Home > Blogs > Power of Partnership

Sharpen Your Marketing Skills: VMware Partner Edge

“Every skill you acquire doubles your odds of success.”  – Scott Adams


As a valued partner, you are set up for success with the VMware Partner Network.  What’s more, with VMware Partner Edge, you now have the ability to acquire even greater skill sets in marketing to help you propel your business to the next level.

Continue reading

Set up for Success: VPN Answers Commonly Asked Questions

“Excellence is in the details.  Give attention to the details and excellence will come”.

-Perry Paxton

The VMware Partner network prides itself on helping our partners achieve excellence.  To that end, we understand that oftentimes, small details can hamper our ability to operate efficiently.  Addressing these challenges can help our partners manage those details and achieve operational excellence.

This quarter, the most common questions the VMware Partner Network has received are the following:

Q: Code of Conduct – when does this need to be acknowledged?

A: A company’s Primary Contact must acknowledge their Code of Conduct by 11/13/17.  Review the Code of Conduct policy here.

Q: Program Renewal – how and where do I make my payment?

A: Follow these steps to complete your program renewal:

  • Login to Partner Central using the Primary Contact credentials
  • Select My Program tab
  • Click on the “click here for renewal” tab, fill out and submit the form (available every 2 years)
  • Click on the “click here for payment” tab, process and submit the payment of the fees

Q:  Where do I find training (certification and accreditation) courses?

A: Go to Partner University then utilize the step-by-step guide according to your selected option:

  • Login to Partner Central
  • Select Partner University tab, located on the tool bar
  • Click on VSP or VTSP or VCP tabs, located under “Get Started/Earn Accreditations”, to register for foundation certifications
  • For VSP or VTSP click on “subscribe”, and then on “subscribe” again
  • For VCP select the certification to achieve, and follow the steps to enroll/complete the paying trainings and book the exams

Q: How do I run a report for Solution Rewards?

A: To run a report for Solution Rewards complete the following steps:

  • Login to Partner Central
  • Select the Incentive tab, located on the tool bar
  • Click on Solution Rewards…and then on “Learn More”
  • Click on the blue tab: Partner Reward Management
  • Click on Reports, on the left of the screen
  • Run the report from the Report Title list, located under Program Reports

Q: I have a question not listed here and I am unable to find the answer on Partner Central, how do I get help?

A: Please contact partnernetwork@vmware.com and they will route your question based on topic and someone will get back to you within 1 business day.

The VMware partner network strives to provide a best in class partner experience.  We look forward to continuing to work with our valued partner ecosystem as we drive digital transformation for our customers.



Return on Intelligence: Why Solution Competencies Make Sense

VMware partners with Solution Competencies are more profitable.  That is why earning Solution Competencies makes good business sense.

VMware offers multiple Solution Competencies developed to clearly differentiate our partners’ expertise to customers and maximize the benefits of the VMware Partner Network.  Regardless of your company’s size, business model or market focus, Solution Competencies make it easier for you to distinguish and deliver virtualization and cloud computing expertise in the marketplace.  Earn credibility with customers based on your knowledge and ability with the newly released and updated Hyper-converged Infrastructure (HCI) and Network Virtualization (NV) Competencies.

Hyper-converged Infrastructure (HCI)*

Accelerate your bookings with the HCI Competency.  Partners who obtain this competency illustrate higher bookings frequency and profitability.

Be sure to refresh your skills in order to sell and support vSAN 6.6 deployments and note upcoming changes to Solution Rewards after 5/11/18.  Please note that VTSP-HCI will be available in French, German, Japanese, and Simplified Chinese. Korean localization will be available tentatively by Nov 5, 2017 and VSP-HCI in French, German, Japanese, Simplified Chinese, and Korean will be available by Nov 10, 2017.

Network Virtualization (NV)*

The Network Virtualization Competency provides opportunities to grow revenues and margins by extending service delivery offerings and building practices around helping customers create workflows, blueprints and catalogs, especially around third-party security integration products.

Partners who maintain their Network Virtualization competency will continue to receive quarterly rebates via Solution Rewards (where applicable) as well as access to NSX NFR Licenses.  Additionally, partners maintaining the NV competency will be eligible to renew their NSX NFR license for the newest NSX release

Be sure to refresh your skills as the content contained in the new versions of VSP-NV and VTSP-NV courses will assist you in selling and deploying NSX.  VSP-NV and VTSP-NV 2017 in Japanese and Simplified Chinese will be available on November 11, 2017  VSP-NV and VTSP-NV in French, German, Spanish and Korean will be available mid-December 2017.

