Disclaimers All information conveyed during this session is to be treated as confidential. While every effort has been made to portray actual end functionality and display information accurately, all items demonstrated within this session are subject to change without notice.
While all efforts have been made to ensure working functionality, this session is being conducted on a test environment which is subject to change and modification without prior notice, which in turn may impact on the availability, performance and functionality of the demonstration.
As per the NDA agreement entered into previously, all information displayed is proprietary to VMware and should not be copied or recorded in any way during or after this session.
This session may contain product features that are currently under development. This session/overview of the new technology represents no commitment from VMware to deliver these features in any generally available product.
Features are subject to change, and must not be included in contracts, purchase orders, or sales agreements of any kind.
Technical feasibility and market demand will affect final delivery. Pricing and packaging for any new technologies or features discussed or presented have not been determined. 2
Forward-Looking Statements Statements made in this presentation which are not statements of historical fact are forward-looking statements based upon current expectations. Actual results could differ materially from those projected in the forward-looking statements. Information regarding risk factors that could cause actual results to materially differ are contained in documents filed by VMware with the Securities and Exchange Commission, including report that VMware may file with the SEC from time to time on periodic reports on Form 10-Q and Form 10-K and current reports on Form 8-K. VMware disclaims any obligation to update any such forward-looking statements after the date of this presentation.
Incentive Program Disclaimer
Eligibility for programs and benefits discussed in this session may vary by Partner Type, Program Level, and Partner Location. See VMware Partner Central for complete details.
Partner financial incentives discussed in this session represent maximum available through the program.
Program Terms, conditions, and benefits are subject to change at the sole discretion of VMware.
VMware reserves the right to decline and/or restrict the programs for any reason and at any time.
Partner Rewards Overview Opportunity Registration Rebate Programs Sales Rep Incentives Organization Benefit Programs MDF Resources to Support You
Partner Rewards Overview VMware’s portfolio of incentive programs is designed to reward Partners for value-creation and investments made in their VMware product and solution sales practices.
The Market Opportunity Continues to Grow ……
Over 300,000 installed VMware 80% of companies <1000 Customers to …….. employees are an opportunity for virtualization
$3+ Billion in 2011
Leverage Partner Rewards to Address the Opportunity Partner Rewards provides added incentives for acquiring new customers and cross-selling customers with new product solutions Solution Rewards Rewards Partners for product expertise on solution sales
Advantage+ Partner opportunity registration program to reward Partners for value-added selling activities
Advantage+, VMware’s Opportunity Registration Program VMware’s Opportunity Registration Program that rewards Partners for value-selling and leading with VMware Solutions Program benefits: • Enhance VMware Partner profitability and protect pre-sales investments • Reward Partners for acting as trusted advisors and bringing in new customers • Create a cooperative selling environment for our value focused Partners
Program components: Develop new VMware opportunities
Influence customer’s VMware purchase, but deal fulfilled by another Partner Register and protect key opportunities by demonstrating value selling
Advantage+ Program Effective Feb. 1, 2012 STANDARD OPPREG DISCOUNT
NEW CUSTOMER BONUS REBATE
PREMIER PARTNER LEVEL
• $10,000 list license value minimum deal size for opportunities See program terms & conditions for program eligibility, payment structure, and payment method variations 10
Advantage+ New Customer Bonus Rebate
Earn up-to 20% on new customer sales Customer site has no VMware license purchases (including OEM-branded VMware licenses) in past 4 years • Liberal towards subsidiaries & remote locations • Accounts are still considered new if they have prior purchases of Workstation of Fusion
