vmware partner network guide

8/15/2019 VMware Partner Network Guide

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The Power of Partnership

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The industry is changing, the market is moving and customers are continuously challenged by a very strong, fluid business environment.

They are looking to you, our partners, to help them navigate that change and move to the mobile cloud era. The solutions that we are offering

in this One Cloud, Any Application, Any Device world, are primarily focused around the Software Defined Data Center, End User Computing

and the Hybrid Cloud. We aim to have our programs be simple, predictable and profitable.

The VMware Partner Network is the framework for collaboration between VMware and you, our partners, offering a wide range

of benefits, training resources, certifications, and rewards to ensure our mutual success. Our partner programs are designed to

optimize your profitability and make sure you are competent, regardless of your transaction model - whether it is resell, services

or technology focused. Your success is important to us, and we will reward you for the investments that you are making in us.

Learn more about the benefits of the VMware partner programs and align your business with the undisputed leader in cloud

infrastructure and business mobility solutions

Why Partner with VMware?

• VMware offers a One Cloud, Any Application, Any

Device architecture that enables IT organizations like

your customers to operate on- and off-premises clouds

as a single, unified environment.

• VMware is the proven choice for virtualization from the

desktop through the data center to the cloud. More than

500,000 customers of all sizes have chosen VMware as

their virtualization infrastructure platform.

•

Take full advantage of the industry’s highest attach rate.• Boost your profits through financial rewards.

• Provide flexible end-customer options that enable cost

savings to your customers.

• Easily access powerful partner training and sales tools

through distribution partners or through our own Partner

Central and Partner University.

• Gain a solid competitive edge with comprehensive

marketing tools.

Getting Started

When joining the VMware Partner Network, you join at theEnrolled tier, and you do not need to specify a particularRoute-to-Market program. The Enrolled tier allows you to:

• Learn more about the different Route-to-Market programswe offer (e.g. Solution Provider, Service Provider,Consulting and Integration Partner or Technology AlliancePartner).

• Take time to decide what Route-to-Market program is right

for your business model, and start acquiring the neededsales & technical solution skills with free online training toaccelerate your time to the first transaction.

How to Join

1. Go to www.vmware.com/partners and click on “EnrollNow”.

2. Complete the VMware Partner Network Application Formand accept the Terms & Conditions.

3. Once enrollment is finalized and you have determinedwhat Route-to-Market program is right for your businessmodel, then you can start acquiring the needed sales andtechnical solution skills with free online training on PartnerUniversity.

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Market Leading Virtualization and Cloud Computing

Solutions, Award-Winning Programs, Unparalleled Value


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Programs Available Under the VMware Partner Network (VPN)

VMware Offers Three Primary Relationships: Resell, Services and Technology

Resell: Companies that want to sell, market and

deliver VMware products and services.

Solution Provider ProgramVMware Solution Providers have a primary business modelbased on value-added reselling and/or services delivery.These partners provide unbiased opinions, combining theirtechnology expertise and services to design, plan, and deploysophisticated virtualization and cloud computing solutions.

DistributionVMware Authorized Distributors offer a broad range of servicesand support for the VMware Partner Network and are anextension of VMware to help ensure that partners have whatthey need to be successful. Our distributors’ value-addedservices such as credit, marketing support, promotions, andtraining enable VMware Partners to meet their customers’virtualization and cloud computing needs.

Services: Companies that sell and manage

services.

VMware vCloud Air Network Program (formerly VSPP)This program is the ideal solution for companies who offerhosted services to 3rd parties, such as Infrastructure as aService (IaaS) Providers, Cloud Service Providers, ApplicationService Providers (ASPs), Internet Service Providers (ISPs)and Platform as a Service (PaaS) Providers.

Consulting and Integration Partner Program (CIPP)The CIPP Program enables partners with a predominantlyconsulting-based business model to drive successful cloud andvirtualization initiatives with new and existing clients.

VMware Authorized Training Centers (VATCs)VATCs are training partners that have been carefully selectedto deliver authorized VMware technical trainings to customersand channel partners.

Technology: Companies that have their own

products and technologies and incorporateVMware products.

Global OEM Alliance PartnersGlobal Alliance Partners integrate, support and OEM theirhardware and software with VMware technology.

Technology Alliance PartnersThis program enables software and hardware vendors todevelop and market integrated VMware solutions that deliverenhanced value to customers.

