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

VPN Program Steps to Success

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)

Your Guide to VMware Partner Network Resources

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 EnabledTake the training you need to become a VMware expert and start selling quickly.
2. Create DemandYou have access to marketing services, programs and resources that assist you in promoting your
VMware expertise.
3. SellYou receive industry leading sales tools and support that ensure you have the advantage over the competition.

Enterprise Licensing Agreements (ELAs)

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

Support and Subscription (SnS) Renewals

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.

Solution Enablement Toolkits (SETs)

6. Earn Rewards
Solution Rewards

Success Cycle

advantage+
Sales Rewards

Technical Support
Not for Resale (NFR) and Internal Use Licenses
(IUL)
Partner Support Center
8. Appendix
Partner Central Shortcuts

4. Rewards

Sales Rewards
Advantage+
Solution Rewards
Premier Rebates

1.
E

2. Create Demand

Partne
Partner
er C
Central
entra
al
New
Newsletters
wslettters
Socia
Social
al M
Media
Partner
Support
Partn
er Su
uppo
ort Center
NFR
R/IUL
L/Sa
ales tool
NFR/IUL/Sales
Technical
Tec
chnical S
Support

3.

Partner Profile and Partner Locator

s
ard
ew

Partner Communications: Blogs and Social

Media

2. C
re
a

5. Fou
Foundation
undatio
on

4.
R

Partner Logo and Messaging

ble
na

mand
De

Partner Central

Training
Certfication
Competency
Specialization
Events (PEX)

te

7. VPN Foundation

1. Enable

ll
Se

Premier Rewards

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

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

VPN Partner Benefits At-a-Glance

Accreditations and Certifications

Partner University
Solution Competencies
Specializations
Partner Exchange

Solution Provider Program Benefits At-a-Glance

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

Registered

BENEFITS

REQUIREMENTS

Partner Central access

Partner University access
Exclusive opportunity registration through advantage+

VPN Program Enrollment Agreement

Registered level benefits PLUS

Visibility on Partner Locator
VMware Logo
Eligible for financial incentives through 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
Exclusive opportunity registration through advantage+

VPN Program Enrollment Agreement

1 VSP and 1 VTSP
$250 Annual Fee; $0 in developing countries
Revenue Minimum

Professional level benefits PLUS

Market Development Funds
Eligible for financial incentives through advantage+
Total of 20 vSphere NFR licenses per location
Total of 5 Tech Support incidents per year
Volume Purchase Program (VPP)
Enterprise License Agreements (ELA)
Preferred Pricing

VPN Program Enrollment Agreement

2 VSP, 2 VTSP and 2 VCP (1 each for developing
Countries)
Infrastructure Virtualization Solution Competency
$1,500 Annual Fee; $750 in developing countries
Revenue Minimum

Enterprise level benefits PLUS

VMware Go-to-Partner Designation
Increased Marketing Development Funds
Named Partner Marketing Manager
Premier Rewards
Total of 20 vSphere NFR licenses per location
Total of 10 Tech Support incidents per year
20% discount on VMware delivered courses

VPN Program Enrollment Agreement

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
Revenue Minimum
Partner Internal Champ
Partner Executive Sponsorship

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

SOLUTION PROVIDER HANDBOOK / 3

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Get Enabled: Accreditations and Certifications

Accreditations and Certifications

Partner University
Solution Competencies
Specializations
Partner Exchange
Marketing Academy
4. Create Demand
GRID
Partner Marketing Bureau
Website in a Box

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

Event in a Box

Being able to clearly demonstrate VMware products and solutions

Seminar and Event Support

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

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

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.

To become a VCP, you are required to attend an instructorled 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

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.

Partner Profile and Partner Locator

Technical Support
Not for Resale (NFR) and Internal Use Licenses
(IUL)
Partner Support Center
8. Appendix
Partner Central Shortcuts

URL:

www.vmware.com/go/partneruniversity
SOLUTION PROVIDER HANDBOOK / 4

VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Get Enabled: Partner University

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 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.
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, youll 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 its 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.

