A GUIDE TO

Working with
Education
Services
INTRODUCTION
3
Why Education Services is a Critical Part of Solution Selling

CHAPTER ONE
4
Your Clients Need Training — And They Are Asking for It

CHAPTER TWO
7
Education Services Offerings That Can Help

CHAPTER THREE
11
What’s In It for You?

CHAPTER FOUR
12
How to Get Started
 Why Education Services is a Your Clients Need Training — Education Services What’s In How to
Critical Part of Solution Selling And They Are Asking for It Offerings That Can Help It for You? Get Started

WHY VMWARE TRAINING IS A CRITICAL

PART OF SOLUTION SELLING
Customers consistently recognize VMware training as a direct link to
achieving the business outcomes targeted by their VMware products.
As these products combine to deliver powerful solutions, an IT staff
trained and ready to take on the challenges of new and emerging
technologies will be critical.

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 Why Education Services Is a Your Clients Need Training — Education Services What’s In How to
Critical Part of Solution Selling And They Are Asking for It Offerings That Can Help It for You? Get Started

THERE’S A DIRECT LINK BETWEEN

TRAINING AND YOUR CLIENT’S SUCCESS

Adding 1.5% of the project

budget to training moves
project success rate from
65%
of CIOs believe a lack of talent is affecting
!

50%
their ability to innovate and compete 2

80%
to

80%.
1

of IT buyers believe training

is critical to project success 3

1 Source: Market Analysis Perspective Worldwide IT Education and Certification Services, 2016; June 2016; Cushing Anderson
2 2016 Harvey Nash/KPMG CIO Survey
3 IDC Market Analysis Perspective: Worldwide and U.S. IT Education and Certification, 2016 Cushing Anderson

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 Why Education Services Is a Your Clients Need Training — Education Services What’s In How to
Critical Part of Solution Selling And They Are Asking for It Offerings That Can Help It for You? Get Started

VMWARE CUSTOMERS ARE ASKING FOR HELP

to realize the full potential of their VMware solutions

VMware research shows that customers are struggling to get the full benefits from their SDDC offerings.
This is especially true for new, more complex technologies.

This is also true for…

81% of VMware
NSX customers
believe they are not getting the
83% of
vRealize Operations
85% of
AirWatch
86% of
vRealize Automation
full value from their product. customers customers customers

These products form the foundation of VMware solutions. Customers can only realize the full value of
these solutions when they have the skills and knowledge to use these products to their full potential.
VMware training is proven to make this possible.

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 Why Education Services Is a Your Clients Need Training — Education Services What’s In How to
Critical Part of Solution Selling And They Are Asking for It Offerings That Can Help It for You? Get Started

DID YOU KNOW?

VMware training is one of the VMware customers are asking for training

TOP SERVICES AT THE TIME OF

REQUESTED PRODUCT PURCHASE and
early in the implementation cycle.
by customers.

Enterprise customers are especially IDC reports that instructor quality is the top
interested in their IT teams being influencer for customers purchasing training.
TRAINED TO VMware instructors AVERAGE 4.9 / 5
TROUBLESHOOT THE based on student surveys —
PRODUCTS that make up their ONE OF THE HIGHEST
VMware solutions — an area where the
VMware training team is
RATINGS IN THE INDUSTRY.
ESPECIALLY STRONG.

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 Why Education Services Is a Your Clients Need Training — Education Services What’s In How to
Critical Part of Solution Selling And They Are Asking for It Offerings That Can Help It for You? Get Started

VMWARE TRAINING OPTIONS

VMware training is available in a variety of formats.
Strategic training plans for Enterprise and Commercial customers most often include:

LEARNING ON PRIVATE
ZONE DEMAND TRAINING

Digital training and Identical to Training delivered

video-based support, classroom training at your client’s site
plus Certification in a flexible and an ideal option
Exam Prep cloud-based format for project teams

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 Why Education Services Is a Your Clients Need Training — Education Services What’s In How to
Critical Part of Solution Selling And They Are Asking for It Offerings That Can Help It for You? Get Started