Why Achieve Competencies?

VMware Solution Competencies are a proven route to revenue and profitability. Solution Competency partners have shown 2-4x greater average annual sales over non-competency partners.  Additionally, these partners get access to the following benefits:

Solution Rewards

Another great reason to by a VMware Solution Competency partner is the ability to earn quarterly back-end rebate incentives with our Competency-based Solution Rewards program – designed to accelerate partner profitability on sales of new and emerging VMware products and solutions.

Solution Enablement Toolkits (SETs)

Additionally, Solution Competency partners can drive up to 2x sales growth with access to Competency-specific Solution Enablement Toolkits (SETs). You can create customized, repeatable solutions with tools & assets from each SET.

Next Steps

So what should you do next to ensure you are taking advantage of all the robust training opportunities from VMware?

Check out all the updated VSP (sales training) and VTSP (technical training) courses available on Partner University. These courses are on demand, available 24×7 and FREE to all partners. We encourage you to visit Partner University and check your competency dashboard and create a plan to obtain and/or update your training.

For more information on how you can maximize your “return on intelligence” check out the VMware Solution Competency Guide.

*Maintain your ‘achieved’ status for Network Virtualization (NV) and Hyper-Converged Infrastructure (HCI) Solution Competencies by completing 2016 or 2017 versions of the VSP and VTSP courses. Provisional Status for these Solution Competencies begins November 4.

The Evolving Digital Workspace

As many partners are aware, the digital workspace continues to evolve.  As it does so, customers are looking to you to help them provide secure access to any application from any device. The integrated solution that is VMware Workspace ONE™ easily addresses your customer needs by functioning as the enterprise platform that enables IT to deliver a digital workspace that empowers the workforce to securely bring the technology of their choice—devices and apps—at the pace and cost that their business requires.

A recent post in The VAR Guy expands on the evolving digital workspace and details the partner opportunities available with Workspace ONE.  Be sure to read the in-depth article to prepare for customer conversations around a unified digital workspace.

The Future of Cyber Security: What Partners Need to Know

Did you know that October is recognized globally as Cyber Security Awareness Month?

As a reminder that practicing good security hygiene is something we should ALL (as businesses, partners and individual consumers) practice, our friends at Penton Media sat down with Keren Elazari – an internationally recognized researcher, author and speaker on all matters cyber security and hacker culture. Since 2000, Keren has worked with leading security firms, public organizations, Big 4 and Fortune 500 companies.

In a Business Growth Keynote at Partner Exchange @ VMworld, Keren shared her thoughts on the future of cyber security and the important role that she sees partners playing as trusted advisors to their customers.

For a recap on the discussion, watch the interview with Keren as she expands on:

  • The direction cyber security is heading and where the partner opportunity lies
  • How VMware and its technology fits in the vast cyber security ecosystem
  • Feedback from Partner Exchange and why VMware partners in particular are central to driving growth in the security space
  • Next steps partners should take in order to tap into the security opportunity

Recognizing that VMware partners are uniquely poised to provide their customers with advice and guidance in these very turbulent times, we invite you to learn more about Transforming Security.

Business Growth Keynote Guest: A Fresh Take on Cloud Computing

Continuing the momentum from Partner Exchange @ VMworld 2017, let’s review some of the great content that provided partners with a window into the technologies and strategies that will help them win today and in the future.

For partners unable to attend Partner Exchange or those who want a refresh, watch our latest FastChat interview with special guest speaker Bernard Golden – a long-time tech innovator and visionary.

Wired.com named him one of the ten most influential people in cloud computing, and his blog is named in over a dozen “best of” lists. He is the author/co-author of five books, including Amazon Web Services for Dummies, the best selling cloud-computing book ever.

Our friends at Penton Media sat down with Bernard Golden to talk about his keynote at Partner Exchange and get his take on the opportunity that cloud computing presents for partners.

Watch as Bernard expands on:

  • Cloud computing opportunities for partners “not born in the cloud”
  • Why VMware is well positioned to support partners with this evolution
  • What steps partners should take to be sure they are ready to take advantage of these new opportunities

Remember, if you missed this year’s event, you can access general session content here. See you at Partner Exchange @ VMWorld 2018.