Partner Profile and Partner Locator

Technical Support
Not for Resale (NFR) and Internal Use Licenses
(IUL)

Eligible Partner:

All Authorized VMware Solution Providers

Partner Support Center

URL:

www.vmware.com/go/partneruniversity

8. Appendix
Partner Central Shortcuts

SOLUTION PROVIDER HANDBOOK / 5

VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Get Enabled: Solution Competencies

Accreditations and Certifications

Partner University
Solution Competencies
Specializations
Partner Exchange
Marketing Academy
4. Create Demand
GRID
Partner Marketing Bureau
Website in a Box

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

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

Solution Competencies can help you to grow your business by:

advantage+

Differentiating your specific skills and expertise with customers

Sales Rewards

Aligning your business and strategic goals with VMware

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)

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, Desktop
Virtualization, Virtualization of Business Critical Applications, and Infrastructure as a Service.

Eligible Partner:

All Authorized VMware Solution Providers

URL:

www.vmware.com/go/BecomeAnExpert

Partner Support Center

8. Appendix
Partner Central Shortcuts

SOLUTION PROVIDER HANDBOOK / 6

VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Get Enabled: Specializations

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

Specializations
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 a Specialization, you also have access to
market-specific pricing, continuing education and
competitive information, opening up additional opportunities
to cross-sell and up-sell in new and existing accounts.

(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

Lead Distribution

VMware currently offers Academic Specialization, US Federal

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

5. Sell VMware Solutions

Achieving a Specialization can help you to grow your business by:

Volume Purchasing Program (VPP)

Enabling you to develop deeper customer relationships, creating more cross-sell and up-sell opportunities

Enterprise Licensing Agreements (ELAs)

Distinguishing you from other partners as you provide unique vertical offerings to your customer

Support and Subscription (SnS) Renewals

Offering you competitive pricing to further increase your margin potential

Market Development Funds (MDF)

Solution Enablement Toolkits (SETs)

Increasing your visibility with customers looking for virtualization partners with unique market knowledge

6. Earn Rewards
Solution Rewards
advantage+
Sales Rewards
Premier Rewards

Eligible Partner:

All Authorized VMware Solution Providers

URL:

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

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

SOLUTION PROVIDER HANDBOOK / 7

VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Get Enabled: Partner Exchange

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

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

Market Development Funds (MDF)

Insights on how to accelerate your virtualization expertise and increase your earning potential

Lead Distribution

Training opportunities, such as Boot Camps, to complete your solution competency, accreditation or certification
requirements

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Networking with your peers

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals
Solution Enablement Toolkits (SETs)

Eligible Partner:

All Authorized VMware Solution Providers

6. Earn Rewards

URL:

www.vmware.com/go/partnerexchange

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

SOLUTION PROVIDER HANDBOOK / 8

VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Get Enabled: Marketing Academy

Accreditations and Certifications

Partner University
Solution Competencies
Specializations
Partner Exchange
Marketing Academy
4. Create Demand
GRID
Partner Marketing Bureau
Website in a Box

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

Event in a Box

Building a Marketing Plan

Seminar and Event Support

Segmentation & Positioning

Market Development Funds (MDF)

Lead Distribution
5. Sell VMware Solutions
Volume Purchasing Program (VPP)
Enterprise Licensing Agreements (ELAs)

Demand Generation Fundamentals

Understanding Social Media
Lead Management
Developing Compelling Content

Support and Subscription (SnS) Renewals

The Marketing Arsenal

Solution Enablement Toolkits (SETs)

Marketing Return on Investment

6. Earn Rewards

Marketing Academy can help grow your business by:

Solution Rewards

Providing comprehensive marketing fundamentals training so that you can promote VMware and your business

advantage+
Sales Rewards
Premier Rewards

Enabling you to develop, design and execute successful marketing activities with minimal VMware resources and support
Increasing your VMware sales pipeline

7. VPN Foundation
Partner Central

Eligible Partner:

All Authorized VMware Solution Providers

URL:

www.vmware.com/go/marketingacademy

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

SOLUTION PROVIDER HANDBOOK / 9

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Create Demand: GRID

Accreditations and Certifications

Partner University
Solution Competencies
Specializations
Partner Exchange
Marketing Academy

GRID

Market Development Funds (MDF)

Theres 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 VMwares
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.

