Solution Competency Guide

Solution Competency GuideDifferentiate your company’s skills and expertise to customers

1. Overview of VMware Solution Competencies

What is a Solution Competency?

2. Value of Solution Competencies

Why invest in earning a Solution Competency?

3. Solution Competencies

Infrastructure Virtualization

Business Continuity

Cloud Infrastructure as a Service

Desktop Virtualization

Management

Virtualization of Business Critical Applications

4. Solution Competency Value-Add: Solution Enablement Toolkits (SETs)

5. Solution Provider Program: Solution Competency Requirements

Developed Countries

Developing Countries

6. Solution Provider Program: Solution Competency Benefits

7. Appendix

Training Requirements Overview

Product Mapping Overview

Developed Countries List

Support

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Overview of VMware Solution Competencies

What is a Solution Competency?VMware Solution Competencies enable, recognize, and reward Partners in selling and delivering VMware solutions.

Solution Competencies accelerate your sales and services growth by helping you distinguish and deliver virtualization and cloud computing expertise in the marketplace. The VMware Partner Network (VPN) also utilizes the achievement of Solution Competencies as part of the requirements for Partner membership status in the Solution Provider, Corporate Reseller, and Consulting and Integration Partner Programs.

The focused training curriculums upon which Solution Competencies are based deliver a recognized designation of expertise for key VMware solutions. Customized training paths contain essential knowledge for Sales, Technical Sales and Technical Post Sales roles to ensure your team can provide the in-depth sales and technical know-how that your customers need.

Solution Competencies are earned through a combination of in-depth training and customer references. Most courses are offered through multiple delivery methods including traditional live classrooms, virtual live classrooms and eLearning. Earning VMware Solution Competencies validates your company’s knowledge, commitment and experience and most importantly, increases your business opportunities!

VMware Solution Competencies help you:

VMware Solution Competencies help you:

• Become a VMware product solution expert

• Increase deal sizes by as much as 4 times

• Increase your services opportunity around VMware solutions

• Achieve higher membership levels in the VMware Partner Network (VPN)

• Increase your margin (up to 20%) via Solution Rewards rebates

• Differentiate your business with new and existing customers







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Value of Solution Competencies

Why Invest in Earning a Solution Competency?VMware Solution Competencies are a proven route to revenue and profitability. Earn a VMware Solution Competency and:

Grow Your Business Partners with a Solution Competency have shown 2-4x greater average annual sales over Partners without a Competency.

Access Solution Rewards Earn up to 20% Solution Rewards, a Competency-based backend rebate.

Gain Access to Solution Enablement Toolkits (SETs) Partners downloading Competency-specific SETs experience 2x faster sales growth than those without.

3.5x

2x 4x115KWith

Competency

32Kwithout

48KWith

Competency24Kwithout 11K

without

45KWith

Competency

DesktopVirtualization


BusinessContinuity

Dea

l Siz

e

Solution Competencies

Check out the Competency Market Calculator for a customized view of how Solution Competencies can grow your business.

Earn additional financial incentives and rebates PLUS receive exclusive benefits including access to Solution Enablement Toolkits (SETs) — critical tools, templates and rich services IP to help create your own unique, scalable solutions.

How much do I have to invest to earn a Solution Competency?

To achieve a Competency an organization invests, on average:

• 6 days of online or instructor-led training

• $4,000 in training tuition – which can be partially funded through MDF (if eligible)

• $4,000 in opportunity cost of billable hours

http://www.vmware.com/go/competencycalculator







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Solution CompetenciesSolution Competencies clearly differentiate Partners’s expertise and maximize the benefits of the VMware Partner Network. Regardless of your company size or market focus, VMware Solution Competencies make it easier to deliver virtualization and cloud computing expertise.

VMware Solution Competencies currently available:

• Infrastructure Virtualization

• Business Continuity

• Cloud Infrastructure as a Service (Cloud IaaS)

• Desktop Virtualization

• Management

• Virtualization of Business Critical Applications (VBCA)

http://www.vmware.com/go/competency/iv

http://www.vmware.com/go/competency/bc

http://www.vmware.com/go/competency/cloudiaas

http://www.vmware.com/go/competency/dv

http://www.vmware.com/go/competency/management

http://www.vwmare.com/go/competency/vbca

http://www.vmware.com/go/competency/Management







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HeadlineSolution Competencies

Target Partner Profile by Competency

Infrastructure Virtualization Business ContinuityCloud Infrastructure

as a Service (Cloud IaaS)

New Partner recruited to provide additional coverage capacity (SMB) or

customer access (Business-Critical Applications)

Sales/services relationship with a top storage vendor Example: EMC, NetApp, Dell Equalogic

-OR- Sales/services relationship with Data

Protection-Recovery vendor Example: Commvault, Symantec, EMC Avamar, Microsoft

-OR-Collocation-Hosting, Managed Services, Cloud

offering or recovery/back up as-a-service environment

Premier level and transforming business to address cloud opportunity

-OR-IaaS Lighthouse participation

-OR-Customers that have virtualized business-

critical applications

-OPTIONAL-Both Solution Provider and VSPP designations

Desktop Virtualization ManagementVirtualization of Business Critical

Applications

Existing desktop practice Example: Citrix, Wyse, HP Thin Client, MSFT VDI

-OR-Customer demand or sales in virtualized

desktop or application software-OR-

Focus on build-your-own desktop (BYOD), healthcare, or financial services segment

A significant vSphere customer base-OR-

Customer demand or sales in IT management software

-OR-Sales/services relationship with traditional

management vendor Example: CA, BEA, BMC, HP Unicenter

-OR-Virtualization Management Lighthouse

participant

A significant vSphere customer base-AND-

VCP(s) with considerable IT virtualization experience

-AND-Customers running MSFT Exchange, SQL or

SharePoint; Oracle DB, or SAP ERP

http://www.vmware.com/go/competency/Management







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Infrastructure Virtualization Solution Competency

Products VMware vSphere®, VMware® vCenter™ Server

Value • Prerequisite for all other competencies

• Virtualization and cloud expertise to promote and build out an accredited, knowledgeable team or practice

• New opportunities that take advantage of the tremendous virtualization and cloud market and moves your business beyond general IT solutions

• Financial incentives and rebates for new customer acquisition and cross-selling deals

• Make your IT customers heroes by helping them achieve lower costs while delivering IT infrastructure as an easily accessible service

• Resources to help speed sales including product Betas, Solution Enablement Tookits (SETs), Grid campaigns, and Advanced Tech Express sessions

The Infrastructure Virtualization Competency enables and rewards Partners for their demonstrated ability in virtualizing server environments using VMware virtualization solutions. Run business critical applications with confidence and respond faster to your business needs with VMware vSphere®, the industry-leading virtualization platform for building cloud infrastructures. vSphere accelerates the shift to cloud computing for existing datacenters, while also underpinning compatible public cloud offerings, paving the way for the only hybrid cloud model.

