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The Power of Partnership

Market Leading Virtualization and Cloud Computing

Solutions, Award-Winning Programs, Unparalleled Value
The industry is changing, the market is moving and customers are continuously challenged by a very strong, fluid business environment.
They are looking to you, our partners, to help them navigate that change and move to the mobile cloud era. The solutions that we are offering
in this One Cloud, Any Application, Any Device world, are primarily focused around the Software Defined Data Center, End User Computing
and the Hybrid Cloud. We aim to have our programs be simple, predictable and profitable.
The VMware Partner Network is the framework for collaboration between VMware and you, our partners, offering a wide range
of benefits, training resources, certifications, and rewards to ensure our mutual success. Our partner programs are designed to
optimize your profitability and make sure you are competent, regardless of your transaction model - whether it is resell, services
or technology focused. Your success is important to us, and we will reward you for the investments that you are making in us.
Learn more about the benefits of the VMware partner programs and align your business with the undisputed leader in cloud
infrastructure and business mobility solutions

Why Partner with VMware?

VMware offers a One Cloud, Any Application, Any

Device architecture that enables IT organizations like
your customers to operate on- and off-premises clouds
as a single, unified environment.
VMware is the proven choice for virtualization from the
desktop through the data center to the cloud. More than
500,000 customers of all sizes have chosen VMware as
their virtualization infrastructure platform.
Take full advantage of the industrys highest attach rate.
Boost your profits through financial rewards.
Provide flexible end-customer options that enable cost
savings to your customers.
Easily access powerful partner training and sales tools
through distribution partners or through our own Partner
Central and Partner University.
Gain a solid competitive edge with comprehensive
marketing tools.

Getting Started
When joining the VMware Partner Network, you join at the
Enrolled tier, and you do not need to specify a particular
Route-to-Market program. The Enrolled tier allows you to:

How to Join
1.
2.
3.

2014 W INNER

Learn more about the different Route-to-Market programs

we offer (e.g. Solution Provider, Service Provider,
Consulting and Integration Partner or Technology Alliance
Partner).
Take time to decide what Route-to-Market program is right
for your business model, and start acquiring the needed
sales & technical solution skills with free online training to
accelerate your time to the first transaction.

Go to www.vmware.com/partners and click on Enroll

Now.
Complete the VMware Partner Network Application Form
and accept the Terms & Conditions.
Once enrollment is finalized and you have determined
what Route-to-Market program is right for your business
model, then you can start acquiring the needed sales and
technical solution skills with free online training on Partner
University.

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The Power of Partnership

Programs Available Under the VMware Partner Network (VPN)

VMware Offers Three Primary Relationships: Resell, Services and Technology

Resell: Companies that want to sell, market and

deliver VMware products and services.
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 to help ensure that 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 customers
virtualization and cloud computing needs.

Technology: Companies that have their own

products and technologies and incorporate
VMware products.
Global OEM Alliance Partners
Global Alliance Partners integrate, support and OEM their
hardware and software with VMware technology.
Technology Alliance Partners
This program enables software and hardware vendors to
develop and market integrated VMware solutions that deliver
enhanced value to customers.
ISV Partners
Within the Technology Alliance Partner program, the
VMware vCloud Air ISV Program focuses on enabling
ISVs to extend traditional, on-premise solutions to the
cloud, or to develop cloud-native solutions on
VMwares vCloud Air.

Services: Companies that sell and manage

services.
VMware vCloud Air Network Program (formerly VSPP)
This program is the ideal solution for companies who offer
hosted services to 3rd parties, such as Infrastructure as a
Service (IaaS) Providers, Cloud Service Providers, Application
Service Providers (ASPs), Internet Service Providers (ISPs)
and Platform as a Service (PaaS) Providers.
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.

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Solution Provider Program Overview

Your companys 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.

