VMware Solution Provider Program Guide

VMware Solution Provider
Program Guide For New Partners
Q3 FY20
©2019 VMware, Inc.
TABLE OF CONTENTS
01
PROGRAM OVERVIEW
02
BENEFITS
• Program Value
• Rewards and Incentives
• Program at-a-Glance
• Training
• Program Enrollment
• Demand Generation
• Program Progression
• Sales Acceleration and Support
• Service Enablement
• Program Success
03
RESOURCES
• Partner Central
• Partner University
• Helpful Links
Table of Contents
VMware Solution
Provider Program Guide
for New Partners
Program
Overview
Benefits
Resources
PROGRAM OVERVIEW
Program
Value
Program ata- Glance
Program
Enrollment
Program
Progression
The VMware Partner Network (VPN) is the framework for collaboration between VMware and our partners, offering a wide range of benefits,
training resources, certifications, and rewards to ensure our mutual success. VMware strives to provide a consistent, predictable and profitable
program that enables you to grow with us. The Solution Provider Program targets partners who, not only resell software and hardware, but also
combine their technology expertise with services. Solution Provider offerings can include the design, planning and deployment of complex
virtualization solutions to meet the needs of their customers.
ENGAGEMENT
MODEL
DISTRIBUTOR
SOLUTION
PROVIDER
CUSTOMER
Through robust sales and technical training, certifications, exceptional marketing and sales tools, and reliable technical support, you as a VMware
partner are fully enabled to deliver proven technology as well as valued expertise and services to your customers. This program gives partners:
ACCESS
INCREASED
to benefits, rewards and
resources that help drive
license and service business
profitability
NEW
OPPORTUNITY
creation
DIFFERENTIATION
from the competition
NOTE: Without explicit approval from VMware, Solution Providers cannot resell to another Solution Provider (resell) Partner
Table of Contents
VMware Solution
Provider Program Guide
for New Partners
Program
Overview
Benefits
Resources
Program
Value
Program ata- Glance
Program
Enrollment
REQUIREMENTS
PROGRAM OVERVIEW
Online at
vmware.com
Complete the VMware
Partner Network
(VPN) Agreement
• Training
• Completed Solution
Provider Program
Agreement
• Annual Program Fee
• Partner Profile
Complete the Solution Provider
program requirements and sign
the Program Agreement
VPN
Enrolled
BENEFITS
Program
Progression
The VPN Agreement gets
your VMware partner
journey started. This is
your initial stage before
joining the Solution
Provider Program.
Limited Access to the Partner
Central secure portal to
• Learn more about and decide if
the Solution Provider program
fits your business model.
• Attain needed sales and
technical solution skills to join
the Solution Provider program.
*NOTE: Reselling rights are not
yet available.
•
•
•
•
Training
Solution Competency
Annual Program Fee
Partner Ethics & Compliance
Training
• Partner Profile
Complete additional training and
Program Agreement & Compliance
requirements
Professional
Upon completion of the above
requirements, including submission
of Program Agreement program fee
payment, the partner is active and
able to transact at the Professional
level.
•
•
•
•
•
•
Reselling rights
Training discounts
NFR/IUL Licenses
Safeguard Registration
Partner Locator listing
Access IP materials
Enterprise
Upon completion of the above
requirements, the partner is now
an Enterprise level Solution
Provider.
Professional benefits plus:
• Opportunity Registration upfront
discount
• Solution Rewards rebates
• Development Fund eligibility
• Purchasing Plan eligibility
• Additional NFR/IUL licenses
•
•
•
•
•
•
•
Training
Solution Competencies
Revenue
Transactions
Annual Program Fee
Partner Ethics & Compliance Training
Partner Profile
Complete additional training and Program
Agreement & Compliance requirements
Premier
Upon completion of the above
requirements, the partner is now a
Premier level Solution Provider.
