Solution Provider

Program Guide
Updated Q3 2015

Solution Provider Program Guide

THIS GUIDE SETS FORTH PROGRAM RULES AND POLICIES THAT

GOVERN YOUR PARTICIPATION IN THE VMWARE SOLUTION
PROVIDER PROGRAM. VMWARE MAY UPDATE THIS GUIDE
FROM TIME TO TIME VIA ITS PARTNER CENTRAL WEBSITE. IF
ANY UPDATE TO THIS GUIDE IS UNACCEPTABLE TO YOU, YOUR
SOLE AND EXCLUSIVE REMEDY SHALL BE TO EXERCISE YOUR
TERMINATION RIGHTS UNDER YOUR VMWARE SOLUTION
PROVIDER PROGRAM AGREEMENT WITH VMWARE.
VMWARE RESERVES THE RIGHT TO ADMINISTER AND MODIFY
THE PROGRAM TERMS REFERENCED HEREIN AT ITS DISCRETION
OR RESTRICT/ DENY PARTICIPATION BASED ON PUBLISHED
PROGRAM RULES. THE TERMS OF THIS GUIDE ARE SUBJECT TO
THE TERMS OF YOUR VMWARE SOLUTION PROVIDER PROGRAM
AGREEMENT.
VMWARE DOES NOT PROVIDE ANY WARRANTIES COVERING
THIS INFORMATION AND SPECIFICALLY DISCLAIMS ANY
LIABILITY FOR DAMAGES, INCLUDING, WITHOUT LIMITATION,
DIRECT, INDIRECT, CONSEQUENTIAL, INCIDENTAL, AND SPECIAL
DAMAGES, IN CONNECTION WITH SUCH INFORMATION.

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Solution Provider Program Guide

Table of Contents
Welcome to the VMware Partner Network. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4
VMware Solution Provider Program Overview. . . . . . . . . . . . . . . . . . . . . . . . . . . . 4
Program Requirements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6
Program Benefits . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8
Partner Central Helpful Links. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11
APPENDIX - Operational Information. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12

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Solution Provider Program Guide

Welcome to the VMware

Partner Network
Our Partners
The Cornerstone
to Our Success
The VMware Partner Network is the framework for collaboration
between VMware and our partners, offering a wide range of
benefits, training resources, certifications, and rewards to ensure our
mutual success. VMware strives to provide a consistent, predictable
and profitable program that enables our partners to grow with us.

VMware Solution Provider

Program Overview
VMware Solution Providers are typically partners whose primary
business model is value-added reselling and/or services delivery.
Their offerings can include the design, planning and deployment
of complex virtualization solutions to meet the needs of their
customers.
Note: This program guide is subject to change. To receive
updates, subscribe to this document on Partner Central.

VMware Program Policies

Program Enrollment and Compliance
Enrolled Tier
When joining the VMware Partner Network, a partner joins at the
Enrolled tier, and does not need to specify a specific Route-toMarket program. The Enrolled tier allows partners to:
Learn more about the different Route-to-Market programs (e.g.
Solution Provider, vCloud Air Network Partner, Consulting and
Integration Partner or Technology Alliance Partner) we offer.
Take time to decide what Route-to-Market program is right for
their business model, and start acquiring the needed sales &
technical solution skills with free, online training to accelerate
their time to the first transaction.
Please note that partners in the Enrolled tier do NOT have
resell rights.
To progress to a higher tier within the VMware Solution Provider
Program, a partner must (a) have declared their intent to participate
in that Route-to-Market, and (b) enter a VMware Partner Program
agreement. Benefits and requirements vary by Solution Provider
Program membership level.

VMware Solution Provider Program membership will renew

automatically for successive one-year terms provided the partner
remains in compliance with all program requirements. VMware
reviews program compliance at least once a year and reserves
the right to re-level partners that exceed or no longer meet the
requirements of their membership level.

