VMware Solution Provider

Program Guide For New Partners

Q3 FY20
©2019 VMware, Inc.
 TABLE OF CONTENTS

01 PROGRAM OVERVIEW 02 BENEFITS 03 RESOURCES

• Program Value • Rewards and Incentives
• Partner Central
• Program at-a-Glance • Training
• Partner University
• Program Enrollment • Demand Generation
• Helpful Links
• Program Progression • Sales Acceleration and Support
• Service Enablement
• Program Success
 Table of Contents
VMware Solution
Program
Provider Program Guide Benefits Resources
Overview
for New Partners

PROGRAM OVERVIEW
The VMware Partner Network (VPN) is the framework for collaboration between VMware and our partners, offering a wide range of benefits,
Program training resources, certifications, and rewards to ensure our mutual success. VMware strives to provide a consistent, predictable and profitable
Value
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
Program at- virtualization solutions to meet the needs of their customers.
a- Glance

ENGAGEMENT SOLUTION
Program DISTRIBUTOR CUSTOMER
Enrollment MODEL PROVIDER

Program
Progression 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:

NEW
ACCESS INCREASED DIFFERENTIATION
to benefits, rewards and profitability OPPORTUNITY from the competition
resources that help drive creation
license and service business

NOTE: Without explicit approval from VMware, Solution Providers cannot resell to another Solution Provider (resell) Partner
 Table of Contents
VMware Solution
Program
Provider Program Guide Benefits Resources
Overview
for New Partners

PROGRAM OVERVIEW
Program • Training • Training • Training
• Completed Solution • Solution Competency • Solution Competencies
REQUIREMENTS
Value
Provider Program • Annual Program Fee • Revenue
Online at Agreement • Partner Ethics & Compliance • Transactions
vmware.com • Annual Program Fee Training • Annual Program Fee
Program at- • Partner Profile • Partner Profile • Partner Ethics & Compliance Training
a- Glance • Partner Profile

Complete the VMware Complete the Solution Provider Complete additional training and
Partner Network program requirements and sign Program Agreement & Compliance Complete additional training and Program
Program
(VPN) Agreement the Program Agreement requirements Agreement & Compliance requirements
Enrollment

Program VPN
Progression Professional Enterprise Premier
Enrolled
The VPN Agreement gets Upon completion of the above Upon completion of the above Upon completion of the above
your VMware partner requirements, including submission requirements, the partner is now requirements, the partner is now a
journey started. This is of Program Agreement program fee an Enterprise level Solution Premier level Solution Provider.
your initial stage before payment, the partner is active and Provider.
joining the Solution able to transact at the Professional
Provider Program. level.
BENEFITS

Enterprise benefits plus:

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.
• Reselling rights
• Training discounts
• NFR/IUL Licenses
• Safeguard Registration
• Partner Locator listing
• Access IP materials
Professional benefits plus:
• Premier Rewards rebate
• Opportunity Registration upfront
• Additional NFR/IUL licenses
discount
• VMware Partner Management
• Solution Rewards rebates
eligibility
• Development Fund eligibility
• Purchasing Plan eligibility
• Additional NFR/IUL licenses
 Table of Contents
VMware Solution
Program
Provider Program Guide Benefits Resources
Overview
for New Partners

PROGRAM OVERVIEW
INITIAL ENROLLMENT STEPS
Program
Value
VPN Enrollment Program Selection Complete Program Requirements Pay Program Fee Start Transacting
Join the VMware Partner Network Once enrolled, the Partner Primary
Program at- (VPN) from www.vmware.com by Contact receives access to Partner
a- Glance completing the VPN Enrollment Form Central. our partner portal. On the
and accepting the VPN Agreement. Partner Central homepage, you must
Initial partner status will be VPN select the Solution Provider route and
Enrolled (includes no resell rights) proceed to the next steps.
Program
Enrollment
1 4
2
From www.vmware.com, select “Partner Programs” and click on Log onto Partner Central and click on “Select Program”
Program ”Enroll Now” Complete the program application
Progression

3 VMware sends the Primary Contact an 5 Select “Solution Provider” from the list,
email with Partner ID that allows select the Preferred Distributor and hit
limited access to Partner Central “Submit”
 Table of Contents
VMware Solution
Program
Provider Program Guide Benefits Resources
Overview
for New Partners

