Minimum opportunity size is calculated by totaling the VMware USD list price, prior to any end-user discounts taken through the VPP program, of all eligible software licenses in the opportunity registered. Support and Professional Services do not apply.
Advantage+ is VMware’s Opportunity Registration program which rewards partners for exhibiting desired sales behaviors, bringing in new opportunities, and value-selling by educating customers and prospects about VMware. 6. 2.
Who is eligible to participate in advantage+? Authorized Corporate Reseller, Global System Integrator, OEM Corporate Reseller, Solution Provider, System Builder, and Technology Provider partners and are eligible to register opportunities through the advantage+ program. However, the program benefits for an approved registration vary by Partner Type, Program Level and Partner location. See the advantage+ Program Benefits document for complete details. Authorized Partners are those meeting all programmatic requirements designated in the VMware Program Guide or contract for their Partner Type.
Contact your VMware Partner Business Manager, submit a case through Partner Central, or email your questions to [email protected] Your questions through Partner Central and to the email alias will be answered in the order they are received.
Submitting Opportunities for Approval 7.
What is Safeguard?
What VMware products are eligible for advantage+? The program benefits apply to, and minimum deal size requirements are based on, VMware license sales only. All VMware software licenses, including promotional licenses, available for purchase on the VMware price list provided to authorized VMware Distributors are eligible for program benefits. Professional Services (PSO), SnS and any bundled solutions with SnS or PSO in them are not eligible to receive programmatic benefits.
Is there a minimum opportunity size requirement to be eligible for advantage+?
How do I get started with the advantage+ program? Log into the VMware Partner Central web portal, go to the ‘Incentives’ tab and click on advantage+. This will take you into the main advantage+ page through which partners can review program documentation and online trainings. From the Opportunity Registration tab partners can access the registration form and other key tools.
Safeguard is a benefit of the advantage+ program that gives partners opportunity protection on an approved registration, enabling the approved partner to become the partner of record, meaning no other partner will be approved for that opportunity. Safeguard allows partners to protect their pre-sales investment and gain close collaboration with VMware sales to help you cross-sell and up-sell opportunities early in the sales cycle 4.
Who can I contact at VMware for any questions or concerns regarding the advantage+ program?
To get started with advantage+ program, be sure to: a.
Review all program documents posted on Partner Central.
Begin registering opportunities through the Opportunity Registration tab on Partner Central.
How do I register an opportunity? From the Opportunity Registration tab on Partner Central, select advantage+. Complete the form, click the Save button, then click ‘Submit for Approval’. The form will be submitted to the VMware local Sales team for review. Partners will be emailed the Opportunity Registration Tracking Number (ORTN) upon submitting the completed registration form. If the opportunity is approved by VMware Sales, the partner will receive an email including the Opportunity Registration Approval Number (ORAN). The ORAN will be required for claiming any advantage+ program incentives.
Yes, the opportunity must be $10,000 (USD) list license value to be eligible for advantage+.
How far in advance should I register an opportunity? All registrations must be approved by VMware Sales prior to deal close to be eligible for the program benefits. VMware will only approve one partner per opportunity so we recommend that you register your deal as soon as possible. If your approved opportunity will not close within 120 days of the registration submit date, the opportunity can be re-registered and re-approved by VMware Sales, as long as it has moved forward in the sales process.
10. How do I attain approval from VMware Sales when I register an opportunity? Partners have to provide value-selling to be approved for opportunity registration. Value selling is defined by providing the following: Identifying a net-new opportunity with a customer or prospect that VMware is not aware of. Educating the customers on the strategic and technical merits of a VMware product or solution. The education could include, but is not limited to, a customer presentation, demo, proof of concept, or pilot. Engaging in account planning with the VMware Sales force.
13. What if VMware does not approve my opportunity? If VMware cannot approve an opportunity, we will send an email (to the partner representative who submitted the opportunity) stating the opportunity has been denied, along with reasons for denial. Common reasons for denial include, but are not limited to: The opportunity is already registered to another partner The minimum deal size was not met The opportunity is not eligible due to the use of discounting such as special bids, ELAs, etc.
About advantage+ Benefits and Closing Opportunities 14. Can multiple partners receive program benefits for the same opportunity? No. Only one partner will be approved per registered opportunity. 15. Can I register opportunities if I plan to use other programs such as VPP? The VMware Purchasing Program (VPP) can be combined with advantage+. VPP is a program designed to reward customers for purchasing VMware in volume. Both programs are compatible so if an opportunity is eligible for advantage+ it can qualify for VPP if the terms of the VPP program are met.
11. How long will my approved registration remain valid? An approved registration is valid and active for 120 days from the date the opportunity registration is submitted. 12. Can I re-register my opportunity if it expires? Partners can re-register an approved opportunity at any time prior to the 120-day period expiring. The partner must be able to demonstrate to VMware Sales that the opportunity has moved forward in the sales process. Forward sales motion may include the following: The final customer decision-maker has been identified and provided a VMware positioning presentation with deal terms. The customer decision-maker has provided conceptual approval of the project, but implementation specifics are still
When a sale uses specialized discounting programs such as the Enterprise Licensing Agreement (ELA), or VMware Special Pricing (SPF), it is not eligible for advantage+. Sales that use the U.S. Government price list rely on a distinct set of payment percentages and are not eligible for advantage+. 16. What if an opportunity is approved, and the partner’s Program status is no longer authorized, is the partner still entitled to the program benefits? Only partners in good standing, meeting all programmatic requirements designated in the VMware Program Guide or contract for their Partner Type are eligible to resell VMware product and receive advantage+ benefits. 17. What does my company need to do to when closing an approved opportunity?
being determined. Customer is in the process of budget approval for the agreed upon project
Partners must submit the ORAN number (provided by VMware to the partner via an email) in the PO to distribution. The ORAN can be added to the comments field of the PO.
OEM Corporate Reseller /2
Advantage+ - Adelanto
Advantage+ Opportunity Registration Program
Frequently Asked Questions OEM Corporate Reseller Partners 1.
What is advantage+?