ISV PartnersWithin the Technology Alliance Partner program, theVMware vCloud Air ISV Program focuses on enablingISVs to extend traditional, on-premise solutions to thecloud, or to develop cloud-native solutions onVMware’s vCloud Air.


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Solution Provider Program Overview

Your company’s membership level is determined by your investment in VMware training and sales. Increasing your level ofexpertise and engagement in the program through VMware training and sales moves your company into advanced levels ofmembership. To better support your company and maximize your business opportunities, we offer three Solution ProviderProgram levels: Professional, Enterprise, and Premier.

TIER BENEFITS REQUIREMENTS

Professional

• Partner University access – online training &education

• Partner Central access – VMware’s exclusivepartner portal

• Visibility on Partner Locator• VMware Partner Network Logo• Eligible for 2% Opportunity Registration discounts

(Advantage+)• Access to sales incentives (Sales Rewards)• Demand Creation tools• Eligible for Solution Selling incentives (SolutionRewards)

• Ability to resell renewals• Not for Resale Licenses• Internal Use Licenses• 2 Tech Support incidents per year

• VPN Program Enrollment Agreement• 1 VSP* and 1 VTSP**• Annual Fee: $250 USD (no fee in developing countries)

Enterprise

Professional Benefits Plus:• Dedicated Development Funds• 10% discount for Opportunity Registration• 5 Tech Support incidents per year• Volume Purchase, Enterprise Purchase and

Enterprise License Programs

• VPN Program Enrollment Agreement• 2 VSP*, 2 VTSP** and 2 VCP*** (1 each for developing

countries)• Achievement of any 1 Solution Competency• Annual Fee: $1,500 USD ($750 in developing countries)• Completion of the VMware Ethics & Compliance Training

Premier

Enterprise Benefits Plus:• 12% discount for Opportunity Registration• VMware Go-to-Partner Designation• Increased Development Funds• Named Partner Marketing Manager• Premier Rewards• 10 Tech Support incidents per year

• VPN Program Enrollment Agreement• 4 VSP*, 4 VTSP** and 4 VCP*** (2 each for developing

countries)• Achievement of 3 Solution Competencies (2 for

developing countries)• Annual Fee: $1,500 USD ($750 in developing countries)• Revenue Minimum: $1,000,000 ($500,000 in developing

countries)• Minimum of 10 transactions over 4 quarters• Partner Executive Sponsorship

* VSP – VMware Sales Professional** VTSP – VMware Technical Solutions Professional*** VCP – VMware Certified ProfessionalFor detailed requirements and benefits refer to the Solution Provider Program Guide.

http://www.vmware.com/files/pdf/partners/VMware-Solution-Provider-Program-Guide.pdf


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VMware vCloud Air Network Program Overview

The VMware vCloud Air Network Program is the VMware partner program that provides Service Provider partners with theopportunity to grow services-based business by consuming VMware products on a pay as you go, pay as you grow monthlysubscription model. By offering VMware-based cloud services, VMware vCloud Air Network Service Providers can provide hybrid

cloud services that quickly and seamlessly extend a customer’s data center into the cloud using the same VMware products andtools used on premise.


Professional- Service Providers thatinvest in training and areactively using VMwareproducts.


• Partner Central access – VMware’s exclusivepartner portal featuring a wide variety of resources,tools and information

• Visibility on Partner Locator• Partner Program Branding• VMware IaaS Powered Badge• Not for Resale (NFR) Licenses•

Cloud Test Demonstration Environment• vCloudproviders.vmware.com Listing

• VPN Program Enrollment Agreement• vCloud Air Network Program Rental Agreement – 360

point plan or higher• 1 VMware Sales Professional – Cloud Provider (VSP –

CP)• 1 VMware Operations Professional – Cloud Provider (VOP

– CP)

Enterprise- organizations that offerHybrid Cloud Poweredservices based onVMware products.

Professional Benefits Plus:• Press Release Support• Internal Use Licenses (IUL)• Use of Hosted IT Services by Service Provider• Option to be a Cloud Credits Redemption Partner• Development Funds

VPN Program Enrollment Agreement• vCloud Air Network Program Rental Agreement – 10,800

point plan or higher (3,600 points for developing countries)• 1 VMware Sales Professional – Cloud Provider (VSP –


– CP)• 2 VMware Certified Professionals (VCP) (1 for developing

countries)• Achievement of the Cloud Provider Solution Competency

Premier- partners who arestrategically andtechnically aligned toVMware and commitbusiness resources todelivering Hybrid CloudPowered services.

