VM- VSP
VMware Sales Professional Boot Camp
Summary
Duration Vendor Audience
1 Day VMware VMware Partners
Level Technology Category
Entry VMware Sales / VMware Partner Competency
Delivery Method Training Credits / Vouchers
Instructor-led (Classroom) VMware PSO Credits Accepted
Introduction
VSP 5 Boot Camp is an instructor-led version of the VMware Sales Professional (VSP) Online Program. Most partners take VSP in
a self-paced, e-learning format. However, there are times when a face-to-face training is more appropriate and produces optimal
results. For example:
To jump-start companies where they have not accredited to an expected level.
Where self-paced training is not consistent with the partners culture.
Where partners do not have high-speed Internet access.
Where a face-to-face training is a conscious method for building VMwares relationship with the partner.
The VSP 1 day bootcamp Instructor Led Course is designed to give Partners a foundation of general knowledge in VMware
products and business practices. The goal is to both inspire and enable Partners to make their rst VMware sales. VSP also
provided a road map for success, showing Partners how to make the most of their benets and relationship with VMware. This
training includes the most recent products and programs, including the vRAM pricing and licensing model, vSphere 5.0 and other
cloud infrastructure solutions.
Prerequisites
There are no formal prerequisites before beginning the VSP training, but we do recommend that partners take three of the online
modules Virtualization Overview, Products Overview, and Demand Generation - before attending the instructor-led event.
Participants must have a Partner Central account. It is important that participants have the Partner Central account before
class begins, as setting up an account is time-consuming. This task can use up valuable class time.
To obtain a Partner Central account:
1. Go to http://www.vmware.com
2. Choose the Partners tab
3. Choose Log in at Partner Central, then click Register for a user account
4. Begin by searching for your company
5. Continue filling out the form and then save. (Be sure to use your work email)
You will receive an email with your login and password in a few minutes.
Course Objectives
Upon completing the VSP training bootcamp, you will be able to:
Explain basic virtualization terminology to customers
Define the virtual machine and explain its benefits
Identify the pioneering role that VMware has played in the history of computing
Identify the services that cloud technology offers
Explain the enormous growth potential of VMware and its cloud technology
Share information about VMwares customer testimonials and industry awards
Identify the markets addressed by VMware technology
Describe the power of VMware cloud computing
Recognize common IT problems that VMware is designed to help resolve
Articulate each of VMware's major solution areas and their value proposition.
Describe VMware products and their importance in the modern enterprise
Explain the differences and relationships among VMware products
Describe VMwares licensing models
Identify licensing by product family
Select the most appropriate vSphere Kits and Editions for customers
Successfully engage a customer in a discussion about VMwares solutions for Cloud Computing
Describe how VMwares approach to cloud computing is unique
Craft and deliver a basic VMware sales presentation to a customer
Craft and deliver an elevator pitch suitable for brief discussions, leaving voice messages, or sending e-mails
Describe the rules of engagement for VMware and its Partners
Explain the expectations for both VMware and Partners
Identify the different VMware staff that Partners interface with
Define the VMware Partner levels
Describe the value of accreditations, certifications and competencies for Partners
Determine which accreditations, certifications and competencies are required for different Partner levels
Effectively leverage the full range of resources available to help you increase demand for your VMware-related business.
Describe and locate VMware resources that help you manage marketing campaigns, seminars, and events
Locate information about the latest VMware Partner events
Describe the characteristics and benefits of VMware's main Partner programs for selling and rewards
Leverage Partner selling programs to motivate your customer towards higher sales
Qualify and register VMware pre-sale opportunities
Target Audience
VSP is written for a general audience of sales personnel who have no experience selling VMware virtualization and cloud
solutions. The objective is to provide baseline, awareness-level information that sales people can incorporate into the selling
process.
Course Content
1. Virtualization Overview
This lesson explains the
fundamentals of what VMware is all
about: virtualization, from the
history of VMware virtualization, to
its basic components and cost-saving
advantages, to its present state and
promising future. Summary of
Content:
History of Virtualization
How Does Virtualization Work?
