Solution Competency Guide

Solution Competency Guide
Differentiate your companys skills and expertise to customers
1. Overview of VMware Solution Competencies What is a Solution Competency? 2. Value of Solution Competencies Why invest in earning a Solution Competency? 3. Solution Competencies Infrastructure Virtualization Business Continuity Cloud Infrastructure as a Service Desktop Virtualization Management Virtualization of Business Critical Applications 4. Solution Competency Value-Add: Solution Enablement Toolkits (SETs) 5. Solution Provider Program: Solution Competency Requirements Developed Countries Developing Countries 6. Solution Provider Program: Solution Competency Benets 7. Appendix Training Requirements Overview Product Mapping Overview Developed Countries List Support
Overview of VMware Solution Competencies
What is a Solution Competency?

VMware Solution Competencies enable, recognize, and reward Partners in selling and delivering VMware solutions. Solution Competencies accelerate your sales and services growth by helping you distinguish and deliver virtualization and cloud computing expertise in the marketplace. The VMware Partner Network (VPN) also utilizes the achievement of Solution Competencies as part of the requirements for Partner membership status in the Solution Provider, Corporate Reseller, and Consulting and Integration Partner Programs. The focused training curriculums upon which Solution Competencies are based deliver a recognized designation of expertise for key VMware solutions. Customized training paths contain essential knowledge for Sales, Technical Sales and Technical Post Sales roles to ensure your team can provide the in-depth sales and technical know-how that your customers need. Solution Competencies are earned through a combination of in-depth training and customer references. Most courses are offered through multiple delivery methods including traditional live classrooms, virtual live classrooms and eLearning. Earning VMware Solution Competencies validates your companys knowledge, commitment and experience and most importantly, increases your business opportunities! VMware Solution Competencies help you: VMware Solution Competencies help you: Become a VMware product solution expert Increase deal sizes by as much as 4 times Increase your services opportunity around VMware solutions Achieve higher membership levels in the VMware Partner Network (VPN) Increase your margin (up to 20%) via Solution Rewards rebates Differentiate your business with new and existing customers
SOLUTION COMPETENCY GUIDE / 2
1. Overview of VMware Solution Competencies What is a Solution Competency? 2. Value of Solution Competencies Why invest in earning a Solution Competency? 3. Solution Competencies Infrastructure Virtualization Business Continuity Cloud Infrastructure as a Service Desktop Virtualization Management Virtualization of Business Critical Applications 4. Solution Competency Value-Add: Solution Enablement Toolkits (SETs) 5. Solution Provider Program: Solution Competency Requirements Developed Countries Developing Countries 6. Solution Provider Program: Solution Competency Benets 7. Appendix Training Requirements Overview
Value of Solution Competencies
Why Invest in Earning a Solution Competency?

VMware Solution Competencies are a proven route to revenue and protability. Earn a VMware Solution Competency and: Grow Your Business Partners with a Solution Competency have shown 2-4x greater average annual sales over Partners without a Competency. Access Solution Rewards Earn up to 20% Solution Rewards, a Competency-based backend rebate. Gain Access to Solution Enablement Toolkits (SETs) Partners downloading Competency-specic SETs experience 2x faster sales growth than those without. Earn additional nancial incentives and rebates PLUS receive exclusive benets including access to Solution Enablement Toolkits (SETs) critical tools, templates and rich services IP to help create your own unique, scalable solutions.
3.5x
Deal Size
Product Mapping Overview Developed Countries List Support
115K
With Competency
2x
48K
With
4x
45K
With Competency without
How much do I have to invest to earn a Solution Competency? To achieve a Competency an organization invests, on average: 6 days of online or instructor-led training $4,000 in training tuition which can be partially funded through MDF (if eligible) $4,000 in opportunity cost of billable hours
without
32K
without
24K
Competency
11K
Infrastructure Virtualization
Business Continuity
Desktop Virtualization
Solution Competencies
Check out the Competency Market Calculator for a customized view of how Solution Competencies can grow your business.
Solution Competencies clearly differentiate Partnerss expertise and maximize the benets of the VMware Partner Network. Regardless of your company size or market focus, VMware Solution Competencies make it easier to deliver virtualization and cloud computing expertise. VMware Solution Competencies currently available: Infrastructure Virtualization Business Continuity Cloud Infrastructure as a Service (Cloud IaaS) Desktop Virtualization Management Virtualization of Business Critical Applications (VBCA)
Existing desktop practice Example: Citrix, Wyse, HP Thin Client, MSFT VDI -ORCustomer demand or sales in virtualized desktop or application software -ORFocus on build-your-own desktop (BYOD), healthcare, or nancial services segment A signicant vSphere customer base -ORCustomer demand or sales in IT management software -ORSales/services relationship with traditional management vendor Example: CA, BEA, BMC, HP Unicenter -ORVirtualization Management Lighthouse participant
Solution Competencies Headline
Target Partner Prole by Competency
Infrastructure Virtualization New Partner recruited to provide additional coverage capacity (SMB) or customer access (Business-Critical Applications)
Business Continuity
Sales/services relationship with a top storage vendor Example: EMC, NetApp, Dell Equalogic -ORSales/services relationship with Data Protection-Recovery vendor Example: Commvault, Symantec, EMC Avamar, Microsoft -ORCollocation-Hosting, Managed Services, Cloud offering or recovery/back up as-a-service environment
Cloud Infrastructure as a Service (Cloud IaaS)

Premier level and transforming business to address cloud opportunity -ORIaaS Lighthouse participation -ORCustomers that have virtualized businesscritical applications -OPTIONALBoth Solution Provider and VSPP designations
Management
Virtualization of Business Critical Applications

A signicant vSphere customer base -ANDVCP(s) with considerable IT virtualization experience -ANDCustomers running MSFT Exchange, SQL or SharePoint; Oracle DB, or SAP ERP
Infrastructure Virtualization Solution Competency

The Infrastructure Virtualization Competency enables and rewards Partners for their demonstrated ability in virtualizing server environments using VMware virtualization solutions. Run business critical applications with condence and respond faster to your business needs with VMware vSphere, the industry-leading virtualization platform for building cloud infrastructures. vSphere accelerates the shift to cloud computing for existing datacenters, while also underpinning compatible public cloud offerings, paving the way for the only hybrid cloud model.
$5.5B
Market Opportunity
ke t
According to industry analysts, the virtualization market is expected to approach $5.5 billion by 2015, as customers change how they manage, buy and deploy IT infrastructures and operations.
Vi r t u a l i
z at
ion
Products Value
ar
20 15
VMware vSphere, VMware vCenter Server Prerequisite for all other competencies Virtualization and cloud expertise to promote and build out an accredited, knowledgeable team or practice New opportunities that take advantage of the tremendous virtualization and cloud market and moves your business beyond general IT solutions Financial incentives and rebates for new customer acquisition and cross-selling deals Make your IT customers heroes by helping them achieve lower costs while delivering IT infrastructure as an easily accessible service Resources to help speed sales including product Betas, Solution Enablement Tookits (SETs), Grid campaigns, and Advanced Tech Express sessions
Infrastructure Virtualization Continued
Prerequisite Requirements
None VSP - IV (Infrastructure Virtualization) VTSP - IV (Infrastructure Virtualization) IV Technical Post-Sales Accreditation: vSphere Design Workshop OR VCAP-DCD Certication AND vSphere: Upgrade OR VCP Certication 1 customer reference or 3 prospects vSphere Jumpstart SET vSphere Upgrade SET Plan & Design for VMware vSphere SET VMware Virtualization Assessment SET vSA Jumpstart SET VMware Real World Advantage campaign for Small to Mid-sized Businesses VMware Virtualization for Small to Mid-Sized Businesses Getting Started Cost Savings VMware and NetApp campaign for Small to Mid-sized Businesses Real World Advantage Trend Micro and VMware VMware vSphere build on FlexPod VMware and NetApp Windows consolidation solutions VMware Virtualization with Intel for Small to Mid-Sized Businesses
SETs available
Demand Generation Campaign
URL to learning path Link to one-pager
http://www.vmware.com/go/partneruniversity/ivcompetency Infrastructure Virtualization Datasheet
Business Continuity Solution Competency