Territorial & Resale Restrictions, Legal Entity and

VMware Program Membership
Except as otherwise authorized by VMware:
Partners desiring to operate entities in more than one country
must join the Solution Provider Program by enrolling in each
country from which partner desires to resell VMware products
or services.
Each operating entity must satisfy the program membership
requirements on its own.
Each authorized entity is permitted to resell products or
services only to end users within its appointed Territory.
Territory means the country in which partners principal place
of business is located. VMware will publish, from time to time,
the exceptions to this policy.
Each authorized entity must obtain products or services for resale
solely from distributors authorized by VMware to deal in the
Territory. Solution Providers may enter into supply relationships
with these distributors directly.
The foregoing provisions are without prejudice to the freedom
of partners located in the European Economic Area (EEA) or
Switzerland to purchase from and/or resell to other reseller or
distribution partners authorized by VMware to deal in the EEA
or Switzerland.
At or before the time of resale of a VMware offering, a partner
must provide the prospective customer with a copy of, or link
to, the applicable license or terms and conditions applicable to
the offering being purchased.
A partner may not purchase a VMware offering unless and until
the partner has received a corresponding purchase order from
its customer.
Parent companies, affiliates, subsidiaries, or acquired companies of a
program member are not program members and do not qualify for
program benefits unless they obtain authorization from VMware.
Company name, DBA (Doing business as), or AKA (Also known as),
or other naming convention identified by the program member can
be used to establish distinct legal status.
In the case of acquisitions, mergers, and/or other business
combinations, the existing membership level of the surviving
entity and the operating status of the acquired or merged entity,
as applicable, shall dictate the membership criteria applicable to
the newly formed entity.
The territory restrictions are subject to change. Please check the
territory restrictions policy on Partner Central.

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Solution Provider Program Guide

Partner and Customer Information

Partner Integrity

By joining the VMware Partner Network, a partner consents to

receiving program-related information from VMware for the
following purposes:

At VMware, were committed to helping our partners reduce

business risks that result from noncompliance behavior and avoid
unnecessary costs, reputational damage, and penalties, including
government sanctions and legal action for violations.

a) Administering the program.

b) Providing information to the partner about the program,
including events and training opportunities.
c) Inviting partner to participate in surveys and research.
d) Providing the partner with information and materials to
support its efforts to deliver VMware solutions, including
security information, technical information, and sales and
marketing materials and resources.
Partner agrees that VMware may publish partners name and
address on the VMware partner portal in a listing of program
members, and may reference partner as a member of the program
using partners logo, subject to reasonable trademark and logo
usage guidelines provided by partner and to the VMware Privacy
Policy posted at www.vmware.com/help/privacy.html.
Information provided to VMware in connection with customer
orders or engagements is subject to the VMware Privacy Policy
located at http://www.vmware.com/help/privacy.html, and may
be used to establish and manage customer entitlements and
accounts, to provide additional information to customers
regarding products and offerings, and for sales representative
compensation purposes.

Many local anti-corruption laws and VMware internal policy strictly

prohibit bribery in any form and towards any recipient either a
government or commercial party. To increase compliance with
anti-corruption laws, VMware must develop and administer
comprehensive compliance programs that broadly address and
minimize all compliance risks and extend compliance responsibility
to all individuals or entities involved in the downstream
distribution, promotion or sale of products and services.
VMware has instituted a comprehensive Partner Integrity initiative
which includes the following elements that direct and indirect
partners must successfully complete both as a prerequisite to
being eligible to participate in the VMware Partner Network (VPN)
Partner Programs: pre-screening, ongoing qualification, partner
vetting, self-certification and training requirements. Except as
otherwise authorized by VMware:
a) Partners must adhere to all terms contained in the VMware
Partner Code of Conduct.
b) As part of the VPN application process, partners will be
required to acknowledge that they will remain in compliance
with the terms of this Program Guide, the VMware Partner
Code of Conduct, and all applicable laws pertaining to their
resale of VMware products/services.
c) The prescreening process includes an internal business
qualification process which will be conducted by VMware
sales and finance teams. Formal acceptance in the VPN
Program is contingent upon successful completion by
partner of a detailed due diligence questionnaire where,
amongst other items, the partner must self-disclose any
current or pending compliance violations.
d) All partners must self-certify at least every three years that
they are in compliance with all applicable laws pertaining to
their resale of VMware products and services.
e) Partner must take mandatory ongoing training relating to
anti-corruption regulations and partners obligations with
regard to US Export Control Laws and will be delivered via
the VMware online MyLearn portal. Partners will be required
to complete the first installment of training within 30 days after
being on-boarded Additional mandatory training modules may
be identified from time to time.
Should partners have any questions about the VMware Partner
Integrity Initiative, they should contact partnernetwork@
VMware.com.

