VMWARE PARTNER CONNECT PROGRAM GUIDE - EXPERTEACH
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VMware Partner Connect
Program Guide
PROG RA M G U I D E– M A Y 2 0 2 0
VMware Confidential – made available to VMware authorized partners solely for their internal reference
2
Table of Contents
1. Partner Connect Program Overview 5. Partner Connect Program Benefits
Program Value Program Incentives and Investments
Partner Connect Program Overview Benefit Eligibility
Program At-a-Glance Benefits At-a-Glance by Business Model
Benefits Deep-Dive
2. Partner Enrollment
Co-selling
Partner Enrollment and Transaction Rights Training Benefits
Partner Connect Journey Marketing Benefits
Additional Marketing Benefits
3. Business Models
Sales Acceleration, Support and Services, Enablement
Choosing the Right Business Model
Resell 6. Partner Resources
Cloud
Services 7. Appendix
Cloud Provider Licenses
4. Program Progression and Requirements
Managed Services Provider
Partner Connect Path Framework
Operational Information
Partner Connect Progression
Requirements At-a-Glance Sales Territory Restrictions and Order Requirements
VMware Partner Competencies Territory Location and Additional Country List
Territory Restrictions Market Maturity List
A Value-Based Tier Credit Strategy Solution Maturity List
Tier Credit Calculation Example Product Mapping
License Maturity
Glossary
Copyright © 2020 VMware, Inc. All rights reserved. This product is protected by copyright and intellectual property laws in t he United States and other countries as well as
by international treaties. 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 other jurisdictions. All other marks and names mentioned herein may be tra demarks of their respective companies.
3
LEGAL NOTICE AND UPDATES
PLEASE NOTE: Your participation in the Partner Connect Program may be limited by your partner program agreement with VMware. This Partne r Connect Program Guide
only applies to the activities authorized under your current partner program agreement(s) and does not expand your current co ntract authorization(s). For example, if your
current agreement is a VMware Cloud Provider Program Agreement, you are not fully authorized to resell VMware offerings. To b e fully authorized to transact in the
different Partner Connect business models, you must sign the new Partner Connect Program Agreement.
This guide may be translated into multiple languages. Should there be any discrepancies between translated versions and the E nglish version, the English version will
prevail. This guide will be periodically updated to account for programmatic changes. Please refer to this table for the latest updates.
Date U pdate Description Page Number
February 10, 2020 Program Guide published for Partner Connect Launch All
Updated links to align with new portal: clarification made for Services-only partner All pages with links plus the following pages: 7,
March 3, 2020
requirements; additional MSP information 19, 24, 32, 34-37, 46-49, 59
Ne w or updated content: additional operational steps, tier credit calculation timeline,
license rental/MSP transactions, license rental benefits and technical support, product Following pages: 6, 8, 9, 13, 21, 26, 31, 33, 35,
May 4, 2020
hierarchy, marketing benefits. Re moved content: Pre-launch or outdated materials (i.e., 39, 45, 59 and 60.
Partner Journey, previous Slide 5)
June 22, 2020 Enrollment Form link fix Page 8.
July 6, 2020 Intake Form availability, Service-only partners benefits and overall benefits update Page 8, 18 and 31.
Copyright © 2020 VMware, Inc. All rights reserved. This product is protected by copyright and intellectual property laws in t he United States and other countries as well as
by international treaties. 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 other jurisdictions. All other marks and names mentioned herein may be tra demarks of their respective companies.Table of Contents
4 Progression and
Overview Benefits Resources Appendix
Requirements
Program
Value
Program Value
VMware Partner Connect reimagines the way we do business with our partners.
Partner Connect
Program Designed to deliver simplicity, choice, and innovation, Partner Connect aligns with your business model so you can optimize profitability.
Overview
Program at-a-
Glance
Simplicity: Clear paths to
profitability with consolidated
requirements across routes to
market.
Simplicity
Choice: Easily extend services
across our portfolio with access to
the resources you need to help
your customers scale and Choice
succeed.
Innovation: Offer new ways to Innovation
grow your business by solving the
challenges of tomorrow and
leading the industry with
innovative service offerings.Table of Contents
5 Progression and
Overview Benefits Resources Appendix
Requirements
Program
Value
Partner Connect Program Overview
VMware Partner Connect offers a simplified, consistent experience designed to provide clearer paths to profitability, whether you want to resell
Partner Connect software or services, manage or host services, or provide value-add services to your customers.
Program
Overview
Program at-a-
Glance Partner Program Framework
V MWARE PARTNER NETWORK
Solution Provider
Resell: Resell licenses and Cloud Provider (VCPP)
support and/or resell VMware
SaaS offerings Corporate Reseller
Regional Premier
Managed Service Provider Cloud
Cloud Provider: Cloud Hosting Resell Services
or resell of VMware SaaS OEM* Provider
offerings
Distributor*
Aggregator*
Aligned to VMware IT Strategic Priorities
Services: Deliver professional
Telco*
services and/or subcontract
with VMware professional Disparate individual RTM
services programs
*To be included in future releasesTable of Contents
6 Progression and
Overview Benefits Resources Appendix
Requirements
Program
Value
Program At-A-Glance
PROGRAM COMPLIANCE PARTNER MASTERY AND MATURITY
Partner Connect Tier requirements are specific per IT path
Program
Overview A d ditiona l Operational Requirements
• (1) VOP-CP w/ Committed Contract 1 Master Services Competency
Performance Investment
• (1) VOP-SE +
Program at-a-
1 or 2 Solution Competencies
Glance 1 Solution Competency 1 Solution Competency
F o undational Requirements For All Partners (depending on the path)
REQUIREMENTS
• VMware Partner Connect Contract
• (2) VSP Foundation
Partner • Ethics and Compliance Training
Sales
Connect • Due Diligence Questionnaire
1M Tier Credits
Enrollment • $895 flat fee for mature markets 1 only,
Form due annually at time of renewal. 50K Tier Credits
NA
Enrolled Enrolled
PARTNER ADVANCED PRINCIPAL
New Authorized
Limited • Tr ansaction Rights (no Enrolled benefits plus: Partner tier benefits plus: Advanced tier benefits plus:
BENEFITS 2
Portal incentives)
• Exclusive Opportunity • Sales Rewards • Badging
Access • Training Discount
Registration • Solution Rewards • Educational Co-investment
• Full Portal Access
• Partner Technical Support • Partner Locator • Development Funds 3
• Field Sales Engagement
• NFR/IUL • Additional NFR/IULs (proposal-based) • Partner Locator with Additional
• Partner Demand Center • SETs • SaaS Incentives Sales Tags
• Partner Connect Logo • Additional NFR/IULs • Additional NFR/IULs
• Sponsorship • PCT Program (MSC Required) • SET Early Access
For Cloud Providers only to transact
Hosting/Managed Services offerings • Purchasing Program Eligibility • CAL Academy