VMware designation of Partner expertise that recognizes experience in designing and implementing VMware virtualization solutions for data protection, high availability and disaster recovery.
Market Opportunity According to industry analysts, improving business continuity and disaster recovery is the highest priority for SMBs and number two for enterprises in 2013.
Products Value
VMware vCenter Site Recovery Manager and VMware vCloud Suite Enterprise Eligible for Solution Rewards Higher and faster ROI with minimal investment required to achieve accreditations Larger deals with potential for $2-5x Hardware/Software and $5-10x high-margin services additional for every VMware dollar spent More prot with up to 20% Solution Rewards rebate, with double Solution Rewards for rst-time sales Continual revenue opportunities through new or richer cloud-enabled services Make your IT customers heroes by helping secure Tier 1 and 2 application availability Infrastructure Virtualization Competency
Prerequisites
1. Overview of VMware Solution Competencies What is a Solution Competency? 2. Value of Solution Competencies Why invest in earning a Solution Competency? 3. Solution Competencies Infrastructure Virtualization Business Continuity Cloud Desktop Infrastructure Virtualization as a Service Desktop Infrastructure Virtualization as a Service Management Virtualization of Business Critical Applications 4. Solution Competency Value-Add: Solution Enablement Toolkits (SETs) 5. Solution Provider Program: Solution Competency Requirements Developed Countries Developing Countries 6. Solution Provider Program: Solution Competency Benets 7. Appendix Training Requirements Overview Product Mapping Overview Developed Countries List Support
Business Continuity Continued
Requirements
VSP - BC (Business Continuity) VTSP - BC (Business Continuity) BC Technical Post-Sales Accreditation Overview and Design Implementation Fundamentals
SETs Available
SRM Jumpstart SET SRM Accelerator SET SRM Plan & Design SET
http://www.vmware.com/go/partneruniversity/bccompetency Business Continuity Datasheet
Cloud Infrastructure as a Service (Cloud IaaS) Solution Competency

The market for cloud services is growing 10x faster than the overall IT services market, according to industry analysts. Prot now from this rapidly growing opportunity with the VMware Cloud Infrastructure as a Service (Cloud IaaS) Solution Competency. Increase your protability by driving both new and cross-sell revenue. Be your customers go-to Cloud IaaS Partner and transform their business with greater agility and lower costs. Become your customers clear choice for secure hybrid cloud solutions with the Cloud IaaS Solution Competency.
es T Servic rall I et Ove Mark
Market Opportunity According to industry analysts, worldwide customer spending around building or implementing cloud services should reach an estimated $16.7 billion in 2015, representing a 40%+ annual increase.
ss R e ic e ue nu v en rr ve ev e Re e ic ddSS v uu e lo CC lo % 44 % 44
2015
Products
VMware vCloud Director, VMware vCloud Networking and Security, VMware vCloud Suite Standard, VMware vCloud Suite Advanced, VMware vCloud Suite Enterprise. Be the trusted advisor for your IT customers as they transform to be a strategic business-enabler and move to private/ hybrid cloud solutions Empower your customers to leverage their existing virtualization investment by helping them gain greater efficiency, agility and cost savings through on-demand Cloud IaaS solutions Build new lines of services such as Business, Operations and Managed Services Leverage up to 20% Solution Rewards rebate to increase protability and solution selling revenue Infrastructure Virtualization Competency
Value
Prerequisites
Cloud Infrastructure as a Service Continued
Requirements
VSP - Cloud (Cloud IaaS) VTSP - Cloud (Cloud IaaS) Cloud IaaS Technical Post-Sales Accreditation: Deploy and Manage vCloud Director Deploy and Manage OR VCP-Cloud Certication
SETs available Demand Generation Campaign
1 customer reference or 3 prospects vCloud Jumpstart SET vCloud Accelerator SET vCloud Plan and Design SET Operational Readiness for Cloud SET Your Cloud
http://www.vmware.com/go/partneruniversity/cloudiaascompetency Cloud IaaS Datasheet
D e s kto p
Desktop Virtualization Solution Competency

Expand your existing virtualization practice by adding desktop virtualization to your solution portfolio. The Desktop Virtualization Competency gives you the knowledge and the expertise to deploy virtualized desktops and applications. Leverage key initiatives like OS migrations, desktop refresh, merger and acquisitions to transform desktops to centrally managed services.
$2.3B
Market Opportunity
20 15
Vi r
tua
li z
Products
at
According to industry analysts (Goldman Sachs), the desktop virtualization is now a $2.3B market opportunity through 2015.
io
VMware View, VMware ThinApp, VMware vCenter Operations Manager for View and VMware Horizon Application Manager, VMware Mirage Eligible for Solution Rewards Expanded opportunities and greater customer footprint that evolves your business beyond server consolidation More prot with up to 20% Solution Rewards rebate with double Solution Rewards for rst-time sales Make your IT customers heroes by enabling centralized control of applications and helping them manage technology components more efficiently and simply Broader expertise to build new and richer practices upon and to promote with existing and new customers Resources to speed sales including product Betas, Solution Enablement Tookits (SETs), Grid campaigns, Advanced Tech Express sessions, Booster Budget for marketing events, etc. Infrastructure Virtualization Competency
Value
Prerequisites
Desktop Virtualization Continued
Requirements
VSP - DV (Desktop Virtualization) VTSP - DV (Desktop Virtualization) DV Technical Post-Sales Accreditation VMware View Implementation Fundamentals OR VCP-DT Certication AND VMware View Design Best Practices VCAP-DT Certication
1 customer reference or 3 prospects AlwaysOn Point of Care Service Solution SET Desktop Accelerator SET VMware View Jumpstart SET VMware View Pilot SET Desktop Virtualization Assessment SET ThinApp Jumpstart SET Desktop Virtualization Health Check SET VMware View Plan & Design VMware ThinApp Plan & Design VMware Re-Imagine Your Desktop VMware View for Academic Institutions Windows 7 Migration Campaign VMware Healthcare Point of Care
http://www.vmware.com/go/partneruniversity/dvcompetency Desktop Virtualization Datasheet
Management Solution Competency

In todays highly competetive environment, attaining a VMware Management Solution Competency is a differentiator. It allows you to drive new revenue with current vSphere customers and help them accelerate their journey to the cloud. VMware management solutions are specically designed for vSphere environments to help improve performance while optimizing capacity and mitigating risk.
Market Opportunity
$1.4B Management Opportunity
3 to 6 month payback period
Partner Practice
3% Existing vSphere Customers
A VMware study found that currently only 3 percent of vSphere customers that could derive value from a management solution are actually using VMware vCenter Operations Management today. This alone represents a $1.4B installed base license opportunity.1 More than two-thirds of Partners believe the services opportunities for vCenter Ops are greater than those for other solutions.1 Early analysis shows that a majority of Partners believe they will grow their overall VMware practice by 10% with a payback period of 3-6 months, on average.1
Products
VMware vCenter Operations Manager, VMware vCenter Conguration Manager, VMware vCenter Infrastructure Navigator, VMware vCenter Chargeback Manager, VMware vFabric Hyperic, VMware vCloud Suite Standard, VMware vCloud Suite Advanced, VMware vCloud Suite Enterprise Eligible for Solution Rewards Generates more opportunity as a catalyst for additional license and services revenues with your existing vSphere customers and helps increase deals by as much as 20 percent Accelerates virtualization and cloud adoption by meeting customers needs to improve performance and compliance while optimizing capacity, strengthening your value and relationship Improves margins with up to 20% Solution Rewards rebate with double Rewards for rst-time sales on vCenter Operations Management Differentiates your business from Partners with more limited expertise by expanding and enhancing your practice with deep virtualization and cloud management knowledge
Value
1
Management Continued
Prerequisites Requirements
Infrastructure Virtualization Competency VSP - MGMT (Management) VTSP - MGMT (Management) OR Tech Express vCenter Operations Management Management Technical Post-Sales Accreditation vCenter Operations Manager: Analyze & Predict AND vCenter Conguration Manager: Introduction
1 customer reference or 3 prospects Coming Soon www.vmwaregrid.com
http://www.vmware.com/go/partneruniversity/managementcompetency Management Competency Datasheet
VMware Customer Research, April 2012
Virtualization of Business Critical Applications (VBCA) Solution Competency

