VMware Solution Provider Program Guide

Solution Provider Program Guide
March 2012
Table of Contents Welcome to the VMware Partner Network!. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 How to Use this Guide . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 VMware Program Policies . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 Program Enrollment and Compliance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 Territorial Restrictions, Legal Entity and VMware Program Membership. . . . . . . . . . . 5 Developed and Developing Country Denition . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6 Purchase Authorization and Discounts for VMware Solutions. . . . . . . . . . . . . . . . . . . . 6 Unique Partner Identication Number. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6 Partner Information. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6 Partner Integrity. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6 VMware Solution Provider Program Overview. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8 VMware Solution Provider Partner Program Benets & Requirement Tables. . . . . . . . 10 VMware Solution Provider Program Benets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18 Software Licenses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18 Software Licensing Programs . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18 Technical Support Services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19 Education, Training and Certication . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20 Sales Support . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23 Services and Solutions Development and Delivery . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24 Marketing Support. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25 Sales & Marketing Tools . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26 VMware Solution Provider Program Requirements.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30 Program Fees & Agreements. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30 Revenue Commitments. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30 Training & Certications . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 31 Marketing. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 31 Relationship Management . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32 Expanding Your Market Opportunities with VMware .. . . . . . . . . . . . . . . . . . . . . . . . . . . . 33 VMware Solution Competency . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33 VMware Specializations . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 36 Academic Specialization .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 37 U.S. Federal Specialization. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38 Healthcare Specialization. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 40
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VMWARE DOES NOT PROVIDE ANY WARRANTIES COVERING THIS INFORMATION AND SPECIFICALLY DISCLAIMS ANY LIABILITY FOR DAMAGES, INCLUDING, WITHOUT LIMITATION, DIRECT, INDIRECT, CONSEQUENTIAL, INCIDENTAL, AND SPECIAL DAMAGES, IN CONNECTION WITH THIS GUIDE OR THE PROGRAMS REFERENCED HEREIN. THIS GUIDE IS SUBJECT TO CHANGE AND MODIFICATIONS WILL TAKE EFFECT UPON POSTING TO PARTNER CENTRAL. VMWARE RESERVES THE RIGHT TO ADMINISTER AND MODIFY THE PROGRAMS REFERENCED HEREIN AT ITS DISCRETION. PROGRAM BENEFITS AND REQUIREMENTS ARE APPLIED BASED ON THE PARTNER TYPE AS DETERMINED BY VMWARE, AND THE REGION IN WHICH YOUR PRINCIPAL PLACE OF BUSINESS IS LOCATED AS CAPTURED ON YOUR VPN APPLICATION FORM.
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Welcome to the VMware Partner Network!

VMware recognizes that our Partners are the cornerstone to our success
Since 1998, VMware has delivered unmatched virtualization solutions to market, earning numerous industry awards and accolades for innovation and technology leadership. The VMware Partner Network (VPN) is for our entire Partner ecosystem that sell, build, develop, or train on VMware products and solutions. The VMware Partner Network is designed to recognize your expertise, reward you for the total impact you have in the marketplace, and deliver value to help your business thrive.
Build Your Business and Increase Profitability VMware is committed to your success with benets designed to help you build revenue and drive sales while increasing your market impact. Once your company is enrolled in the VMware Partner Network, you receive immediate access to benets and resources tailored to your individual business needs. This program is designed to support our reselling Partners in expanding their business by incorporating VMware virtualization and cloud infrastructure solutions into a focused selling and service model. By joining the VMware Partner Network, your company has access to industry-recognized certication training through VMware Partner University which delivers the highest quality training and education for your companys specic needs. VMware Partner University helps your virtualization and cloud infrastructure practice achieve and build customer condence, by becoming a distinguished VMware virtualization and cloud infrastructure expert through earned competencies. Getting the Rewards You Deserve The VMware Partner Network rewards Partners who incorporate VMware virtualization and cloud infrastructure solutions into their virtualization and cloud infrastructure practices. Whether you have an established relationship with VMware or have just launched your Partnership with us, we want to make certain you receive the greatest possible benet from this program. Increase your prots through nancial rewards and leverage the most cost savings for your customers by combining VMwares portfolio of Partner incentive programs with customer discounts available through the Volume Purchasing Program (VPP). Supersize your VMware virtualization and cloud infrastructure business with the potential to earn an additional $13* for every $1 of VMware virtualization and cloud infrastructure solutions, when you sell complimentary networking, storage, security, business applications products and professional services. Stay Ahead of the Competition VMwares comprehensive marketing tools will give your company the competitive advantage to stand out from the competition with interactive lead generation campaigns, product collateral, free license software, web-site content syndication, VMware Partner branding, preference on the VMware Partner Locator, and much more. Give your company everything it needs to get a running start in developing services offerings, including: market analysis, technical collateral, sales tools, and readiness roadmaps. Realize new revenue opportunities with VMware white papers and service acceleration kits. We encourage all Partners to participate in the ongoing development and enhancement of the VMware Solution Provider Program by submitting your comments to us at partnernetwork@vmware.com.
Our Partners The Cornerstone to Our Success

Together, VMware and its VPN Partners (Partners) deliver solutions that help businesses grow and innovate, while simplifying computing infrastructure and minimizing total cost of ownership (TCO). With the VMware Partner Network, your company benets from market leading virtualization and cloud infrastructure solutions combined with award-winning programs designed to enable, distinguish, and reward you. As a member, your company gains exclusive access to resources that will drive both license and service business, create new opportunities, increase protability and close deals more quickly. Our comprehensive Partner Program, the VMware Partner Network, provides your company with the tools you need to stand out to customers and gain a long-term competitive advantage in your VMware virtualization and cloud infrastructure practice. Getting Customers What They Need, When They Need it The VMware Partner Network is designed for our entire Partners ecosystem, a complete network of virtualization and cloud infrastructure practice contributors, with the customer at the core. This community of VMware Partners supports our vision to help customers virtualize their IT infrastructures through centrallymanaged computing, storage and networking virtualization and cloud infrastructure. The combination of your solutions and services expertise along with VMwares virtualization and cloud infrastructure solutions provides your customers with comprehensive, marketleading virtualization and cloud infrastructure solutions for their business and technical needs. Strengthen customer loyalty and maximize protability by leveraging cost savings for your customers with the VMware Purchasing Program, and Enterprise Licensing Agreements. Maximize your customers ROI with TCO/ROI calculators, Capacity Planner services and Going Green. The VMware Customer Financing Program enables you to offer nancing options to your customers.
*June 2011 Global Touch Inc: Data Center Survey.
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How to Use this Guide

This guide describes the VMware Solution Provider Program, including: program policies, the basic structure of the program, program benets, requirements that apply to Partners, and important tips on how to take advantage of all the VMware Partner Network has to offer. It is divided into the following sections for easy reference. VMware Program Policies This section outlines VMware program policies related to topics such as program enrollment, compliance, legal entities and more. Benefits & Requirements Tables This section provides an explanation of benets and requirements for each Partner level in an easy-to-read quick reference format. Comprehensive Benefits Review This section offers the available program benets. Benets described in this section may not apply to all Partners as individual Partner benets are determined by Partner level. Comprehensive Requirements Review This section offers the program requirements. Requirements described in this section may not apply to all Partners as individual Partner requirements are determined by Partner level. Solution Competency and Specialization Review This section offers an overview of Solution Competencies and Specializations, the benets and the requirements of achieving a Solution Competency or Specialization. Requirements described in this section may not apply to all Partners as individual Partner requirements are determined by Partner level. Special attention should be given to sections indicated by this information symbol. These sections indicate how Partners may take advantage of the services and support dened within the VMware Benets section of this guide.
VMware Program Policies

