Solution Provider Handbook - OCS
Solution Provider Handbook - OCS
Solution Provider Handbook - OCS
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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 />
Specializations<br />
VMware Specializations are recognized levels of expertise in<br />
specific market segments, and are earned through a<br />
combination of experience in the specific marketplace and<br />
successful completion of the VMware training.<br />
By achieving Specialization, you also have access to marketspecific<br />
pricing, continuing education and competitive<br />
information, opening up additional opportunities to crosssell<br />
and up-sell in new and existing accounts.<br />
VMware currently offerAcademic Specialization, US Federal<br />
Specialization (U.S. only ) and Healthcare Specialization (U.S. only).<br />
Get enabled: Specializations<br />
Achieving a Specialization can help you to grow your business by:<br />
• Enabling you to develop deeper customer relationships, creating more cross-sell and up-sell opportunities<br />
• Distinguishing you from other partners as you provide unique vertical offerings to your customer<br />
• Offering you competitive pricing to further increase your margin potential<br />
• Increasing your visibility with customers looking for virtualization partners with unique market knowledge<br />
Eligible Partner: All Authorized VMware <strong>Solution</strong> <strong>Provider</strong>s<br />
URL: http://www.vmware.com/go/specializations<br />
“(The Academic) Specialization allows us to assist<br />
schools on their journey to virtualization and hones<br />
our knowledge on the specific segment (K-12). It<br />
enables us to provide value to schools through<br />
virtualization while allowing the school to focus<br />
their resources on learning.”<br />
Edwin Wargo, Founder and Chief Educational<br />
Technologist, 11th Hour<br />
<strong>Solution</strong> <strong>Provider</strong> <strong>Handbook</strong> / 7
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