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Monthly Archives: February 2011

Professional Certifications Help You Sell

Maureen_lonergan_72x100 Maureen Lonergan:

Professional Certification Help You Sell!

 

If you've been in the business for a while, you know that the best way to make your quota quarter after quarter is to be viewed by your customers as a trusted advisor.  For technical salespeople, having this ultimate level of credibility entails having a "mind-meld" with your customers on their technology challenges.  But how to achieve it, and how to demonstrate it?  VMware's professional certifications are the answer.

Credentials like the world-famous VCP and VCDX, because they are built with customer job-roles as their model, objectively demonstrate your mastery of the VMware technologies your customers use.  These credentials aren't trivial to get, and because of that they differentiate you from your competitors without them.  Here at VMware Partner Exchange 2011 at Walt Disney World, we're offering plenty of opportunities to board this monorail to success.

Partners are taking advantage of prep workshops to learn how they can get ready for the VCP and VCDX challenges.  They're taking advantage of onsite testing for VCP.  They're also attempting VMware's newest vSphere credential family, the VMware Certified Advanced Professional (VCAP).  If you've longed for a credential to bridge the gap between VCP and VCDX, VCAP is for you.  Testing for the advanced datacenter administration cert (VCAP-DCA) and for the datacenter design cert (VCAP-DCD) are onsite as well.

But the big excitement here at PEX11 is VMware's announcement of its professional certifications for the View virtual desktop.   Over the course of 2011, VMware will roll out a layered family of desktop certs, aimed at each of the key job roles in a View deployment: the administrator, the deployer, and the architect.  And the first credential, VCA-DT, is available for enrollment in the beta exam right here.  This credential serves as the prerequisite for the higher desktop credentials, and, unlike the higher credentials, you don't have to have your VCP4 before you attempt it.  Close to 100 people have already signed up to take the VCA-DT beta exam and we expect it to sell out quickly.

Get moving today!  Learn more about the family of desktop credentials and enroll in the beta VCA-DT exam.  If you don't know about VCAP, read all about it and get moving.  All aboard!

 -Maureen Lonergan

Maureen Lonergan is the Director of Global Channel Enablement. She has responsibility for building training programs to enable all Channel Partners; Solution Providers, Corporate Resellers, Technology Providers, Alliance Partners, System Integrators and System Outsourcers, and Hosting. She has been leading the Channel Enablement Team since August 2008.

Social Media at VMware Partner Exchange 2011

Get ready for a great week at VMware Partner Exchange 2011!

Quick Links

Evening Events

Tuesday, February 8
Welcome Reception
VMware Experience Expo Hall, 5:30pm – 7:30pm

Wednesday, February 9
Hall Crawl
VMware Experience Expo Hall, 5:00pm – 7:00pm

Thursday, February 10
VMware PEX 2011 Party
Disney Coronado, 7:00pm – 10:00pm

Social Media Lounge
Be sure to stop by the social media lounge, located in the Expo Hall.   Here you will find other social media contributors, bloggers, VMware  experts and attendees who want to network or share media.  Stop by and  share knowledge, experiences, schedules or just take a break from the  show.

Alumni Lounge
Visit the Alumni Lounge if you are a VMware Partner Exchange alum attendee.

Social Media Tweetup
Join us for the official VMware Partner Exchange 2011 Tweetup at  Disney’s Coronado Springs Resort in Orlando, Florida. We’ll meet at the  Social Media Lounge on the show floor at 7pm and then move to the Laguna  Bar on the hotel property. Register for the event: http://twtvite.com/opkxxt

Mobile Web App
Visit http://www.vmwarepartnerexchange.com/gomobile on your smartphone or visit the iPhone app store and download our new PEX11 app.

QR Codes

VMware Partner Exchange is using QR code technology for an interactive game at the conference. Any smartphone (such as iPhone, Blackberry or Android devices) can utilize a QR code reader, so be sure to download now from your phone, and be ready to play when you arrive in Orlando.