Market Opportunity

According to industry analysts, the virtualization market is expected to approach $5.5 billion by 2015, as customers change how they manage, buy and deploy IT infrastructures and operations.20

15

$5.5B

Virtualization M

arke

t


Prerequisite None

Requirements • VSP - IV (Infrastructure Virtualization)• VTSP - IV (Infrastructure Virtualization) • IV Technical Post-Sales Accreditation:

• vSphere Design Workshop OR• VCAP-DCD Certification AND• vSphere: Upgrade OR• VCP Certification

• 1 customer reference or 3 prospects

SETs available • vSphere Jumpstart SET• vSphere Upgrade SET• Plan & Design for VMware vSphere SET• VMware Virtualization Assessment SET• vSA Jumpstart SET

Demand Generation Campaign

• VMware Real World Advantage campaign for Small to Mid-sized Businesses• VMware Virtualization for Small to Mid-Sized Businesses• Getting Started – Cost Savings• VMware and NetApp campaign for Small to Mid-sized Businesses – Real World Advantage• Trend Micro and VMware• VMware vSphere build on FlexPod• VMware and NetApp Windows consolidation solutions• VMware Virtualization with Intel for Small to Mid-Sized Businesses


URL to learning path http://www.vmware.com/go/partneruniversity/ivcompetency

Link to one-pager Infrastructure Virtualization Datasheet







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Business Continuity Solution Competency

Products VMware® vCenter™ Site Recovery Manager™ and VMware® vCloud® Suite Enterprise

Value • Eligible for Solution Rewards

• Higher and faster ROI with minimal investment required to achieve accreditations

• Larger deals with potential for $2-5x Hardware/Software and $5-10x high-margin services additional for every VMware dollar spent

• More profit with up to 20% Solution Rewards rebate, with double Solution Rewards for first-time sales

• Continual revenue opportunities through new or richer cloud-enabled services

• Make your IT customers heroes by helping secure Tier 1 and 2 application availability

Prerequisites • Infrastructure Virtualization Competency

VMware designation of Partner expertise that recognizes experience in designing and implementing VMware virtualization solutions for data protection, high availability and disaster recovery.

Market Opportunity

According to industry analysts, improving business continuity and disaster recovery is the highest priority for SMBs and number two for enterprises in 2013.

HeadlineSolution Competencies


Headline







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Requirements • VSP - BC (Business Continuity)

• VTSP - BC (Business Continuity)

• BC Technical Post-Sales Accreditation

• Overview and Design• Implementation Fundamentals

SETs Available • SRM Jumpstart SET

• SRM Accelerator SET

• SRM Plan & Design SET

URL to learning path http://www.vmware.com/go/partneruniversity/bccompetency

Link to one-pager Business Continuity Datasheet


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Cloud Infrastructure as a Service (Cloud IaaS) Solution Competency

Products VMware vCloud® Director™, VMware vCloud® Networking and Security, VMware vCloud® Suite Standard, VMware vCloud® Suite Advanced, VMware vCloud® Suite Enterprise.

Value • Be the trusted advisor for your IT customers as they transform to be a strategic business-enabler and move to private/ hybrid cloud solutions

• Empower your customers to leverage their existing virtualization investment by helping them gain greater efficiency, agility and cost savings through on-demand Cloud IaaS solutions

• Build new lines of services such as Business, Operations and Managed Services

• Leverage up to 20% Solution Rewards rebate to increase profitability and solution selling revenue



The market for cloud services is growing 10x faster than the overall IT services market, according to industry analysts. Profit now from this rapidly growing opportunity with the VMware Cloud Infrastructure as a Service (Cloud IaaS) Solution Competency. Increase your profitability by driving both new and cross-sell revenue. Be your customers’ go-to Cloud IaaS Partner and transform their business with greater agility and lower costs. Become your customers’ clear choice for secure hybrid cloud solutions with the Cloud IaaS Solution Competency.

Market Opportunity

According to industry analysts, worldwide customer spending around building or implementing cloud services should reach an estimated $16.7 billion in 2015, representing a 40%+ annual increase.44% Cloud Services Revenue

44% Cloud Services Revenue

2015

Overall IT Services

Market


Requirements • VSP - Cloud (Cloud IaaS)

• VTSP - Cloud (Cloud IaaS)

• Cloud IaaS Technical Post-Sales Accreditation: Deploy and Manage

• vCloud Director Deploy and Manage OR• VCP-Cloud Certification


SETs available • vCloud Jumpstart SET

• vCloud Accelerator SET

• vCloud Plan and Design SET

• Operational Readiness for Cloud SET

Demand Generation Campaign • Your Cloud

URL to learning path http://www.vmware.com/go/partneruniversity/cloudiaascompetency

Link to one-pager Cloud IaaS Datasheet


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Desktop Virtualization Solution Competency

Products VMware® View™, VMware® ThinApp®, VMware vCenter™ Operations Manager™ for View and VMware® Horizon Application Manager™, VMware® Mirage™


• Expanded opportunities and greater customer footprint that evolves your business beyond server consolidation

• More profit with up to 20% Solution Rewards rebate with double Solution Rewards for first-time sales

• Make your IT customers heroes by enabling centralized control of applications and helping them manage technology components more efficiently and simply

• Broader expertise to build new and richer practices upon and to promote with existing and new customers

• Resources to speed sales including product Betas, Solution Enablement Tookits (SETs), Grid campaigns, Advanced Tech Express sessions, Booster Budget for marketing events, etc.


Expand your existing virtualization practice by adding desktop virtualization to your solution portfolio. The Desktop Virtualization Competency gives you the knowledge and the expertise to deploy virtualized desktops and applications. Leverage key initiatives like OS migrations, desktop refresh, merger and acquisitions to transform desktops to centrally managed services.

Market Opportunity

According to industry analysts (Goldman Sachs), the desktop virtualization is now a $2.3B market opportunity through 2015.

2015

$2.3B

Desktop Virtualiz

atio

n



Requirements • VSP - DV (Desktop Virtualization)

• VTSP - DV (Desktop Virtualization)

• DV Technical Post-Sales Accreditation

• VMware View Implementation Fundamentals OR• VCP-DT Certification AND• VMware View Design Best Practices• VCAP-DT Certification


SETs available • AlwaysOn Point of Care Service Solution SET

• Desktop Accelerator SET

• VMware View Jumpstart SET

• VMware View Pilot SET

• Desktop Virtualization Assessment SET

• ThinApp Jumpstart SET

• Desktop Virtualization Health Check SET

• VMware View Plan & Design

• VMware ThinApp Plan & Design

Demand Generation Campaign • VMware Re-Imagine Your Desktop

• VMware View for Academic Institutions

• Windows 7 Migration Campaign

• VMware Healthcare – Point of Care

URL to learning path http://www.vmware.com/go/partneruniversity/dvcompetency

Link to one-pager Desktop Virtualization Datasheet

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Management Solution Competency

Products VMware® vCenter™ Operations Manager, VMware® vCenter Configuration Manager™, VMware® vCenter™ Infrastructure Navigator, VMware® vCenter Chargeback Manager, VMware® vFabric™ Hyperic®, VMware vCloud® Suite Standard, VMware vCloud® Suite Advanced, VMware vCloud® Suite Enterprise


• Generates more opportunity as a catalyst for additional license and services revenues with your existing vSphere customers and helps increase deals by as much as 20 percent

• Accelerates virtualization and cloud adoption by meeting customers’ needs to improve performance and compliance while optimizing capacity, strengthening your value and relationship

• Improves margins with up to 20% Solution Rewards rebate with double Rewards for first-time sales on vCenter Operations Management

• Differentiates your business from Partners with more limited expertise by expanding and enhancing your practice with deep virtualization and cloud management knowledge

In today’s highly competetive environment, attaining a VMware Management Solution Competency is a differentiator. It allows you to drive new revenue with current vSphere customers and help them accelerate their journey to the cloud. VMware management solutions are specifically designed for vSphere environments to help improve performance while optimizing capacity and mitigating risk.

