VMware SMB Partner guide All the information you need to make the most of your partnership with VMware

Welcome to VMware

WE ARE...

the proven choice for virtualization.

Our solutions help organizations of all sizes to reduce the complexity of their IT environments, reduce costs and provide more flexible, agile service delivery.

From the desktop through the datacenter to the cloud, we are transforming the way IT serves the business, and providing an evolutionary and pragmatic path to cloud computing for hundreds of thousands of customers worldwide.

We are VMware®, the global leader in virtualization and cloud infrastructure.

YOU ARE...

the cornerstone of our success.

As a VMware Partner, you are part of an exciting IT growth story. The small and midsize business (SMB) market for virtualization is experiencing sustained annual growth, and VMware is the market leader in virtualization – seven times more popular than our nearest competitor.

With our combined technology, experience, energy and resources, the sky’s the limit.

This is the beginning of a prosperous relationship

THIS IS...

the starting point for your success as a VMware Partner.

This folder is designed specifically for our leading SMB Partners as a guide to making the most of our Partnership. To find out more about each topic covered, please visit the relevant links in Partner Central.

New to Partner Central?

Please go to www.vmware.com/partners/partners.html where you can set up your account, or in the event you forget your password.

VMware Partner Central is the single dedicated web portal for all VMware Partners to access a world of support, training, sales and marketing resources and incentives, designed to enable, distinguish, and reward you as you grow your virtualization practice.

Product Information

VMware Solutions for SMBs: Realizing the Opportunity

SMBs are adopting virtualization at an increasing rate, driven by the need for hardware and operational cost-savings and improved business continuity.

VMware solutions for SMBs are designed to achieve these objectives for organizations with as few as 3 physical servers.

With packages starting as low as $330* per server, virtualization is becoming a mandatory purchase for every IT Environment – which represents a huge opportunity for you. Attach VMware to all your server sales and your customer benefits from increased efficiency and server utilization rates, while you benefit from a new and ongoing revenue stream.

*Correct at time of print

Product Information

VMware Solutions for small and midsized business

VMware vSphere™ Essentials

Cost-effective server consolidation and central management for organizations with <20 servers

• VMwarevCenter™forEssentialsmanagementconsole

• Thinprovisioning

• UpdateManager

• vStorageAPIsfordataprotection

VMware vSphere Essentials Plus

Adds cost-effective application availability and data protection for small offices

• VMwarevCenterforEssentialsmanagementconsole

• HighAvailability

• DataRecovery

• VMwarevMotion

VMware vSphere Acceleration Kits

For midsized customers new to virtualization, VMware vSphere Acceleration Kits provide cost-effective solution bundles, combining a VMware vSphere edition togetherwithVMwarevCenter™Server,forupto 30% off the list price of components.

The VMware vSphere Acceleration Kits provide options for small-and-medium businesses to take advantage of enterprise-level virtualization features including manageability, IT agility, and business continuity.

VMware Zimbra™

Save on application costs with our feature-rich, cost-effective email collaboration solution.

VMware Storage Appliance 1.0

UsingVMwarevSpherewithourvSphereStorageAppliance (VSA) unlocks the power of virtualization to provide a complete business continuity solution – giving you shared storage capabilities without the cost and complexity of shared storage hardware.

VMware vSphere Essentials

VMware vSphere Essentials Kit: server consolidation with central management Easily consolidate servers, simplify management and reduce hardware and operating costs.

VMware vSphere Essentials Plus Kit: server consolidation with business continuity Deliverszeroplanneddowntime,comprehensiveapplicationanddataprotectionandbusinesscontinuitywithout the cost of shared storage.

For companies with fewer than 20 physical servers Optimize and protect your IT assets with minimal up-front investment

VMware vSphere Acceleration kits

For companies with more than 20 physical servers Scalable, advanced enterprise-level virtualization features, right out of the box.

