Solution Provider Handbook - OCS

Solution Provider Handbook 

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 

Your Guide to VMware Partner Network Resources 

VPN Program – Steps to Success 

VMware is committed to helping our partners build and sustain a thriving VMware virtualization and cloud computing practice. 

The VMware Partner Network (VPN) has been designed to enable and reward you as you sell, build, develop, or train on 

VMware products and solutions. 

This Global Partner Marketing Guide provides an introduction to the benefits available to our partners, and we encourage you 

to review it, and then get started with our Steps to Success: 

Steps to Success 

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

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

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

VMware expertise. 

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

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

5. VPN Foundation— Through Partner Central, our partner portal, you have access to the most up-to-date information, 

regular newsletters, social media and you can get any questions regarding the VPN Program answered via phone or email 

24/5 through our Partner Support Center. 

1. Enable 

Training 

Certfication 

Competency 

Specialization 

Events (PEX) 

4. Rewards 

Sales Rewards 

Advantage+ 


Premier Rebates 

1. Enable 

4. Rewards 

Success Cycle 

5. Foundation 

Foundatio on 


Partner Partneer 

CCentral 

entraal 

New Newsletters wslet tters 

Socia Social al Media MMedia 

Partn Partner er Su Support uppoort 

Center 

NFR NFR/IUL/Sales R/IULL/Saales 

tool 

Tec Technical chnical Support SSupport 

3. Sell 


Partner Logo and Locator 

GRID/WiaB/EiaB 

Event Support 

Marketing Bureau 

MDF 

Events (VMworld) 

3. Sell 

VPP 

ELA 

Renewals 

SETs 

Promos 

Solution Provider Handbook / 2











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8. Appendix 


Solution Provider Program Benefits At-a-Glance 

BeNefitS RequiReMeNtS 

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 

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

VPN Partner Benefits At-a-Glance 

• VPN Program Enrollment Agreement 


• 1 VSP and 1 VTSP 

• $250 Annual Fee; $0 in developing countries 

• Revenue Minimum 


• 2 VSP, 2 VTSP and 2 VCP (1 each for developing 

Countries) 

• Infrastructure Virtualization Solution Competency 

• $1,500 Annual Fee; $750 in developing countries 



• 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 


• Partner Internal Champ 

• Partner Executive Sponsorship 












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8. Appendix 



Get enabled: Accreditations and Certifications 

As a VPN Partner, you are required to have on staff a minimum number of technical and sales certifications based on your 

Partnership level. Completion of these requirements opens up your business to the benefits of your Partnership level, and 

accelerates your opportunities to drive new business and profitability. 

Achieving Accreditations will help you grow your business by: 

• Expanding your expertise in virtualization and cloud infrastructure 

• Being able to clearly demonstrate VMware products and solutions 

• Recognition of having achieved accreditation from the leaders in virtualization and cloud infrastructure. 

VMware Sales Professional (VSP) Accreditation for 

Sales Professionals 

Get up to speed quickly on VMware products and 

solutions with VSP training. Our introductory sales 

training course is available online, at no charge, and is 

designed to teach you virtualization basics and how to 

message VMware solutions to new and existing 

customers. 

VMware Technical Sales Professional (VTSP) Accreditation 

for Pre-Sales Professionals 

VTSP is designed to be a springboard for those new to 

selling VMware, virtualization and cloud infrastructure. It 

includes overviews, basic installation instructions, initial 

configurations and technical best practices for VMware 

products. It is an online, self-paced technical 

accreditation. 

VMware Certified Professional (VCP) Certification for 

Post- Sales and Services Professionals 

The industry recognized VMware Certified Professional 

Program offers you the knowledge, skills, and credentials 

to deploy and maintain VMware virtualization and cloud 

infrastructure technology. 

URL: www.vmware.com/go/partneruniversity 

To become a VCP, you are required to attend an 

instructor-led training course to learn best practices and 

gain hands on experience on VMware products, as well as 

demonstrate your knowledge and skills to the satisfaction 

of VMware. 

Revenue Acceleration through Training Investments 


VPN Program Steps to Success 




Partner university 






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8. Appendix 


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. 

Get enabled: Partner university 

Training options in Partner University are categorized to facilitate 

navigation on the site and direct you to the right options based on role, partner type, solutions, or skills development. You 

can follow a prescribed roadmap for training or build a learning path to meet your unique needs. 

