VMware Solution Exchange Partner Program Guide

Transcription

1 VMware Solution Exchange Partner Requirements, Conditions And Usage Guidelines V.2.0 / December 2011

2 Table of Contents Terms VMware Program Policies Legal Entity and VMware Program Membership Partner Information Definitions Current Feature Descriptions and Instructions... 3 Updates Help The VMware Solution Exchange (VSX) Benefits for Commercial Partners Benefits for Developers Benefits for End Users VSX Program Requirements... 5 Commercial Partners Developers Links in the Listings Fees Solution Listings Maintaining the Accuracy of Solution Listings The VMware Ready Program VSX Solution Categories and Subcategories... 8 Correctly Assigning Listings Solution Listing Ratings and Reviews... 8 Integrity in Ratings and Reviews Right to Petition a Rating or Review Featured VSX Partner Products... 9 Rotating Featured VSX Partner Products Most Recent and Most Popular Products Most Recent Products Most Popular Products... 9 Glossary table of contents / 2

3 Terms VMWARE DOES NOT PROVIDE AN WARRANTIES COVERING THIS INFORMATION AND SPECIFICALL DISCLAIMS AN LIABILIT FOR DAMAGES, INCLUDING, WITHOUT LIMITATION, DIRECT, INDIRECT, CONSEQUENTIAL, INCIDENTAL, AND SPECIAL DAMAGES, IN CONNECTION WITH THIS GUIDE OR THE PROGRAMS REFERENCED HEREIN. THIS GUIDE HAS BEEN INCORPORATED B REFERENCE INTO AND IS SUBJECT TO THE TERMS OF THE VMWARE SOLUTION EXCHANGE ( VSX ) PARTNER PROGRAM AGREEMENT BETWEEN VMWARE AND OU. THIS GUIDE IS SUBJECT TO CHANGE AND MODIFICATIONS WILL TAKE EFFECT UPON POSTING TO THE VSX. VMWARE RESERVES THE RIGHT TO ADMINISTER AND MODIF THE PROGRAMS REFERENCED HEREIN AT ITS DISCRETION. IF AN UPDATE TO THIS GUIDE IS UNACCEPTABLE TO OU, OUR SOLE AND EXCLUSIVE REMED SHALL BE TO EXERCISE OUR TERMINATION RIGHTS UNDER OUR VMWARE VSX PARTNER PROGRAM AGREEMENT WITH VMWARE. PROGRAM BENEFITS AND REQUIREMENTS ARE APPLIED BASED ON THE PARTNER TPE AS DETERMINED B VMWARE, AND THE REGION IN WHICH OUR PRINCIPAL PLACE OF BUSINESS IS LOCATED AS CAPTURED ON OUR TAP APPLICATION FORM. VMware Program Policies Legal Entity and VMware Program Membership Parent companies, affiliates, subsidiaries, or acquired companies of a program member, i.e., an organization that has executed the VMware VSX Partner Program Agreement, are not program members and do not qualify for program benefits unless each individually satisfies the program membership requirements. Company name, DBA (Doing Business As), AKA (Also Known As), or other naming convention identified by the program member can be used to establish distinct legal status. Developed and Developing Country Definition VMware recognizes that the virtualization and cloud infrastructure market is in different stages of development in different countries. To reflect these differences, VMware may modify certain program requirements, such as program fees, for VSX Partners in Developing countries. The location of the legal entity that has individually satisfied the membership requirements of the program shall be used to determine whether a VSX Partner is in a Developed or Developing country. Determination of the classification of countries as Developed or Developing is at the discretion of VMware. Partner Information By joining the VSX, VSX Partners consent to receiving programrelated information from VMware for the following purposes: a) Administering the program; b) Providing information to the VSX Partner about the program, including events and training opportunities; c) Inviting the VSX Partner to participate in surveys and research; and d) Providing the VSX Partner with information and materials to support its efforts to deliver VMware solutions, including security information, technical information, and sales and marketing materials and resources. Definitions In this document, the following terms are used: VSX Partner refers to members who have signed the VSX Partner Program Agreement and can post listings in the VSX. VSX partners include: Commercial Partners (all TAP members) Developers (individuals and other entities who are not part of the TAP program) End User refers to a company or individual who accesses the VSX to look for information, products, and solutions. Current Feature Descriptions and Instructions Current instructions for all tasks described in this document are provided in the VMware Solution Exchange User Manuals, available online by clicking the Getting Started for Partners or Post a Virtual Appliance banner on the VSX home page, solutionexchange.vmware.com. This link also provides how-to videos that show how to create and edit a solution listing and perform other tasks in the VSX. Updates As the VMware Solution Exchange Partner Program continues to evolve, this will be updated from time to time with current information. Help To contact VMware with any questions about this program guide or about the VSX in general, send to vsxalliance@vmware. com. Introduction program guide / 3

