4. Training = More Revenue Competency Certifications and Accreditations Average Worldwide Partner VMware Sales Average deal size with VMware Competencyis 2 – 4 times larger Data Notes: 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 Confidential 4
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 $804kTot. Increase Annualized $67kAvg. per Partner Annualized Increase AFTER$518k BEFORE$116k Total VDI Sales(2qtrs before Competency) Total VDI Sales (Qtr Competency completed + 1 qtr) … 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. Confidential 5
