2014 Partner Programs Guide Details

VMware, Inc.
VMware Partner Network

Five Star Program Award Winner -- 2014
Company Information
Address3401 Hillview Ave
Palo Alto
CEOPat Gelsinger
Year Company Founded1998
Worldwide Channel ChiefDave O Callaghan
Senior vice president, Global Partner Organization
North American Channel ChiefFrank Rauch
Vice President, Americas Partner Organization
Vendor Size CategoryLarge
Total RevenueGreater than $1B
Indirect Revenue Percentage81% to 90%
Program Information
Name of Channel ProgramVMware Partner Network
Year Program Established2003
Number Channel Field Sales Reps North America95
Number Inside Channel Sales Reps North America28
Total North American Partners17,585
Number of New North American Partners2,603
Top Tier NamePremier
North American Partners Top Tier189
Worldwide Partners Top Tier477
Tier 2 NameEnterprise
North American Partners Tier 21,422
Worldwide Partners Tier 24,270
Tier 3 NameProfessional
North American Partners Tier 32,642
Worldwide Partners Tier 38,782
Market Segment Specializations
Backup and Recovery Software
Cloud Applications Software
Cloud Hosting
Cloud Infrastructure
Cloud Platforms
Cloud Security
Cloud Storage
Data and Information Management
Data Center
Enterprise Networking and Wireless
Server and Desktop Virtualization
System and Management Network Management
Cloud Product and Program Offerings
Products Sold As A Cloud Service
Products Enable Off-Premise Cloud Solutions
Products Used To Build Private Clouds
Existing Program Supports Cloud Products
Separate Cloud Program
Extra Points Of Margin For Registered Deals
Extra points of margin depending product
Extra points of margin depending partner type tier
Time Frame For Communication of Deal Registration Approval or DenialWe offer deal registration, but do not commit to communicate to partners within a specific time frame
Program Offerings To Support Resellers
Discount Promotions
Qualified Leads
Awards For Sales
Awards For Innovation
Incentive Program
Financial Rewards
Marketing Resources
Partner Portal
Online Tools
Field Channel Account Manager Coverage
Inside Channel Account Manager Coverage
Loyalty Programs
Referral Programs
Services Attach: For Every Dollar of Product Sold By Solution Providers, What's The Average Of Complementary Services Purchased By End CustomersMore than $10
Programs To Increase Services Attach
Partner Services/Solution Selling Training
Case Studies
Statistics On Best In Class
Partner Incentive Program
Increase Services Attach: Other
Whiteboard selling methodology for an overall cloud/virtualization solution; Competency ROI calculator which includes services drag; Enablement programs such as the Partner University Mobile app and vmLIVE
Offer Residual Revenue ProgramYes
Demonstration Units OfferedYes for any partner level
Demonstration Unit Charges25-50% off list
Criteria To Determine Partner Tiers
Sales Volume
Technical Skills
Solutions Expertise
Vertical Market Expertise
Criteria To Determine Partner Discounts
Tiered Discounts
Business Model
Program Offerings To Help Partners Expand Businesses
Help Horizontal VARs Enter Vertical Markets
Training Advice On Incorporating Cloud Solutions
Provide Training On Hosted And Managed Services
Technical Training
Sales Training
Sales Tools
Vertical Market Case Studies
Tools To Identify Selling Opportunities
Marketing Concierge Services
Other Help
- Solution Enablement Toolkits offer Intellectual Property to help partners develop their own customized solution offering - The VMware Grid is a permission-based email campaign engine that generates real-time leads for partners. - Velocity to Millions -
Training Offerings
Web Based
Instructor Led
Face To Face
Blogs And Message Boards
Authorized Training
Costs for trainingNot Applicable
Recertification RequirementsOnce every 13 to 24 months
Fee To Join Partner ProgramAnnual Fee
Revenue Requirements To Join Partner ProgramRevenue commitment based on tier
Requirements To Join Program
Technical Certification Required
Certified Or Accredited Sales Staff
Program Offers
Pre Sales Support
Post Sales Support
Technical Support
Local Account Field Reps
Escalation Procedures For Rules Of Engagement
Dedicated Account Team
Clearly Defined Division Between Direct and Indirect
Partners Briefed On Product LaunchesLess than one month before customers
Partner Advisory CouncilYes - formal
Partner Portal/Web Site Offerings
Restricted Access To Partner Information
Downloadable Marketing Materials
Online Training Resources
Automated Rebate Processing
Account Management
Partners Syndicate Content To Their Website
Online Tools
Configuration Tools
Troubleshooting Tools
Other Services
- Integrated Platform Partner Rewards Management
Online Marketing Tools Offered To Partners
Self Service Email Marketing Tools
Content Syndication
Automated Social Media Tools
Other Tools
- Marketing Academy - Partner Ready Campaigns - Online campaign building tools - Events in a Box program
Hands-On Marketing Support Offered To Partners
One To One Marketing
One To Many Marketing
Access To Automated Platform
Other Hands On Marketing Support
- Partner Marketing Bureau Marketing Helpdesk
Other Information and Education Support Offered To Partners
Host Conference For Partners
Conduct Online Seminars And Conferences
Publishes Regular Newsletters
Conducts Regular Meetings With Individual Partners
Other Educational Tools
- Partner Blog - Partner social media communities such as LinkedIn, Twitter, You Tube channel - PartnerLink social media community within the partner program; partners can communicate with other partners and VMware on topics
Requirements for MDF/Coop Marketing
Tier Based
Proposal Based
Do You Help Partners Track MDFYes
What Can Partners Spend MDF/Coop Funds On
Head Count
Market Research
Other Reasons
- Lead Generation activities
Field Markteting Managers Available To Plan Demand GenerationYes
Percent Of Unspent MDF QuarterlyNone
Partner Lead Support Offered
Generates Leads And Initiates SalesTop, 2nd and 3rd Tier Partners Only
Generates Leads Which Are Given To PartnersTop, 2nd and 3rd Tier Partners Only
Drive Demand Directly To Partners Through MDFTop Tier and 2nd Tier Partners Only
Tools On Portal For Partner To Drive Their Own DemandAll partners All Levels
Access To Dedicated Program ManagerYes, every partner has access to a specific dedicated team