Partner Exchange @ VMworld 2017: Realizing Possibilities

Partner Exchange @ VMworld 2017 in both Las Vegas and Barcelona was a resounding success, bringing greater awareness to all partner types the possibilities that exist in the cloud infrastructure marketplace.  While we are unable to replay the palpable excitement in the air, we can provide a recap of the highlights for those of you unable to attend.

The robust content offered included an inspirational Partner General Session, Business Growth Keynotes, Technical and Sales bootcamps and more.  Brandon Sweeney, SVP, Worldwide Sales and Operations and Ross Brown, SVP, Strategic Corporate Alliances hosted the Partner General Session. It provided partners with sneak peek into VMworld updates, as well as our vision and strategy and outlined the expanding ecosystem opportunity for partners across all routes to market.

Brandon  emphasized  that for partners to be successful moving forward, they must shift their thinking about both how and what we sell.  He challenged partners to think about “how can I surf these shifts so that on the other side I can capture the dollars?”

Interestingly, the majority of customers believe that hybrid cloud is the answer yet only 5% have begun their digital transformation journey. This huge opportunity is precisely why VMware is focused on transforming tomorrow through:


  • Services – a services path forward
  • Cloud – a partner centric cloud strategy to assist customers in getting cloud ready (upgrade all current customers to vSphere 6.5)
  • Partner Enablement -look for a cloud competency coming soon
  • Best in class Partner Programs (such as the newly announced ELA Fulfillment Rebate)

In addition to the Partner Exchange General Session, Brandon and Ross led a panel where partners heard from various route to market (RTM) leaders.  Partners were encouraged to connect with their RTM leaders to learn more about opportunities specific to their route.

Partner Exchange attendees were also privy to a new take on the keynote with special guest speakers alongside key VMware executives.

Business Growth Keynotes delivered an ‘inside out’ view on current and upcoming technology shifts and trends in:

  • Cloud Computing
    Bernard Golden, long-time tech innovator and visionary, and VMware’s Nick King, VP, Solutions Product Marketing, Cloud, discussing cloud computing and how organizations must shift to stay competitive.
  • Embracing Digital Transformation
    Business futurist Greg Verdino along with VMware’s Sumit Dhawan, SVP & GM End User Computing (US) and Duncan Greenwood, VP End User Computing (EMEA) offered a forward thinking take on digital transformation and its impact on customers globally.
  • The Future of Cyber Security
    Partners received a hacker’s take on cyber security from Keren Elazari, cyber security expert, and VMware perspective from Tom Corn, SVP, Security Products, and discovered what ‘secure’ really means with the game changing announcement of VMware AppDefense.

Over 50 partner specific breakout sessions delivered hard-hitting content around hot topics such as NSX, VMware Cloud on AWS, Cloud Service Provider Platform and Digital Transformation.  In addition to the business focused breakout sessions, Partner Exchange provided partner only technical sessions and enablement sessions with over a dozen partner bootcamps.

Additionally, our Partner Exchange Lounge was well attended his year.  Partners enjoyed complimentary snacks and beverages, relaxed, recharged, and connected with their peers and VMware employees. For added convenience, we doubled the number of meeting rooms available for partner booking and all were fully utilized.

Partner Exchange 2017 once again enabled our channel ecosystem to start thinking one-step ahead and realizing the possibilities as they help customers on their digital transformation journeys.  We hope those who were unable to attend this year will join us for Partner Exchange @ VMworld 2018.

Many thanks to our sponsors Arrow, Carahsoft, Tech Data, and Veeam.




Driving Cloud Readiness: Partner Power

With Gartner predicting that the public cloud services market will grow 18% in 2017 to $246.8B, up from $209.2B in 2016, there’s no slowdown of cloud adoption in sight.[1] Staying ahead of this rapidly shifting market takes conviction, and most importantly relentless innovation. At VMware, we understand that cutting edge technology is key to your customers’ journey to the cloud, and this is why VMware CloudTM on AWS is central in our evolution together with our partners.

