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Partner University




Confidential
                      © 2009 VMware Inc. All rights reserved
Partner University

    Partner University is your “One-Stop” for VMware Partner Education




2                                 Confidential
What’s your Training Motivation?




3
Training = More Revenue

          Certifications and Accreditations                                                                                                                          Competency

                                                  With                               Without                                                                                   With                               Without
                                                                                                                               Infrastructure
            VSP                                 $74,464                                  $4,540                                                                             $115,495                                 $32,636
                                                                                                                               Virtualization

          VTSP                                $101,249                                  $10,936                                      Desktop                                 $45,314                                  $11,244


           VCP                                $209,289                                  $34,842                                       BC/DR                                  $48,173                                 $24,218


                                                     Average Worldwide Partner VMware Sales



Data Notes:
                          Average deal size with VMware Competency
                                     is 2 – 4 times larger
1. Data is from Solution Providers world wide
2. VSP, VTSP and VCP are required for Enterprise and Premier levels.
3. VCP is optional for Professional level partners


Copyright © 2011 VMware, Inc. All rights reserved. This product is protected by U.S. and international copyright and intellectual property laws. VMware products are covered by one or more patents listed at http://www.vmware.com/go/patents.
VMware is a registered trademark or trademark of VMware, Inc. in the United States and/or other jurisdictions. All other marks and names mentioned herein may be trademarks of their respective companies.



4                                                                                                             Confidential
DV Competency Pay off with 5x Increase in Revenue

      We reviewed sales at 12 Partners that had been selling VDI and
      then looked again after they completed DV Competency

                                                                                                                                                                                              $804k
                                                                                                                                                                      Tot. Increase Annualized
  BEFORE                                                                              AFTER
   $116k                                                                              $518k                                                                                                          $67k
                                                                                                                                                                                      Avg. per Partner
  Total VDI Sales                                                               Total VDI Sales                                                                                         Annualized
(2qtrs before Competency)                                       (Qtr Competency completed + 1 qtr)
                                                                                                                                                                                         Increase


           … VMware helped us invest in this competency earlier this summer
           and now I am proud to say that we are bringing that investment back
           tenfold, if not more.

  Copyright © 2011 VMware, Inc. All rights reserved. This product is protected by U.S. and international copyright and intellectual property laws. VMware products are covered by one or more patents listed at http://www.vmware.com/go/patents.
  VMware is a registered trademark or trademark of VMware, Inc. in the United States and/or other jurisdictions. All other marks and names mentioned herein may be trademarks of their respective companies.



  5                                                                                                             Confidential
Roles
       and
Education for Each
Roles

                        Sales                                                               Technical Pre-                                                                       Technical Post-
                                                                                                Sales                                                                                Sales
VSP                                                                             VTSP                                                                                   VCP - certification
Sales Accreditations                                                            Tech Pre-Sales Accrd.                                                                  Tech Post-sales Accrd.
 • IV, BC, DV                                                                    • IV, BC, DV                                                                           • IV, BC, DV


SolutionTrack                                                                   Tech Express                                                                           Advanced Certifications
Partner Briefings                                                               Partner Briefings                                                                      Advanced Courses
vmLIVE                                                                          vmLIVE                                                                                 vmLIVE


Partner Exchange                                                                Partner Exchange                                                                       Partner Exchange
VMworld                                                                         VMworld                                                                                VMworld
Copyright © 2011 VMware, Inc. All rights reserved. This product is protected by U.S. and international copyright and intellectual property laws. VMware products are covered by one or more patents listed at http://www.vmware.com/go/patents.
VMware is a registered trademark or trademark of VMware, Inc. in the United States and/or other jurisdictions. All other marks and names mentioned herein may be trademarks of their respective companies.



7                                                                                                             Confidential
Partner University Programs
             &
 How Content is Organized
Learning Paths




9                    Confidential
Specializations




10                Confidential
Certifications




11                    Confidential
VCP4 – FREE 2nd Chance - Limited time




12                        Confidential
vmLIVE




13            Confidential
Regional Events – SolutionTrack & Tech Express


                                              SolutionTrack

                                               • The VMware Value Journey
                                               • Desktop Virtualization
                                               • vSphere
                                               Localized in 7 languages




                                              Tech Express

                                               • Desktop Virtualization
                                               Localized in 5 languages




14                             Confidential
SolutionTracks.com




15                        Confidential
Regional Events – Partner Briefings


      • Quarterly Updates
      • Road show in Regions
      • Sales Briefing
      • Technical Briefing




16                              Confidential
Global Events




 •    150+ breakout sessions arranged in 5 tracks, programs, focus areas, and verticals
 •    12 VMware Boot camps
 •    20+ Hands on Labs
 •    PEX-on-the-Road (EMEA and APAC)




