Partner Connect

Evolution
Program Overview Session

Global Partner Programs

18 January 2023

Confidential │ ©2022 VMware, Inc.

 SESSION PURPOSE Todays Agenda
Walk through Partner Connect framework*
1 Partner Connect Program – Key Developments

2 Partner Connect Program Framework

3 Incentives and Benefits

4 The New Partner Connect Dashboard

5 Road to Launch and Q&A

*All information being shared is under NDA

Confidential │ ©2021 VMware, Inc. 2

Partner Connect Transformation
Partner Connect Evolved
Partner Connect
§ Single agreement, 3 § Unified partner experience
distinct partner with ability to participate
experiences across many business
VPN § Continued emphasis models
§ 5 distinct partner on resell partners
with partial focus on
programs
Cloud and Services
§ Resell-based Phase 3
transaction focus 2022+
Phase 2
2020-2021
Phase 1 Solution
Reseller
2020
VMware Cloud Services

Partner Program Provider

Solution
Services

Solution
Builder

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Partner Connect Evolution – What’s Changing?
TODAY 2023
Enrolled Enrolled
New Authorized
Partner Advanced Principal LEVELS Community Select Advanced Principal Pinnacle

IT Pathways – Partners must show investment through

BUSINESS Solution Cloud Services Solution Solution
competency and Resell in each solution area and level
differently MODELS Reseller Provider Services Builder

Tier credits: Earned through performance and limited to PERFORMANCE Points: Earned for activities across customer
bookings only PROGRESSION lifecycle for both transacting and non-transacting
partners

Multipliers for Market and Solution Maturity, as well as Updated and stackable multipliers for license type
License Type
MULTIPLIERS and market/solution maturity

Capability: Expanded portfolio of competencies

CAPABILITY
Competency: SCs & MSCs aligned to IT Pathway including SCs, MSCs, VSOs, VCPs, VCAPs, Master
PROGRESSION Specialists badges and Specializations

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Confidential │ ©2021 VMware, Inc.
Partner Connect Framework
& Benefits/Incentives

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 Business Models Aligned to Customer Outcomes
Partners can lead throughout the customer lifecycle, from advisory services before the sale to ongoing managed services and renewals

CUSTOMER LIFECYCLE
Discover Purchase Manage
Assess & Use Cases & Terms of Deploy & Drive Usage &
Scope Transaction
Validate Capability Transaction Migrate Expand
Business Model Engagement

Solution Reseller: Resell of VMware products and solutions

Sell: Generating revenue & margins on VMware license & subscription sales

Cloud Services Provider Managing, maintaining, hosting & operating of VMware solutions
Managed Services: Charging fees for managed VMware solutions

Solution Services: Delivery of planning, Professional Services: Charging fees for

implementation design, or deployment services consulting, integration & deployment

Solution Builder: Development of integrated Build: Selling augmented VMW solutions Services: Providing support of integrated
technology solutions or applications with VMware for expansion into new use cases solutions and applications

Confidential │ ©2021 VMware, Inc. 6

VMware Confidential – Do Not Distribute
Partner Connect Level and Business Model Requirements
Program Levels Business Models
Partners enter business models by completing specific
Levels are earned at a program level with Points + Requirements
requirements
Level Points Additional Requirements Requirement

50,000
Partner Connect Onboarding Requirements
Pinnacle
Performance • Executive Sponsor Solution
• Annual Joint Business Plan (Partners must complete VOP-SE training before
50,500 pts Reseller transacting subscription products)
• ANY TWO: MSC, VSO, JBS, Specialization
500 Capability

900 Performance • Upfront Commitment Contract

Principal Cloud
One MSC OR One VSO OR One JBS
1,000 pts 100 • Transacting cloud product require VOP-CP
Capability Services
OR Support services for cloud managed
Provider solutions require VOP-MSP

Advanced 270 Performance

Points Achievement
300 pts 30 Capability

Solution Provide details on services offered through the

Select 90 Performance Solution Services registration form
One Solution Competency Services
100 pts 10 Capability

• Program enrollment form, • One-time program enrollment

0 Performance accepted partner agreement & fee (New partners only)
Community partner Code of Conduct • Complete DDQ requirement Solution Enrollment in the Technology Alliance Program
0 pts • (2) VSP Foundation trainings Builder (TAP) and completion of all TAP requirements
0 Performance • Partner Integrity training

Confidential │ ©2021 VMware, Inc. Point values are illustrative only and may be subject to change before the New Partner Connect Program launch
 Partner Connect Points Overview
Level progression requires both sales success and capabilities with a point split of 90% performance and 10% capability (Community – Principal)