TIER

Professional

Enterprise

Premier

BENEFITS

REQUIREMENTS

Partner University access online training &

education
Partner Central access VMwares exclusive
partner portal
Visibility on Partner Locator
VMware Partner Network Logo
Eligible for 2% Opportunity Registration discounts
(Advantage+)
Access to sales incentives (Sales Rewards)
Demand Creation tools
Eligible for Solution Selling incentives (Solution
Rewards)
Ability to resell renewals
Not for Resale Licenses
Internal Use Licenses
2 Tech Support incidents per year

VPN Program Enrollment Agreement

1 VSP* and 1 VTSP**
Annual Fee: $250 USD (no fee in developing countries)

Professional Benefits Plus:

Dedicated Development Funds
10% discount for Opportunity Registration
5 Tech Support incidents per year
Volume Purchase, Enterprise Purchase and
Enterprise License Programs

VPN Program Enrollment Agreement

2 VSP*, 2 VTSP** and 2 VCP*** (1 each for developing
countries)
Achievement of any 1 Solution Competency
Annual Fee: $1,500 USD ($750 in developing countries)
Completion of the VMware Ethics & Compliance Training

Enterprise Benefits Plus:

12% discount for Opportunity Registration
VMware Go-to-Partner Designation
Increased Development Funds
Named Partner Marketing Manager
Premier Rewards
10 Tech Support incidents per year

VPN Program Enrollment Agreement

4 VSP*, 4 VTSP** and 4 VCP*** (2 each for developing
countries)
Achievement of 3 Solution Competencies (2 for
developing countries)
Annual Fee: $1,500 USD ($750 in developing countries)
Revenue Minimum: $1,000,000 ($500,000 in developing
countries)
Minimum of 10 transactions over 4 quarters
Partner Executive Sponsorship

* VSP VMware Sales Professional

** VTSP VMware Technical Solutions Professional
*** VCP VMware Certified Professional
For detailed requirements and benefits refer to the Solution Provider Program Guide.

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VMware vCloud Air Network Program Overview

The VMware vCloud Air Network Program is the VMware partner program that provides Service Provider partners with the
opportunity to grow services-based business by consuming VMware products on a pay as you go, pay as you grow monthly
subscription model. By offering VMware-based cloud services, VMware vCloud Air Network Service Providers can provide hybrid
cloud services that quickly and seamlessly extend a customers data center into the cloud using the same VMware products and
tools used on premise.

TIER

BENEFITS

REQUIREMENTS

Professional
- Service Providers that
invest in training and are
actively using VMware
products.

Partner University access online training &

education
Partner Central access VMwares exclusive
partner portal featuring a wide variety of resources,
tools and information
Visibility on Partner Locator
Partner Program Branding
VMware IaaS Powered Badge
Not for Resale (NFR) Licenses
Cloud Test Demonstration Environment
vCloudproviders.vmware.com Listing

VPN Program Enrollment Agreement

vCloud Air Network Program Rental Agreement 360
point plan or higher
1 VMware Sales Professional Cloud Provider (VSP
CP)
1 VMware Operations Professional Cloud Provider (VOP
CP)

Enterprise
- organizations that offer
Hybrid Cloud Powered
services based on
VMware products.

Professional Benefits Plus:

Press Release Support
Internal Use Licenses (IUL)
Use of Hosted IT Services by Service Provider
Option to be a Cloud Credits Redemption Partner
Development Funds

VPN Program Enrollment Agreement

vCloud Air Network Program Rental Agreement 10,800
point plan or higher (3,600 points for developing countries)
1 VMware Sales Professional Cloud Provider (VSP
CP)
1 VMware Operations Professional Cloud Provider (VOP
CP)
2 VMware Certified Professionals (VCP) (1 for developing
countries)
Achievement of the Cloud Provider Solution Competency

Premier
- partners who are
strategically and
technically aligned to
VMware and commit
business resources to
delivering Hybrid Cloud
Powered services.

Enterprise Benefits Plus:

Early Access to Product Roadmap
Co-Marketing and Account Support

VPN Program Enrollment Agreement

vCloud Air Network Program Rental Agreement 100,000
point plan or higher
1 VMware Sales Professional Cloud Provider (VSP
CP)
1 VMware Operations Professional Cloud Provider (VOP
CP)
4 VMware Certified Professionals (VCP) (2 for developing
countries)
Achievement of the Cloud Provider Solution Competency
Hybrid Cloud Powered Technical Badge

For detailed requirements and benefits refer to the vCloud Air Network Program Guide.