     • Partner Track

17                                       Confidential
Partner University TV




18                           Confidential
VMware Partner Social Media




19                             Confidential
Future of Partner University


 • Simplify Learning

 • Consistency and Alignment

 • Improvements

 • New Education Methods
     and Technologies




20                             Confidential
Questions?




Confidential
                            © 2009 VMware Inc. All rights reserved

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Partner university apj

  • 1. Partner University Confidential © 2009 VMware Inc. All rights reserved
  • 2. Partner University Partner University is your “One-Stop” for VMware Partner Education 2 Confidential
  • 3. What’s your Training Motivation? 3
  • 4. Training = More Revenue Certifications and Accreditations Competency With Without With Without Infrastructure VSP $74,464 $4,540 $115,495 $32,636 Virtualization VTSP $101,249 $10,936 Desktop $45,314 $11,244 VCP $209,289 $34,842 BC/DR $48,173 $24,218 Average Worldwide Partner VMware Sales Data Notes: Average deal size with VMware Competency is 2 – 4 times larger 1. Data is from Solution Providers world wide 2. VSP, VTSP and VCP are required for Enterprise and Premier levels. 3. VCP is optional for Professional level partners Copyright © 2011 VMware, Inc. All rights reserved. This product is protected by U.S. and international copyright and intellectual property laws. VMware products are covered by one or more patents listed at http://www.vmware.com/go/patents. VMware is a registered trademark or trademark of VMware, Inc. in the United States and/or other jurisdictions. All other marks and names mentioned herein may be trademarks of their respective companies. 4 Confidential
  • 5. DV Competency Pay off with 5x Increase in Revenue We reviewed sales at 12 Partners that had been selling VDI and then looked again after they completed DV Competency $804k Tot. Increase Annualized BEFORE AFTER $116k $518k $67k Avg. per Partner Total VDI Sales Total VDI Sales Annualized (2qtrs before Competency) (Qtr Competency completed + 1 qtr) Increase … VMware helped us invest in this competency earlier this summer and now I am proud to say that we are bringing that investment back tenfold, if not more. Copyright © 2011 VMware, Inc. All rights reserved. This product is protected by U.S. and international copyright and intellectual property laws. VMware products are covered by one or more patents listed at http://www.vmware.com/go/patents. VMware is a registered trademark or trademark of VMware, Inc. in the United States and/or other jurisdictions. All other marks and names mentioned herein may be trademarks of their respective companies. 5 Confidential
  • 6. Roles and Education for Each
  • 7. Roles Sales Technical Pre- Technical Post- Sales Sales VSP VTSP VCP - certification Sales Accreditations Tech Pre-Sales Accrd. Tech Post-sales Accrd. • IV, BC, DV • IV, BC, DV • IV, BC, DV SolutionTrack Tech Express Advanced Certifications Partner Briefings Partner Briefings Advanced Courses vmLIVE vmLIVE vmLIVE Partner Exchange Partner Exchange Partner Exchange VMworld VMworld VMworld Copyright © 2011 VMware, Inc. All rights reserved. This product is protected by U.S. and international copyright and intellectual property laws. VMware products are covered by one or more patents listed at http://www.vmware.com/go/patents. VMware is a registered trademark or trademark of VMware, Inc. in the United States and/or other jurisdictions. All other marks and names mentioned herein may be trademarks of their respective companies. 7 Confidential
  • 8. Partner University Programs & How Content is Organized
  • 9. Learning Paths 9 Confidential
  • 10. Specializations 10 Confidential
  • 11. Certifications 11 Confidential
  • 12. VCP4 – FREE 2nd Chance - Limited time 12 Confidential
  • 13. vmLIVE 13 Confidential
  • 14. Regional Events – SolutionTrack & Tech Express SolutionTrack • The VMware Value Journey • Desktop Virtualization • vSphere Localized in 7 languages Tech Express • Desktop Virtualization Localized in 5 languages 14 Confidential
  • 15. SolutionTracks.com 15 Confidential
  • 16. Regional Events – Partner Briefings • Quarterly Updates • Road show in Regions • Sales Briefing • Technical Briefing 16 Confidential
  • 17. Global Events • 150+ breakout sessions arranged in 5 tracks, programs, focus areas, and verticals • 12 VMware Boot camps • 20+ Hands on Labs • PEX-on-the-Road (EMEA and APAC) • Partner Track 17 Confidential
  • 18. Partner University TV 18 Confidential
  • 19. VMware Partner Social Media 19 Confidential
  • 20. Future of Partner University • Simplify Learning • Consistency and Alignment • Improvements • New Education Methods and Technologies 20 Confidential
  • 21. Questions? Confidential © 2009 VMware Inc. All rights reserved