VMware Partner Connect Program Preview For New Partners

[Pages:23]VMware Partner Connect Program Preview For New Partners

SEPTEMBER 2020 Copyright ? 2020 VMware, Inc. All rights reserved. This product is protected by copyright and intellectual property laws in the United States and other countries as well as by international treaties. VMware products are covered by one or more patents listed at . VMware is a registered trademark or trademark of VMware, Inc. in the United States and other jurisdictions. All other marks and names mentioned herein may be trademarks of their respective companies.

2

Table of Contents

1. Partner Connect Program Overview Program Value Partner Connect Program Overview Program At-a-Glance

2. Partner Enrollment Partner Enrollment

3. Business Models Choosing the Right Business Model Resell Cloud Services

4. Program Progression and Requirements Partner Connect Path Framework Partner Connect Progression VMware Partner Competencies Territory Restrictions

5. Partner Connect Program Benefits Program Incentives and Investments Co-selling Training Benefits Marketing Benefits Sales Acceleration, Support and Services, Enablement

DISCLAIMER: This document is a preview of the VMware Partner Connect Program. Specifics about requirements, benefits, incentives or detailed programatic information can be found in the full version of the Guide, which can be accessed once you complete the enrollment process.

For more information please visit the VMware Partner Connect Portal and click on "Enroll Now".

3

Program Value

Partner Connect Program Overview

Program at-aGlance

Overview

Progression and Requirements

Program Value

VMware Partner Connect reimagines the way we do business with our partners.

Table of Contents Benefits

Designed to deliver simplicity, choice, and innovation, Partner Connect aligns with your business model so you can optimize profitability.

Simplicity: Clear paths to

profitability with consolidated requirements across routes to market.

Choice: Easily extend services

across our portfolio with access to the resources you need to help your customers scale and succeed.

Innovation: Offer new ways to

grow your business by solving the challenges of tomorrow and leading the industry with innovative service offerings.

Simplicity Choice Innovation

4

Program Value

Partner Connect Program Overview

Program at-aGlance

Partner Connect Program Overview

Overview

Progression and Requirements

Table of Contents Benefits

ENGAGEMENT MODEL

DISTRIBUTOR OR AGGREGATOR

RESELLER

CLOUD PROVIDER

SERVICES DISTRIBUTOR

PROGRAM OVERVIEW

ONBOARDING ? Single Program ? Single Agreement

ENABLEMENT Foundational training, Solution Competencies & Mastery

VMware Partner Connect is a single program designed to provide clearer paths to profitability whether partners want to resell

software or services, manage or host services, or provide valueadd services to their customers.

GLOBAL PARTNER CONNECT PROGRAM

AMER

EMEA

APAC

SELLING PERMISSIONS By Territory

View the full Partner Connect Program Guide located on the Partner Connect Portal for details, upon enrollment.

CUSTOMER

PROGRAM BENEFITS & FINANCIAL REWARDS

Vary per tier. Highest tier unlocks greater incentives and rewards.

PROGRAM REQUIREMENTS

- Foundational Requirements (may include program fees and additional operational requirements). - Tier Progression requirements include investment and sales performance minimums.

5

Program Value

Partner Connect Program Overview

Program at-aGlance

BENEFITS*

REQUIREMENTS

Program At-A-Glance

PROGRAM COMPLIANCE

Additional Operational Requirements

? VOP-CP w/ Committed Contract ? VOP-SE

Partner Connect Enrollment Form

Foundational Requirements For All Partners

? VMware Partner Connect Contract ? VSP Foundation ? Ethics and Compliance Training ? Due Diligence Questionnaire ? Flat fee for mature markets only, due

annually at time of renewal.

Enrolled New

Enrolled Authorized

Limited Portal Access

? Transaction Rights (no incentives)

? Training Discount ? Full Portal Access ? Partner Technical Support ? NFR/IUL ? Partner Demand Center

For Cloud Providers only to transact Hosting/Managed Services offerings Required to transact subscriptionbased offerings

*Not all benefits apply to all partner types and business models **Tier credits do not apply for Services-only partners.

Sales Performance Investment

Overview

Progression and Requirements

Table of Contents Benefits

Solution Competency

PARTNER MASTERY AND MATURITY

Tier requirements are specific per IT path

Solution Competency

Master Services Competency +

Solution Competency

NA

PARTNER

Enrolled benefits plus: ? Exclusive Opportunity

Registration ? Partner Locator ? Additional NFR/IULs ? SETs ? Partner Connect Logo ? Sponsorship

Tier Credits

ADVANCED

Partner tier benefits plus: ? Sales Rewards ? Solution Rewards ? Development Funds

(proposal-based) ? Deployment Incentive ? SaaS Incentives ? Additional NFR/IULs ? PCT Program (MSC Required) ? Purchasing Program ? Press Releases Templates

Tier Credits**

PRINCIPAL

Advanced tier benefits plus: ? Badging ? Educational Co-investment ? Field Sales Engagement ? Partner Locator with Additional

Sales Tags ? Additional NFR/IULs ? SET Early Access ? CAL Academy ? Livefire Training ? Learning Zone License

6

Partner Enrollment

VMware Confidential ? made available to VMware authorized partners solely for their internal reference

7

Partner Enrollment

Partner Enrollment

Overview

Progression and Requirements

Table of Contents Benefits

Partner agreements and training

To become an Enrolled New partner, you simply need to accept the VMware Enrollment Agreement online; however, to transact within Partner Connect, you must be Enrolled Authorized. To become Enrolled Authorized, you must accept the VMware Partner Connect Program Agreement online and meet all foundational training requirements. In addition, Partner Integrity requirements apply. For more information see the Program Overview page.

Partner Connect Forms and Agreements

START HERE

Partner Connect Foundational and Compliance Training

Partner Connect Program Fee

Ready to progress to Partner Connect

mastery tiers

8

Business Models

VMware Confidential ? made available to VMware authorized partners solely for their internal reference

 ................
................

In order to avoid copyright disputes, this page is only a partial summary.

Google Online Preview   Download