+10% New Customer Bonus
10% Oppreg CR, GSI, Solution Provider: Premier & Enterprise
Solution Competencies: Increase Expertise, Increase Revenue Your ROI: 2-4X Increase in Deal Size PLUS Solution Rewards incentives
$48K with Competency
Learn more: www.vmware.com/go/competencies 12
$115K with Competency
$45K with Competency
VMware Solution Rewards Designed to accelerate profitability for Partners achieving VMware Solution Competencies EUC Desktop Virtualization
VMware View & VMware ThinApp Licenses
CIM Virtualization of Business Critical Applications (VBCA) Business Continuity Infrastructure Virtualization
VMware vCenter Business Production Bundle Licenses VMware vCenter Site Recovery Manager Licenses VMware vSphere & VMware Server Licenses*
• All Partner Levels are eligible • Eligible upon Competency achievement • Quarterly back-end rebate issued to Partners *Program benefits available In Emerging Markets only 13
• No minimum deal size required for transactions
Solution Rewards Program Changes
Earn up-to 20% on first-time solution sales
Customer site has no VMware license purchases of eligible product families (including OEM-branded VMware licenses) in past 4 years
+10% Additional incentives available for Partners as more Solution Competencies become available
First-time Sale Bonus
10% 2% IV (Emerging Countries) 14
Desktop, BC/DR & New Competencies
Rewards for New Customer Sales Opportunity: 1 vSphere Standard Acceleration Kit (>$10,000 USD License)
advantage+ discount for value-selling on $10K+ deals (upfront discount)
advantage+ bonus rebate on sales to new customers (after sale)
On sales to new customers with advantage+
Rewards represent maximum available through the programs and are calculated as a % of eligible list license value 15
New Customer Rewards Margin Example Partner has an approved advantage+ Opportunity with a new VMware Customer containing: vSphere and vCenter Operations Licenses worth $15,000 Standard Opportunity
Standard Discount New Customer 3.4X Margin Improvement
*Margin calculated as a % of Reseller Price 16
Rewards for Cross-Sell Opportunities Cross-Sell Opportunity: 1 vCenter SRM Standard license
(<$10,000 USD License)
Up-Sell Opportunity: 1 vCenter SRM Enterprise (>$10,000 USD License) Solution Rewards rebate for Business Continuity
Solution Rewards bonus rebate for first time sale of Business Continuity
Standard Program Bonus Reward
advantage+ discount for valueselling on $10K+ deals (upfront discount)
On first time solution sales with Solution Rewards & advantage+ Rewards represent maximum available through the programs and are calculated as a % of eligible list license value 17
New Customer Rewards Margin Example Partner has an approved advantage+ Opportunity for a customer who has never purchased Desktop products containing: 1 View Premier License worth $25,000 Standard Opportunity
Standard Discount First-time Sale 4.6X Margin Improvement
*Margin calculated as a % of Reseller Price 18
VMware Premier Rewards Quarterly performance based incentive designed to align with VMware’s go-to-market strategy and drive focused goals with our Partners. Program benefits: • Available to Solution Provider - Premier Partners • Quarterly back-end rebate issued to Partners • 2% rebate for achieving quarterly VMware sales targets
Provides financial incentives to partners who achieve excellence within their market and meet or exceed quarterly goals set by VMware
VMware Partner Network Revenue Credit for OEM Sales Get credit for OEM-branded VMware product sales
Gain access to greater benefits and rewards as you progress in the VMware Partner Network Solution Provider Program
Participating Global Alliance OEMs:
Partners need to opt-in to release their sales data to VMware For more information, refer to the Frequently Asked Questions on Partner Central at: www.vmware.com/partners/partners.html? 06880000000cTzY 20
Best practices, hands-on. Instructor-led. Industry recognized.
VMware Sales Rewards Rewards accredited sales and technical Partner reps for completing sales and training activities. The more you sell and train, the more you earn! • Available to Solution Provider: Premier, Enterprise, and Professional level companies
• Promotional Rewards available for: • Product SPIFFs • Closed advantage+ sales • Training & Enablement • and more…
• Earn reward points to exchange for the reward of your choice!
