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 />
<strong>Solution</strong> enablement toolkits (Sets)<br />
Sell VMware <strong>Solution</strong>s: <strong>Solution</strong> enablement toolkits (Sets)<br />
<strong>Solution</strong> Enablement Toolkits (SETs) contain a specific set of critical tools, templates, rich services intellectual property and<br />
assets that you can use to create your own unique branded solution around VMware technology. Several SETs are made<br />
available in libraries that align to the VMware <strong>Solution</strong> <strong>Solution</strong> Competencies for Infrastructure Virtualization, Desktop<br />
Virtualization and Business Continuity.<br />
SETs can help you by:<br />
• Developing customized virtualization solutions more quickly, using proven best practices<br />
• Increasing your ROI by ramping up your sales teams on virtualization technology quickly,<br />
boosting their productivity in selling VMware solutions<br />
• Closing deals faster and increase your margins through a consistent, repeatable, and scalable<br />
sales process that helps you bring your own packaged solutions to market<br />
• Utilizing VMware’s Service IP to enhance and support your own solutions leveraging your<br />
company’s expertise<br />
tYPiCAL Set CoNteNt<br />
SALeS & MARketiNG<br />
tooLS<br />
Positioning Overview<br />
Positioning Summary<br />
Partner Opportunity<br />
Analysis<br />
Whiteboard<br />
Tech White Paper<br />
Customer Preso (Biz+Tech)<br />
GRID Campaign<br />
Event Content<br />
Success Stories<br />
eNGiNeeRiNG tooLS LAB tooLS SoLutioN tooLS<br />
ROI Calculator<br />
Capacity Planner<br />
Healthcheck Analyzer<br />
Converter<br />
Lab Spec<br />
Base Demo<br />
Demo Script<br />
Pre-built VMS<br />
Eligible Partner: Professional, Enterprise and Premier <strong>Solution</strong> <strong>Provider</strong>s<br />
URL: www.vmware.com/go/SET<br />
“…I am floored by the<br />
quality of the IP and<br />
how it is presented.<br />
This is way, way more<br />
than I expected…”<br />
Ron Dupler, President<br />
and CEO, Greenpages<br />
Data Sheet<br />
Letter of Intent<br />
Sample Deliverable<br />
Pricing Calculator<br />
Scoping Worksheet<br />
SOW Template<br />
Delivery Guide<br />
Service Delivery Kit<br />
Deliverable Template<br />
<strong>Solution</strong> <strong>Provider</strong> <strong>Handbook</strong> / 20
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