Solution Provider Handbook

How to get the most from the VMware Partner Network (VPN)

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts

VPN Program Steps to Success

Your Guide to VMware Partner Network Resources

VMware is committed to helping our partners build and sustain a thriving VMware virtualization and cloud computing practice. The VMware Partner Network (VPN) has been designed to enable and reward you as you sell, build, develop, or train on VMware products and solutions. This Global Partner Marketing Guide provides an introduction to the benefits available to our partners, and we encourage you to review it, and then get started with our Steps to Success: Steps to Success Getting started with VMware is easy! Here are steps to ensure your success as a VMware Partner. 1. Get EnabledTake the training you need to become a VMware expert and start selling quickly. 2. Create DemandYou have access to marketing services, programs and resources that assist you in promoting your VMware expertise. 3. SellYou receive industry leading sales tools and support that ensure you have the advantage over the competition. 4. Earn RewardsYou get rewarded for your selling efforts through competitive financial incentives and reward programs. 5. VPN Foundation Through Partner Central, our partner portal, you have access to the most up-to-date information, regular newsletters, social media and you can get any questions regarding the VPN Program answered via phone or email 24/5 through our Partner Support Center.

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Solution Provider Handbook / 2

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center
For a detailed listing of program benefits and requirements please access the Solution Provider Program Guide on Partner Central.

VPN Partner Benefits At-a-Glance

Solution Provider Program Benefits At-a-Glance

BeNefitS RequiReMeNtS

Registered

Partner Central access Partner University access Opportunity protection through advantage+ Registered level benefits PLUS Visibility on Partner Locator VMware Logo 10% Solution Rewards Access to Sales Rewards Demand Creation tools GRID campaigns Partner Marketing Bureau Ability to resell renewals 10 vSphere NFR licenses per location Internal Use Licenses 2 Tech Support incidents per year Opportunity protection through advantage+ Professional level benefits PLUS Market Development Funds Up to 10% on advantage+ (Opportunity Registration) and 6% Influencer Total of 20 vSphere NFR licenses per location Total of 5 Tech Support incidents per year Volume Purchase Program (VPP) Enterprise License Agreements Preferred Pricing (ELA) Enterprise level benefits PLUS VMware Go-to-Partner Designation Increased Marketing Development Funds Named Partner Marketing Manager Up to an additional 2% on advantage+ (Opportunity Registration) and 6% Influencer Premier Rewards Total of 20 vSphere NFR licenses per location Total of 10 Tech Support incidents per year 20% discount on VMware delivered courses

VPN Program Enrollment Agreement

VPN Program Enrollment Agreement 1 VSP and 1 VTSP $250 Annual Fee; $0 in developing countries Revenue Minimum

VPN Program Enrollment Agreement 2 VSP, 2 VTSP and 2 VCP (1 each for developing Countries) Infrastructure Virtualization Solution Competency $1,500 Annual Fee; $750 in developing countries Revenue Minimum

VPN Program Enrollment Agreement 4 VSP, 4 VTSP and 4 VCP (2 each for developing Countries) Infrastructure Virtualization, Desktop and Business Continuity Solution Competency $1,500 Annual Fee; $750 in developing countries Revenue Minimum Partner Internal Champ Partner Executive Sponsorship

8. Appendix Partner Central Shortcuts

Solution Provider Handbook / 3

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts

Get enabled: Accreditations and Certifications

Accreditations and Certifications

As a VPN Partner, you are required to have on staff a minimum number of technical and sales certifications based on your Partnership level. Completion of these requirements opens up your business to the benefits of your Partnership level, and accelerates your opportunities to drive new business and profitability. Achieving Accreditations will help you grow your business by: Expanding your expertise in virtualization and cloud infrastructure Being able to clearly demonstrate VMware products and solutions Recognition of having achieved accreditation from the leaders in virtualization and cloud infrastructure. VMware Sales Professional (VSP) Accreditation for Sales Professionals Get up to speed quickly on VMware products and solutions with VSP training. Our introductory sales training course is available online, at no charge, and is designed to teach you virtualization basics and how to message VMware solutions to new and existing customers. VMware Technical Sales Professional (VTSP) Accreditation for Pre-Sales Professionals VTSP is designed to be a springboard for those new to selling VMware, virtualization and cloud infrastructure. It includes overviews, basic installation instructions, initial configurations and technical best practices for VMware products. It is an online, self-paced technical accreditation. VMware Certified Professional (VCP) Certification for Post- Sales and Services Professionals The industry recognized VMware Certified Professional Program offers you the knowledge, skills, and credentials to deploy and maintain VMware virtualization and cloud infrastructure technology. To become a VCP, you are required to attend an instructor-led training course to learn best practices and gain hands on experience on VMware products, as well as demonstrate your knowledge and skills to the satisfaction of VMware. Revenue Acceleration through Training Investments