Maximize your virtualization and cloud computing opportunities with the VMware Virtualization of Business Critical Applications (VBCA) Competency. It is a natural progression of a Partners Infrastructure Virtualization (IV) Competency. It enables, recognizes and rewards Partners for continuing to take their customers further down the virtualization journey. Achieve the VBCA Competency and virtualize your customers business critical applications such as Exchange, SQL, SharePoint, Oracle DB and SAP with condence.
Market Opportunity
VMware Partners are going to benefit from achieving this competency because it will open doors to be able to sell more of their products and services into customer areas that have been closed off to them before. Nathan Biggs, CEO, House of Brick Technologies
15
Product Licenses
53
Professional Services
Many customers have virtualized at least one of their business critical applications and the demand for virtualization is growing rapidly. Increasingly, customers are now asking, how, not why they should virtualize their business critical applications. In the VBCA space alone, VMware estimates the current market size is over $15B in product licenses and $53B in professional services. Early adopters of this Competency have 62% larger average deal size than similar Partners without. There is also higher and faster ROI given that this Competency has FREE eLearning for all of the accreditations.
Products
VMware vCloud Suite Standard, VMware vCloud Suite Advanced, VMware vCloud Suite Enterprise. Help partners diversify the VMware revenue stream Open up bigger H/W drag (i.e., more storage needed) and Service deals Leverage Solution Rewards rebate to increase protability and solution selling revenue Expand your customer relationships within existing accounts drive deeper and broader by offering solutions that deliver value to a broader set of stakeholders Get access to the VBCA SET library to build your own VBCA services and practices Enable your customers with higher performance and improved quality of service delivery Infrastructure Virtualization Competency
Value
Prerequisites
Virtualization of Business Critical Applications Continued
Requirements
VSP - VBCA (Virtualization of Business Critical Applications) VTSP - VBCA (Virtualization of Business Critical Applications) VBCA Technical Post-Sales Accreditation Virtualizing Microsoft SQL / Oracle DB AND Virtualizing Exchange / SharePoint / SAP (At least 2 of 5 self-paced eLearning modules + exam)
1 customer reference or 3 prospects Enterprise Java Applications on VMware SET Migrating UNIX Applications to VMware SET Microsoft Exchange on VMware SET Microsoft SQL Solutions on VMware SET SAP on VMware SET Oracle Databases on VMware SET VMware Business Critical Applications Symantec/VMware Business Critical Virtualization Trend Micro and VMware VMware Virtualization with HP for Small and Mid-Sized Businesses Cisco Unied Computing System and VMware vSphere
http://www.vmware.com/go/partneruniversity/vbcacompetency VBCA Datasheet
* 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.
Solution Competencies Value-Add Solution Enablement Toolkits (SETs)
Solution Competency Value-Add: Solution Enablement Toolkits (SETs)

What are Solution Enablement Toolkits? Solution Enablement Toolkits (SETs) are collections of sales, marketing, technical and service delivery tools and assets that enable Partners to create their own packaged solutions. By accelerating repeatable and scalable value selling and services delivery, Partners using SETs experience 2x faster growth and 2x deal sizes. SETs give you the tools you need to quickly create scalable solutions that can be reproduced for different customers. SETs are delivered within Libraries aligned to individual Competencies. Solution Providers who have achieved specific Competencies have full access to the related SET Library assets. Download the SETs to: Develop customized solutions more quickly, using proven best practices Increase your ROI and sales productivity by ramping up your sales teams on VMware technology and solutions quickly Close deals faster and increase your margins through a consistent, repeatable and scalable sales process that helps you bring your own packaged solutions to market Utilize VMwares Service IP to enhance and support delivery of your own solutions leveraging your companys expertise Accelerate development of your Software-Defined DataCenter practice
Competency Partners now receive full access to SET libraries as a benet of Competency achievement (a value of over $1,500 in annual subscription fees). Visit the Solution Enablement Toolkit site today to learn how SETs can help you get started. By leveraging the SET content, you can take advantage of the growth opportunities in cloud computing more efficiently.
Virtualization of Business Critical Applications Library
NEW
Solution Competencies Value-Add Solution Enablement Toolkits Headline (SETs)
SE
Available Solution Enablement Toolkits:

T
Infrastructure Virtualization Library
vSphere Jumpstart SET vSphere Upgrade SET Plan & Design for VMware vSphere SET
VMware Virtualization Assessment SET vSA Jumpstart SET
Desktop Virtualization Library
AlwaysOn Point of Care Service Solution SET Desktop Accelerator SET VMware View Jumpstart SET VMware View Pilot SET Desktop Virtualization Assessment SET
VMware ThinApp Jumpstart SET Desktop Virtualization Health Check SET VMware View Plan and Design SET VMware ThinApp Plan and Design SET
Business Continuity Library
SRM Jumpstart SET SRM Accelerator SET SRM Plan & Design SET
Enterprise Java Applications on VMware SET Migrating UNIX Applications to VMware SET Microsoft Exchange on VMware SET
Microsoft SQL Solutions on VMware SET SAP on VMware SET Oracle Databases on VMware SET
NEW
Cloud Infrastructure as a Service Library
vCloud Jumpstart SET vCloud Accelerator SET
vCloud Plan and Design SET Operational Readiness for Cloud SET
Competency Partners now receive full access to SET libraries as a benet of Competency achievement (a value of over $1,500 in annual subscription fees).
Solution Competencies Value-Add Solution Enablement Toolkits (SETs)
Solution Enablement Toolkits, in my opinion, should be required reading when you start to move into this stage. They provide a supporting framework that can allow you to quickly expand your horizons in terms of virtualizing business applications. They give you a set of real world experience from a number of different areas where people have done this before. You can leverage that to develop your own methodologies, and have the confidence that those methodologies are going to be practical and effective. Chris Williams, Global Practice Lead, Cognizant Virtual Solutions Group, Cognizant This cuts our time to market by 80%. I want to take this approach and roll it out to all of our global offices. Greg Bowden, Group Vice President, Dimension Data SETs have helped IT Partners, primarily by taking the workload off of us to allow us to be more with our customers. [Using SETs] to train our sales people, using some of the scripts and positioning statements to allow them to be more consultative with their customers. Bob Lindquist, VP of Business Development, IT Partners [With the SET approach to technology and services], we have a consistent, repeatable process in our service delivery that really helps us to deliver a high quality experience to the customer in the VMware virtualization journey. Terry Mckintosh, VP of Advanced Technology, ePlus
URL to learning path Link to checklist
http://www.vmware.com/go/SET SET Datasheet
Solution Provider Program Competencies
Solution Provider Program: Solution Competency Requirements