Program Enrollment and Compliance To join a VMware Partner Program, a Partner must complete an application and execute a VMware Partner Program enrollment agreement. Benets and requirements vary by program and, for multi-level programs, by membership level. Program membership will renew automatically for successive one-year terms provided the Partner remains in compliance with all program requirements. VMware reviews program compliance at least once a year, and reserves the right to re-level Partners that exceed or no longer meet the requirements of their membership level. Partners that wish to establish a purchasing relationship with an authorized VMware Distributor in order to resell VMware products or solutions and who wish to become eligible to receive various VMware Partner benets, must qualify for and join the applicable reselling program in the VMware Partner Network. Partners may join only one reselling program, based on the following three programs which most closely match Partners primary business model: VMware Solution Provider Program VMware Corporate Reseller Program VMware Global System Integrator/Outsourcer Program Partners enrolled in a VMware reselling program may also be eligible to join one or more of these additional programs, based on applicable program criteria: VMware Service Provider Program (VSPP) VMware Authorized Training Center Programs VMware Technology Alliance Partner Program VMware Program Membership: Legal Entity and Geographic Scope Territory means the country in which Partners principal place of business is located, as identied by Partner on the VPN application form. For Partners whose principal place of business is located within the European Economic Area (EEA), Territory shall mean the EEA, with a focus on the country in which the Partners principal place of business is located. Except as otherwise authorized by VMware, Partners that desire to operate entities in more than one country must join the Partner Program by submitting a separate click through agreement and application form for the appropriate partner type for each country from which Partner desires to resell VMware products or services. Each operating entity must satisfy the program membership
Special attention should be given to sections indicated by this URL symbol. These sections indicate how Partners may nd out more about a specied program element by visiting the listed website link.
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requirements on its own. Each authorized entity shall be permitted to resell products or services only to end users within its appointed Territory. Additionally, VPN requires that Partners obtain products or services for resale solely from distributors authorized by VMware to deal in the Territory. The foregoing is without prejudice to the freedom of Partners located in the EEA to purchase from and/or resell to other reseller or distribution partners authorized by VMware to deal in the EEA. Parent companies, affiliates, subsidiaries, or acquired companies of a program member are not program members and do not qualify for program benets unless each individually satises the program membership requirements. Company name, DBA (Doing Business As), or AKA (Also Known As), or other naming convention identied by the program member can be used to establish distinct legal status. In the case of acquisitions, mergers, and/or other business combinations, the existing membership level of the surviving entity and the operating status of the acquired or merged entity, as applicable, shall dictate the membership criteria applicable to the newly formed entity. If for example, a Corporate Reseller at the Premier level is acquired by another Partner type (say a Solution Provider at the Enterprise level), and the acquired company (Corporate Reseller) is effectively subsumed entirely within the umbrella of the parent company in terms of ongoing business focus, operations and/or corporate structure, the newly formed entity and its subsidiaries will be held to the membership criteria applicable to the parent company (Enterprise level Solution Provider). If however, the acquisition does nothing to change the business focus or operations of the Corporate Reseller Partner, the acquisition will not affect the membership status. Developed and Developing Country Definition VMware recognizes that the virtualization and cloud infrastructure market is in different stages of development in different countries. To reect these differences, VMware modies certain program requirements, such as program fees and training requirements, for Partners in Developing countries. VMware determines whether a country is Developed or Developing based on the number of VMware Partners, the total amount of business generated, penetration of VMware products, and VMware overall goals in that country. The list of Developed countries and VMwares criteria for transition from Developing to Developed can be found at http:// www.vmware.com/go/partnercentral/developedcountries. Any country not listed as Developed will be considered Developing for VMware program purposes. The location of the legal entity that has individually satised the membership requirements of the program shall be used to determine whether a Partner is in a Developed or Developing country. Purchase Authorization and Discounts for VMware Solutions Partners that wish to resell VMware solutions and that meet the requirements outlined in this guide can qualify to receive
varying discounts on VMware products as passed down through an authorized VMware Distributor. It is up to each Distributor to set the price offered to each Partner, and it is up to each Partner to set the price offered to a customer. Please contact your preferred Distributor or your VMware Partner Business Manager for more information. Unique Partner Identification Number Upon program authorization, VMware will provide each VMware Partner with a unique Partner Identication number. This VMware Partner ID is required for all orders, including registering opportunities and Internal Use Licenses. The VMware Partner ID is referenced in order to allocate proper discounts and to calculate specic program benets, such as MDF, when applicable. Partner Information By joining the VMware Partner Network, a Partner consents to receiving program-related information from VMware for the following purposes: a) Administering the program; b) P roviding information to the Partner about the program, including events and training opportunities; c) Inviting Partner to participate in surveys and research; and d) P roviding the Partner with information and materials to support its efforts to deliver VMware solutions, including security information, technical information, and sales and marketing materials and resources.
Partner agrees that VMware may publish Partners name and address on the VMware Partner portal in a listing of program members, and may reference Partner as a member of the program using Partners logo, subject to reasonable trademark and logo usage guidelines provided by Partner and to the VMware Privacy Policy posted at http://www.vmware.com/help/privacy.html Partner Integrity Compliance affects everyone. Our business success depends on our ability to passionately deliver solutions to customers in a responsible, transparent and ethical way. At VMware, were committed to helping our Partners reduce business risks that result from noncompliance behavior and avoid unnecessary costs, reputational damage, and penalties, including government sanctions and legal action for violations. Recent developments in global regulatory policy, including
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heightened enforcement by government agencies, together with the risks associated due to an increasingly vast and distributed global business environment, have combined to make competent, consistent Partner due diligence more important than ever before. As an example, enforcement by the US Department of Justice into potential Foreign Corrupt Practices Act (FCPA), violations have increased nearly 2000% in the past ve years with stiff civil and criminal penalties attaching to offenders. While the FCPA provides that any U.S. company must ensure its Partners conducting business overseas arent involved in corrupt activities or the bribing of foreign officials to win business or special favors, many local anti-bribery laws and VMware internal policy strictly prohibit bribery in any form and towards any recipient either a government or commercial party. To increase compliance with the FCPA and similar anti-bribery laws, companies must develop and administer comprehensive compliance programs that broadly address and minimize all compliance risks and extend compliance responsibility to all individuals or entities involved in the downstream distribution, promotion or sale of products and services. VMware has instituted a comprehensive Partner Integrity initiative which includes some or all of the following elements that direct and indirect Partners must successfully complete both as a prerequisite to being eligible to participate in the VMware Partner Network (VPN) Partner Programs, and on an ongoing basis, to maintain their Partner status: pre-screening, ongoing qualication, Partner vetting, self certication and training requirements. These elements are further detailed below: a) A ll Partners must adhere to all terms contained in the VMware Partner Code of Conduct available at: www.vmware.com/go/partnerintegrity b) As part of the VPN Application process, Partners will be required to acknowledge that they will remain in compliance with the terms of this Program Guide, the Partner Code of Conduct, and all applicable laws pertaining to their resale of VMware products/services. c) T he prescreening process includes an internal business qualication process which will be conducted by VMware sales and nance teams, working in close conjunction with the Partner. Then, based on factors developed by VMware in conjunction with a third party expert, select Partners will be offered provisional acceptance into VPN, with formal enrollment contingent upon successful completion by Partner of a detailed due diligence questionnaire where, amongst other items, the partner must self-disclose any current or pending compliance violations. Any red ags or material areas of concern highlighted in a Partners due diligence questionnaire may result in a Partners provisional enrollment into VPN being revoked;
d) All Partners must self certify at least every three years that they are in compliance with all applicable laws pertaining to their resale of VMware products and services, with a requirement to immediately disclose to VMware as soon as possible any known or suspected violation of law or VMware policy. e) Mandatory ongoing training relating to Anti-bribery, including the FCPA, as well as to remind Partners of their obligations with regard to US Export Control Laws is required and will be delivered via VMwares online MyLearn portal. Partners will be required to complete the rst installment of training within 30 days after being on-boarded and VMware will conduct periodic audits to ensure compliance. Additional mandatory ongoing training modules will be rolled out by VMware in conjunction with the re-certication of Partners. VMware values corporate integrity and compliance with all elements of its Partner Integrity initiative is required. Partners are expected to act with integrity and be honest, ethical and accountable in their dealings, comply with all applicable laws and act with the highest levels of corporate integrity in all dealings relating to VMware. Should Partners have any questions about VMwares Partner Integrity Initiative, they should contact partnernetwork@vmware.com.
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VMware Solution Provider Program Overview

VMwares Solution Providers (formerly Resellers) are typically Partners whose primary business model is value-added reselling and/or services delivery. By providing customers an unbiased opinion, VMware Solution Providers combine their technology expertise along with services to deliver VMware virtualization and cloud infrastructure solutions to address specific customer business problems. VMware Solution Providers typically lead with upfront discussions to understand their customers business needs. Partners are recognized for VMware virtualization and cloud infrastructure expertise through Solution Competencies. Attainment of competencies helps differentiate Partners by their sales and services expertise in customer-relevant VMware solution areas. VMware offers the following Solution Competencies: Infrastructure Virtualization Business Continuity Desktop Virtualization Virtualization of Business Critical Applications (VBCA) Infrastructure as a Service (IaaS) For details on how to achieve these competencies as well as the benets associated with them, please refer to the Solution Competency section of this guide. Partner Levels The Solution Provider program has three programmatic membership levels: Professional, Enterprise and Premier, with Premier being the highest level of membership. Program benets and requirements increase as Solution Providers engage in more complex virtualization and cloud infrastructure solutions. Registered Partner Registered is the VMware Partnership entry point that allows interested Partners to learn more about VMware virtualization and cloud infrastructure solutions, the Partner opportunity with VMware and provides access to free, online training available to advance their VMware knowledge. Registered Partner is not considered a VMware Solution Provider program level but the guide reects what access Registered Partners have to show the value of our three Partner levels. Registered Partners can only resell the following products: VMware ACE, VMware Workstation, VMware Fusion, VMware
vSphere, VMware vSphere Essentials Kit and VMware vSphere Essentials Plus Kit. Professional Partner The Professional level membership, the rst level within the Solution Provider Program, recognizes and rewards Solution Providers that invest in training and are actively selling VMware solutions. Selling products that involve sophisticated virtual infrastructures, such as VMware vSphere and VMware View, requires sales and technical knowledge and understanding of the capabilities of such products. To earn promotion to the Professional level, Partners must complete VMware accreditation for a minimum of one VMware Sales Professional (VSP) and one VMware Technical Sales Professional (VTSP). Professional Partner are authorized to sell all VMware Products that are available to Solution Providers, other than limited exceptions for certain acquired product lines (Refer to Partner Central for more details). Enterprise Partner The Enterprise level of the VMware Solution Provider Program is intended for organizations with the ability to help customers design, plan and deploy both traditional computing infrastructures and virtual infrastructures. Partners at the Enterprise level generate a signicant portion of their revenue from services such as: Server installations, upgrades and maintenance Server and storage consolidation Remote access design and management Server-based desktop implementations Storage planning, installations, upgrades, and management High availability, backup, recovery, and disaster preparedness Security planning and tools implementation, including assessments Design, implementation, analysis, and testing Enterprise management Technology architecture planning, staging, integration, and rollout services VMware Solution Providers at the Enterprise level are required to help customers design, plan and deploy sophisticated virtual infrastructures to meet the technical and business needs of customers. Strong technical knowledge, plan and design best practices, and a clear understanding of the technical capabilities of our products are essential. To this end, Solution Providers must make a minimum investment in VMware certication, show base-level VMware selling success, and achieve VMware solution competencies achievement in order to be promoted to
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the Enterprise level. To earn promotion to the level of Enterprise Partner, a Solution Provider must have two VMware Certied Professionals (VCPs), two VMware Technical Sales Professionals (VTSPs) and two VMware Sales Professionals (VSPs) on staff (one VCP, one VTSP and one VSP is required in Developing Countries), and must be able to deliver consulting services and solutions, as demonstrated by achieving and maintaining authorization in the VMware Infrastructure Virtualization competency. Competency requirements include a combination of in-depth training (Sales, Technical Sales, and Technical PostSales accreditations) and customer references. The requirements of earning each specic competency may be found in the Competencies section of this guide. Enterprise level Partners are authorized to sell all VMware products available to Solution Providers. Premier Partner The Premier level is the highest Partnership level within the VMware Solution Provider Program. This Partnership level is for Partners who have committed their business resources to understanding and delivering virtual infrastructure solutions. In addition to the services typical to the Enterprise level, VMware Solution Provider Partners at the Premier level provide a solutionoriented customer approach. They engage in complex solution offerings and demonstrate high levels of skill in areas such as: Server Storage Applications WIN/Linux operating systems Database Networking A Premier level VMware Solution will be required to help customers design, plan, integrate and deploy the most sophisticated virtual infrastructures to meet the high-end technical and demanding business needs of customers. Technical knowledge and clear understanding of the technical capabilities of our products will be essential in optimizing efficiency and resource use across infrastructures as well as the benets of increased scalability and performance that derive from larger applications. Premier Solution Providers must show signicant VMware selling success and have the ability to sell across multiple VMware solution areas, providing customers with more complex virtualization and cloud infrastructure solutions. To be promoted to the level of Premier Partner, Solution Providers must: a) Have been enrolled in the Solution Provider program (or one of its predecessor programs: VIP) for at least one year at the Enterprise level or higher, and must make a minimum investment in VMware certication with four VMware
Certied Professionals (VCPs), four VMware Technical Sales Professionals (VTSPs) and four VMware Sales Professionals (VSPs) in order to meet the challenging technical and business needs of our customers (two VCPs, two VTSPs and two VSPs are required in Developing Countries) b) Be able to deliver consulting services and solutions, as demonstrated by achieving and maintaining VMware solution competency authorization in a minimum of three VMwaredesignated solution competency areas. (Two VMware solution competencies are required in Developing Countries.) Infrastructure Virtualization Competency is required. Each competency includes a combination of in-depth training (Sales, Technical-Sales, and Technical Post-Sales accreditations) and customer references. The requirements of earning each specic competency may be found in the Competencies section of this guide. Premier Partners are authorized to sell all VMware products available to Solution Providers.
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VMware Solution Provider Partner Program Benets & Requirement Tables

In order to support Partners who are members of the VMware Partner Network in the most effective way, VMware Program benets are tailored for each Partnership type. The tables in this section outline the specic program benets and requirements for Registered, Professional, Enterprise and Premier Solution Provider Partners. The benet and requirement tables contain two symbols to indicate the accessibility of benets and the requirement standards for each Partnership type. The legend below provides the interpretation for the symbols.
Benet is included in the VMware Solution Provider Program or the item is a requirement for membership in the program Benet is not available or the item is not a program requirement
Program benets and requirements listed in the tables below are described in more detail throughout the guide and in the applicable policy documents posted on VMwares Partner Central site.
VMware Solution Provider Partner Program Benets Table