4 The VMware Solution Exchange (VSX) The VSX is an end-to-end online marketplace for Commercial Partners and Developers to showcase their products and solutions, including virtual appliances, agents, and plug-ins for VMware products. The VSX enables End Users to identify, research, evaluate, and deploy enterprise software for the VMware virtualization platform. The VSX replaces VMware s Partner Product Catalog and Virtual Appliance Marketplace with a platform designed to build and retain End User interest. The VSX not only permits Developers and Commercial Partners to market their products and solutions, but also allows them to engage with End Users in one-to-one or one-to-many private or public collaborations involving VSX Partner solutions. Moreover, Commercial Partners are able to exploit additional features to capture leads and directly manage a sales pipeline with interested End Users. Together, End Users and VSX Partners create a dynamic community of VSX Users, addressing relevant issues in the virtualization ecosystem and leveraging VSX community features to accelerate time to resolution. The VMware Solution Exchange (VSX) program guide / 4

5 VSX Program Benefits The VSX provides a number of benefits to VSX Partners and creates a single resource with broad functionality for End Users. Benefits for Commercial Partners The VSX provides Commercial Partners with a unified, selfservice virtualization marketplace with an integrated view promoting joint products and solutions. Consolidated virtualization marketplace - Single location to showcase VMware virtualization partner solutions Featured and most popular listings Wide End User reach with advertising Ability to create additional user accounts for employees to access the VSX and handle operations and lead management Direct engagement with End Users Product Reviews Sales Pipeline and Lead Management tools Ability to list your business partners Solution related content uploads Lead collection & management system providing the ability to capture information and engage with End Users Download statistics captured Information requests integrated with CRM End User engagement Lead report generation (HTML and export to CSV) Self-service solutions management Intuitive interface for managing account and solution information. Easy and quick product listing creation and updates Benefits for Developers The VSX provides Developers with a self-service virtualization marketplace that has an integrated view of their virtual appliances and product reviews. Consolidated virtualization marketplace providing a single location to showcase VMware virtualization partner solutions Featured and most popular listings Wide End User reach with advertising Self-service solutions management Intuitive interface for managing account and solution information. Easy and quick creation of product listings and updates Product reviews Benefits for End Users End Users are able to perform the following functions in the VSX: Search by company name. Search by product name or by solution type (VMware Product, Industry Type or Technology Type). Download whitepapers and marketing collateral. Download free trial, evaluation or full versions of virtual appliances, agents, and plug-ins. Rate and review solution listings. Request information about a Commercial Partner s company or solution (generate a lead). Engage in sales activities with Commercial Partners. Create and edit account profiles. VSX Program Requirements In order to ensure an optimal experience for all VSX Users, VMware encourages its VSX Partners to remain committed to the program. VSX Partners that fail to undertake a certain minimum level of participation risk undermining an End User s experience and may, therefore, be removed from the program. Commercial Partners To participate in the VSX Program, all Commercial Partners must perform all of the following actions: Be a member in good standing of the Technology Alliance Partner (TAP) Program at the Access level or higher. Accept the VSX Partner Program Agreement. Update and verify the accuracy of company and product listing information, including all hyperlinks, a minimum of once every six months. Agree to treat the personal information of End Users, provided as part of the program s lead generation process, in accordance with the posted privacy policy ( The VMware Solution Exchange (VSX) program guide / 5