Lead your customers to IT transformation with VMware, a proven leader in virtualization and cloud infrastructure. Accelerate your sales and services growth with Solution Competencies and multiply your prots with Solution Reward rebates and increase deal sizes, order volumes and services margins. The below requirements show Competency requirements by Solution Provider Partner tier. You may view the list of Developed Countries on Partner Central.
Developed Countries
Achieve Accreditations
VMware Sales Professional (VSP), VMware Technical Solutions Professional (VTSP), Technical Post Sales Accreditations
Developing Countries
Accreditations
VMware Sales Professional (VSP), VMware Technical Solutions Professional (VTSP), Technical Post Sales Accreditations
Competency-specic Sales (VSP), Technical Solutions (VTSP) and Technical Post Sales Accreditations
Customer References Required by Program tier

Professional Enterprise Premier
Required # of Competencies
None Infrastructure Virtualization Infrastructure Virtualization + 2
Required # of Competencies
None Infrastructure Virtualization Infrastructure Virtualization + 1
Solution Provider Program Benefits
Solution Provider Program: Solution Competency Benets

SALE S S U PP O RT B E N E FITS Financial Incentive Solution Rewards Eligible Partners can earn a quarterly back end rebate of up to 20% for sales of related products under eligible Solution Competencies. www.vmware.com/go/solutionrewards Solution Enablement Toolkits (SETs) Exclusive library of services intellectual property (IP) tools, templates, and assets to create Partners unique productized and branded solution around VMware technology. SETs have shown to double a partners sales growth through customized solution selling. www.vmware.com/go/SET Subject Matter Expert MAR K E TI N G B E N E FITS 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 Partners with the Competency designation will be displayed on Partner Locator through www.vmware.com Press release templates showcasing Partners achievement of Competencies. Available in select regions only. Internal communication vehicles to promote Partners to Field Sales and Systems Engineers as the Go to Partners for customer engagements Access to technical solution experts in the eld for Premier Partners
Partner Success Stories Promotion of Partners to customers Press Release Templates
Promotion of Partners to VMware Sales
Solution Provider Program Benefits
PRO D U C T R E L ATE D B E N E FITS Beta Program Product Roadmap Partner Exchange Invitation to participate in selective Beta programs and release candidate (RC) programs Early visibility into product roadmap Invitation to participate in exclusive solution focused sessions with VMware Product Managers.
SALES TECHNICAL SALES
Technical Sales Accred
9 hour eLearning
Appendix
Training Requirements
Please note that the Infrastructure Virtualization Competency is a pre-requisite for all other competencies.
TECHNICAL POST-SALES
vSphere: Design Workshop
3-day Online or Onsite OR VCAP-DCD Certication
Infrastructure Virtualization
Sales Accred
5 hour eLearning
vSphere: Upgrade
1-hour eLearning OR VCP Certication
Business Continuity
Sales Accred
3 hour eLearning

3 hour eLearning
Business Continuity Overview and Design

3 hour eLearning
Business Continuity Implementation Fundamentals

Self-paced + 1-day Instructor-led training
Cloud Infrastructure as a Service
Sales Accred
4 hour eLearning

8 hour eLearning
vCloud Director Deploy and Manage

4 day Instructor-led Training or VCP-Cloud Certication
Sales Accred
5 hour eLearning OR 1 day SolutionTrack

6.5 hour eLearning OR 1 day Tech Express
VMware View Implementation Fundamentals

(Install, Configure, Manage) 4 day instructor-led training OR VCP-DT Cert
VMware View Design Best Practices

2 day instructor-led training OR VCAP-DT Cert
Management
Sales Accred
3 hour eLearning OR day SolutionTrack

8 hours eLearning OR 1 day Tech Express
vCenter Operations Manager: Analyze & Predict

2 day instructor-led training
vCenter Configuration Manager: Introduction

3 day instructor-led training
Virtualization of Business Critical Applications (VCBA)
Sales Accred
3 hour eLearning OR 1 day SolutionTrack

6 hour eLearning
Virtualizing Microsoft SQL / Oracle DB1
Virtualizing Exchange / SharePoint / SAP1
*Current Accreditations (and one version prior) satisfy Competency requirements. 1 Complete at least 2 of 5 self-paced eLearning modules + exam
VMware vSphere1 VMware vCenter Server1 VMware Horizon Application Manager VMware ThinApp VMware Mirage VMware vCenter Chargeback Manager VMware vCenter Conguration Manager VMware vCenter Infrastructure Navigator
Appendix
Product Mapping Overview

INFRASTRUCTURE VIRTUALIZATION (PRE-REQUISITE) BUSINESS CONTINUITY CLOUD IAAS DESKTOP VIRTUALIZATION MANAGEMENT VBCA
VMware vFabric Hyperic VMware vCenter Operations Management Suite VMware vCenter Operations Manager VMware vCenter Operations Manager for View VMware vCenter Site Recovery Manager VMware vCloud Director VMware vCloud Networking and Security VMware vCloud Suite Standard VMware vCloud Suite Advanced VMware vCloud Suite Enterprise VMware View
These products, including upgrades and Acceleration kits, are eligible for the Solution Rewards incentive. 1 Solution Rewards for Infrastructure Virtualization Competency products are available for emerging VMware market segment only
Solution Provider Program Benefits Appendix
VMware Developed Country List

Geo AMER AMER AP AP EMEA EMEA EMEA EMEA EMEA EMEA EMEA EMEA EMEA EMEA EMEA EMEA EMEA EMEA EMEA EMEA EMEA EMEA EMEA Region NAM NAM ANZ ANZ CEMEA CEMEA CEMEA NEMEA NEMEA NEMEA NEMEA NEMEA NEMEA NEMEA NEMEA NEMEA NEMEA NEMEA NEMEA NEMEA SEMEA SEMEA SEMEA Sub-Region Canada United States ANZ ANZ Switzerland Austria Germany Benelux Benelux Benelux Nordic Nordic Nordic Nordic Nordic Nordic Nordic Nordic Nordic UK&I France Iberia Italy Country Canada United States Australia New Zealand Switzerland Austria Germany Belgium Luxembourg Netherlands Bouvet Island Denmark Faroe Islands Finland Greenland Iceland Norway Svalbard and Jan Mayen Islands Sweden United Kingdom France Spain Italy Developed Status Developed Developed Developed Developed Developed Developed Developed Developed Developed Developed Developed Developed Developed Developed Developed Developed Developed Developed Developed Developed Developed Developed Developed
Note: All other countries will be considered as Developing for the purpose of VMware Solution Provider Program qualication.
Solution Provider Program Benefits Appendix
Contact Us for Support

Online Submit a support case on Partner Central. www.vmware.com/partners/partners.html?apex/page?name=contactus By Email Partnernetwork@vmware.com By Phone In the US: 1-650-427-7550 In Europe: Ireland: +353 21 466 0200 Germany: +49 89 3706 1700-5 France: +33 1 47 62 80 20 Italy: +39 02 30412755 Spain: +34 914 125 050 UK: +44 1276 414455 In Asia Pacic: China: +86 10 59934438 Japan: +81 3 4334 5606 Australia: +61 2 9293 5606 Singapore: +65 6501 2177 India: +91 80 39142110 Support Languages English German French Spanish Italian Portuguese Japanese Chinese
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Infrastructure Virtualization (IV) Solution Competency

Overview
THE INFRASTRUCTURE VIRTUALIZATION COMPETENCY IS RIGHT FOR PARTNERS WITH:
With the Infrastructure Virtualization Competency you gain:
Sales and Technical trainings to sell, design and deliver virtualized business continuity and disaster recovery solutions with confidence Solution Enablement Toolkits (SETs) that help you get to market faster by giving you the tools, templates and rich sales and services IP to create your own unique, branded solutions Q1 2013 Partner Directory inclusion for those that achieve st the Competency by October 1 , 2012. The directory is designed to help increase mindshare and visibility with VMware internal field seeking Solution Competency Partners.
! A desire to grow your business beyond general IT

services
! Customers coming to you to help them take advantage

of virtualization
! Interest in creating a foundation for cloud solutions and

services
Why Achieve the Infrastructure Virtualization Competency?