Market Opportunity

A VMware study found that currently only 3 percent of vSphere customers that could derive value from a management solution are actually using VMware vCenter Operations Management today. This alone represents a $1.4B installed base license opportunity.1 More than two-thirds of Partners believe the services opportunities for vCenter Ops are greater than those for other solutions.1 Early analysis shows that a majority of Partners believe they will grow their overall VMware practice by 10% with a payback period of 3-6 months, on average.1

3% Existing vSphere

Customers

$1.4B Management Opportunity

3 to 6 month payback period

PartnerPractice




Requirements • VSP - MGMT (Management)

• VTSP - MGMT (Management) OR Tech Express vCenter Operations Management

• Management Technical Post-Sales Accreditation

• vCenter Operations Manager: Analyze & Predict AND • vCenter Configuration Manager: Introduction


SETs available • Coming Soon

Demand Generation Campaign • www.vmwaregrid.com

URL to learning path http://www.vmware.com/go/partneruniversity/managementcompetency

Link to one-pager Management Competency Datasheet

1 VMware Customer Research, April 2012

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Virtualization of Business Critical Applications (VBCA) Solution Competency

Products VMware vCloud® Suite Standard, VMware vCloud® Suite Advanced, VMware vCloud® Suite Enterprise.

Value • Help partners diversify the VMware revenue stream

• Open up bigger H/W drag (i.e., more storage needed) and Service deals

• Leverage Solution Rewards rebate to increase profitability and solution selling revenue

• Expand your customer relationships within existing accounts – drive deeper and broader by offering solutions that deliver value to a broader set of stakeholders

• Get access to the VBCA SET library to build your own VBCA services and practices

• Enable your customers with higher performance and improved quality of service delivery



Maximize your virtualization and cloud computing opportunities with the VMware Virtualization of Business Critical Applications (VBCA) Competency. It is a natural progression of a Partner’s Infrastructure Virtualization (IV) Competency. It enables, recognizes and rewards Partners for continuing to take their customers further down the virtualization journey.

Achieve the VBCA Competency and virtualize your customers’ business critical applications such as Exchange, SQL, SharePoint, Oracle DB and SAP with confidence.

“VMware Partners are going to benefit from achieving this competency because it will open doors to be able to sell more of their products and services into customer areas that have been closed off to them before.”

— Nathan Biggs, CEO, House of Brick Technologies

Market Opportunity

Many customers have virtualized at least one of their business critical applications and the demand for virtualization is growing rapidly. Increasingly, customers are now asking, “how”, not “why” they should virtualize their business critical applications. In the VBCA space alone, VMware estimates the current market size is over $15B in product licenses and $53B in professional services.

Early adopters of this Competency have 62% larger average deal size than similar Partners without. There is also higher and faster ROI given that this Competency has FREE eLearning for all of the accreditations.

Product Licenses

ProfessionalServices

15 53



Requirements • VSP - VBCA (Virtualization of Business Critical Applications)

• VTSP - VBCA (Virtualization of Business Critical Applications)

• VBCA Technical Post-Sales Accreditation

• Virtualizing Microsoft SQL / Oracle DB AND• Virtualizing Exchange / SharePoint / SAP

(At least 2 of 5 self-paced eLearning modules + exam)


SETs available • Enterprise Java Applications on VMware SET

• Migrating UNIX Applications to VMware SET

• Microsoft Exchange on VMware SET

• Microsoft SQL Solutions on VMware SET

• SAP on VMware SET

• Oracle Databases on VMware SET

Demand Generation Campaign • VMware Business Critical Applications

• Symantec/VMware Business Critical Virtualization

• Trend Micro and VMware

• VMware Virtualization with HP for Small and Mid-Sized Businesses

• Cisco Unified Computing System and VMware vSphere

URL to learning path http://www.vmware.com/go/partneruniversity/vbcacompetency

Link to one-pager VBCA Datasheet

* Individual VBCA Technical Post-Sales Accreditations may be completed by 1 or more individuals provided they are a VMware Certified Professional (VCP) or hold an advanced certification that requires VCP.

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Solution Competency Value-Add: Solution Enablement Toolkits (SETs)What are Solution Enablement Toolkits?

Solution Enablement Toolkits (SETs) are collections of sales, marketing, technical and service delivery tools and assets that enable Partners to create their own packaged solutions. By accelerating repeatable and scalable value selling and services delivery, Partners using SETs experience 2x faster growth and 2x deal sizes.

SETs give you the tools you need to quickly create scalable solutions that can be reproduced for different customers. SETs are delivered within Libraries aligned to individual Competencies. Solution Providers who have achieved specific Competencies have full access to the related SET Library assets. Download the SETs to:

• Develop customized solutions more quickly, using proven best practices

• Increase your ROI and sales productivity by ramping up your sales teams on VMware technology and solutions quickly

• Close deals faster and increase your margins through a consistent, repeatable and scalable sales process that helps you bring your own packaged solutions to market

• Utilize VMware’s Service IP to enhance and support delivery of your own solutions leveraging your company’s expertise

• Accelerate development of your Software-Defined DataCenter practice

Competency Partners now receive full access to SET libraries as a benefit of Competency achievement (a value of over $1,500 in annual subscription fees). Visit the Solution Enablement Toolkit site today to learn how SETs can help you get started. By leveraging the SET content, you can take advantage of the growth opportunities in cloud computing more efficiently.

Solution Competencies Value-Add Solution Enablement Toolkits (SETs)

http://www.vmware.com/go/SET


Headline


Available Solution Enablement Toolkits:


SET

Infrastructure Virtualization Library

Desktop Virtualization Library

Business Continuity Library

• SRM Jumpstart SET• SRM Accelerator SET• SRM Plan & Design SET

Virtualization of Business Critical Applications Library

Cloud Infrastructure as a Service Library

Competency Partners now receive full access to SET libraries as a benefit of Competency achievement(a value of over $1,500 in annual subscription fees).

NEW

NEW

• vSphere Jumpstart SET• vSphere Upgrade SET• Plan & Design for VMware vSphere SET

• VMware Virtualization Assessment SET• vSA Jumpstart SET

• AlwaysOn Point of Care Service Solution SET• Desktop Accelerator SET• VMware View Jumpstart SET• VMware View Pilot SET• Desktop Virtualization Assessment SET

• VMware ThinApp Jumpstart SET• Desktop Virtualization Health Check SET• VMware View Plan and Design SET• VMware ThinApp Plan and Design SET

• Enterprise Java Applications on VMware SET• Migrating UNIX Applications to VMware SET• Microsoft Exchange on VMware SET

• Microsoft SQL Solutions on VMware SET• SAP on VMware SET• Oracle Databases on VMware SET

• vCloud Jumpstart SET• vCloud Accelerator SET

• vCloud Plan and Design SET• Operational Readiness for Cloud SET







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“Solution Enablement Toolkits, in my opinion, should be required reading when you start to move into this stage. They provide a supporting framework that can allow you to quickly expand your horizons in terms of virtualizing business applications. They give you a set of real world experience from a number of different areas where people have done this before. You can leverage that to develop your own methodologies, and have the confidence that those methodologies are going to be practical and effective.”