Lead Distribution

Grid Campaigns can help you grow your business by:

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Promoting your business and expertise through

co-branded campaigns designed by marketing experts to increase awareness and drive demand.

Enterprise Licensing Agreements (ELAs)

Providing an all-inclusive package of integrated campaigns, tactics and tools that can be tailored to your unique needs and goals

4. Create Demand
GRID
Partner Marketing Bureau
Website in a Box
Event in a Box
Seminar and Event Support

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)

Helping you generate leads and pipeline for your business

6. Earn Rewards
Solution Rewards
advantage+
Sales Rewards

Eligible Partner:

All Authorized VMware Solution Providers

URL:

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

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

SOLUTION PROVIDER HANDBOOK / 10

VPN Program Steps to Success

VPN Partner Benefits At-a-Glance
Get Enabled

Create Demand: Partner Marketing Bureau

Accreditations and Certifications

Partner University
Solution Solution Competencies
Specializations
Partner Exchange
Marketing Academy
4. Create Demand

Partner Marketing Bureau

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.

GRID

The Partner Marketing Bureau will:

Partner Marketing Bureau

Help you understand VMware marketing programs

Website in a Box

Be an extra set of hands to execute your co-branded campaigns

Event in a Box
Seminar and Event Support

Provide guidance on how to find marketing assets on Partner Central

Market Development Funds (MDF)

Lead Distribution
Sell VMware Solutions
Volume Purchasing Program (VPP)
Enterprise Licensing Agreements (ELAs)
Support and Subscription (SnS) Renewals
Solution Enablement Toolkits (SETs)
Earn Rewards

Eligible Partner:

All Authorized VMware Solution Providers

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/

APJ:

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

Solution Rewards
advantage+
Sales Rewards
Premier Rewards
VPN Foundation
Partner Central
Partner Logo and Messaging
Partner Communications, Blogs and Social
Media
Partner Profile and Partner Locato
Technical Support
Not for Resale (NFR) and Internal Use Licenses
(IUL)
Partner Support Center
Appendix
Partner Central Shortcuts

SOLUTION PROVIDER HANDBOOK / 11

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Create Demand: Website in a Box

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

Website in a Box
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 doesnt 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:

Volume Purchasing Program (VPP)

Promoting VMware products and solutions

Enterprise Licensing Agreements (ELAs)

Automatically refreshing your sites VMware content

Support and Subscription (SnS) Renewals

Displaying shared content in formats that match your brands look and feel

Solution Enablement Toolkits (SETs)

6. Earn Rewards
Solution Rewards

Supporting your lead programs with rich dynamic multimedia content

Generating leads and pipeline for your business

advantage+
Sales Rewards
Premier Rewards
7. VPN Foundation

Eligible Partner:

Registered, Professional, Enterprise and Premier

URL:

www.vmware.com/go/websiteinabox

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

SOLUTION PROVIDER HANDBOOK / 12

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Create Demand: Event in a Box

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

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.

Lead Distribution

You also have access to key customizable slide decks, sales

tools and supporting documents youll need to market and
host events on VMware vSphere, Customer Cost Savings,
Disaster Recovery, and Green IT.

5. Sell VMware Solutions

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

Volume Purchasing Program (VPP)

Promoting VMware products and solutions with your brand

Seminar and Event Support

Market Development Funds (MDF)

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals
Solution Enablement Toolkits (SETs)

Delivering easy-to-customize emails, registration and response tracking for your events
Supporting your events with pre-built presentation content.