Required to transact subscription- • Press Release Templates • Livefire Training
based offerings
• Learning Zone License
1 Market Maturity lists included in Program Guide Appendix.
2 Specific financial incentives for partners who have been designated as services-only partners are available to those transacting a
minimum of $10,000 (USD) during the first 12 months out of the last 15 months are eligible for consideration. See full list here
3 Development Funds (DF) eligibility does not guarantee funding. Funding is subject to budget availability, prior approval by
VMware, and submission of proof of performance as defined in the DF Guide. Note that additional eligibility criteria may apply
depending on partner tier.7
Partner Enrollment
VMware Confidential – made available to VMware authorized partners solely for their internal referenceTable of Contents
8 Progression and
Overview Benefits Resources Appendix
Requirements
Partner Enrollment
and Transact ion Partner Enrollment
Rights
Partner agreements and training
To become an Enrolled New partner, you simply need to accept the VMware Enrollment Agreement online; however, to transact within Partner
Partner Connect
Journey
Connect, you must be Enrolled Authorized. To become Enrolled Authorized, you must accept the VMware Partner Connect Program Agreement
online and meet all foundational training requirements. In addition, Partner Integrity requirements apply.
Partner Connect Forms and Partner Connect Foundational Partner Connect Ready to progress to Partner
Agreements and Compliance Training Program Fee Connect mastery tiers
VM war e
Ethics & Comp liance Tr aining for Par tner s
4 . The organization’s compliance contact should also complete:
1 . Complete the Partner 2. Partner achieves E nrolled 3 . Within 120 days of enrollment,
Connect Enrollment Ne w status and VMware the following must be completed: • Intake Form (can be done in parallel with Foundational
Form and accept the provides limited access to • (2) VSP Foundation Training)
Enrollment Agreement the Partner Connect portal • Ethics and Compliance training • Partner Integrity Due Diligence Questionnaire (if required)
Visit the Partner Integrity Initiative page for more information
and timelines.
5. Complete the Partner Connect Note : Resell 6. Pay the program A dditional Operational Steps:
Authorization Form to achieve Partners are fee: $895 flat for • Cloud Providers must complete (1) VOP-CP training
E nrolled Authorized status. Form requested to mature markets* only. • If selling subscriptions, one team member must complete (1)
includes acceptance of the VMware select a ‘Preferred Program Fee due VOP-SE training
Partner Connect Agreement and Distributor’ annually at time of • Cloud Providers sign a rental agreement with their Aggregator
acknowledgement of the renewal • Cloud Providers must click on the “Activate Cloud” button in
Code of Conduct the Partner Connect Portal to enable Cloud transactions
*Market Maturity lists included in Program Guide Appendix.Table of Contents
9 Progression and
Overview Benefits Resources Appendix
Requirements
Partner Enrollment
and Transact ion Partner Connect Journey
Rights
Tier cycle example - illustrative purposes only
Partner Connect
Journey Within the Partner Connect tier cycle, we proactively manage contracts on the following cadence:
• On a monthly basis, you will have the opportunity to move up in levels with access to corresponding eligible incentives.
• On an annual basis, we will conduct an audit that will be the one time per year that down-leveling is applied.
FYQ4 FYQ1 FYQ2 FYQ3 FYQ4 FYQ1
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb
Enroll Program Partner Example: Partner Partner Partner
End-of-Year
Transition Monthly Partner Eligible Monthly Monthly Monthly Partner Click-to-accept
Audit
audit Audit for Incentives Audit Audit Audit Tier and program execution
Occurs 1st day of next compliance
Program Occurs fiscal month of up- Occurs Occurs
Program Fee Payment*
Occurs
Migration every month every month every month elements
level designation every month Partner Renewal Date
Date is specific to each partner
Sign Contract & Partner Eligible Partner Mid-Year
Pay Program Fee, for incentives in Up-leveling Health Check
if applicable* new program Tier and
tier Occurs 1st day of compliance
Complete Foundational + fiscal month elements Yearly
relevant Progression Down-leveling
Training Occurs 1st day of new
fiscal year
Program Transition Monthly Up-leveling Example Yearly Down-leveling Example
* $895 flat fee for mature markets only. Program Fee due annually at time of renewal.10
Business Models
VMware Confidential – made available to VMware authorized partners solely for their internal referenceTable of Contents
11 Progression and
Overview Benefits Resources Appendix
Requirements
Choosing the Right
Business Model
Choosing The Right Business Model
VMware Partner Connect is a single program with one set of requirements covering multiple business models. You have the flexibility to add or
Resell change business models as it makes sense for your business. As a partner, consider which business model(s) makes sense for you.
Cloud
Cloud (License
Resell
Rental Lifecycl e)
Cloud (License Rental • I want to resell VMware offerings, potentially wrapped with professional services
– How It Works) • I want VMware to own the license terms and provide support to my customer
Cloud (MSP
Lifecycl e)
Cloud Provider
Cloud (MSP –
How It Works)
• I want to build services utilizing VMware offerings myself, in my own data center (license rental) or utilizing
VMware Cloud Services (MSP)
Services
• I want to own the license terms with my customer and provide support to my customer
Services
• I want to deliver professional services to my customer and/or subcontract with VMware professional services for
my customerTable of Contents
12 Progression and
Overview Benefits Resources Appendix
Requirements
Choosing the Right
Business Model
Resell
VMware resellers are partners whose primary business model is value-added reselling and/or services delivery. By providing customers with an
unbiased opinion, VMware resellers combine their technology expertise along with services to deliver VMware solutions to address specific
Resell
customer business problems. VMware resellers typically advise customers to understand their customer’s business needs.
Partner Connect gives resell partners access to benefits, rewards and resources that help drive license and services business, create new
Cloud
opportunities, increase profitability, and differentiation from competitors.