Program may not be available in all regions, see Partner Central for complete details. 24
Current Promotion: Rewards for New Customer Sales
Terms and conditions apply, visit www.vmware.com/go/salesrewards for program details and eligibility 25
Current Promotion: Product SPIFFs
1st April Through 30th June: Earn reward points for selling: Product Name (SKU)
Points per SKU
VMware vCenter Operations Management Standard 5.0 (VC-O5-STD25-C)
VMware vCenter Operations Management Suite Advanced 5.0 (VC-O5-ADV25-C)
VMware vCenter Operations Management Suite Enterprise 5.0 (VC-O5-ENT25-C)
VMware vCenter Site Recovery Manager 5 Standard (VC-SRM5-25S-C)
VMware vCenter Site Recovery Manager 5 Enterprise (VC-SRM5-25E-C)
VMware View 5 Premier Bundle 100 pack* (VU5-PR-100-C)
*Promotion not available in all regions **In some regions, academic and VPP version SKUs may qualify see program site for complete details 26
10100 points = 1,01,000 INR
Choose your own reward…
Exact merchandise varies by country, subject to availability and change, point values may vary 29
VMware Market Development Fund (MDF) Program Proposal-based reimbursement program to support our Partners’ VMware marketing campaigns and demand generation activities Program benefits: • Extend your marketing budget with shared resources from VMware •
Expand your VMware footprint by investing in demand generation and sales incentive programs that create leads, drive opportunities and grow your VMware business
Utilize funds for enablement and training to better understand and sell VMware products
Work with your VMware Partner Business Manager or VMware Partner Marketing Manager to get started on your marketing plan!
MDF (Market Development Fund) Partner Develop
Sales Acceleration Relationship Building
Lead Generation Online Ads Prospecting Web Site Campaigns Events (incl. Evals) Email Offers
Marketing Programs – Revenue Impact Premier, Enterprise, Professional
Partner Marketing Bureau The Bureau is made up of a group of consultants whose sole purpose is to assist VMware Partners in their lead generation efforts – everything from how to run a Grid campaign through to setting up a Website in a Box or even where to locate marketing assets in Partner Central.
Allows you to create and customize your own VMware event and contains everything you need to promote and manage the registration.
Latest Grid Campaigns VMware Support and subscription Renewal Campaign Campaign Goals: Generate renewals requests from customers whose contract is expiring within 90 days. To increase the value of the deal we recommend to up-sell the customer to a production contract
VMware campaign for Small to Mid-Sized Businesses – Real World Advantage Campaign Goals: Generate leads for joint VMware’s SMB virtualization solutions targeted to acquire net new customers and to cross sell adjacent solutions to the existing customer base
Symantec/VMware Virtualisation Accelerate your race to 100% Virtualisation Campaign Goals: Generate leads for joint VMware/Symantec Partners focused on driving Symantec Application HA, with VMware vSphere and vCenter.
Registering your opportunities in Salesforce to get rewarded through Advantage + Program
Coming in Q2: Partner Rewards Management Created to deliver the experience you asked for, Partner Central is being updated with a VMware Partner Rewards management section to improve the Partner experience around VMware’s portfolio of incentive programs
One Location, All your Rewards 9 Benefit Summary 9 Combined Payments 9 Program Reporting 9 Self-service Tools 9 MDF Management
Partner Rewards Benefit Summary
What Gets Measured, Gets Better! Manage and Track your VMware Partner Rewards
• Specific to your reward programs • Four-quarter summary • Available on demand • Prior years statements saved
Partner Central Resources to Support You Complete Program details available on Partner Central > Incentives • Individual Program overviews & documents • Program update and recordings • Access to Opportunity Registration, Sales Rewards, and more
Things to Remember
1. Register new VMware opportunities through advantage+ 2. Submit payment details to receive Partner Rewards rebates 3. Accept Solution Rewards terms & conditions & Premier Rewards Goals regularly
How Can we Help? • Partner Program & Benefit questions • Partner Central access, navigation, visibility • Payment and processing inquiries • And more… • Available 24x5
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