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Technology Alliance Partner (TAP) Program Overview

The Technology Alliance Partner (TAP) Program enables companies to partner with the global leader in virtualization, with more
than 500,000 customers worldwide. Get the tools and resources to build and deliver your solutions on the VMware platform. Test,
integrate and package Application Software, Infrastructure and Hardware products with VMware products across the Software
Defined Data Center, End User Computing and Hybrid Cloud areas on-premise or in the Cloud.

TIER

BENEFITS

REQUIREMENTS

Access
- prepares and guides
your company when it is
establishing a technology
relationship with VMware.

Partner University access online training &

education
Partner Central access VMwares exclusive
partner portal featuring a wide variety of resources,
tools and information
TAP Program Newsletter
Exclusive NDA Roadmap Sessions
Free Software Licenses Access Bundle
Discounted Developer Licenses
PR Support

VPN Program Enrollment Agreement

Public Support Statement (Software Vendors Only)
VMware Solution Exchange Published Listing
Primary Contact Alliance Champion
Technical Contact Engineering and Beta Champion
TSANet Membership VMware Ready
Annual Program Fee - $750 USD

Elite
- ideal if you are seeking
integration of your
products with VMware
products. Hardware,
infrastructure and
software vendors receive
benefits designed to
enable you to learn, build
and deploy your solutions
on VMware platforms as
well as provide support to
mutual customers.

Access Benefits Plus:

Free Software Licenses Elite Bundle
Technical Alliance Manager
$500 Annual Credit for VMworld

VPN Program Enrollment Agreement

Public Support Statement (Software Vendors Only)
VMware Solution Exchange Published Listing
Primary Contact Alliance Champion
Technical Contact Engineering and Beta Champion
TSANet Membership VMware Ready
Annual Program Fee - $7500 USD

For detailed requirements and benefits refer to the TAP Program Guide.

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Partner Support & Resources

Partner Central

Marketing Support

VMware Partner Central

The VMware partner portal providing the latest news and
resources available for sales, marketing, and technical
efforts.

VMware Demand Center Portal

A central resource for locating VMware marketing tools and
materials, offering qualified campaigns and resources based
upon your profile (i.e. tier/GEO/Competency, etc.).

Sales Support & Incentives

Social Media Syndication

Accelerate your online reputation with social media
syndication. With this tool, VMware provides content you can
post automatically to your social networks, making it easy to
keep up your social profiles.

VMware offers a portfolio of incentive programs designed to

reward you for value-creation and investments made in your
VMware product and solution sales practices.
Solution Rewards
The VMware Solution Rewards program is designed to
accelerate your profitability on sales of new and emerging
VMware virtualization solutions. If you achieve qualifying
VMware Solution Competencies, you will be eligible to
receive a quarterly back-end rebate on select products.

Training & Development

Advantage+
The Advantage+ Opportunity Registration Program rewards
you for value selling and leading with VMware solutions. By
registering qualified opportunities, you can protect your presales investment, secure VMware sales support, and may be
eligible for financial incentives to increase your profit margins.

Solution Competencies
A VMware Solution Competency is a recognized level of
expertise that enables you to accelerate your sales and
services growth. Solution Competencies are earned through
a combination of in-depth, hands-on product experience,
and specialized eLearning. Once achieved, Solution
Competencies make you eligible for additional benefits.

Partner University
VMware Partner University is a virtual campus providing you
with access to the latest high-quality training and education
on VMware products, services and solutions.

Not for Resale (NFR) software

NFR software is offered at no charge to eligible partners for
product demonstration and educational purposes.
Internal Use Licenses (IUL)
Available for purchase at a discount for use in your internal
IT environment to assist you when building VMwarecompatible solutions.

VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com
Copyright 2015 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.

04/15