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VMware, Inc.

3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com
Copyright © 2014 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. Item No: VMW_14Q2_PROGRAMGUIDE_SolutionProvider

03/14

Solution Provider
Program Guide
Updated Q2 2014





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THIS GUIDE SETS FORTH PROGRAM RULES AND
POLICIES THAT GOVERN YOUR PARTICIPATION IN
THE VMWARE SOLUTION PROVIDER PROGRAM.
VMWARE MAY UPDATE THIS GUIDE FROM TIME TO
TIME VIA ITS “PARTNER CENTRAL” WEBSITE. IF ANY
UPDATE TO THIS GUIDE IS UNACCEPTABLE TO
YOU, YOUR SOLE AND EXCLUSIVE REMEDY SHALL
BE TO EXERCISE YOUR TERMINATION RIGHTS
UNDER YOUR VMWARE SOLUTION PROVIDER
PROGRAM AGREEMENT WITH VMWARE.
VMWARE RESERVES THE RIGHT TO ADMINISTER
AND MODIFY THE PROGRAM TERMS REFERENCED
HEREIN AT ITS DISCRETION OR RESTRICT/ DENY
PARTICIPATION BASED ON PUBLISHED PROGRAM
RULES. THE TERMS OF THIS GUIDE ARE SUBJECT
TO THE TERMS OF YOUR VMWARE SOLUTION
PROVIDER PROGRAM AGREEMENT.
VMWARE DOES NOT PROVIDE ANY WARRANTIES
COVERING THIS INFORMATION AND SPECIFICALLY
DISCLAIMS ANY LIABILITY FOR DAMAGES,
INCLUDING, WITHOUT LIMITATION, DIRECT,
INDIRECT, CONSEQUENTIAL, INCIDENTAL, AND
SPECIAL DAMAGES, IN CONNECTION WITH SUCH
INFORMATION.
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Table of Contents
Welcome to the VMware Partner Network .................................................................................................... 4
Program Requirements ................................................................................................................................. 6
Program Benefits .......................................................................................................................................... 8
Partner Central Helpful Links ...................................................................................................................... 11
APPENDIX - Operational Information ......................................................................................................... 12

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Welcome to the VMware Partner
Network
Our Partners — The Cornerstone to
Our Success
The VMware Partner Network 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 our partners to grow with
us.
VMware Solution Provider Program
Overview
VMware Solution Providers are typically partners whose
primary business model is value-added reselling and/or
services delivery. Their offerings can include the design,
planning and deployment of complex virtualization
solutions to meet the needs of their customers.

Note: This program guide is subject to change. To
receive updates, subscribe to this document on Partner
Central.
VMware Program Policies
Program Enrollment and Compliance
Enrolled Tier
When joining the VMware Partner Network, a partner
joins at the Enrolled tier, and does not need to specify a
specific Route-to-Market program. The Enrolled tier
allows partners to:
 Learn more about the different Route-to-Market
programs (e.g. Solution Provider, Service
Provider, Consulting and Integration Partner or
Technology Alliance Partner) we offer.
 Take time to decide what Route-to-Market
program is right for their business model, and
start acquiring the needed sales & technical
solution skills with free, online training to
accelerate their time to the first transaction.

Please note that partners in the Enrolled tier do NOT
have resell rights.

To progress to a higher tier within the VMware Solution
Provider Program, a partner must (a) have declared their
intent to participate in that route-to-market, and (b) enter
a VMware Partner Program agreement. Benefits and
requirements vary by Solution Provider Program
membership level.

VMware Solution Provider Program membership will
renew automatically for successive one-year terms
provided the partner remains in compliance with all
program requirements. VMware reviews program
compliance at least once a year and reserves the right to
re-level partners that exceed or no longer meet the
requirements of their membership level.
Territorial & Resale Restrictions, Legal
Entity and VMware Program Membership
Except as otherwise authorized by VMware:
 Partners desiring to operate entities in more
than one country must join the Solution Provider
Program by enrolling in each country from which
partner desires to resell VMware products or
services.
 Each operating entity must satisfy the program
membership requirements on its own.
 Each authorized entity is permitted to resell
products or services only to end users within its
appointed Territory. “Territory” means the
country in which partner’s principal place of
business is located. VMware will publish, from
time to time, the exceptions to this policy.
 Each authorized entity must obtain products or
services for resale solely from distributors
authorized by VMware to deal in the Territory.
Solution Providers may enter into supply
relationships with these distributors directly.
 The foregoing provisions are without prejudice
to the freedom of partners located in the
European Economic Area (EEA) or Switzerland
to purchase from and/or resell to other reseller
or distribution partners authorized by VMware to
deal in the EEA or Switzerland.
 At or before the time of resale of a VMware
offering, a partner must provide the prospective
customer with a copy of, or link to, the
applicable license or terms and conditions
applicable to the offering being purchased.
 A partner may not purchase a VMware offering
unless and until the partner has received a
corresponding purchase order from its
customer.
Parent companies, affiliates, subsidiaries, or acquired
companies of a program member are not program
members and do not qualify for program benefits unless
they obtain authorization from VMware. Company name,
DBA (Doing business as), or AKA (Also known as), or
other naming convention identified by the program
member can be used to establish distinct legal status.