VMware vSphere Standard Acceleration Kit: scalable server consolidation with no planned downtime Scalable to any size environment with powerful management options, delivering zero planned downtime and business continuity with high availability and data recovery.

VMware vSphere Enterprise Acceleration Kit: powerful and efficient resource management Automate resource management, prioritize processing power for mission-critical applications and take advantage of zero downtime storage maintenance.

VMware vSphere Enterprise Plus Acceleration Kit: policy-based datacenter automation Deliverthehighestpossibleservicelevelswithpolicy-basedprioritizationofcompute,storage,andnetworkresources for your applications; save on operating costs with automated provisioning and management capabilities, and save on hardware with highest possible consolidation ratios.

VMware Zimbra is a next-generation email and collaboration solution that enhances user productivity on any platform or device, whilst simplifying manageability. It features email, contacts, calendar, documents, file sharing, tasks, social media, plus synchronization to other desktops and devices.

With Zimbra, you can:

• ReduceriskandimproveITproductivitythroughasinglelifecyclemanagementpolicyfortheentire stack – operating system, application and security updates

• Improveproductivityforendusersthroughcollaborationandintegrationormash-upswithother applications to streamline workflow. End users can easily access email, data and contacts from anywhere and from any device

• ReduceITcostsby50-75%withanemailandcollaborationsolutionthatismorecost-effectivetodeploy and manage

For more details about Zimbra, visit http://www.vmware.com/go/partners/zimbra

VMware Zimbra: Next-Generation Email and Collaboration

Keeping systems up is a top priority for small to midsize businesses. With the VMware vSphere and the vSphere Storage Appliance (VSA), you can unlock the power of virtualization to provide a complete business continuity solution — giving you shared storage capabilities without the cost and complexity of shared storage hardware.

• Eliminateunplanneddowntime.Becauseyoucanmoveapplicationsfromonevirtualmachinetoanother,without service interruption, you can eliminate unplanned downtime and provide the responsiveness that users demand.

• Achievehighavailability.Implementauto-restartforallapplicationsandgetcontinuousavailabilityforyourmost important applications.

• Reducecosts.Maximizeuptimeandavailabilitywithmorecost-effectivefail-overtesting.

• Installeasily.Takeadvantageofeffortless5-clicksimplicity,andsimplifiedstorageresourcemanagementfromasingle pane of glass

VMware vSphere Storage Appliance

VMware run an extensive program of promotions throughout the year, designed to create interest, drive demand and help Partners to close deals.

You can learn about all current promotions, and get the tools to gain maximum leverage from them, all from the Promotions page on Partner Central.

VMware promotions: Everybody Wins

Sales Support

Sales Support: Our shared goals, and how we help achieve them

VMware Partner Central gives you access to a wealth of resources, tools and support to help you identify new business prospects, build pipeline and convert opportunities to sales.

From lead generation to service renewals and ongoing customer care, we will support you through every stage of the sales cycle.

For details of all these sales tools, visit http://www.vmware.com/go/partners/salestools

Sales SupportSales Support

Lead GenerationAll qualifying Partners are allocated leads generated from VMware’s own lead generation activity. Accepting a lead is as simple as logging into Partner Central. Qualification: Professional, Enterprise or Premier Solution Provider Partners with a VMware Sales Professional accreditation.

Renewals Maximize profitable service agreement renewals by providing real-time information for prioritizing and executing on upcoming service renewals.

TCO/ROI CalculatorA valuable sales tool that quickly quantifies the potential cost savings obtainable by prospects from VMware virtualization solutions.

Solution Enablement Toolkits (SETs)SETs use a tested methodology and Services Intellectual Property (IP), specially developed for you to create customized, repeatablevirtualizationsolutions.AcceleratetheROIforcompetencytrainingandincreaseyourstrategicvaluewithcustomers.Qualification: Solution Providers with relevant Solution Competency for SET Library.