STATUS V MWAR E SOLU TION PR OV IDER PR OGR AM PARTN ER SHIP L EV EL
PR O G R A M BE N E F I TS S O F T WA R E L I C ENS E S
REGI STERE D
PR OFESSION AL
EN TER PR ISE
PR E MIER
Authorization to Purchase VMware Products through Distribution Please contact your distributor for pricing.
ACE, Workstation, Fusion, vSphere Essentials and Essentials Plus, vCenter Protect, Zimbra
All VMware Products that are available to Solution Providers, other than limited exceptions for certain acquired product lines
All VMware Products that are available to Solution Providers
All VMware Products that are available to Solution Providers
Eligibility to Resell Software Renewal Licenses purchased through VMware Distribution
Not for Resale Licenses1(NFR)
Selection of no-charge software. Please see the NFR Policy Guide for the most current entitlements.
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STATUS
V MWAR E SOLU TION PR OV IDER PR OGR AM PARTN ER SHIP L EV EL
PR O G R A M BE N E F I TS
REGI STERE D
PR OFESSION AL
EN TER PR ISE
PR E MIER
Internal Use Software2(IUL)
Selection of discount software Please see the IUL Policy Guide for the most current entitlements.
Selection of discount and no-charge software Please see the IUL Policy Guide for the most current entitlements.
Selection of discount and no-charge software Please see the IUL Policy Guide for the most current entitlements.
Volume Purchasing Program (VPP)
Enterprise License Agreements Preferred Pricing
PR O D UC TS, SE RVI C ES AND TECH NI C AL S UP P O RT
Partner Technical Support
2 incidents per year
Discounted Membership VMware Virtual Community Bundle Requires TSANet Membership Discounted Membership Dedicated e-mail access TSE Talk Live! session Discounted Membership Dedicated e-mail access TSE Talk Live! session Discounted Membership Dedicated e-mail access TSE Talk Live! session Dedicated e-mail access TSE Talk Live! session Access to GSS Management @ VMworld Dedicated Forum Access
Partner Resource Tech Support Library Knowledge Base and Support Forum
E D UC AT I O N , T R A I NI NG, AND CERTI FI C ATI O N
Webcasts (vmLIVE)
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STATUS
REGI STERE D
PR OFESSION AL
EN TER PR ISE
PR E MIER
Field Sales Training
VMware Sales Professional (VSP) Training and Accreditation
Free, online
Free, online
Free, online
Free, online
VMware Technical Sales Professional (VTSP) Training and Accreditation
Free, online
Free, online
Free, online
Free, online
VMware Certied Professional (VCP) Courses Training is available
20% discount on VMware-delivered courses.
20% discount on VMware-delivered courses.
20% discount on VMware-delivered courses Up to $7500 reimbursed through MDF funds, when MDF is paid directly to Premier partner.
SolutionTrack (face-to-face)
SA L E S SUP P O RT
Account Management
Through VMware Authorized Distributors
Through VMware Authorized Distributors
Partner Resource Center
Account Manager
Business Planning
Premier Rewards
Based on quota attainment
advantage+ Program
Limited Benets
Limited Benets
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STATUS
REGI STERE D
PR OFESSION AL
EN TER PR ISE
PR E MIER
Solution Rewards3
after achieving qualifying VMware Solution Competencies
Sales Leads
Solution Enablement Toolkits3
Product Install Information/Best Practices
Assessments Guidelines
Plan & Design Solution Guides
Service Acceleration
S E RV I C E S A N D S O LUTI O N D EVE LO P M ENT AND DELIV ERY
Services Delivery Materials & Methodology3
M A R K E T I N G SUP P O RT
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STATUS
REGI STERE D
PR OFESSION AL
EN TER PR ISE
PR E MIER
Marketing Planning
Market Development Funds
Funds may be available for regionally-approved activities check with your IPBM
Available refer to MDF Policy Guide located on Partner Central
Customized Marketing Programs
SA L E S A N D M A R KETI NG TO O LS
Access to Partner Central
Marketing Tools
Website-in-a-Box
Event-in-a-Box
Seminar & Event Support
VMware GRID - Partner Ready Campaigns
Partner Marketing Bureau
Marketing Academy
Partner Prole & Partner Locator
Priority Listing
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STATUS
REGI STERE D
PR OFESSION AL
EN TER PR ISE
PR E MIER
RSS Feeds
Communications & Newsletters
Partner Exchange/ VMworld Invitation
VMware Partner Advisory Council
Option to Apply
VMware Partner Logo
Partner Plaque
1. Refer to the NFR Policy Guide on Partner Central for product and program level eligibility for all other products. 2. Refer to the IUL Policy Guide on Partner Central for details on the No-charge Internal use License availability. 3. Available after achieving qualifying VMware Solution Competency.
VMware Solution Provider Partner Program Requirements Table

VM WARE S O LUTI O N PR OV IDER PR OGR AM PARTN ER SHIP LEV EL
PR O G R A M R E Q UI R E M E N TS
REGI STERE D
PR OFESSION AL
EN TER PR ISE
PR E MIER
PR O G R A M F E E S & AGRE EM ENTS
VMware Partner Program Enrollment Agreement
Initial Program Fee No Fee
$250 USD (No fee in Developing Countries)
$1,250 USD ($750 USD in Developing Countries)
No Fee
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REGI STERE D
PR OFESSION AL
EN TER PR ISE
PR E MIER
Annual Renewal Fee No Fee
$250 USD (No fee in Developing Countries)
Annual Compliance Review
Prior VMware Partner Program Participation
One year Enterprise membership in the VPN Program
RE V E N U E /T R A N SAC TI O N/ I NFLUE NC E CO M M I TMEN TS
Revenue Minimum 1 $995
Developed: $10,000 Developing: $2,500
Developed: $1,000,000 Developing: $500,000
TR A I N I N G , C E RT I FI C ATI O NS , D E M O NSTRATI O N LAB S
VMware Sales Professional (VSP) on Staff
Recommended
Minimum of 1
Minimum of 2 (1 for Developing Countries)
VMware Technical Sales Professional (VTSP) on Staff
Recommended
Minimum of 1
VMware Certied Professional (VCP) on Staff
VMware Solution Competency Requirements
Infrastructure Virtualization
Infrastructure Virtualization plus at least two additional competencies (one additional Competency for Developing Countries)
Demonstration Lab
Recommended
Recommended
Services Practice
Recommended
Recommended
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PR O G R A M R E Q UI R E M E N TS MARKETING
REGI STERE D
PR OFESSION AL
EN TER PR ISE
PR E MIER
Completion and Update of Partner Prole 2
Update required annually
VMware presence on Partners website
Post VMware Partner logo
Post VMware Partner logo
Post VMware Partner logo and VMware solution descriptions
VMware Focused Marketing Initiatives
1 per quarter (minimum)
2 per quarter (minimum)
Quarterly Marketing Plan

(Marketing plans must be approved by VMware)
R E L AT I O N SH I P MANAGE M ENT
Partner Internal Champion identied
Recommended
Partner Executive Level Sponsorship
Recommended
Named Partner Marketing Contact
1. Revenue or Transaction requirements may be met through Inuence Revenue as measured by approved Inuence opportunities registered via the advantage+ Opportunity Registration program. 2. To update or complete a Partner Prole, log in to Partner Central, go to My Company Prole found in the left hand navigation bar, scroll down to VMware Communications and click the Edit button.
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VMware Solution Provider Program Benets

To ensure the success of VMware Partners, the VMware Solution Provider Program offers a wide range of benets. These benets include software licenses, technical support services, training and certication, sales support, marketing programs. Benets will vary depending upon the Partnership type and level in the VMware Partner Network programs. A description of the benets is included below.
not for resale to customers or to any third party. Use of discounted internal use licenses is subject to the VMware standard end-user license agreement for the specic product purchased. Under no circumstances can internal use software be resold or distributed to any third party. 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. Partners are required to purchase subscription and support for internal use software. Solution Provider Partners at the Enterprise and Premier levels are eligible to order an initial bundle of no-charge internal use licenses on certain products. A detailed listing of no-charge IUL availability by product and program level can be found in the IUL Policy Guide on Partner Central. Professional, Enterprise, and Premier Partners can purchase internal use licenses at 50% off select software. This benet is limited to authorized resale products only. Discount rates are noted in the VMware Solution Provider Program Benets matrix included earlier in this guide. To obtain these discounted rates, Partners must order internal use software directly from VMware. Please refer to Partner Central for more information on how to order Internal Use Licenses. Discount rates are noted in the VMware Solution Provider Program Benets matrix included earlier in this guide. To obtain these discounted rates, Partners must order internal use software directly from VMware. To obtain these discounted rates, Partners must order internal use software directly from VMware. Please refer to Partner Central for more information on how to order Internal Use Licenses.
Software Licenses
VMware provides certain Partners with access to a number of VMware software products that enable VMware Partners to build a successful VMware virtualization and cloud infrastructure practice with VMware products, solutions, and services. Not for Resale Licenses (NFRs) Not for Resale (NFR) software is available to Partners in good standing for product demonstration and training purposes. Under no circumstances can these NFR software copies be copied, resold, hosted for or distributed to any third party or used for Partner information processing or computing needs. One year of subscription services is included with NFR software as long as the Partner remains in good standing within the parameters of the VMware Partner Network Program. Detailed listing of product eligibility by program level can be found in the NFR Policy Guide on Partner Central. VMware proactively communicates the availability of new versions of software available for NFR use to our Partner community via VMware Partner Newsletters and other communications. NFR software will be sent automatically to Partners as new products become available and as Partners are promoted in the VMware Solution Provider Program. For renewal of NFR licenses, please refer to the NFR Policy Guide. Discounted Internal Use Licenses (IUL) VMware Solution Providers in good standing may purchase at a discounted rate standard VMware product licenses up to a maximum of $50,000 USD list price per calendar year. Internal use licenses (IUL) are for the Partners internal IT needs only and are
Software Licensing Programs

Volume Purchasing Program (VPP) (for customer) The new accumulative VMware Volume Purchasing Program (VPP) provides incremental, tier-based discounts for VMware customers over a rolling two-year period1. The new accumulative VPP also offers online tools that VMware customers and their authorized affiliates can use to track and manage VPP memberships and discounts.2 Volume Purchasing Program Benefits: P rovide significant savings and budget predictability your customers for up to two years. O ffer financial incentives to customers when they purchase VMware products in volume with discounts on eligible license products.
1. US Federal Customers are eligible to receive volume discounts using their current program. 2. Please refer to VPP Program Guide for a complete denition of affiliates.
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Drive incremental revenue opportunities with an accumulative program and create compelling events sooner for customers. Create up-sell opportunities for your customers and their affiliates using online VPP tools. Volume Purchasing Program Features: Accumulative Program where qualifying purchases are aggregated (in the form of Points) over a rolling eightquarter period.3 Discount Levels are earned automatically based on purchase volumes. Easy-to-use online portals for membership enrollment and for tracking eligible discounts. Globally consistent program rules that allows discount sharing between customers and their affiliates. VMware VPP Discount Levels 4
LE V E L P O I NTS D I S CO UNT
The VMware ELA Preferred Pricing Program is designed to reward those strategic VMware Partners who have provided value selling around VMwares products and solutions. By registering qualied ELA opportunities with VMware, Partners may be eligible for preferred pricing to protect their value selling. The registration of these ELA opportunities also ensures VMwares support during the sales cycle. Enterprise and Premier level VMware Solution Provider Partners, who are authorized and in good standing are eligible for ELA Preferred Pricing. ELA Preferred Pricing orders have to be processed through VMware Authorized Distributors. Note: ELA Preferred Pricing is for resale to customers only. Partners may not use ELA Preferred Pricing to order products for their own internal needs.
Technical Support Services

