vmw vpn brochure

8192019 Vmw VPN Brochure

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The Power of

Partnership



V P N B R O C H U R E 2

The Power of Partnership

Gain $13 in Complementary Products and Services for

Every Dollar Generated Through VMware License Sales1

Product Catagory Partner Opportunity

Server Products $431

Professional Services $350

Storage Products $237

Business Applications $120

Networking Products $090

Other Software $061

Security Products $047

Other $037

$20000VMware License Sale

$270000Solution Sale for Partner

983089 Source983098 Global Touch Partner Satisfaction Survey983084 June983084 983090983088983089983089

Welcome

Market Leading Virtualization and Cloud Computing Solutions Award-Winning Programs Unparalleled ValueBy joining the VMware Partner Network (VPN) our comprehensive partner program your company benefits from market-

leading virtualization and cloud infrastructure solutions combined with award-winning programs that reward you and

help you distinguish your business Your company gains exclusive access to resources to help drive both license and

service businesses create new opportunities increase profitability and close deals faster

Realize even more benefits as you grow your capabilities and expertise with VMware and our broader partner network

including distributors and other partners with complementary offerings and experience


Why VMware

bull VMware is the global leader in virtualization and cloudinfrastructure delivering the most customer-proven reliable

secure and complete platform to build your customerrsquos cloud

bull VMware provides an evolutionary and pragmatic path to your

customerrsquos cloud that preserves existing investments while

enabling efficiency agility and freedom of choice

bull The VPN provides the tools you need to stand out to customers and

gain a long-term competitive advantage with your VMware practice

bull VMwarersquos rich distribution network ensures that you have the

support you need to sell close and support your customerrsquos needs

Top Ten Reasons to Partner with VMware1 Align your business with the undisputed industry leader in

virtualization and cloud infrastructure products solutions

and services

2 Take full advantage of the industryrsquos highest attach rate

3 Boost your profits through financial rewards

4 Accelerate your growth through industry-recognized certification

training Certification training grows revenue 6x

5 Expand your services business

6 Strengthen customer loyalty

7 Provide flexible end-customer options that enable costsavings to your customers

8 Easily access powerful partner training and sales tools

through distribution partners or through our own Partner

Central and Partner University

9 Gain a solid competitive edge with comprehensive

marketing tools

10 Benefit from the award-winning VMware Partner Network

$1VMware License Sales

$13Complementary

Products and Services

=

=





The VMware Partner Network oers three primary relationships

to differentiate your business and drive growth and profitability

for your company

1 Resell Products and Solutions Companies that want to sell

market and deliver VMware products and services

2 Offer Services Companies who sell and manage services

3 Technology Partners Companies that have their own

products and technologies and incorporate VMware products

Resell

Solution Provider Program

VMware Solution Providers have a primary business model

based on value-added reselling andor services delivery These

partners provide unbiased opinions combining their technology

expertise and services to design plan and deploy sophisticated

virtualization and cloud computing solutions

Distribution

VMware Authorized Distributors offer a broad range of services

and support for the VMware Partner Network and are an

extension of VMware there to help ensure partners have what

they need to be successful Our distributorsrsquo value-added

services such as credit marketing support promotions andtraining enable VMware Partners to meet their customerrsquos

virtualization and cloud computing needs

Corporate Reseller Program

Corporate resellers are large partners with national and

worldwide coverage in multiple sales segments These partners

are certified in multiple VMware Solution Competencies and

offer customers the full range of VMware solutions

Services

Service Provider Program (VSPP)

This program is ideal for hosting providers service providers

Internet Service Providers (ISPs) or other companies that acquireand use VMware software to provide cloud and virtualization

infrastructure and operations services to a third-party end custome

or multiple third-party end customers in a hosted environment

Consulting and Integration Partner Program (CIPP)

The CIPP Program enables partners with a predominantly

consulting-based business model to drive successful cloud and

virtualization initiatives with new and existing clients

VMware Authorized Training Centers (VATCs)

VATCs are training partners that have been carefully selected to

deliver authorized VMware technical trainings to customers and

channel partners

Technology

Technology Alliance Partner

This program enables software and hardware vendors to develop

and market integrated VMware solutions that deliver enhanced

value to customers

Global OEM Alliance Partners

Global Alliance Partners integrate support and OEM their

hardware and software with VMware technology

Programs Available Under the VMware Partner Network (VPN)

VMware Offers Three Primary Relationships Resell Services and Technology





Solution Provider Program Overview

Your companyrsquos membership level is determined by your investment in VMware training and sales Increasing your level

of expertise and engagement in the program through VMware training and sales moves your company into advanced

levels of membership To better support your company and maximize your business opportunities we oer three

Solution Provider Program levels Professional Enterprise and Premier

In addition VMware offers an entry point Registered where you can learn more about VMware virtualization and cloud

infrastructure solutions Registration is simple and there is no program fee for becoming Registered

