Solution Provider

Program Guide
Updated Q3 2015
Solution Provider Program Guide

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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Solution Provider Program Guide

Table of Contents

Welcome to the VMware Partner Network. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4

VMware Solution Provider Program Overview. . . . . . . . . . . . . . . . . . . . . . . . . . . . 4
Program Requirements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6
Program Benefits . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8
Partner Central Helpful Links. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11
APPENDIX - Operational Information. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12

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Solution Provider Program Guide
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, vCloud Air Network Partner, 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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Solution Provider Program Guide
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, Many local anti-corruption laws and VMware internal policy strictly
including events and training opportunities.
c) Inviting partner to participate in surveys and research.
d) Providing the partner with information and materials to comprehensive compliance programs that broadly address and
support its efforts to deliver VMware solutions, including minimize all compliance risks and extend compliance responsibility
security information, technical information, and sales and to all individuals or entities involved in the downstream
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.
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
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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Solution Provider Program Guide

Program Requirements Partner revenue is calculated based upon:

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.
• Net sales of license, support, and subscription (SnS) 1
• 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 2

PROGRAM REQUIREMENTS

PROGRAM FEES AND

PROFESSIONAL ENTERPRISE PREMIER
AG R E E M E N T S

VMware Partner Network

Enrollment Agreement and Required for all partners
Solution Provider Agreement

$250 USD $1,250 USD

Initial Program Fee No Fee
(No Fee in Developing Countries)3 ($750 USD in Developing Countries)

$250 USD $1,500 USD $1,500 USD

Annual Renewal Fee
(No fee in Developing Countries) ($750 USD in Developing Countries) ($750 USD in Developing Countries)

VMware will conduct a compliance review at least once a year at program membership renewal, and reserves
Program Compliance
the right to confirm compliance more frequently

REVENUE
PROFESSIONAL ENTERPRISE PREMIER
COMMITMENTS

To be promoted to and remain at

the Premier level, partners must
have achieved sales revenue
Revenue Minimum 1 , 2 No revenue minimum within the previous
12 months of:
• Developed: $1,000,000
• Developing: $500,000

Transaction Minimum No revenue minimum 10 transactions over 4 quarters

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Solution Provider Program Guide

PROGRAM REQUIREMENTS

CERTIFICATIONS,
TRAINING AND PROFESSIONAL ENTERPRISE PREMIER
DEMONSTRATION LABS

VMware Sales Professional Minimum of 2 Minimum of 4

(VSP) on Staff Minimum of 1
(1 for Developing Countries) (2 for Developing Countries)

VMware Technical Solutions Minimum of 2 Minimum of 4

Professional (VTSP) on Staff Minimum of 1
(1 for Developing Countries) (2 for Developing Countries)

VMware Certified Minimum of 2 Minimum of 4

Professional (VCP) on Staff Recommended
(1 for Developing Countries) (2 for Developing Countries)

Developed: Minimum of 3
VMware Solution Competency Recommended Minimum 1
(2 for Developing Countries)

VMware Ethics & Compliance

Minimum of 1
Training

Demonstration Lab Recommended

Services Practice Recommended

MARKETING PROFESSIONAL ENTERPRISE PREMIER

VMware presence on
Post “VMware partner” logo and
partner’s website – Post “VMware partner” logo
VMware solution descriptions
see guidelines

VMware Focused Marketing

None required 1 per quarter (minimum) 2 per quarter (minimum)
Initiatives

Quarterly Marketing Plan

(Must be approved by VMware)
None required ü

Completion of Partner profile Update required annually

1. Renewal bookings, Training Revenue, and Internal Use Licenses (IUL) do not count towards the revenue commitment.
2. 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.
3. See the VMware Developed Countries flyer for details.

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Solution Provider Program Guide

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

S O F T WA R E L I C E N S E S PROFESSIONAL ENTERPRISE PREMIER

Access to VMware offerings through All VMware offerings made available to Solution Providers in the partner’s tier. Additional terms may
Distribution apply to selected offerings.