VMware is committed to delivering rst-class support to both customers and Partners. To that end, VMware offers options that deliver consistent, high value, product support to Partners and to their customers. Partner Technical Support VMware provides Technical Support Benets for eligible products to help enable our VMware Solution Provider Partners to resolve technical issues during the sales and proof-of-concept process. VMware Solution Provider Partners are given the opportunity to open support incidents. A Support Incident is a single technical issue formally documented and responded to by VMwares Global Support Services (GSS) team under the terms of the VMware Partner Technical Support Program on a 12x5 basis, phone or e-mail. For each scal year of the Program Benet Term the following support incidents are available at no additional cost: Premier Solution Provider-10 support incidents Enterprise Solution Provider-5 support incidents Professional Solution Provider-2 support incidents No charge technical support incident entitlements are available on select VMware products. Additional support incidents are available for purchase at special Partner pricing (see your VMware IUL pricelist in Partner Central for eligibility). Support Incidents are intended as technical support for installation or conguration 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. Support Incident entitlement is renewable annually with qualied VMware Solution Provider membership. Members receive access to VMware Global
1 2 3 4
250-599 600-999 1,000-1,749 1,750+
4% 6% 9% 12%
Partner Eligibility Provided they are in good standing and are purchasing VMware branded products through a VMware Authorized Distributor, the following Partner types may offer their eligible customers the benets of VPP: Corporate Reseller, Global System Integrator, OEM Corporate Reseller, Premier and Enterprise levels of Solution Provider Partners. VPP memberships are for end customers only. Distributors and Resellers are restricted from using VPP to order products for internal consumption. For additional details, please refer to the VPP page on Partner Central or visit www.vmware.com/go/vpp. Enterprise Licensing Agreements (ELA) Preferred Pricing VMwares Enterprise Licensing Agreements provide customerfocused incremental discounts 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 customers.
3. VPP Points are assigned as a calculated value and vary by product. The point value of a given product is the same across all geographies. 4. Discounts are calculated off VMwares published, then current, local MSRP prices.
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Support Services through Support Codes issued upon enrollment or re-enrollment in each year of Program membership. Any support incidents not utilized by Partners within the year will be forfeited. A complete overview of the VMware Partner Technical Support Program, including, instructions, terms and conditions, as well as support submission information is available on VMware Partner Central at www.vmware.com/partnercentral VMware Virtual Community Bundle The VMware Virtual Community Bundle provides a wide range of additional benets to our Partner community. Its goal is optimize support ow on virtualization issues among VMware and its global Partner community. Partners qualify by signing-up for Technical Support Alliance Network (TSANet) membership, for which VMware has pre-negotiated a reduced annual fee of $200. This unlocks the following additional support benets: VMware Virtual Community Bundle benefits available to All Partner Tiers: Access to VMwares Technical Support Alliance Network (TSANet) portal Allows posting and retrieving relevant information for engaging each others support organizations. Specifically addresses the need for cooperatively working the most complex support issues that require multi-vendor interaction. Significantly reduces overhead since it provides single point of access and single point of maintenance for all parties involved.
These additional benets enable Partners to discuss, raise issues and/or make contributions to VMwares Knowledgebase. Further details on the VMware Virtual Community Bundle are available on VMware Partner Central at www.vmware.com/partnercentral Partner Resource Technical Support Training Library The Partner Resource Training Library provides exclusive access to deep dive troubleshooting course material used by VMwares own technical support experts. Knowledge Base & Support Forums The VMware Knowledge Base is an online searchable database that includes resolutions to common technical issues, valuable tips and tricks, technical notes and answers to frequently asked questions for VMware products. Additionally, VMware offers support forums that allow Partners to interact with other members of the extended VMware community. Support forums are an excellent place to go to nd answers to questions that are not found in the Knowledge Base. The VMware Knowledge Base and Support Forums can be accessed at www.vmware.com/support
Technical Support Section of Partner Central Visit the technical support section on Partner Central for further information on how to submit a support request, special pricing on TSAnet membership, support alerts, updates and more.
Education, Training and Certication

An important element of the VMware Solution Provider Program is knowledge transfer through education and training. Product knowledge is a key factor in enabling Partners to effectively sell, deploy, and support VMware virtual infrastructure solutions. VMware Partners seeking to improve and expand technical skills, and achieve service accreditations and certications, will benet from VMwares comprehensive catalog of training opportunities. VMware offers courses that present introductory through advanced product information using online as well as hands-on exercises, preparing Partners for the VMware accreditations and Certied Professional certications. Some Partnership levels require a minimum number of technical and/or sales staff to be certied within a specied period of time after joining the VMware Solution Provider Program. These Partnership requirements are outlined within this guide under the VMware Solution Provider Program Requirements section
Direct e-mail access to Partner Support Program (PSP) Management. Access to TSE Talk Live! VMware hosted quarterly sessions where senior support engineers discuss technical topics to educate on VMware support processes and procedures, as well as on hot topics surrounding product support management. Additional VMware Virtual Community Bundle benefits available to Premier Partners: Access to Global Support Services (GSS) management at VMworld Access to dedicated GSS Partner Forum that provides a platform for discussing GSS Partner Management topics
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Current Training Status Accreditation and Certication requirements and curriculum may change as VMware products and requirements change. As a result, Partners may be required to procure additional training and certication to ensure their product skills are up to date. To the extent that new certications or accreditation are released, VMware recommends that Partner complete the latest version available. Partners cannot be more than one release behind the current version in their accreditation or certication. Example,
C UR R E N T R E L E AS E C ERTI FI C ATI O N RECEI VED FO R TRAI N IN G STATUS
VSP training. Our introductory sales training course is available online, at no charge, and is designed to teach Partners about virtualization basics and how to message VMware solutions to new and existing customers. To become a VSP, Partners are required to complete VMwares online training course. The VSP course includes multiple online modules. A VSP certication is required to sell complex VMware solutions. There is a very high correlation to successful VMware business performance and the number of VSP credentials in a Partners organization. There are also VSP requirements for a Partner to move up levels in the VMware Partner Program. VSPs are required to maintain their skills and knowledge base VMware Technical Sales Professional (VTSP) Accreditation for Pre-Sales Professionals VTSP is an online, self-paced technical accreditation that uses guided tours, demonstrations and quizzes to teach technical pre-sales personnel about VMware products and solutions. To become a VTSP, Partners are required to complete VMwares online training courses. VTSP is designed to be a springboard for technical people new to selling VMware and virtualization and cloud infrastructure. It includes overviews, basic installation instructions, initial congurations and technical best practices for VMware products. There are VTSP requirements to be promoted into certain Partner levels, as well as to move up levels in other VMware Partner Programs. VTSPs are required to maintain their skills and knowledge base. VMware Certified Professional (VCP) Certification for PostSales and Services Professionals As an important element of the VMware Solution Provider Program, the industry recognized VMware Certied Professional Program offers VMware Partners the knowledge, skills, and credentials to deploy and maintain VMware virtualization and cloud infrastructure technology. Enterprise and Premier Partners are required to complete and maintain a minimum number of VMware Certied Professionals on staff. See Program Requirements section for specic requirements for various Partner levels. Professional Solution Provider Partners may take advantage of certication training courses at their own discretion. VCP is designed for any technical person who wants to demonstrate expertise in virtual infrastructure and increase their potential for career advancement. You can also use the VCP logo on your business card or website. To become a VCP, individuals are required to attend an instructor-led training course to learn best practices and gain hands on experience on VMware products. They will then be required to demonstrate their knowledge and skills to the satisfaction of VMware. There is a fee to take this hands-on training course. Once this is done, individuals can become VMware Certied. VMware Certified Advanced Professional Upon accomplishing VMware Certified Professional on VMware vSphere 4 (VCP4) you are eligible to pursue our intermediate
VMware Certied Professional on VMware vSphere 5 (VCP5) VMware Certied Professional on VMware vSphere 5 (VCP5)
VMware Certed Professional on VMware Infrastructure 4 (VCP4)
Current
VMware Certied Professional VMware Infrastructure 3 (VCP3)
Need to recertify
Partners who do not have the correct number of individuals with a current training status risk being re-leveled to a lower program status. VMware Partner University VMware Partner University 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 consolidates VMware training under one framework, meeting the unique skill sets of sales, pre-sales and post-sales professionals through comprehensive, role-based, easily accessible training plans. Partner University provides industry-recognized accreditation and certication programs and will help you: Develop your virtualization and cloud infrastructure expertise to increase revenue streams and accelerate your services business. Get your individual training needs met with customized rolebased training plans. Differentiate yourself in the marketplace. VMware Sales Professional (VSP) Accreditation for Sales Professionals Get up to speed quickly on VMware products and solutions with
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level certification: VMware Certified Advanced Professional (VCAP). Available in Datacenter Administration and/or Datacenter Design, this program is appropriate for VCP4s that are ready to further enhance their skills with the virtual infrastructure and add new, industry-recognized credentials to their list of accomplishments. VMware Certified Advanced Professional on vSphere 4 Datacenter Administration The VCAP4-DCA is directed toward System Administrators, Consultants and Technical Support Engineers who can demonstrate their skills in VMware vSphere and VMware vCenter technologies in relation to the datacenter, as well as their knowledge of application and physical-infrastructure services and their integration with the virtual infrastructure. VMware Certified Advanced Professional on vSphere 4 Datacenter Design The VCAP-DCD is directed toward IT Architects and Consulting Architects who are capable of designing VMware solutions in a multi-site, large enterprise environment. They have a deep understanding both of VMware core components and their relation to storage and networking, and also of datacenter design methodologies. They also possess knowledge of applications and physical infrastructure, as well as their relationship to the virtual infrastructure. VMware License Expert The program is designed to provide both an overview of VMware licensing and pricing processes, as well as in-depth implementation training on topics such as licensing, renewals, upgrades, VPP, advantage+ and ELA. Courses are also available through VMware Authorized Training Centers that are listed on Partner University. Please contact the Training Center for pricing. Visit Partner Central for training schedules and details. Depending upon program level, VMware Partners may receive a discount on VMwaredelivered training. Steps to obtaining certication including recommended and required courses, class schedules, and testing center locations can be found in the Partner University section of Partner Central, www.vmware.com/partnercentral Competency-Based Training VMware has established competency-based training that enables Partners to clearly differentiate their solution expertise
to customers. Partners can earn competencies in Infrastructure Virtualization, Business Continuity, and Desktop Virtualization. A complete overview of VMware training opportunities is available on Partner University. www.vmware.com/partnercentral
Continuing Education VMware Partner University offers various continuing education opportunities that allow Partners to educate themselves in VMware solution areas. Many of our courses are offered in live, online, instructor-led and e-learning formats. vmLIVE vmLIVE is an interactive weekly VMware webinar series designed specically for our Partner community to help your company develop expertise and build a successful virtualization and cloud infrastructure practice. SolutionTrack On Tour VMware SolutionTrack On Tour are in-person sales training sessions designed to enable VMware Partners to better sell and articulate a VMware solution. Through an interactive format of classroom presentation, whiteboard tutorials, and role-play scenarios, we teach partners how to present a comprehensive whiteboard solution to senior IT management, application owners, and C-level executives. VMware SolutionTrack is an integrated, interactive and multifaceted selling model designed to shorten time-to-market for selling VMware solutions. SolutionTrack kits are currently available for VMware Cloud Infrastructure and Desktop Virtualization; new topics are being developed and updated regularly. Each SolutionTrack topic includes: 1-day intensive Partner Symposiums, held worldwide. In-depth solution messaging, positioning and hands-on solution whiteboard presentation skills development. Complete SolutionTrack Sales Kit provided to all attendees. VMware SolutionTrack Express The VMware SolutionTrack Express sessions are condensed versions of the highly successful full-day SolutionTracks. Expand your business with existing customers or gain new account business by attending these SolutionTrack Express sessions. Quickly obtain solution insight, a synopsis of the ready-to-use materials, and actionable steps you can take within 72 hours. Learn to sell the solutions that your customers are asking about. VMware SolutionTrack Online VMware SolutionTrack Online is a series of concise, easy-to-
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follow whiteboard tutorials and supporting resources. It shows Partners how to have an interactive conversation with customers on VMware virtualization and cloud infrastructure solutions and how to uncover sales opportunities. VMware Authorized Training Centers The VMware Authorized Training Centers offer courses in over 600 locations in 50 countries around the globe. Courses are offered in 32 different languages. Partners can register for courses through VMware Partner University within Partner Central. Quarterly Partner Briefings VMware Partner Business Managers regularly conduct sales training events for Partners. These sales trainings help Partners identify VMware virtual infrastructure sales opportunities, build credibility and end user perceived value, and articulate how a VMware virtual infrastructure solution can address the customers business challenges. Quarterly Partner Briengs announced in the VMware Partner Newsletters and other communications.
Premier+OEM Rewards Program Opt In Agreement. Certain restrictions apply. Premier Rebates are generally established as follows: 1. VMware will propose quarterly regional revenue targets, based on historical sales plus a year over year growth rate set by VMware. 2. VMware will communicate those revenue targets to Premier Partners. 3. Premier Partners that accept and meet the quarterly revenue target by the VMware-specied date will be eligible for rebates. Because VMware has no visibility into prices charged to Partners by Distributors, rebate amounts are based on net license revenue received by VMware from Distributor, plus a simulated but uniform uplift. Net license revenue is dened as revenue received by VMware from Distributors for sales of VMware products to Premier Partners, less Support and Subscription fees, professional/consulting fees, and any returns or credits. An uplift is established to address changing market and/or industry conditions, and will be applied equally to rebate calculations for all eligible Premier Partners. Rebates are paid quarterly. Use of rebates is at the Partners discretion. All program details can be found in the Premier Rewards Program Guidelines A complete overview of the VMware Premier Rewards Program, rebate percentage, instructions, terms and conditions, is available on VMware Partner Central at www.vmware. com/partnercentral
Sales Support
VMware is committed to providing its Partners with the resources they need to increase revenue and grow prots. Account Management Depending upon the level of Partnership, VMware assigns an account manager, and provides a contact or a contact mechanism for the management of ongoing sales related requests. Business Planning On a quarterly basis, certain VMware Partner levels are required to jointly develop a business plan with VMware. For eligible VMware Partner levels, the VMware account manager will work with Partners to determine the expectations and commitments of each party for the given quarter. Premier Rewards Premier Solution Provider Partners that meet or exceed revenue targets set by VMware are eligible to receive a quarterly rebate, as outlined here and described in more detail in the VMware Premier Rewards Program terms and conditions. Please check the Premier Rewards Program terms and conditions for qualication criteria. VMware Premier Partners now have the option to receive revenue credit towards their revenue goal attainment for sales of OEM branded VMware products starting in 11Q4. To be eligible to participate in the OEM portion of the Premier Rewards program, Premier Partners must sign and submit both the Revenue Credit for OEM Sales Partner Agreement and the
advantage+ VMwares Opportunity Registration Program The advantage+ program is designed to accelerate our Partners virtualization and cloud infrastructure business by protecting the investment made when proactively closing or inuencing the sale of VMware products and solutions. Through advantage+, VMware Partners may be eligible to receive exclusive opportunity registration and/or nancial incentives for valueselling and leading with VMware solutions. Eligibility and benets for the advantage+ program may vary by Partner type, program level and Partner location. See the advantage+ terms and conditions available on VMware Partner Central, www.vmware.com/partnercentral, for details
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Solution Rewards VMware Solution Rewards is a nancial incentive program that rewards Partners who have demonstrated their dedication to virtualization and cloud infrastructure practices and their investment to drive VMware solutions. The program increases the emphasis on solution selling and the value of Partner-led activities. Under the Solution Rewards program, Partners that achieve VMware Solution Competencies will be 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. A complete overview of the VMware Solution Rewards Program including rebate percentages, process guides and terms and conditions is available on the incentives section of Partner Central. Sales Leads VMware executes regular sales and marketing programs, such as seminars, events, and email campaigns, to help drive demand and generate leads for VMware virtual infrastructure solutions. VMware Enterprise and Premier Solution Provider Partners are eligible to receive qualied and unqualied leads from these sales and marketing activities. Leads are distributed to eligible Partners based upon geography and a match between the customers requirements and the Partners solution focus, skill set and experience. Leads are made available to eligible Partners via our leads tools in Partner Central. The leads are assigned by the VMware Partner Business Manager. www.vmware.com/partnercentral Solution Enablement Toolkits (SET) VMware Solution Enablement Toolkits (SET) contain a specic set of critical tools, templates, rich services intellectual property and assets that Partners can use to create their own unique productized and branded solution around VMware technology. Several SETs are made available in libraries that align to the VMware Solution Competencies: Infrastructure Virtualization, Desktop Virtualization and Business Continuity. Achieving the Competencies is required for access to each corresponding library. VMware Sales Rewards VMware Sales Rewards is designed to reward the accredited sales staff within the VMware Partner Community for their VMware sales and training activities. Through Sales Rewards,
individual Partner sales representatives participating in promotional incentives may be eligible to earn reward points to spend on merchandise, gift cards, travel experiences, and more.
Eligibility and benets for Sales Rewards may vary by Partner type, program level, Partner location, and promotion. See the Sales Rewards page and Sales Rewards portal available on VMware Partner Central, www.vmware.com/partnercentral, for details.
Services and Solutions Development and Delivery