Enterprise Benefits Plus:• Early Access to Product Roadmap• Co-Marketing and Account Support

• VPN Program Enrollment Agreement• vCloud Air Network Program Rental Agreement – 100,000

point plan or higher• 1 VMware Sales Professional – Cloud Provider (VSP –


– CP)• 4 VMware Certified Professionals (VCP) (2 for developing

countries)• Achievement of the Cloud Provider Solution Competency• Hybrid Cloud Powered Technical Badge

For detailed requirements and benefits refer to the vCloud Air Network Program Guide.

http://www.vmware.com/files/pdf/partners/vspp/VMware-Service-Provider-Program-Guide-Q4-2014.pdf


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Technology Alliance Partner (TAP) Program Overview

The Technology Alliance Partner (TAP) Program enables companies to partner with the global leader in virtualization, with morethan 500,000 customers worldwide. Get the tools and resources to build and deliver your solutions on the VMware platform. Test,integrate and package Application Software, Infrastructure and Hardware products with VMware products across the SoftwareDefined Data Center, End User Computing and Hybrid Cloud areas – on-premise or in the Cloud.


Access - prepares and guidesyour company when it isestablishing a technologyrelationship with VMware.


• Partner Central access – VMware’s exclusivepartner portal featuring a wide variety of resources,tools and information

• TAP Program Newsletter• Exclusive NDA Roadmap Sessions• Free Software Licenses – Access Bundle• Discounted Developer Licenses• PR Support

VPN Program Enrollment Agreement• Public Support Statement (Software Vendors Only)• VMware Solution Exchange Published Listing• Primary Contact – Alliance Champion• Technical Contact – Engineering and Beta Champion• TSANet Membership – VMware Ready• Annual Program Fee - $750 USD

Elite

- ideal if you are seekingintegration of yourproducts with VMwareproducts. Hardware,infrastructure andsoftware vendors receivebenefits designed toenable you to learn, buildand deploy your solutionson VMware platforms aswell as provide support tomutual customers.

Access Benefits Plus:• Free Software Licenses – Elite Bundle• Technical Alliance Manager• $500 Annual Credit for VMworld

• VPN Program Enrollment Agreement• Public Support Statement (Software Vendors Only)• VMware Solution Exchange Published Listing• Primary Contact – Alliance Champion• Technical Contact – Engineering and Beta Champion• TSANet Membership – VMware Ready• Annual Program Fee - $7500 USD

For detailed requirements and benefits refer to the TAP Program Guide.

http://www.vmware.com/files/pdf/partners/TAP-Program-Guide.pdf


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

Copyright © 2015 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.04/15

Partner Support & Resources

Partner Central

VMware Partner Central The VMware partner portal providing the latest news andresources available for sales, marketing, and technicalefforts.

Sales Support & Incentives

VMware offers a portfolio of incentive programs designed toreward you for value-creation and investments made in yourVMware product and solution sales practices.

Solution Rewards The VMware Solution Rewards program is designed toaccelerate your profitability on sales of new and emergingVMware virtualization solutions. If you achieve qualifying

VMware Solution Competencies, you will be eligible toreceive a quarterly back-end rebate on select products.

Advantage+ The Advantage+ Opportunity Registration Program rewardsyou for value selling and leading with VMware solutions. Byregistering qualified opportunities, you can protect your pre-sales investment, secure VMware sales support, and may beeligible for financial incentives to increase your profit margins.

Not for Resale (NFR) software NFR software is offered at no charge to eligible partners forproduct demonstration and educational purposes.

Internal Use Licenses (IUL)

Available for purchase at a discount for use in your internalIT environment to assist you when building VMware-compatible solutions.

Marketing Support

VMware Demand Center Portal A central resource for locating VMware marketing tools andmaterials, offering qualified campaigns and resources basedupon your profile (i.e. tier/GEO/Competency, etc.).

Social Media Syndication Accelerate your online reputation with social mediasyndication. With this tool, VMware provides content you canpost automatically to your social networks, making it easy tokeep up your social profiles.

Training & Development

Partner University VMware Partner University is a virtual campus providing you

with access to the latest high-quality training and educationon VMware products, services and solutions.

Solution Competencies A VMware Solution Competency is a recognized level ofexpertise that enables you to accelerate your sales andservices growth. Solution Competencies are earned througha combination of in-depth, hands-on product experience,and specialized eLearning. Once achieved, SolutionCompetencies make you eligible for additional benefits.

vmware partner network guide

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