In the case of acquisitions, mergers, and/or other
business combinations, the existing membership level of
the surviving entity and the operating status of the
acquired or merged entity, as applicable, shall dictate the
membership criteria applicable to the newly formed
entity.

The territory restrictions are subject to change. Please
check the territory restrictions policy on Partner Central.
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Partner and Customer Information
By joining the VMware Partner Network, a partner
consents to receiving program-related information from
VMware for the following purposes:

a) Administering the program;
b) Providing information to the partner about the
program, including events and training
opportunities;
c) Inviting partner to participate in surveys and
research; and
d) Providing the 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.

Partner agrees that VMware may publish partner’s name
and address on the VMware partner portal in a listing of
program members, and may reference partner as a
member of the program using partner’s logo, subject to
reasonable trademark and logo usage guidelines
provided by partner and to the VMware Privacy Policy
posted at www.vmware.com/help/privacy.html.

Information provided to VMware in connection with
customer orders or engagements is subject to the
VMware privacy policy located at
http://www.vmware.com/help/privacy.html, and may be
used to establish and manage customer entitlements and
accounts, to provide additional information to customers
regarding products and offerings, and for sales
representative compensation purposes.
Partner Integrity
At VMware, we’re committed to helping our partners
reduce business risks that result from noncompliance
behavior and avoid unnecessary costs, reputational
damage, and penalties, including government sanctions
and legal action for violations.

Many local anti-corruption laws and VMware internal
policy strictly prohibit bribery in any form and towards any
recipient – either a government or commercial party. To
increase compliance with anti-corruption laws, VMware
must develop and administer comprehensive compliance
programs that broadly address and minimize all
compliance risks and extend compliance responsibility to
all individuals or entities involved in the downstream
distribution, promotion or sale of products and services.

VMware has instituted a comprehensive Partner Integrity
initiative which includes the following elements that direct
and indirect partners must successfully complete both as
a prerequisite to being eligible to participate in the
VMware Partner Network (VPN) Partner Programs: pre-
screening, ongoing qualification, partner vetting, self-
certification and training requirements. Except as
otherwise authorized by VMware:

a) Partners must adhere to all terms contained in
the VMware Partner Code of Conduct.
b) As part of the VPN application process, partners
will be required to acknowledge that they will
remain in compliance with the terms of this
Program Guide, the VMware Partner Code of
Conduct, and all applicable laws pertaining to
their resale of VMware products/services.
c) The prescreening process includes an internal
business qualification process which will be
conducted by VMware sales and finance teams.
Formal acceptance in the VPN Program is
contingent upon successful completion by
partner of a detailed due diligence questionnaire
where, amongst other items, the partner must
self-disclose any current or pending compliance
violations.
d) All partners must self-certify at least every three
years that they are in compliance with all
applicable laws pertaining to their resale of
VMware products and services.
e) Partner must take mandatory ongoing training
relating to anti-corruption regulations and
partners’ obligations with regard to US Export
Control Laws and will be delivered via the
VMware online “MyLearn” portal. Partners will
be required to complete the first installment of
training within 30 days after being on-boarded
Additional mandatory training modules may be
identified from time to time.

Should partners have any questions about the VMware
Partner Integrity Initiative, they should contact
partnernetwork@VMware.com.
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Program Requirements
The following outlines the specific program requirements
for Solution Provider partners.

All program requirements must be met in order to
continue to receive program benefits as called out in the
Benefits section of this guide and on VMware partner
portal, Partner Central.