VMware offers a variety of services development resources, programs, tools and communications to help Partners develop and deliver virtualization services in the marketplace. Partners use of such resources and materials are subject to the terms set forth below in this guide. Services Materials To help develop, extend and deliver virtualization and cloud infrastructure solutions based on VMware technology, VMware provides certain Partners with access to a variety of services development resources. Examples of service materials are tools, calendars, report templates, documentation, service delivery guides, Solution Enablement Toolkits (SETs), product information, and virtualization methodologies (collectively Services Materials). Partners use of Services Materials in general must be in accordance with the terms of this guide. Terms of Use for Services Materials VMware grants eligible Partners who have access to the Services Materials, a non-exclusive, revocable at will, limited license to use Services Materials for the sole purpose of developing offerings that will support the selling of VMware solutions, and in connection with providing consulting services related to the use, operation, installation and conguration of VMware products. Services Materials shall not be sold or otherwise provided to any third party except where third party independent contractors or subcontractors having a VMware VCP certication are performing on a Partners behalf and require access to the Service Materials to fulll the obligations of the Partner to Partners customers. Partner shall in no event distribute or transfer Services Materials to customers, except, in the case of SETs, as specically provided for herein. Notwithstanding the foregoing limitations, certain elements of a SET that have been labeled Customer Deliverable or Customer Deliverable Elements on the SET download page may be
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distributed by Partners to customers. In such limited instances, VMware grants Partner a limited license to redistribute such Customer Deliverable Elements to customers solely for such customers internal use in conjunction with the purchase and utilization of VMware products and solutions. No other right or license, stated or implied, shall be granted to customer. For the removal of doubt, any element of a SET not labeled Customer Deliverable or Customer Deliverable Elements on the SET download page may not be distributed by Partners to customers. Services Materials labeled Condential are VMware Condential Information as that term is dened in your Program Agreement, and may not be shared with third parties without prior written consent from VMware. Copyright notices appearing in Services Materials may not be removed. Services Methodology VMware Solution Providers are encouraged to have a documented services methodology. The methodology should cover all aspects of a service engagement including assessing a project, planning the engagement, building the system, and deploying the solution. The methodology should be a repeatable process that ensures the VMware Partner can and does deliver consistent high-quality service engagements. Partners developing virtualization offerings and solutions are encouraged to integrate existing methodologies with VMwares Virtual Infrastructure Methodology (VIM). VIM is designed to improve virtualization and cloud infrastructure solutions and delivery through aligning organizations business goals and strategies with virtualization infrastructure deployments. Virtualization Practice VMware Partners are encouraged to have a virtualization practice. The practice incorporates virtualization technology into a solution, supported by a repeatable services methodology. The solutions within the practice solve real-world business problems through services and VMware technology. Partners interested in developing a virtualization practice are encouraged to work with VMware to identify complementary practice areas and skills such as Infrastructure Virtualization, Desktop Virtualization, Business Continuity or Virtualization Management. VMware Lab Environment VMware Partners are encouraged to develop and utilize a VMware virtualization lab environment. The lab environment helps Partners learn about and gain skills on VMwares technology, and is used to develop services-focused virtualization solutions. Depending on Partnership level, VMware Partners are eligible for no charge software via the NFR policy that supports the creation of a virtualization lab.
Marketing Support
VMware offers a variety of marketing resources, programs, tools, and communication vehicles to help its Partners market and sell VMware virtual infrastructure solutions. Marketing Account Management Depending upon the level of partnership, VMware either assigns a marketing account manager, provides a contact or provides a mechanism for the management of ongoing, marketing-related requests. To ensure that VMware Partners eligible for Market Development Funds (MDF) use those funds effectively, VMware will work with eligible Partners to develop a quarterly marketing plan. This plan is designed to help certain Partner types and levels in the VMware Partner Network plan and execute sales and marketing activities to help grow the Partners VMware business. Market Development Funds (MDF) VMware offers Market Development Funds (MDF) to certain qualied VMware Partners. MDF should be used primarily for external marketing and sales activities intended to create demand, attract new VMware customers, cross-sell to existing customers, and generate sales. MDF can help you generate more marketing activities, raise awareness for VMware virtual infrastructure software products and solutions in your market area and drive new business. MDF Guidelines include a wellbalanced, comprehensive list of eligible marketing and sales activities designed to uncover new business opportunities, drive sales, and effectively expand market share. MDF also enables VMware to work closely with our Partner community and leverage our joint marketing successes. To understand further how you can benet from VMwares MDF program, please visit Partner Central, or contact your VMware Partner Business Manager, Partner Marketing Manager and/or VMware Distributor MDF Guidelines are available on Partner Central at: http://www.vmware.com/partnercentral Customized Marketing Programs VMware Premier Partners are eligible to participate in customized marketing programs designed by VMware to drive awareness and generate sales leads. These marketing programs are developed specically for Partner use and help maximize MDF usage and Partner expenditures associated with marketing VMware virtual infrastructure solutions.
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Customized marketing programs are included as part of the marketing planning process. Tools supporting these programs are available on Partner Central at http://www.vmware.com/partnercentral
VMware Demand Generation Program and Tools

Website-in-a-Box Effortlessly populate your website with fully co-branded VMware content that is automatically populated to your website. This easy to install content syndication program is at no cost and enables you to: Promote multiple solutions and products in several languages
Sales & Marketing Tools