Social Media Optimization for Marketing
Session ID: SAL-MKT-200
Friday, 11:30 AM
Join John Troyer (@jtroyer) and Tony Dunn (@tony_dunn) for a session on  social media strategy, tools and tactics for the VMware partner  community. We will discuss using social media to create a community  around your company and conversations with your customers. Learn how to  get started or expand your business with Twitter, Blogs, Facebook, YouTube and other social media channels with a focus on how to find  influencers, add value and build brand awareness.  We have a few  examples to share but invite you to share your experiences with other  attendees.

Twitter
Follow the #pex2011 hashtag on Twitter for highlights from the event and  be sure to include this hashtag in your tweets to share with PEX  attendees and non-attendees.  Follow @vmwarepex and @vmware_partners on  Twitter for highlights from the conference team and VMware Partner  Network.  For a comprehensive following of all VMware accounts on  Twitter, please visit http://vmware.com/twitter.

And for fun, try the #pex3word Twitter game during VMware PEX 2011.  For  details on how to play and the prizes being awarded, please visit http://vmetc.com/2011/02/05/play-pex3word-win-prizes-pex2011/.

Facebook
Share your VMware PEX 2011 experience on Facebook during or after the  event.  Share your photos, videos, comments or questions at http://facebook.com/vmwarepartnernetwork.  For a listing of all VMware pages on Facebook, please visit http://vmware.com/facebook.

YouTube
Watch the collection of VMware videos on YouTube at http://vmware.com/youtube.   If you create any quality video clips during VMware PEX 2011, please  upload them to your YouTube channel, link them to our VMware Partner  Facebook page and we will consider adding them to our Partners or Events  playlists on VMware TV.

Blogs
Follow the latest VMware Blogs at /.  Read the VMware Partner Blog can be viewed at /partner or the feed of Virtualization & Cloud Industry blogs at http://vmware.com/vmtn/planet/v12n/.

Foursquare
Check-in on Foursquare via mobile or laptop.  Search for “VMware Partner  Exchange 2011” to check-in at the main conference location (http://foursquare.com/venue/16835652) and share tips with other visitors.  You should also be able to find nearby locations such as hotels or Disney properties.

 

Questions on social media during the event? Tweet @vmwarepex

 

Introducing Seven New Solution Enablement Toolkits (SETs) to Accelerate Sales & Increase Your Virtualization Expertise

Doug_smith_72x100 Doug Smith: Introducing Seven New Solution Enablement Toolkits (SETs) to Accelerate Sales & Increase Your Virtualization Expertise

In September 2010, we announced the availability of Solution Enablement Toolkits to help our solution provider partners accelerate sales and increase their virtualization experience. Today, just five months later, that content has nearly doubled in size as we continue to invest in assets that enable you to virtualize more of your customers’ tier-1 apps and guide them through their journey to cloud computing.

These new SETs reside in our Infrastructure Virtualization, Desktop and Business Continuity libraries. They have been built by key stakeholders in VMware’s professional services, sales engineers, solutions teams and product marketing groups, and I am confident they will enable you to go take your customized VMware cloud solutions to market faster.

The seven new SETs available to our partner community include:

Infrastructure Virtualization library

  • Virtualization Assessment
  • vSphere Plan & Design 

Desktop library

  • ThinApp Plan and Design
  • VMware Optimization Kit for Windows 7
  • View Plan and Design

Business Continuity library

  • SRM Accelerator
  • SRM Plan and Design

What our partners are saying
We’ve received an overwhelming amount of positive feedback from our partners who tell us that SETs have improved their selling experience, here’s what some of them have to say:

"This approach is the single best thing you could do to enable your channel. I've got 80 reps today but only a few can sell VMware effectively. This is how you get all 80 to sell."
-Mark Hilz, President, INX (NAM VMW SP of the Year

                                “This is precisely what we need to be able to sell SRM, Lab Manager and View.”
-Vic Verola, VP of Sales, Vicom

  “SET methodology has set the standard for delivering solutions at ePlus!”  
-Mark Henson, National Practice Manager, ePlus Technology Inc.

 

What’s changing with SETs?
Fee-based Access:  
Currently, SET libraries are accessible to all partners with the appropriate Solutions Competencies.  On January 26th, several of the SETs will still be free of charge, but most of the existing and new SETs will transition to fee-based access in addition to having the Solutions Competency threshold.  As a benefit to Partners achieving their Competencies, VMware will continue to make the following SETs free of charge:  vSphere Upgrade, vSphere Jumpstart, View Pilot and SRM Jumpstart.