Enterprise benefits plus:
• Premier Rewards rebate
• Additional NFR/IUL licenses
• VMware Partner Management
eligibility
Table of Contents
VMware Solution
Provider Program Guide
for New Partners
Program
Overview
Benefits
Resources
PROGRAM OVERVIEW
INITIAL ENROLLMENT STEPS
Program
Value
Program ata- Glance
Program
Enrollment
VPN Enrollment
Program Selection
Join the VMware Partner Network
(VPN) from www.vmware.com by
completing the VPN Enrollment Form
and accepting the VPN Agreement.
Initial partner status will be VPN
Enrolled (includes no resell rights)
Once enrolled, the Partner Primary
Contact receives access to Partner
Central. our partner portal. On the
Partner Central homepage, you must
select the Solution Provider route and
proceed to the next steps.
1
Program
Progression
From www.vmware.com, select “Partner Programs” and click on
”Enroll Now”
Complete Program Requirements
Start Transacting
4
2
Complete the program application
3
Pay Program Fee
VMware sends the Primary Contact an
email with Partner ID that allows
limited access to Partner Central
Log onto Partner Central and click on “Select Program”
5
Select “Solution Provider” from the list,
select the Preferred Distributor and hit
“Submit”
Table of Contents
VMware Solution
Provider Program Guide
for New Partners
Program
Overview
Benefits
Resources
PROGRAM OVERVIEW
INITIAL ENROLLMENT STEPS
Program
Value
VPN Enrollment
Program Selection
Complete Program Requirements
Program ata- Glance
Program
Enrollment
Program
Progression
Pay Program Fee
Start Transacting
VSP and VTSP Foundation training
requirements must be fulfilled (via
Partner University) along with completion
of the online Solution Provider Program
Agreement.
6
Register for the required trainings in VMware Partner
University by going to the “Accreditation” tab and
selecting the VSP and VTSP Foundation courses.
7
Once training is completed, a confirmation is emailed the the Primary Contact.
8
Once all training requirements are met, the “Progression” button will appear on your Partner Central
homepage, allowing you to complete the Solution Provider form and accept the Program Agreement.
Table of Contents
VMware Solution
Provider Program Guide
for New Partners
Program
Overview
Benefits
Resources
PROGRAM OVERVIEW
INITIAL PROGRAM ENROLLMENT STEPS
Program
Value
VPN Enrollment
Program Selection
Complete Program Requirements
Program ata- Glance
Program
Enrollment
Program
Progression
9
VMware will send the Primary Contact an eligibility confirmation email to progress to
Professional tier, effective upon payment of the annual program fee.
Pay Program Fee
Start Transacting
Partner will not progress
to Professional tier until
VMware approves the
Program Agreement and
the annual program fee
is paid.
Partner can start selling
and enjoying the program
benefits upon receipt of
the confirmation email.
11
Upon receipt of payment, the Primary Contact will receive the below
automated email containing your Partner ID
10
Clicking on “Payment” directs you to the Fee Store, where you must select “Proceed to
Checkout” to complete payment.
12
You now have full access to Partner Central
Table of Contents
VMware Solution
Provider Program Guide
for New Partners
Program
Overview
Benefits
Resources
PROGRAM OVERVIEW
Program
Value
Program ata- Glance
ENTERPRISE LEVEL PROGRESSION STEPS
Complete Training Requirements
To progress to Enterprise, you must attain subsequent training in Partner University. Additional individuals in your organization must complete VSP and
VSTP Foundation accreditations, as well as VCP certifications. Additionally, you must attain at least one Solution Competency.
Program
Enrollment
Complete the Compliance Requirements
Complete the Ethics and Compliance training in Partner University
Program
Progression
Enroll in Enterprise Program Tier
You will receive an invitation to progress once the requirements have been met and immediately
after, you will be required to fill out the progression form
Pay Progression Fee
You will progress to the next tier upon payment of the next tier’s
progression fee
Progress
You will receive a welcome email to inform you of your successful
progression to the Enterprise tier and access to additional program
benefits
Table of Contents
VMware Solution
Provider Program Guide
for New Partners
Program
Overview
Benefits
Resources
BENEFITS
The following program benefits are available for Solution Provider Partners. These benefits will contribute with your success as a VMware partner.
