Welcome to the VMware Service Provider Program! VMware is uniquely positioned to help Service Providers develop their cloud computing business due to its leading position in enterprise virtualization and visionary cloud computing goals. Partnering with VMware helps you succeed in three major areas: growing your revenue, differentiating your offerings, and accelerating your growth opportunities. The VMware Service Provider Program (VSPP) was created for partners like you who offer cloud computing and/or hosted IT services to enterprise and SMB organizations. Through a product subscription model, VSPP allows partners flexibility in offering virtualization solutions, applications, and services to their customers with no up-front expenses. VSPP is the ideal solution for various types of VMware partners who offer hosted services to 3rd parties, such as Cloud Service Providers, Application Service Providers (ASPs), Internet Service Providers (ISPs), Platform as a Service (PaaS) Providers, and Infrastructure as a Service (IaaS) Providers. This welcome kit will get your company started on the path to growth within VSPP. Emails to Keep on File · Welcome to the VMware Service Provider Program email
VMware International Product Licensing Order email with order date, license keys, order number, and license certificate
A note from VMware about your Zimbra product order email with order confirmation
VMware Service Provider Program VSPP Welcome Kit ·
Zimbra License File email with customer PO number, order number, and license keys
My VMware My VMware provides simplified management of license keys and support: https://my.vmware.com VMware Production Support is included with VSPP rental contracts. Our global support centers are staffed around the clock to provide you access to our industry-leading expertise in virtualization and years of experience supporting virtual infrastructure products in real-world customer environments. When contacting support, only the Super User (SU) or Procurement Contact (PC) can open help tickets. Please have your support contract number for your account ready when contacting support. This contract number can be retrieved when logging into My VMware at the link above and looking for the support contract number. Download your VMware product(s) at: http://www.vmware.com/download/ VMware vCloud Usage Meter The VMware vCloud Usage Meter is a tool that monitors, measures, and reports on information on virtual machine (VM) resource usage gathered from vCenter Server. Its purpose is to provide an easy way for Service Providers and Aggregators to gather and report on accurate usage to support the VSPP billing process. The vCloud Usage Meter is provided as a free virtual appliance. Please refer to the vCloud Usage Meter Community page for any initial technical issues. The community is available at: http://communities.vmware.com/community/vmtn/vcd/vcloud_usage_meter/ For further technical assistance, please contact VMware Global Support Services and raise a ticket at: http://www.vmware.com/support/contacts/
Download Usage Meter
VMware Service Provider Program VSPP Welcome Kit VSPP Reporting Requirements Service Providers are required to report usage data to their Aggregator on a monthly basis. Reports must include the following:
• Product usage data – details of each VSPP product used with the quantity and total points incurred. All use of the vCloud Service Provider Bundles and vCenter Site Recovery Manager require that the vCloud Usage Meter be installed to monitor and report on usage of the products. Other products must be monitored manually by the Service Provider and reported to the Aggregator.
• Hosting end customer – total number of points each hosting customer generated if more than 700 points per month in usage. For example, this is equivalent to 100 GB Reserved vRAM for the vCloud Premier Bundle.
Audits for compliance on reporting, tiering prerequisites, contract level, and contract payments may be conducted up to twice a year. See the VSPP Program Guide for additional information on reporting. VMware vCloud® Powered Program The VMware vCloud Powered technology badge allows customers to quickly search for and identify Service Providers that provide cloud computing solutions that are fully compatible with their existing VMware environment including support for either public or hybrid cloud services. The benefits of offering vCloud Powered services include:
• Accelerate time to market: leverage the industry-leading, robust virtualization platform as the foundation of your public cloud
• Differentiate your cloud service: leverage the key cloud characteristics of scalability, elasticity, and security inherent to vCloud Director so that you can focus on differentiating your Infrastructure as a Service offering
• Grow your customer base: vCloud Powered services are compatible with existing VMware environments at 300,000 customer accounts, enabling users with application and vCloud API portability
• Get your vCloud Powered service listed on vcloud.vmware.com, the website for customers to find, connect, and manage vCloud services
The following criteria must apply for a public cloud service to be validated as VMware vCloud Powered:
• The public or hybrid cloud service must be based on VMware vSphere™ and VMware vCloud Director
VMware Service Provider Program VSPP Welcome Kit
• It must expose the VMware vCloud API
• It must support the Open Virtualization Format 1.0 for image upload and download
See the vCloud Powered Program Guide for complete information and application process (requires login to Partner Central)
