The Power of Partnership

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1 The Power of Partnership

2 Welcome Market Leading Virtualization and Cloud Computing Solutions, Award-Winning Programs, Unparalleled Value By joining the VMware Partner Network (VPN), our comprehensive partner program, your company benefits from marketleading virtualization and cloud infrastructure solutions, combined with award-winning programs that reward you and help you distinguish your business. Your company gains exclusive access to resources to help drive both license and service businesses, create new opportunities, increase profitability, and close deals faster. Realize even more benefits as you grow your capabilities and expertise with VMware and our broader partner network including distributors and other partners with complementary offerings and experience. $1 VMware License Sales Gain $13 in Complementary Products and Services for Every Dollar Generated Through VMware License Sales 1 Product Catagory Partner Opportunity Server Products $4.31 Professional Services $3.50 Storage Products $2.37 Business Applications $1.20 Networking Products $0.90 Other Software $0.61 Security Products $0.47 Other $0.37 $20,000 VMware License Sale 1 Source: Global Touch Partner Satisfaction Survey, June, 2011 = = $13 Complementary Products and Services $270,000 Solution Sale for Partner Why VMware? VMware is the global leader in virtualization and cloud infrastructure, delivering the most customer-proven, reliable, secure and complete platform to build your customer s cloud. VMware provides an evolutionary and pragmatic path to your customer s cloud that preserves existing investments, while enabling efficiency, agility and freedom of choice. The VPN provides the tools you need to stand out to customers and gain a long-term competitive advantage with your VMware practice. VMware s rich distribution network ensures that you have the support you need to sell, close and support your customer s needs Top Ten Reasons to Partner with VMware: 1. Align your business with the undisputed industry leader in virtualization and cloud infrastructure products, solutions, and services. 2. Take full advantage of the industry s highest attach rate. 3. Boost your profits through financial rewards.. 4. Accelerate your growth through industry-recognized certification training. Certification training grows revenue 6x. 5. Expand your services business. 6. Strengthen customer loyalty. 7. Provide flexible end-customer options that enable cost savings to your customers. 8. Easily access powerful partner training and sales tools through distribution partners or through our own Partner Central and Partner University. 9. Gain a solid competitive edge with comprehensive marketing tools. 10. Benefit from the award-winning VMware Partner Network. VPN BROCHURE / 2

3 Programs Available Under the VMware Partner Network (VPN) VMware Offers Three Primary Relationships: Resell, Services and Technology The VMware Partner Network offers three primary relationships to differentiate your business and drive growth and profitability for your company: 1. Resell Products and Solutions: Companies that want to sell, market and deliver VMware products and services. 2. Offer Services: Companies who sell and manage services. 3. Technology Partners: Companies that have their own products and technologies and incorporate VMware products. Resell: Solution Provider Program VMware Solution Providers have a primary business model based on value-added reselling and/or services delivery. These partners provide unbiased opinions, combining their technology expertise and services to design, plan, and deploy sophisticated virtualization and cloud computing solutions. Distribution VMware Authorized Distributors offer a broad range of services and support for the VMware Partner Network and are an extension of VMware there to help ensure partners have what they need to be successful. Our distributors value-added services such as credit, marketing support, promotions, and training enable VMware Partners to meet their customer s virtualization and cloud computing needs. Corporate Reseller Program Corporate resellers are large partners with national and worldwide coverage in multiple sales segments. These partners are certified in multiple VMware Solution Competencies and offer customers the full range of VMware solutions. Services: Service Provider Program (VSPP) This program is ideal for hosting providers, service providers, Internet Service Providers (ISPs) or other companies that acquire and use VMware software to provide cloud and virtualization infrastructure and operations services to a third-party end customer or multiple third-party end customers in a hosted environment. Consulting and Integration Partner Program (CIPP) The CIPP Program enables partners with a predominantly consulting-based business model to drive successful cloud and virtualization initiatives with new and existing clients. VMware Authorized Training Centers (VATCs) VATCs are training partners that have been carefully selected to deliver authorized VMware technical trainings to customers and channel partners. Technology: Technology Alliance Partner This program enables software and hardware vendors to develop and market integrated VMware solutions that deliver enhanced value to customers. Global OEM Alliance Partners Global Alliance Partners integrate, support and OEM their hardware and software with VMware technology. VPN BROCHURE / 3

4 Solution Provider Program Overview Your company s membership level is determined by your investment in VMware training and sales. Increasing your level of expertise and engagement in the program through VMware training and sales moves your company into advanced levels of membership. To better support your company and maximize your business opportunities, we offer three Solution Provider Program levels: Professional, Enterprise, and Premier. In addition, VMware offers an entry point, Registered, where you can learn more about VMware virtualization and cloud infrastructure solutions. Registration is simple, and there is no program fee for becoming Registered. Deeper Expertise, Enhanced Benefits We have enhanced our Solution Provider Program to give you a pathway to even greater profit and differentiation by enabling you to deepen your VMware expertise. Your ability to profit from the huge demand for virtualization and cloud-based solutions can increase when you acquire multiple VMware competencies and build out capabilities, enabling you to grow your business alongside VMware. Together we can deliver greater value to our customers. The requirements for each program level are outlined below. As you deepen your VMware expertise, you benefit more, and so do your customers. SOLUTION PROVIDER PROGRAM LEVELS LEVEL PROFESSIONAL ENTERPRISE PREMIER Benefits Complete the free training to receive additional support and to build your virtualization business. You gain access to the entire product line, plus a listing in the VMware Partner Locator. Here, you demonstrate extensive VMware technology expertise by earning your Infrastructure Virtualization Competency. Earn financial incentives under the advantage+ opportunity registration program, access additional services IP, and gain extensive support. The highest level of membership puts you in the ranks of our most qualified partners. You get the most extensive financial benefits, resources for building a successful VMware virtualization license and service practice, and the ability to work closely with a VMware partner manager. SOLUTION PROVIDER PROGRAM REQUIREMENTS LEVEL PROFESSIONAL ENTERPRISE PREMIER Competencies 1 Competency 3 Competencies Certifications 2 1 VSP / 1 VTSP Two 3 each: VSP / VTSP / VCP Four 4 each: VSP / VTSP / VCP Revenue $10,000 Developed $2,500 Developing $1,000,000 Developed $500,000 Developing 2 VSP = VMware Sales Professional, VTSP = VMware Technical Solutions Professional, VCP = VMware Certified Professional 3 One for developing countries 4 Two for developing countries VPN BROCHURE / 4