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Solution Provider Program Guide

Program Requirements

Partner revenue is calculated based upon:

The following outlines the specific program requirements for

Solution Provider partners.

Enterprise Licensing Agreement (ELA) as net to VMware

All program requirements must be met in order to continue to

receive program benefits as called out in the Benefits section of
this guide and on VMware partner portal, Partner Central.

Net sales of license, support, and subscription (SnS) 1

Approved claims for dedicated development funds within
the Advantage+ program if another Partner fulfills the sale
Volume Purchasing Program (VPP)
VMware Service Provider Program (VSPP)
Professional Services (only for the original transaction)
Sales of OEM branded VMware Products 2

PROGRAM REQUIREMENTS
PROGRAM FEES AND
AG R E E M E N T S

PROFESSIONAL

VMware Partner Network

Enrollment Agreement and
Solution Provider Agreement
Initial Program Fee

Annual Renewal Fee

Program Compliance
REVENUE
COMMITMENTS

Revenue Minimum 1 , 2

ENTERPRISE

PREMIER

Required for all partners

$250 USD

$1,250 USD

(No Fee in Developing Countries)3

($750 USD in Developing Countries)

No Fee

$250 USD

$1,500 USD

$1,500 USD

(No fee in Developing Countries)

($750 USD in Developing Countries)

($750 USD in Developing Countries)

VMware will conduct a compliance review at least once a year at program membership renewal, and reserves
the right to confirm compliance more frequently
PROFESSIONAL

No revenue minimum

ENTERPRISE

PREMIER

To be promoted to and remain at

the Premier level, partners must
have achieved sales revenue
within the previous
12 months of:
Developed: $1,000,000
Developing: $500,000

Transaction Minimum

No revenue minimum

10 transactions over 4 quarters

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Solution Provider Program Guide

PROGRAM REQUIREMENTS
CERTIFICATIONS,
TRAINING AND
DEMONSTRATION LABS

PROFESSIONAL

VMware Sales Professional

(VSP) on Staff

Minimum of 1

VMware Technical Solutions

Professional (VTSP) on Staff

Minimum of 1

VMware Certified
Professional (VCP) on Staff

Recommended

VMware Solution Competency

Recommended

ENTERPRISE

PREMIER

Minimum of 2

Minimum of 4

(1 for Developing Countries)

(2 for Developing Countries)

Minimum of 2

Minimum of 4

(1 for Developing Countries)

(2 for Developing Countries)

Minimum of 2

Minimum of 4

(1 for Developing Countries)

(2 for Developing Countries)

Developed: Minimum of 3

Minimum 1

(2 for Developing Countries)

VMware Ethics & Compliance

Training

Minimum of 1

Demonstration Lab

Recommended

Services Practice

Recommended

MARKETING

PROFESSIONAL

VMware presence on
partners website
see guidelines
VMware Focused Marketing
Initiatives
Quarterly Marketing Plan
(Must be approved by VMware)
Completion of Partner profile

ENTERPRISE

PREMIER

Post VMware partner logo and

VMware solution descriptions

Post VMware partner logo

None required

1 per quarter (minimum)

2 per quarter (minimum)

None required
Update required annually

1. Renewal bookings, Training Revenue, and Internal Use Licenses (IUL) do not count towards the revenue commitment.
2. Participating Global OEM Sales will count towards revenue commitment upon an OEM participating in the VPN Revenue Credit for OEM Sales Initiative. Please refer to the Revenue
Credit for OEM Sales Frequently Asked Questions document for more details and a list of participating Global OEM partners.
3. See the VMware Developed Countries flyer for details.