6 help/privacy.html) and to comply with all applicable privacy laws and regulations (including, but not limited to, anti-spam legislation) in its treatment of such information. Comply with this. Developers To participate in the VSX Program, all Developers must perform all of the following actions: Accept the VSX Partner Program Agreement. Update and verify the accuracy of product listing information, including all hyperlinks, a minimum of once every six months. Comply with this. Links in the Listings To ensure the adequacy and accuracy of the information available to VSX Users, VSX Partners must ensure that their solution listings contain one or more hyperlinks to websites where the user can directly perform one or more of the following actions: Download a full or evaluation version of the product or solution. Purchase the product or solution. Read or request more information about purchasing or evaluating the product or solution. These hyperlinks can point to a download or request page on the VSX Partner s website. However, hyperlinks that point to a general website will not be approved. Fees Commercial Partner participation in the VSX is subject to concurrent good standing in the Technology Alliance Partner (TAP) Program, which includes, among other terms and conditions, the timely payment of fees. Developer participation in the VSX is offered free of charge in order to facilitate the posting of virtual appliances; Developers are therefore provided only a limited set of VSX features and activities. Commercial Partner User Roles Among the benefits granted to Corporate Partners is the ability to have more than one user under the Corporate Partner s own VSX account. The total number of users available to a Corporate Partner increases with the level of participation in the TAP Program, with 5 users granted to Access and Elite Level partners and 10 users for Global Level partners. Each Corporate Partner user must be assigned to one of four specific Roles in the VSX: Employee, Sales Representative, Sales Manager, or Administrator. As described below, a user s Role determines the activities that user can perform in the VSX. Note: Developers have a limited set of features and functionality available in the VSX. Each Developer account can have only one user, and Developers do not have Roles. Developers also cannot engage in most of the activities available to Corporate Partner users, including the ability to utilize the Sales Pipeline (leads, opportunities, accounts, notifications, and reports). The first user on a Commercial Partner s account is automatically assigned the role of Administrator. Administrators can add other users and assign Roles. The Administrator is also responsible for ensuring that product listings are updated at least once every six months. Commercial Partners must maintain at least one user with a Role of Administrator. If the only user with an Administrator Role leaves the company, contact vsxalliance@vmware.com and request that another user be made an Administrator. The following activities are available to Corporate Partner users according to their Role: Activity Participate in Polls and Forum discussions Create leads Edit leads EMP Rep Mgr Adm Create and edit accounts Create and edit opportunities Receive notifications of changes to assigned leads and opportunities The VMware Solution Exchange (VSX) program guide / 6

7 Activity View summary of leads, accounts, and opportunities EMP Rep Mgr Adm Assign opportunities and leads View Sales Pipeline (Leads by Status, Opportunities by Stage) View Downloads reports Receive notifications of new leads and opportunities * Invite to (add) and delete users from the VSX Change a user s role Create, edit, and delete product listings Submit listings for publishing, and unpublish listings Upload resources Update the company listing * The Administrator only receives notifications when there is no user with the Sales Manager role. Solution Listings VMware is committed to making the VSX a dynamic, rich experience for its VSX Users, with content that is current and relevant to all users. This can be done through the VSX Partner Administration Center at In cases where solution listings have been migrated to the VSX from either the VMware Virtual Appliance Marketplace or the VMware Partner Product Catalog, VMware may have assigned the listing to one or more Categories. When this occurs, VMware sends an to the VSX Partner s primary contact with instructions for verifying or updating the listing, if necessary. VMware may review a VSX Partner s most recent update to its product listings on the VSX. If a listing has not been updated within 12 months, VMware reserves the right, with or without notice, to de-activate the partner or remove that solution listing. That solution listing and all related information will no longer show up on the VSX. The VMware Ready Program The VMware Ready Program is a comprehensive validation and co-branding program. The VMware Ready designation applies to one specific version of a product or solution. Products and solutions that are certified as VMware Ready have passed VMware-specified integration or interoperability criteria and are ready for use with VMware products. Commercial Partners who have passed the VMware Ready validation process gain access to exclusive marketing and co-branding resources, and can apply the VMware Ready logo to their products or solutions. For more information, contact tapalliance@vmware.com. Maintaining the Accuracy of Solution Listings All VSX Partners who post listings must maintain current and accurate information so that the information is up-to-date, safe to use, not obsolete, and provides a good End User experience. Additionally, all VSX Partners who publish virtual appliances, agents, or plug-ins must ensure that the tools, operating system, and applications used are reliable, current, and safe to use. VSX Partners must review and update each of their solution listings, including all hyperlinks, at least once every six months. The VMware Solution Exchange (VSX) program guide / 7