Partner revenue is calculated based upon:
 Net sales of license, support, and subscription
(SnS)
 Enterprise Licensing Agreement (ELA) as net to
VMware
 Approved claims for dedicated development
funds within the Advantage+ program if another
Partner fulfills the sale.
 Volume Purchasing Program (VPP)
 VMware Service Provider Program (VSPP)
 Professional Services (only for the original
transaction)
 Sales of OEM branded VMware Products
1

Solution Provider Program Requirements
PROGRAM REQUIREMENTS
PROGRAM FEES AND AGREEMENTS
PROFESSIONAL ENTERPRISE PREMIER
VMware Partner Network
Enrollment Agreement and
Solution Provider
Agreement

Required for all partners
Initial Program Fee $250 USD
(No Fee in Developing
2
Countries)
$1,250 USD
($750 USD in Developing
Countries)
No Fee
Annual Renewal Fee $250 USD
(No fee in Developing
Countries)
$1,500 USD
($750 USD in Developing
Countries)
$1,500 USD
($750 USD in Developing
Countries)
Compliance Review Conducted a minimum of once per year
REVENUE COMMITMENTS
Revenue Minimum
3

No revenue minimum

Minimum 10 transactions
over 4 quarters.

To be promoted to and
remain at the Premier
level, partners must have
achieved sales revenue
within the previous 12
months of:
 Developed: $1,000,000
 Developing:
$500,000
Program Compliance VMware will check compliance at least once a year at program membership renewal,
and reserves the right to confirm compliance more frequently
CERTIFICATIONS, TRAINING AND DEMONSTRATION LABS
VMware Sales
Professional (VSP)
on Staff
Minimum of 1
Minimum of 2
(1 for Developing
Countries)
Minimum of 4
(2 for Developing
Countries)
VMware Technical
Solutions Professional
(VTSP) on Staff
Minimum of 1
Minimum of 2
(1 for Developing
Countries)
Minimum of 4
(2 for Developing
Countries)
VMware Certified
Professional (VCP)
on Staff
Recommended
Minimum of 2
(1 for Developing
Countries)
Minimum of 4
(2 for Developing
Countries)
VMware Solution
Competency
Requirements
Recommended Minimum 1
Developed: Minimum of 3
(2 for Developing
Countries)
Demonstration Lab Recommended
Services Practice Recommended
Completion of Partner Update required annually
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profile
MARKETING
VMware presence on
partner’s website – see
guidelines
Post “VMware partner” logo
Post “VMware partner”
logo and VMware solution
descriptions
VMware Focused
Marketing Initiatives
None required 1 per quarter (minimum) 2 per quarter (minimum)
Quarterly Marketing Plan
(Must be approved by
VMware)

None required 

1
Participating Global OEM Sales will count towards revenue commitment upon an OEM participating in the VPN
Revenue Credit for OEM Sales Initiative. Please refer to the Revenue Credit for OEM Sales Frequently Asked
Questions document for more details and a list of participating Global OEM partners.
2
See the VMware Developed vs Developing Countries flyer for details.
3
VMware will check compliance at least once a year upon program membership renewal, and reserves the right to
confirm compliance more frequently. Renewal bookings, Training Revenue, and Internal Use Licenses (IUL) do not
count towards the revenue commitment.


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Program Benefits
To assist in the success of VMware partners, the VMware Solution Provider Program offers a wide range of benefits.
These benefits include access to software licenses, technical support services, training and certification, sales
support, marketing, programs. Benefits will vary depending upon the partnership type and level in the VMware
Partner Network programs.
PROGRAM BENEFITS
SOFTWARE LICENSES
PROFESSIONAL ENTERPRISE PREMIER
Access to VMware
offerings through
Distribution
All VMware offerings made available to Solution Providers in the partner’s tier.
Additional terms may apply to selected offerings.
Eligibility to distribute
software renewal licenses
purchased through
VMware Distribution
Access to the renewals portal and to VMware Renewal Support Page to help drive
demand
Volume Purchasing
Program (VPP)
Ability to resell or quote
Enterprise Purchasing
Program (EPP)
Ability to resell or quote
Enterprise License
Agreements– (ELA)
Ability to resell or quote
TECHNICAL SUPPORT
Partner Technical Support 2 incidents per year 5 incidents per year 10 incidents per year
VMware Virtual
Community Bundle:
Requires TSANet
Membership

 Discounted Membership
 Dedicated email
 TSE Talk Live! Session
Same as Enterprise
Level w/ addition of
 Access to GSS
Management @
VMworld
 Dedicated Forum
Access
CERTIFICATION, TRAINING AND CONTINUING EDUCATION
VMware Sales
Professional (VSP)
Training and
Accreditation
3