— Chris Williams, Global Practice Lead, Cognizant Virtual Solutions Group, Cognizant

“This cuts our time to market by 80%. I want to take this approach and roll it out to all of our global offices.”

— Greg Bowden, Group Vice President, Dimension Data

“SETs have helped IT Partners, primarily by taking the workload off of us to allow us to be more with our customers. [Using SETs] to train our sales people, using some of the scripts and positioning statements to allow them to be more consultative with their customers.”

— Bob Lindquist, VP of Business Development, IT Partners

“[With the SET approach to technology and services], we have a consistent, repeatable process in our service delivery that really helps us to deliver a high quality experience to the customer in the VMware virtualization journey.”

— Terry Mckintosh, VP of Advanced Technology, ePlus

URL to learning path http://www.vmware.com/go/SET

Link to checklist SET Datasheet







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http://www.vmware.com/go/specializations

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Solution Provider Program Competencies

Solution Provider Program: Solution Competency RequirementsLead your customers to IT transformation with VMware, a proven leader in virtualization and cloud infrastructure. Accelerate your sales and services growth with Solution Competencies and multiply your profits with Solution Reward rebates and increase deal sizes, order volumes and services margins.

The below requirements show Competency requirements by Solution Provider Partner tier.

You may view the list of Developed Countries on Partner Central.

Developed Countries Developing Countries

AchieveCompetency-specific Sales (VSP),

Technical Solutions (VTSP) and Technical Post Sales Accreditations

AccreditationsVMware Sales Professional (VSP),

VMware Technical Solutions Professional (VTSP), Technical Post

Sales Accreditations

AccreditationsVMware Sales Professional (VSP),

VMware Technical Solutions Professional (VTSP), Technical Post

Sales Accreditations

Customer References Required Required

Required by Program tier # of Competencies # of Competencies

Professional None None

Enterprise Infrastructure Virtualization Infrastructure Virtualization

Premier Infrastructure Virtualization + 2 Infrastructure Virtualization + 1

http://www.vmware.com/partners/partners







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Solution Provider Program Benefits

Solution Provider Program: Solution Competency Benefits

SALES SUPPORT BENEFITS

Financial Incentive – Solution Rewards

Eligible Partners can earn a quarterly back end rebate of up to 20% for sales of related products under eligible Solution Competencies.

www.vmware.com/go/solutionrewards

Solution Enablement Toolkits (SETs)

Exclusive library of services intellectual property (IP) tools, templates, and assets to create Partners unique productized and branded solution around VMware technology. SETs have shown to double a partners sales growth through customized solution selling.

www.vmware.com/go/SET

Subject Matter Expert Access to technical solution experts in the field for Premier Partners

MARKETING BENEFITS

Unique Designation and Branding Competency-specific branding and logo

Additional Funding Eligibility to receive available funding for VMware approved marketing campaigns, proof of concept and lead generation activities

Partner Success Stories VMware sponsored joint Partner success story on approved customer references

Promotion of Partners to customers

Partners with the Competency designation will be displayed on Partner Locator through www.vmware.com

Press Release Templates Press release templates showcasing Partners’ achievement of Competencies. Available in select regions only.

Promotion of Partners to VMware Sales

Internal communication vehicles to promote Partners to Field Sales and Systems Engineers as the ‘Go to Partners’ for customer engagements



PRODUCT RELATED BENEFITS

Beta Program Invitation to participate in selective Beta programs and release candidate (RC) programs

Product Roadmap Early visibility into product roadmap

Partner Exchange Invitation to participate in exclusive solution focused sessions with VMware Product Managers.







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Training RequirementsPlease note that the Infrastructure Virtualization Competency is a pre-requisite for all other competencies.

DesktopVirtualization

Sales Accred5 hour eLearning OR1 day SolutionTrack

Technical Sales Accred6.5 hour eLearning OR

1 day Tech Express

VMware View Design Best Practices

2 day instructor-led training OR VCAP-DT Cert

VMware View Implementation Fundamentals

(Install, Con�gure, Manage)

4 day instructor-led training ORVCP-DT Cert

Business Sales Accred3 hour eLearning

Technical Sales Accred3 hour eLearning

Business ContinuityOverview and Design

3 hour eLearning

Business ContinuityImplementation Fundamentals

Self-paced + 1-day Instructor-led training

Continuity

Cloud Infrastructureas a Service

Sales Accred4 hour eLearning


vCloud DirectorDeploy and Manage

4 day Instructor-led Training orVCP-Cloud Certification

SALES

InfrastructureVirtualization

TECHNICAL SALES TECHNICAL POST-SALES

Sales Accred5 hour eLearning


vSphere: Design Workshop3-day Online or Onsite ORVCAP-DCD Certification

vSphere: Upgrade1-hour eLearning OR

VCP Certification

ManagementSales Accred

3 hour eLearning OR¾ day SolutionTrack

Technical Sales Accred8 hours eLearning OR

1 day Tech Express

vCenter Operations Manager: Analyze & Predict

2 day instructor-led training

vCenter Con�guration Manager: Introduction

3 day instructor-led training

Virtualization of BusinessCritical Applications

(VCBA)

Sales Accred 3 hour eLearning OR1 day SolutionTrack

Technical Sales Accred 6 hour eLearning

Virtualizing Microsoft SQL / Oracle DB1

Virtualizing Exchange / SharePoint / SAP1

*Current Accreditations (and one version prior) satisfy Competency requirements. 1 Complete at least 2 of 5 self-paced eLearning modules + exam


Product Mapping OverviewINFRASTRUCTURE

VIRTUALIZATION

(PRE-REQUISITE)

BUSINESS

CONTINUITYCLOUD IAAS

DESKTOP

VIRTUALIZATIONMANAGEMENT VBCA

VMware® vSphere®1

VMware® vCenter™ Server1

VMware® Horizon Application Manager™

VMware® ThinApp®

VMware® Mirage™

VMware® vCenter™ Chargeback Manager

VMware® vCenter™ Configuration Manager™

VMware® vCenter™ Infrastructure Navigator

VMware® vFabric™ Hyperic

VMware® vCenter™ Operations Management Suite

VMware® vCenter™ Operations Manager

VMware® vCenter™ Operations Manager™ for View

VMware® vCenter™ Site Recovery Manager™

VMware® vCloud® Director™

VMware® vCloud® Networking and Security

VMware® vCloud® Suite Standard

VMware® vCloud® Suite Advanced

VMware® vCloud® Suite Enterprise

VMware® View™

These products, including upgrades and Acceleration kits, are eligible for the Solution Rewards incentive. 1Solution Rewards for Infrastructure Virtualization Competency products are available for emerging VMware market segment only

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VMware Developed Country List

Geo Region Sub-Region Country Developed Status

AMER NAM Canada Canada Developed

AMER NAM United States United States Developed

AP ANZ ANZ Australia Developed

AP ANZ ANZ New Zealand Developed

EMEA CEMEA Switzerland Switzerland Developed

EMEA CEMEA Austria Austria Developed

EMEA CEMEA Germany Germany Developed

EMEA NEMEA Benelux Belgium Developed

EMEA NEMEA Benelux Luxembourg Developed

EMEA NEMEA Benelux Netherlands Developed

EMEA NEMEA Nordic Bouvet Island Developed

EMEA NEMEA Nordic Denmark Developed

EMEA NEMEA Nordic Faroe Islands Developed

EMEA NEMEA Nordic Finland Developed

EMEA NEMEA Nordic Greenland Developed

EMEA NEMEA Nordic Iceland Developed

EMEA NEMEA Nordic Norway Developed

EMEA NEMEA Nordic Svalbard and Jan Mayen Islands Developed

EMEA NEMEA Nordic Sweden Developed

EMEA NEMEA UK&I United Kingdom Developed

EMEA SEMEA France France Developed

EMEA SEMEA Iberia Spain Developed

EMEA SEMEA Italy Italy Developed Note: All other countries will be considered as Developing for the purpose of VMware Solution Provider Program qualification.