In addition to the industry-recognized sales and technical accreditation and certification programs available through Partner 

University, you’ll find the following training opportunities: 

• Partner University TV – A video library that offers 24/7 access to subject matter experts delivering training, event keynote 

presentations or VMware updates. Selected content is searchable down to the spoken word or phrase, as well as by 

category. 

• Regional Training Workshops – Review upcoming Sales or Technical training events happening in a city near you. Register 

online to reserve your seat in these free training opportunities with the local VMware team. 

• Training Webinars – Whether it’s a webinar series to get you up to speed quickly on a VMware solution or a topical webinar 

that includes Q & A with a subject matter expert, these frequent online sessions make it easy to stay up-to-date on VMware 

products and programs. 

• Skills Building Courses – Need a better understanding of VMware pricing and licensing? Want to develop solution-based 

whiteboard presentation skills? Would you like to be more knowledgeable about the competition? VMware offers a variety 

of courses thatgive you a competitive edge and fast track your way to success. 

Eligible Partner: All Authorized VMware Solution Providers 

URL: www.vmware.com/go/partneruniversity 












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8. Appendix 



Get enabled: 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. 


URL: www.vmware.com/go/BecomeAnExpert 












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8. Appendix 



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. 

VMware currently offerAcademic Specialization, US Federal 

Specialization (U.S. only ) and Healthcare Specialization (U.S. only). 

Get enabled: Specializations 

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 


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

“(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 









Partner exchange 



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8. Appendix 


Partner exchange 

Get enabled: 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 


URL: www.vmware.com/go/partnerexchange 












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8. Appendix 



Get enabled: 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 


URL: www.vmware.com/go/marketingacademy 












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8. Appendix 


GRiD 

There’s no need to hire marketing consultants to 

recreate and customize VMware messaging for your 

own e-mail, direct mail, advertising and 

telemarketing campaigns – simply utilize VMware’s 

all inclusive partner ready campaigns. We offer easily 

customizable packages that allow you to quickly 

build, execute and manage a variety of dynamic 

co-branded multi-touch marketing campaigns to 

build awareness and generate leads for your 

business. 

Create Demand: GRiD 

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 


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



VPN Partner Benefits At-a-Glance 

Get Enabled 



Solution Solution Competencies 





GRID 







Sell VMware Solutions 





Earn Rewards 


advantage+ 

Sales Rewards 


VPN Foundation 



Partner Communications, Blogs and Social 

Media 

Partner Profile and Partner Locato 



(IUL) 


Appendix 



Augment your marketing efforts working with our Partner Marketing Bureau when developing your campaigns. Our staff will 

assist you in navigating the process of campaign development to frive higher quality leads and pipeline. 

The Partner Marketing Bureau will: 

• 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 


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

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

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

Create Demand: Partner Marketing Bureau 

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












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8. Appendix 



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 doesn’t require 

advanced HTML skills. With Website-in-a-Box, you 

are in complete control of your statistics and leads 

generated from your website visitors, and can 

quickly view and manage them via the Partner 

Console. Website-in-a-Box is also available in several 

languages. 

The Website-in-a-Box tool can help you support 

your business by: 

• Promoting VMware products and solutions 

• Automatically refreshing your site’s VMware content 

• Displaying shared content in formats that match your brand’s look and feel 

• Supporting your lead programs with rich dynamic multimedia content 

• Generating leads and pipeline for your business 

Eligible Partner: Registered, Professional, Enterprise and Premier 

URL: www.vmware.com/go/websiteinabox 

Create Demand: Website in a Box 












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event in a Box 











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8. Appendix 


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 you’ll need to market and 

host events on VMware vSphere, Customer Cost Savings, 

Disaster Recovery, and Green IT. 

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

• 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. 


URL: www.vmware.com/go/eventinabox 

Create Demand: event in a Box 












GRID 




Seminar and event Support 










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8. Appendix 


Seminar and event Support 

Create Demand: Seminar and event Support 

In addition to the Event-in-a-Box tool, VMware often co-sponsors regional partner events and can provide you with 

additional resources including listing your event on the VMware corporate web site and providing you with co-brandable 

marketing collateral and giveaways. 

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

Seminar and Event Support can help support your business by: 

• Helping you promote your event on the VMware Corporate Events webpage to drive more registrations. 