8 VSX Solution Categories and Subcategories In order to ensure that products and solutions are appropriately listed and easy to find, VMware has introduced a number of solution Categories and Subcategories that VSX Partners may select when posting their product or solution listings. These Categories and Subcategories also provide End Users with browse and search results relevant to their needs. VSX Partners may select up to the following number of Categories for each product or solution listing: Technology type: 3 VMware Product type: 5 (for Developers, one must be Virtual Appliances) Industry type (optional, only used when a solution has been architected for a specific virtual market) Each Solution Category contains numerous Subcategories. VSX Partners can select as many Subcategories as necessary to accurately identify their solution. All available Categories and Subcategories are shown when adding a new solution listing or editing an existing listing. Correctly Assigning Listings VSX Partners are responsible for correctly designating their solution listings with the appropriate Categories. VMware reserves the right to add, delete, or change the available Categories, and at its discretion may reject or unpublish a solution listing that is assigned to an incorrect or inappropriate Category. Listings are shown under the appropriate Solution Categories in the VSX. For example, a listing with a Technology Type of Storage, an Industry Type of Healthcare, and a Product Type of VMware vsphere Product Family appears on the Category pages for Storage, Healthcare, and VMware vsphere Product Family. Each Category is also mapped to the top-level tabs on the VSX, so that solution listings automatically appear in the appropriate top-level tab. In addition, a search in VSX for VMware Ready Products displays all VMware Ready listings. Solution Listing Ratings and Reviews The VSX has a rating and review system. All VSX users can provide text comments on any listing, and can also assign a numeric rating to any listing using the following scale: 1 star = poor 2 stars = ok 3 stars = good 4 stars = great 5 stars = excellent Integrity in Ratings and Reviews In order to provide integrity in VSX ratings and reviews, the following rules apply: Each VSX Partner and End User can provide one rating and one review for each solution listing. VSX Partners can rate and review their own solution listing. When a VSX Partner updates a listing (for example, with a new version), all existing ratings and reviews remain intact. Users who rated or reviewed the previous version of the listing cannot add a separate rating or review for the updated listing. Deleting a listing deletes all of the ratings and reviews associated with that listing. VMware reserves the right to remove any reviews deemed inappropriate. Negative and irrelevant remarks, abusive and offensive language related to any reviewer, any review, or any solution listing are some examples of inappropriate content. Right to Petition a Rating or Review If a VSX Partner believes that another user s rating or review of their product is inappropriate, they have the right to petition for its removal. Send an to vsxalliance@vmware.com with the subject Reporting Inappropriate VSX Review. Include the following information in the Name of product Name of company that the listing is published under Name of reviewer Text of the review or value of the rating (1-5 stars) in dispute Reason that the review or rating is inappropriate VMware reserves the right to either take no action or to delete the review, rating, or both. If VMware deletes the review or rating, there will be no notification when the review is deleted. The user who created the review or rating can create another review or rating for the listing. VSX Solution Categories and Subcategories program guide / 8

9 Featured VSX Partner Products VMware may feature VSX Partner products and solutions on the VSX home page, and may feature additional solutions on the landing page for each of the high-level tabs: Datacenter, Applications, Desktop Virtualization, Cloud, and Virtual Appliances. In order to be eligible for feature on the VSX home page or landing page, a VSX Partner solution must: Be VMware Ready, HCL-certified, or validated with a relevant VMware program. Contain rich content, such as a joint whitepaper, solution brief, architecture design guide, video, or product shot. List relevant partners for the solution. List relevant support statements and compatibility information. Be technologically relevant. Most Popular Products The Most Popular tab appears below the featured product listings on the VSX home page, and next to the Most Recent tab on each of the landing pages. The Most Popular rankings are determined by score. Each product listing s score is calculated by an algorithm that considers the following factors: Whether the product is VMware Ready Number of ratings Average rating value Number of leads generated Number of product information downloads Number of times the Try button has been clicked Rotating Featured VSX Partner Products VMware rotates featured VSX Partner products and solutions on a regular basis. The selected products and solutions appear under a Featured bar at the top of the page, directly below the banner. VMware communicates the selection criteria and proposed frequency of rotation to VSX Partners and may, at its sole discretion, with or without notice, change the selection criteria and frequency of rotation. Most Recent and Most Popular Products The solution listings on the VSX appear on a dynamically generated basis in the Most Popular and Most Recent categories on the home page, and on each of the category landing pages. Most Recent Products The Most Recent tab on the VSX appears below the featured product listings on the home page and on each of the landing pages for Datacenter, Applications, Desktop Virtualization, Virtual Appliances and Cloud. The products that appear in this section represent solutions that VMware has most recently approved for publication. Featured VSX Partner Products program guide / 9