Cloud (License
Rental Lifecycl e)
Cloud (License Rental
– How It Works)
Cloud (MSP
Lifecycl e) ENGAGEMENT
MODEL
Cloud (MSP –
How It Works)
DISTRIBUTOR
CUSTOMER
PARTNER
Services CONNECT
RESELLERTable of Contents
13 Progression and
Overview Benefits Resources Appendix
Requirements
Choosing the Right
Business Model
Cloud
VMware Cloud Services: There are two models used to deliver cloud services - License Rental and Managed Services Provider .
Resell
VMware Cloud Provider Cloud Provider
leveraging
Cloud
License Rental* VMware Software VMware software
Licenses technology to
Under the License Rental model, Cloud
stand up their
Cloud (License Provider (CP) partners leverage VMware
own
Rental Lifecycl e) software licenses to build out their own Cloud Provider’s infrastructure
infrastructure offerings and managed services Data Center and deliver
Cloud (License Rental
in their own data centers. managed
– How It Works) *Cloud Provider License Details here services on top
AND
OR
Cloud (MSP
Lifecycl e)
VMware Cloud
Cloud (MSP – VMware Managed Services
How It Works) Cloud Provider
Services Provider** leveraging
VMware
Under the Managed Services Provider (MSP) Operated Data VMware SaaS
Services model, partners purchase VMware Cloud services offerings
Centers
and offer managed services on top to resell to without
their customers. investment in
A key requirement of participating in MSP is that the ir own data
Cloud Provider owns
OnDemand ce nter
the Cloud Provider owns the terms of service and customer TOS
infrastructure
all support for their end customers. Geographic
and deliver
expansion is a key use case for the MSP model, Vertical Expansion GEO Expansion
managed
where partners can quickly expand to new services on top
regions without expensive data center VMware XaaS Technology Hybrid Cloud
investments.
**Managed Services Provider Details here
For License Rental and MSP transactions, tier credits are credited to the Cloud Provider path and the product’s other primary path (e.g. VMC on AWS).Table of Contents
14 Progression and
Overview Benefits Resources Appendix
Requirements
Choosing the Right
Business Model
Cloud (License Rental Lifecycle)*
Below is an overview of the VMware License Rental lifecycle.
Resell
1. Commit Contract–Partner signs the License Rental Commit
Contract with a VMware Aggregator. The Commit Contract
specifies the minimum monthly Partner consumption amount,
Cloud
and provides discounts based on volume. Aggregator
Commit
Contract
2. Build & Host Your Cloud–Flexibility to choose from dozens of
1
Cloud (License VMware products listed in the Product Usage Guide. VMware
Rental Lifecycl e) SETs (Solution Enablement Toolkits) package VMware services,
sales, and marketing IP that enable you to capitalize on SDDC,
Cloud (License Rental EUC, and Hybrid Cloud services opportunities. CP reports
– How It Works) monthly CP builds &
3. Market & Sell Your Hosted Solution–Explore differentiated and product hosts VMware
monetizable cloud services you can deliver as a Cloud Provider. consumption solution
Cloud (MSP Offer networking, security, cloud management, cloud
Lifecycl e) migration, hybridity, datacenter consolidation, and more, 5 2
exceeding customer expectations and outperforming your
LI CENSE RENTAL CLOUD
Cloud (MSP – SLAs. PROVIDER
How It Works)
4. P rovide S upport to Your Customers–Partners are responsible
for all Customer support to their customer base. VMware
provides Production Level support to the Partner. Enhanced CP provides CP markets,
Services
support options, and optional technical resources are available. support to sells their
their hosted
Customers solution
5. Report Monthly Product Consumption–By the 5th of every
month, Partner will log into the Commerce Portal to input and
confirm the prior month’s usage. Partner reviews the report 4 3
and submits it to their Aggregator. Pay for just what you
consume every month. (above the minimum commit).
Aggregator bills Partner for previous month’s usage.
*Cloud Provider License Details hereTable of Contents
15 Progression and
Overview Benefits Resources Appendix
Requirements
Choosing the Right
Business Model
Cloud (License Rental – How It Works)*
There are four participants in the License Rental model: the Customer consuming the Partner’s solution, the License Rental Partner (hosting
Resell the solution), the Aggregator (owns the contract with the Partner / billing & collection), and VMware.
The License Rental Partner will work with Aggregator for contract and billing, and VMware for product and support.
Cloud
The License Rental contract is held between the Aggregator and the Partner. The contract is a commitment to a minimum monthlyspend,
the Partner will be entitled to a discount for the VMware products consumed every month. At the end of the month, the Partnersubmits a
Cloud (License
usage report with the Aggregator. The contracted discount will be applied to those purchases.
Rental Lifecycl e)
The Partner provides support to their Customer, and VMware provides support to the Partner.
Cloud (License Rental
– How It Works)
Customer License Rental Aggregator VMware
Cloud (MSP
Lifecycl e) ▪ Customer for the ▪ Commits to a License ▪ Sets up minimum ▪ Provides product
Partner Hosted Rental contract level monthly commit and license keys to
Service ▪ Builds and hosts VMware contract with Partner Partner
Contract & Billing solution Contract & Billing Contract & Billing
Cloud (MSP –
▪ Purchases Cloud ▪ Markets and sells solution ▪ Serves as billing and ▪ Provides
How It Works)
Services from the to their customers collection agent for Production Level
Partner products consumed support to Partner
▪ Provides support to their by Partner (not Customer)
▪ Receives support customer base
Services ▪ Receives Production Level
from the Partner ▪ Does not provide ▪ Provides technical
support from VMware product support and GTM resources
▪ Has no direct ▪ Pays the Aggregator for to Partner to
contact with VMware products effectively build
VMware consumed every month and sell
Or der & Support Or der & Support
*Cloud Provider License Details hereTable of Contents
16 Progression and
Overview Benefits Resources Appendix
Requirements
Choosing the Right
Business Model
Cloud (MSP Lifecycle)
Below is an overview of the VMware MSP lifecycle.
Resell
1. Commit Contract–Partner signs the Commit Contract with their
preferred Aggregator. Partner then commits to VMware an MSRP
(list price) spend to obtain a volume discount for their purchases.
Cloud Aggregator
2. Cloud Provider builds MSP Pipeline–Partner initiates go to market Commit
Contract
activities and starts building their business for Managed Services.