KNOWLEDGE SKILLS ASSESSMENT

Your clients can’t know what they don’t know. The Knowledge Skills Assessment (KSA) is a free service
that helps clients identify technology skills gaps within their IT organization. The results can then be
used to create a tailored training plan mapped to your customers’ current skill levels, job roles and
VMware roadmap.
The Knowledge Skills Assessment is a free service delivered and managed by the
Education Services team. We use a 6-step process to help customers:

INFORM IDENTIFY INDIVIDUALIZE

Guided employee Information from survey Results from the KSA can
self-assessment survey provides identifies IT training needs be used to develop a training
insight into the organization’s based on job role, current skill plan based on the unique needs
current skill levels and training level, technology category, and of the IT organization and
requirements. VMware product usage. anticipated VMware
product roadmap.*

*Training plans leverage the results of the KSA and are priced separately. 8
 Why Education Services Is a Your Clients Need Training — Education Services What’s In How to
Critical Part of Solution Selling And They Are Asking for It Offerings That Can Help It for You? Get Started

ENTERPRISE LEARNING SUBSCRIPTION

The Enterprise Learning Subscription provides an alternative to traditional classroom training and is
ideal for globally dispersed teams. Enterprise Learning Subscription combines the digital learning
capabilities of VMware Learning Zone with the flexibility of On Demand courses, letting customers
choose training based on their schedule. Subscriptions are available for both Enterprise and
Commercial customers.

LEARNING
ZONE

ENTERPRISE SUBSCRIPTION
Premium + VMware On Demand Courses

PREMIUM SUBSCRIPTION
Standard + Certification Exam Prep

STANDARD SUBSCRIPTION
12 months access to video library

CERTIFICATION EXAM PREP

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 Why Education Services Is a Your Clients Need Training — Education Services What’s In How to
Critical Part of Solution Selling And They Are Asking for It Offerings That Can Help It for You? Get Started

PRIVATE TRAINING
Traditional classroom training is not always an option for IT teams.

Private Training addresses this by bringing VMware

training to your client’s location or through
custom live online training.
Private Training is ideal for project teams and
can be tailored to the needs of your clients.

This can also be combined with a

Knowledge Skills Assessment.

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 Why Education Services Is a Your Clients Need Training — Education Services What’s In How to
Critical Part of Solution Selling And They Are Asking for It Offerings That Can Help It for You? Get Started

YOU GET PAID VMware customers who

AND invest with VMware
Education Services buy

10x
RETIRE QUOTA

AND
when you include
Education Services MORE
in your deals VMware
PRODUCTS*

TRAINED CUSTOMERS.…
Average Are more proficient Are more loyal,
20+ points with their VMware satisfied and
higher technology and have self-sufficient
NPS scores faster adoption

*Based on 2013-2015 internal VMware data analysis.

Study completed September 2016. 11
 Why Education Services Is a Your Clients Need Training — Education Services What’s In How to
Critical Part of Solution Selling And They Are Asking for It Offerings That Can Help It for You? Get Started

WE MAKE IT EASY

1 ELA or License Opportunity?

Bring in Education Services and add $$ to your deal!

2 We develop the training plan

You present to the customer.

3 Your choice OR
We present to the customer.

4 VMware + Customer = Win!

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 Why Education Services Is a Your Clients Need Training — Education Services What’s In How to
Critical Part of Solution Selling And They Are Asking for It Offerings That Can Help It for You? Get Started

CONTACTS
AND
RESOURCES

EDUCATION SERVICES SALES CONTACTS

EDUSalesAMER@vmware.com

EDUSalesEMEA@vmware.com

EDUSalesAPJ@vmware.com

RESOURCES
Education Services Website VMware Credits
vmware.com/education vmware.com/go/vmwarecredits

Education Services Vault

https://vault.vmware.com/group/vault-main-library/education-services

VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com
Copyright © 2017 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
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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-EDU-SERVICES-EBOOK-103 01/17