Partner Central Partner Central is the VMware Partner Portal that provides the latest news and resources for sales, marketing, and technical people in the VMware partner community. Partner Central provides customized content and dedicated pages for products and solutions, promotions and sales, and marketing tools to help develop your virtualization and cloud infrastructure practice. When you log in, you are taken directly to the VSPP homepage which contains assets and tools designed specifically for Service Provider partners. Partner Central supports business by:
• Delivering customized news and updates on the VMware Partner Network (VPN) Program
• Providing the latest tools, collateral, and resources in one location
• Offering a variety of co-brandable sales and marketing tools that can help you promote your VMware practice
• Promoting your company through a directory listing in Partner Locator
Register for a user account on Partner Central to start receiving the benefits of this community resource: www.vmware.com/partnercentral
After you register, be sure to complete your partner profile by providing your contact information, your company account information, and an overview of your VMware-oriented solutions and area of expertise. It is a requirement of VSPP that you update this profile regularly. Want to learn more about Partner Central? Check out the VMware Partner Central Tutorial. Education, Training and Certification An important element of the VMware Service Provider Program is knowledge transfer through education and training. Partner University Partner University on Partner Central is the virtual campus that provides partners access to the high-quality training and education they need to accelerate sales of VMware products, services, and solutions. Partner University provides industry-recognized accreditation and certification programs such as VMware Sales Professional (VSP) Accreditation for Sales Professionals, VMware Technical Sales Professional (VTSP) Accreditation for Pre-Sales Professionals, and VMware Certified Professional (VCP) Certification for Post-Sales and Services Professionals. As a VMware partner, you
VMware Service Provider Program VSPP Welcome Kit
are eligible to receive a 20% discount on VMware-delivered VCP courses. Find course and enrollment information on Partner University on Partner Central. vmLIVE VSPP Solution Focus vmLIVE is an interactive weekly VMware webinar series designed specifically for our partner community to help your company develop expertise and build a successful virtualization and cloud infrastructure practice. VSPP Solution Focus sessions occur once a month and focus on topics specific to Service Provider partners. Look for upcoming sessions on your Partner Central homepage.
Access recordings of previous vmLIVE sessions
VMware vCloud Sales Training Watch this 20-minute training video which provides guidance to non-specialized sales representatives on prospecting, qualifying, and engaging cloud opportunities for vCloud Services.
Introduction to Selling VMware vCloud Services
Demand Generation Made Easy Partner Central provides Service Providers with a wealth of content, collateral, and campaigns that can be integrated with your marketing activities to help generate new leads and build awareness. Be sure to visit Partner Central often to take a look at new content and campaigns. Examples of what you will find on Partner Central are: Event-in-a-Box Kits for Enterprise and SMB Customer Audiences
What is Event-in-a -Box? 1
Customize VMware event templates with logos & event details.
Promote events with automatic emails & web posts.
Download registration reports & event materials.
Everything you need to put on your own VMware vCloud event. Make all your VMware events successful with this easy-to-use tool. Click to Learn More!
Event-in-a-Box contains everything you need to market and promote your VMware event. It includes e-mail blast functionality that can be customized with your message and identity. Co-brand, schedule, and send e-mail invitations, reminder e-mails, and follow-up messages. It even includes content and collateral that you can utilize for your event, including cloud computing presentations, speaker notes, and product information.
VMware Service Provider Program VSPP Welcome Kit VMware Campaigns for Enterprise and SMB Lead Generation Need more demand generation? The ‘Your Cloud’ campaign helps vCloud Powered Service Providers take advantage of the transition to cloud computing with our informative and empowering ‘Your Cloud’ program. Prospect, nurture leads, and generate new sales opportunities with our easyto-launch, co-branded and interactive demand generation campaign. ‘Your Cloud’ is completely integrated with your interactive microsite (video, audio, flash animations). It’s not a boring, static html.
VMware has designed campaigns for co-branding and execution by Service Providers. To learn more about the Your Cloud campaign and other VMware GRID co-branded and interactive demand generation campaigns, visit: www.vmwaregrid.com/campaigns.aspx
To use these campaigns, you make some basic customizations of the campaign via the grid tool, upload a customer list (which VMware never sees – only the 3rd party who hosts the Grid) and control the sending of emails, event invitations, etc. Additional VMware Resources to Guide Your Marketing Success Partner Communications VMware strives to provide you with the most relevant and timely information possible. Partners can opt-in to receiving our newsletters and special updates. Simply opt-in via My Contact Details on Partner Central.