6. Earn Rewards
Solution Rewards
advantage+
Sales Rewards

Eligible Partner:

All Authorized VMware Solution Providers

URL:

www.vmware.com/go/eventinabox

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

SOLUTION PROVIDER HANDBOOK / 13

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Create Demand: Seminar and Event Support

Accreditations and Certifications

Partner University
Solution Competencies
Specializations
Partner Exchange
Marketing Academy
4. Create Demand
GRID
Partner Marketing Bureau

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.

Website in a Box

Seminar and Event Support can help support your business by:

Event in a Box

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

Seminar and Event Support

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

Market Development Funds (MDF)

Lead Distribution

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

5. Sell VMware Solutions

Volume Purchasing Program (VPP)

Eligible Partner:

Enterprise and Premier Solution Providers

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

SOLUTION PROVIDER HANDBOOK / 14

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Create Demand: Market Development Funds (MDF)

Accreditations and Certifications

Partner University
Solution Competencies
Specializations
Partner Exchange
Marketing Academy

Market Development Funds (MDF)

Partner Marketing Bureau

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.

Website in a Box

MDF can help you grow you business by:

Event in a Box

Extend your marketing budget with shared resources with VMware

4. Create Demand
GRID

Seminar and Event Support

Market Development Funds (MDF)
Lead Distribution
5. Sell VMware Solutions
Volume Purchasing Program (VPP)

Generating more awareness and demand generation activities

Driving new opportunities and increasing your sales pipeline
Expanding your market share
Growing your contact database

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals
Solution Enablement Toolkits (SETs)

Eligible Partner:

Enterprise and Premier Solution Providers

6. Earn Rewards

URL:

www.vmware.com/go/MDF

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

SOLUTION PROVIDER HANDBOOK / 15

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Create Demand: Lead Distribution

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
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

Lead Distribution
5. Sell VMware Solutions
Volume Purchasing Program (VPP)
Enterprise Licensing Agreements (ELAs)

Eligible Partner:

Select Enterprise and Premier Solution Providers

URL:

www.vmware.com/go/leadsprogram

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

SOLUTION PROVIDER HANDBOOK / 16

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Sell VMware Solutions: Volume Purchasing Program (VPP)

Accreditations and Certifications

Partner University
Solution Competencies
Specializations
Partner Exchange
Marketing Academy
4. Create Demand

Volume Purchasing Program (VPP)

The VMware Volume Purchasing Program (VPP) provides incremental, tier-based discounts for VMware customers over a
rolling two-year period. VPP offers:

GRID

An Accumulative Program where qualifying purchases are aggregated (in the form of Points) over a rolling eight-quarter period.

Partner Marketing Bureau

Discount Levels that are earned automatically based on purchase volumes.

Website in a Box

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

Event in a Box
Seminar and Event Support
Market Development Funds (MDF)

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

POINTS

DISCOUNT

250-599

4%

600-999

6%

1,000-1,749

9%

1,750+

12%

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+

The Volume Purchasing Program helps you grow your business by:

Sales Rewards

Providing significant savings and budget predictability to your customers for up to two years.

Premier Rewards
7. VPN Foundation

Offering financial incentives to customers when they purchase VMware products in volume with discounts on eligible
license products

Partner Central

Driving incremental revenue opportunities with an accumulative program that creates compelling events sooner for customers.

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)

Creating up-sell opportunities for your customers and their affiliates using online VPP tools.

Eligible Partner:

Enterprise and Premier

URL:

www.vmware.com/go/vpp

Partner Support Center

8. Appendix
Partner Central Shortcuts

SOLUTION PROVIDER HANDBOOK / 17

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Sell VMware Solutions: Enterprise Licensing Agreements (ELAs)

Accreditations and Certifications

Partner University
Solution Competencies
Specializations
Partner Exchange
Marketing Academy
4. Create Demand
GRID

Enterprise Licensing Agreements (ELAs)

VMwares 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.

Event in a Box

Enterprise and Premier partners can be rewarded with preferred pricing on ELAs through the VMwares 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 VMwares support during the
sales cycle.