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Solution Provider Program Guide

Program Benefits
To assist in the success of VMware partners, the VMware Solution Provider Program offers a wide range of benefits. These benefits
include access to software licenses, technical support services, training and certification, sales support, marketing, programs. Benefits
will vary depending upon the partnership type and level in the VMware Partner Network programs.
PROGRAM BENEFITS
S O F T WA R E L I C E N S E S

PROFESSIONAL

ENTERPRISE

PREMIER

Access to VMware offerings through

Distribution

All VMware offerings made available to Solution Providers in the partners tier. Additional terms may
apply to selected offerings.

Eligibility to distribute software renewal

licenses purchased through VMware
Distribution

Access to the renewals portal and to VMware Renewal Support Page to help drive demand

Volume Purchasing Program (VPP)

Ability to resell or quote

Enterprise Purchasing Program (EPP)

Ability to resell or quote

Subscription Purchasing Program (SPP)

Ability to resell or quote

Enterprise License Agreements (ELA)

Ability to resell or quote

TECHNICAL SUPPORT

PROFESSIONAL

ENTERPRISE

PREMIER

Partner Technical Support

2 incidents per year

5 incidents per year

10 incidents per year

VMware Virtual Community Bundle:

Requires TSANet Membership

Discounted Membership
Dedicated email
TSE Talk Live! Session

Same as Enterprise Level w/

addition of
Access to GSS Management
@ VMworld
Dedicated Forum Access

C E R T I F I C AT I O N S , T R A I N I N G A N D C O N T I N U I N G E D U C AT I O N

VMware Sales Professional (VSP) Training

and Accreditation 1

Free, online introductory sales training designed to teach partners about virtualization basics and how
to message VMware solutions to new and existing customers.

VMware Technical Solution Professional

(VTSP) Training and Accreditation 1

Free, online, self-paced technical accreditation that uses guided tours, demonstrations and quizzes to
teach technical pre-sales personnel about VMware products and solutions. Designed to be a
springboard for technical people new to selling VMware and virtualization and cloud infrastructure.

Specializations

Designates partners as experts who can deliver focused sales and marketing into specific industry
markets. Earned through a combination of experience in the specific marketplace and successful
completion of VMware training.

Webcasts (vmLIVE)

Hear the latest VMware news and learn about virtualization trends from industry leaders and VMware
executives on vmLIVE, our weekly interactive radio show. Check out our calendar to learn more about
upcoming topics.

VMware Certified Professional (VCP)

Courses 1

20 percent discount on VMware-delivered courses, available on Partner University. Certification

validates partners ability to successfully employ current VMware products using best practices in
operational environments. Courses and exams are required for initial certification.

VSP Boot Camp: Full- day, Express and

Online (formerly SolutionTracks)

Conducted in both leader-lead and virtual event formats, you get the same training content as
VMwares online, on-demand VSP courses, but with the added benefit of instructor guidance,
interactive discussion and networking with your peers.

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Solution Provider Program Guide

PROGRAM BENEFITS
SALES SUPPORT

Account Management

PROFESSIONAL

ENTERPRISE

PREMIER

Through VMware Authorized

Distributors

Inside Partner Business

Manager

Dedicated Business Manager

Business Planning

Recommended

Partner Central

Web-based portal with content customized to the partners program, level and role with dedicated
pages for products and solutions, promotions, sales tools and marketing tools to help develop your
virtualization practice

Partner Success Center (PSC)

(partnernetwork@vmware.com)

The VMware Partner Success Center is designed to assist new VMware partners get up-to-speed
selling VMware products more quickly, as well as help existing partners with non-technical
questions regarding the VPN Partner Program. Multiple language support is available 24 hours a day,
5 days a week