VMware Partner Central Partner Portal We have invested in our Partner community by providing a scalable Partner Central portal. The portal provides: Customized content relevant to your program, Partner level, and role Improved Partner Locator that allows searches on locations, competencies, Partner levels and Partner types Dedicated pages for products & solutions, promotions, sales tools and marketing tools to help develop your virtualization and cloud infrastructure practice. Better visibility throughout the Leads, MDF, and Opportunity Registration processes Upon becoming a VMware Partner, Partners are issued a user name and password to access Partner Central. Partner Central can be accessed at www.vmware.com/partnercentral Under the Products & Solutions tab in Partner Central, you can nd everything you need to promote VMware products to your customers including: Brochures Data sheets Solution briefs White papers Pre-recorded presentations Customer PowerPoint slides Customer case studies Box shots and other images Additionally, VMware provides several demand generation programs and easy to use campaign tools, to help you efficiently build and execute customized campaigns. You can nd marketing and demand generation information under the Marketing tab in Partner Central.
New product content and assets are automatically updated to your website Display shared content in formats that match your brands look and feel Offer free product evaluations and capture lead information Includes special offer page with the latest promotions and discount To learn more about Website-in-a-Box and tour how it works, visit www.vmware.com/go/websiteinabox.
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. Visit www.vmware.com/go/eventinabox to watch a short tutorial and recieve your login details.
Youll nd customizable slide decks, sales tools and all the supporting documents youll need to market & host events on: VMware Cloud Infrastructure Management solutions Desktop Virtualization solutions Cloud Computing. Virtualization Management Virtualizing Applications Small and Midsized Businesses
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Additional 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: Web Listing and Online Registration VMware publicizes the event on the seminar listings page of the VMware corporate web site located at http://www.vmware.com/news/ Marketing Collateral & Giveaways VMware offers co-logoed marketing giveaways for purchase on the VMware Partner store. To request additional support for a seminar, please contact your VMware Partner Business Manager directly. VMware Grid Partner Ready Campaigns We are making it easier for you to execute your email campaigns. Simply utilize VMware Grid to easily customized and launch a co-branded campaign. An additional cost may apply. With VMware Grid campaigns, you can: Target your prospects and customers with our the VMware go-to-market themes, messaging, and creative Generate & qualify real time leads Track responses and build unique profiles for every contact Customize and launch your own Partner ready campaign by category: New Customer Acquisition Existing Customer Upsell & Cross-sell Customer Cost Savings Data Center Solutions Desktop Solutions Small and Midsize Businesses Government Industries Register now at http://www.vmwaregrid.com to view, customize and launch your own Partner Ready Campaigns. VMware Partner Marketing Bureau Your Marketing Helpdesk Expand your virtualization business, nurture new leads and generate new opportunities with marketing services from Partner Marketing Bureau. 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 To get started, simply get in touch with the Partner Marketing Bureau in your regions. This information is posted under the Marketing tab in Partner Central. VMware Marketing Academy VMware Marketing Academy is a 9-module Learning Plan to educate the novice marketer or refresh the experienced marketer on marketing fundamentals and best practices. The goal of Marketing Academy is to help partners increase their marketing effectiveness to drive more leads and ultimately more revenue. The program is comprised of 9 brief (20 30 minute) modules that cover everything from Marketing Fundamentals, to How to Build a Marketing Plan, to Effective use of Social Media, Measuring Return on Investment and more. Marketing Academy is available in English, French, German, Chinese and Japanese. Register for Marketing Academy on Partner University, under Learning Plan>By Role>Marketing Partner Profile and Partner Locator Partner Proles provide valuable information about VMware Partners and their VMware software solutions. Partners can utilize the VMware Partner Prole to present and differentiate their solutions and services from the competition. Proles describe the Partners company, capabilities, and solutions. Information from the VMware Partner Prole is used to populate the Partner Locator accessible to customers on the VMware corporate web site, www.vmware.com. The VMware Partner Locator is a comprehensive, online, searchable listing that reects the Partners relationship with VMware, and promotes their skills, expertise and offerings to customers and prospects as well as VMware sales managers and other employees. To update your prole, log on to Partner Central at http://www.vmware.com/partnercentral Partner Prole information is used to populate the online VMware Partner listing and varies by Partner type and level. RSS Stay informed with the latest Partner news by subscribing to VMwares Partner News Feed. Visit http://blogs.vmware.com/partner or add http://blogs.vmware.com/partner/rss.xml into your existing RSS readers.
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Social Media Receive the latest updates and insights from our global Partner leaders by participating in our social media opportunities. Sign up now! Twitter: http://twitter.com/VMware_partners Facebook: http://www.facebook.com/vmwarepartnernetwork earch for VMware Partner Network on LinkedIn: http://www. S linkedin.com/groups?home=&gid=1988264&trk=anet_ug_hm Blogs: http://blogs.vmware.com/powerofpartnership News & Communications VMware strives to provide Partners with relevant and timely information. To that end, VMware Partners have access to key communication vehicles including: VMware Partner Newsletters VMware publishes a monthly newsletter designed to keep Partners up-to-date on new developments at VMware. Newsletters typically contain product updates, and Partner Program updates, including new program benets, promotion information and more. VMware Partner Flashes VMware provides its Partners with targeted weekly ashes about product and program updates. These short emails highlight promotions and sales tools, quality training information, and tips on how to deliver quality service and technical support. If you would like to opt out of Partner communications, please update your communications preference by logging in to Partner Central (www.vmware.com/ partnercentral) and clicking on My Contact Details found in the left hand navigation bar, click the Edit button, scroll down to the Communication Preferences section Receive Communications eld...Select No as an option and click Save.
VMworld & Partner Events VMworld Each year, VMware hosts a users conference where thousands of loyal VMware customers and prospects attend sessions that provide the most current, in-depth information on VMware virtual infrastructure products and solutions. Featuring numerous track sessions, user group meetings, guest speakers, a Solutions Expo, and evening events, the VMworld conference offers a unique learning and networking opportunity. Covered by analysts and journalists, this event is a terric opportunity for Partners to directly interact with and present their solutions and services expertise to customers and the press. VMware Partner Exchange VMware Partner Exchange is our annual partner conference designed especially for the VMware Partner community. We understand your need for a conference that focuses on Partner education and enablement and well deliver. The program is designed to deliver content specic to your job role and business needs. Sessions will 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. Attendance is by invitation only. Benets for Partners attending the conference include: Hear from the leaders in business infrastructure virtualization Access to VMware executives and experts Visibility to VMware roadmaps and new sales & marketing tools Insights on how to accelerate your virtualization expertise Training opportunities to complete your solution competency requirements Networking with peers Information regarding participation in the VMworld Conference and VMware Partner Exchange is communicated to our Partner community months ahead of time. When appropriate, information is posted on Partner Central and will be included in the VMware Partner Newsletters and other communications.
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VMware Partner Identifier and Logo Usage VMware Partners can promote their partnership with VMware by displaying the appropriate VMware Partner identier on their web sites, in advertisements and customer communications, and other marketing materials.
Brand and logo usage guidelines and logo les can be accessed and downloaded from Partner Central (www.vmware.com/partnercentral). Logos are available in .EPS and .GIF formats. VMware Partner Plaque and Certificates To promote the strong relationship between VMware and certain Partner types and levels in the VMware Partner Network Program, VMware provides Premier Partners with a plaque or certicate for display in the Partners headquarter offices. Only one (1) plaque will be provided per Premier level Partner. Questions regarding a Partner plaque should be directed to your VMware Partner Business Manager.
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VMware Solution Provider Program Requirements

The VMware Solution Provider Program is focused on delivering virtual infrastructure solutions to customers. To that end, the VMware Solution Provider Program requirements are structured to create a cohesive, collaborative Partner community to sell and deploy VMware virtual infrastructure solutions to end customers.
qualify. Non-payment of the program fee within 30 days of invoice date may result in re-leveling of the Partner.
PR OGR AM R EQU IREMEN TS AN N UAL R EN EWAL F EE
LEV EL
Registered Professional
No Fee
$250 USD (No Fee in Developing Countries) $1,500 USD ($750 USD in Developing Countries) $1,500 USD ($750 USD in Developing Countries)
Program Fees & Agreements

Program Enrollment Agreement Partners accepted into the VMware Solution Provider Program must execute the Partner Program enrollment agreement presented during the application process. This agreement, along with this VMware Solution Provider Program Guide and policy documents referenced herein, denes the relationship between VMware and the Partner. Program Fees Certain VMware Solution Provider Partners are required to pay an initial program fee and annual renewal program fees. Program fees may vary depending upon the partnership level, or whether the Partner is located in a Developing country as dened earlier in this Program Guide. Initial Program Fee The initial program fee is payable upon Partners execution of the applicable program enrollment agreement, and prior to acceptance into the program. Partners will have 30 days to submit payment or their application may be declined.
P RO GRAM REQ UI REM EN TS I NI TI AL P RO GRAM FE E
Enterprise
Premier
Revenue Commitments
VMware Solution Providers participating in the program are required to meet revenue minimums at the Professional, Enterprise and Premier Partner levels. The minimum requirements are outlined below: Professional Partner Level To maintain membership authorization at the Professional level, a Solution Provider must have achieved sales revenue minimum of $995 USD within 12 months of promotion, and must continue to meet this revenue requirement on a rolling 12 month basis. This amount represents closing at least one transaction per year of one of VMwares core products, demonstrating selling capabilities, knowledge of VMware products and basic technical knowledge. Enterprise Partner Level To be promoted to and remain at the Enterprise level, Partners must have achieved sales revenue within the previous 12 months of $10,000 USD for Developed Countries or $2,500 USD for Developing Countries, and must continue to meet this revenue requirement on a rolling 12 month basis. This amount represents multiple transactions in a year, or the sale of one of VMwares more technically sophisticated solutions, demonstrating selling efficiency and more sophisticated technical knowledge. Premier Partner Level To be promoted to and remain at the Premier level, Partners must have achieved sales revenue within the previous 12 months of $1,000,000 USD for Developed Countries or $500,000 USD for Developing Countries, and must continue to meet this revenue requirement on a rolling 12 month basis. This amount approximates the historical minimum annual revenue of our top-performing Partners, accounting for reasonable market growth, demonstrating
LEVEL
Registered Professional
No Fee
$250 USD (No Fee in Developing Countries) $1,250 USD ($750 USD in Developing Countries) -
Enterprise
Premier
Annual Renewal Fee Annual renewal fees are payable each year to continue program membership. Partners will receive an invoice for their annual renewal fee for the program level in which they
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Partners expertise in selling sophisticated VMware solutions efficiently and prociently, and justifying VMwares commitment to promoting sales through its top-performing channels. The revenue commitment is calculated based on: Net sales of license, support, and subscription (SnS) Enterprise Licensing Agreement (ELA) as net to VMware Approved advantage+ influence claims Volume Purchasing Program (VPP) VMware Service Provider Program (VSPP) Professional Services (only for the original transaction not for renewal opportunities) Sales of OEM branded VMware Products*
VMware will check compliance at least once a year upon program membership renewal, and reserves the right to conrm compliance more frequently. Note: Renewal bookings, Training Revenue, and Internal Use Licenses (IUL) do not count towards the revenue commitment. * Participating Global OEM Sales will count towards revenue commitment upon an OEM participating in the VPN Revenue Credit for OEM Sales Initiative. Please refer to the Revenue Credit for OEM Sales Frequently Asked Questions document for more details and a list of participating Global OEM Partners.
Training & Certications