URL:

www.vmware.com/go/partneruniversity
Solution Provider Handbook / 4

VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner university Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts

Get enabled: Partner university

Partner university
VMware Partner University is the virtual campus that provides Partners access to the high quality training and education needed to accelerate sales of VMware products, services and solutions. The portal consolidates VMware partner-specific training information and opportunities under one framework, allowing you to easily review, download and/or register for courses, videos, webinars and workshops. Investing in VMware training allows you to grow your expertise, develop competencies in strategic solutions, differentiate your business in the marketplace and position yourself as a trusted advisor to your customers for virtualization and cloud infrastructure. Training options in Partner University are categorized to facilitate navigation on the site and direct you to the right options based on role, partner type, solutions, or skills development. You can follow a prescribed roadmap for training or build a learning path to meet your unique needs. In addition to the industry-recognized sales and technical accreditation and certification programs available through Partner University, youll find the following training opportunities: Partner University TV A video library that offers 24/7 access to subject matter experts delivering training, event keynote presentations or VMware updates. Selected content is searchable down to the spoken word or phrase, as well as by category. Regional Training Workshops Review upcoming Sales or Technical training events happening in a city near you. Register online to reserve your seat in these free training opportunities with the local VMware team. Training Webinars Whether its a webinar series to get you up to speed quickly on a VMware solution or a topical webinar that includes Q & A with a subject matter expert, these frequent online sessions make it easy to stay up-to-date on VMware products and programs. Skills Building Courses Need a better understanding of VMware pricing and licensing? Want to develop solution-based whiteboard presentation skills? Would you like to be more knowledgeable about the competition? VMware offers a variety of courses thatgive you a competitive edge and fast track your way to success.

Eligible Partner: URL:

All Authorized VMware Solution Providers www.vmware.com/go/partneruniversity

Solution Provider Handbook / 5

VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 6

Get enabled: Solution Competencies

Solution Competencies
A VMware Solution Competency is a recognized level of expertise that enables you to sell VMware Virtualization into a specific solution area and clearly differentiate your expertise to your customer. Solution Competencies are earned through a combination of in-depth hands-on product experience and customer references, and once earned, you are eligible for additional benefits. 2-4X Increase in Deal Size with Solution Competencies

Solution Competencies can help you to grow your business by: Differentiating your specific skills and expertise with customers Aligning your business and strategic goals with VMware Being identified as a Go to Partner by VMware Sales in customer engagements. Giving you access to additional sales, marketing and product-related benefits and resources Solution Solution Competencies are currently available for Infrastructure Virtualization, Business Continuity, and Desktop Virtualization.

Eligible Partner: URL:

All Authorized VMware Solution Providers www.vmware.com/go/BecomeAnExpert

VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 7

Get enabled: Specializations

Specializations
VMware Specializations are recognized levels of expertise in specific market segments, and are earned through a combination of experience in the specific marketplace and successful completion of the VMware training. By achieving Specialization, you also have access to marketspecific pricing, continuing education and competitive information, opening up additional opportunities to crosssell and up-sell in new and existing accounts.

