Winning with VMware

1. Winning with VMware

2. Topics and Objectives Topics Partnering principles Expectations of VMware partners Channel Model VMware Staff Roles The Partner role in the opportunity reg. process Partner Best Practices Requires 30 minutes to complete Objectives • Understand how VMware supports channel partners • Steps to become a successful VMware partner

3. VMware Presentation Course Review Options • Test-Out Option Available • Close this window and proceed to the assessment • Score 80%+ on the test • Presentation Options • Let it play (default) • Back and Next navigation controls • Selecting a slide in Outline view to jump there • Select Audio Text tab to read the presentation

4. Partnering Principles

5. Channel Focused Company Partner Contribution to Revenue $550 $500 $450 86% Partners $400 $350 $300 $250 $200 $150 $100 $50 $0 Q2 05 Q3 05 Q4 05 Q1 06 Q2 06 Q3 06 Q4 06 Q1 07 Q2 07 Q3 07 Q4 07 Q1 08 Q2 08 Q3 08 Q4 08 Q1 09

6. Virtualization Software Sales Attach Rate(Partner Survey October / November 2008) Every $1in Server Virtualization Software Sales Generates additional $$ in Complementary Products & Services Source: VMW independent partner survey, US partners with DC practice

7. Accelerating Our Opportunity Respect a customer’s right to choose a partner based on perceived value Rules of Engagement – How We Behave Treat partners consistently across all customer opportunities Account Choreography – Maximizing Each Other Partner Principles Build Drag and Value through partner-led services Roles – The Power of TEAM and Leverage Reward partners who behave proactively to create opportunities Mission – Orchestrating the indirect model

8. Expectations for VMware Sales – Our Code of Conduct • VMware takes transactions direct only with named accounts • VMware does not take transaction direct with approved opportunity registration • No VMware pressure on customers to purchase from a particular partner Avoid Channel Conflict Support PartnerPro. Services • VMware professional services or credits only in named accounts • No partner pressure to act as sub for VMware Fair Advantage+ Registration • Opportunity registrations approved if it is not already in CRM database and meets Advantage+ rules • Customer information in an opportunity registration is confidential

9. VMware Expectations of Partners Partners are expected to advance the sale independently and request assistance from VMware, when appropriate Partners are expected to achieve the sales and technical pre-sales accreditations and competencies required of their partner type and level Partners are responsible for providing quotes and configurations for their prospects Partners are responsible for providing accurate sales forecast details and opportunity status information Partners are expected to leverage VMware sales programs to advance sales campaigns and facilitate VMware engagement We lead with partners who lead with us

10. Channel Model

11. VMware Selling Model • Partners of many types • Here focused on selling partners • OEMs, • Global SI • Corporate resellers • Service provider • Solution providers

12. Partner Central • What kind of partner are you, and at what level? • VMware Partner Central is the communications portal! • Detailed partner resource guides with contact information • Opportunity registration • Custom newsletters and communications • VMLive events Entry point for VMware Partner University • Custom training plans to support staff accreditations, certifications, and partner competencies at every level • Continuing education resources also available

13. Partner Central Access • If you do not have access to Partner Central: • visit www.vmware.com/partners/partner.html • Apply for access. • During the application process, you will be required to select your company from a drop down menu of company names. • If you company is not present in the drop down, please send an email message to: PartnerCentral@vmware.com

14. VMware Staff Roles

15. Routes To Market VMware Partner VMwareNamed Accountswith 3-tier Account ManagerStructure GAM GSI/SO Premier Value SAM DISTRIBUTION Premier / Enterprise VPN EAM Volume Territory Mgr. (TM) Commercial Team Pro

16. Americas Enhanced Coverage Model PBM CSM PRC ICSM TSM CSE PSE Customer

17. CSM Field Engagement Strategy Channel SE Channel Marketing

18. What is the Partner Resource Center? One Face to Enterprise Partners that have made a strategic investment in a Virtualization practice. Partner Sales Support Customer (Partner) Service Solution Desk Technical Support • Opportunity Registration Ad+ • Academic pricing requests • VPP approval requests • ELA assistance • Operational Assistance- VPN Network escalation • Partner Central Escalations • NFR • Handle free incident calls from Partners • Technical Bench for VMware Inside Sales Team • Assistance on what products to quote • VMware resource navigation • Renewal assistance • Partner Program navigation • Regular partner communication

19. Role of Distributors • Distributors: • Enable the partner community • Provide pre/post sales support • Offer Authorized VMware training • Provide a single point-of-contact and purchase • Offer credit and financing options • Provide marketing and sales enablement • Offer advanced solution and demo centers • To find distributors in your country/region use the partner locator in Partner Central or contact your local VMware channel resource

20. Effective Choreography 75% of the sales engagement is partner-led and services rich VMware engagement is most effective at the executive-level milestones In Commercial Accounts, VMware should be engaged as needed In Enterprise Accounts, Partners and VMware should jointly plan Every Deal has a Unique Rhythm Choreography is best when we know our value and partner value Solution Strategy Solution Close Problem Identification Exec Pilot Plan Vendor Review Contact Trusted Partner Deployment Plan Support and Expand Mgmt Pilot Deployment Technical Review Pilot Results Deployment Staff • Register opportunities! We can’t help if we don’t know!

21. advantage+ Incentive Flow Step 1 Step 2 Step 3 Approved Partner Closes Deal and Claims newaccount+ VMware Sales Approves / Denies - OR - Partner Submits Registration Approved Partner Closes Deal and Claims oppreg+ Registration contains deal info including: - Customer name - Deal size - Expected close date A) VMware checks to see if opportunity already in CRM B) Review with Sales team and Partner if this is the partner who created and is driving the opportunity - OR - Alternative Partner Closes Deal and Approved Partner Claims influence+

22. 7 Proven Keys For Success with VMware Get all your sales staff VSP certified – Sell 3X more! Add VCPs – Gives you a SME on staff! Lead with VMware on every call – Increase Drag! Register your deals with Ad+ – More Margin! Use the available programs! – More Margin! Map accounts to your Territory Manager – Increased Support! Become an Enterprise Partner – Many More Benefits!

23. Customers and Partners First Customer Satisfaction and Loyalty Become part of customers’ strategic planning process Strive to create strategic partnerships with customers Create relationships at multiple levels Act according to VMware’s best interests Stay aligned with the chosen partner Listen and react to customer concerns Treat all customers equally Act confident but not cocky Be Responsive

24. Module Summary You should now understand: How VMware supports channel partners The steps to become a successful VMware partner When you are ready, you may close this presentation and proceed to the Winning With VMware VSP Module Assessment