5 Expanding our Market Opportunities with VMware Solution Competencies and Specializations VMware Solution Competencies and Specializations are two paths you can take to expand your VMware business. VMware is strongly focused on Solution Competencies as the #1 way we can move forward together and increase profitability. Partners that have earned Solution Competencies have 2-4 times higher revenue. In addition to sales and marketing benefits (e.g. branding, support), partners can earn additional financial incentives and rebates. Competencies Get Recognized for Your Solution Competency VMware offers multiple Solution Competencies, developed to clearly differentiate our partners expertise to customers and maximize the benefits of the VMware Partner Network. Regardless of your company s size, business model or market focus, our Solution Competencies make it easier for your company to distinguish and deliver virtualization expertise in the marketplace. VMware Competencies include: Infrastructure Virtualization Competency Earning this competency is the launching point to earning more VMware Solution Competencies. The Infrastructure Virtualization Competency recognizes partners for their demonstrated ability to virtualize and consolidate server environments using a VMware virtualization solution. Virtualization of Business Critical Applications (VBCA) Grab your share of the estimated $40B+ services market as you take your customers further down this virtualization path. A natural progression of the Infrastructure Virtualization Competency, the VBCA Competency can help you increase services revenue, strengthen your strategic value to your customers, increase your competitive differentiation and make your customer the hero through unlocking the value of business critical applications in their organizations. Achieve the VBCA Competency and virtualize your customers business critical applications with confidence. Cloud Infrastructure as a Service (Cloud IaaS) Profit now from the rich, barely tapped cloud services market by obtaining the Cloud IaaS Competency. Increase your profitability by driving both new and cross-sell revenue. A Cloud IaaS Competency positions you to be your customers go-to Cloud IaaS partner and to transform their business with greater agility and lower costs with secure hybrid cloud solutions based on VMware. Business Continuity Be the trusted advisor for architecting VMware virtualization deployments that minimize downtime and protect important data. This competency recognizes your company s expertise in deploying VMware solutions for data protection, high availability and disaster recovery. Desktop Virtualization Expand your virtualization practice by adding desktop virtualization to your solution portfolio. The Desktop Competency arms you with the knowledge and the expertise to deploy virtualized desktops and applications. This competency will recognize your expertise in virtualized desktops will allow you to leverage key initiatives like OS migrations, desktop refresh, merger and acquisitions, and more to transform desktops to centrally managed services. Management Take advantage of a whitespace opportunity to position vcenter Operations in your customer accounts and drive new license and services sales. Only 3 percent of current vsphere customers are benefiting from the value of a management solution. In-depth partner interviews suggest that for every $1 in VMware vcenter Operations management sales, you can sell up to $5 in additional services. Complete the Management Competency and differentiate your business as a strategic advisor for virtualization and cloud management initiatives. Grow Your Revenue with Competencies IDC predicts cloud services will grow 10x faster than overall IT services with revenue reaching $16.7B by IDC Market Analysis, Worldwide and U.S. Cloud Professional Services Forecast, June 2011 VPN BROCHURE / 5

6 Specializations Get Recognized for Your Market Segment Expertise VMware Specializations recognize a partner s level of expertise in selling VMware solutions into a vertical market segment. These Specializations reward partners for the unique value they bring to customers in that market. Specializations are earned through experience in a specific marketplace plus successful completion of VMware training. Specializations give partners access to market-specific pricing, education, and market information, and help them drive cross-sell and up-sell revenue opportunities in their area of expertise. Academic Specialization This Specialization distinguishes and rewards partners who have expertise in the Academic market. You can access unique Academic SKUs, competitive pricing, and market information. This Specialization will further enable you to drive revenue opportunities in the Academic market, provide increased alignment with the VMware Academic sales teams, and offer a higher level of satisfaction to Academic customers. U.S. Federal Specialization This Specialization distinguishes and rewards partners who have expertise in the U.S. Federal market. You gain access to sell into the U.S. Federal Government, as well as access to unique Federal SKUs, which represent U.S. Federal certifications, warranties, and U.S.- based technical support. Additionally, you may gain access to specific government market information that provides additional revenue opportunities. Healthcare Specialization (U.S. Only) This Specialization distinguishes a rewards partner based on their expertise and investment in Healthcare marketplace. You gain access to VMware Healthcare branding and a range of market specific information and resources enabling you to drive deeper customer relations, creating more cross-sell and up-sell opportunities. How to Join 1. Go to and select the program (right hand navigation) that best fits your needs. Click the Apply Now button (below the requirements table) 2. Complete the information and accept the Terms and Conditions. 3. After enrollment is finalized: Access Partner University (www.vmware.com/go/partneruniversity) for free online VMware Sales Professional (VSP) training. Register deals and increase profitability through the advantage+ program VMware, Inc Hillview Avenue Palo Alto CA USA Tel Fax 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 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: VPN_Brochure_November_2012

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