10x Cloud services growth: Industry analysts predict global spending on professional services around building or implementing cloud services will grow 10x faster than overall IT services and expect it to reach $16.7B in 2015.* The Infrastructure Virtualization (IV) Competency helps Partners take advantage of this opportunity by achieving expertise in virtualizing and consolidating server environments and developing foundational virtualization skill sets and practices. Greater annual sales: VMware research has shown that attaining the IV Competency can result in 3.5x greater annual sales.* The Infrastructure Virtualization Competency validates a depth of knowledge, commitment and experience to potential customers and helps accelerate your customers shift to cloud computing in whatever form (private, public or hybrid) as you build a differentiated organization.
More Efficiency and Control. Less Cost. IT customers are looking to ensure availability, security and scalability of their business applications while reducing expenses and resources. The IV Competency enables you to help customers run these applications with confidence and respond faster to the needs of their business with the hardware and infrastructure solutions of their choice.
Why Achieve VMware Solution Competencies?

Attaining a Solution Competency gives you a proven route to more revenue and profitability by arming you with the knowledge and tools to:

Accelerate deals by selling your own, branded solutions Multiply profits with more rebates, larger deals, more volume and greater services margin Lead customers to IT transformation with the proven leader in virtualization and cloud infrastructure.
COMPETENCY BENEFITS
Virtualization and cloud expertise through no-cost online learning to promote and build out an accredited, knowledgeable team or practice New opportunities to take advantage of the tremendous virtualization and cloud opportunity and move beyond general IT solutions Financial incentives and rebates for new customer acquisition and cross-selling deals Make your IT customers heroes by helping them achieve lower costs while delivering IT infrastructure as an easily accessible service Resources to help speed sales including product betas, Solution Enablement Tookits (SETs), Grid campaigns, and more Higher and faster ROI with minimal investment required to achieve accreditations
INFRASTRUCTURE VIRTUALIZATION SOLUTION COMPETENCY OVERVIEW / 1
Solution Provider Program Updates FAQ
Infrastructure Virtualization Solution Competency
Infrastructure Virtualization Competency Requirements

In order to give you flexibility and choice, the training path for Infrastructure Virtualization Competency trainings includes free, selfpaced eLearning courses, which may be taken as schedules permit. Competencies are attained by groups of employees in your company rather than individuals attaining the entire Competency. Below are training requirements for the Infrastructure Virtualization Competency: Prerequisite Sales NONE REQUIRED
VSP - IV (Infrastructure Virtualization)

5-hour eLearning or 1-day SolutionTrack
Training
Technical Sales
VTSP - IV (Infrastructure Virtualization)

9.5-hour eLearning
Technical Post-Sales
vSphere: Design Workshop

3-day Online or Onsite
OR
VCAP-DCD Certification
AND
vSphere: Upgrade
4-hour eLearning
OR
VCP Certification
Customer Reference
1 Customer Reference or 3 prospects
For the accreditation/certification versions that currently qualify, please go to Partner University.
Associated Products
The VMware products associated with the Infrastructure Virtualization Competency include: VMware vSphere and VMware vCenter Server.
Next Steps
" Calculate opportunity: Go to the Competencies page on Partner Central, look for the Competency Market Calculator button and fill in Competency Opportunity Calculator and quantify your profit potential. www.vmware.com/go/competencycalculator " Check status: Log in to Partner Central www.vmware.com/partnercentral to review your current training status via your organizations unique Competency Dashboard " Choose and complete course: Go to Partner Central >> Partner University tab. Register and complete the required trainings and exams.
Additional Information
For more information on IV Competency benefits, incentives and more: http://www.vmware.com/go/ivcompetency For IV Competency training details: http://www.vmware.com/go/partnerunive rsity/ivcompetency For more on all the Competencies: www.vmware.com/go/competencies All other questions, contact partnernetwork@vmware.com
"
Submit enrollment and references: Submit online enrollment form on Partner Central and submit approved customer references or prospects through the automated system on Partner Central
* Based upon VMware and industry research
VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com
I N F R A S T R U C T U R E V I R T U A L I Z A T I O N S O L U T I O N C O M P E T E N C Y O V E R V I E W
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.

Overview
THE BUSINESS CONTINUITY COMPETENCY IS RIGHT FOR PARTNERS WITH:
You gain:
! Customers seeking robust Business Continuity/Disaster

Recovery (BCDR) solutions for their virtualized environments
Sales and Technical trainings to sell, design and deliver virtualized business continuity and DR solutions with confidence Solution Enablement Toolkits (SETs) that help you get to market faster by giving you the tools, templates and rich sales and services IP to create your own unique, branded solutions Q1 2013 Partner Directory inclusion for those that achieve st the Competency by October 1 , 2012. The directory is designed to help increase mindshare and visibility with VMware internal field seeking BC Competency Partners.
! A sales/services relationship with a top storage vendor

like EMC, NetApp, Dell Equalogic OR
! A sales/services relationship with a Data ProtectionRecovery vendor like Commvault, Symantec, EMC Avamar, Microsoft, Veeam OR
! Collocation-hosting, managed services, Cloud offering or

recovery/back up-as-a-service environment
Why Achieve the Business Continuity Competency?

High priority for customers, high opportunity for you: Improving business continuity and disaster recovery is the highest priority for SMBs and number two for enterprises in 2012 and 2013.* The Business Continuity Competency arms partners to take advantage of this.
Customers are looking to virtualization to keep business running: Customers are seeking guidance on virtualizing their environments while ensuring seamless business continuity, disaster recovery and avoidance. Partners that can deliver solutions that maximize the value of those environments and prepare customers for growing virtualization requirements will realize greater success.
Why Achieve a VMware Solution Competency?


Turn every $1 of VMware software spend into $2-5x of additional hardware and software sales Gain $5-10x high-margin professional services for every $1 of software investment Realize more recurring revenue around DR to the Cloud and managed services offerings using VMware products
Accelerate deals by selling your own, branded solutions Multiply profits with more rebates, larger deals, more volume and greater services margin Lead customers to IT Transformation with the proven leader in virtualization and cloud infrastructure
COMPETENCY BENEFITS

Higher and faster ROI with minimal investment required to achieve accreditations Greater margin and revenue including 2x Solution Rewards for first-time sales and greater revenue potential with larger deals and overall business growth Continual revenue opportunities through new or richer cloud-enabled services that deliver long-term profits Make your IT customers heroes by helping secure Tier 1 and 2 application availability Tools and of resources that help grow and close sales faster including product betas, SETs, GRID campaigns, Tech Express sessions, and more
BUSINESS CONTINUITY SOLUTION COMPETENCY OVERVIEW / 1
Business Continuity Competency Requirements

In order to give you and your team flexibility and choice, the path for Business Continuity Competency trainings is primarily free, self-paced e-Learning courses, which may be taken as schedules permit, with some additional instructor-led training. Competencies are attained by groups of employees in your company rather than individuals attaining the entire Competency. Below are training requirements for the Business Continuity Competency: Prerequisite Infrastructure Virtualization Competency VSP - BC (Business Continuity)
3-hour self-paced eLearning or 1-day SolutionTrack
Sales
Training
Technical Sales
VTSP BC (Business Continuity)

3-hour self-paced eLearning
Technical Post-Sales Customer Reference
Business Continuity Overview and Design