Seminar and Event Support

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

Partner Marketing Bureau

Website in a Box

Market Development Funds (MDF)

Lead Distribution
5. Sell VMware Solutions
Volume Purchasing Program (VPP)
Enterprise Licensing Agreements (ELAs)

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

Support and Subscription (SnS) Renewals

Solution Enablement Toolkits (SETs)
6. Earn Rewards
Solution Rewards

Eligible Partner:

Enterprise and Premier Solution Providers

URL:

www.vmware.com/go/ela

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

SOLUTION PROVIDER HANDBOOK / 18

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Sell VMware Solutions: Support and Subscription (SnS) Renewals

Accreditations and Certifications

Partner University
Solution Competencies
Specializations
Partner Exchange
Marketing Academy
4. Create Demand

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 and, a prime upsell opportunity.

GRID

Renewals help grow your business by:

Partner Marketing Bureau

Capitalizing on existing annuity revenue streams

Website in a Box

Creating new long-term revenue streams through

multi-year deals

Event in a Box
Seminar and Event Support
Market Development Funds (MDF)
Lead Distribution
5. Sell VMware Solutions

Giving you more visibility into upcoming renewal

opportunities through the Renewals Portal
Go to Partner Central to access the latest renewal
campaign deliverables.

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

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)
Support and Subscription (SnS) Renewals
Solution Enablement Toolkits (SETs)

Eligible Partner:

Professional, Enterprise and Premier Solution Providers

URL:

www.vmware.com/go/renewals

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

SOLUTION PROVIDER HANDBOOK / 19

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Sell VMware Solutions: Solution Enablement Toolkits (SETs)

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)

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 VMwares Service IP to enhance and support your own solutions leveraging your
companys expertise

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

Enterprise Licensing Agreements (ELAs)

T YPICAL SET CONTENT

Support and Subscription (SnS) Renewals

SALES & MARKETING

TO O L S

E N G I N E E R I N G TO O L S

L A B TO O L S

S O L U T I O N TO O L S

Positioning Overview

ROI Calculator

Lab Spec

Data Sheet

Positioning Summary

Capacity Planner

Base Demo

Letter of Intent

Partner Opportunity
Analysis

Healthcheck Analyzer

Demo Script

Sample Deliverable

Converter

Pre-built VMS

Pricing Calculator

Solution Enablement Toolkits (SETs)

6. Earn Rewards
Solution Rewards
advantage+
Sales Rewards

Whiteboard

Scoping Worksheet

Tech White Paper

SOW Template

7. VPN Foundation

Customer Preso (Biz+Tech)

Delivery Guide

Partner Central

GRID Campaign

Service Delivery Kit

Partner Logo and Messaging

Event Content

Deliverable Template

Partner Communications: Blogs and Social

Media

Success Stories

Premier Rewards

Partner Profile and Partner Locator

Technical Support
Not for Resale (NFR) and Internal Use Licenses
(IUL)
Partner Support Center
8. Appendix
Partner Central Shortcuts

Eligible Partner:

Professional, Enterprise and Premier Solution Providers

URL:

www.vmware.com/go/SET
SOLUTION PROVIDER HANDBOOK / 20

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Earn Rewards: Solution Rewards

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

Solution Rewards
VMware Solution Rewards is a financial incentive program that rewards eligible partners for their proven dedication to
virtualization and cloud infrastructure practices and their value selling of VMware solutions. Under the Solution Rewards
program, eligible partners that achieve VMware Solution Solution Competencies are 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.
Earn bonus rewards for the first-time sale of new solutions to existing VMware customers:
With the Solution Rewards first-time sale bonus rebate, partners can earn up to 10% in addition to the standard Solution
Rewards benefits. This bonus is awarded for cross-selling to VMware customers that are purchasing VMware license(s) of
relevant product family(ies) within the partners achieved Solution Competency for the first time. This brings the total
potential Solution Rewards incentive as high as 20%.
Solution Rewards helps you grow your business by:
Accelerating your profitability based on your achievement of Solution Solution Competencies.