• Enabling you to promote your business on VMware co-brandable collateral 

• Offering a variety of cost-effective giveaways to help promote the VMware brand at your events 

Eligible Partner: Enterprise and Premier Solution Providers 












GRID 





Market Development funds (MDf) 









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8. Appendix 


Market Development funds (MDf) 

Create Demand: Market Development funds (MDf) 

VMware offers Market Development Funds (MDF) to qualified Enterprise and Premier level VMware Partners. MDF is used 

primarily for external marketing and sales activities intended to create demand, attract new VMware customers, cross-sell to 

existing customers, and generate sales. Our MDF Guidelines include a well-balanced, comprehensive list of eligible marketing 

and sales activities, and we work closely with you to develop marketing activities that promote your partnership with 

VMware and your own business and solutions. 

MDF can help you grow you business by: 

• Extend your marketing budget with shared resources with VMware 

• Generating more awareness and demand generation activities 

• Driving new opportunities and increasing your sales pipeline 

• Expanding your market share 

• Growing your contact database 


URL: www.vmware.com/go/MDF 












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8. Appendix 



Create Demand: 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 

Eligible Partner: Select Enterprise and Premier Solution Providers 

URL: www.vmware.com/go/leadsprogram 












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8. Appendix 



Sell VMware Solutions: Volume Purchasing Program (VPP) 

The VMware Volume Purchasing Program (VPP) provides incremental, tier-based discounts for VMware customers over a 

rolling two-year period. The VPP offers: 

• Cumulative Program where qualifying purchases are aggregated (in the form of “Points”) over a rolling eight-quarter 

period. 

• Discount Levels are earned automatically based on purchase volumes. 

• Easy-to-use online portals for membership enrollment and for tracking eligible discounts. 

• Globally consistent program rules that allows discount sharing between customers and their affiliates. 

LeVeL PoiNtS DiSCouNt 

1 250-599 4% 

2 600-999 6% 

3 1,000-1,749 9% 

4 1,750+ 12% 

The Volume Purchasing Program helps you grow your business by: 

• 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 

Eligible Partner: Enterprise and Premier 

URL: www.vmware.com/go/vpp 












GRID 









enterprise Licensing Agreements (eLAs) 





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8. Appendix 


Sell VMware Solutions: enterprise Licensing Agreements (eLAs) 

enterprise Licensing Agreements (eLAs) 

VMware’s Enterprise Licensing Agreements (ELAs) provide customer-focused incremental discounts that made available 

through strategic VMware partners. VMware is a partner-focused company and wherever possible will transact business 

through its network of partners and distributors rather than directly with end user customers. 

Enterprise and Premier partners can be rewarded with preferred pricing on ELA’s through the VMware’s ELA Preferred 

Pricing Program. It is important for you to register qualified ELA opportunities in the Opportunity Registration system on 

Partner Central so that you are eligible for ELA preferred pricing to protect the deal and ensure VMware’s support during the 

sales cycle. 

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

• Offering competitive discounts to your customers increases your margins and profitability 

• Expanding your opportunities with new and existing customers 

• Providing pricing protection and VMware support through the sales cycle. 

• Rewarding you for your expertise of VMware products and solution as well as value selling 


URL: www.vmware.com/go/ela 












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8. Appendix 


Sell VMware Solutions: Support and Subscription (SnS) Renewals 


VMware Support and Subscription (SnS) provides technical support and major, minor, and maintenance releases of the 

software. SnS renewal provides you with a ready channel for generating ongoing revenue, a prime upsell opportunity, plus a 

2% rebate reward for on-time renewals. 

Renewals help grow your business by: 

• Capitalizing on existing annuity revenue streams 

• Creating new long-term revenue streams through 

multi-year deals 

• Giving you more visibility into upcoming renewal 

opportunities through the Renewals Portal 

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

Eligible Partner: Professional, Enterprise and Premier Solution Providers 

URL: www.vmware.com/go/renewals 

“I have been using the VMware Renewals Central Portal 

since its inception. It is an excellent tool to help manage our 

VMware renewals, and it benefits not only CompuCom as a 

VMware Partner, but also our joint end users in maintaining 

their Support and Subscription contracts.” 

Bill Rutledge, CompuCom 












GRID 











Solution enablement toolkits (Sets) 



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8. Appendix 


Solution enablement toolkits (Sets) 

Sell VMware Solutions: Solution enablement toolkits (Sets) 

Solution Enablement Toolkits (SETs) contain a specific set of critical tools, templates, rich services intellectual property and 

assets that you can use to create your own unique branded solution around VMware technology. Several SETs are made 

available in libraries that align to the VMware Solution Solution Competencies for Infrastructure Virtualization, Desktop 

Virtualization and Business Continuity. 