When our partnership with Amazon Web Services (AWS) was announced last year, the positive reaction from our channel partners and customers alike was truly remarkable. This extraordinary enthusiasm continues to take flight with the recent announcement of the initial availability of VMware Cloud on AWS. Not only because it brings VMware’s enterprise class SDDC software to the AWS Cloud and enables customers to run production applications across VMware vSphere®-based private, public and hybrid cloud environments, but also because it unleashes new revenue-generating services streams for channel partners.

Channel partners are vital to our cloud strategy. As you extend workloads to the public cloud for your customers, we are wholly committed to supporting your growth and innovation through a variety of solutions. In fact, our enablement tools not only help you prepare for the future, they also capitalize on new cloud opportunities.

Watch Ross Brown, SVP, Strategic Corporate Alliances, as he expands on the power that partners have to capitalize on the opportunities VMware Cloud on AWS presents by driving cloud readiness with customers.

VMware will be releasing a new VMware Partner Network (VPN) Cloud Offering supporting VMware Cloud on AWS. The VPN Cloud Offering will provide partners with incentives and benefits to reward those partners who develop services and drive consumption of VMware Cloud on AWS. The VPN Cloud Offering availability will align with VMware Cloud on AWS scale availability around the world in 2018.

Seamlessly Expand Your Cloud Practice

The exciting news is that VMware Cloud on AWS opens the door for you to own the customer relationship with clients transitioning workloads to the public cloud. It unlocks an incredible range of opportunities for a variety of partner types including SISOs, MSPs, solution providers, ISV technology partners and more.

Create New Revenue Streams: Add value to customer relationships with consulting, implementation, and on-going support services – especially for partners who have customers seeking to remove the hurdles and challenges associated with moving applications to the public cloud.

Expand Service Offerings: Add public cloud services that replicate on-premises/private cloud application environment, without the need to retrain technical staff. 

Unify Solutions: Unite solutions in a common environment for customers already leveraging AWS Cloud.

Monetize Additional Differentiated, Value-added Services: Sell new services such as monitoring, migrations, support, lifecycle management, patch management, antivirus, compliance, education, automation and management across environments.

Increase New Product Velocity: Enable customers to reduce cost and increase efficiency by creating virtual versions of their existing data centers versus having to create new data centers from scratch using un-proven solutions.

In addition, VMware Cloud on AWS eliminates the hassles of learning new skills and tools, which gives your customers instant business value. Private data centers integrated with the AWS public cloud are operated using the same familiar tools your customers’ IT staff have been using in their data center. In fact, a single pane of glass is available for managing resources on-premises and in VMware Cloud on AWS.

Help Customers Make the Shift

There are many compelling reasons to drive extension to the public cloud, however, success begins with preparation. Work with your customers to understand their needs, engage in conversations to define their public cloud readiness and help them build out a strategy to improve business outcomes while driving ROI. Although your agile customers will be anxious to take full advantage of the cost savings public cloud offers immediately, remember you have a unique role to help prepare your customers’ legacy on-premises infrastructure and environments to extend to public cloud. Here are a few ways you can help your customers get ready:

  • Upgrade to vSphere 6.5 (this is a necessary step)
  • Recommend VMware Cloud Foundation or deploy the VMware SDDC stack
  • Move workloads in customer environments that support top use cases such as development/test and application migration to SDDC environments that support VMware Cloud Foundation
  • Expand virtualization beyond compute, across the data center, with VMware vSAN and VMware NSX
  • Advocate adoption of VMware vRealize Suite, which provides a unified hybrid cloud management experience

Prepare for the Cloud Future

We recognize channel partners are central to growing our cloud business and as such, offer you tools to support your customers’ journey to extend to public cloud. The robust enablement and training resources crucial for your success are available on Partner Central and include:

  • Current sales and technical certification information on VMware Cloud Foundation
  • Current VMware Certified Professional training on the latest versions of vSphere, vSAN and NSX including the newest features and capabilities
  • Training requirements and current education status for Sales and SE teams.

What’s Next

To find out how partners can make the most of VMware Cloud on AWS and how to help customers prepare legacy on-premises infrastructure and environments, please leverage our VMware Cloud on AWS Partner Central page.



