VMware Partner Program P&L Analysis

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  • Smart move by VMware to counter the increasing threat of the Open Virtualization Alliance. With computer support of San Diego joining in the war of the crown is on. Here an article if you want to read more: http://v12ntoday.com/news/news-news/computer-support-of-san-diego-aboard-the-vmware-partner-program.html
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VMware Partner Program P&L Analysis

  1. 1. VIP Reseller Program Revenue and Expense Estimate Elite Preferred Partner Total Number of Members 40 175 1000 1215 Revenue Reseller Purchases $40,000,000 $87,500,000 $50,000,000 $177,500,000 Distributor Margin $1,600,000 $3,500,000 $2,000,000 $7,100,000 Gross VMware Revenue $38,400,000 $84,000,000 $48,000,000 $170,400,000 Reseller Rebate $4,000,000 $8,750,000 $0 $12,750,000 Net VMware Revenue $34,400,000 $75,250,000 $48,000,000 $157,650,000 Program Fee $60,000 $175,000 $0 $235,000 Internal Use Licenses $0 Total $34,460,000 $75,425,000 $48,000,000 $157,885,000 Expense MDF / Co-op $800,000 $400,000 $0 $1,200,000 NFR (1 physical copy, each product, each year) $4,000 $17,500 $40,000 $61,500 Technical Support Hotline/Forum monitoring $80,000 $350,000 $0 $430,000 Sales Training (no incremental expense) $0 $0 $0 $0 Technical Training/Certification (no incremental expense, MDF reimbursements are above) $0 $0 $0 $0 Monthly Webcast (no incremental expense) $0 $0 $0 $0 Partner Plaques $2,000 $8,750 $0 $10,750 Quarterly Newsletter (no incremental expense) $0 $0 $0 $0 User conference passes ($600 cost) $48,000 Partner Relationship Management System ($30K/month for 1,000 users, $24/incremental user) $86,400 $252,000 $24,000 $362,400 $1,020,400 $1,028,250 $64,000 $2,064,650 Net $33,439,600 $74,396,750 $47,936,000 $155,820,350 Cost margin 3.0% 1.4% 0.1% 1.3%

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