Free, online introductory sales training designed to teach partners about virtualization
basics and how to message VMware solutions to new and existing customers
VMware Technical
Solution Professional
(VTSP) Training and
Accreditation
3

Free, online, self-paced technical accreditation that uses guided tours, demonstrations
and quizzes to teach technical pre-sales personnel about VMware products and
solutions. Designed to be a springboard for technical people new to selling VMware
and virtualization and cloud infrastructure
Specializations Designates partners as experts who can deliver focused sales and marketing into
specific industry markets. Earned through a combination of experience in the specific
marketplace and successful completion of VMware training.
Webcasts (vmLIVE) Hear the latest VMware news and learn about virtualization trends from industry
leaders and VMware executives on vmLIVE, our weekly interactive radio show. Check
out our calendar to learn more about upcoming topics.
VMware Certified
Professional (VCP)
Courses
3

20% discount on VMware-delivered courses
VSP Boot Camp: Full-
day, Express and Online
(formerly SolutionTracks)
Highly interactive face-to-face seminars designed to teach sales and technical staff
how to present whiteboard presentations to C-level executives. Express sessions are
delivered online with supporting manuals and are condensed versions of full-day
SolutionTracks.
SALES SUPPORT
Account Management Through VMware Authorized
Distributors
Inside Partner Business
Manager
Dedicated Business
Manager
Business Planning Recommended 
Partner Central Web-based portal with content customized to the partner’s program, level and role with
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dedicated pages for products and solutions, promotions, sales tools and marketing
tools to help develop your virtualization practice
Partner Support Center
(PSC)
(partnernetwork@vmware
.com)
The VMware Partner Support Center is designed to assist new VMware partners get
up to speed selling VMware products more quickly as well as help existing partners
with non-technical questions regarding the VPN Partner Program. Multiple language
support is available 24 hours a day, 5 days a week
INCENTIVE PROGRAMS
Premier Rewards Based on quota attainment
Advantage+:
Opportunity Registration
2% 10% 12%
Solution Rewards Partners are eligible after achieving qualifying VMware Solution Competencies

Sales Rewards
4


Accredited Sales Staff at Partner Companies are eligible
after company opt in to program. Available in North
America, Latin America, and APJ
ELA Preferred Pricing

10%

Revenue Credit for OEM
Sales

Enables VMware to count
VMware platform sales
through participating OEM
partners towards the
partner’s VMware revenue
requirement, enabling
progression to higher
levels within the program.
Requires completion of
digital opt-in agreement
SALES RESOURCES
Not for Resale Licenses
(NFR)
1

One year of subscription services included for partners in good standing for product
demonstration and training purposes. Under no circumstances can these NFR software
copies be copied, resold, hosted for or distributed to any third party or used for partner
information processing or computing needs
Discounted Internal Use
Software (IUL)
2

Selection of discount
software
Selection of discount and no-charge software
Solution Enablement
Toolkits (SETs)
Available after achieving qualifying VMware Solution Competencies
VMware Lead Sharing
Program
5


Provides VMware-generated, high quality leads to
selected/participating partners in good standing.
Certain program eligibility criteria apply and service
levels must be met to participate
MARKETING SUPPORT
Development Funds
(formerly MDF)
For qualified partners, VMware offers the opportunity to receive Development Funds to
help generate more marketing activities, raise awareness of VMware products and
solutions and drive new business. Includes proposal-based financing, marketing
planning sessions, pre-approved quarterly development funds spend and development
fund management tools
Website-in-a-Box 
VMware GRID - Partner
Ready Campaigns

Partner Marketing Bureau 
Marketing Academy 
Partner Profile & Partner
Locator

VMware Partner
Identifier and Logo
Usage
VMware partners can promote their partnership by displaying the appropriate identifier
on their websites, in advertisements and customer communications, and other
marketing materials. Brand and logo usage guidelines and logo files can be accessed
and downloaded from Partner Central. Logos are available in .EPS and .GIF formats
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Partner Press Releases
and Publicity
Pre-approved news release templates and quotes for announcement of attainment of
tier or Solution Competency

1
Refer to the NFR Policy Guide on Partner Central for product and program level eligibility for all other products
2
Refer to the IUL Policy Guide on Partner Central for details on the ‘No-charge Internal use License’ availability
3
Accreditation and Certification requirements and curriculum may change as VMware products and requirements
change. As a result, partners may be required to procure additional training and certification to ensure their product
skills are up to date. To the extent that new certifications or accreditation are released, VMware recommends that
partner complete the latest version available. Partners cannot be more than one release behind the current version
in their accreditation or certification. Partners who do not have the correct number of individuals with a current
training status risk being re-leveled to a lower program status.
4
Note that Sales/Teams Rewards may not be available in all countries or regions, or may be referred to by a different
name. Contact your PBM for details.
5
Individual leads assigned to a partner must be followed up on within the timeframes in the service levels as stated in
the program terms and conditions (see Lead Sharing FAQ for service levels). Any leads assigned to a partner
where the partner fails to meet the stated service levels may be pulled back by VMware and reassigned to another
partner participating in the program.

