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Aug 1st – Dec 31st 2016Solution Provider Program Requirements& Incentives & Rewards
Aug 1st – Dec 31st 2016: Solution Provider Program Requirements
Professional
Enterprise
Developed Markets:4 VSP, 4 VTSP, 4 VCP
Developing Markets:2 VSP, 2 VTSP, 2 VCP
Developed Markets:Any 3
Developing Markets:Any 2
Developed Markets:1M USD with a minimum of 10
transactions
Developing Markets:500k USD with a minimum of 10
transactions
Premier
Full details can be found in the Solution Provider Program Guide available on Partner Central within the Content section
Accreditations Program FeesRevenue & Transactions
Solution Competencies
Annual Program FeeDeveloped Markets: 4,995 USDDeveloping Markets: 2,495 USD
Developed Markets:2 VSP, 2 VTSP, 2 VCP
Developing Markets:1 VSP, 1 VTSP, 1 VCP
Developed Markets: Any 1
Developing Markets:Any 1
No Requirement
Annual Program FeeDeveloped Markets: 2,495 USDDeveloping Markets: 1,295 USD
Developed & Developing Markets:
1 VSP, 1 VTSP
No RequirementNo RequirementAnnual Program Fee
Developed Markets: 495 USDDeveloping Markets: 245 USD
Ethics & Compliance
Min of 1
Min of 1
No Requirement
Updated
Updated
Updated
Progression to Enterprise FeeDeveloped Markets: 2,000 USDDeveloping Markets: 1,050 USD
Progression to Premier FeeDeveloped Markets: 2,500 USDDeveloping Markets: 1,200 USD
Aug 1st – Dec 31st 2016 : Solution Provider Program Benefits
Professional
Enterprise 5% rebate*
5% rebate* Not Eligible Not eligible
7% rebate* by competency required
(includes a 2% premier bonus)
10% ELA Preferred PricingPlus 3% ELA Preferred Pricing Fulfilment Rebate
or10% Lost Opportunity Benefits
Up front discount by Product**10% on vSphere, vCloud Air, Workstation15% on Horizon20% on vSOM, AW, Workspace ONE30% on vRealize, NSX, vSAN
Premier
*Full details can be found in the Solution Rewards, Advantage+ and ELA Preferred Pricing Program Terms & Conditions which are available on Partner Central within the Incentives section
** Minimum deal size = $10K, AirWatch only, minimum = $1K
10% ELA Preferred PricingPlus 3% ELA Preferred Pricing Fulfilment Rebate
or10% Lost Opportunity Benefits
Up front discount by Product**10% on vSphere, vCloud Air, Workstation15% on Horizon20% on vSOM, AW, Workspace ONE30% on vRealize, NSX, vSAN
Updated
Updated
Updated
Updated
Updated
Updated
Program Overview
CONFIDENTIAL 5
Reward Partners for
creating opportunities
Protect pre-sales
investments
Create a cooperative selling
environment
VMware’s Advantage+ Enhancements rewards Partners for leading with
VMware Solutions and creating new opportunities
Our goal is to transform our Partner engagement into a productive, positive,
profitable and growing experience – especially around our new products.
Our Opportunity
Our opportunity…
Our solution…
How this affects you…
We have an opportunity for our Partners to proactively drive higher
growth solutions of new technologies in the marketplace and sell more
of our advanced solutions.
VMware is offering higher discounts on our advanced solutions for
Partners generating new opportunities with VMware. Internally, this
project provides new efficiencies to our sales team and sales
processes.
We are changing some of the rules as it relates to Advantage+, as well
as the rewards, and automating the deal registration approval process.
We are encouraging Partners to create more advanced opportunities;
that you, as a Salesperson, can help close!
Enhanced ADVANTAGE+ Program for Partners (Going Live Aug 1st)
• Single registration program (ADVANTAGE+)
• Applies on transactional and ELA for our partners
• First in Wins! Net-New opportunity based on customer & product
• Simplified registration form and submission process
• Allows for submission earlier in the sales cycle
• Registration valid for recurring 90-day cycles
• Sales stage and status updates simplifies extension process
Program
Consolidation
Auto-Validation
Registration
Opportunity
Management
Partner
Benefits
• Significant ADVANTAGE+ discount increases on advanced products
• Predictable benefits across opportunity types – discounts & rebates
• Protection on registered deals
ADVANTAGE+ADVANTAGE+ ELA
Preferred
Enhanced Rewards
Solution Provider Premier and Corporate
Resellers
Solution Provider Enterprise
Solution Provider Professional
Current State Future State
Transactional ELA Transactional & ELA
Minimum deal size = $6K*Airwatch, minimum = $1K
Minimum deal size = $10K*Airwatch only, minimum = $1K
N/A Not eligible
N/A
Solution Rewards Solution Rewards
5% / 10% / 15% Rebate
By Product | Competency Required
5% Rebate
By Competency Required
+2% Solution Reward Premier Bonus
12% Discount10%
Protection
3%
Rebate
2% Discount
Elig
ible 10%
Protection
3%
Rebate
N/A
OEM Partner N/A N/A
Product Accelerators
10% Discount
Discount by Product
10% to 30%
Same as today, Advantage+ as a discount affects the dollar amount
of a net booking, which will continue for the new enhanced program.
