Solution Provider Handbook - OCS
Solution Provider Handbook - OCS
Solution Provider Handbook - OCS
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1. VPN Program – Steps to Success<br />
2. VPN Partner Benefits At-a-Glance<br />
3. Get Enabled<br />
Accreditations and Certifications<br />
Partner University<br />
<strong>Solution</strong> Competencies<br />
Specializations<br />
Partner Exchange<br />
Marketing Academy<br />
4. Create Demand<br />
GRID<br />
Partner Marketing Bureau<br />
Website in a Box<br />
Event in a Box<br />
Seminar and Event Support<br />
Market Development Funds (MDF)<br />
Lead Distribution<br />
5. Sell VMware <strong>Solution</strong>s<br />
Volume Purchasing Program (VPP)<br />
enterprise Licensing Agreements (eLAs)<br />
Support and Subscription (SnS) Renewals<br />
<strong>Solution</strong> Enablement Toolkits (SETs)<br />
6. Earn Rewards<br />
<strong>Solution</strong> Rewards<br />
advantage+<br />
Sales Rewards<br />
Premier Rewards<br />
7. VPN Foundation<br />
Partner Central<br />
Partner Logo and Messaging<br />
Partner Communications: Blogs and Social<br />
Media<br />
Partner Profile and Partner Locator<br />
Technical Support<br />
Not for Resale (NFR) and Internal Use Licenses<br />
(IUL)<br />
Partner Support Center<br />
8. Appendix<br />
Partner Central Shortcuts<br />
Sell VMware <strong>Solution</strong>s: enterprise Licensing Agreements (eLAs)<br />
enterprise Licensing Agreements (eLAs)<br />
VMware’s Enterprise Licensing Agreements (ELAs) provide customer-focused incremental discounts that made available<br />
through strategic VMware partners. VMware is a partner-focused company and wherever possible will transact business<br />
through its network of partners and distributors rather than directly with end user customers.<br />
Enterprise and Premier partners can be rewarded with preferred pricing on ELA’s through the VMware’s ELA Preferred<br />
Pricing Program. It is important for you to register qualified ELA opportunities in the Opportunity Registration system on<br />
Partner Central so that you are eligible for ELA preferred pricing to protect the deal and ensure VMware’s support during the<br />
sales cycle.<br />
Enterprise License Agreements and ELA Preferred Pricing help you grow your business by:<br />
• Offering competitive discounts to your customers increases your margins and profitability<br />
• Expanding your opportunities with new and existing customers<br />
• Providing pricing protection and VMware support through the sales cycle.<br />
• Rewarding you for your expertise of VMware products and solution as well as value selling<br />
Eligible Partner: Enterprise and Premier <strong>Solution</strong> <strong>Provider</strong>s<br />
URL: www.vmware.com/go/ela<br />
<strong>Solution</strong> <strong>Provider</strong> <strong>Handbook</strong> / 18
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