Volume Purchasing Program (VPP)

Rewarding you for value selling

Enterprise Licensing Agreements (ELAs)

Ensuring your ability to be your customers trusted advisor for virtualization and cloud infrastructure

Support and Subscription (SnS) Renewals

Solution Rewards Program Rebates*

Solution Enablement Toolkits (SETs)

REWARDING PARTNERS FOR EARNING

VMWARE SOLUTION COMPETENCIES

6. Earn Rewards

STANDARD REBATE

FIRST-TIME
SALE BONUS

Infrastructure Virtualization

2%**

N /A

Desktop Virtualization

10%

+10 %

Business Continuity

10 %

+10 %

Virtualization of Business
Critical Applications (VBCA)

10%

+10 %

Solution Rewards
advantage+
Sales Rewards
Premier Rewards
7. VPN Foundation
Partner Central
Partner Logo and Messaging
Partner Communications: Blogs and Social
Media

*Rates subject to change, see program Terms & Conditions located on Partner Central for
complete details.
**Emerging markets only.

Partner Profile and Partner Locator

Technical Support
Not for Resale (NFR) and Internal Use Licenses
(IUL)

Eligible Partner:

Professional, Enterprise and Premier

Partner Support Center

URL:

www.vmware.com/go/solutionrewards

8. Appendix
Partner Central Shortcuts

SOLUTION PROVIDER HANDBOOK / 21

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Earn Rewards: advantage+

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

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 10% for developing new VMware opportunities
INFLUENCE rewards you for influencing customer VMware purchases even though the deal may be fulfilled by another
VMware partner.

Market Development Funds (MDF)

SAFEGUARD allows you to register and protect opportunities by becoming the Partner of record on that opportunity

Lead Distribution

Earn bonus rewards for sales to new VMware customers:

With the advantage+ new customer bonus rebate, Solution Provider Premier and Enterprise Partners can earn up to 10% in
addition to their standard OPPREG benefits when they sell to new VMware customers. Bringing them to a total potential
incentive of up-to 20%.

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

Advantage+ Program Benefits*

advantage+ helps you grow your business by:

REWARDING PARTNERS FOR

REGISTERING DEALS & VALUE SELLING

Ensuring you are rewarded for value selling

and leading with VMware

Deals Closed

Enhancing your profitability and protecting

pre-sales investments

NEW
CUSTOMER
BONUS

BENEFITS

Rewarding you for acting as trusted advisors

and bringing in new customers

Deals
Influenced

Solution Provider

Premier Rewards

PREMIER, ENTERPRISE

10 %

+10 %

6%

7. VPN Foundation
PROFESSIONAL & REGISTERED

Partner Central
Partner Logo and Messaging

*Benefits shown in chart reflect the maximum available through the program.

Partner Communications: Blogs and Social

Media
Partner Profile and Partner Locator
Technical Support

Eligible Partner:

Registered and Professional Solution Providers may participate in advantage+ safeguard

only. Enterprise and Premier Solution Providers may participate in all components of
advantage+ and are eligible for financial incentives.

URL:

www.vmware.com/go/adplus

Not for Resale (NFR) and Internal Use Licenses

(IUL)
Partner Support Center
8. Appendix
Partner Central Shortcuts

SOLUTION PROVIDER HANDBOOK / 22

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Earn Rewards: Sales Rewards

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)

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

Lead Distribution
5. Sell VMware Solutions

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

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

SOLUTION PROVIDER HANDBOOK / 23

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Earn Rewards: Premier Rewards

Accreditations and Certifications

Partner University
Solution Competencies
Specializations
Partner Exchange
Marketing Academy
4. Create Demand

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.

GRID

Rebates are paid quarterly, and use of rebates is at the partners discretion.