1
Cloud (License
Rental Lifecycl e) 3. Deliver Managed Services and Own the Terms of Service–
Once the opportunity has been identified, order Cloud Service
from VMware and provide Managed Services as part of the
Cloud (License Rental CP builds
offering to your customers. Partners must provide their own terms CP reports
– How It Works) MSP
of service to their customers. Partners must provide managed and pays
pipeline
Cloud (MSP
Lifecycl e)
services as part of the offering to the customer. At a minimum this
must include technical support for the service and all functions 5 2
associated with service configuration, add-ons, renewals and
anything pertaining to billing.
M ANAGED SERVICES
Cloud (MSP – PROVIDER
How It Works)
4. On-Board and Provide Support to your Customers–Partner will on-
board the VMware Cloud services for their customers.
Subsequently, Partner may obtain technical support from VMware
CP delivers
Services
with the following provisions. In turn, Partners are responsible for CP provides ToS,
all customer support, which may include but not limited to support managed
customer communication, any managed services, answering services
installation, configuration and usage questions. 4
5. Complete Monthly End Customer Reports and Pay Invoices–On the
3
5th of every month, Partner will log into the Commerce Portal and
review the prior month’s usage. Partner will review the report and
submit it to their Aggregator. Following that, the Aggregator will
send the Partner an invoice for the month.
*Managed Services Provider Details hereTable of Contents
17 Progression and
Overview Benefits Resources Appendix
Requirements
Choosing the Right
Business Model
Cloud (MSP – How It Works)
There are four participants in the Managed Services Provider (MSP) model – the Customer for the services, the Managed Services Provider
Resell (“MSP”), the Billing Agent (“Aggregator”) and VMware.
The MSP will work with both an Aggregator and VMware in order to transact and purchase the cloud services.
Cloud
The Aggregator is a billing agent for VMware and will work with the MSP to get a commit contract level signed. By committing to a MSRP
spend, the MSP will be entitled to a discount for the cloud services purchased from VMware. Additionally, the MSP will be granted access to
Cloud (License
VMware’s ordering portal (VMware Cloud Portal) in order to purchase cloud services directly from VMware. All purchases madefrom
Rental Lifecycl e) VMware will be at MSRP (list price). At the end of the month, the MSP will receive a consolidated bill from the Aggregator for the services
consumed from VMware during the prior month, and it is at this time that their contracted discount will be applied to those purchases.
Cloud (License Rental The MSP owns the terms of service (ToS) for their customers and is responsible for all transactions and support for them, which includes
– How It Works) contract, order, support and billing. Please refer to the graphic below for more details.
Cloud (MSP
Lifecycl e) Customer MSP Aggregator VMware
▪ Customer for the ▪ Commits to an MSP ▪ Sets up MSP on a ▪ Sells and provisions
Cloud (MSP – Managed contract level Commit Contract Cloud Services to
How It Works) Services ▪ Purchases Cloud Services level with VMware MSP’s
Contract & Billing from VMware Contract & Billing Contract & Billing
▪ Purchases Cloud ▪ Provides managed services ▪ Serves as billing ▪ Owns Terms of
Services from the on top of VMware as-a- agent for VMware for Service for MSP
Services MSP services consumed only (not for the
Services offerings and
resells to their customers by the MSP’s customer)
▪ Receives support
from the MSP ▪ Owns the Terms of Service ▪ Does not provide ▪ Provides escalation
for their customers product support support only to the
▪ Has no direct ▪ Receives escalation support MSP (not to the
contact with from VMware, however, customer)
VMware provides support directly to
their customers ▪ Bills the
▪ Pays the Aggregator for Or der & Support Aggregator for
Or der & Support
Services consumed services consumed
by the MSP
*Managed Services Provider Details hereTable of Contents
18 Progression and
Overview Benefits Resources Appendix
Requirements
Choosing the Right
Business Model
Services
VMware recognizes that certain partners want to focus on services To become a Services-Only partner, please ensure you have completed
delivery capabilities and business models. The Partner Connect all required competencies for Principal tier. Contact
Resell partnerconnect@vmware.com to request this designation.
Program enables these partners to invest in professional and
implementation services offerings, through the Services-Only path,
centered on Solution and Master Services Competency capabilities.
Cloud
The Services-Only path provides partners with an opportunity to
Cloud (License commercialize services investments in VMware technology and the
Rental Lifecycl e) training provided is designed to equip partners with the skills and
tools to deliver exceptional customer services. The Services-Only path
Cloud (License Rental
is at the Principal tier, given the level of skill and investment required.
– How It Works) Partners earn all non-financial benefits of the Principal tier, as well as
those benefits realized by achieving the Master Services Competency.
Cloud (MSP
Partners who have been designated as Services-only partners
Lifecycl e)
transacting at least one single booking of $10,000 (USD) or greater
with VMware during the previous 12 months are eligible for
Cloud (MSP – consideration of specific financial incentives.
How It Works)
Please note:
Services
• Partners who have been designated as Services-
only partners and are non-transacting with
VMware may be eligible for consideration of
specific financial incentives within the cloud
incentives rebate.
• Partners who have been designated as Services-
only partners and are non-transacting with
VMware are not eligible for financial incentives
within the Development Funds program.19
Program Progression
and Requirements
VMware Confidential – made available to VMware authorized partners solely for their internal referenceTable of Contents
20 Progression and
Overview Benefits Resources Appendix
Requirements
Partner Connect Path
Framewo rk
Partner Connect Path Framework
Partner Connect offers multiple paths to success, allowing you to focus on the strategic IT priorities that best align with your business focus.
Partner Connect Completing foundational requirements allows you to transact with customers across our portfolio and is the start of your journey with
Progressio n VMware.
From here, you can choose where you want to focus and how much you want to invest for each area, knowing that greater investment
Requirement s at-
a-Glance
unlocks greater value. For example, across the different paths you can achieve Principal Level in one path, Advanced Level inanother path,
or no tier at all in paths that are not relevant for your business. As you progress to higher tiers within each path, rewardsand incentives also
increase. Principal and Advanced Level partners receive both non-financial and incremental incentives and rewards, while Partner Level
VMware Partner receives minimal non-financial rewards, and Enrolled Authorized partners can transact, but no incentives are granted.
Competenci es
Whether you are just beginning and building
Territo ry
new practice areas or have validated capabilities
Transform
Restriction s to deliver the greatest customer value, Partner Multi Modern Networking Empower
Hybrid Cloud Digital
Connect offers you opportunities to Cloud Applications and
Workspace
Security
build profitable business with VMware.