Where can I get more information?
Visit Partner Central today to get all the details on our SETs. We think SETs are pretty amazing, but don’t take our word for it.  Watch these partner videos to better understand the partner value proposition.

While you’re at Partner Exchange, stop by the VMware Partner Network demo pod in the Exhibit Hall and tour the SET site with one of our VMware Experts.

There will be a couple of great sessions with targeted SET content, so don’t miss these:

  • Friday: SAL-SELL-101 Differentiate yourself with Productized Solutions (Coronado RST @ 10:15am-11:15am)
  • Thursday: SAL-PROG-200 What Every Partner Ought to Know about the VMware Partner Program (Coronado PQ @ 12:45pm-1:45pm)

Hope to see you at Partner Exchange.

Doug Smith
VP, Global Partner Strategy and Operations

Introducing Seven New Solution Enablement Toolkits (SETs) to Accelerate Sales & Increase Your Virtualization Expertise

Doug_smith_72x100 Doug Smith: Introducing Seven New Solution Enablement Toolkits (SETs) to Accelerate Sales & Increase Your Virtualization Expertise

In September 2010, we announced the availability of Solution Enablement Toolkits to help our solution provider partners accelerate sales and increase their virtualization experience. Today, just five months later, that content has nearly doubled in size as we continue to invest in assets that enable you to virtualize more of your customers’ tier-1 apps and guide them through their journey to cloud computing.

These new SETs reside in our Infrastructure Virtualization, Desktop and Business Continuity libraries. They have been built by key stakeholders in VMware’s professional services, sales engineers, solutions teams and product marketing groups, and I am confident they will enable you to go take your customized VMware cloud solutions to market faster.

The seven new SETs available to our partner community include:

Infrastructure Virtualization library

  • Virtualization Assessment
  • vSphere Plan & Design 

Desktop library

  • ThinApp Plan and Design
  • VMware Optimization Kit for Windows 7
  • View Plan and Design

Business Continuity library

  • SRM Accelerator
  • SRM Plan and Design

What our partners are saying
We’ve received an overwhelming amount of positive feedback from our partners who tell us that SETs have improved their selling experience, here’s what some of them have to say:

"This approach is the single best thing you could do to enable your channel. I've got 80 reps today but only a few can sell VMware effectively. This is how you get all 80 to sell."
-Mark Hilz, President, INX (NAM VMW SP of the Year

                                “This is precisely what we need to be able to sell SRM, Lab Manager and View.”
-Vic Verola, VP of Sales, Vicom

  “SET methodology has set the standard for delivering solutions at ePlus!”  
-Mark Henson, National Practice Manager, ePlus Technology Inc.

 

What’s changing with SETs?
Fee-based Access:  
Currently, SET libraries are accessible to all partners with the appropriate Solutions Competencies.  On January 26th, several of the SETs will still be free of charge, but most of the existing and new SETs will transition to fee-based access in addition to having the Solutions Competency threshold.  As a benefit to Partners achieving their Competencies, VMware will continue to make the following SETs free of charge:  vSphere Upgrade, vSphere Jumpstart, View Pilot and SRM Jumpstart.

Where can I get more information?
Visit Partner Central today to get all the details on our SETs. We think SETs are pretty amazing, but don’t take our word for it.  Watch these partner videos to better understand the partner value proposition.

While you’re at Partner Exchange, stop by the VMware Partner Network demo pod in the Exhibit Hall and tour the SET site with one of our VMware Experts.

There will be a couple of great sessions with targeted SET content, so don’t miss these:

  • Friday: SAL-SELL-101 Differentiate yourself with Productized Solutions (Coronado RST @ 10:15am-11:15am)
  • Thursday: SAL-PROG-200 What Every Partner Ought to Know about the VMware Partner Program (Coronado PQ @ 12:45pm-1:45pm)

Hope to see you at Partner Exchange.

Doug Smith
VP, Global Partner Strategy and Operations