Partner Marketing Bureau

The Premier Rewards Program helps support your business by:

Website in a Box

Aligning your goals with VMwares go-to-market strategy

Event in a Box
Seminar and Event Support
Market Development Funds (MDF)

Recognizing your revenue achievements on a quarterly basis

Rewarding you with competitive rebate for meeting or exceeding your revenue targets.

Lead Distribution
5. Sell VMware Solutions
Volume Purchasing Program (VPP)
Enterprise Licensing Agreements (ELAs)

Eligible Partner:

Premier Solution Providers only

URL:

www.vmware.com/go/premierrewards

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

SOLUTION PROVIDER HANDBOOK / 24

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

VPN Foundation: Partner Central

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)

Partner Central
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

Support and Subscription (SnS) Renewals

Providing the latest tools, collateral and resources in one location

Solution Enablement Toolkits (SETs)

Offering a variety of co-brandable sales and marketing tools which can help you promote your VMware practice

6. Earn Rewards

Linking you to Partner University and the catalog of training and education available

Solution Rewards

Register for a User Account to Partner Central at www.vmware.com/partners/partners.html

advantage+
Sales Rewards
Premier Rewards
7. VPN Foundation
Partner Central

Eligible Partner:

All Authorized VMware Solution Providers

URL:

www.vmware.com/partnercentral

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

SOLUTION PROVIDER HANDBOOK / 25

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

VPN Foundation: Partner Logo and Messaging

Accreditations and Certifications

Partner University
Solution Competencies
Specializations
Partner Exchange

Partner Logo and Messaging

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

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

Volume Purchasing Program (VPP)

Enterprise Licensing Agreements (ELAs)
Support and Subscription (SnS) Renewals
Solution Enablement Toolkits (SETs)

Eligible Partner:

Professional, Enterprise and Premier

URL:

www.vmware.com/go/partnerbranding

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

SOLUTION PROVIDER HANDBOOK / 26

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

VPN Foundation: Partner Communications: Blogs and Social Media

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)

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 VMwares Partner News Feed at http://blogs.vmware.
com/partner
Social Media Receive the latest updates and insights from our global Partner leaders:
twitter.com/VMware_partners

Enterprise Licensing Agreements (ELAs)

facebook.com/vmwarepartnernetwork

Support and Subscription (SnS) Renewals

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

Solution Enablement Toolkits (SETs)

6. Earn Rewards

VMware Partner Communications helps support your business by:

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

Solution Rewards

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

advantage+

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

Sales Rewards
Premier Rewards
7. VPN Foundation
Partner Central
Partner Logo and Messaging
Partner Communications: Blogs and Social
Media

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.

Partner Profile and Partner Locator

Technical Support
Not for Resale (NFR) and Internal Use Licenses
(IUL)
Partner Support Center
8. Appendix
Partner Central Shortcuts

SOLUTION PROVIDER HANDBOOK / 27

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

VPN Foundation: Partner Profile and Partner Locator

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)

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

Lead Distribution
5. Sell VMware Solutions
Volume Purchasing Program (VPP)
Enterprise Licensing Agreements (ELAs)

Eligible Partner:

Professional, Enterprise and Premier

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

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

SOLUTION PROVIDER HANDBOOK / 28

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

VPN Foundation: Technical Support

Accreditations and Certifications

Partner University
Solution Competencies
Specializations
Partner Exchange
Marketing Academy
4. Create Demand
GRID
Partner Marketing Bureau

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

Website in a Box

Enterprise Solution Provider-5 support incidents

Event in a Box

Professional Solution Provider-2 support incidents

Seminar and Event Support

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 Providers or an End-Users production environment, or as an
escalation path into VMwares engineering.