PROGRAM OVERVIEW
INITIAL ENROLLMENT STEPS
Program
Value
VPN Enrollment Program Selection Complete Program Requirements Pay Program Fee Start Transacting
VSP and VTSP Foundation training
Program at- requirements must be fulfilled (via
a- Glance Partner University) along with completion
of the online Solution Provider Program
Agreement.
Program
Enrollment
6 7
Register for the required trainings in VMware Partner
Once training is completed, a confirmation is emailed the the Primary Contact.
University by going to the “Accreditation” tab and
Program
selecting the VSP and VTSP Foundation courses.
Progression

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
Program
Provider Program Guide Benefits Resources
Overview
for New Partners

PROGRAM OVERVIEW
INITIAL PROGRAM ENROLLMENT STEPS
Program
Value
VPN Enrollment Program Selection Complete Program Requirements Pay Program Fee Start Transacting
Partner will not progress Partner can start selling
Program at- to Professional tier until and enjoying the program
a- Glance VMware approves the benefits upon receipt of
Program Agreement and the confirmation email.
the annual program fee
is paid.
Program
Enrollment
9 11
VMware will send the Primary Contact an eligibility confirmation email to progress to Upon receipt of payment, the Primary Contact will receive the below
Program Professional tier, effective upon payment of the annual program fee. automated email containing your Partner ID
Progression
10
Clicking on “Payment” directs you to the Fee Store, where you must select “Proceed to 12
Checkout” to complete payment.
You now have full access to Partner Central
 Table of Contents
VMware Solution
Program
Provider Program Guide Benefits Resources
Overview
for New Partners

PROGRAM OVERVIEW
Program ENTERPRISE LEVEL PROGRESSION STEPS
Value

Program at-
a- Glance 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
Program
Provider Program Guide Benefits Resources
Overview
for New Partners

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
REWARDS AND INCENTIVES

Training Benefit Description Details Tier Eligibility

Resale Rights* Partners are allowed to start transacting immediately after all Solution
Provider program requirements are complete, which unlocks access to
Demand
Generation the program incentives and rewards.
Advantage+ This program protects and/or rewards sales opportunities for partners Professional (Safeguard
• Front-end discount.
Sales Opportunity driving advanced solutions with their customers. Protects partner’s pre- Registration only),
• Discounts, varied by product
Acceleration & Registration sales investments on net new opportunities. Enterprise and Premier
Support ELA Preferred Provides partners with ‘VMware's Best Price’ at the time of sale for • ELA Fulfillment Rebate,
Pricing qualified and approved ELA Registrations only/ as part of the Advantage+ varied by product Enterprise and Premier
Services Program. • ELA Price Protection
Enablement
Solution Rewards This is a rebate program associated with attainment of Solution • Back end Rebate
Competencies. Rebate percentage varies by solution area sold. • List license value based on All Partners
Program product family
Success Development The Program supports external marketing campaigns, enablement and
• Post-Sales Rewards by Enterprise and Premier
Funds sales initiatives that generate demand for VMware products. For qualified
proposal and VMW approval
authorized partners.
Sales Rewards Dynamic bonus program that rewards accredited individuals within a Professional, Enterprise
participating VMware Solution Provider partner organization by allowing and Premier Partner
them to accrue and then quickly redeem points for merchandise, gift • Post Sales Rewards Bonus individuals with
cards, travel vouchers and more. NOTE: May not be available in all Geos. accreditation(s)

*Resale rights are subject to the VMware Sales Territory Restrictions and Order Requirements Guide on Partner Central.
 Table of Contents
VMware Solution
Program
Provider Program Guide Benefits Resources
Overview
for New Partners

BENEFITS
Rewards and TRAINING
Incentives

Benefit Description Details Tier Eligibility

Training
Training Discount VMware offers a discount on training. • All VMware products

Accreditations • VSP
Demand Accreditations recognize knowledge on the different VMware Solutions. They are
• VTPS
Generation awarded at the individual level
• VOP

Sales Certifications VMware is committed to providing industry-leading certifications that demonstrate