The following accreditations or certications are required:
REGI STERE D
PR OFESSION AL
EN TER PR ISE
PR EMIER
VMware Sales Professional (VSP) on Staff VMware Technical Sales Professional (VTSP) on Staff VMware Certied Professional (VCP) on Staff
Recommended
Minimum of 1
Minimum of 2 (1 for Developing Countries) Minimum of 2 (1 for Developing Countries) Minimum of 2 (1 for Developing Countries)
Minimum of 4 (2 for Developing Countries) Minimum of 4 (2 for Developing Countries) Minimum of 4 (2 for Developing Countries)
Recommended
Minimum of 1
Marketing
Partner Profile VMware requires Partners to complete a Partner Prole, providing an overview of the Partners VMware-oriented solutions and areas of expertise. Partner Proles are an important mechanism in promoting our Partners value-add to prospective and existing customers, as well as VMware sales managers. VMware may also require support, marketing, and technical contacts to be included in the Partner Prole. Partner Proles must be updated regularly and at minimum annually. It is the responsibility of the Partner to ensure their prole is kept up-to-date. Partner prole updates can be completed online by going to Partner Central (www. vmware.com/partnercentral)
VMware Focused Marketing Initiatives Depending upon partnership type and level, VMware Partners are required to include VMware and VMware products and/ or solutions in a minimum number of the Partners marketing activities per quarter. Activities can include, but are not limited to advertising, events, seminars, direct mail, email-based customer communications, etc. Professional and Enterprise Partners are required to post the VMware Partner logo on their web site. Premier Partners are required to post the VMware Partner logo on their web site and show the VMware solution descriptions. Required Partner marketing activities should also be outlined in the quarterly marketing and business plan. Quarterly Marketing Plan Quarterly marketing plans are required depending upon Partner type and level. These plans are typically included in the quarterly business planning process and help to ensure that business and marketing goals are synergistic.
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Relationship Management
Partner Internal VMware Champion Depending upon VMware Program partnership type and level, Partners may be required to assign an internal VMware Champion. The VMware Champion is extensively trained on VMware products and acts as an internal evangelist for VMware products and solutions. VMware strongly recommends all Partners assign a VMware Champion, even if it is not a program requirement for the Partners Partnership level.
Partner Executive Sponsorship For certain partnership types and levels VMware requires Partners to assign senior level ownership to facilitate and maintain an ongoing relationship with VMware. Typically, this requires one executive contact and one primary account manager within the Partners organization. Named Partner Marketing Contact VMware requires Premier Partners to assign a named partner marketing contact.
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Expanding Your Market Opportunities with VMware Solution Competencies and Specializations
VMware Competencies and Specializations are two paths that partners can take to expand their VMware business. VMware Solution Competencies designate partners as product solution experts who can deliver unique sales, marketing and product benets across all markets. VMware Specializations are designed around specic market opportunities and designate partners as experts who can deliver focused sales and marketing into specic industry markets.
specic solution area. Competencies are earned through a combination of in-depth training and customer references. Competencies can help you to grow your business by: Differentiating your skills and expertise to customers Aligning your business and strategic goals with VMwar B eing identified as a Go to Partner by VMware Sales in customer engagements G iving you access to additional sales, marketing and product-related benefits and resources There are several VMware Solution Competencies, each designed around specic VMware solutions. Each competency has a unique set of requirements and provides exclusive benets. The following descriptions can be used to determine which VMware competencies are right for your business.
Denitions: Solution Competencies and Specializations

COMPETEN CY DESCR IPTION
CO M P E T E N C I E S
S P ECI ALI ZATI O NS
Infrastructure Virtualization
Product and solution expertise Required to achieve VMware partner membership levels Offers additional financial and marketing benets
Specific industry expertise Required to gain access to restricted SKUs in certain markets Offers additional market specic sales and go-to-market benets VMware Specializations: Academic Specialization U.S. Federal Specialization Healthcare (North America only) Desktop Virtualization
Designation of expertise that recognizes your companys experience in virtualizing and consolidating customers server environments.
Business Continuity
VMware Competencies: Infrastructure Virtualization Competency Business Continuity Competency Desktop Virtualization Competency Virtualization of Business Critical Applications Competency Infrastructure as a Service Competency
Designation of expertise that recognizes your companys experience in designing and implementing VMware virtualization solutions for data protection, high availability and disaster recovery.
Designation of expertise that recognizes your companys experience in deploying VMware solutions for virtualizing desktops and applications.
Virtualization of Business Critical Applications
Designation of expertise that recognizes a companys experience in the virtualization of business critical applications with VMware
Solution Competency
A VMware Solution Competency is a recognized level of expertise that enables you to sell VMware Virtualization into a
Infrastructure as a Service
Designation of expertise that recognizes a companys experience in private/ hybrid cloud solutions and services.
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Solution Competency Benets & Requirements Tables

The Competency Benets and Requirements listed below are in addition to the benets and requirements of the applicable Partner Program of the VMware Partner Network. Competency Benets and Requirements do not vary by Partner type or program level.
Solutions Competency Benefits

SA L E S SUP P O RT BENE FI TS
Financial Incentive
The Solution Rewards incentive program (detailed earlier in this Guide) is available to Partners with qualifying VMware Solution Competencies. A quarterly back-end rebate is provided for sales of related products for the eligible Competencies. Rebates are calculated based on list license price. Exclusive library of tools, templates, services intellectual property (IP) and assets to create Partners unique productized and branded solution around VMware technology Access to technical solution experts in the eld for Premier Partners
Solution Enablement Toolkits
Subject Matter Expert

M A R K E T I N G B E N EFI TS
Unique Designation and Branding Additional Funding
Competency specic branding and logo
Eligibility to receive available funding for VMware approved marketing campaigns, proof of concept and lead generation activities VMware sponsored joint Partner success story on approved customer references
Partner Success Stories
Promotion of partners to customers
Partners with the Competency designation will be displayed on Partner Locator through VMware.com
Press Release Templates
Press release templates showcasing Partners achievement of Competencies. Available in select regions only.
Promotion of Partners to VMware Sales
Internal communication vehicles to promote Partners to Field Sales and Systems Engineers as the Go to Partners for customer engagements
PR O D UC T R E L ATED BENE FI TS
Beta Program
Invitation to participate in selective beta programs and release candidate (RC) programs
Product Roadmap
Early visibility into product roadmap
Partner Exchange
Invitation to participate in exclusive solution focused sessions with VMware Product Managers.
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Solution Competency Requirements Sales Partners of the VMware Partner Network can earn a VMware competency at any time throughout the program year. Eligible Partners can earn and be authorized into multiple Solution Competencies to maximize on all available benets. Infrastructure Virtualization is the rst Competency that must be achieved prior to attaining any of the other Solution Competencies. VMware requires the following accreditations and customer reference criteria to be met to earn a VMware Competency. The accreditations can be completed by one or multiple individuals in the company. However, courses within an accreditation (not listed here) must be completed by the same individual:
RE Q U I R E M E N T
INFRASTRUCTURE VIRTUALIZATION 1
VIRTUALIZATION OF BUSINESS CRITICAL APPLICATIONS 1 AND 3
B U SIN ESS CON TIN U ITY
DESKTOP VIRTUALIZATION1
INFRASTRUCTURE AS A SERVICE
Sales Accreditations Technical Sales Accreditations Technical Post Sales Accreditations
Minimum of 1
Minimum of 1
Minimum of 1
Minimum of 1
Minimum of 1
Minimum of 1
Minimum of 1
Minimum of 1
Minimum of 1
Minimum of 1
Minimum of 1 required in each of the following: Capacity Planner Assessment Fundamentals vSphere Design2 vSphere Upgrade
Minimum of 1 required in each of the following:4 Virtualizing Microsoft SQL Server with VMware Virtualizing an Oracle Database with VMware Minimum of 1 required in of the following: 4 Virtualizing Microsoft Exchange with VMware Virtualizing Microsoft SharePoint with VMware Virtualizing SAP ERP Software with VMware
Minimum of 1 required in each of the following: Overview and Design SRM Implementation Fundamentals
Minimum of 1 required in each of the following: VMware View Implementation Fundamentals VMware View Design
Minimum of 1 required in each of the following: Deploy and Manage Design
Customer Reference Validation
1 approved reference in Infrastructure Virtualization
1 approved reference in or 3 prospect customers submitted at time of enrollment into competency. Customer reference required within one year of enrollment.
1 approved reference in or 3 prospect customers submitted at time of enrollment into competency. Customer reference validation required within one year of enrollment
1 approved reference in or 3 prospect customers submitted at time of enrollment into competency. Customer reference validation required within one year of enrollment.
1 approved reference in or 3 prospect customers submitted at time of enrollment into competency. Customer reference validation required within one year of enrollment.
1 Infrastructure Virtualization Solution Competency must be attained prior to earning other Solution Competency accreditations. 2 Or pass the vCAP - Datacenter Design exam. 3 One VMware Certied Advanced Professional-Data Center Design (VCAP-DCD) certied person on staff is required for any Partner Company taking the VBCA Competency. 4 Individual VBCA Technical Post-Sales Accreditations may be completed by 1 or more individuals provided they are a VMware Certied Professional (VCP) or hold an advanced certication that requires VCP.
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Eligibility Partners may earn one or more VMware Solution Competencies that best align with their current and future business interests. The Infrastructure Virtualization competency is a pre-requisite to earning additional competencies. All Premier, Enterprise and Professional Partners from the following Partner Programs are eligible to earn VMware Competencies: Corporate Resellers Global SI & SOs Solution Provider Partners must follow the steps below to earn a competency: 1. Complete and be compliant with all core training requirements (VSP, VTSP, VCP) for the applicable partner program. 2. Complete the applicable Sales, Technical Sales, and Technical Post-Sales accreditations as outlined in the table above. Begin with Infrastructure Virtualization which is a pre-requisite to attaining the other Solution Competencies. 3. Submit the VMware Competency Enrollment Form located on Partner Central upon completion of the required training. Reference customer must also be submitted as part of the enrollment process. The enrollment form will also be automatically pushed out to the primary business owner upon completion of the required training.
Validity and Expiration A Solution Competency is valid as long as the requirements for that competency are maintained. Competency requirements comprise a combination of training and customer reference validation criteria. Partners must hold the most current accreditations (or one revision back) for the competency. Additional product and services training requirements may be incorporated into a given Competency as new products become available. Customer references are valid for a period of two years. Prospect customers are valid for one year. Partners are re-evaluated at time of membership renewal to ensure they are compliant with all then-current training and customer reference requirements. For more information or to enroll in a VMware Solution Competency, visit Partner Central or contact your VMware Partner Business Manager.
VMware Specializations
A VMware Specialization is a recognized level of expertise in a specic market segment. Specializations are earned through a combination of experience in the specic marketplace and successful completion of the VMware training. Partners may earn one or more VMware Specialization that best aligns with their current and future business interests. The Specialization benets and requirements listed below are in addition to the benets and requirements of the applicable Partner Program of the VMware Partner Network. Through Specializations, partners have access to market-specic pricing, education and information. VMware Specializations enable partners to drive cross-sell and up-sell revenue opportunities in their area of expertise. Specialization can help you to grow your business by: Increased Business Opportunities by enabling you to drive deeper customer relationships, creating more cross-sell and up-sell opportunities
Differentiation that distinguishes you from other partners and provides unique vertical offerings to your customer Competitive Pricing to further increase your margin potential Increase Your Visibility with customers looking for virtualization partners with unique market knowledge Faster and More Efficient Sales through market-specic information, such as Academic and U.S. Federal licensing programs that support and reduce the sales cycle VMware Specializations Available Today VMware offers the following Specializations, each designed around specic VMware markets. Each Specialization has a unique set of requirements and associated benets. The following descriptions can be used to determine which VMware Specializations are right for your business.
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S P E C I A L I ZAT I O N
D E S CRI P TI O N
APPLICAB LE G EO
Academic
A designation recognizing your companys expertise and experience addressing solutions unique to Academic market requirements, integrating VMware technology to address these needs and bringing business value solutions to Academic business applications. A designation available to VMware partners in the United States engaging in sales, design, development, and integration of virtualization solutions and services to the U.S. Federal Government A designation distinguishing you based on your expertise in the Healthcare marketplace and recognizing your companys investment in driving integration of VMwares technology to differentiate and deliver healthcare solutions.
World Wide
U.S. Federal
United States Only
Healthcare
North America Only
Validity and Expiration A VMware Specialization is valid as long as the requirements for that specialization are maintained. Specialization requirements include successful completion of the associated market-specic experience and testing. Partners must demonstrate capability to sell into the specic marketplace. Partners are re-evaluated at time of membership renewal to ensure they are compliant with all then-current training. For more information or to enroll in a VMware Specication, visit Partner Central or contact your VMware Partner Business Manager.
Academic Specialization
The VMware Academic Specialization distinguishes and rewards partners based on their expertise in the Academic marketplace. With the VMware Academic Specialization, you gain access to unique Academic SKUs, market-specic pricing, and Academic market information. VMwares Academic Specialization will further enable you to drive revenue opportunities in the Academic marketplace. The Academic Specialization Benets and Requirements listed below are in addition to the benets and requirements of the applicable Partner Program of the VMware Partner Network. Academic Specialization Benets and Requirements do not vary by Partner type, program level or location (such as Developed versus a Developing country). VMware Academic Specialization Benefits and Requirements
Academic SKU Access
Academic SKU Access through authorized VMware Distributors
M A R K E T I N G B E N E FI TS
Unique Designation and Branding
Academic Specialization specic branding and logo
Academic Marketing Information
Access to Academic- specic VMware marketing and industry information
Partners with the Specialization designation will be displayed on Partner Locator through VMware.com
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SA E S PO BENE M AL R K E SUP TING BRT E NEFI TS FI TS
Press release templates showcasing Partners achievement of Specializations. Available in select regions only
S P E C I A L I ZAT I O N RE Q UI REM ENTS
Complete Academic Enrollment Form
Successful completion of Academic Specialization Form (located on Programs Form Tab in Partner Central)
Accreditation and Test
Successful completion of Academic Specialization Accreditation and Test (no cost, web-based training about 60 minutes in length, passed with 80% accuracy)
Eligibility Partners may earn one or more VMware Specialization that best aligns with their current and future business interests. All Premier, Enterprise and Professional partners from the following partner programs are eligible to earn the VMware Academic Specialization. Registered partners are not eligible to participate in the Academic Specialization program. Corporate Resellers Global SI & SOs Solution Providers Partners must follow the steps below to earn a VMware Academic Specialization: Complete Academic Specialization Enrollment Form (located on Program Forms tab in Partner Central) Successfully complete Academic Specialization Accreditation and Accreditation Test (located on Partner University)
U.S. Federal Specialization