Performance Points Capability Points

Awarded per submitted & Awarded per completed capability
Total points awarded per booked deal based on TCV + multiplier points activity. Will carry over to next
approved activity
program period.**
Bookings Multipliers Lifecycle Capability
$1,000 USD = 1 point Multipliers can stack
Points Points
Cap Multiplier
Subs Bookings Validated Service
- License Subs (Resell): 2x Deployment 30 40
(Resell) Offering
Type* CP: 4x
Cloud Provider
- *Subs multiplier only valid with deal reg
Bookings SaaS PoR 30 Cloud Verified 35
Cloud Provider Mature: 0x
-
Bookings Subs Market Incident Response Master Service
Developing: 1x 30 25
Maturity Engagements Competency
Renewal: Subs - Emerging: 3x
Technical
15 Specializations 20
Influence Mature: 0x Assessment
- Solution
New! Coming in 2023
Maturity Emerging: 0.5x
P2P VCP, VCAP/
License + 25 5, 10
150* Master Specialist
Hardware Resell

Solution
Renewal: SNS 150* PoC 25 10
Competency

*Some exclusions to point caps may apply depending on market and

partner type

• Performance points are earned through a combination of revenue (gross bookings) and/or Lifecycle Activities **Capability points earned by an individual partner employee who
• Priority weighting is based on license type, market and solution maturity, and lifecycle services leaves that company will be not carry over the next program period

• Bookings calculated during program period (VMware) and reset each VMware fiscal year every February
• Perpetual license and hardware resell AND renewal support and subscription (SNS) is capped
Confidential │ ©2021 VMware, Inc.
Partner Connect | New & Expanded Benefits
Updated Ignite
Guided practice activation
supporting partner
competency achievement
Sales &
Deal Protection*
Coverage Expanded
Opportunity reg for
transactions, services engage.
providing deal prioritization
for registering partner
Partner Edu Credits*
New
VMware funded training to
Training &
enhance partners depth and
Education
breadth within platform
solutions
New Solutions Lab*
Product & Workshop for driving
solution creation with
Solution
VMware
New GPS Plays*
VMW Marketing developed
Marketing
sales designed to identify
targets & create collateral
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New Joint Account Team* New Access to Executive
Engagement Experience
Access to joint account team
and engagement to create Accelerate specific unique
Joint Business Plan growth areas via executive
alignment
NFR Licenses*
Expanded Test Drive* Expanded
No-Cost/Low-Cost VMW
Drive Access for trailing and
product licenses for testing
demoing SaaS products
in-house demo, training, &
educational use
ELS Voucher*
New New VCCL Basic Subscription*
Enterprise learning
Free, unlimited
subscription voucher for
subscriptions to VMW
ongoing tech skills
Customer Connect Learning
management & certification
Expanded Solutions Hub*
Repository for validated
partner solutions to be
published on marketplace
New Social Media Amplification Toolkit Badging*
Expanded
Promote your partnership Principal and Pinnacle
with VMware with a set of
badges available for
curated social media
partners to use externally
messaging & assets.
*Anything new or expanded are conceptual
 Pricing
Marketing Funds Rebates
Discount
FY24 Incentives and the Lifecycle framework

Opportunity Registration

Aggregator
Rewards Aggregator Rewards

Big Bets

Development Funds NEW Activation Incentives

Tech Distributor Distributor

Assess PoC Rewards Deployment
Rewards

P2P
Accelerator P2P Accelerator

Sales Migration Acceleration

Rewards Program
NEW Sell
Incentive Customer Lifecycle Incentives

Confidential │ ©2021 VMware, Inc. 10

 Incentive Program PC 1.0 to PC 2.0 Alignment

FY23 FY24

Enrolled Partner Advanced Principal Community Select Advanced Principal Pinnacle

Assessments ü ü ü Sell - New! $ $$ $$$
Big Bets* ü ü ü Activate - New! $ $$ $$$
Cloud Activation ü ü
Customer Success - New! ü ü ü ü
Deployment ü ü
Dev Funds ü ü
Big Bets* ü ü ü ü
MCAP (Pilot) ü ü Deployment ü ü ü
Oppty Reg ü ü ü Dev Funds ü ü ü
P2P Accelerator ü ü ü MCAP ü ü ü ü
PoC ü ü ü Oppty Reg ü* ü ü ü
Sales Rewards ü ü P2P Accelerator ü ü ü ü
Solution Rewards ü ü
Proof Of Concept/Technical
ü ü ü
Assessment
Sales Rewards ü ü ü

