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

y

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