Deeper Expertise Enhanced Benefits

We have enhanced our Solution Provider Program to give you a pathway to even greater profit and differentiation by enabling

you to deepen your VMware expertise Your ability to profit from the huge demand for virtualization and cloud-based

solutions can increase when you acquire multiple VMware competencies and build out capabilities enabling you to grow yourbusiness alongside VMware Together we can deliver greater value to our customers

The requirements for each program level are outlined below As you deepen your VMware expertise you benet more

and so do your customers

SOLUTION PROVIDER PROGRAM LEVELS

LEVEL PROFESSIONAL ENTERPRISE PREMIER

Benefits Complete the free training to receive

additional support and to build your

virtualization business You gain accessto the entire product line plus a listing

in the VMware Partner Locator

Here you demonstrate extensive

VMware technology expertise by

earning your InfrastructureVirtualization Competency Earn

financial incentives under the

advantage+ opportunity registration

program access additional services IP

and gain extensive support

The highest level of membership puts

you in the ranks of our most qualified

partners You get the most extensivefinancial benefits resources for building

a successful VMware virtualization

license and service practice and the

ability to work closely with a VMware

partner manager

SOLUTION PROVIDER PROGRAM REQUIREMENTS


Competencies 1 Competency 3 Competencies

Certifications2 bull 1 VSP 1 VTSP bull Two3 each VSP VTSP VCP bull Four4 each VSP VTSP VCP

Revenue $10000 Developed

$2500 Developing

$1000000 Developed

$500000 Developing

983090 VSP 983101 VMware Sales Professional983084 VTSP 983101 VMware Technical Solutions Professional983084 VCP 983101 VMware Certified Professional

983091 One for developing countries

983092 Two for developing countries





Expanding our Market Opportunities with VMware Solution Competencies and Specializations

VMware Solution Competencies and Specializations are two paths you can take to expand your VMware businessVMware is strongly focused on Solution Competencies as the 1 way we can move forward together and increase

profitability Partners that have earned Solution Competencies have 2-4 times higher revenue In addition to sales and

marketing benefits (eg branding support) partners can earn additional financial incentives and rebates

Competencies ndash Get Recognized for Your Solution Competency

VMware offers multiple Solution Competencies developed to clearly

differentiate our partnersrsquo expertise to customers and maximize the

benefits of the VMware Partner Network Regardless of your

companyrsquos size business model or market focus our Solution

Competencies make it easier for your company to distinguish and

deliver virtualization expertise in the marketplace

VMware Competencies include

Infrastructure Virtualization Competency

Earning this competency is the launching point to earning more

VMware Solution Competencies The Infrastructure VirtualizationCompetency recognizes partners for their demonstrated ability to

virtualize and consolidate server environments using a VMware

virtualization solution

Virtualization of Business Critical Applications (VBCA)

Grab your share of the estimated $40B+ services market as you

take your customers further down this virtualization path A

natural progression of the Infrastructure Virtualization

Competency the VBCA Competency can help you increase

services revenue strengthen your strategic value to your

customers increase your competitive differentiation and make

your customer the hero through unlocking the value of business

critical applications in their organizations Achieve the VBCA

Competency and virtualize your customersrsquo business critical

applications with confidence

Cloud Infrastructure as a Service (Cloud IaaS)

Profit now from the rich barely tapped cloud services market by

obtaining the Cloud IaaS Competency Increase your profitability by

driving both new and cross-sell revenue A Cloud IaaS Competency

positions you to be your customersrsquo go-to Cloud IaaS partner and to

transform their business with greater agility and lower costs with

secure hybrid cloud solutions based on VMwareBusiness Continuity

Be the trusted advisor for architecting VMware virtualization

deployments that minimize downtime and protect important data Thiscompetency recognizes your companyrsquos expertise in deploying VMware

solutions for data protection high availability and disaster recovery

Desktop Virtualization

Expand your virtualization practice by adding desktop virtualization

to your solution portfolio The Desktop Competency arms you withthe knowledge and the expertise to deploy virtualized desktops and

applications This competency will recognize your expertise invirtualized desktops will allow you to leverage key initiatives like OS

migrations desktop refresh merger and acquisitions and more to

transform desktops to centrally managed services

Management

Take advantage of a whitespace opportunity to position vCenterOperations in your customer accounts and drive new license and

services sales Only 3 percent of current vSphere customers are

benefiting from the value of a management solution In-depth partner

interviews suggest that for every $1 in VMware vCenter Operations

management sales you can sell up to $5 in additional services

Complete the Management Competency and differentiate your

business as a strategic advisor for virtualization and cloud

management initiatives

983093 IDC Market Analysis983084 Worldwide and U983086S983086 Cloud Professional Services 983090983088983089983089ndash983090983088983089983093 Forecast983084

June 983090983088983089983089

Grow Your Revenue with Competencies

IDC predicts cloud services will grow 10x faster thanoverall IT services with revenue reaching $167B by 20155