Appendix







Business Continuity



Management




Developed Countries



7. Appendix




Support


Support Languages

• English• German• French• Spanish

Support Hours

24 hours a day, Monday to Friday

Contact Us for Support

Online

Submit a support case on Partner Central.www.vmware.com/partners/partners.html?apex/page?name=contactus

By Email

[email protected]

By Phone

In the US:1-650-427-7550

In Europe:Ireland: +353 21 466 0200Germany: +49 89 3706 1700-5France: +33 1 47 62 80 20Italy: +39 02 30412755Spain: +34 914 125 050UK: +44 1276 414455

In Asia Pacific:China: +86 10 59934438Japan: +81 3 4334 5606Australia: +61 2 9293 5606Singapore: +65 6501 2177India: +91 80 39142110

• Italian• Portuguese• Japanese• Chinese


Appendix







Business Continuity



Management




Developed Countries



7. Appendix




Support

I N F R A S T R U C T U R E V I R T U A L I Z A T I O N S O L U T I O N C O M P E T E N C Y O V E R V I E W / 1

Infrastructure Virtualization (IV) Solution Competency Overview

Why Achieve the Infrastructure Virtualization Competency? 10x Cloud services growth: Industry analysts predict global spending on professional services around building or implementing cloud services will grow 10x faster than overall IT services and expect it to reach $16.7B in 2015.*

The Infrastructure Virtualization (IV) Competency helps Partners take advantage of this opportunity by achieving expertise in virtualizing and consolidating server environments and developing foundational virtualization skill sets and practices.

Greater annual sales: VMware research has shown that attaining the IV Competency can result in 3.5x greater annual sales.* The Infrastructure Virtualization Competency validates a depth of knowledge, commitment and experience to potential customers and helps accelerate your customers’ shift to cloud computing in whatever form (private, public or hybrid) as you build a differentiated organization.

With the Infrastructure Virtualization Competency you gain: • Sales and Technical trainings to sell, design and deliver

virtualized business continuity and disaster recovery solutions with confidence

• Solution Enablement Toolkits (SETs) that help you get to market faster by giving you the tools, templates and rich sales and services IP to create your own unique, branded solutions

• Q1 2013 Partner Directory inclusion for those that achieve the Competency by October 1st, 2012. The directory is designed to help increase mindshare and visibility with VMware internal field seeking Solution Competency Partners.

More Efficiency and Control. Less Cost. IT customers are looking to ensure availability, security and scalability of their business applications while reducing expenses and resources. The IV Competency enables you to help customers run these applications with confidence and respond faster to the needs of their business – with the hardware and infrastructure solutions of their choice.

Why Achieve VMware Solution Competencies? Attaining a Solution Competency gives you a proven route to more revenue and profitability by arming you with the knowledge and tools to:

• Accelerate deals by selling your own, branded solutions

• Multiply profits with more rebates, larger deals, more volume and greater services margin

• Lead customers to IT transformation with the proven leader in virtualization and cloud infrastructure.

T H E I N F R A S T R U C T U R E V I R T U A L I Z A T I O N C O M P E T E N C Y I S R I G H T F O R P A R T N E R S W I T H :

ü A desire to grow your business beyond general IT services

ü Customers coming to you to help them take advantage of virtualization

ü Interest in creating a foundation for cloud solutions and services

C O M P E T E N C Y B E N E F I T S

• Virtualization and cloud expertise through no-cost online learning to promote and build out an accredited, knowledgeable team or practice

• New opportunities to take advantage of the tremendous virtualization and cloud opportunity and move beyond general IT solutions

• Financial incentives and rebates for new customer acquisition and cross-selling deals • Make your IT customers heroes by helping them achieve lower costs while delivering IT infrastructure as an easily accessible

service • Resources to help speed sales including product betas, Solution Enablement Tookits (SETs), Grid campaigns, and more • Higher and faster ROI with minimal investment required to achieve accreditations

Solution Provider Program Updates FAQ

VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com Copyright ©2012 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.

I N F R A S T R U C T U R E V I R T U A L I Z A T I O N S O L U T I O N C O M P E T E N C Y O V E R V I E W

Infrastructure Virtualization Solution Competency

Infrastructure Virtualization Competency Requirements In order to give you flexibility and choice, the training path for Infrastructure Virtualization Competency trainings includes free, self-paced eLearning courses, which may be taken as schedules permit. Competencies are attained by groups of employees in your company rather than individuals attaining the entire Competency. Below are training requirements for the Infrastructure Virtualization Competency:

Prerequisite NONE REQUIRED

Trai

ning

Sales VSP - IV (Infrastructure Virtualization) 5-hour eLearning or 1-day SolutionTrack

Technical Sales

VTSP - IV (Infrastructure Virtualization) 9.5-hour eLearning

Technical Post-Sales

vSphere: Design Workshop 3-day Online or Onsite

OR VCAP-DCD Certification AND

vSphere: Upgrade

4-hour eLearning

OR VCP Certification

Customer Reference 1 Customer Reference or 3 prospects

For the accreditation/certification versions that currently qualify, please go to Partner University.

Associated Products The VMware products associated with the Infrastructure Virtualization Competency include: VMware® vSphere® and VMware® vCenter™ Server.

Next Steps Ø Calculate opportunity: Go to the Competencies page on Partner Central,

look for the Competency Market Calculator button and fill in Competency Opportunity Calculator and quantify your profit potential. www.vmware.com/go/competencycalculator

Ø Check status: Log in to Partner Central www.vmware.com/partnercentral to review your current training status via your organization’s unique Competency Dashboard

Ø Choose and complete course: Go to Partner Central >> Partner University tab. Register and complete the required trainings and exams.

Ø Submit enrollment and references: Submit online enrollment form on Partner Central and submit approved customer references or prospects through the automated system on Partner Central

Additional Information • For more information on IV Competency

benefits, incentives and more: http://www.vmware.com/go/ivcompetency

• For IV Competency training details: http://www.vmware.com/go/partneruniversity/ivcompetency

• For more on all the Competencies: www.vmware.com/go/competencies

• All other questions, contact [email protected]

* Based upon VMware and industry research

http://www.vmware.com/go/ivcompetency

http://www.vmware.com/go/partneruniversity/ivcompetency

http://www.vmware.com/go/competencies

B U S I N E S S C O N T I N U I T Y S O L U T I O N C O M P E T E N C Y O V E R V I E W / 1

Business Continuity Solution Competency Overview

Why Achieve the Business Continuity Competency? High priority for customers, high opportunity for you: Improving business continuity and disaster recovery is the highest priority for SMBs and number two for enterprises in 2012 and 2013.* The Business Continuity Competency arms partners to take advantage of this.