A Value-Based Tier
Credit Strategy Cloud
Data Center Cloud VMware Cloud Modern Network and Digital
Management
PRINCIPAL Virtualization
and Automation
Provider on AWS Applications Security Workspace
Tier Credit
Calculation
Example
ADVANCED
PARTNERTable of Contents
21 Progression and
Overview Benefits Resources Appendix
Requirements
Partner Connect Path
Framewo rk
Partner Connect Progression
Partner Connect
Progressio n
Requirement s at- Ensure Foundational and/or Complete Training Meet the Sales Performance Progress to the
a-Glance Operational requirements Requirements in the Thresholds in the desired IT corresponding higher
have been met desired IT path path tier in the IT path
VMware Partner
Competenci es
Territo ry
In order to progress to Principal, you must complete one or two If you attain all the corresponding Solution Competencies +
Restriction s
Solution Competencies (depending on the path) and one Master Mastery* and earn 1 Million Tier Credits in the same IT path,
Services Competency mapped in the desired IT path(s), plus you achieve the Principal tier in that IT path, unlock the
A Value-Based Tier specific tier credit requirements. Some of the training highest incentives and rewards, such has the Partner Connect
Credit Strategy requirements could have been already acquired in the previous Principal badge.
tier; you must obtain any additional accreditations or tier credits
Tier Credit to progress to Principal. Badging under Partner Connect is only *Cloud Verified attainment fulfills the Mastery requirement in the Cloud Provider IT path.
Calculation available at this tier level.
Example
If you meet the Solution Competency requirement and earn
In order to progress to the Partner and
more than 50K Tier Credits in the same technology area, you
A dvanced tiers, you must complete at least
achieve the Advanced tier in that IT path.
one Solution Competency mapped in the
desired IT path(s)—some paths may have
more than one option—plus the specific tier
credits requirements.
Go to Partner University to If you meet the Solution Competency requirement but earn
complete the Solution under 50K Tier Credits in the same IT path, you achieve the
Competencies training. Partner tier in that IT path.
PARTNER ADVANCED PRINCIPALTable of Contents
22 Progression and
Overview Benefits Resources Appendix
Requirements
Partner Connect Path
Framewo rk
Requirements At-A-Glance
Partner Connect Transform
Multi Modern Empower
Progressio n Hybrid Cloud Networking Digital
Cloud Applications and Security Workspace
Requirement s at-
a-Glance Da ta Center Cloud Mgmt. and Cloud V M ware Cloud M odern N etwork and Digital
V irtualization A utomation Pr ovider on AWS A pplications Security W orkspace
Cloud
VMware Partner Data Center VMware Cloud Cloud Native Network
Mastery Management and Digital Workspace
Virtualization on AWS ( c oming soon) Virtualization
Competenci es Automation
•Management •Desktop
•Server Virtualization
PRINCIPAL Automation Virtualization
Solution -AND- VMware Cloud Network
-AND- Cloud Provider PKS -AND-
Territo ry Competencies •Hyper-Converged on AWS Virtualization
•Management •Mobility
Infrastructure (HCI)
Restriction s Operations Management
Sales Performance 1M Tier Credits 1M Tier Credits 1M Tier Credits 1M Tier Credits 1M Tier Credits 1M Tier Credits 1M Tier Credits
A Value-Based Tier Any (1) aligned SC: Any (1) aligned SC: Any (1) aligned SC:
Any (1) aligned SC:
Credit Strategy •Server Virtualization •Management •Desktop
Solution VMware Cloud •Network
•Hyper-Converged Automation Cloud Provider PKS Virtualization
Competencies on AWS Virtualization
ADVANCED Infrastructure (HCI) •Management •Mobility
•SD-WAN
Tier Credit •Business Continuity Operations Management
Calculation
Sales Performance 50K Tier Credits 50K Tier Credits 50K Tier Credits 50K Tier Credits 50K Tier Credits 50K Tier Credits 50K Tier Credits
Example
Any (1) aligned SC: Any (1) aligned SC: Any (1) aligned SC:
Any (1) aligned SC:
•Server Virtualization •Management •Desktop
Solution VMware Cloud •Network
PARTNER •Hyper-Converged Automation Cloud Provider PKS Virtualization
Competencies on AWS Virtualization
Infrastructure (HCI) •Management •Mobility
•SD-WAN
•Business Continuity Operations Management
Foundational Requirements
Additional Operational
(1) VOP-CP with Committed Contract to Transact for Hosting/Managed Services offerings, (1) VOP-SE for subscription-based offerings
R equirements
Foundational Requirements VMware Partner Connect Contract | (2) VSP Foundation | Ethics and Compliance Training | Due Diligence Questionnaire (if required) | Program Fee, if applicable ($895 flat fee for
Fo r All Partners mature markets only, due annually at time of renewal) Once met, allows partners to transact. Financial benefits applicable starting at the Partner level.
• C l oud Verified Badge, Rental Only
• V M ware Sales Professional (VSP) Foundation accreditation offers basic sales techniques for VMware’s core products, including pricing, with strategies for competitively positioning those solutions to end customers.
• V M ware Master Services Competencies are designed to validate your company’s capacity to deliver services related to specific VMware technologies. These designate a high level of service capability as validated by your customers. Additional information on competency
offerings and associated benefits, requirements is available in the VMware Master Services Competencies Program Guide.
• A V M ware Solution Competency is an organization-level designation of partner enablement designed to help partners achieve and demonstrate expertise in VMware digital foundation-focused solutions. Additional information on competency offerings and associated
benefits, requirements is available in the VMware Solution Competency Program Guide.Table of Contents
23 Progression and
Overview Benefits Resources Appendix
Requirements
Partner Connect Path
Framewo rk
Requirements At-A-Glance For Service-Only Partners
As a reminder, the Services-Only path provides partners with an opportunity to commercialize services investments in VMware technology
Partner Connect and the training provided is designed to equip partners with the skills and tools to deliver exceptional services for your customers. The
Progressio n Services-Only path is at the Principal tier, given the level of skill and investment required. To become a Services-Only partner,
please ensure you have completed all required competencies for Principal tier. Contact partnerconnect@vmware.com to request
this designation.