• VSPP Partner Newsletters – Quarterly newsletter designed to keep you up-to-date on new developments at VMware, including product updates and new program benefits
• vmLIVE Updates – Weekly email of upcoming vmLIVE webinars
Blogs and Social Media You can also choose to get the latest information served up to you via our social media channels. Blogs – VMware vCloud delivers a single way to run, manage, and secure your applications where you want them, when you want them. The vCloud Blog delivers you all the highlights. VMware vCloud Blog: (http://blogs.vmware.com/vcloud)
Social Media – Receive the latest updates and insights about VSPP and the Service Provider community.
Twitter: VMwareSP (www.twitter.com/VMwareSP)
Facebook: VMware Service Provider (www.facebook.com/VMwareSP)
LinkedIn: VSPP (VMware Service Provider Program) – CLOUD (http://www.linkedin.com/groups?home=&gid=3148182&trk=anet_ug_hm&goback=%2Egdr_1326406310105_1)
VMware Service Provider Program VSPP Welcome Kit Partner Marketing Bureau Leverage the power of the VMware Partner Marketing Bureau – your partner marketing helpdesk to launch your co-branded marketing campaigns with VMware. The Partner Marketing Bureau will:
• Help you understand VMware marketing programs
• Be an extra set of hands to execute your co-branded campaigns
• Provide guidance on how to find marketing assets on Partner Central
Access the Partner Marketing Bureau at: www.vmware.com/partners/partners.html?apex/page?name=marketing_demandgen Public Relations and Press Releases Press releases are an inexpensive and effective way to build brand-awareness and interest in the market. VMware has press release templates available to VSPP Service Providers, including templates for achieving Enterprise or Premier status in the VMware Partner Network and for achieving vCloud Powered Services validation. Contact your VMware Business Development Manager to confirm your eligibility and request the template. To make the most out of your press releases, be sure to have a clearly marked position for NEWS or MEDIA on your website’s landing page and immediately post all current releases for review by visitors.
Events: Increase Awareness and Build Demand In conjunction with the campaigns and tools located on Partner Central, another great way to build awareness and leads is to sponsor and/or exhibit at VMware events and industry events throughout the year. VMworld VMworld, hosted by VMware, is where you’ll find the knowledge and tools you need to leverage virtualization and the cloud to deliver truly transformative business results. Join us as thousands of IT innovators explore the leading edge of the industry’s most powerful trend. VMworld offers attendees informative Breakout Sessions and Hands-on Lab training, plus access to a wealth of technology partners to discuss virtualization best practices, building a private cloud, leveraging the public cloud, managing desktops as a service, virtualizing enterprise applications, and more. Two events are held each year: one in the US, and one in Europe. Partner sponsorship opportunities are available! Learn more about sponsoring and/or attending VMworld events at www.vmworld.com Partner Exchange (PEX) VMware Partner Exchange is our annual partner conference, held specifically for the VMware partner community. It is focused on partner education and enablement and is 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. Partner sponsorship opportunities are available! Learn more about Partner Exchange at www.vmwarepartnerexchange.com
VMware Service Provider Program VSPP Welcome Kit VMware Forum VMware Forum is a series of top regional events for key business and technology management who want to learn more about virtualization from experts and companies like theirs. Virtualization solutions from the desktop to the datacenter bring cloud computing to businesses of all sizes. Gain access to the rapidly growing local virtualization communities and demonstrate your industry leadership by sponsoring. Participating sponsors connect with customers, prospects, and strategic partners by bringing awareness to their brand and showcasing their solutions. Learn more about VMware Forum at www.vmwareforum2012.com VMware User Groups (VMUGs) VMware User Groups are made up of independent communities of VMware users who gather to exchange ideas and information. Partners coordinate with local VMUG chapters to provide sponsorships, speaking opportunities, and thought leadership. Learn more about VMUGs at http://communities.vmware.com/community/vmtn/vmug See your VMware Business Development Manager for more details or check Partner Central for updates!
Frequently Used Resources VSPP Overview for benefits, requirements, and application: http://www.vmware.com/partners/programs/service-provider VSPP Documentation for VSPP Program Guide, VSPP Product Use Guide, and Aggregator Locator: http://www.vmware.com/partners/programs/service-provider/benefits.html#c1401
Partner Central (requires username and password): www.vmware.com/partnercentral Partner Central Assistance for cross enrollment in VSPP and associating VCPs to your Partner Central partner record: [email protected] VMware Product EULAs: http://www.vmware.com/download/eula/ My VMware (requires username and password): https://www.vmware.com Usage Meter download site for appliance download and Usage Guide (requires username and password): http://www.vmware.com/download/download.do?downloadGroup=UMSV2