10 Glossary Administrator Commercial Partner Developer Employee End User Forum IHV ISV Partner Sales Manager Sales Representative Solution Listing TAP Program Commercial Partner user role in the VSX. Administrators have full administrative privileges for that Partner s information on the VSX, including creating and maintaining product listings in the VSX, and assigning roles to other users. A commercial entity, such as a company or an organization, that develops and sells commercially available products and solutions, has signed the VSX Partner Program Agreement, and can post listings in the VSX. A non-commercial entity, such as an individual software community member, who develops products and solutions that are not for commercial sale or use, has signed the VSX Partner Program Agreement, and can post listings in the VSX. Commercial Partner user role in the VSX. Users with the Employee role can participate in Forum discussions and polls. Any person who accesses the VSX to look for information, products, and solutions. End users have not signed the VSX Partner Program Agreement and cannot post listings. An online question-and-answer area in the VSX in which Commercial Partners can ask questions and receive answers about using the VSX. Individual Hardware Vendor Individual Software Vendor A commercial or non-commercial entity that develops products and solutions. The VSX has two types of partners: Developers and Commercial Partners. Commercial Partner user role in the VSX. Sales Managers can view reports and assign leads. Commercial Partner user role in the VSX. Sales Reps can create and edit accounts and opportunities. All of the information that a Partner chooses to display publically on the VSX about a particular product or solution. The Technology Alliance Partner Program. Glossary program guide / 10

11 VAM vco (VMware vcenter Orchestrator) plug-ins VMware Legal Line VMware Ready Program VMware Sales Professional (VSP) VMware Technical Sales Professional (VTSP) VSX VSX Partner VSX Partner Administration Center VSX Program Virtual Appliance Marketplace Software add-ons that automate use cases in a specific domain or a specific application. Plug-ins allow bi-directional communication between the vco platform and management systems typically found in data centers. They also contain pre-built actions and workflows that customers can modify and deploy to automate IT processes that pertain to their business practices. VMware and VMware Ready is a registered trademark or trademark of VMware, Inc., in the United States and/or other jurisdictions. VMware Ready designates VMware s highest level of endorsement for products created by established Commercial Partners. VMware Technology Alliance Partner members develop their products to meet VMware standards and submit them for testing and review. Products that meet VMware Ready requirements will display the VMware Ready logo. To participate in a VMware Ready program, Commercial Partners must first be members of the Technology Alliance Partner Program. The VMware Sales Professional Program is designed for any individual in a Sales capacity. This training and knowledge is applicable to partners, end-users, resellers, and consultants - anyone who wants to demonstrate his or her expertise in virtual infrastructure and increase his or her potential for career advancement. The VMware Technical Sales Professional Program is designed for technical individuals acting as Sales Engineers or other Pre-sales poles. It is also applicable to partners, end-users, resellers, and consultants who want to demonstrate their expertise in virtual infrastructure and increase their potential for career advancement. The VMware Solution Exchange marketplace at solutionexchange.vmware.com/. Any commercial or non-commercial entity or individual who has signed the VSX Partner Program Agreement and can post listings in the VSX. The self-service Administration portal on the VSX that allows partners to create and manage their VSX solution listings. The features and benefits available on the VSX; also the prerequisites and procedures that a partner must follow to market and sell their solutions on the VSX. Glossary program guide / 11

12 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: VSX_11Q2_GUIDE_VSX_ProgramGuide_R2