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VMware Partner Program Plan

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VMware Partner Program Plan

  1. 1. VMware Revised VIP Reseller Program Proposal
  2. 2. Agenda <ul><li>Current Situation </li></ul><ul><li>VMware Needs / Goals </li></ul><ul><li>Partner Needs </li></ul><ul><li>Industry Benchmarks </li></ul><ul><li>Proposed Program Structure </li></ul><ul><li>Channel Marketing Activities </li></ul><ul><li>Project Timeline </li></ul>
  3. 3. Growing Numbers of Resellers
  4. 4. Reseller Coverage By Technology Focus
  5. 5. Overlap with Other Vendor Resellers
  6. 6. NA Enterprise Reseller Coverage by Geography
  7. 7. Multiple Partner Programs <ul><li>Separate Partner Programs </li></ul><ul><ul><li>VIP for Resellers (potential 1,000+) </li></ul></ul><ul><ul><li>VAC for Consultants (potential 100+) </li></ul></ul><ul><ul><li>V-SIP for Global/Large System Integrators (potential 12-20) </li></ul></ul><ul><ul><li>ISV Partner Program (potential 500+) </li></ul></ul><ul><li>Contracts </li></ul><ul><li>Communications and Marketing </li></ul><ul><li>Databases </li></ul><ul><li>Administration </li></ul>
  8. 8. Sales / Business Needs <ul><li>Growth of Reseller Channel to Meet Sales Goals </li></ul><ul><li>Partner Profile / Segmentation / Development </li></ul><ul><li>Channel Pricing Conflicts </li></ul><ul><li>Incentive Compensation Models and Administration </li></ul><ul><li>Cost of Program Elements vs. Value </li></ul><ul><ul><li>Program Fees </li></ul></ul><ul><ul><li>Technical Support </li></ul></ul><ul><ul><li>Training/Certification </li></ul></ul><ul><ul><li>Marketing Funds </li></ul></ul><ul><li>Business/Marketing Planning </li></ul>
  9. 9. Channel Marketing Needs <ul><li>Alignment of Channel Marketing and Corporate Goals </li></ul><ul><li>Value of Value-Added Resellers </li></ul><ul><li>Marketing Collateral/ Sales Tools </li></ul><ul><li>Control of Marketing Funds to Partners </li></ul><ul><ul><li>Allocation / Approval </li></ul></ul><ul><ul><li>Proof of Performance </li></ul></ul><ul><ul><li>ROI Analysis </li></ul></ul><ul><li>Partner Communications </li></ul><ul><li>Standardized Processes (e.g. launch) </li></ul>
  10. 10. Infrastructure Needs <ul><li>Partner Relationship Management System </li></ul><ul><ul><li>Application processing </li></ul></ul><ul><ul><li>Secure access </li></ul></ul><ul><ul><li>Unique partner profiles for partner locator and communications </li></ul></ul><ul><ul><li>Confidential sales tools and collateral </li></ul></ul><ul><ul><li>Lead Distribution, Management, Forecasting </li></ul></ul><ul><ul><li>MDF management </li></ul></ul><ul><ul><li>Forums </li></ul></ul><ul><ul><li>Partner Success Stories </li></ul></ul><ul><ul><li>Online Training </li></ul></ul><ul><ul><li>Partner Report Card </li></ul></ul>
  11. 11. VIP Requirements
  12. 12. VIP Benefits
  13. 13. VIP Benefits
  14. 14. Channel Marketing Activities <ul><li>Partner Recruitment </li></ul><ul><ul><li>Gap Analysis </li></ul></ul><ul><ul><li>Program Collateral and Presentations </li></ul></ul><ul><ul><li>Application Processing </li></ul></ul><ul><li>Partner Development </li></ul><ul><ul><li>Product Sales Training Presentations for Channel Sales Managers </li></ul></ul><ul><ul><li>Periodic Training Webinars </li></ul></ul><ul><ul><li>Online Sales Training Courses </li></ul></ul><ul><ul><li>Partner Conference </li></ul></ul><ul><ul><li>Reseller Council (planned) </li></ul></ul><ul><li>Partner Communications </li></ul><ul><ul><li>Welcome Kits / Guides </li></ul></ul><ul><ul><li>Newsletters </li></ul></ul><ul><ul><li>Flashes </li></ul></ul><ul><ul><li>Webinar Briefings </li></ul></ul><ul><ul><li>Success Stories </li></ul></ul>
  15. 15. Channel Marketing Activities <ul><li>Partner Portal </li></ul><ul><ul><li>Partner profiles, locator, news, collateral, access to resources as they become available </li></ul></ul><ul><li>Partner Marketing </li></ul><ul><ul><li>Seminars and Webinars </li></ul></ul><ul><ul><li>Ads / Direct Mail / Email / Web Banner Templates </li></ul></ul><ul><ul><li>Telemarketing Scripts </li></ul></ul><ul><ul><li>Banners / Posters </li></ul></ul><ul><ul><li>Logo Merchandise </li></ul></ul><ul><li>Sales Support </li></ul><ul><ul><li>Sales Tools (sell sheets, PPTs, demos, solution stacks) </li></ul></ul><ul><ul><li>Price Lists </li></ul></ul><ul><ul><li>How-To Guides </li></ul></ul>
  16. 16. Project Timeline – Phase 1 Gather input from VMware s ales/marketing, VMware resellers, other partner programs, analysts Finalize revised partner program Document/publish processes, RDs, agreements, revised web site Communications, press release & training Completed Pending Milestone Phase II Go live 7/1 Apr May Jun Jul Implement systems

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