(The Academic) Specialization allows us to assist schools on their journey to virtualization and hones our knowledge on the specific segment (K-12). It enables us to provide value to schools through virtualization while allowing the school to focus their resources on learning. Edwin Wargo, Founder and Chief Educational Technologist, 11th Hour

VMware currently offerAcademic Specialization, US Federal Specialization (U.S. only ) and Healthcare Specialization (U.S. only). Achieving a Specialization can help you to grow your business by: Enabling you to develop deeper customer relationships, creating more cross-sell and up-sell opportunities Distinguishing you from other partners as you provide unique vertical offerings to your customer Offering you competitive pricing to further increase your margin potential Increasing your visibility with customers looking for virtualization partners with unique market knowledge

Eligible Partner: URL:

All Authorized VMware Solution Providers http://www.vmware.com/go/specializations

VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 8

Get enabled: Partner exchange

Partner exchange
VMware Partner Exchange is our annual partner conference specifically for the VMware partner community. It is focused on partner education and enablement and designed to deliver content specific to your job role and business needs. Sessions provide you with proven go-to-market selling strategies for VMware solutions, key insights on sales and marketing programs, and in-depth training on VMware technology. The benefits of attending are: Access to latest information on VMware products and solutions directly from VMware executives and subject matter experts Visibility to VMware roadmaps and new sales and marketing tools Insights on how to accelerate your virtualization expertise and increase your earning potential Training opportunities, such as Boot Camps, to complete your solution competency, accreditation or certification requirements Networking with your peers

Eligible Partner: URL:

All Authorized VMware Solution Providers www.vmware.com/go/partnerexchange

VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 9

Get enabled: Marketing Academy

Marketing Academy
Marketing Academy is a modular learning program designed to help partners develop marketing skills and capabilities in a variety of key areas where they may not have in-house expertise. This training will provide the knowledge and insight to create, execute, and evaluate marketing activities with the goal of driving more pipeline and ultimately more sales. Marketing Academy modules include: Marketing Foundations Building a Marketing Plan Segmentation & Positioning Demand Generation Fundamentals Understanding Social Media Lead Management Developing Compelling Content The Marketing Arsenal Marketing Return on Investment Marketing Academy can help grow your business by: Providing comprehensive marketing fundamentals training so that you can promote VMware and your business Enabling you to develop, design and execute successful marketing activities with minimal VMware resources and support Increasing your VMware sales pipeline

Eligible Partner: URL:

All Authorized VMware Solution Providers www.vmware.com/go/marketingacademy

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRiD Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 10

Create Demand: GRiD

GRiD
Theres no need to hire marketing consultants to recreate and customize VMware messaging for your own e-mail, direct mail, advertising and telemarketing campaigns simply utilize VMwares all inclusive partner ready campaigns. We offer easily customizable packages that allow you to quickly build, execute and manage a variety of dynamic co-branded multi-touch marketing campaigns to build awareness and generate leads for your business. Grid Campaigns can help you grow your business by: Promoting your business and expertise through co-branded campaigns designed by marketing experts to increase awareness and drive demand. Providing an all-inclusive package of integrated campaigns, tactics and tools that can be tailored to your unique needs and goals Helping you generate leads and pipeline for your business

Eligible Partner: URL:

All Authorized VMware Solution Providers Register now at www.vmwaregrid.com or dial 1-866-343-5168.

VPN Program Steps to Success VPN Partner Benefits At-a-Glance Get Enabled Accreditations and Certifications Partner University Solution Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards VPN Foundation Partner Central Partner Logo and Messaging Partner Communications, Blogs and Social Media Partner Profile and Partner Locato Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center Appendix Partner Central Shortcuts
Solution Provider Handbook / 11

Create Demand: Partner Marketing Bureau

Partner Marketing Bureau

Augment your marketing efforts working with our Partner Marketing Bureau when developing your campaigns. Our staff will assist you in navigating the process of campaign development to frive higher quality leads and pipeline. 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

Eligible Partner: Partner Marketing Bureau: North America: EMEA: APJ:

All Authorized VMware Solution Providers www.vmware.com/go/marketingbureau http://vmware.zinfi.com/partner/pmb/na/CRM/NewCampaigns/index.aspx www.choyou.fr/_/vmware/pmb_search/ http://vmware.zinfi.com/partner/pmb/ap/CRM/NewCampaigns/index.aspx