Competitive SellingVMware’s Competitive Marketing Teams regularly publish sales tools, white papers, presentations, videos and other useful materialthatwillhelpyousellincompetitivescenarios.DifferentiateVMware’ssolutions,beatthecompetition,andwin more deals.

Not-for-Resale licenses (NFR)NFRsoftwareprovidesvaluabledemonstrationandtrainingresourcestohelpmakeyourVMwaresale. Qualification:CorporateResellers,Distributors,OEMs,GlobalSystemIntegratorsandOutsourcers,ServiceProviders,Solution Providers, Technology Alliance Partners (TAP), Training Centers.

Solution Enablement Toolkits (SETs)

Double your sales growth and accelerate your return on investment for Competency training.

Sales Enablement Toolkits (SETs) allow you to productize your VMware solutions offering, and benefit from a consistent, repeatable and scalable process for sales, marketing and services.

SETs are pre-defined collections of tools, assets and services IP, developed by VMware and leading global partners, that enable you to create your own packaged VMware solutions and take them to market quickly and efficiently.

SETs have been proven to increase revenue from software and services, as well as shorten sales cycles and increase deal flow.

SETsarestructuredin5stepsaccordingto best-practice methodology:

Learn – Productize – Promote – Sell – Deliver

Within each step the SET provides a suite of resources for sales, marketing, technical and services teams to create fast, repeatable and scalable solutions.

There are three SET libraries, organized by Competency: InfrastructureVirtualization,DesktopVirtualizationandBusiness Continuity. Within each library are multiple SETs based on individual solutions.

You can only create and sell SETs if you have achieved Competency in the relevant solution area (see Competencies section).

For more information, visit Partner Central: http://www.vmware.com/go/partners/salestools

Marketing material

Marketing Support: Getting Your Message Out

Generatenewleads,buildpipelineandnurtureprospectsallthewaythroughtopurchase with a wealth of marketing support from VMware.

Whatever you need to get your marketing program off the ground, our Partner Marketing Bureau is here to help. Our experienced Partner Marketing team members are well versed in sales and marketing in the SMB space, and can advise and assist in the pursuit of your sales objectives.

Marketing

Some of the marketing tools currently available to VMware Partners

Website-in-a-Box With a wide range of co-brandable emails, microsites, print assets and banners available via theGRID,wehavealsoextendedourrangeofSMBandlaunchednewpromotionstohelp you drive sales.

VMware GRID Partner Ready CampaignsVMwarePartnerReadyCampaignsmakeiteasytolaunchcustomizedandco-brandede-mailcampaigns, engage and educate customers through fully interactive, animated microsites, generate and qualify real time leads, track responses and build unique profiles for every contact.

Qualification: For more information please contact your local Partner Marketing Bureau, VMware MarketingRepresentativeorDistributor

Event-in-a-Box Everything you need to promote and manage registration for marketing events, including e-mail blast functionality, reminder e-mails and follow-up messages for your events.

For more information, visit http://www.vmware.com/go/partners/marketing

The virtualization market is maturing fast. Since we launched the ‘IF ONLY’ campaign in the summer of 2010, many SMBshavealreadyboughtintovirtualization.Havingexperiencedthebenefitstheyarenowstartingtothinkabout moving up to the next set of solutions. At the same time those who haven’t yet started on the virtualization journey may feel that they are missing out.

This campaign continues to build on the original perception that for too long SMBs have felt that the benefits of virtualization were out of reach. The campaign shows images of IT leaders placed in front of hand-written statements which express their frustrations and aspirations…

IF ONLY virtualization was more affordable

IF ONLY virtualization was easy to deploy

IF ONLY virtualization delivered business continuity

And the pay-off? With VMware, it’s possible.

The key message is that the benefits of virtualization are now within reach: both very affordable and simple to deploy.

IF ONLY… there was a campaign designed for the SMB

Learn more about the tools and promotions now available to you: http://www.vmware.com/go/partners/marketing

Events

VMware Events: Meet the World

VMware’s events calendar centers around two major annual happenings: VMWorld® and Partner Exchange.