SETs can help you by: 

• Developing customized virtualization solutions more quickly, using proven best practices 

• Increasing your ROI by ramping up your sales teams on virtualization technology quickly, 

boosting their productivity in selling VMware solutions 

• Closing deals faster and increase your margins through a consistent, repeatable, and scalable 

sales process that helps you bring your own packaged solutions to market 

• Utilizing VMware’s Service IP to enhance and support your own solutions leveraging your 

company’s expertise 

tYPiCAL Set CoNteNt 

SALeS & MARketiNG 

tooLS 

Positioning Overview 

Positioning Summary 

Partner Opportunity 

Analysis 

Whiteboard 

Tech White Paper 

Customer Preso (Biz+Tech) 

GRID Campaign 

Event Content 

Success Stories 

eNGiNeeRiNG tooLS LAB tooLS SoLutioN tooLS 

ROI Calculator 

Capacity Planner 

Healthcheck Analyzer 

Converter 

Lab Spec 

Base Demo 

Demo Script 

Pre-built VMS 


URL: www.vmware.com/go/SET 

“…I am floored by the 

quality of the IP and 

how it is presented. 

This is way, way more 

than I expected…” 

Ron Dupler, President 

and CEO, Greenpages 

Data Sheet 

Letter of Intent 

Sample Deliverable 

Pricing Calculator 

Scoping Worksheet 

SOW Template 

Delivery Guide 

Service Delivery Kit 

Deliverable Template 












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8. Appendix 



earn Rewards: 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 customer’s trusted advisor for virtualization and cloud infrastructure 

SoLutioN ReWARDS 

ReGioN DeVeLoPeD CouNtRY DeVeLoPiNG CouNtRY 

Infrastructure Virtualization NA 2% 

Desktop Virtualization 10% 10% 

Business Continuity 10% 10% 

Eligible Partner: Professional, Enterprise and Premier 

URL: www.vmware.com/go/solutionrewards 












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8. Appendix 


advantage+ 

earn Rewards: 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 iNfLueNCe 

Solution Provider, System Builder, Technology Provider 

Premier 12% 6% 

Enterprise 10% 6% 

Professional & Registered SAFEGUARD 

Eligible Partner: Registered and Professional Solution Providers may participate in safeguard opportunity 

protection only. Enterprise and Premier Solution Providers may participate in all three 

components of advantage+ 

URL: www.vmware.com/go/adplus 












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8. Appendix 


Sales Rewards 

earn Rewards: 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. 

URL: www.vmware.com/go/salesrewards 












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8. Appendix 



earn Rewards: 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 partner’s discretion. 

The Premier Rewards Program helps support your business by: 

• Aligning your goals with VMware’s 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 

Eligible Partner: Premier Solution Providers only 

URL: www.vmware.com/go/premierrewards 












GRID 














advantage+ 

Sales Rewards 






Media 




(IUL) 


8. Appendix 



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 

VPN foundation: Partner Central 

• 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 


URL: www.vmware.com/partnercentral 












GRID 














advantage+ 

Sales Rewards 






Media 




(IUL) 


8. Appendix 



VPN foundation: Partner Logo and Messaging 

You can promote your partnership with VMware by displaying your VMware Partner logo on your web sites, in 

advertisements, customer communications and marketing materials. Guidelines for use of the partner logo, the VMware 

corporate logo as well as messaging guidelines are all available on Partner Central. 

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

• 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 


URL: www.vmware.com/go/partnerbranding 












GRID 














advantage+ 

Sales Rewards 






Media 




(IUL) 


8. Appendix 


VPN foundation: Partner Communications: Blogs and Social Media 

Partner Communications: Blogs and Social Media 

VMware strives to provide you with the most relevant and timely information possible. Partners can opt-in to receiving our 

newsletters and special updates. You can also choose to get the latest information served up to you via our social media 

options such as blogs, Twitter and Facebook. Simply opt-in via My Contact Details on Partner Central. 

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

• Partner Newsletters – Bimonthly newsletter designed to keep you up-to-date on new developments at VMware, including 

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

• vmLIVE Updates – Weekly email of upcoming vmLIVE webinars. 

• Blogs – Stay informed with the latest partner news by subscribing to VMware’s Partner News Feed at http://blogs.vmware. 

com/partner 

• Social Media – Receive the latest updates and insights from our global Partner leaders: 

- Twitter: twitter.com/VMware_partners 

- Facebook: www.facebook.com/vmwarepartnernetwork 

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

VMware Partner Communications helps support your business by: 

• Delivering the latest news and information in the way you want to receive it. 