• Turn every $1 of VMware software spend into $2-5x of additional hardware and software sales

• Gain $5-10x high-margin professional services for every $1 of software investment

• Realize more recurring revenue around DR to the Cloud and managed services offerings using VMware products

You gain:

• Sales and Technical trainings to sell, design and deliver virtualized business continuity and DR solutions with confidence


• Q1 2013 Partner Directory inclusion for those that achieve the Competency by October 1st, 2012. The directory is designed to help increase mindshare and visibility with VMware internal field seeking BC Competency Partners.

Customers are looking to virtualization to keep business running: Customers are seeking guidance on virtualizing their environments while ensuring seamless business continuity, disaster recovery and avoidance. Partners that can deliver solutions that maximize the value of those environments and prepare customers for growing virtualization requirements will realize greater success.

Why Achieve a VMware Solution Competency? Attaining a Solution Competency gives you a proven route to more revenue and profitability by arming you with the knowledge and tools to:



• Lead customers to IT Transformation with the proven leader in virtualization and cloud infrastructure

T H E B U S I N E S S C O N T I N U I T Y C O M P E T E N C Y I S R I G H T F O R P A R T N E R S W I T H :

ü Customers seeking robust Business Continuity/Disaster Recovery (BCDR) solutions for their virtualized environments

ü A sales/services relationship with a top storage vendor like EMC, NetApp, Dell Equalogic OR

ü A sales/services relationship with a Data Protection-Recovery vendor like Commvault, Symantec, EMC Avamar, Microsoft, Veeam OR

ü Collocation-hosting, managed services, Cloud offering or recovery/back up-as-a-service environment


• Higher and faster ROI with minimal investment required to achieve accreditations • Greater margin and revenue including 2x Solution Rewards for first-time sales and greater revenue potential with

larger deals and overall business growth • Continual revenue opportunities through new or richer cloud-enabled services that deliver long-term profits • Make your IT customers heroes by helping secure Tier 1 and 2 application availability • Tools and of resources that help grow and close sales faster including product betas, SETs, GRID campaigns,

Tech Express sessions, and more


VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com Copyright © 2012 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.

B U S I N E S S C O N T I N U I T Y S O L U T I O N C O M P E T E N C Y O V E R V I E W

Business Continuity Solution Competency

Business Continuity Competency Requirements In order to give you and your team flexibility and choice, the path for Business Continuity Competency trainings is primarily free, self-paced e-Learning courses, which may be taken as schedules permit, with some additional instructor-led training. Competencies are attained by groups of employees in your company rather than individuals attaining the entire Competency. Below are training requirements for the Business Continuity Competency:

Prerequisite Infrastructure Virtualization Competency

Trai

ning

Sales VSP - BC (Business Continuity) 3-hour self-paced eLearning or 1-day SolutionTrack

Technical Sales

VTSP – BC (Business Continuity) 3-hour self-paced eLearning


Business Continuity Overview and Design

3-hour self-paced eLearning AND

Business Continuity Implementation Fundamentals

Self-paced + 1-day Instructor-led training



Associated Products The VMware products associated with the Business Continuity Competency include VMware® vCenter™ Site Recovery Manager™ and VMware® vCloud® Suite Enterprise.

Next Steps Ø Calculate opportunity: Go to the Competencies page on Partner Central, look

for the Competency Market Calculator button and fill in Competency Opportunity Calculator and quantify your profit potential.

Ø Check status: Log in to Partner Central www.vmware.com/partnercentral to review your current training status via your organization’s unique Competency Dashboard.


Ø Submit enrollment and references: Submit online enrollment form on Partner Central and submit approved customer references or prospects through the automated system on Partner Central.

Additional Information • For more information on BC

Competency benefits, incentives and more: http://www.vmware.com/go/competency/bc

• For BC Competency training details: http://www.vmware.com/go/partneruniversity/bccompetency



* Based upon VMware and industry research


http://www.vmware.com/go/competency/bc

http://www.vmware.com/go/partneruniversity/bccompetency

C L O U D I N F R A S T R U C T U R E A S A S E R V I C E S O L U T I O N C O M P E T E N C Y O V E R V I E W / 1

Cloud Infrastructure as a Service (Cloud IaaS) Solution Competency Overview

Why Achieve the Cloud IaaS Competency? $16 Billion Market Opportunity and Growing: Worldwide, customer spending around building or implementing cloud services should reach an estimated $16.7 billion in 2015, representing a 40%+ annual increase.* This reflects growing demand for infrastructure as a Service and hybrid cloud solutions.

2.5x More Bookings: Achieving the Cloud IaaS Competency can help accelerate sales by extending your expertise in VMware hybrid cloud solutions and services. Partners achieving the IaaS Lighthouse have 2.5X more bookings than similar non-Lighthouse Partners. So you profit more while becoming your customers’ clear choice for secure VMware vCloud solutions.

You gain:

• Sales and Technical trainings to sell, design and deliver VMware cloud solutions with confidence


• Inclusion in Partner Directory, designed to help increase mindshare and visibility with VMware internal field seeking Solution Competency Partners.

Greater agility and value through the Cloud: With the Cloud IaaS Competency, you become your customers’ go-to IaaS partner by giving them greater business agility with secure, reliable cloud solutions. As a trusted advisor, you can help maximize the value of their existing environments and transform their businesses.




• Lead customers to IT transformation with the proven leader in virtualization and cloud infrastructure

T H E C L O U D I N F R A S T R U C T U R E A S A S E R V I C E C O M P E T E N C Y I S R I G H T F O R P A R T N E R S W I T H :

ü Plans to expand into Cloud Infrastructure-as-a-Service solutions OR

ü VMware Cloud Lighthouse participation OR

ü Customers with a high degree of virtualization and are moving into private/hybrid clouds OR

ü Both VMware Solution Provider and Service Provider Partner program participation


• Higher and faster ROI by focusing on the barely tapped cloud services market and driving both new and cross-sell revenue

• Greater margin and revenue including double Solution Rewards for first-time sales and greater revenue potential with larger deals and overall business growth.

• Continual revenue opportunities through new or richer cloud-enabled services that deliver long-term profits

• Make your IT customers heroes by helping them gain greater agility, efficiency and cost savings • Tools and resources that help grow and close sales faster including product betas, SETs, GRID campaigns, Solution

Tracks, and more



C L O U D I N F R A S T R U C T U R E A S A S E R V I C E S O L U T I O N C O M P E T E N C Y O V E R V I E W

Cloud Infrastructure as a Service Solution Competency Overview

Cloud Infrastructure as a Service Competency Requirements In order to give you flexibility and choice, the training path for Cloud Infrastructure as a Service Competency trainings are a combination of free, self-paced eLearning courses, which may be taken as schedules permit, and instructor-led training. Competencies are attained by groups of employees in your company rather than individuals attaining the entire Competency. Below are training requirements for the Cloud IaaS Competency:


Trai

ning

Sales VSP - Cloud (Cloud IaaS) 4-hour self-paced eLearning

Technical Sales

VTSP - Cloud (Cloud IaaS) 8-hour self-paced eLearning


VMware vCloud: Deploy and Manage the VMware Cloud

4-day Instructor-led Training or

VCP-Cloud Certification



Associated Products The VMware products associated with the Cloud Infrastructure as a Service Competency include VMware® vCloud® Director™, VMware® vCloud® Networking and Security, VMware® vCloud® Suite Standard, VMware® vCloud® Suite Advanced, VMware® vCloud® Suite Enterprise.

