VMware Solution Provider Program Guide

Solution Provider Program GuideUpdated Q3 2015

Solution Provider Program Guide

P A R T N E R N E T W O R K P R O G R A M G U I D E / 2

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.



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



Welcome to the VMware Partner Network

Our Partners The Cornerstone to Our SuccessThe 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 OverviewVMware 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 ComplianceEnrolled TierWhen 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 partners 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.



Partner and Customer InformationBy 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.

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 partners 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 partners 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 IntegrityAt VMware, were 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 [email protected].



Program RequirementsThe 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)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 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 Countries)3$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)

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

REVENUE COMMITMENTS PROFESSIONAL ENTERPRISE PREMIER

Revenue Minimum1 , 2 No revenue minimum

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

Transaction Minimum No revenue minimum 10 transactions over 4 quarters



PROGRAM REQUIREMENTS

CERTIFICATIONS, TRAINING AND DEMONSTRATION LABS

PROFESSIONAL ENTERPRISE PREMIER

VMware Sales Professional (VSP) on Staff Minimum of 1

Minimum of 2

(1 for Developing Countries)

Minimum of 4


VMware Technical Solutions Professional (VTSP) on Staff Minimum of 1

Minimum of 2


Minimum of 4


VMware Certified Professional (VCP) on Staff Recommended

Minimum of 2


Minimum of 4


VMware Solution Competency Recommended Minimum 1Developed: Minimum of 3


VMware Ethics & Compliance Training

Minimum of 1

Demonstration Lab Recommended

Services Practice Recommended

MARKETING PROFESSIONAL ENTERPRISE PREMIER

VMware presence on partners website see guidelines

Post VMware partner logoPost 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

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.



Program BenefitsTo 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 partners 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

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

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

CERTIFICATIONS, TRAINING AND CONTINUING EDUCATION

VMware Sales Professional (VSP) Training and Accreditation1

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 Accreditation1

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.

SpecializationsDesignates 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) Courses1

20 percent discount on VMware-delivered courses, available on Partner University. Certification validates partners ability to successfully employ current VMware products using best practices in operational environments. Courses and exams are required for initial certification.

VSP Boot Camp: Full- day, Express and Online (formerly SolutionTracks)

Conducted in both leader-lead and virtual event formats, you get the same training content as VMwares online, on-demand VSP courses, but with the added benefit of instructor guidance, interactive discussion and networking with your peers.



PROGRAM BENEFITS

SALES SUPPORT PROFESSIONAL ENTERPRISE PREMIER

Account ManagementThrough VMware Authorized

DistributorsInside Partner Business

ManagerDedicated Business Manager

Business Planning Recommended

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

Partner Success Center (PSC) ([email protected])

The VMware Partner Success 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 PROFESSIONAL ENTERPRISE PREMIER

Advantage+ Opportunity Registration 2 percent 10 percent 12 percent

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

Dedicated Development Funds

Eligible partners who have an approved registration can receive dedicated development funds if the opportunity is fulfilled by another VMware Partner. Dedicated Development Funds are earned through the Advantage+ and ELA Preferred Pricing programs

Solution Rewards

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 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

Revenue Credit for OEM Sales

Enables VMware to count VMware platform sales through participating OEM partners towards the partners VMware revenue requirement, enabling progression to higher levels within the program. Requires completion of digital opt-in agreement


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PROGRAM BENEFITS

SALES RESOURCES PROFESSIONAL ENTERPRISE PREMIER

Not for Resale Licenses (NFR)2One 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)3 Selection of discount software Selection of discount and no-charge software

Solution Enablement Toolkits (SETs)

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 create and deliver their own packaged solutions. SETs are built around IP from VMwares Professional Services Organization

VMware Lead Sharing Program 4Provides 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

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

Demand CenterCentral resource for VMware Integrated Marketing Campaigns that drive demand for VMware 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

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

Website Content SyndicationPartners can utilize fully co-branded VMware content that is dynamically kept up-to-date through the latest syndication technologies. This tool is available to you free of charge, is easy to install, and doesnt require advanced HTML skills

Partner Profile & Partner Locator

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, online, searchable listing that reflects your relationship with VMware. Partner Locator is accessible to customers on vmware.com

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

Partner Press Releases and PublicityPre-approved news release templates and quotes for announcement of attainment of tier or Solution 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.



Partner Central Helpful LinksAdvantage+ 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



APPENDIX - Operational Information

OEM Revenue Credit OpportunitiesThe 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 [email protected].

Purchase Authorization and Discounts for VMware SolutionsPartners 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 ServicesVMwares Subscription Services are defined in the Subscription Services supplement to this guide that is available on Partner Central.

Unique Partner Identification NumberUpon 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.

VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www .vmware .comCopyright 2015 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: VMW6781-PG-SOLUTION-PROVIDER-USLET-121 08/15

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Welcome to the VMware Partner NetworkVMware Solution Provider Program OverviewProgram RequirementsProgram BenefitsPartner Central Helpful LinksAPPENDIX - Operational Information

VMware Solution Provider Program Guide

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