In addition, an extensive program of local and regional events for customers, prospects and Partners run throughout the year.

We’ll keep you informed of events in your area, or you can keep up with events by visiting http://www.vmware.com/events/

Events

VMworld OurannualcorporateeventintheUSandEuropebringsVMware’sinnovatorstogetherwithcustomersandprospects, Partners, IT industry thought leaders and media commentators. It provides essential opportunities for hands-on instruction, product evaluation, networking and brainstorming.

Find out more at http://www.vmworld.com

Partner ExchangeAt our annual Partner conference you’ll be first to hear our plans for the coming year, learn of new Partner programs, understand the training roadmap and meet informally with peers from a wide spectrum of industries, companies and countries.

Find out more at http://www.vmwarepartnerexchange.com

Partner Exchange on Tour For those unable to attend Partner Exchange, we take our annual conference highlights on the road, around the world. The VMware Partner Exchange on Tour delivers our vision and roadmap, with breakout sessions to learn how your business can benefit from the full suite of VMware solutions.

Find out more at http://www.vmwarepartnerexchange.com/ontour

SolutionTrack On TourThese intensive in-person sales training sessions are designed to enable VMware Partners to better sell and articulate a VMware solution. Through interactive classroom presentations, whiteboard tutorials, and role-play scenarios, we will share with you how to present a comprehensive whiteboard solution to your customers.

Tech ExpressA free one-day technical training workshop designed for technical pre-sales engineers and technologists with prior knowledge and understanding of VMware View. This is an advanced course focusing on VMware View, our solution for virtual desktops, enabling efficient, automated desktop management.

VMware Partner Network

VMware Partner Network: The Power of Partnership

The VMware Partner Network is a comprehensive program that provides a common infrastructure, extensive sales and services tools, margin opportunities and industry-recognized training for the entire VMware Partner ecosystem, from solution providers to technology Partners and original equipment manufacturers (OEMs).

The VMware Partner Network is designed to recognize your expertise, reward you for the total impact you have in the marketplace, and deliver value to help your business thrive. Diagramshowingthevariouslevels

within the VMware Partner network

VMware Partner Network

Find your level – Solution and Service Providers The VMware Partner Network operates on a tiered membership basis with each tier membership determined by your investment in VMware training and sales. Increasing your level of expertise and engagement moves you into advanced levels of membership, with specific benefits flowing from each level attained

Registered: AccesstoPartnerUniversitytoreceivefreeonlinetraining,AccesstoVMwarePartnerportal

Professional: SalesandMarketingTools,VisibilityonPartnerLocator,NotforResaleandInternalUseLicenses

Enterprise:

FinancialIncentives,AccesstoVMware’sbestpractices&servicestools,MarketingDevelopmentFunds

Premier: VMwareGo-toPartnerdesignation,MarketingDevelopmentFunds,MarketingManagerforCustomizedPlanning

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

Partner Network

VMware Partner Network: Solution Provider Program Compliancy Criteria The Solution Provider Program offers a range of virtualization training and solution competency designations to help reinforce and differentiate your expertise.

Becoming Compliant

Identifying your current level of compliance and beginning the process of qualifying for a higher level is straightforward. Simply:

1. Review your current training status and requirements LogintoPartnerCentralandviewtheCompetencyDashboardatwww.vmware.com/partnercentral

2. Ascertain your company’s progress in attaining a competency

3. Perform the relevant competency training GotoPartnerUniversity(PartnerCentral»PartnerUniversitytab).

4. Submit enrolment and reference forms SubmittheCompetencyEnrolmentandCustomerReferenceformsthroughtheautomatedsystematPartnerCentral.

Questions?