INCENTIVE PROG RAM S

Advantage+ Opportunity Registration

Advantage+ Product Accelerators

Dedicated Development Funds

Solution Rewards

PROFESSIONAL

ENTERPRISE

PREMIER

2 percent

10 percent

12 percent

Register qualified products under Advantage+ and be on your way to receiving additional incentives
on top of your Advantage+ discounts if you close the deal
Eligible partners who have an approved registration can receive
dedicated development funds if the opportunity is fulfilled by
another VMware Partner. Dedicated Development Funds are
earned through the Advantage+ and ELA Preferred Pricing programs
Partners are eligible after achieving qualifying VMware Solution Competencies. As of July 1, 2015,
Premier Solution Provider partners will be eligible to earn an additional 2% Premier Bonus rebate on all
of their qualifying Solution Rewards sales. Premier Partners will be eligible for this additional bonus in
Solution Rewards on all qualifying sales, no goal attainment

ELA Preferred Pricing

10 percent

ELA Preferred Pricing Rebate

3 percent

Revenue Credit for OEM Sales

Enables VMware to count

VMware platform sales through
participating OEM partners
towards the partners VMware
revenue requirement, enabling
progression to higher levels within the
program. Requires completion of
digital opt-in agreement

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Solution Provider Program Guide

PROGRAM BENEFITS
SALES RESOURCES

PROFESSIONAL

ENTERPRISE

PREMIER

Not for Resale Licenses (NFR)2

One year of subscription services included for partners in good standing for product demonstration and
training purposes. Under no circumstances can these NFR software copies be copied, resold, hosted for
or distributed to any third party or used for partner information processing or computing needs

Discounted Internal Use Software (IUL)3

Selection of discount software

Solution Enablement Toolkits (SETs)

Available after achieving qualifying VMware Solution Competencies. A Solution Enablement Toolkit
(SET) is a collection of sales, marketing, technical and service delivery assets that enable partners to
create and deliver their own packaged solutions. SETs are built around IP from VMwares Professional
Services Organization

VMware Lead Sharing Program 4

Selection of discount and no-charge software

Provides VMware-generated, high quality leads to selected/

participating partners in good standing. Certain program eligibility
criteria apply and service levels must be met to participate

MARKETING SUPPORT

Development Funds

For qualified partners, VMware offers the opportunity to receive

Development Funds to help generate more marketing activities,
raise awareness of VMware products and solutions and drive new
business. Includes proposal-based financing, marketing planning
sessions, pre-approved quarterly development funds spend and
development fund management tools

Demand Center

Central resource for VMware Integrated Marketing Campaigns that drive demand for VMware
solutions, generate leads and enable partners to build pipeline. This platform provides partners
with a greater degree of customization to address their branding and content needs

Power Plays

As part of a strategic, global effort to drive focus, profitability and value for VMware partners, VMware
synchronizes enablement, marketing programs, sales resources, end-user promotions and most
importantly increases partner incentives across key VMware Solution Power Plays

Website Content Syndication

Partners can utilize fully co-branded VMware content that is dynamically kept up-to-date through the
latest syndication technologies. This tool is available to you free of charge, is easy to install, and doesnt
require advanced HTML skills

Partner Profile & Partner Locator

Partner Profiles provide valuable information about your company and the VMware solutions you offer.
Information from the VMware Partner Profile is used to populate the Partner Locator, a comprehensive,
online, searchable listing that reflects your relationship with VMware. Partner Locator is accessible to
customers on vmware.com

VMware Partner Identifier and

Logo Usage

VMware partners can promote their partnership by displaying the appropriate identifier on their
websites, in advertisements and customer communications, and other marketing materials. Brand and
logo usage guidelines and logo files can be accessed and downloaded from Partner Central. Logos are
available in .EPS and .GIF formats

Partner Press Releases and Publicity

Pre-approved news release templates and quotes for announcement of attainment of tier or Solution
Competency

1. Accreditation and Certification requirements and curriculum may change as VMware products and requirements change. As a result, partners may be required to procure additional
training and certification to ensure their product skills are up-to-date. To the extent that new certifications or accreditation are released, VMware recommends that partner complete
the latest version available. Partners cannot be more than one release behind the current version in their accreditation or certification. Partners who do not have the correct number
of individuals with a current training status risk being re-leveled to a lower program status.
2. Refer to the NFR Policy Guide on Partner Central for product and program level eligibility for all other products.
3. Refer to the IUL Policy Guide on Partner Central for details on the No-charge Internal use License availability.
4. Individual leads assigned to a partner must be followed up on within the timeframes in the service levels as stated in the program terms and conditions (see Lead Sharing FAQ
for service levels). Any leads assigned to a partner where the partner fails to meet the stated service levels may be pulled back by VMware and reassigned to another partner
participating in the program.