[1] Forbes, Roundup of Cloud Computing Forecasts, 2017, https://www.forbes.com/sites/louiscolumbus/2017/04/29/roundup-of-cloud-computing-forecasts-2017/#4b6c6ee431e8

Leading Customers into the Future: VMworld 2017

VMworld 2017 US has truly been a game changing event. With over 20,000 attendees in Las Vegas, VMware unveiled exciting new and expanded solutions addressing strategic IT priorities. If you were unable to attend, be sure to watch the on-demand general sessions to learn how VMware, along with our partner and customer ecosystem, is leading the charge to help organizations everywhere succeed in a multi-cloud era.

Highlights of key announcements at VMworld included:

  • The initial availability of VMware CloudTM on AWS
  • New VMware Cloud Services for end-to-end visibility into cloud usage costs, and, network
  • New VMware Cloud Provider™ services and partner offerings based on VMware Cloud Foundation™
  • Expanded VMware NSX® support of networking and security for clouds and cloud-native apps
  • New VMware Cloud Provider innovations including VMware vCloud Director® 9.0
  • VMware Integrated OpenStack 4 will be based on OpenStack Ocata and boost support for containerized applications
  • VMware vRealize Network Insight 3.5 to deliver increased monitoring and compliance capabilities for NSX
  • VMware AppDefense™ – a breakthrough solution for securing applications running on virtualized or cloud environments
  • Innovations that make VMware Workspace ONETM powered by AirWatch® the industry’s first unified end user experience, management and security solution for all endpoint platforms
  • Pivotal Container ServiceTM (PKS), enabling enterprises and service providers to deliver production-ready Kubernetes on VMware vSphere® and Google Cloud Platform (GCP), with constant compatibility to Google Container Engine (GKE).

Partner Impact:

Access the Partner Launch Resource Center for detailed information about all the products launched, action for partners, and “must do” enablement.

Read the Press Releases:

Cloud Press Release

SDDC / Cloud Platform Press Release

VMware Cloud on AWS press release

Security Press Release

VMware / HP Partnership Press Release

Digital Workspace Press Release

Containers / PKS Press Release



SISO Partners: 3 Can’t Miss Sessions at Partner Exchange 

Systems Integrators and Systems Outsourcers (SISO) headed to Las Vegas next week have access to a plethora of partner breakout sessions, keynotes, and panels – so what to choose?

To assist you as you build your schedule,  here are the three SISO specific sessions you will not  want to miss.

1. Emerging Technologies with VMware and Pivotal – Presented Jointly by VMware, Pivotal, and Special Guest Speakers from Cognizant and Worldwide Technology [PAR4411PU] Sunday, Aug 27, 1:30 p.m. – 2:30 p.m.

 Learn about VMware’s vision for emerging technologies and how VMware is partnering with Pivotal to build and take to market state-of-the-art cloud native solutions such as Developer-Ready Infrastructure.


2. Enabling Systems Integrators & Systems Outsourcers Partner Opportunity with VMware Cloud on AWS [PAR4410BU] Sunday, Aug 27, 2:45 p.m. – 3:45 p.m.

 Wondering how to leverage VMware Cloud on AWS? Chris Niederman, GM, Worldwide Strategic Alliances, AWS and David Parsons, Vice President, Global Systems Integrators & Systems Outsourcers, VMware, will discuss how partners can take advantage of the solution by focusing on customer readiness, datacenter transformation and application migration.


3. VMware & Systems Integrators & Outsourcers: Accelerating Digital Transformations through Joint Technology Leadership and Compelling GTM Partnership [PAR4408BU] Sunday, Aug 27, 4:00 p.m. – 5:00 p.m.

David Parsons, VMware Global SISO VP, will provide updates on SISO GTM and enablement programs, including news about VMware partnerships with AWS, IBM Cloud and Pivotal. Chris Wolf, VMware CTO, will outline technology investments and market changes creating new opportunities for SISO partners in the years ahead.


Interested in learning more about VMware’s partnerships with SISOs?

Check out VMworld sessions hosted by Accenture, Capgemini, Cognizant, Deloitte, DXC, HCL, IBM, and Wipro and add them to your schedule. See you in Vegas!

There is still time to be a part of the biggest VMware partner event of the year, so register now to attend Partner Exchange @ VMworld and follow us on Twitter @VMwarePEX to keep up with all the exciting news.


VMware partners with Systems Integrators and Systems Outsourcers (SISO) to drive growth and innovation in the enterprise, combining VMware’s next-generation technology platforms with partner global presence, deep vertical market experience and business transformation expertise. Click here to learn more.