• Keeping you up-to-date on special reward programs which can increase your profitability 

• Ensuring you hear about updates training requirements and new courses being offered to expand your expertise of VMware 

products and solutions. 

Eligible Partner: All VMware Authorized Solution Providers 

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

hand navigation bar. 












GRID 














advantage+ 

Sales Rewards 






Media 




(IUL) 


8. Appendix 



VPN foundation: Partner Profile and Partner Locator 

Partner Profiles provide valuable information about you and your VMware solutions. Information from the VMware Partner 

Profile is also used to populate the Partner Locator, which is accessible to customers on vmware.com. The VMware Partner 

Locator is a comprehensive, online, searchable listing that reflects your relationship with VMware, and promotes your skills, 

expertise and offerings to customers and prospects as well as VMware sales managers and other employees. 

Partner Locator and Listing helps support your business by: 

• Differentiating your business from the competition 

• Promoting your own solutions 

• Establish yourself as an expert on VMware solutions 


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

navigation bar. 












GRID 














advantage+ 

Sales Rewards 






Media 


technical Support 


(IUL) 


8. Appendix 


technical Support 

VPN foundation: 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 Provider’s or an End-User’s production environment, or as an 

escalation path into VMware’s engineering. 

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

Central for eligibility). 

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 


URL: www.vmware.com/go/techsupport 












GRID 














advantage+ 

Sales Rewards 






Media 



Not for Resale (NfR) and internal use Licenses 

(iuL) 


8. Appendix 


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

Not for Resale (NfRs) and internal use Licenses (iuLs) 

Not for Resale (NFR) software is offered at no-charge to eligible Partners and is available for product demonstration and 

training purposes. One year of subscription services is included with NFR software. 

Internal Use Licenses (IUL) are available for purchase at a discount for use in your internal IT environment to assist you 

when building VMware compatible solutions. You are required to purchase subscription and support for IUL software. Please 

note that Internal Use Licenses cannot be used for backend systems such as management of platform, DNS, billing and 

provisioning or commercial hosting under any circumstances. 

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

NFRs and IULs help support your business by: 

• Offering you real VMware product to ensure product demonstration accuracy 

• Delivering full product for your hands-on training of sales and technical staff. 

• Offering you the opportunity to utilize VMware product in your own IT labs as you develop your own solutions 


URL: www.vmware.com/go/nfr 

www.vmware.com/go/iul 












GRID 














advantage+ 

Sales Rewards 






Media 




(IUL) 


8. Appendix 



VPN foundation: Partner Support Center 

VMware now provides round the clock support for all your questions on the VPN program, advantage+ incentives, accessing 

information on Partner Central, as well as other general partner inquiries. Our Partner Support Center is now available in 

seven languages, and is ready to support you via email, Partner Central case management, or by telephone by calling our 

direct phone number. 

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

• 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: 

PARTNER SUPPORT CENTER 

partnernetwork@vmware.com 

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

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


URL: www.vmware.com/go/partnersupportcenter 


1. VPN Program Steps to Success 










GRID 














advantage+ 

Sales Rewards 





Partner Communications, Blogs and Social 

Media 

Partner Profile and Partner Locato 



(IUL) 


8. Appendix 



Ad+ www.vmware.com/go/adplus 

Certifications www.vmware.com/go/partneruniversity 

ELA www.vmware.com/go/ela 

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

GRID www.vmwaregrid.com 

IUL www.vmware.com/go/iul 

Marketing Academy www.vmware.com/go/marketingacademy 

MDF www.vmware.com/go/mdf 

NFRs www.vmware.com/go/nfr 

Partner Central www.vmware.com/partnercentral 

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

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

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

Partner University www.vmware.com/go/partneruniversity 

PEX vmwarepartnerexchange.com 

Premier www.vmware.com/go/premierrewards 

Promotions www.vmware.com/go/promotions 

Renewals www.vmware.com/go/renewals 

Sales Rewards www.vmware.com/go/salesrewards 

SETs www.vmware.com/go/SET 

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

Solution Rewards www.vmware.com/go/solutionrewards 

SolutionTracks www.solutiontracks.com 

Specializations www.vmware.com/go/specializations 

Twitter twitter.com/VMware_partners 

vmLIVE Schedule www.vmware.com/go/vmlive 

VMware Blogs blogs.vmware.com/partner 

VPP www.vmware.com/go/vpp 

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

Appendix: Partner Central Shortcuts 


vMware, inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com 

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

Solution Provider Handbook - OCS

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