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 12

Create Demand: Website in a Box

Website in a Box
Effortlessly populate your website with fully co-branded VMware content that is dynamically kept up to date through the latest syndication technologies. This tool is available to you free of charge, is easy to install, and doesnt require advanced HTML skills. With Website-in-a-Box, you are in complete control of your statistics and leads generated from your website visitors, and can quickly view and manage them via the Partner Console. Website-in-a-Box is also available in several languages. The Website-in-a-Box tool can help you support your business by: Promoting VMware products and solutions Automatically refreshing your sites VMware content Displaying shared content in formats that match your brands look and feel Supporting your lead programs with rich dynamic multimedia content Generating leads and pipeline for your business

Eligible Partner: URL:

Registered, Professional, Enterprise and Premier www.vmware.com/go/websiteinabox

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 13

Create Demand: event in a Box

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. You also have access to key customizable slide decks, sales tools and supporting documents youll need to market and host events on VMware vSphere, Customer Cost Savings, Disaster Recovery, and Green IT. The Event-in-a-Box tool can help support your business by: Promoting VMware products and solutions with your brand Delivering easy-to-customize emails, registration and response tracking for your events Supporting your events with pre-built presentation content.

Eligible Partner: URL:

All Authorized VMware Solution Providers www.vmware.com/go/eventinabox

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 14

Create Demand: Seminar and event Support

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 listing your event on the VMware corporate web site and providing you with co-brandable marketing collateral and giveaways. Seminar and Event Support is available by request only. Please contact your VMware Partner Business Manager directly. Seminar and Event Support can help support your business by: Helping you promote your event on the VMware Corporate Events webpage to drive more registrations. Enabling you to promote your business on VMware co-brandable collateral Offering a variety of cost-effective giveaways to help promote the VMware brand at your events

Eligible Partner:

Enterprise and Premier Solution Providers

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development funds (MDf) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 15

Create Demand: Market Development funds (MDf)

Market Development funds (MDf)

VMware offers Market Development Funds (MDF) to qualified Enterprise and Premier level VMware Partners. MDF is used primarily for external marketing and sales activities intended to create demand, attract new VMware customers, cross-sell to existing customers, and generate sales. Our MDF Guidelines include a well-balanced, comprehensive list of eligible marketing and sales activities, and we work closely with you to develop marketing activities that promote your partnership with VMware and your own business and solutions. MDF can help you grow you business by: Extend your marketing budget with shared resources with VMware Generating more awareness and demand generation activities Driving new opportunities and increasing your sales pipeline Expanding your market share Growing your contact database

Eligible Partner: URL:

Enterprise and Premier Solution Providers www.vmware.com/go/MDF

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 16

Create Demand: Lead Distribution

Lead Distribution
VMware creates and executes sales and marketing programs, such as seminars, events, and email campaigns, to help drive demand and generate high quality leads for VMware solutions. Certain qualified leads are shared with VMware partners. Select Enterprise and Premier partners who agree to interact with the leads in Salesforce.com, follow up with the leads , and provide closed-loop feedback within a specified timeframe are eligible to receive qualified VMware generated leads. To learn more about how you qualify to receive leads, contact your Partner Business Manager. The Lead Distribution program helps you grow your business by: Expanding your visibility into potential new business Distributing leads directly to you to help you uncover new opportunities

Eligible Partner: URL:

Select Enterprise and Premier Solution Providers www.vmware.com/go/leadsprogram

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 17

Sell VMware Solutions: Volume Purchasing Program (VPP)

Volume Purchasing Program (VPP)

The VMware Volume Purchasing Program (VPP) provides incremental, tier-based discounts for VMware customers over a rolling two-year period. The VPP offers: Cumulative Program where qualifying purchases are aggregated (in the form of Points) over a rolling eight-quarter period. 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.
LeVeL PoiNtS DiSCouNt

1 2 3 4

250-599 600-999 1,000-1,749 1,750+

4% 6% 9% 12%

The Volume Purchasing Program helps you grow your business by: Providing significant savings and budget predictability to your customers for up to two years. Offering financial incentives to customers when they purchase VMware products in volume with discounts on eligible license products Driving incremental revenue opportunities with an accumulative program. Creating up-sell opportunities

Eligible Partner: URL:

Enterprise and Premier www.vmware.com/go/vpp

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) enterprise Licensing Agreements (eLAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 18