PleasevisittheContactUspageatPartnerCentraloremailpartnernetwork@vmware.com

Criteria for Compliance

There are specific criteria that must be met to achieve each level of competency. These are as follows:

Developed Countries Developing Countries

Registered: Application/Agreement:Ability to Sell:

Sign and CompleteAce, Workstations, Fusion, vSphere Essentials and Essentials Plus

Sign & CompleteAce, Workstations, Fusion, vSphere Essentials and Essentials Plus

Professional: Number of Staff with Accreditation/Certification:Ability to Sell:MinimumAnnualRevenue:AnnualRenewalFee:

1 with VSP + 1 with VTSPAll VMware products$995USD(after12months)$250USD

1 with VSP + 1 with VTSPAll VMware products$995USD(after12months)No Fee

Enterprise: Number of Staff with Accreditation/Certification:Competency:Ability to Sell:MinimumAnnualRevenue:AnnualRenewalFee:

2 with VSP + 2 with VTSP + 2 with VCPInfrastructure VirtualizationAll VMware products$10,000USDorequivalentinlocalcurrency$1,500USD

1 with VSP + 1 with VTSP + 1 with VCPInfrastructure VirtualizationAll VMware products$2,500USDorequivalentinlocal currency$750USD

Premier: Number of Staff with Accreditation/Certification:Competency:Ability to Sell:MinimumAnnualRevenue:AnnualRenewalFee:

4 with VSP + 4 with VTSP + 4 with VCP3 (Infrastructure Virtualization + 2 Additional)All VMware products$1,000,000USDorequivalentinlocalcurrency $1,500USD

2 with VSP + 2 with VTSP + 2 with VCP2 (Infrastructure Virtualization + 1 Additional)All VMware products$500,000USDorequivalentinlocal currency$750USD

Training

VMware Partner Training and Education: Knowledge is Power

VMwarePartnerUniversityisthevirtualcampusthatprovidesyouwithaccessto the high quality training and education you need to accelerate sales of VMware products, services and solutions.

PartnerUniversityconsolidatesallVMwaretrainingprogramsunderoneframework, meeting the unique skills training requirements of sales, pre-sales and post-sales professionals.

Training

VMware Partner UniversityComprehensive, role-based training plans are available online, live online and in-person, providing industry-recognized accreditation and certification programs that will help you:

•Developyourvirtualizationandcloudinfrastructure

•Acquirenecessarycertificationsandaccreditations

•Differentiateyourselfinthemarketplace

There are currently 3 types of Sales Accreditation or Certification. Make sure that you have the relevant accreditations, and that you have the most recent versions of the accreditations.

VMware Sales Professional (VSP)

The VMware Sales Professional (VSP) is a sales training program which leads to VMware Sales Professional accreditation for an individual. Training is online and free and is broken down into 10 modules covering core VMware sales knowledge.

VMware Technical Sales Professional (VTSP)The VMware Technical Sales Professional (VTSP) is a technical sales training program which leads to VMware Technical Sales Professional accreditation for individual. Training is online and free and is broken down into 6 modules covering core VMware technical sales knowledge.

VMware Certified Professional (VCP)The VMware Certified Professional (VCP) certification is designed for any technical individual who wants to demonstratetheirexpertiseonvSphere5andCloudInfrastructureandincreasehis/herpotentialforcareeradvancement. Completion of an instructor led training course is required before passing VCP exam.

Check your status here and complete your accreditations now – www.vmware.com/go/partneruniversity

Competencies

VMware Competencies: Skill up to stand out

VMware Solution Competencies are a designation of expertise in VMware Virtualization Solutions that allow partners to differentiate their level of knowledge and experience to customers.

With a VMware Solution Competency, partners are able to accelerate their expertise, profitability and market opportunity.

Competencies are attained by groups of employees within the Partner organisation, not by individuals. Sales, Technical pre-sales and Technical post-sales role-based competencies are achievable by completing designated training and education programs and customer engagements.

Competencies

Achieving VMware Competency recognition is good for business!Helpyourcompanyacceleratesalesandgrowrevenuewiththefollowingbenefits:

Increased customer visibility with a wide-range of marketing and sales support benefits, to promote your solution expertise. These include unique logo and branding, promotion on VMware.com, VMware Partner Locator, and invitations to participate in VMware Customer Success Stories.