The Virtual Infrastructure
What is a Cloud?
Cloud Types
Cloud Services
Journey to the Cloud
Testing: 10 Minutes
2. VMware Sales Opportunity
Overview
This lesson looks at VMware and its
technologies from the revenue
perspective, allowing you to share
the enthusiasm for its continuing and
future success. The topics include
the customer testimonials and hard
data that attest to the profitability of
VMware solutions. Summary of
Content:
VMwares History in Economic
Terms
The VMware Ecosystem
Partners
What We Sell: The Power of
Cloud Computing
The VMware Solution
The Market Opportunity
The VMware Partner Services
Opportunity
Proven Success with VMware
Testing: 10 Minutes
3. Solutions Overview
This lesson presents the VMware
portfolio of products from the
solution perspective, explaining the
main VMware solutions for solving
the urgent computing needs of
today's enterprise. Summary of
Content:
Customer Pain Points
The Goal: Your Cloud
Key Solutions Areas
Cloud Application Platform
End User Computing
Testing: 15 Minutes
4. Products Overview
This lesson presents the different
product families that make up the
VMware portfolio, describing the
capabilities and benefits of the core
VMware products. Summary of
Content:
The Big Picture
vSphere
vCenter
vCloud Director
vShield
vFabric
Zimbra
Testing: 15 Minutes
5. Product Pricing and Licensing
This lesson presents a summary of
the pricing and licensing options for
VMware's core products. Summary
of Content:
Kits and Editions
vSphere Licensing Kits
vSphere Licensing Model
vSphere Editions and Kits: Sales
Guidance
Management Products: Licensing
Cloud Application Platform
Products: Licensing
Desktop Products: Licensing
View Bundles
License Keys
Testing: 10 Minutes
6. Delivering the VMware
Message
This lesson describes how to mould
your sales presentation and elevator
pitch to best position your VMware
solution. This module contains
everything you need to make your
first customer pitch introducing the
main benefits of VMware technology.
Testing: 10 Minutes
7. Partnering with VMware
This module provides a
comprehensive understanding of the
special relationship between VMware
and its Partners, explaining
VMware's commitments to its
Partners and the expectations that
VMware has for the Partners who do
business with it. Summary of
Content:
The Value of the Partner
The VMware Promise
VMware Rules of Conduct
Expectations for Partners
Partner Levels
VMware Partnering Resources
Partner Benefits
Partnering Roles
The VMware Distributor
The Partner Support Center
Testing: 10 Minutes
8.Partnering: Enablement
This module shows how to take
advantage of the accreditations,
competencies and specializations
that VMware makes available for
Partners to advance in VMware
expertise and sales ability. Summary
of Content:
Steps to Partner Excellence
Solution Competencies
Specializations
Testing: 10 Minutes
9. Demand Generation
This module highlights the most
important Partner programs that
successfully generate demand for
VMware products, showing how to
leverage these resources. Summary
of Content:
The Place for Demand Generation
Tools
The Grid
VMware Market Development
Funds
ROI TCO Calculator
Website-in-a-Box
Event-in-a-Box
Events for Partners
Steps for Generating Demand
Testing: 10 Minutes
10. Partnering: Selling and
Rewards
This lesson explains VMware's selling
and reward programs that Partners
can leverage to motivate greater
sales for both customers and their
own organization. Summary of
Content:
Selling Programs: VPP
Selling Program: ELA
Reward Programs: Solution
Rewards
Reward Program: Advantage+
Rewards Programs: Sales
Rewards
Reward Programs: Premier
Rewards
Testing: 10 Minutes
Associated Certifications & Exam
In order to become VSP accredited you must complete all of the required VSP courses and successfully pass all exams. Upon
completion of all the modules and exams, Partner Central will reflect your completion on your transcript page.
Note: It may take up to four business days before Partner Central will reflect the completion on your transcript page.
On successful completion of this course students will receive a Torque IT attendance certificate.