Low HighPartner Sales Investment
AD
VA
NTA
GE
+D
ISC
OU
NT
$vSOM,
AirWatch,
Workspace ONE
vRealize,
NSX,
vSAN
Horizon
CONFIDENTIAL
vSphere,
vCloud Air
Workstation
10%
20%
30%
Aligning Higher Discounts to Partner Investment
$$$
Rewarding more for incubate and transform products.
ELA Preferred Pricing – Partner Benefits
ELA Preferred Pricing
• Receive VMware's Best Price
• Quotes given to other partners will be priced 10% higher than the registered partner
Development Funds Benefits
• Registered VMware opportunity, but deal fulfilled by another Partner
ELA Preferred Pricing 3%
Rebate*
Solution Rewards*
• Backend rebate which is a defined percentage, that is calculated off the VMware bookings value of eligible ELA transactions
The VMware Enterprise License Agreement (ELA) Preferred Pricing program rewards strategic VMware Partners, who have provided value selling around VMware's products and solutions. By registering qualified ELA opportunities, partners may be eligible for preferred pricing as a benefit for their value selling, and ensure VMware's support during the sales cycle.
*Review the ELA Preferred Pricing Terms and Conditions / Solution Rewards Terms & Conditions for full details
• Register and Protect
opportunities anticipated
to close through an
OEM
ELA Preferred Pricing 3% Rebate
• Partner Eligibility: Corporate Resellers | Solution Providers: Premier, Enterprise | OEM
• All New ELA Preferred Pricing Approved opportunities are eligible for the 3% Rebate
• Rebate Benefits cap at $1M in bookings and rebate benefits exclude Professional Services and Renewals
• All Approved Opportunities will be Active for ‘UP TO” 2 quarters, expiring the last day of the following quarter in which the registration was approved. example - Approved: February 1, 2016, Expires: June 30, 2016
• Rebates are paid quarterly on Purchase Orders that include a valid ORAN *Ensure your purchase order has the ORAN listed to receive your rebate*
• In the event the ORAN was left off the Purchase Order a claim can be submitted through Partner Central within 60 days from the booking date. All claims follow the regular program claim process
• ELA Preferred Pricing 5-Day SLA Response Time
Register your ELA Opportunity and
Earn an “ELA Preferred Pricing 3% Rebate”
Review the ELA Preferred Pricing Terms and Conditions for complete details
Solution Rewards Overview (Aug 1st – Sep 30th 2016)
• 5% Rebate by Competency Required
• All Solution Providers, Corporate Reseller, and Global SI/SO Partner Levels are eligible
• Eligible for rebate the month following Competency achievement
• Quarterly back-end rebate issued to Partners
• No minimum deal size requirements
• ELAs & SPF Transactions are Eligible
• Premier Solution Provider Partners eligible for an additional 2% Rebate on qualifying sales
Designed to accelerate profitability for Partners achieving VMware Solution Competencies
www.vmware.com/go/solutionrewards
Competency Eligible Products
Software-Defined Data Center
Server Virtualization VMware vSphere with Operations Management Licenses
Management Operations
VMware vRealize Operations (vRealize Operations Manager, vRealize Infrastructure
Navigator, vRealize Configuration Manager), vRealize Suite Standard, vCloud Suite
Advanced, vRealize Operations Insight, vRealize Log Insight, VMware vSphere with
Operations Management Licenses, vRealize Cloud Management, vCenter Chargeback
Management AutomationvRealize Automation , vRealize Suite Enterprise/Advanced, vCloud Suite
Advanced/Enterprise Licenses, vCloud Automation Center, vRealize Cloud Management
Software-Defined Storage aka
Hyper Converged S/WVMware Virtual SAN Licenses
Network Virtualization VMware NSX Licenses
Business Continuity VMware vCenter Site Recovery Manager Licenses, vCloud Suite Enterprise
End-User Computing
Desktop Virtualization
VMware vCenter Operations for View, VMware View, VMware Horizon Mirage, Horizon
Enterprise Licenses, Horizon Advanced Licenses & VMware Horizon Application
Licenses, Horizon Standard, Horizon Environment Manager, User Environment
Manager, VMware Horizon FLEX, Horizon Suite, Horizon View, Horizon Workspace,
Workspace ONE perpetual and subscription licenses, Workspace Suite
DaaS VMware Horizon Air Subscriptions, SPP Credits
Mobility ManagementVMware Airwatch Perpetual and Subscription Licenses, Workspace ONE perpetual and
subscription licenses
Hybrid Cloud
Hybrid CloudVMware vCloud Air & vCloud Air Disaster Recovery Subscriptions, VMware HyTrust,
VMware vRealize Air Compliance, SPP Credits
SD
DC
Co
mp
ete
nc
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Resources
• Partner Central
• Partner University
• Solution Competencies
• Contact Partner Support Center
• Talk to your Partner Business Manager
• Stay up to date. Subscribe to VMware Partner Link
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