Accelerated profitability with VMware Solutions, which increase margin as you earn VMware Solution Competencies. By driving sales of new and emerging products within the achieved VMware Solution Competency, Partners can accelerate their profitability through quarterly back-end rebates.

Double your sales growth and accelerate your return on investment for Competency training with Sales Enablement Toolkits. These pre-defined collections of tools, assets and services IP allow you to productize your VMware solutions offering, and benefit from a consistent, repeatable and scalable process for sales, marketing and services.

Become a VMware Go-To Partner and accelerate your company’s business opportunities. By becoming recognized and trusted as a virtualization solutions and services advisor, VMware Sales teams can identify and match your skills and expertise with customers’ business and technical requirements.

Stay ahead of the competition with access to product roadmaps, exclusive invitations to specialized product and solution sessions. Competency status entitles your company to a range of information and resources that will give you the edge in gaining and retaining customers. Also, under the VMware Solution CompetencyRebateProgram,PartnersthatachieveaneligibleVMwareSolutionCompetencycanearnup to 10% back-end rebate on eligible transactions.

Competencies

There are currently 3 Solution Competencies available:

Infrastructure Virtualization RecognizesPartnersfortheirdemonstratedabilitytovirtualizeandconsolidateserverenvironmentsusingaVMware virtualization solution. Partners need to attain this Competency first, as the launch pad to attaining further Competencies. This Competency is also the most relevant for the needs of our SMB customers.

Business Continuity Recognizesyourcompany’sexpertiseindeployingVMwaresolutionsfordataprotection,highavailabilityand disaster recovery. Be the trusted advisor for architecting VMware virtualization deployments that minimize downtime and protect important data.

Desktop Virtualization RecognizesyourexpertiseindeployingVMwaresolutionsforvirtualizingdesktopsandapplications.BecomeaUniversalClientSolutionExpertbyexpandingyourdesktopvirtualizationpractice.

For more information, visit http://www.vmware.com/go/partneruniversity

Specializations

VMware Specialization programs: The Power of Knowledge

As VMware expands, we are increasingly going to market vertically. VMware Specializations recognize Partners with vertical-specific expertise and experience in specific market segments.

Specializations are earned through a combination of expertise in the specific marketplace and successful completion of the appropriate VMware training via PartnerUniversity.

Specializations

Currently in EMEA, a Specialization program is available for the Academic segments. Partners are invited to participate in VMware Specializations depending upon their business model.

The benefits of Specializations

Through Specializations, Partners have access to market-specific pricing, education and market information. VMware Specializations enable Partners to drive cross-sell and up-sell revenue opportunities in their area of expertise. Specializations can help you grow your business by providing:

• IncreasedBusinessOpportunitiesbyenablingyoutodrivedeepercustomerrelationships, creating more cross-sell and up-sell opportunities.

• DifferentiationthatdistinguishesyoufromotherSolutionProvidersandprovidesuniquevertical offerings to your customer.

• Competitivepricingtofurtherincreaseyourmarginpotential.

• IncreasedvisibilitywithcustomerslookingforvirtualizationPartnerswithuniquemarketknowledge.

• Fasterandmoreefficientsalesthroughmarket-specificinformationthatsupportandreducethe sales cycle.

Eligibility EligibleSolutionProviders,CorporateResellersandGlobalSystemIntegrators&Outsourcerscanearnand be authorized into a Specialization program to maximize on all available benefits.

Incentives

Incentives for VMware Partners : The Power of Profits

Some people say that success is its own reward. We beg to differ. At VMware, we recognize that our Partners are motivated by a desire to grow their business, their revenues and their profits. And we do all we can to help them.

That’s why we have developed our Partner incentive programs, to provide generous financial and non-financial rewards to Partners who invest the time and resource into acquiring relevant skills and knowledge, and who leverage these to grow their VMware solutions sales performance.