Acceleration & your expertise on the different technology areas. Certain VMware certifications • VCA
Support help your company achieve Solution Competencies by fulfilling the Technical Post- • VCP
Sales accreditation requirement. Your organization achieves Master Services • VCAP
Competencies when they have the required number of individuals complete the • VCDX
Services solution-specific certification.
Enablement
Solution Solution Competencies demonstrate your sales and technical proficiency, and All Partners
Competencies proven customer success and expertise in a specialized area of business. Attaining • There are thirteen
Program a VMware Competency allows you to differentiate by showcasing proficiency in available Solution
Success selling solutions and delivery of services in a specific solution area. Note in addition competencies in different
to being a benefit, Competency attainment is tied to overall program compliance, solution areas
they are awarded at a organizational level.
Hands-On Labs Virtual labs that help partners and customers prepare for certifications, validate
• They are offered for
(HOLs) features and access to learn about the latest VMware Products. The environments
different experience levels
are fully configured, tested and documented for online access. For a in person
• Classified is by technology
learning experience attend the SociaLabs.
vmLIVE Daily Daily session webinars that serve as continuing education for the entire global
• Regional
Webcasts VMware Partner Network. Each session provides key updates across
• Global
products/solutions, partner programs and incentives, sales and marketing.
 Table of Contents
VMware Solution
Program
Provider Program Guide Benefits Resources
Overview
for New Partners

BENEFITS
Rewards and DEMAND GENERATION
Incentives

Benefit Description Details Tier Eligibility

Training
Partner Demand Center Equips a modern marketer to operate in a digital world with
tools, content, integrated campaigns and resources that All Partners
generate demand and turn prospects into customers.
Demand
Generation Partner Press Release Keeps the VMware partners informed about relevant
Templates announcements, products, solutions, enablement launches and
Enterprise and Premier
updates, events and more.
Sales
Acceleration &
Support Website Content Generate awareness with VMware solution content syndicated
Syndication on your website. Provides easy to copy-and-paste one-time
All Partners
setup with customizable overview pages and enables you to
Services
Enablement obtain metrics and generate leads. Available in 14 languages

Program
Success
 Table of Contents
VMware Solution
Program
Provider Program Guide Benefits Resources
Overview
for New Partners

BENEFITS
Rewards and SALES ACCELERATION & SUPPORT
Incentives

Benefit Description Details Tier Eligibility

Training
Renewal Center Self-service capabilities to help drive VMware upsell and renewal • Cross-sell/up-sell support
All Partners
opportunities. • Intuitive quote request

Demand Not For Resale (NFR) No-cost VMware product licenses for lab testing, in-house demo,
Professional, Enterprise*
Generation Licenses and training and educational. Eligible partners also receive one year • All VMware products
and Premier*
of subscription services with the NFR software.

Sales Internal Use Licenses Production licenses offered at substantial discounts to help partners
Acceleration & (IULs) get first-hand understanding of software capabilities. Partners are Professional, Enterprise**
• Discount on selected
Support required to purchase subscription and support for the use of and Premier**
licenses
internal use software, and are allowed to purchase an amount worth
of licenses per year.
Services
Enablement Partner Technical Support Codes are granted to partners according to their partner
Support membership level. Partners can use their Support Code • All Partners
• Incidents by tier
entitlements against any Not For Sale License. Each membership
Program level is granted a number of Support Code Incidents per year.
Success
Partner Locator • Search can be done by
Allows the VMware external customers and partners to intuitively
partner type, level and • All Partners
search for partners to help address desired business goals.
competencies they have
*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
Program
Provider Program Guide Benefits Resources
Overview
for New Partners