Specializations ndash Get Recognized for Your Market

Segment Expertise

VMware Specializations recognize a partnerrsquos level of expertise in selling

VMware solutions into a vertical market segment These Specializations

reward partners for the unique value they bring to customers in that

market Specializations are earned through experience in a specific

marketplace plus successful completion of VMware training

Specializations give partners access to market-specific pricing

education and market information and help them drive cross-sell and

up-sell revenue opportunities in their area of expertise

Academic Specialization

This Specialization distinguishes and rewards partners who have

expertise in the Academic market You can access unique Academic

SKUs competitive pricing and market information This Specialization

will further enable you to drive revenue opportunities in the Academic

market provide increased alignment with the VMware Academic salesteams and offer a higher level of satisfaction to Academic customers

US Federal Specialization


expertise in the US Federal market You gain access to sell into theUS Federal Government as well as access to unique Federal SKUs

which represent US Federal certifications warranties and US-

based technical support Additionally you may gain access to

specific government market information that provides additional

revenue opportunities

Healthcare Specialization (US Only)

This Specialization distinguishes a rewards partner based on their

expertise and investment in Healthcare marketplace You gain access

to VMware Healthcare branding and a range of market specific

information and resources enabling you to drive deeper customer

relations creating more cross-sell and up-sell opportunities

How to Join

983089983086 Go to www983086vmware983086com983087partners and select the program (right hand navigation) that best fits your needs983086 Click the ldquoApply

Nowrdquo button (below the requirements table)

Complete the information and accept the Terms and Conditions

983091983086 After enrollment is finalized983098

bull Access Partner University (wwwvmwarecomgopartneruniversity) for free online VMware Sales Professional (VSP) training

bull Register deals and increase protability through the advantage+ program

VMware Inc 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 wwwvmwarecom

Copyright copy 2012 VMware Inc All rights reserved This product is protected by US and international copyright and intellectual property laws VMware products are covered by one or more patents listed at http

wwwvmwarecomgopatents VMware is a registered trademark or trademark of VMware Inc in the United States andor other jurisdictions All other marks and names mentioned herein may be trademarks of

their respective companies Item No VPN_Brochure_November_2012





Gain $13 in Complementary Products and Services for

Every Dollar Generated Through VMware License Sales1

Product Catagory Partner Opportunity

Server Products $431

Professional Services $350

Storage Products $237

Business Applications $120

Networking Products $090

Other Software $061

Security Products $047

Other $037

$20000VMware License Sale

$270000Solution Sale for Partner

983089 Source983098 Global Touch Partner Satisfaction Survey983084 June983084 983090983088983089983089

Welcome

Market Leading Virtualization and Cloud Computing Solutions Award-Winning Programs Unparalleled ValueBy joining the VMware Partner Network (VPN) our comprehensive partner program your company benefits from market-

leading virtualization and cloud infrastructure solutions combined with award-winning programs that reward you and

help you distinguish your business Your company gains exclusive access to resources to help drive both license and

service businesses create new opportunities increase profitability and close deals faster

Realize even more benefits as you grow your capabilities and expertise with VMware and our broader partner network

including distributors and other partners with complementary offerings and experience


Why VMware

bull VMware is the global leader in virtualization and cloudinfrastructure delivering the most customer-proven reliable

secure and complete platform to build your customerrsquos cloud

bull VMware provides an evolutionary and pragmatic path to your

customerrsquos cloud that preserves existing investments while

enabling efficiency agility and freedom of choice

bull The VPN provides the tools you need to stand out to customers and

gain a long-term competitive advantage with your VMware practice

bull VMwarersquos rich distribution network ensures that you have the

support you need to sell close and support your customerrsquos needs

Top Ten Reasons to Partner with VMware1 Align your business with the undisputed industry leader in

virtualization and cloud infrastructure products solutions

and services

2 Take full advantage of the industryrsquos highest attach rate

3 Boost your profits through financial rewards

4 Accelerate your growth through industry-recognized certification

training Certification training grows revenue 6x

5 Expand your services business

6 Strengthen customer loyalty

7 Provide flexible end-customer options that enable costsavings to your customers

8 Easily access powerful partner training and sales tools

through distribution partners or through our own Partner

Central and Partner University

9 Gain a solid competitive edge with comprehensive

marketing tools

10 Benefit from the award-winning VMware Partner Network

$1VMware License Sales

$13Complementary

Products and Services

=

=







for your company






Resell







Distribution












Services













channel partners

Technology




value to customers










































partner manager






$2500 Developing

$1000000 Developed

$500000 Developing




















































Management










June 983090983088983089983089







Segment Expertise




























How to Join

















for your company






Resell







Distribution












Services













channel partners

Technology




value to customers










































partner manager






$2500 Developing

$1000000 Developed

$500000 Developing




















































Management










June 983090983088983089983089







Segment Expertise




























How to Join















































partner manager






$2500 Developing

$1000000 Developed

$500000 Developing




















































Management










June 983090983088983089983089







Segment Expertise




























How to Join



























































Management










June 983090983088983089983089







Segment Expertise




























How to Join















Segment Expertise




























How to Join











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