Eligibility to distribute software renewal

licenses purchased through VMware Access to the renewals portal and to VMware Renewal Support Page to help drive demand
Distribution

Volume Purchasing Program (VPP) Ability to resell or quote

Enterprise Purchasing Program (EPP) Ability to resell or quote

Subscription Purchasing Program (SPP) Ability to resell or quote

Enterprise License Agreements (ELA) Ability to resell or quote

TECHNICAL SUPPORT PROFESSIONAL ENTERPRISE PREMIER

Partner Technical Support 2 incidents per year 5 incidents per year 10 incidents per year

Same as Enterprise Level w/

• Discounted Membership addition of
VMware Virtual Community Bundle:
• Dedicated email • Access to GSS Management
Requires TSANet Membership
• TSE Talk Live! Session @ VMworld
• Dedicated Forum Access

C E R T I F I C AT I O N S , T R A I N I N G A N D C O N T I N U I N G E D U C AT I O N

VMware Sales Professional (VSP) Training Free, online introductory sales training designed to teach partners about virtualization basics and how
and Accreditation 1 to message VMware solutions to new and existing customers.

Free, online, self-paced technical accreditation that uses guided tours, demonstrations and quizzes to
VMware Technical Solution Professional
teach technical pre-sales personnel about VMware products and solutions. Designed to be a
(VTSP) Training and Accreditation 1
springboard for technical people new to selling VMware and virtualization and cloud infrastructure.

Designates partners as experts who can deliver focused sales and marketing into specific industry
Specializations markets. Earned through a combination of experience in the specific marketplace and successful
completion of VMware training.

Hear the latest VMware news and learn about virtualization trends from industry leaders and VMware
Webcasts (vmLIVE) executives on vmLIVE, our weekly interactive radio show. Check out our calendar to learn more about
upcoming topics.

20 percent discount on VMware-delivered courses, available on Partner University. Certification

VMware Certified Professional (VCP)
validates partners’ ability to successfully employ current VMware products using best practices in
Courses 1
operational environments. Courses and exams are required for initial certification.

Conducted in both leader-lead and virtual event formats, you get the same training content as
VSP Boot Camp: Full- day, Express and
VMware’s online, on-demand VSP courses, but with the added benefit of instructor guidance,
Online (formerly SolutionTracks)
interactive discussion and networking with your peers.

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Solution Provider Program Guide

PROGRAM BENEFITS

SALES SUPPORT PROFESSIONAL ENTERPRISE PREMIER

Through VMware Authorized Inside Partner Business

Account Management Dedicated Business Manager
Distributors Manager

Business Planning Recommended ü

Web-based portal with content customized to the partner’s program, level and role with dedicated
Partner Central pages for products and solutions, promotions, sales tools and marketing tools to help develop your
virtualization practice

The VMware Partner Success Center is designed to assist new VMware partners get up-to-speed
Partner Success Center (PSC) selling VMware products more quickly, as well as help existing partners with non-technical
(partnernetwork@vmware.com) questions regarding the VPN Partner Program. Multiple language support is available 24 hours a day,
5 days a week

INCENTIVE PROG RAM S PROFESSIONAL ENTERPRISE PREMIER

Advantage+ Opportunity Registration 2 percent 10 percent 12 percent

Register qualified products under Advantage+ and be on your way to receiving additional incentives
Advantage+ Product Accelerators
on top of your Advantage+ discounts if you close the deal

Eligible partners who have an approved registration can receive

dedicated development funds if the opportunity is fulfilled by
Dedicated Development Funds
another VMware Partner. Dedicated Development Funds are
earned through the Advantage+ and ELA Preferred Pricing programs

Partners are eligible after achieving qualifying VMware Solution Competencies. As of July 1, 2015,
Premier Solution Provider partners will be eligible to earn an additional 2% Premier Bonus rebate on all
Solution Rewards
of their qualifying Solution Rewards sales. Premier Partners will be eligible for this additional bonus in
Solution Rewards on all qualifying sales, no goal attainment

ELA Preferred Pricing 10 percent

ELA Preferred Pricing Rebate 3 percent

Enables VMware to count

VMware platform sales through
participating OEM partners
towards the partner’s VMware
Revenue Credit for OEM Sales
revenue requirement, enabling
progression to higher levels within the
program. Requires completion of
digital opt-in agreement