The VMware U.S. Federal Specialization is designed to reward you as a strategic VMware partner, providing specic access to VMwares full range of Federal products and services. The U.S. Federal Specialization supports the unique needs within this market and addresses how to go-to-market with VMware solutions. Demostrated U.S. Federal Capability or History The U.S. Federal Specialization provides incentives to partners who make an investment with VMware. VMware reserves the right to limit the number of U.S. Federal Specialization partners. The VMware U.S. Federal Specialization distinguishes and rewards partners based on their expertise in the Federal marketplace. With the VMware U.S. Federal Specialization, you gain access to sell into the U.S. Federal Government as well as access to unique Federal SKUs and specic government market information. VMwares U.S. Federal Specialization will further enable you to drive revenue in the U.S. Federal marketplace through cross-sell and up-sell opportunities. The U.S. Federal Specialization benets and requirements listed below are in addition to the benets and requirements of the applicable Partner Program of the VMware Partner Network. U.S. Federal Specialization Benets and Requirements do not vary by Partner type, program level or location (such as Developed versus a Developing country).
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VMware U.S. Federal Specialization Benefits & Requirements

Federal SKU Access

M A R K E T I N G B E NEFI TS
Federal SKU Access through VMware authorized Government Distributor
Federal Specialization specic branding and logo
U.S. Federal Marketing Information
Access to Federal- specic VMware marketing and industry information
Press release templates showcasing Partners achievement of Specializations.
VMware U.S. Federal Specialization Requirements

R E Q U I R E M E N TS
Capability to sell into the U.S. Federal marketplace
Demonstrate capability to sell into the U.S. Federal marketplace by: - Current Federal Contracting Vehicles (submitted in enrollment form and validated through VMware Federal sales team) - VMware U.S. Federal license revenue of $20,000 USD or greater over previous 12-month period or obtain VMware approval on a go-to-market plan focused on the U.S. Federal market
Accreditation and test
Successful completion of U.S. Federal Specialization Accreditation and test (no cost, web-based training, 60 minutes in length, passed with 80% accuracy) Minimum 2 people accredited
U.S. Federal revenue minimum
To remain in the program, annual VMware U.S. Federal license revenue must remain at $20,000 USD or greater measured on Program anniversary date
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Eligibility Partners may earn one or more VMware Specialization that best aligns with their current and future business interests. All Premier, Enterprise and Professional partners from the following partner programs are eligible to earn VMware U.S. Federal Specialization: Corporate Resellers Global SI & SOs Solution Providers Partners must follow the steps below to earn a specialization: Complete Specialization Enrollment Form (located on Program Forms tab in Partner Central) Successfully complete Specialization Accreditation and Accreditation Test (located on Partner University) D emonstrate sales capability into the U.S. Federal marketplace either through VMware U.S. Federal license revenue of $20,000 USD over the previous 12 months, or a VMware-approved go-to-market plan focused on the U.S. Federal market.
Healthcare Specialization
The VMware Healthcare Specialization distinguishes and rewards partners based on their expertise and investment in the Healthcare marketplace. With the VMware Healthcare Specialization, you gain access to VMware Healthcare specific branding and a range of market specic information and resources enabling you to drive deeper customer relationships, creating more cross-sell and up-sell opportunities. The Healthcare Specialization Benefits and Requirements listed below are in addition to the benets and requirements of the applicable Partner Program of the VMware Partner Network. Healthcare Specialization Benefits and Requirements do not vary by Partner type, program level or location (such as Developed versus a Developing country). Eligibility Partners may earn one or more VMware Specialization that best aligns with their current and future business interests. All Premier, Enterprise and Professional partners from the following partner programs are eligible to earn the VMware Healthcare Specialization: Corporate Resellers Global SI & SOs Solution Provider
Healthcare Specialization Benefits & Requirements

Press release templates showcasing Partners achievement of Specializations. Available in select regions only.
Healthcare Lead Generation
Receive priority access to leads from select Healthcare industry events
M A R K E T I N G B E NEFI TS
Healthcare Specialization specific branding and logo
Promotion of partners to Customers
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M AL RE K ET ING B RT E NEFI TS FI TS SA S SUP PO BENE
Healthcare Solutions Campaigns
Get access to Healthcare specific campaigns
Healthcare Marketing Information
Access the latest healthcare industry and competitive information through quarterly webinar series
S P E C I A L I ZAT I O N RE Q UI REM ENTS
Partner Type
Healthcare Specialization is available to Professional, Enterprise and Premier Solution Providers and Global Systems Integrators & Outsourcers, ISVs and Corporate Resellers in North America
Healthcare Specialization Enrollment Form
Successful completion of Healthcare Specialization Form (located on Programs Form Tab in Partner Central)
Desktop Competency
Completion of the Desktop Virtualization Solution Competency (located in Partner University)
Go to Market Plan
Completion of a Health Care Go To Market Plan. All Go To Market plans will reviewed by VMwares Healthcare team for alignment with VMwares Healthcare strategy. Selected companies will be awarded Healthcare Specialization.
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: March_VMW_12Q1_PRGM_GUIDE_PRTNR_SOL_PRVDR

VMware Solution Provider Program Guide

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VMware Solution Provider Program Guide

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Solution Provider Program Guide

Solution Provider Program Guide

Solution Provider Program Guide

Solution Provider Program Guide

Welcome to the VMware Partner Network!

Our Partners The Cornerstone to Our Success

*June 2011 Global Touch Inc: Data Center Survey.

Solution Provider Program Guide

How to Use this Guide

VMware Program Policies

Solution Provider Program Guide

Solution Provider Program Guide

Solution Provider Program Guide

VMware Solution Provider Program Overview

Solution Provider Program Guide

Solution Provider Program Guide

VMware Solution Provider Partner Program Benets & Requirement Tables

VMware Solution Provider Partner Program Benets Table

All VMware Products that are available to Solution Providers

All VMware Products that are available to Solution Providers

Eligibility to Resell Software Renewal Licenses purchased through VMware Distribution

Not for Resale Licenses1(NFR)

Solution Provider Program Guide

V MWAR E SOLU TION PR OV IDER PR OGR AM PARTN ER SHIP L EV EL

Internal Use Software2(IUL)

Volume Purchasing Program (VPP)

Enterprise License Agreements Preferred Pricing

PR O D UC TS, SE RVI C ES AND TECH NI C AL S UP P O RT

Partner Technical Support

2 incidents per year

5 incidents per year

10 incidents per year

E D UC AT I O N , T R A I NI NG, AND CERTI FI C ATI O N

Solution Provider Program Guide

V MWAR E SOLU TION PR OV IDER PR OGR AM PARTN ER SHIP L EV EL

Field Sales Training

VMware Sales Professional (VSP) Training and Accreditation

VMware Technical Sales Professional (VTSP) Training and Accreditation

VMware Certied Professional (VCP) Courses Training is available

20% discount on VMware-delivered courses.

20% discount on VMware-delivered courses.

Through VMware Authorized Distributors

Through VMware Authorized Distributors

Partner Resource Center

Based on quota attainment

Solution Provider Program Guide

V MWAR E SOLU TION PR OV IDER PR OGR AM PARTN ER SHIP L EV EL

after achieving qualifying VMware Solution Competencies

after achieving qualifying VMware Solution Competencies

after achieving qualifying VMware Solution Competencies

Solution Enablement Toolkits3

after achieving qualifying VMware Solution Competencies

after achieving qualifying VMware Solution Competencies

Product Install Information/Best Practices

Plan & Design Solution Guides

S E RV I C E S A N D S O LUTI O N D EVE LO P M ENT AND DELIV ERY

Services Delivery Materials & Methodology3

Solution Provider Program Guide

V MWAR E SOLU TION PR OV IDER PR OGR AM PARTN ER SHIP L EV EL

Market Development Funds

Available refer to MDF Policy Guide located on Partner Central

Customized Marketing Programs

Access to Partner Central

Seminar & Event Support