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Solution Provider Program Guide

Partner Central Helpful Links

Advantage+

www.vmware.com/go/adplus

Demand Center

www.vmwaredemandcenter.com

Development Funds

www.vmware.com/go/devfunds

Enterprise License Agreements (ELA) Preferred Pricing

www.vmware.com/go/ela

Enterprise Purchasing Program (EPP)

www.vmware.com/go/epp

Internal Use Licenses (IUL)

www.vmware.com/go/iul

Lead Sharing Program

www.vmware.com/go/leads

Not for Resale Licenses (NFR)

www.vmware.com/go/nfr

Partner Central

www.vmware.com/go/partnercentral

Partner Link

www.vmware.com/go/partnerlink

Partner Locator

partnerlocator.vmware.com

Partner Success Center

www.vmware.com/go/partnersuccesscenter

Partner Technical Support

www.vmware.com/go/techsupport

Partner University

www.vmware.com/go/partneruniversity

Power Plays

www.vmware.com/go/powerplays

Promotions

www.vmware.com/go/promotions

Renewals

www.vmware.com/go/renewals

Solution Competencies

www.vmware.com/go/solutioncompetencies

Solution Enablement Toolkits (SETs)

www.vmware.com/go/SET

Solution Rewards

www.vmware.com/go/solutionrewards

Specializations

www.vmware.com/go/specializations

Subscription Purchasing Program

www.vmware.com/go/spp

Subscription Services

www.vmware.com/go/partnercentral/sdp

Twitter

twitter.com/vmware_partners

vmLIVE Schedule

www.vmware.com/go/vmlive

VMware Blogs

blogs.vmware.com/partner

VMware Certified Professional (VCP)

www.vmware.com/go/vcp

Volume Purchasing Program (VPP)

www.vmware.com/go/vpp

VMware Sales Professional (VSP)

www.vmware.com/go/vsp

VMware Technical Solutions Professional (VTSP)

www.vmware.com/go/vtsp

VSP Boot Camp (formerly SolutionTracks)

www.vmware.com/go/vspbootcamp

Website Content Syndication

www.vmwaredemandcenter.com/VMware-Partner-Demand-Center/
Website-Content-Syndication

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Solution Provider Program Guide

APPENDIX Operational Information

OEM Revenue Credit
Opportunities
The Revenue Credit for OEM Sales Program grants participating
Solution Provider partners revenue credit for sales made through
participating VMware OEM partners. This counts toward
fulfillment of their revenue requirement.
Partners must digitally sign an opt-in agreement. This allows
participating VMware OEM partners to provide sales reporting data
to VMware. The reporting allows VMware to track and count
VMware platform sales through the VMware OEM partners towards
the VMware Partner Network revenue requirement. Partners receive
credit starting with sales in the month in which they sign the opt-in
agreement. To request the Revenue Credit for OEM Sales partner
opt-in agreement, contact partnernetwork@VMware.com.

Subscription Services
VMwares Subscription Services are defined in the
Subscription Services supplement to this guide that
is available on Partner Central.

Unique Partner
Identification Number
Upon program authorization, VMware will provide each VMware
partner in a country with a unique Partner Identification Number.
This VMware Partner ID is required for all orders, including
registering opportunities and Internal Use Licenses (IUL). The
VMware Partner ID is referenced in order to allocate proper
discounts and to calculate specific program benefits, such as
Development Funds, when applicable.

Purchase Authorization
and Discounts for
VMware Solutions
Partners that wish to resell VMware solutions and that meet
the requirements outlined in this guide can qualify to receive
discounts on VMware products through authorized VMware
distributors. Please contact your preferred distributor or your
VMware Partner Business Manager for more information.

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