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Solution Provider Program Guide

PROGRAM BENEFITS

SALES RESOURCES PROFESSIONAL ENTERPRISE PREMIER

One year of subscription services included for partners in good standing for product demonstration and
Not for Resale Licenses (NFR)2 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)3 Selection of discount software Selection of discount and no-charge software

Available after achieving qualifying VMware Solution Competencies. A Solution Enablement Toolkit
(SET) is a collection of sales, marketing, technical and service delivery assets that enable partners to
Solution Enablement Toolkits (SETs)
create and deliver their own packaged solutions. SETs are built around IP from VMware’s Professional
Services Organization

Provides VMware-generated, high quality leads to selected/

VMware Lead Sharing Program 4 participating partners in good standing. Certain program eligibility
criteria apply and service levels must be met to participate

MARKETING SUPPORT

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
Development Funds
business. Includes proposal-based financing, marketing planning
sessions, pre-approved quarterly development funds spend and
development fund management tools

Central resource for VMware Integrated Marketing Campaigns that drive demand for VMware
Demand Center solutions, generate leads and enable partners to build pipeline. This platform provides partners
with a greater degree of customization to address their branding and content needs

As part of a strategic, global effort to drive focus, profitability and value for VMware partners, VMware
Power Plays synchronizes enablement, marketing programs, sales resources, end-user promotions and most
importantly increases partner incentives across key VMware Solution Power Plays

Partners can utilize fully co-branded VMware content that is dynamically kept up-to-date through the
Website Content Syndication latest syndication technologies. This tool is available to you free of charge, is easy to install, and doesn’t
require advanced HTML skills

Partner Profiles provide valuable information about your company and the VMware solutions you offer.
Information from the VMware Partner Profile is used to populate the Partner Locator, a comprehensive,
Partner Profile & Partner Locator
online, searchable listing that reflects your relationship with VMware. Partner Locator is accessible to
customers on vmware.com

VMware partners can promote their partnership by displaying the appropriate identifier on their
VMware Partner Identifier and websites, in advertisements and customer communications, and other marketing materials. Brand and
Logo Usage logo usage guidelines and logo files can be accessed and downloaded from Partner Central. Logos are
available in .EPS and .GIF formats

Pre-approved news release templates and quotes for announcement of attainment of tier or Solution
Partner Press Releases and Publicity
Competency

1. 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.
2. Refer to the NFR Policy Guide on Partner Central for product and program level eligibility for all other products.
3. Refer to the IUL Policy Guide on Partner Central for details on the ‘No-charge Internal use License’ availability.
4. 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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Solution Provider Program Guide

Partner Central Helpful Links

Advantage+ www.vmware.com/go/adplus

Demand Center www.vmwaredemandcenter.com

Development Funds www.vmware.com/go/devfunds

Enterprise License Agreements (ELA) Preferred Pricing www.vmware.com/go/ela

Enterprise Purchasing Program (EPP) www.vmware.com/go/epp

Internal Use Licenses (IUL) www.vmware.com/go/iul

Lead Sharing Program www.vmware.com/go/leads

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 Success Center www.vmware.com/go/partnersuccesscenter

Partner Technical Support www.vmware.com/go/techsupport

Partner University www.vmware.com/go/partneruniversity

Power Plays www.vmware.com/go/powerplays

Promotions www.vmware.com/go/promotions

Renewals www.vmware.com/go/renewals

Solution Competencies www.vmware.com/go/solutioncompetencies

Solution Enablement Toolkits (SETs) www.vmware.com/go/SET

Solution Rewards www.vmware.com/go/solutionrewards

Specializations www.vmware.com/go/specializations

Subscription Purchasing Program www.vmware.com/go/spp

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 Certified Professional (VCP) www.vmware.com/go/vcp

Volume 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 Content Syndication www.vmwaredemandcenter.com/VMware-Partner-Demand-Center/

Website-Content-Syndication

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Solution Provider Program Guide

APPENDIX - Subscription Services

Operational Information VMware’s Subscription Services are defined in the
Subscription Services supplement to this guide that
is available on Partner Central.

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.
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.

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.

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