Rewards and
Incentives
Training
REWARDS AND INCENTIVES
Benefit
Services
Enablement
Program
Success
Details
Tier Eligibility
Resale Rights*
Partners are allowed to start transacting immediately after all Solution
Provider program requirements are complete, which unlocks access to
the program incentives and rewards.
Advantage+
Opportunity
Registration
This program protects and/or rewards sales opportunities for partners
driving advanced solutions with their customers. Protects partner’s presales investments on net new opportunities.
• Front-end discount.
• Discounts, varied by product
Professional (Safeguard
Registration only),
Enterprise and Premier
ELA Preferred
Pricing
Provides partners with ‘VMware's Best Price’ at the time of sale for
qualified and approved ELA Registrations only/ as part of the Advantage+
Program.
• ELA Fulfillment Rebate,
varied by product
• ELA Price Protection
Enterprise and Premier
Solution Rewards
This is a rebate program associated with attainment of Solution
Competencies. Rebate percentage varies by solution area sold.
• Back end Rebate
• List license value based on
product family
All Partners
Development
Funds
The Program supports external marketing campaigns, enablement and
sales initiatives that generate demand for VMware products. For qualified
authorized partners.
• Post-Sales Rewards by
proposal and VMW approval
Sales Rewards
Dynamic bonus program that rewards accredited individuals within a
participating VMware Solution Provider partner organization by allowing
them to accrue and then quickly redeem points for merchandise, gift
cards, travel vouchers and more. NOTE: May not be available in all Geos.
Demand
Generation
Sales
Acceleration &
Support
Description
*Resale
• Post Sales Rewards Bonus
Enterprise and Premier
Professional, Enterprise
and Premier Partner
individuals with
accreditation(s)
rights are subject to the VMware Sales Territory Restrictions and Order Requirements Guide on Partner Central.
Table of Contents
VMware Solution
Provider Program Guide
for New Partners
Program
Overview
Benefits
Resources
BENEFITS
Rewards and
Incentives
TRAINING
Benefit
Training
Demand
Generation
Sales
Acceleration &
Support
Training Discount
Description
Details
VMware offers a discount on training.
• All VMware products
Accreditations recognize knowledge on the different VMware Solutions. They are
awarded at the individual level
• VSP
• VTPS
• VOP
VMware is committed to providing industry-leading certifications that demonstrate
your expertise on the different technology areas. Certain VMware certifications
help your company achieve Solution Competencies by fulfilling the Technical PostSales accreditation requirement. Your organization achieves Master Services
Competencies when they have the required number of individuals complete the
solution-specific certification.
•
•
•
•
Solution
Competencies
Solution Competencies demonstrate your sales and technical proficiency, and
proven customer success and expertise in a specialized area of business. Attaining
a VMware Competency allows you to differentiate by showcasing proficiency in
selling solutions and delivery of services in a specific solution area. Note in addition
to being a benefit, Competency attainment is tied to overall program compliance,
they are awarded at a organizational level.
• There are thirteen
available Solution
competencies in different
solution areas
Hands-On Labs
(HOLs)
Virtual labs that help partners and customers prepare for certifications, validate
features and access to learn about the latest VMware Products. The environments
are fully configured, tested and documented for online access. For a in person
learning experience attend the SociaLabs.
• They are offered for
different experience levels
• Classified is by technology
vmLIVE Daily
Webcasts
Daily session webinars that serve as continuing education for the entire global
VMware Partner Network. Each session provides key updates across
products/solutions, partner programs and incentives, sales and marketing.
• Regional
• Global
Accreditations
Certifications
Services
Enablement
Program
Success
Tier Eligibility
VCA
VCP
VCAP
VCDX
All Partners
Table of Contents
VMware Solution
Provider Program Guide
for New Partners
Program
Overview
Benefits
Resources
BENEFITS
Rewards and
Incentives
DEMAND GENERATION
Benefit
Training
Demand
Generation
Sales
Acceleration &
Support
Services
Enablement
Program
Success
Partner Demand Center
Description
Equips a modern marketer to operate in a digital world with
tools, content, integrated campaigns and resources that
generate demand and turn prospects into customers.
Partner Press Release
Templates
Keeps the VMware partners informed about relevant
announcements, products, solutions, enablement launches and
updates, events and more.