AND
Business Continuity Implementation Fundamentals

Self-paced + 1-day Instructor-led training
Associated Products
The VMware products associated with the Business Continuity Competency include VMware vCenter Site Recovery Manager and VMware vCloud Suite Enterprise.
Next Steps
" Calculate opportunity: Go to the Competencies page on Partner Central, look for the Competency Market Calculator button and fill in Competency Opportunity Calculator and quantify your profit potential. " Check status: Log in to Partner Central www.vmware.com/partnercentral to review your current training status via your organizations unique Competency Dashboard. " Choose and complete course: Go to Partner Central >> Partner University tab. Register and complete the required trainings and exams.
For more information on BC Competency benefits, incentives and more: http://www.vmware.com/go/compet ency/bc For BC Competency training details: http://www.vmware.com/go/partner university/bccompetency For more on all the Competencies: www.vmware.com/go/competencies All other questions, contact partnernetwork@vmware.com
"
Submit enrollment and references: Submit online enrollment form on Partner Central and submit approved customer references or prospects through the automated system on Partner Central.
* Based upon VMware and industry research
BUSINESS CONTINUITY SOLUTION COMPETENCY OVERVIEW VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com
Cloud Infrastructure as a Service (Cloud IaaS) Solution Competency

Overview
THE CLOUD INFRASTRUCTURE AS A SERVICE COMPETENCY IS RIGHT FOR PARTNERS WITH:
You gain:
Sales and Technical trainings to sell, design and deliver VMware cloud solutions with confidence Solution Enablement Toolkits (SETs) that help you get to market faster by giving you the tools, templates and rich sales and services IP to create your own unique, branded solutions Inclusion in Partner Directory, designed to help increase mindshare and visibility with VMware internal field seeking Solution Competency Partners.
! Plans to expand into Cloud Infrastructure-as-a-Service

solutions OR
! VMware Cloud Lighthouse participation OR ! Customers with a high degree of virtualization and are
moving into private/hybrid clouds OR
! Both
VMware Solution Provider and Service Provider Partner program participation
Why Achieve the Cloud IaaS Competency?

$16 Billion Market Opportunity and Growing: Worldwide, customer spending around building or implementing cloud services should reach an estimated $16.7 billion in 2015, * representing a 40%+ annual increase. This reflects growing demand for infrastructure as a Service and hybrid cloud solutions. 2.5x More Bookings: Achieving the Cloud IaaS Competency can help accelerate sales by extending your expertise in VMware hybrid cloud solutions and services. Partners achieving the IaaS Lighthouse have 2.5X more bookings than similar non-Lighthouse Partners. So you profit more while becoming your customers clear choice for secure VMware vCloud solutions.
Greater agility and value through the Cloud: With the Cloud IaaS Competency, you become your customers go-to IaaS partner by giving them greater business agility with secure, reliable cloud solutions. As a trusted advisor, you can help maximize the value of their existing environments and transform their businesses.


Accelerate deals by selling your own, branded solutions Multiply profits with more rebates, larger deals, more volume and greater services margin Lead customers to IT transformation with the proven leader in virtualization and cloud infrastructure
COMPETENCY BENEFITS

Higher and faster ROI by focusing on the barely tapped cloud services market and driving both new and cross-sell revenue Greater margin and revenue including double Solution Rewards for first-time sales and greater revenue potential with larger deals and overall business growth. Continual revenue opportunities through new or richer cloud-enabled services that deliver long-term profits Make your IT customers heroes by helping them gain greater agility, efficiency and cost savings Tools and resources that help grow and close sales faster including product betas, SETs, GRID campaigns, Solution Tracks, and more
C L O U D I N F R A S T R U C T U R E A S A S E R V I C E S O L U T I O N C O M P E T E N C Y O V E R V I E W / 1
Cloud Infrastructure as a Service Solution Competency Overview
Cloud Infrastructure as a Service Competency Requirements

In order to give you flexibility and choice, the training path for Cloud Infrastructure as a Service Competency trainings are a combination of free, self-paced eLearning courses, which may be taken as schedules permit, and instructor-led training. Competencies are attained by groups of employees in your company rather than individuals attaining the entire Competency. Below are training requirements for the Cloud IaaS Competency: Prerequisite Sales Infrastructure Virtualization Competency
VSP - Cloud (Cloud IaaS)

Training
Technical Sales
VTSP - Cloud (Cloud IaaS)

VMware vCloud: Deploy and Manage the VMware Cloud

4-day Instructor-led Training
or VCP-Cloud Certification
Customer Reference
Associated Products
The VMware products associated with the Cloud Infrastructure as a Service Competency include VMware vCloud Director, VMware vCloud Networking and Security, VMware vCloud Suite Standard, VMware vCloud Suite Advanced, VMware vCloud Suite Enterprise.
Next Steps " COMING SOON - Calculate opportunity: Go to the

Competencies page on Partner Central, look for the Competency Market Calculator button and fill in Competency Opportunity Calculator to quantify your profit potential.
For more information on Cloud IaaS Competency benefits, incentives and more: http://www.vmware.com/go/competency/clou diaas For Cloud IaaS Competency training details: http://www.vmware.com/go/partneruniversity /cloudiaascompetency For more on all the Competencies: www.vmware.com/go/competencies All other questions, contact partnernetwork@vmware.com
" Check status: Log in to Partner Central

www.vmware.com/partnercentral to review your current training status via your organizations unique Competency Dashboard.
" Choose and complete courses: Go to Partner Central >>

Partner University tab. Register and complete the required trainings and exams.
" Submit enrollment and references: Submit online

enrollment form on Partner Central and submit approved customer references or prospects through the automated system on Partner Central.
*
Based upon VMware and Industry analysis
C L O U D I N F R A S T R U C T U R E A S A S E R V I C E S O L U T I O N C O M P E T E N C Y O V E R V I E W
Desktop Virtualization Solution Competency

Overview
THE DESKTOP VIRTUALIZATION COMPETENCY IS RIGHT FOR PARTNERS WITH: You gain:
Sales and Technical trainings to sell, design and deliver virtualized desktops and applications with confidence Solution Enablement Toolkits (SETs) that help you get to market faster by giving you the tools, templates and rich sales and services IP to create your own unique, branded solutions Partner Directory inclusion for those that achieve the Competency. A directory listing can help increase mindshare and visibility with VMware internal field seeking Competencyproficient Partners.
! An existing end-user computing practice and relationships with vendors such as Citrix, Wyse, HP or Microsoft OR
! Customer demand/sales in virtualized desktop or

application software OR
! A focus on build-your-own desktop (BYOD), healthcare,

or financial services segments
End-User Productivity without Compromising Control: The Desktop Virtualization Competency arms you to deploy virtualized desktops and applications and transform the desktops into centrally managed services that allow end users to connect to technology and each other while maintaining IT control. Customer initiatives like OS migrations, desktop refreshes, and mergers and acquisitions offer opportunities to sell desktop virtualization and help your customers meet their complex business requirements while increasing your profitability.
Why Achieve the Desktop Virtualization Competency?
The $2.3 billion-dollar market: According to industry research, the opportunity for desktop virtualization worldwide will exceed $2 billion (USD) through 2015.*
Realize an 11:1 revenue increase: With the potential to Attaining a Solution Competency gives you a proven route to generate as much as $11 in products and services revenue for more revenue and profitability by arming you with the every $1 of VMware View license revenue.* knowledge and tools to: Learn More, Earn More: Competent Partners are entitled to Accelerate deals by selling your own, branded solutions receive up to 20% more margin through Solution Multiply profits with more rebates, larger deals, more volume Rewards quarterly back-end rebate and first-time customer and greater services margin sale bonus rebates. Lead customers to IT Transformation with the Proven Leader in virtualization and cloud infrastructure
Why Achieve a VMware Solution Competency?
COMPETENCY BENEFITS
Accelerated time to more profits with incentives, course options, as well as an increase of 2-4 x in product and services drag Greater margin with up to 20% Solution Rewards rebate including double Rewards for first-time sales Business growth opportunity to move beyond server consolidation with new practice areas and pursue specific customer market segments with confidence Tools and of resources that help grow and close sales faster including product betas, SETs, GRID campaigns, Tech Express sessions, Booster Budget for marketing events, Locator listing, and more
D E S K T O P V I R T U A L I Z A T I O N S O L U T I O N C O M P E T E N C Y O V E R V I E W
Desktop Virtualization Solution Competency Overview
Desktop Virtualization Competency Requirements