Sell VMware Solutions: enterprise Licensing Agreements (eLAs)

enterprise Licensing Agreements (eLAs)

VMwares Enterprise Licensing Agreements (ELAs) provide customer-focused incremental discounts that made available 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 end user customers. Enterprise and Premier partners can be rewarded with preferred pricing on ELAs through the VMwares ELA Preferred Pricing Program. It is important for you to register qualified ELA opportunities in the Opportunity Registration system on Partner Central so that you are eligible for ELA preferred pricing to protect the deal and ensure VMwares support during the sales cycle. Enterprise License Agreements and ELA Preferred Pricing help you grow your business by: Offering competitive discounts to your customers increases your margins and profitability Expanding your opportunities with new and existing customers Providing pricing protection and VMware support through the sales cycle. Rewarding you for your expertise of VMware products and solution as well as value selling

Eligible Partner: URL:

Enterprise and Premier Solution Providers www.vmware.com/go/ela

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 19

Sell VMware Solutions: Support and Subscription (SnS) Renewals

Support and Subscription (SnS) Renewals

VMware Support and Subscription (SnS) provides technical support and major, minor, and maintenance releases of the software. SnS renewal provides you with a ready channel for generating ongoing revenue, a prime upsell opportunity, plus a 2% rebate reward for on-time renewals. Renewals help grow your business by: Capitalizing on existing annuity revenue streams Creating new long-term revenue streams through multi-year deals Giving you more visibility into upcoming renewal opportunities through the Renewals Portal

I have been using the VMware Renewals Central Portal since its inception. It is an excellent tool to help manage our VMware renewals, and it benefits not only CompuCom as a VMware Partner, but also our joint end users in maintaining their Support and Subscription contracts. Bill Rutledge, CompuCom

Go to Partner Central to access the latest renewal campaign deliverables.

Eligible Partner: URL:

Professional, Enterprise and Premier Solution Providers www.vmware.com/go/renewals

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution enablement toolkits (Sets) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts

Sell VMware Solutions: Solution enablement toolkits (Sets)

Solution enablement toolkits (Sets)

Solution Enablement Toolkits (SETs) contain a specific set of critical tools, templates, rich services intellectual property and assets that you can use to create your own unique branded solution around VMware technology. Several SETs are made available in libraries that align to the VMware Solution Solution Competencies for Infrastructure Virtualization, Desktop Virtualization and Business Continuity. SETs can help you by: Developing customized virtualization solutions more quickly, using proven best practices Increasing your ROI by ramping up your sales teams on virtualization technology quickly, boosting their productivity in selling VMware solutions Closing deals faster and increase your margins through a consistent, repeatable, and scalable sales process that helps you bring your own packaged solutions to market Utilizing VMwares Service IP to enhance and support your own solutions leveraging your companys expertise
t YPiCAL Set CoNteNt SALeS & MARketiNG to o L S e N G i N e e R i N G to o L S L A B to o L S S o Lu t i o N to o L S

I am floored by the quality of the IP and how it is presented. This is way, way more than I expected Ron Dupler, President and CEO, Greenpages

Positioning Overview Positioning Summary Partner Opportunity Analysis Whiteboard Tech White Paper Customer Preso (Biz+Tech) GRID Campaign Event Content Success Stories

ROI Calculator Capacity Planner Healthcheck Analyzer Converter

Lab Spec Base Demo Demo Script Pre-built VMS

Data Sheet Letter of Intent Sample Deliverable Pricing Calculator Scoping Worksheet SOW Template Delivery Guide Service Delivery Kit Deliverable Template

Eligible Partner: URL:

Professional, Enterprise and Premier Solution Providers www.vmware.com/go/SET

Solution Provider Handbook / 20

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 21

earn Rewards: Solution Rewards

Solution Rewards
VMware Solution Rewards is a financial incentive program that rewards you for your proven dedication to virtualization and cloud infrastructure practices and your value selling of VMware solutions. Under the Solution Rewards program, if you have achieved VMware Solution Solution Competencies, you 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. Solution Rewards helps you grow your business by: Accelerating your profitability based on your achievement of Solution Solution Competencies. Rewarding you for value selling Ensuring your ability to be your customers trusted advisor for virtualization and cloud infrastructure
S o Lu t i o N R e WA R D S ReGioN D e V e Lo P e D C o u N t R Y D e V e Lo P i N G C o u N t R Y