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

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

Partner Central
Partner Logo and Messaging
Partner Communications: Blogs and Social
Media
Partner Profile and Partner Locator

Eligible Partner:

Professional, Enterprise and Premier

URL:

www.vmware.com/go/techsupport

Technical Support
Not for Resale (NFR) and Internal Use Licenses
(IUL)
Partner Support Center
8. Appendix
Partner Central Shortcuts

SOLUTION PROVIDER HANDBOOK / 29

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

VPN Foundation: Not for Resale (NFR) and Internal Use Licenses (IUL)

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)

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

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals
Solution Enablement Toolkits (SETs)
6. Earn Rewards
Solution Rewards

Eligible Partner:

Professional, Enterprise and Premier Solution Providers

URL:

www.vmware.com/go/nfr
www.vmware.com/go/iul

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

SOLUTION PROVIDER HANDBOOK / 30

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

VPN Foundation: Partner Support Center

Accreditations and Certifications

Partner University
Solution Competencies
Specializations
Partner Exchange

Partner Support Center

Marketing Academy
4. Create Demand

PARTNER SUPPORT CENTER

GRID

[email protected]

Partner Marketing Bureau

Website in a Box

Market Development Funds (MDF)

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.

Lead Distribution

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

5. Sell VMware Solutions

General program inquiries

Volume Purchasing Program (VPP)

Partner training through Partner University, Specializations, and Solution Competencies

Event in a Box
Seminar and Event Support

Enterprise Licensing Agreements (ELAs)

Support and Subscription (SnS) Renewals
Solution Enablement Toolkits (SETs)
6. Earn Rewards

Partner incentives such as advantage+, Solution Rewards, and Sales Rewards

Opportunity registration (advantage+) process and status
Market Development Funds (MDF)

Solution Rewards

General benefits such as Not-for-Resale and Internal Use license software, and toolkits

advantage+

Partner Central functionality

Sales Rewards

User information for general partner profile updates, Partner Locator and Distributor Locator

Premier Rewards
7. VPN Foundation

Supported Languages:

Partner Central

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

Partner Logo and Messaging

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

Partner Communications: Blogs and Social

Media
Partner Profile and Partner Locator
Technical Support
Not for Resale (NFR) and Internal Use Licenses
(IUL)

Eligible Partner:

All Authorized VMware Solution Providers

URL:

www.vmware.com/go/partnersupportcenter

Partner Support Center

8. Appendix
Partner Central Shortcuts

SOLUTION PROVIDER HANDBOOK / 31

1. VPN Program Steps to Success

2. VPN Partner Benefits At-a-Glance
3. Get Enabled

Appendix: Partner Central Shortcuts

Accreditations and Certifications

Partner University
Solution Competencies
Specializations
Partner Exchange

Partner Central Shortcuts

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

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

5. Sell VMware Solutions

Partner Central

www.vmware.com/partnercentral

Volume Purchasing Program (VPP)

Partner Marketing Bureau

www.vmware.com/go/marketingbureau

Enterprise Licensing Agreements (ELAs)

Partner Support Center

www.vmware.com/go/partnersupportcenter

Support and Subscription (SnS) Renewals

Partner Technical Support

www.vmware.com/go/techsupport

Solution Enablement Toolkits (SETs)

Partner University

www.vmware.com/go/partneruniversity

PEX

vmwarepartnerexchange.com

Premier

www.vmware.com/go/premierrewards

Promotions

www.vmware.com/go/promotions

Regional Contacts

www.vmware.com/go/solutionprovidercontacts

Renewals

www.vmware.com/go/renewals

6. Earn Rewards
Solution Rewards
advantage+
Sales Rewards
Premier Rewards

Sales Rewards

www.vmware.com/go/salesrewards

7. VPN Foundation

SETs

www.vmware.com/go/SET

Partner Central

Solution Competencies

www.vmware.com/go/BecomeAnExpert

Partner Logo and Messaging

Solution Rewards

www.vmware.com/go/solutionrewards

Partner Communications, Blogs and Social

Media

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

Partner Profile and Partner Locato

Technical Support
Not for Resale (NFR) and Internal Use Licenses
(IUL)
Partner Support Center
8. Appendix
Partner Central Shortcuts

SOLUTION PROVIDER HANDBOOK / 32

VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com
Copyright 2012 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: 041812m_SolutionProviderHandbook_Final_Apr_2012