Next Steps Ø COMING SOON - Calculate opportunity: Go to the

Competencies page on Partner Central, look for the Competency Market Calculator button and fill in Competency Opportunity Calculator to quantify your profit potential.

Ø Check status: Log in to Partner Central www.vmware.com/partnercentral to review your current training status via your organization’s unique Competency Dashboard.

Ø Choose and complete courses: Go to Partner Central >> Partner University tab. Register and complete the required trainings and exams.


Additional Information • For more information on Cloud IaaS

Competency benefits, incentives and more: http://www.vmware.com/go/competency/cloudiaas

• For Cloud IaaS Competency training details: http://www.vmware.com/go/partneruniversity/cloudiaascompetency



* Based upon VMware and Industry analysis

http://www.vmware.com/go/competency/cloudiaas

http://www.vmware.com/go/partneruniversity/cloudiaascompetency



D E S K T O P V I R T U A L I Z A T I O N S O L U T I O N C O M P E T E N C Y O V E R V I E W

Desktop Virtualization Solution Competency Overview

Why Achieve the Desktop Virtualization Competency? • The $2.3 billion-dollar market: According to industry

research, the opportunity for desktop virtualization worldwide will exceed $2 billion (USD) through 2015.*

• Realize an 11:1 revenue increase: With the potential to generate as much as $11 in products and services revenue for every $1 of VMware View license revenue.*

• Learn More, Earn More: Competent Partners are entitled to receive up to 20% more margin through Solution Rewards quarterly back-end rebate and first-time customer sale bonus rebates.

You gain: • Sales and Technical trainings to sell, design and deliver

virtualized desktops and applications with confidence


• Partner Directory inclusion for those that achieve the Competency. A directory listing can help increase mindshare and visibility with VMware internal field seeking Competency-proficient Partners.

End-User Productivity without Compromising Control: The Desktop Virtualization Competency arms you to deploy virtualized desktops and applications and transform the desktops into centrally managed services that allow end users to connect to technology and each other while maintaining IT control.

Customer initiatives like OS migrations, desktop refreshes, and mergers and acquisitions offer opportunities to sell desktop virtualization and help your customers meet their complex business requirements while increasing your profitability.

Why Achieve a VMware Solution Competency? Attaining a Solution Competency gives you a proven route to more revenue and profitability by arming you with the knowledge and tools to:



• Lead customers to IT Transformation with the Proven Leader in virtualization and cloud infrastructure

T H E D E S K T O P V I R T U A L I Z A T I O N C O M P E T E N C Y I S R I G H T F O R P A R T N E R S W I T H :

ü An existing end-user computing practice and relation-ships with vendors such as Citrix, Wyse, HP or Microsoft OR

ü Customer demand/sales in virtualized desktop or application software OR

ü A focus on build-your-own desktop (BYOD), healthcare, or financial services segments


• Accelerated time to more profits with incentives, course options, as well as an increase of 2-4 x in product and services drag

• Greater margin with up to 20% Solution Rewards rebate including double Rewards for first-time sales

• Business growth opportunity to move beyond server consolidation with new practice areas and pursue specific customer market segments with confidence

• Tools and of resources that help grow and close sales faster including product betas, SETs, GRID campaigns, Tech Express sessions, Booster Budget for marketing events, Locator listing, and more



D E S K T O P V I R T U A L I Z A T I O N S O L U T I O N C O M P E T E N C Y O V E R V I E W

Desktop Virtualization Solution Competency Overview

Desktop Virtualization Competency Requirements In order to give you flexibility and choice, the paths for Sales and Technical Sales Desktop Virtualization Competency trainings consist of self-paced eLearning courses that may be taken as schedules permit. For Technical Post-Sales accreditation, in-person trainings are required. Competencies are attained by groups of employees in your company rather than individuals attaining the entire Competency.

Below are training requirements and respective time commitments for the Desktop Virtualization Competency:


Trai

ning

Sales VSP – DV (Desktop Virtualization) 3-hour self-paced or 1-day Solution Track

Technical Sales

VTSP – DV (Desktop Virtualization) 6.5-hour self-paced eLearning or 1-day Tech Express


VMware View 5 Implementation Fundamentals

Install, Configure, Manage 4-day instructor-led training

OR VCP5-DT Cert AND

VMware View 5 Design Best

Practices 2-day instructor-led

training

OR VCAP5-DT Cert


Associated Products The VMware products associated with the Desktop Virtualization Competency include VMware® View™, VMware® ThinApp®, VMware® vCenter™ Operations Manager™ for View, VMware® Horizon Application Manager™ and VMware® Mirage™.

Next Steps Ø Calculate opportunity: Go to the Competencies page on Partner Central,

look for the Competency Market Calculator button and fill in the Competency Opportunity Calculator to quantify your profit potential.

Ø Check status: Log in to www.vmware.com/partnercentral to review your current training status via your organization’s unique Competency Dashboard

Ø Choose and complete course: Go to Partner Central >> Partner University tab. Register for desired trainings. Complete the online training and exam or complete course at a VMware Authorized Training Center


Additional Information • For more information on the Desktop

Virtualization Competency benefits, incentives go to: http://www.vmware.com/go/competency/dv

• For Desktop Virtualization Competency training details go to Partner University: http://www.vmware.com/go/partneruniversity/dvcompetency


• All other questions, please contact: [email protected]

*Based upon Company and Industry Research

http://www.vmware.com/go/competency/dv

http://www.vmware.com/go/partneruniversity/dvcompetency


M A N A G E M E N T S O L U T I O N C O M P E T E N C Y

O V E R V I E W

Management Solution Competency Overview

Why Achieve the Management Competency? Only 3% of current vSphere customers are using VMware Management: A huge opportunity exists to sell the VMware vCenter Operations Management Suite into your vSphere accounts. Currently, 97% of vSphere customers are not using VMware vCenter Operations Management Suite solutions. This gap represents $1.4 billion (USD) potential revenue for VMware Partners.*

Customers have the desire but lack the skills: Customers are trying to manage multiple virtual machines – anywhere from 50 to 10,000 – and are looking to expand virtualization and cloud adoption to help. However, most customers lack the internal skills and resources necessary. The VMware Management Competency prepares you to capitalize on this large and largely untapped opportunity to help customers improve and optimize performance and reliability across their virtual infrastructure.

Management = more opportunity, more revenue: A recent VMware Partner survey* found:

• Selling vCenter Operations Management Suite can help grow VMware business by 11% or more

• Including vCenter Operations Management in proposals can grow transaction size up to 20%

• $3-5 (USD) in additional services revenue potential for every $1 in vCenter Operations Management licenses sold

• Sales can also uncover unexpected new storage and server opportunities beyond new licenses and services

With the Management Competency, you gain: • Sales and Technical trainings to sell, design and deliver cloud

and virtualization management solutions with confidence


• 2013 Partner Directory inclusion A directory listing can help increase mindshare and visibility with VMware internal field seeking Competency-proficient Partners.