Infrastructure Virtualization Desktop Virtualization Business Continuity

NA 10% 10%

2% 10% 10%

Eligible Partner: URL:

Professional, Enterprise and Premier www.vmware.com/go/solutionrewards

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts

earn Rewards: advantage+

advantage+
advantage+ is designed to accelerate your virtualization and cloud infrastructure business by protecting the investment made when proactively closing or influencing the sale of VMware products and solutions. Through advantage+, you may be eligible to receive opportunity protection and/ or financial incentives for value-selling VMware solutions. There are three components of advantage+: OPPREG is our opportunity registration program which rewards you up to 12% for developing new VMware opportunities INFLUENCE rewards you for influencing customer VMware purchases even though the deal may be fulfilled by another VMware partner. SAFEGUARD allows you to register and protect opportunities by becoming the Partner of record on that opportunity advantage+ helps you grow your business by: Ensuring you are rewarded for value selling and leading with VMware Enhancing your profitability and protecting pre-sales investments Rewarding you for acting as trusted advisors and bringing in new customers
advantage+ BeNefitS oPPReG i N f Lu e N C e

Solution Provider, System Builder, Technology Provider Premier Enterprise Professional & Registered 12% 10% SAFEGUARD 6% 6%

Eligible Partner:

Registered and Professional Solution Providers may participate in safeguard opportunity protection only. Enterprise and Premier Solution Providers may participate in all three components of advantage+ www.vmware.com/go/adplus
Solution Provider Handbook / 22

URL:

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 23

earn Rewards: Sales Rewards

Sales Rewards
VMware Sales Rewards is a points based incentive program designed to reward accredited sales representatives at your company. We offer a variety of ways to earn Sales Rewards points such as: Product SPIFs, Sales incentives, surveys, and the completion of continuing education. Reward Points may be exchanged for cash, merchandise, gift cards, travel experiences, and more. Sales Rewards Program helps support your business by: Recognizing sales reps achievement of VMware Sales Accreditation Rewarding top sales reps for value selling Providing your sales team with additional incentives to lead with VMware

Eligible Partner:

Professional, Enterprise and Premier Solution Providers, see Partner Central for complete details on required accreditations for participant eligibility, may not be available in all regions. www.vmware.com/go/salesrewards

URL:

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 24

earn Rewards: Premier Rewards

Premier Rewards
The Premier Rewards Program is designed to reward Premier level partners with quarterly rebates if they have met or exceeded quarterly net license and SnS revenue targets set by VMware. Additionally, Premier partners will be paid a 2% rebate for all qualified renewals. Rebates are paid quarterly, and use of rebates is at the partners discretion. The Premier Rewards Program helps support your business by: Aligning your goals with VMwares go-to-market strategy Recognizing your revenue achievements on a quarterly basis Rewarding you with competitive rebate for meeting or exceeding your revenue targets. Opportunity to receive a 2% rebate for qualified renewals

Eligible Partner: URL:

Premier Solution Providers only www.vmware.com/go/premierrewards

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 25

VPN foundation: Partner Central

Partner Central
Partner Central is the VMware Partner Portal providing the latest news and resources available for the sales, marketing and technical efforts. Partner Central provides customized content and dedicated pages for products and solutions, promotions, sales tools and marketing tools to help develop your virtualization and cloud infrastructure practice. Partner Central helps support your business by: Delivering customized news and updates on the VPN Program, including the latest information on incentives and promotions Better visibility into your opportunities and lead, MDF, Opportunity Registration processes and your training achievements Providing the latest tools, collateral and resources in one location Offering a variety of co-brandable sales and marketing tools which can help you promote your VMware practice Linking you to Partner University and the catalog of training and education available Register for a User Account to Partner Central at www.vmware.com/partners/partners.html

Eligible Partner: URL:

All Authorized VMware Solution Providers www.vmware.com/partnercentral

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 26

VPN foundation: Partner Logo and Messaging

Partner Logo and Messaging

You can promote your partnership with VMware by displaying your VMware Partner logo on your web sites, in advertisements, customer communications and marketing materials. Guidelines for use of the partner logo, the VMware corporate logo as well as messaging guidelines are all available on Partner Central. Usage of the VMware partner logo and approved messaging can support your business by: Identifying your partnership with VMware to customers Utilizing VMware partner logos when promoting your VMware expertise to your customers Correctly messaging VMware product and solution information to your customers

Eligible Partner: URL:

Professional, Enterprise and Premier www.vmware.com/go/partnerbranding

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 27

VPN foundation: Partner Communications: Blogs and Social Media

Partner Communications: Blogs and Social Media

VMware strives to provide you with the most relevant and timely information possible. Partners can opt-in to receiving our newsletters and special updates. You can also choose to get the latest information served up to you via our social media options such as blogs, Twitter and Facebook. Simply opt-in via My Contact Details on Partner Central. Usage of the VMware partner logo and approved messaging can support your business by: Partner Newsletters Bimonthly newsletter designed to keep you up-to-date on new developments at VMware, including product updates, new program benefits, promotion information and more. vmLIVE Updates Weekly email of upcoming vmLIVE webinars. Blogs Stay informed with the latest partner news by subscribing to VMwares Partner News Feed at http://blogs.vmware. com/partner Social Media Receive the latest updates and insights from our global Partner leaders: - Twitter: twitter.com/VMware_partners - Facebook: www.facebook.com/vmwarepartnernetwork - LinkedIn: www.linkedin.com/groups?home=&gid=1988264&trk=a net_ug_hm VMware Partner Communications helps support your business by: Delivering the latest news and information in the way you want to receive it. Keeping you up-to-date on special reward programs which can increase your profitability Ensuring you hear about updates training requirements and new courses being offered to expand your expertise of VMware products and solutions.

Eligible Partner:

All VMware Authorized Solution Providers To access your Profile, please log-into to Partner Central and go to My Profile in the left hand navigation bar.

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 28

VPN foundation: Partner Profile and Partner Locator

Partner Profile and Partner Locator

Partner Profiles provide valuable information about you and your VMware solutions. Information from the VMware Partner Profile is also used to populate the Partner Locator, which is accessible to customers on vmware.com. The VMware Partner Locator is a comprehensive, online, searchable listing that reflects your relationship with VMware, and promotes your skills, expertise and offerings to customers and prospects as well as VMware sales managers and other employees. Partner Locator and Listing helps support your business by: Differentiating your business from the competition Promoting your own solutions Establish yourself as an expert on VMware solutions

Eligible Partner:

Professional, Enterprise and Premier To access your Profile, please log-into Partner Central and go to My Profile in the left hand navigation bar.

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 29

VPN foundation: technical Support

technical Support
VMware Solution Provider Partners are given the opportunity to open support incidents in order to resolve technical issues during the sales and proof-of-concept process. For each fiscal year of the Program Benefit 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 Support Incidents are intended as technical support for installation or configuration 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. Additional support incidents are available for purchase at special Partner pricing (see your VMware IUL pricelist in Partner Central for eligibility). We also provide additional support through the Partner Resource Training Library, Vmware Knowledgebase and the Support Forums. These support programs are excellent resources to find real-life answers to questions that arise during the sales and deployment cycles. VMware Technical Support helps support your business by: Ensuring you are able to support your deployments of VMware products Delivering you access to VMware product experts Enabling you to better troubleshoot issues Providing you with an extensive technical library developed from real-world scenarios to access when technical issues arise. Ensuring you have the support of VMware experts as well as your peers through Support Forums

Eligible Partner: URL:

Professional, Enterprise and Premier www.vmware.com/go/techsupport

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NfR) and internal use Licenses (iuL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 30

VPN foundation: Not for Resale (NfR) and internal use Licenses (iuL)

Not for Resale (NfRs) and internal use Licenses (iuLs)

Not for Resale (NFR) software is offered at no-charge to eligible Partners and is available for product demonstration and training purposes. One year of subscription services is included with NFR software. Internal Use Licenses (IUL) are available for purchase at a discount for use in your internal IT environment to assist you when building VMware compatible solutions. You are required to purchase subscription and support for IUL software. 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. Under no circumstances can NFRS and IULs be resold or distributed to any third party. NFRs and IULs help support your business by: Offering you real VMware product to ensure product demonstration accuracy Delivering full product for your hands-on training of sales and technical staff. Offering you the opportunity to utilize VMware product in your own IT labs as you develop your own solutions