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Partner Central Helpful Links
Advantage+
www.vmware.com/go/adplus
Enterprise License Agreements (ELA) Preferred Pricing
www.vmware.com/go/ela
Enterprise Purchasing Program (EPP)
www.vmware.com/epp
Internal Use Licenses (IUL)
www.vmware.com/go/iul
Lead Sharing Program
www.vmware.com/go/marketingacademy
Marketing Academy
www.vmware.com/go/leads
Development Funds (formerly MDF)
www.vmware.com/go/devfunds
Not for Resale Licenses (NFR)
www.vmware.com/go/nfr
Partner Central
www.vmware.com/go/partnercentral
Partner Link
www.vmware.com/go/partnerlink
Partner Locator
partnerlocator.vmware.com
Partner Marketing Bureau
www.vmware.com/go/marketingbureau
Partner Support Center
www.vmware.com/go/partnersupportcenter
Partner Technical Support
www.vmware.com/go/techsupport
Partner University
www.vmware.com/go/partneruniversity
Partner Technical Support
www.vmware.com/go/techsupport
Premier Rewards
www.vmware.com/go/premierrewards
Promotions
www.vmware.com/go/promotions
Renewals
www.vmware.com/go/renewals
Sales Rewards
www.vmware.com/go/salesrewards
Solution Competencies www.vmware.com/go/solutioncompetencie
s
Solution Enablement Toolkits (SETs)
www.vmware.com/go/SET
Solution Rewards
www.vmware.com/go/solutionrewards
Specializations
www.vmware.com/go/specializations
Subscription Services
www.vmware.com/go/partnercentral/sdp
Twitter
Twitter.com/vmware_partners
vmLIVE Schedule
www.vmware.com/go/vmlive
VMware Blogs
Blogs.vmware.com/partner
VMware GRID
www.vmwaregrid.com
VMware Certified Professional (VCP)
www.vmware.com/go/vcp
VMware Purchasing Program (VPP)
www.vmware.com/go/vpp
VMware Sales Professional (VSP)
www.vmware.com/go/vsp
VMware Technical Solutions Professional (VTSP)
www.vmware.com/go/vtsp
VSP Boot Camp (formerly SolutionTracks)
www.vmware.com/go/vspbootcamp
Website-in-a-Box
www.vmware.com/go/websiteinabox



VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com
Copyright © 2014 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. Item No: VMW_14Q2_PROGRAMGUIDE_SolutionProvider

03/14
APPENDIX - Operational Information
OEM Revenue Credit
Opportunities
The Revenue Credit for OEM Sales Program grants
participating Solution Provider partners revenue credit
for sales made through participating VMware OEM
partners. This counts toward fulfillment of their
revenue requirement.

Partners must digitally sign an opt-in agreement. This
allows participating VMware OEM partners to provide
sales reporting data to VMware. The reporting allows
VMware to track and count VMware platform sales
through the VMware OEM partners towards the
VMware Partner Network revenue requirement.
Partners receive credit starting with sales in the month
in which they sign the opt-in agreement. To request
the Revenue Credit for OEM Sales partner opt-in
agreement, contact partnernetwork@VMware.com.
Purchase Authorization and
Discounts for VMware Solutions
Partners that wish to resell VMware solutions and that
meet the requirements outlined in this guide can
qualify to receive discounts on VMware products
through authorized VMware distributors. Please
contact your preferred distributor or your VMware
Partner Business Manager for more information.
Subscription Services
VMware’s Subscription Services are defined in the
Subscription Services supplement to this guide that is
available on Partner Central.
Unique Partner Identification
Number
Upon program authorization, VMware will provide
each VMware partner in a country with a unique
Partner Identification Number. This VMware “Partner
ID” is required for all orders, including registering
opportunities and Internal Use Licenses (IUL). The
VMware Partner ID is referenced in order to allocate
proper discounts and to calculate specific program
benefits, such as Development Funds, when
applicable.