Website Content
Syndication
Generate awareness with VMware solution content syndicated
on your website. Provides easy to copy-and-paste one-time
setup with customizable overview pages and enables you to
obtain metrics and generate leads. Available in 14 languages
Details
Tier Eligibility
All Partners
Enterprise and Premier
All Partners
Table of Contents
VMware Solution
Provider Program Guide
for New Partners
Program
Overview
Benefits
Resources
BENEFITS
Rewards and
Incentives
SALES ACCELERATION & SUPPORT
Benefit
Training
Description
Details
Tier Eligibility
Renewal Center
Self-service capabilities to help drive VMware upsell and renewal
opportunities.
• Cross-sell/up-sell support
• Intuitive quote request
All Partners
Demand
Generation
Not For Resale (NFR)
Licenses
No-cost VMware product licenses for lab testing, in-house demo,
and training and educational. Eligible partners also receive one year
of subscription services with the NFR software.
• All VMware products
Professional, Enterprise*
and Premier*
Sales
Acceleration &
Support
Internal Use Licenses
(IULs)
Production licenses offered at substantial discounts to help partners
get first-hand understanding of software capabilities. Partners are
required to purchase subscription and support for the use of
internal use software, and are allowed to purchase an amount worth
of licenses per year.
• Discount on selected
licenses
Professional, Enterprise**
and Premier**
Partner Technical
Support
Support Codes are granted to partners according to their partner
membership level. Partners can use their Support Code
entitlements against any Not For Sale License. Each membership
level is granted a number of Support Code Incidents per year.
• Incidents by tier
Allows the VMware external customers and partners to intuitively
search for partners to help address desired business goals.
• Search can be done by
partner type, level and
competencies they have
Services
Enablement
Program
Success
Partner Locator
• All Partners
• All Partners
*Refer to the NFR Policy Guide for more information on NFR entitlement per program tier and products. Enterprise and Premier partners may obtain additional NFRs accordingly.
** Refer to the IUL Policy Guide for additional information. Enterprise partners may obtain additional free licenses accordingly.
Table of Contents
VMware Solution
Provider Program Guide
for New Partners
Program
Overview
Benefits
Resources
BENEFITS
Rewards and
Incentives
SERVICES ENABLEMENT
Benefit
Training
Solution Enablement
Toolkits (SETs)
Demand
Generation
Sales
Acceleration &
Support
Services
Enablement
Master Services
Competencies (MSC)
Livefire Training
Program
Success
Center for Advanced
Learning (CAL)
Academy
Description
Details
Tier Eligibility
SETs package VMware services, sales and marketing IP that enable
Partners to capitalize on Software-Defined Datacenter (SDDC),
End-User Computing (EUC) and Cloud services opportunities and
build new VMware consulting practices. There are several assets
available in Partner Central.
Available for offerings
across data center,
networking, HCI, digital
workspace and cloud.
These designate a high level of service capability in support of
VMware solution offerings as validated by your customer.
Attainment of an MSC unlocks valuable resources to extend the
partner’s services capability, differentiate expertise and help drive
more services revenue.
Includes:
• Cloud Management and
Automation
• Data Center Virtualization
• Desktop and Mobility
• Network Virtualization
Enterprise and Premier
Delivered by VMware Solutions Architects with real-world
experience, this week-long training provides the high quality,
hands-on technical enablement required for designing and
delivering SDDC solutions that accelerate VMware adoption and
value capture for partners.
Courses offered:
• NSX
• Hybrid Cloud
• Digital Workspace
Partners attaining Master
Services Competencies
(Enterprise and Premier)
• Available for all solutions
Partners attaining Master
Services Competencies
(Enterprise and Premier)
A Global Center for Advanced Skill Development, this advanced
training offered at VMware headquarters focuses on setting
baseline competency, fostering innovation and developing elite
service professionals through access to the most advanced
technical, professional and leadership skills available.
