware Partner Network. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4
VMware Solution Provider Program Overview. . . . . . . . . . . . . . . . . . . . . . . . . . . . 4
Program Requirements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6
Program Benefits . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8
Partner Central Helpful Links. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11
APPENDIX - Operational Information. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12
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Partner Integrity
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Program Requirements
PROGRAM REQUIREMENTS
PROGRAM FEES AND
AG R E E M E N T S
PROFESSIONAL
Program Compliance
REVENUE
COMMITMENTS
Revenue Minimum 1 , 2
ENTERPRISE
PREMIER
$250 USD
$1,250 USD
No Fee
$250 USD
$1,500 USD
$1,500 USD
VMware will conduct a compliance review at least once a year at program membership renewal, and reserves
the right to confirm compliance more frequently
PROFESSIONAL
No revenue minimum
ENTERPRISE
PREMIER
Transaction Minimum
No revenue minimum
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PROGRAM REQUIREMENTS
CERTIFICATIONS,
TRAINING AND
DEMONSTRATION LABS
PROFESSIONAL
Minimum of 1
Minimum of 1
VMware Certified
Professional (VCP) on Staff
Recommended
Recommended
ENTERPRISE
PREMIER
Minimum of 2
Minimum of 4
Minimum of 2
Minimum of 4
Minimum of 2
Minimum of 4
Minimum 1
Minimum of 1
Demonstration Lab
Recommended
Services Practice
Recommended
MARKETING
PROFESSIONAL
VMware presence on
partners website
see guidelines
VMware Focused Marketing
Initiatives
Quarterly Marketing Plan
(Must be approved by VMware)
Completion of Partner profile
ENTERPRISE
PREMIER
None required
None required
Update required annually
1. Renewal bookings, Training Revenue, and Internal Use Licenses (IUL) do not count towards the revenue commitment.
2. Participating Global OEM Sales will count towards revenue commitment upon an OEM participating in the VPN Revenue Credit for OEM Sales Initiative. Please refer to the Revenue
Credit for OEM Sales Frequently Asked Questions document for more details and a list of participating Global OEM partners.
3. See the VMware Developed Countries flyer for details.
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Program Benefits
To assist in the success of VMware partners, the VMware Solution Provider Program offers a wide range of benefits. These benefits
include access to software licenses, technical support services, training and certification, sales support, marketing, programs. Benefits
will vary depending upon the partnership type and level in the VMware Partner Network programs.
PROGRAM BENEFITS
S O F T WA R E L I C E N S E S
PROFESSIONAL
ENTERPRISE
PREMIER
All VMware offerings made available to Solution Providers in the partners tier. Additional terms may
apply to selected offerings.
Access to the renewals portal and to VMware Renewal Support Page to help drive demand
TECHNICAL SUPPORT
PROFESSIONAL
ENTERPRISE
PREMIER
Discounted Membership
Dedicated email
TSE Talk Live! Session
C E R T I F I C AT I O N S , T R A I N I N G A N D C O N T I N U I N G E D U C AT I O N
Free, online introductory sales training designed to teach partners about virtualization basics and how
to message VMware solutions to new and existing customers.
Free, online, self-paced technical accreditation that uses guided tours, demonstrations and quizzes to
teach technical pre-sales personnel about VMware products and solutions. Designed to be a
springboard for technical people new to selling VMware and virtualization and cloud infrastructure.
Specializations
Designates partners as experts who can deliver focused sales and marketing into specific industry
markets. Earned through a combination of experience in the specific marketplace and successful
completion of VMware training.
Webcasts (vmLIVE)
Hear the latest VMware news and learn about virtualization trends from industry leaders and VMware
executives on vmLIVE, our weekly interactive radio show. Check out our calendar to learn more about
upcoming topics.
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.
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PROGRAM BENEFITS
SALES SUPPORT
Account Management
PROFESSIONAL
ENTERPRISE
PREMIER
Business Planning
Recommended
Partner Central
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
The VMware Partner Success Center is designed to assist new VMware partners get up-to-speed
selling VMware products more quickly, as well as help existing partners with non-technical
questions regarding the VPN Partner Program. Multiple language support is available 24 hours a day,
5 days a week
Solution Rewards
PROFESSIONAL
ENTERPRISE
PREMIER
2 percent
10 percent
12 percent
Register qualified products under Advantage+ and be on your way to receiving additional incentives
on top of your Advantage+ discounts if you close the deal
Eligible partners who have an approved registration can receive
dedicated development funds if the opportunity is fulfilled by
another VMware Partner. Dedicated Development Funds are
earned through the Advantage+ and ELA Preferred Pricing programs
Partners are eligible after achieving qualifying VMware Solution Competencies. As of July 1, 2015,
Premier Solution Provider partners will be eligible to earn an additional 2% Premier Bonus rebate on all
of their qualifying Solution Rewards sales. Premier Partners will be eligible for this additional bonus in
Solution Rewards on all qualifying sales, no goal attainment
10 percent
3 percent
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PROGRAM BENEFITS
SALES RESOURCES
PROFESSIONAL
ENTERPRISE
PREMIER
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. SETs are built around IP from VMwares Professional
Services Organization
MARKETING SUPPORT
Development Funds
Demand Center
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
Power Plays
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.com
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
1. 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.
2. Refer to the NFR Policy Guide on Partner Central for product and program level eligibility for all other products.
3. Refer to the IUL Policy Guide on Partner Central for details on the No-charge Internal use License availability.
4. 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.
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www.vmware.com/go/adplus
Demand Center
www.vmwaredemandcenter.com
Development Funds
www.vmware.com/go/devfunds
www.vmware.com/go/ela
www.vmware.com/go/epp
www.vmware.com/go/iul
www.vmware.com/go/leads
www.vmware.com/go/nfr
Partner Central
www.vmware.com/go/partnercentral
Partner Link
www.vmware.com/go/partnerlink
Partner Locator
partnerlocator.vmware.com
www.vmware.com/go/partnersuccesscenter
www.vmware.com/go/techsupport
Partner University
www.vmware.com/go/partneruniversity
Power Plays
www.vmware.com/go/powerplays
Promotions
www.vmware.com/go/promotions
Renewals
www.vmware.com/go/renewals
Solution Competencies
www.vmware.com/go/solutioncompetencies
www.vmware.com/go/SET
Solution Rewards
www.vmware.com/go/solutionrewards
Specializations
www.vmware.com/go/specializations
www.vmware.com/go/spp
Subscription Services
www.vmware.com/go/partnercentral/sdp
twitter.com/vmware_partners
vmLIVE Schedule
www.vmware.com/go/vmlive
VMware Blogs
blogs.vmware.com/partner
www.vmware.com/go/vcp
www.vmware.com/go/vpp
www.vmware.com/go/vsp
www.vmware.com/go/vtsp
www.vmware.com/go/vspbootcamp
www.vmwaredemandcenter.com/VMware-Partner-Demand-Center/
Website-Content-Syndication
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Subscription Services
VMwares Subscription Services are defined in the
Subscription Services supplement to this guide that
is available on Partner Central.
Unique Partner
Identification Number
Upon program authorization, VMware will provide each VMware
partner in a country with a unique Partner Identification Number.
This VMware Partner ID is required for all orders, including
registering opportunities and Internal Use Licenses (IUL). 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.
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