T H E M A N A G E M E N T C O M P E T E N C Y I S R I G H T F O R P A R T N E R S W I T H

ü A significant vSphere customer base OR

ü Sales/demand for IT management software OR

ü A management services practice OR

ü A relationship with management vendors such as CA, BMC, HP or IBM

B E N E F I T S A T A G L A N C E

• Generate more opportunity as a catalyst for greater license and services revenues with your existing vSphere customers and increase deals by as much as 20 percent

• Accelerate virtualization and cloud adoption by meeting customers’ needs to improve performance and compliance while optimizing capacity, strengthening your value and relationship

• Earn greater margin with up to 20% Solution Rewards rebate including double Rewards for first-time sales on vCenter Operations Management Suite solutions

• Differentiate your business from IT solution providers with more limited expertise by expanding and enhancing your practice beyond server consolidation with deep virtualization and cloud management knowledge

• Leverage tools and of resources that help grow and close sales faster including product betas, SETs, GRID campaigns, Tech Express sessions, Locator listing, and more



M A N A G E M E N T S O L U T I O N C O M P E T E N C Y O V E R V I E W

Management Solution Competency

Management Competency Requirements The Management Competency consists of role-based training for sales, technical sales, and technical post-sales professionals reflected in the chart below. The learning paths for Sales and Technical Sales Competency trainings consist of self-paced eLearning courses that may be taken as schedules permit. For Technical Post-Sales accreditation, in-person trainings are required. Competencies are attained by groups of employees in your company rather than individuals attaining the entire Competency.


Trai

ning

Sales VSP - MGMT (Management) 3-hours self-paced eLearning OR

SolutionTrack: Management

1/2-day SolutionTrack

Technical Sales

VTSP - MGMT (Management) 8-hours self-paced eLearning OR

Tech Express vCenter Operations Management

1/2-day Instructor-led Training


vCenter Operations Manager: Analyze & Predict

2-day Instructor-led Training AND

vCenter Configuration Manager for Virtual Infrastructure

Management: Introduction 3-day Instructor-led Training



Associated Products The VMware products and solutions associated with the Management Competency include the VMware® vCenter™ Operations Management Suite. Partners will earn credit for selling the following solutions: VMware® vCenter™ Operations Manager, VMware® vCenter Configuration Manager™, VMware® vCenter™ Infrastructure Navigator, VMware® vCenter Chargeback Manager, VMware® vFabric Hyperic™. Partners will also earn credit toward the Management Solution Competency for selling VMware® vCloud® Suite Standard, VMware® vCloud® Suite Advanced, VMware® vCloud® Suite Enterprise.

Next Steps

Ø Calculate opportunity: Go to the Competencies page on Partner Central, look for the Competency Market Calculator button and fill in the Competency Opportunity Calculator to quantify your profit potential.

Ø Check status: Log in to www.vmware.com/partnercentral to review your current training status via your organization’s unique Competency Dashboard.

Ø Choose and complete course: Go to Partner Central >> Partner University tab. Register for desired trainings. Complete the online training and exam or complete course at a VMware Authorized Training Center.


Additional Information • For more information on the

Management Competency benefits, incentives go to: http://www.vmware.com/go/competency/management

• For Management Competency training details go to Partner University: http://www.vmware.com/go/partneruniversity/management


• All other questions, please contact: [email protected]

http://www.vmware.com/go/competency/management

http://www.vmware.com/go/partneruniversity/management


V B C A S O L U T I O N C O M P E T E N C Y O V E R V I E W / 1

Virtualization of Business Critical Applications (VBCA) Solution Competency Overview

Why Achieve the Virtualization of Business Critical Applications Competency? The $15 Billion-Dollar Market Opportunity: Customers are asking, “how”, not “why” to virtualize their business-critical applications. The current market exceeds $15 billion (USD) in product licenses and $55 billion in professional services.*

Significant Revenue Multiplier: With many IT customers lacking the skills, resources or confidence to virtualize business critical applications, the VBCA Competency arms you to take advantage of this opportunity, presenting the next largest and immediate area to take your virtualization business. VBCA Competency Partners are seeing their business grow substantially over those without the Competency, giving you the potential to realize:

• Up to 62% larger deal size

• 1.9x more bookings

• At least 1.6x increased business growth

• Up to 20% more margin through Solution Rewards rebates and first-time customer bonuses

You gain:

Sales and Technical trainings to sell, design and deliver virtualized business-critical applications with confidence


• Q1 2013 Partner Directory inclusion for those that achieve the Competency by October 1st, 2012. The directory is designed to help increase mindshare and visibility with VMware internal field seeking VBCA Competency Partners.

Higher Infrastructure Efficiency and Quality of Service for Customers: By virtualizing customers’ business-critical applications (i.e., Exchange, SQL, SAP, and Oracle) you help move IT from a cost center to heroes by truly enabling business and unlocking higher quality of service of the applications that drive an organization.

You help customers increase performance, reliability and avail-ability while reducing their applications time to market. You also help customers maximize infrastructure efficiency and cut CAPEX by up to 70%.*





T H E V B C A C O M P E T E N C Y I S R I G H T F O R P A R T N E R S W I T H :

ü A significant vSphere customer base

ü VCP(s) with considerable IT virtualization experience

ü Customers running MSFT Exchange-SQL-SharePoint, Oracle Database, and/or SAP ERP

B E N E F I T S

• Higher and faster ROI with minimal investment required to complete all FREE e-learning accreditations and ability to multiply deal sizes, bookings and overall growth of your business

• Greater margin and revenue including double Rewards for first-time sales and greater revenue potential with larger deals and overall business growth

• Tools and of resources that help grow and close sales faster including product betas, SETs, GRID campaigns, Tech Express sessions, and more

• Broader business potential and customer value as you drive deeper with solutions that reinforce your trusted advisor role



V B C A S O L U T I O N C O M P E T E N C Y O V E R V I E W

VBCA Competency Overview

VBCA Competency Requirements The training path for VBCA Competency Sales, Technical Sales and Technical Post-Sales trainings consists of no-cost, self-paced eLearning courses that may be taken as schedules permit. Competencies are attained by groups of employees in your company rather than individuals attaining the entire Competency. Below are training requirements for the VBCA Competency:


Certification VCAP-DCD (may be taken in parallel with the below) Exam with optional coursework

Trai

ning

Sales VSP - VBCA (Virtualization of Business Critical Applications) Self-paced eLearning

Technical Sales

VTSP - VBCA (Virtualization of Business Critical Applications) Self-paced eLearning


At least 2 of 5 self-paced eLearning modules + exam Virtualizing

Microsoft SQL / Oracle DB AND Virtualizing Exchange / SharePoint / SAP



Associated Products The VBCA Competency focuses on selling the following products: VMware vCloud® Suite Standard, VMware vCloud® Suite Advanced, VMware vCloud® Suite Enterprise.

Next Steps

Ø Calculate opportunity: Go to the Competencies page on Partner Central, look for the Competency Market Calculator button and fill in Competency Opportunity Calculator and quantify your profit potential.

Ø Check status: Log in to Partner Central www.vmware.com/partnercentral to review your current training status via your organization’s unique Competency Dashboard



Additional Information

• For more information on the VBCA Competency benefits, incentives and more: http://www.vmware.com/go/competency/vbca

• For VBCA Competency training details: http://www.vmware.com/go/partneruniversity/vbcacompetency



* Based upon VMware and industry analysis

http://www.vmware.com/go/competency/vbca

http://www.vmware.com/go/partneruniversity/vbcacompetency


Documents

Solution Competency Guide