Requirement s at-
a-Glance
VMware Partner
Competenci es Transform
Multi Modern Empower
Hybrid Cloud Cloud Networking Digital
Applications and Security Workspace
Territo ry
Restriction s
Da ta Center Cloud Mgmt. and Cloud V M ware Cloud M odern N etwork and Digital
V irtualization A utomation Pr ovider on AWS A pplications Security W orkspace
A Value-Based Tier
Credit Strategy Cloud
Data Center VMware Cloud Cloud Native Network
Mastery Management and N/A Digital Workspace
Virtualization on AWS ( c oming soon) Virtualization
Automation
Tier Credit
Calculation PRINCIPAL
•Management •Desktop
Example •Server Virtualization
Automation Virtualization
Solution -AND- VMware Cloud Network
-AND- N/A PKS -AND-
Competencies •Hyper-Converged on AWS Virtualization
•Management •Mobility
Infrastructure (HCI)
Operations Management
Foundational Requirements
Additional Operational (1) VOP-CP with Committed Contract to Transact for Hosting/Managed Services offerings, (1) VOP-SE for subscription-based offerings and/or (1) VeloCloud Orchestrator and badges
R equirements specific to support required for VeloCloud partners providing L1/L2 support.
Foundational Requirements VMware Partner Connect Contract | (2) VSP Foundation | Ethics and Compliance Training | Due Diligence Questionnaire (if required) | Program Fee, if applicable ($895 flat fee for
Fo r All Partners mature markets only, due annually at time of renewal) Once met, allows partners to transact. Financial benefits applicable starting at the Partner level.
• C l oud Verified Badge, Rental Only
• V M ware Sales Professional (VSP) Foundation accreditation offers basic sales techniques for VMware’s core products, including pricing, with strategies for competitively positioning those solutions to end customers.
• V M ware Master Services Competencies are designed to validate your company’s capacity to deliver services related to specific VMware technologies. These designate a high level of service capability as validated by your customers. Additional information on competency
offerings and associated benefits, requirements is available in the VMware Master Services Competencies Program Guide.
• A V M ware Solution Competency is an organization-level designation of partner enablement designed to help partners achieve and demonstrate expertise in VMware digital foundation-focused solutions. Additional information on competency offerings and associated
benefits, requirements is available in the VMware Solution Competency Program Guide.Table of Contents
24 Progression and
Overview Benefits Resources Appendix
Requirements
Partner Connect Path
Framewo rk
VMware Partner Competencies
Master Services Competencies and Solution Competencies
Partner Connect
Progressio n At VMware, competencies are meant to recognize sales and technical proficiency, delivery expertise, and customer success for next-generation
VMware IT priorities. Achieving a VMware partner competencies allow you to strengthen your services capabilities and unlock valuable partner
benefits.
Requirement s at-
a-Glance
VMware offers you two types of competencies:
VMware Partner
Competenci es
SOLUTION COMPETENCIES MASTER SERVICES COMPETENCIES
Territo ry VMware Solution Competencies are a first step in achieving VMware Master Services Competencies require achieving advanced technical
Restriction s sales and technical expertise in VMware virtualization and certifications and proof of high-level service capability and expertise as
cloud computing solutions. validated by your customers.
A Value-Based Tier Unlike Solution Competencies, a partner organization must demonstrate
Solution Competencies are attained at the organizational
Credit Strategy services delivery experience and capability by providing customer references
level. They include sales training as well as both pre- and
post-sales technical trainings. for recently completed projects in order to achieve a Master Services
Tier Credit Competency (in addition to meeting the training requirements).
Calculation
Example
For more information see the For more information see the Master
Solution Competency Guide here Services Competencies Guide here
Key to Principal: Exhibiting Mastery
VMware Master Services Competent partners are trusted and certified partners with the resources, knowledge, skills, and tools to successfully
deliver services. When you achieve an MSC, you prove solution mastery and your ability to deliver customer value, a critical component to
unlocking maximum benefits with Partner Connect. NOTE: Attaining the Cloud Verified badge fulfills the MSC requirement in the program Cloud
Provider IT path.Table of Contents
25 Progression and
Overview Benefits Resources Appendix
Requirements
Partner Connect Path
Framewo rk
Territory Restrictions
The VMware Partner Connect Program is designed to promote local relationships between customers and VMware partners. As a
Partner Connect
Progressio n result, there are territorial restrictions governing the purchase, distribution and use of VMware offerings, based upon the countries in
which the customer, Partner Connect partner, and VMware authorized distributor/aggregator are located.
Requirement s at- Complete details on the VMware Sales Territory Restrictions and Order Requirements Guide is available in the Appendix.
a-Glance
VMware Partner
Competenci es
Territo ry
Restriction s
A Value-Based Tier
Credit Strategy
Tier Credit
Calculation
ExampleTable of Contents
26 Progression and
Overview Benefits Resources Appendix
Requirements
Partner Connect Path
Framewo rk
A Value-Based Tier Credit Strategy
Accelerating investments across business models, markets, and solution maturity
Partner Connect
Progressio n
Licensing Model Market Maturity* Solution Maturity**
Requirement s at-
a-Glance
=
0X Perpetual License 1X SaaS 5X
VMware Partner 0X = Credits 0X 1X 2X
Competenci es =Credits
== DCV
Di gital
W orkspace
V M C on
AWS
Territo ry Master Services Master Services Master Services
1X Competencies Competencies Competencies
Restriction s = Credits
A Value-Based Tier
Credit Strategy * Market Maturity Country List here ** Solution Maturity List here
Tier Credit
Calculation Eligible Transactions: Net sales of license and Support plus Subscription (SnS) (initial purchase), Consumption of xPP Credits, Subscription, License Rental and MSP
Example transactions based on the consumed points or revenue.
Excluded Transactions: OEM Revenue, Renewal bookings, PSO, Education and NRE.
License Rental and MSP transactions: Tier credits are credited to the Cloud Provider path and the product’s other primary path (e.g. VMC on AWS).