In order to give you flexibility and choice, the paths for Sales and Technical Sales Desktop Virtualization Competency trainings consist of self-paced eLearning courses that may be taken as schedules permit. For Technical Post-Sales accreditation, in-person trainings are required. Competencies are attained by groups of employees in your company rather than individuals attaining the entire Competency. Below are training requirements and respective time commitments for the Desktop Virtualization Competency:
Prerequisite Sales Infrastructure Virtualization Competency
VSP DV (Desktop Virtualization)

3-hour self-paced or 1-day Solution Track
Training
Technical Sales
VTSP DV (Desktop Virtualization)

6.5-hour self-paced eLearning or 1-day Tech Express
VMware View 5 Implementation Fundamentals

Install, Configure, Manage 4-day instructor-led training
OR
VCP5DT Cert
AND
VMware View 5 Design Best Practices

2-day instructor-led training
OR
VCAP5DT Cert
Customer Reference
Associated Products
The VMware products associated with the Desktop Virtualization Competency include VMware View, VMware ThinApp, VMware vCenter Operations Manager for View, VMware Horizon Application Manager and VMware Mirage.
Next Steps
" Calculate opportunity: Go to the Competencies page on Partner Central, look for the Competency Market Calculator button and fill in the Competency Opportunity Calculator to quantify your profit potential. " Check status: Log in to www.vmware.com/partnercentral to review your current training status via your organizations unique Competency Dashboard " Choose and complete course: Go to Partner Central >> Partner University tab. Register for desired trainings. Complete the online training and exam or complete course at a VMware Authorized Training Center
For more information on the Desktop Virtualization Competency benefits, incentives go to: http://www.vmware.com/go/competen cy/dv For Desktop Virtualization Competency training details go to Partner University: http://www.vmware.com/go/partnerun iversity/dvcompetency For more on all the Competencies: www.vmware.com/go/competencies All other questions, please contact: partnernetwork@vmware.com
"
Submit enrollment and references: Submit online enrollment form on Partner Central and submit approved customer references or prospects through the automated system on Partner Central
*Based upon Company and Industry Research
D E S K T O P V I R T U A L I Z A T I O N S O L U T I O N C O M P E T E N C Y O V E R V I E W

Overview
THE MANAGEMENT COMPETENCY IS RIGHT FOR PARTNERS WITH
Including vCenter Operations Management in proposals can
grow transaction size up to 20%
! A significant vSphere customer base OR ! Sales/demand for IT management software OR ! A management services practice OR ! A relationship with management vendors such as CA,
BMC, HP or IBM
$3-5 (USD) in additional services revenue potential for

every $1 in vCenter Operations Management licenses sold Sales can also uncover unexpected new storage and server opportunities beyond new licenses and services
With the Management Competency, you gain:
Why Achieve the Management Competency?

Only 3% of current vSphere customers are using VMware Management: A huge opportunity exists to sell the
VMware vCenter Operations Management Suite into your vSphere accounts. Currently, 97% of vSphere customers are not using VMware vCenter Operations Management Suite solutions. This gap represents $1.4 billion (USD) potential revenue for VMware * Partners.
Sales and Technical trainings to sell, design and deliver cloud and virtualization management solutions with confidence Solution Enablement Toolkits (SETs) that help you get to market faster by giving you the tools, templates and rich sales and services IP to create your own unique, branded solutions 2013 Partner Directory inclusion A directory listing can help increase mindshare and visibility with VMware internal field seeking Competency-proficient Partners.
Customers have the desire but lack the skills: Customers

are trying to manage multiple virtual machines anywhere from 50 to 10,000 and are looking to expand virtualization and cloud adoption to help. However, most customers lack the internal skills and resources necessary. The VMware Management Competency prepares you to capitalize on this large and largely untapped opportunity to help customers improve and optimize performance and reliability across their virtual infrastructure. Management = more opportunity, more revenue: A recent VMware Partner survey* found: Selling vCenter Operations Management Suite can help grow VMware business by 11% or more


Accelerate deals by selling your own, branded solutions Multiply profits with more rebates, larger deals, more volume and greater services margin Lead customers to IT Transformation with the proven leader in virtualization and cloud infrastructure
BENEFITS AT A GLANCE

Generate more opportunity as a catalyst for greater license and services revenues with your existing vSphere customers and increase deals by as much as 20 percent Accelerate virtualization and cloud adoption by meeting customers needs to improve performance and compliance while optimizing capacity, strengthening your value and relationship Earn greater margin with up to 20% Solution Rewards rebate including double Rewards for first-time sales on vCenter Operations Management Suite solutions Differentiate your business from IT solution providers with more limited expertise by expanding and enhancing your practice beyond server consolidation with deep virtualization and cloud management knowledge Leverage tools and of resources that help grow and close sales faster including product betas, SETs, GRID campaigns, Tech Express sessions, Locator listing, and more
M A N A G E M E N T
S O L U T I O N
C O M P E T E N C Y O V E R V I E W
Management Competency Requirements

The Management Competency consists of role-based training for sales, technical sales, and technical post-sales professionals reflected in the chart below. The learning paths for Sales and Technical Sales Competency trainings consist of self-paced eLearning courses that may be taken as schedules permit. For Technical Post-Sales accreditation, in-person trainings are required. Competencies are attained by groups of employees in your company rather than individuals attaining the entire Competency. Prerequisite Infrastructure Virtualization Competency VSP - MGMT (Management)
3-hours self-paced eLearning
Sales Training
OR
SolutionTrack: Management
1/2-day SolutionTrack
Technical Sales Technical Post-Sales
VTSP - MGMT (Management)

8-hours self-paced eLearning
OR
Tech Express vCenter Operations Management

1/2-day Instructor-led Training
vCenter Operations Manager: Analyze & Predict

AND
vCenter Configuration Manager for Virtual Infrastructure Management: Introduction

Customer Reference
Associated Products
The VMware products and solutions associated with the Management Competency include the VMware vCenter Operations Management Suite. Partners will earn credit for selling the following solutions: VMware vCenter Operations Manager, VMware vCenter Configuration Manager, VMware vCenter Infrastructure Navigator, VMware vCenter Chargeback Manager, VMware vFabric Hyperic. Partners will also earn credit toward the Management Solution Competency for selling VMware vCloud Suite Standard, VMware vCloud Suite Advanced, VMware vCloud Suite Enterprise.
Next Steps " Calculate opportunity:

Go to the Competencies page on Partner Central, look for the Competency Market Calculator button and fill in the Competency Opportunity Calculator to quantify your profit potential.
For more information on the Management Competency benefits, incentives go to: http://www.vmware.com/go/competenc y/management For Management Competency training details go to Partner University: http://www.vmware.com/go/partneruniv ersity/management For more on all the Competencies: www.vmware.com/go/competencies All other questions, please contact: partnernetwork@vmware.com
" Check status: Log in to www.vmware.com/partnercentral to review

your current training status via your organizations unique Competency Dashboard.
" Choose and complete course: Go to Partner Central >>

Partner University tab. Register for desired trainings. Complete the online training and exam or complete course at a VMware Authorized Training Center.
" Submit enrollment and references: Submit online

enrollment form on Partner Central and submit approved customer references or prospects through the automated system on Partner Central.
M A N A G E M E N T VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com
S O L U T I O N
C O M P E T E N C Y O V E R V I E W
Virtualization of Business Critical Applications (VBCA) Solution Competency

Overview
THE VBCA COMPETENCY IS RIGHT FOR PARTNERS WITH:
You gain:
Sales and Technical trainings to sell, design and deliver virtualized business-critical applications with confidence
! A significant vSphere customer base ! VCP(s) with considerable IT

virtualization experience
! Customers running MSFT Exchange-SQL-SharePoint,

Oracle Database, and/or SAP ERP
Solution Enablement Toolkits (SETs) that help you get to market faster by giving you the tools, templates and rich sales and services IP to create your own unique, branded solutions Q1 2013 Partner Directory inclusion for those that achieve st the Competency by October 1 , 2012. The directory is designed to help increase mindshare and visibility with VMware internal field seeking VBCA Competency Partners.
Why Achieve the Virtualization of Business Critical Applications Competency?