BENEFITS
Rewards and SERVICES ENABLEMENT
Incentives

Benefit Description Details Tier Eligibility

Training
Solution Enablement SETs package VMware services, sales and marketing IP that enable
Available for offerings
Toolkits (SETs) Partners to capitalize on Software-Defined Datacenter (SDDC),
across data center, All Partners
End-User Computing (EUC) and Cloud services opportunities and
Demand networking, HCI, digital
build new VMware consulting practices. There are several assets
Generation workspace and cloud.
available in Partner Central.
Master Services Includes:
Sales These designate a high level of service capability in support of
Competencies (MSC) • Cloud Management and
Acceleration & VMware solution offerings as validated by your customer.
Automation
Support Attainment of an MSC unlocks valuable resources to extend the Enterprise and Premier
• Data Center Virtualization
partner’s services capability, differentiate expertise and help drive
• Desktop and Mobility
more services revenue.
Services • Network Virtualization
Enablement
Livefire Training Delivered by VMware Solutions Architects with real-world
Courses offered:
experience, this week-long training provides the high quality, Partners attaining Master
• NSX
Program hands-on technical enablement required for designing and Services Competencies
• Hybrid Cloud
Success delivering SDDC solutions that accelerate VMware adoption and (Enterprise and Premier)
• Digital Workspace
value capture for partners.
Center for Advanced A Global Center for Advanced Skill Development, this advanced
Learning (CAL) training offered at VMware headquarters focuses on setting Partners attaining Master
Academy baseline competency, fostering innovation and developing elite • Available for all solutions Services Competencies
service professionals through access to the most advanced (Enterprise and Premier)
technical, professional and leadership skills available.
 Table of Contents
VMware Solution
Program
Provider Program Guide Benefits Resources
Overview
for New Partners

BENEFITS
Rewards and PROGRAM SUCCESS
Incentives

Benefit Description Details Tier Eligibility

Training
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
Demand incentives and rewards, deal registration, product information, and
Generation the enablement and support to help partners successfully achieve
their business goals.
Sales Partner University Accessible via Partner Central, Partner University give partners with
Acceleration & access to all training and learning resources that will grant a Access to all types of
Support competitive advantage and the ability to position themselves as a trainings, certifications,
trusted advisor for their customers, which results in higher accreditations, labs All Partners
Services profitability.
Enablement
Partner Support Center The VMware Partner Support Center offers best-in-class support to Support is available in:
(PSC) all partner tiers, with a strong focus on ease of doing business • English
Program through each step of the partner's journey. Contact: • Japanese
Success partnernetwork@vmware.com • Chinese
Partner Badges Allow partners to promote their excellence in delivering VMware • Program and Tier badges
virtualized solutions as well as solutions and service delivery • Solution Competencies
expertise, whether promoting online, in customer communications badges
or in sales proposals and materials. • Master Services
Competencies badges
 01 PARTNER CENTRAL
Partner Central is an award-winning web portal that equips VMware partners with everything they need to effectively Table of Contents
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 Partner Central
required to successfully achieve their business goals.

Partner
University

.
RESOURCES

Helpful Links

PARTNER
CENTRAL
Account information, Marketing benefits Program
current primary contact, such as program The VMware Knowledge
announcements,
preference, and other badges, campaigns Base, a searchable database
including
contacts, which should marketing templates for resolving common
upcoming
be updated as needed, design to build technical issues, tips, and
events, webinar
under the “My awareness, drive technical notes, and answers
recordings, and
Company” section. demand, and generate to VMware product FAQs.
the most recent
Partners first must log in leads. This repository of articles
Solution
and select the “Update provides support solutions,
Provider’s news.
Personal Profile” option error messages, and VMware
on the Solution Provider troubleshooting guides on Solution Provider
Partner homepage. all of the VMware products. 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 Table of Contents
strategy and solutions.
Partner Central

Partner
University
Training & Events
• Bootcamps
RESOURCES

Helpful Links
• Hands-on labs
• Webinars
• Launch briefings

Skills Programs
• Individual Accreditations
• Certifications
VMware
• Competencies Solution Provider
Program Guide
for New Partners

Everything to enable you in the VMware Partner

learning journey
 03 HELPFUL LINKS *
Advantage+ Quarterly Partner Briefings
Table of Contents

Demand Center Renewals

Partner Central
Development Funds Solution Competencies

Developed Country List Solution Enablement Toolkits (SETs)

Partner
Internal Use License (IUL) Solutions Rewards University

Master Services Competencies Subscription Services

RESOURCES

My VMware Twitter Helpful Links

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

VMware
Solution Provider
Promotions
Program Guide
for New Partners
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
partnernetwork@vmware.com