15 months back
C A L C UL ATI O N T I M EL I NE * E X A MP LE ( M A R 2 0 1 9 – F E B 2 0 2 0 ) Last 3 months not included
Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May
Tier credit calculation: Last Wednesday of the fiscal month
Pa rtner progression: Last Friday of the fiscal month
F Y 2 0 F Y 2 1
2 0 1 9 2 0 2 0
*Visit the Tier Credit Calculation Timeline document for more detailsTable of Contents
27 Progression and
Overview Benefits Resources Appendix
Requirements
Partner Connect Path
Framewo rk
Tier Credit Calculation Example
Partner drives USD$25,000+ of SaaS consumption in an emerging country
Partner Connect
Progressio n
Earned
Requirement s at-
a-Glance
Tier
Credits
= Base Tier Credits + License Maturity
Tier Credits + Market Maturity
Tier Credits* + Solution Maturity
Tier Credits**
VMware Partner CALCULATION 1 CALCULATION 2 CALCULATION 3 CALCULATION 4
Competenci es Base Tier Credits Licensing Model Tier Credits Market Maturity Tier Credits Solution Maturity Tier Credits
$25,000 Eligible 25,000 Base Tier 25,000 Base Tier 25,000 Base Tier
Territo ry Transaction Revenue Credits Credits Credits
Restriction s
x x x
25,000 Base Mature: 0 Mature: 0
A Value-Based Tier Tier Credits Perpetual: 0 Developing: 1 Developing: 1
Credit Strategy S aaS: 1
$1 = 1 Tier Credit Emerging: 5 Emerging: 2
Tier Credit
* Market Maturity ** Solution Maturity
Calculation
Example
Country List here List here
Eligible Transaction Revenue to Base Tier Credits $25,000 = 25,000 Base Tier Credits
Base Tier Credits X Licensing Model Accelerator 25,000 X 1 = 25,000 Licensing Model Tier Credits
Base Tier Credits X Market Maturity Accelerator 25,000 X 5 = 125,000 Market Maturity Tier Credits
Base Tier Credits X Solution Maturity Accelerator 25,000 X 2 = 50,000 Solution Maturity Tier Credits
Total Credits for Transaction 225,000 Total Tier Credits
Partner earns 225,000 Partner meets Advanced Partner Tier Requirement
Tier Credits 22.5% Progression: Principal Partner Tier Requirement
+All currency examples ($) represented in USD28
Partner Connect
Benefits
VMware Confidential – made available to VMware authorized partners solely for their internal referenceTable of Contents
29 Progression and
Overview Benefits Resources Appendix
Requirements
Program Incentives
Program Incentives And Investments*
and Investment s
Partner Connect not only simplifies the way you do business with VMware it also rewards your activities and investments, which increases your
potential incentives and rewards.
Benefit Eligibility
There are three Incentive and Investment Programs within Partner Connect: Advantage+, Solution Rewards, and Development Funds. Your incentive
and investment opportunity is directly aligned to your level within the Partner Connect program.
Benefits At-a-Glanc e
by Business Model Specific incentive details—including the latest updates to terms and conditions, discount and reward percentages, and eligibility considerations—are
included in the individual program guides and web pages. Click the links below to learn more.
Benefits Deep- Div e
If you have specific questions regarding incentive programs, please contact the Partner Support Center: partnerconnect@vmware.com.
Co-Selling
Training Benefits
Marketing Benefits
Additional Marketin g
Benefits
Advantage+ Solution Rewards Development Funds**
VMware’s sales incentives program VMware’s back-end rebate program VMware’s pre-sales investment to
Sales Acceleratio n ,
Support and Services,
to drive bookings, pipeline visibility focused on rewarding partners who drive incremental demand and
Enablement and deal advantage have demonstrated their dedication to increase strategic partners’ capacity
selling and delivering VMware for VMware technologies
solutions
For more information click here For more information click here For more information click here
*Specific Incentives and Investment program details can be found in the Terms and Conditions documents: Advantage+ Ts&Cs, Solutions Rewards Ts&Cs and Development Funds Ts&Cs.
**Development Funds (DF) eligibility does not guarantee funding. Funding is subject to budget availability, prior approval by VMware, and submission of proof of performance as defined in the DF Guide. Note that
additional eligibility criteria may apply depending on partner tier.Table of Contents
30 Progression and
Overview Benefits Resources Appendix
Requirements
Program Incentives
Benefit Eligibility*
and Investment s
The new Partner Connect program rewards partners for growing their business, achieving solution competencies, and progressing to Advanced or
Principal tiers. Incentive eligibility is determined and applied by program tier level, market maturity, and business model.
Benefit Eligibility
Benefits At-a-Glanc e
by Business Model
Benefits Deep- Div e
Advantage+ Solution Rewards Development Funds***
Co-Selling
Training Benefits
By Tier Principal
Eligible for Financial Benefits
Marketing Benefits Advanced
Partner Exclusive Opportunity
Additional Marketin g Not Eligible
Benefits
Registration only
Sales Acceleratio n ,
Support and Services,
By Market • Mature markets** receive a specific
Enablement incentive structure All Markets Eligible
All Markets Eligible
• Developing/Emerging combined to
receive a separate incentive structure
*Specific Incentives and Investment program details can be found in the Terms and Conditions documents: Advantage+ Ts&Cs, Solutions Rewards Ts&Cs and Development Funds Ts&Cs.
**Market Maturity lists included in Program Guide Appendix.
***Development Funds (DF) eligibility does not guarantee funding. Funding is subject to budget availability, prior approval b y VMware, and submission of proof of performance as defined in the DF Guide. Note that
additional eligibility criteria may apply depending on partner tierTable of Contents
31 Progression and
Overview Benefits Resources Appendix
Requirements
Program Incentives
Benefits At-A-Glance By Business Model
and Investment s
Re sell Cloud Se rvices1
The Partner Connect program’s
overall benefit structure is Badging
Educational Co-investment
designed so partners with
Principal
Benefit Eligibility
Field Sales Engagement
demonstrated mastery in Partner Locator with Additional Sales Tags
delivering customer outcomes Additional NFR/IULs
Benefits At-a-Glanc e receive maximum benefits. SET Early Access
by Business Model
CAL Academy
Completing foundational Livefire Training
requirements allows you to start Learning Zone
Benefits Deep- Div e your journey with VMware and
Solution Rewards
transact with customers across
Sales Rewards
our portfolio. As you invest in
Co-Selling SaaS Incentives
Training Benefits
VMware through increased Advanced Development Funds5
2, 3
2, 4
training and overall achievements Additional NFR/IULs
across the customer lifecycle, you
PCT Program (MSC Required)
earn incremental and impactful
Marketing Benefits Press Release Templates
rewards—both financial and non- Purchasing Program Eligibility
financial.
Exclusive Opportunity Registration
Partners who have been designated as Services-only
Partner
1
Additional Marketin g partners have accelerated pathways to Principal that do not
Benefits require achievement of minimum sales performance Partner Locator
targets. As such, Service-only partners are not eligible for
sales and solution reward benefits.
