2017 Cloud Partner Programs Guide Details


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VMware
vCloud Air Network

U.S. Headquarters3401 Hillview Ave
Palo Alto, CA 94304
U.S. HQ phone number877-486-9273
URLhttp://www.vmware.com
Year Company Founded1998
Executives
CEOPat Gelsinger
Worldwide Channel ChiefRoss Brown
TitleSenior Vice President, Worldwide Partners and Alliances
Date Began Serving In This Role8/1/15
North American Channel ChiefFrank Rauch
TitleVice President, Americas Partner Organization
Date Began Serving In This Role7/1/12
North American Cloud Channel Program ManagerGeoffrey Waters
TitleVice President, Global Service Providers
Email Addressgwaters@vmware.com
Cloud Involvement, Products, And Solutions
Our existing partner program supports our cloud products/services
Our products are sold as a Cloud Service where we (the vendor) are the Service Provider (i.e. SaaS, PaaS or IaaS, HW as a service, network connectivity)
Our products are used to enable off-premise Cloud Solutions
Our products are used to build hybrid Private Cloud Solutions
Year Cloud Channel Program was established2007
Please provide a brief overview of the company's cloud partner program or describe the components of your company's overall partner program that specifically pertains to cloud computing.The VMware vCloud Air Network is an ecosystem of more than 4,000 service providers located in more than 100 countries offering VMware-based cloud services that address diverse business cases, data sovereignty needs, compliance requirements and vertical markets. The VMware vCloud Air Network Program was designed for Service Providers to facilitate a successful partnership with VMware through offering benefits such as subscription licensing, support, and tools through which partners can develop, promote, and sell their VMware-based products, services, and solutions. When joining the VMware Partner Network, a partner joins at the Enrolled tier, and does not need to specify a specific Route-to-Market program. To progress to a higher tier (Professional, Enterprise, Premier) within the VMware vCloud Air Network Program, a partner must (a) have declared its intent to participate in that Route-to-Market and (b) enter into a VMware vCloud Air Network Program agreement. Benefits and requirements vary by program membership level. In addition, VMware offers service providers the ability to differentiate themselves through attaining VMware vCloud Air Network validated technology badging, which include VMware Hybrid Cloud Powered, VMware Managed Services Provider (for vCloud Air and Airwatch), VMware IaaS Powered, VMware Horizon DaaS Powered badges and VMware DRaaS Powered. The components of VMware's program that pertain to cloud computing include: • VMware vCloud Air Network Program • Solution Provider Program • Distribution • Consulting and Integration Partner Program • Global OEM Alliance Partners • Technology Alliance Partners • VMware vCloud Air ISV Program
Please outline as many as 3 of the top benefits that specifically pertain to cloud computing that channel partners gain from joining this partner program.The VMware vCloud Air Network Program enables partners to consume VMware products on a pay-as-you-go, pay-as-you-grow, monthly subscription model. Additionally, VMware Service Provider partners can offer services to VMware customers who use VMware technologies in their data centers and are looking to extend their workloads to the cloud. Finally, service provider partners can qualify for enhanced marketing benefits including access to Development Funds and a listing on the VMware vCloud Air Network customer facing portal, vcloudairnetwork.com.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?More than 4,000
Please identify those areas in which your company actively promotes its technology components to encourage customers or service providers to build a cloud offering (public, private or hybrid).
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Hosting
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Platforms (PaaS)
Cloud Migration
Cloud Security
Cloud Storage (SaaS)
DaaS, NSX
In what areas does your company currently have a Public Cloud Service?
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Hosting
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Platforms (PaaS)
Cloud Migration
Cloud Security
Cloud Storage (SaaS)
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have our own public cloud service or application - we use partners as agents
We have our own public cloud service or application - we use partners as resellers
We have technology components that are used to build private or hybrid cloud infrastructure; we engage integrators or Cloud Builders
We have technology components that are used to build private or hybrid cloud infrastructure; we engage Cloud Service Providers to build datacenters which supply cloud capacity to other entities
We have software components and tools that are used by ISVs and developers to build SaaS applications, either for public, private or hybrid cloud environments
In which of the following types of Channel training and enablement activities does your company invest to assist your Cloud focused partners?
Specialized technical training (face to face)
Specialized technical training (on-line, ILT)
Technical certification (for cloud)
Specialized sales training (face to face)
Specialized sales training (on-line, ILT)
Sales certification (for cloud)
Business transformation training or consulting (focused on financial, organization or sales/mktg. changes required to succeed with the cloud)
Sales transformation training
Field sales mentoring or coaching (between your direct sales
Sharing of service delivery methodologies or IP around cloud solutions (pre or post-sale)
Cloud specific ROI or TCO calculator tools to be used with end-users
Sales playbooks or prospecting guides for cloud solutions
Authorized training center authorization or status for your cloud-focused curriculum
In which of the following ways does your company invest money to assist partners specifically with their shift to selling and /marketing cloud solutions?
Customer Events
Offer them qualified cloud-specific sales leads
Partner Branding assistance (materials and/or funds)
Partner Demand Generation assistance (materials and/or funds)
Specialized local staff to help partners with marketing planning and/or execution
Partner Events
Partner Marketing Training
Co-selling assistance from local cloud-specialist sales or business development staff
What elements of support does you company offer in your Cloud channel program/tier to motivate and support your Cloud partners financially?
Deal Registration
Demo program/Trial Keys
Discounts (training, volume, tiered, etc.)Utility or annuity-based pricing or licensing
Special financing or leasing of equipment for Cloud Builders or Service Providers
Internal-use product or licenses (discounted or free)
Loyalty programs or SPIFs
MDF/CO-OP
Rebates (specific to cloud sales or deployment success)
Referral programs (for Cloud Agents or influencers)
Compensation and Fees
Does your company offer VARs assistance in compensation of their sales teams on residual revenue programs (maintenance, software or professional services), recurring revenues or annuity streams?Yes
Are partners required to pay a fee to join your the basic or minimum tier of this Cloud Partner Program?No
Are partners required to meet specific minimum revenue requirements in order to join the basic or minimum tier of this Cloud Partner Program?No
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Actively transacting partner
Valid website
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