All Partners
Table of Contents
VMware Solution
Provider Program Guide
for New Partners
Program
Overview
Benefits
Resources
BENEFITS
Rewards and
Incentives
PROGRAM SUCCESS
Benefit
Training
Services
Enablement
Details
Partner Central
Partner Central is an award-winning web portal that equips partners
with everything needed to effectively manage the VMware
business. Gain access to marketing and sales resources, including
incentives and rewards, deal registration, product information, and
the enablement and support to help partners successfully achieve
their business goals.
Partner University
Accessible via Partner Central, Partner University give partners with
access to all training and learning resources that will grant a
competitive advantage and the ability to position themselves as a
trusted advisor for their customers, which results in higher
profitability.
Access to all types of
trainings, certifications,
accreditations, labs
Partner Support Center
(PSC)
The VMware Partner Support Center offers best-in-class support to
all partner tiers, with a strong focus on ease of doing business
through each step of the partner's journey. Contact:
[email protected]
Support is available in:
• English
• Japanese
• Chinese
Partner Badges
Allow partners to promote their excellence in delivering VMware
virtualized solutions as well as solutions and service delivery
expertise, whether promoting online, in customer communications
or in sales proposals and materials.
• Program and Tier badges
• Solution Competencies
badges
• Master Services
Competencies badges
Demand
Generation
Sales
Acceleration &
Support
Description
Program
Success
Tier Eligibility
All Partners
01
PARTNER CENTRAL
Partner Central is an award-winning web portal that equips VMware partners with everything they need to effectively
manage their VMware business. Partner Central provides partners with exclusive access to marketing and sales
resources including incentives and rewards, deal registration, product information, and the enablement and support
required to successfully achieve their business goals.
Table of Contents
Partner Central
RESOURCES
Partner
University
.
Helpful Links
PARTNER
CENTRAL
Account information,
current primary contact,
preference, and other
contacts, which should
be updated as needed,
under the “My
Company” section.
Partners first must log in
and select the “Update
Personal Profile” option
on the Solution Provider
Partner homepage.
Marketing benefits
such as program
badges, campaigns
marketing templates
design to build
awareness, drive
demand, and generate
leads.
Program
announcements,
including
upcoming
events, webinar
recordings, and
the most recent
Solution
Provider’s news.
The VMware Knowledge
Base, a searchable database
for resolving common
technical issues, tips, and
technical notes, and answers
to VMware product FAQs.
This repository of articles
provides support solutions,
error messages, and
troubleshooting guides on
all of the VMware products.
VMware
Solution Provider
Program Guide
for New Partners
02
PARTNER UNIVERSITY
Partner University provides partners with content, tools and training that drive awareness of, and alignment with, VMware
strategy and solutions.
Table of Contents
Partner Central
Partner
University
Training & Events
RESOURCES
•
•
•
•
Bootcamps
Hands-on labs
Webinars
Launch briefings
Helpful Links
Skills Programs
• Individual Accreditations
• Certifications
• Competencies
Everything to enable you in the VMware Partner
learning journey
VMware
Solution Provider
Program Guide
for New Partners
RESOURCES
03
HELPFUL LINKS *
Advantage+
Quarterly Partner Briefings
Demand Center
Renewals
Development Funds
Solution Competencies
Developed Country List
Solution Enablement Toolkits (SETs)
Internal Use License (IUL)
Solutions Rewards
Master Services Competencies
Subscription Services
My VMware
Twitter
Not for Resale Licenses (NFR)
vmLIVE
Partner Central
VMware Blogs
Partner Competencies
VMware Certified Professional
Partner Link
VMware Purchasing Program
Partner Locator
VMware Sales Professionals (VSP)
Partner Support Center
VMware Sales Territory Restrictions and Order Requirements Guide
Partner Technical Support
VMware Technical Solutions Professionals (VTSP)
Partner University
Website Content Syndication
Promotions
Partner Central Supplemental Programs and Resources – Please note that various links above contain requirements or Terms and Conditions applicable to you and
the supplemental programs available to you and your organization. Participation in any supplemental programs is conditioned upon your compliance with the
applicable Term and Conditions. | *Partner Central access required
Table of Contents
Partner Central
Partner
University
Helpful Links
VMware
Solution Provider
Program Guide
for New Partners
[email protected]
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