Market Leading Virtualization and Cloud Computing Solutions, Award-Winning Programs, Unparalleled Value 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? •
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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 the Enrolled tier, and you do not need to specify a particular Route-to-Market program. The Enrolled tier allows you to: •
How to Join 1. 2. 3.
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Learn more about the different Route-to-Market programs we offer (e.g. Solution Provider, Service Provider, Consulting and Integration Partner or Technology Alliance Partner). Take time to decide what Route-to-Market program is right for your business model, and start acquiring the needed sales & technical solution skills with free online training to accelerate your time to the first transaction.
Go to www.vmware.com/partners and click on “Enroll Now”. Complete the VMware Partner Network Application Form and accept the Terms & Conditions. Once enrollment is finalized and you have determined what Route-to-Market program is right for your business model, then you can start acquiring the needed sales and technical solution skills with free online training on Partner University.
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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 Program VMware Solution Providers have a primary business model based on value-added reselling and/or services delivery. These partners provide unbiased opinions, combining their technology expertise and services to design, plan, and deploy sophisticated virtualization and cloud computing solutions. Distribution VMware Authorized Distributors offer a broad range of services and support for the VMware Partner Network and are an extension of VMware to help ensure that partners have what they need to be successful. Our distributors’ value-added services such as credit, marketing support, promotions, and training enable VMware Partners to meet their customers’ virtualization and cloud computing needs.
Technology: Companies that have their own products and technologies and incorporate VMware products. Global OEM Alliance Partners Global Alliance Partners integrate, support and OEM their hardware and software with VMware technology. Technology Alliance Partners This program enables software and hardware vendors to develop and market integrated VMware solutions that deliver enhanced value to customers. ISV Partners Within the Technology Alliance Partner program, the VMware vCloud Air ISV Program focuses on enabling ISVs to extend traditional, on-premise solutions to the cloud, or to develop cloud-native solutions on VMware’s vCloud Air.
Services: Companies that sell and manage services. VMware vCloud Air Network Program (formerly VSPP) This program is the ideal solution for companies who offer hosted services to 3rd parties, such as Infrastructure as a Service (IaaS) Providers, Cloud Service Providers, Application Service 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 predominantly consulting-based business model to drive successful cloud and virtualization initiatives with new and existing clients. VMware Authorized Training Centers (VATCs) VATCs are training partners that have been carefully selected to deliver authorized VMware technical trainings to customers and channel partners.
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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 of expertise and engagement in the program through VMware training and sales moves your company into advanced levels of membership. To better support your company and maximize your business opportunities, we offer three Solution Provider Program levels: Professional, Enterprise, and Premier.
• Partner University access – online training & education • Partner Central access – VMware’s exclusive partner 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 (Solution Rewards) • 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)
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
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 Professional For detailed requirements and benefits refer to the Solution Provider Program Guide.
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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 the opportunity to grow services-based business by consuming VMware products on a pay as you go, pay as you grow monthly subscription 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 and tools used on premise.
Professional - Service Providers that invest in training and are actively using VMware products.
• Partner University access – online training & education • Partner Central access – VMware’s exclusive partner 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 offer Hybrid Cloud Powered services based on VMware 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) • 1 VMware Operations Professional – Cloud Provider (VOP – CP) • 2 VMware Certified Professionals (VCP) (1 for developing countries) • Achievement of the Cloud Provider Solution Competency
Premier - partners who are strategically and technically aligned to VMware and commit business resources to delivering Hybrid Cloud Powered 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) • 1 VMware Operations Professional – Cloud Provider (VOP – 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.
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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 more than 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 Software Defined Data Center, End User Computing and Hybrid Cloud areas – on-premise or in the Cloud.
Access - prepares and guides your company when it is establishing a technology relationship with VMware.
• Partner University access – online training & education • Partner Central access – VMware’s exclusive partner 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 seeking integration of your products with VMware products. Hardware, infrastructure and software vendors receive benefits designed to enable you to learn, build and deploy your solutions on VMware platforms as well as provide support to mutual customers.
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.
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Partner Support & Resources Partner Central
VMware Partner Central The VMware partner portal providing the latest news and resources available for sales, marketing, and technical efforts.
VMware Demand Center Portal A central resource for locating VMware marketing tools and materials, offering qualified campaigns and resources based upon your profile (i.e. tier/GEO/Competency, etc.).
Sales Support & Incentives
Social Media Syndication Accelerate your online reputation with social media syndication. With this tool, VMware provides content you can post automatically to your social networks, making it easy to keep up your social profiles.
VMware offers a portfolio of incentive programs designed to reward you for value-creation and investments made in your VMware product and solution sales practices. Solution Rewards The VMware Solution Rewards program is designed to accelerate your profitability on sales of new and emerging VMware virtualization solutions. If you achieve qualifying VMware Solution Competencies, you will be eligible to receive a quarterly back-end rebate on select products.
Training & Development
Advantage+ The Advantage+ Opportunity Registration Program rewards you for value selling and leading with VMware solutions. By registering qualified opportunities, you can protect your presales investment, secure VMware sales support, and may be eligible for financial incentives to increase your profit margins.
Solution Competencies A VMware Solution Competency is a recognized level of expertise that enables you to accelerate your sales and services growth. Solution Competencies are earned through a combination of in-depth, hands-on product experience, and specialized eLearning. Once achieved, Solution Competencies make you eligible for additional benefits.
Partner University VMware Partner University is a virtual campus providing you with access to the latest high-quality training and education on VMware products, services and solutions.
Not for Resale (NFR) software NFR software is offered at no charge to eligible partners for product demonstration and educational purposes. Internal Use Licenses (IUL) Available for purchase at a discount for use in your internal IT environment to assist you when building VMwarecompatible solutions.