Eligible Partner: URL:

Professional, Enterprise and Premier Solution Providers www.vmware.com/go/nfr www.vmware.com/go/iul

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications: Blogs and Social Media Partner Profile and Partner Locator Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Solution Provider Handbook / 31

VPN foundation: Partner Support Center

Partner Support Center

PARTNER SUPPORT CENTER
partnernetwork@vmware.com

VMware now provides round the clock support for all your questions on the VPN program, advantage+ incentives, accessing information on Partner Central, as well as other general partner inquiries. Our Partner Support Center is now available in seven languages, and is ready to support you via email, Partner Central case management, or by telephone by calling our direct phone number. The Partner Support Center assists with questions in the following categories: General program inquiries Partner training through Partner University, Specializations, and Solution Competencies Partner incentives such as advantage+, Solution Rewards, and Sales Rewards Opportunity registration (advantage+) process and status Market Development Funds (MDF) General benefits such as Not-for-Resale and Internal Use license software, and toolkits Partner Central functionality User information for general partner profile updates, Partner Locator and Distributor Locator Supported Languages: English, German, French, Spanish, Italian, Portuguese, Japanese Please check the Partner Support Center page in Partner Central for local phone numbers

Eligible Partner: URL:

All Authorized VMware Solution Providers www.vmware.com/go/partnersupportcenter

1. VPN Program Steps to Success 2. VPN Partner Benefits At-a-Glance 3. Get Enabled Accreditations and Certifications Partner University Solution Competencies Specializations Partner Exchange Marketing Academy 4. Create Demand GRID Partner Marketing Bureau Website in a Box Event in a Box Seminar and Event Support Market Development Funds (MDF) Lead Distribution 5. Sell VMware Solutions Volume Purchasing Program (VPP) Enterprise Licensing Agreements (ELAs) Support and Subscription (SnS) Renewals Solution Enablement Toolkits (SETs) 6. Earn Rewards Solution Rewards advantage+ Sales Rewards Premier Rewards 7. VPN Foundation Partner Central Partner Logo and Messaging Partner Communications, Blogs and Social Media Partner Profile and Partner Locato Technical Support Not for Resale (NFR) and Internal Use Licenses (IUL) Partner Support Center 8. Appendix Partner Central Shortcuts
Ad+ Certifications ELA Events in a Box GRID IUL Marketing Academy MDF NFRs Partner Central Partner Marketing Bureau Partner Support Center Partner Technical Support Partner University PEX Premier Promotions Renewals Sales Rewards SETs Solution Solution Competencies Solution Rewards SolutionTracks Specializations Twitter vmLIVE Schedule VMware Blogs VPP Website in a Box www.vmware.com/go/adplus www.vmware.com/go/partneruniversity www.vmware.com/go/ela www.vmware.com/go/eventinabox www.vmwaregrid.com www.vmware.com/go/iul www.vmware.com/go/marketingacademy www.vmware.com/go/mdf www.vmware.com/go/nfr www.vmware.com/partnercentral www.vmware.com/go/marketingbureau www.vmware.com/go/partnersupportcenter www.vmware.com/go/techsupport www.vmware.com/go/partneruniversity vmwarepartnerexchange.com www.vmware.com/go/premierrewards www.vmware.com/go/promotions www.vmware.com/go/renewals www.vmware.com/go/salesrewards www.vmware.com/go/SET www.vmware.com/go/BecomeAnExpert www.vmware.com/go/solutionrewards www.solutiontracks.com www.vmware.com/go/specializations twitter.com/VMware_partners www.vmware.com/go/vmlive blogs.vmware.com/partner www.vmware.com/go/vpp www.vmware.com/go/websiteinabox

Appendix: Partner Central Shortcuts

Partner Central Shortcuts

Solution Provider Handbook / 32

vMware, inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com
Copyright 2011 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: gcmb_fnl_Aug_2011