Incentives

VMware Partner Network Incentive Programs

advantage+

advantage+isourOpportunityRegistrationProgram,rewarding eligible Partners for value selling and leading with VMware solutions. By registering qualified opportunities in advantage+, you can protect your pre-sales investment, secure VMware sales support, and may be eligible for financial incentives up to 12% of deal value to increase your profit margins.

Solution Rewards

UndertheVMwareSolutionCompetencyRebateProgram,Partners who achieve an eligible VMware Solution Competency can earn up to 10% back-end rebate on eligible transactions. Achieving additional competencies increases your earnings potential! The program places the emphasis on solution selling, incentivizing Partners who have demonstrated their dedication to VMware’s strategic selling practices by investing in Solution Competencies.

VMware Sales Rewards

RewardsforaccreditedSalesProfessionals.

VMware’s sales and training incentive program rewards Solution Provider Partners and their accredited sales staff for sales and training activities undertaken with reward points. The more you sell, the more points you accumulate. These can be redeemed for merchandise, gift cards, travel experiences, and more.

Qualification: For an up to date list of eligible countries refer to Partner Central. Market Development Fund (MDF)

TheMarketDevelopmentFund(MDF)programisa proposal-based program that provides funding to assist with eligible marketing and demand generation activity. Qualifying Partners have a wide variety of activities that can be funded throughMDF,suchassalesandmarketingcollateral,demandgeneration campaigns, direct mail campaigns, telemarketing, trade seminars, advertising and more.

Qualification: For more information contact your localDistributor

VMwareSalesRewardsisaspecialincentiveprogrammeforVMwarePartnersalesstaff.

At the heart of the program is a simple proposition: the more successful you are at selling VMware solutions, the more cool stuff you can get from our catalogue of merchandise, gift cards, travel experiences, and more.

SalesRewardsareavailabletoSolutionProviderPartnersandtheiraccreditedsalesstaffthroughquarterlySPIFFs for selling eligible VMware Products and for correctly answering VMware knowledge questions.

Who is eligible for Sales Rewards?VSP accredited sales staff working within an authorized VMware Solution Provider: Premier, Enterprise or Professional level Partner company.

For full details on eligibility, including participating territories, see the full program rules at http://www.vmware.com/go/salesrewards

Good things come to those who win

How to earn Rewards PointsSales Incentive

Partners can be rewarded when closing the sale of any product in advantage+. Sales closed in advantage+ will automaticallybeloadedintoyourSalesRewardsaccountreadyforyoutoclaim.

In addition, if you close sales for emerging products in advantage+ you could be rewarded additional points.

SalesRewardspointsonadvantage+saleswillbeassignedtoparticipantsbasedontheemailaddresslistedasthePrimary Sales Contact Email on the registration form. If there isn’t a Primary Sales Contact Email listed, the points will be assigned to the name owner of the advantage+ registration.

Product SPIFFs

Earn reward points through Product SPIFFs when you sell eligible products. Product SPIFFs are run on a promotionalbasis,sochecktheSalesRewardswebsitetoseewhichSKUsareeligibleeachquarter.

SaveVMwareordersforeligibleSKUssoldduringthepromotionperiodandregistertheorderinformationonline for validation. Once your sale is approved, reward points will be credited to your account.

VMware knowledge question

EverymonthwepostaquestionaboutVMwareproductsandsolutionsontheSalesRewardswebsite.Allyouhave to do is answer correctly to gain rewards points. Be sure to visit the web site regularly, so you can test your VMware knowledge and watch the points add up.

Reward codes

Keep an eye out for reward codes in VMware communications. We drop them into emails and newsletters, and at VMware events. Just enter the codes online for instant points!

For more information visit: http://www.vmware.com/go/salesrewards

Find out more about VMwarehttp://www.vmware.com http://www.vmware.com/company

Partner Central: www.vmware.com/partners/partners.html

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