The incentives programs above are proposed plans for illustrative purposes and are subject to change. Once the VMware fiscal year 2024 budget is finalized, the table above will be updated and republished to reflect updated
changes. Incentive eligibility includes the requirement that a partner meets the Partner Connect program requirements, including a signed Partner Connect Agreement. 11
Confidential │ ©2021 VMware, Inc.
* Deal Protection Only
 Program Migration Timeline
Key Dates
Program Launch Mid-Year Annual Audit
Health Check (First Monday
Migration to new (First Monday of August) of March)
program level
Program- (Waived Annual Audit foundational requirement only) Re-Levelling &
Benefits
Wide
Milestones One-time program fee for new partners only begins

Partners continue to meet FY22 Near Real-Time Progression Starts

requirements + annual program fee (with Program Launch)
2022 2023 2024
Nov Dec Jan Feb Mar Apr May June July Aug Sep Oct Nov Dec Jan Feb Mar Apr May
Renewal Pause 30-day
15-day 15-day
30-day
grace
(partners with renewal date of March 1 –August 31st 2023) Notice
Notice grace
period Audit & period
Renewal
Renewal
Downgraded to Community-
Enrolled* (if no renewal after Final
Partner Final TBD window) Warning
Partner
submits CTA & Warning
submits CTA &
Partner- renewal form renewal form
90-day window

Specific Downgraded to Community (if

Downgraded to Community (if Terminate partnership (if no renewal deadline is not met)
Renewal renewal deadline is not met) renewal after TBD window)
Cadence
*Partners that are downgraded to Community-Enrolled will have
to pay an additional enrollment fee to re-enter Community

Partner Anniversary/ Partner Anniversary/

Renewal Due Date Renewal Due Date
(Example Timeline Assuming Partner
Anniversary in February)

Confidential │ ©2021 VMware, Inc. 12

New Partner Connect
Dashboard & Live Chat

Confidential │ ©2021 VMware, Inc. 13

 New Partner Connect Program Dashboard

Currently the Dashboard is available for Primary & Alternate contacts. In order for partners within their organization
to gain access, Primary or Alternate contact must send an email request to partnerconnect@vmware.com.
Information you and your partners can glean from the dashboard to prep for Q1
launch:

• Weekly update provided to track points earned

• FY23 progression summary and detailed point breakdown, including:
• Multipliers
• Type of bookings
• Capabilities earned
• Clear and detailed review of activities needed to progress within the program

• Partner Connect Portal

Access the New Partner Dashboard under the Business Insights tab
• Partner Connect Dashboard Video Demo
• Dashboard User Guide & FAQ
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 Get Help Using Live Chat

63% of cases resolved

• Fastest and easiest way to get support on Partner
without opening a ticket! Connect Help Page
• Partners can chat with one of our dedicated
specialists 24/5 (all time zones – excluding public
Place
screenshot holidays)
Live Chat!
here
• Initially available in English only for registered
partner users
• Chat initially available two specific pages
– Support/Help Page
Average handle time of 14 minutes
– Business Insights, Partner Connect Program Guide
Preview - Primary and Alternate Primary

Confidential │ ©2021 VMware, Inc. 18

 INTERNAL

Access New Partner Connect Resources

• Press Release

• Partner Connect Portal

• Access the New Partner Dashboard under the
Business Insights tab

• Program-At-A-Glance

• Partner Program Dashboard Overview

• Program Evolution Overview Short Vid

• Partner Connect Dashboard Video Demo

• FAQs

• Blog

• 9/29 vmLIVE Training Deck and Recording

PW: 5Fb%2%oq

Confidential │ ©2021 VMware, Inc. 19

 New Partner Connect: Key Highlights
One Program
Moving Away from IT Pathways
For All
Business
Bringing Siloed Programs Incentive Alignment to Level Progression Model
Together Under One Points Focused
System
Simplified Expanded
Incentive Capability Recognize Partners Holistically
Structure
Tunable
Solutions Points
Hub Based
Integration System
Benefit & Incentive Validated Services Offering
Integration

Drive partners to grow their Partner

profitability in line with New
Ignite
progression & SaaS/Sub Integration
Connect Program
Level
priorities Evolved

One Partner Level

Expanded Enablement Expanded Simplified

Benefits Progression
Real-Time Access
to Performance No 12 Month
Annual Program
Program Period
Integrating systems for real- Fee
time dashboard access Improved
Dashboards Near Real-Time Visibility

Confidential │ ©2021 VMware, Inc. 20

Q&A
Reach out to us at partnerconnect@vmware.com
Thank You

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