Sponsorship
2 Partnerswho have been designated as Services- Additional NFR/IULs
Sales Acceleratio n , only partners transacting at least 1 single booking of
Support and Services, $10,000 (USD) or greater with VMware during the SETs
previous rolling 12 months are eligible for
Enablement consideration of specific financial incentives. Partner Connect Logo
3Partners who have been designated as Services-only
Transaction Rights (no incentives)
partners and are non-transacting with VMware may be
eligible for consideration of specific financial incentives
Enrolled Authorized
within the cloud incentives rebate. Training Discount
4Partners who have been designated as Services-only partners and are non- Full Portal Access Applicable to all
transacting with VMware are not eligible for financial incentives within the
Partner Technical Support Business Models
Development Funds program
NFR/IUL
5Development Funds (DF) eligibility does not guarantee funding. Funding is
subject to budget availability, prior approval by VMware, and submission of proof Partner Demand Center
of performance as defined in the DF Guide. Note that additional eligibility criteria
may apply depending on partner tier. Enrolled New Limited Portal AccessTable of Contents
32 Progression and
Overview Benefits Resources Appendix
Requirements
Program Incentives
Benefits Deep-Dive
and Investment s To stay current on all Incentive and Investment Program changes, please be sure to visit each incentive/investment Terms and Conditions page:
Advantage+ Ts&Cs, Solutions Rewards Ts&Cs and Development Funds Ts&Cs.
Benefit Eligibility Incentive Category Partner Advanced Principal Profitability
Advantage+
ELA ELA Rebate/ELA Preferred Pricing Up to 12%
Benefits At-a-Glanc e
by Business Model
SPF Additional SPF Discount 3 Up to 15%
Standard Discount Discount by Product4 Up to 30%
Benefits Deep- Div e
Registration Exclusive Opportunity Registration Exclusive Opp. Reg
Co-Selling
Training Benefits
Partner Tier Principal Bonus Up to 4%
Rewards 1
ELA Cap with MSC 5M per deal
Solution
Marketing Benefits Capability MSC Up to 4%
Product Focus Advanced Technologies5 Up to 4%
Additional Marketin g
Competency Base level Rebate Up to 4%
Benefits
Sales Acceleratio n , Partner Type Partner Advanced Principal Contractual–GCSS
Development
Support and Services,
Enablement
Funds 2
Common DF : Proposal Based Earned
One Partner Rewards Portal Experience
Process
One Dev Funds Policy
Subject to Budget Availability
1License/sub/upgrades (no SNS), Rebate % of Gross Bookings [after discount] for BOTH ELA and Non -ELA. Solution Rewards do not apply for Cloud Provider and VMC on AWS IT paths | 2 Development Funds (DF) eligibility does not
guarantee funding. Funding is subject to budget availability, prior approval by VMware, and submission of proof of performance as defined in the DF Guide. Note that additional eligibility criteria may apply depending on partner tier | 3 -4
Not applicable for VMC on AWS IT path | 5 Not applicable for Data Center Virtualization and Digital Workspace IT pathsTable of Contents
33 Progression and
Overview Benefits Resources Appendix
Requirements
Program Incentives
Co-Selling
and Investment s Co-selling is prioritized for all Principal Partners. VMware direct field and partner sellers align to drive customer success through: Joint
account planning, account development, and working together to grow revenue.
Benefit Eligibility
Training Benefits
VMware recognizes the important role our partners play in delivering exceptional service to our joint customers. To ensure partners have the
Benefits At-a-Glanc e latest sales and technical knowledge about our products, VMware offers many different training opportunities. Partners can learn in a self-paced
by Business Model
environment, on-line as well as various in-person, instructor-led classes.
Benefit Description Details Tier Eligibility
Benefits Deep- Div e Training Discount VMware offers a 20% discount on training. All VMware products All Partners (except Enrolled New)
• 50% off on-demand training
Incremental Training Principal
Co-Selling • 40% off instructor-led training
Discounts
Training Benefits • 30% off onsite training
Marketing Benefits
Training Resources
Training benefits will give you the opportunity to persue the following:
Additional Marketin g
Benefits
Sales Acceleratio n ,
Training Description Details Tier Eligibility
Support and Services,
Enablement • VSP
Accreditations Accreditations recognize knowledge on the different VMware Solutions. All Partners
• VTSP
They are awarded at the individual level.
• VOP
VMware is committed to providing industry-leading certifications that • VCA
demonstrate partner individual expertise. Certain VMware certifications • VCP All Partners
Certifications
help your company achieve Solution Competencies by fulfilling the • VCAP
Technical Post-Sales accreditation requirement. • VCDXTable of Contents
34 Progression and
Overview Benefits Resources Appendix
Requirements
Program Incentives Training Resources (Continued)
and Investment s
Benefit Eligibility
Benefit Description Details Tier Eligibility
Benefits At-a-Glanc e
by Business Model VMware Master Services Competencies are designed to validate your There are five
company’s capacity to deliver services related to specific VMware available Master Services
technologies. These designate a high level of service capability as validated competencies in
Master Services
Benefits Deep- Div e by your customers. Your organization attains a Master Services Competency seven solution areas. All Partners
Competencies
by having the required number of individuals complete a set of advanced, Cloud Native MSC is
solution-specific VMware certifications and submission of customer coming soon.
Co-Selling references.
Training Benefits
Solution Competencies demonstrate your sales and technical proficiency,
and proven customer success and expertise in a specialized area of There are twelve
Marketing Benefits Solution business. Attaining a VMware Competency allows you to differentiate by available Solution
All Partners
Competencies showcasing proficiency in selling solutions in a specific solution area. Note in competencies in
addition to being a benefit, Competency attainment is tied to overall different solution areas
Additional Marketin g program compliance. Competencies are awarded at an organizational level
Benefits
HoLs are virtual labs that help partners and customers prepare for
Sales Acceleratio n , • Offered for different
Support and Services, Hands-on Labs certifications, validate features, and provide access to learn about the latest
experience levels
Enablement (HoLs) VMware Products. The environments are fully configured, tested, and All Partners
• Classified by
documented for on-line access. For an in-person learning experience attend technology
the SociaLabs.
vmLIVE daily webcasts serve as continuing education for the entire global
vmLIVE • Regional
VMware partner community. Each session provides key updates across All Partners
• Global
products/solutions, partner programs and incentives, sales, and marketing.You can also read