The $15 Billion-Dollar Market Opportunity: Customers are asking, how, not why to virtualize their business-critical applications. The current market exceeds $15 billion (USD) in product licenses and $55 billion in professional services.* Significant Revenue Multiplier: With many IT customers lacking the skills, resources or confidence to virtualize business critical applications, the VBCA Competency arms you to take advantage of this opportunity, presenting the next largest and immediate area to take your virtualization business. VBCA Competency Partners are seeing their business grow substantially over those without the Competency, giving you the potential to realize: Up to 62% larger deal size
Higher Infrastructure Efficiency and Quality of Service for Customers: By virtualizing customers business-critical applications (i.e., Exchange, SQL, SAP, and Oracle) you help move IT from a cost center to heroes by truly enabling business and unlocking higher quality of service of the applications that drive an organization. You help customers increase performance, reliability and availability while reducing their applications time to market. You also help customers maximize infrastructure efficiency and cut CAPEX by up to 70%.*

Attaining a Solution Competency gives you a proven route to more revenue and profitability by arming you with the knowledge and tools to: Accelerate deals by selling your own, branded solutions Multiply profits with more rebates, larger deals, more volume and greater services margin Lead customers to IT Transformation with the proven leader in virtualization and cloud infrastructure
1.9x more bookings

At least 1.6x increased business growth Up to 20% more margin through Solution Rewards rebates and first-time customer bonuses
BENEFITS

Higher and faster ROI with minimal investment required to complete all FREE e-learning accreditations and ability to multiply deal sizes, bookings and overall growth of your business Greater margin and revenue including double Rewards for first-time sales and greater revenue potential with larger deals and overall business growth Tools and of resources that help grow and close sales faster including product betas, SETs, GRID campaigns, Tech Express sessions, and more Broader business potential and customer value as you drive deeper with solutions that reinforce your trusted advisor role
V B C A S O L U T I O N
C O M P E T E N C Y
O V E R V I E W
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VBCA Competency Overview
VBCA Competency Requirements

The training path for VBCA Competency Sales, Technical Sales and Technical Post-Sales trainings consists of no-cost, self-paced eLearning courses that may be taken as schedules permit. Competencies are attained by groups of employees in your company rather than individuals attaining the entire Competency. Below are training requirements for the VBCA Competency: Prerequisite Certification Sales Training Technical Sales Technical Post-Sales Customer Reference Infrastructure Virtualization Competency VCAP-DCD (may be taken in parallel with the below)
Exam with optional coursework
VSP - VBCA (Virtualization of Business Critical Applications)

Self-paced eLearning
VTSP - VBCA (Virtualization of Business Critical Applications)

Self-paced eLearning At least 2 of 5 self-paced eLearning modules + exam
Virtualizing Microsoft SQL / Oracle DB
AND
Virtualizing Exchange / SharePoint / SAP
Associated Products
The VBCA Competency focuses on selling the following products: VMware vCloud Suite Standard, VMware vCloud Suite Advanced, VMware vCloud Suite Enterprise.
Next Steps " Calculate opportunity:

Go to the Competencies page on Partner Central, look for the Competency Market Calculator button and fill in Competency Opportunity Calculator and quantify your profit potential.
For more information on the VBCA Competency benefits, incentives and more: http://www.vmware.com/go/compete ncy/vbca For VBCA Competency training details: http://www.vmware.com/go/partneru niversity/vbcacompetency For more on all the Competencies: www.vmware.com/go/competencies All other questions, contact partnernetwork@vmware.com
" Check status: Log in to Partner Central www.vmware.com/partnercentral to

review your current training status via your organizations unique Competency Dashboard
" Choose and complete course: Go to Partner Central >> Partner

University tab. Register and complete the required trainings and exams.
" Submit enrollment and references: Submit online enrollment form

on Partner Central and submit approved customer references or prospects through the automated system on Partner Central
Based upon VMware and industry analysis
V B C A VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com
S O L U T I O N
C O M P E T E N C Y
O V E R V I E W

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Solution Competency Guide

Differentiate your companys skills and expertise to customers

Overview of VMware Solution Competencies

What is a Solution Competency?

SOLUTION COMPETENCY GUIDE / 2

Value of Solution Competencies

Why Invest in Earning a Solution Competency?

Product Mapping Overview Developed Countries List Support

SOLUTION COMPETENCY GUIDE / 3

SOLUTION COMPETENCY GUIDE / 4

Solution Competencies Headline

Target Partner Prole by Competency

Cloud Infrastructure as a Service (Cloud IaaS)

Virtualization of Business Critical Applications

SOLUTION COMPETENCY GUIDE / 5

Infrastructure Virtualization Solution Competency

SOLUTION COMPETENCY GUIDE / 6

Demand Generation Campaign

URL to learning path Link to one-pager

http://www.vmware.com/go/partneruniversity/ivcompetency Infrastructure Virtualization Datasheet

SOLUTION COMPETENCY GUIDE / 7

Solution Competencies Headline

Business Continuity Solution Competency

SOLUTION COMPETENCY GUIDE / 8

Solution Competencies Headline

URL to learning path Link to one-pager

http://www.vmware.com/go/partneruniversity/bccompetency Business Continuity Datasheet

SOLUTION COMPETENCY GUIDE / 9

Cloud Infrastructure as a Service (Cloud IaaS) Solution Competency

es T Servic rall I et Ove Mark

SOLUTION COMPETENCY GUIDE / 10

SETs available Demand Generation Campaign

URL to learning path Link to one-pager

http://www.vmware.com/go/partneruniversity/cloudiaascompetency Cloud IaaS Datasheet

SOLUTION COMPETENCY GUIDE / 11

Solution Competencies Headline

Desktop Virtualization Solution Competency

SOLUTION COMPETENCY GUIDE / 12

SETs available Demand Generation Campaign

URL to learning path Link to one-pager

http://www.vmware.com/go/partneruniversity/dvcompetency Desktop Virtualization Datasheet

SOLUTION COMPETENCY GUIDE / 13

Solution Competencies Headline

Management Solution Competency

3 to 6 month payback period

3% Existing vSphere Customers

SOLUTION COMPETENCY GUIDE / 14

SETs available Demand Generation Campaign

1 customer reference or 3 prospects Coming Soon www.vmwaregrid.com

URL to learning path Link to one-pager

http://www.vmware.com/go/partneruniversity/managementcompetency Management Competency Datasheet

VMware Customer Research, April 2012

SOLUTION COMPETENCY GUIDE / 15

Solution Competencies Headline

Virtualization of Business Critical Applications (VBCA) Solution Competency

SOLUTION COMPETENCY GUIDE / 16

SETs available Demand Generation Campaign

URL to learning path Link to one-pager

http://www.vmware.com/go/partneruniversity/vbcacompetency VBCA Datasheet