Definition

VMware Partner Network

The VMware Partner Network is a channel partner program that provides resources and benefits to VARs, systems integrators, service providers, hosting providers and other businesses that want to collaborate with VMware. Through the VMware partner program, members can access a range of benefits, certifications and financial incentives and discounts.

The VMware Partner Network provides three primary partnership types: Resell, Services and Technology. Within each partnership type, there are subcategory programs. 

The Resell partnership includes a Solution Provider Program, for partners whose primary business model is based on value-added reselling and/or services delivery; Corporate Reseller Program, a designation assigned to large VMware partners doing business nationally and across the global involving multiple technology areas; and Distribution.

The Services partnership type includes the following subcategory programs: Service Provider Program, aimed at hosting providers and cloud service providers; Consulting and Integration Partner Program, for companies whose primary business model is a consultancy; and VMware Authorized Training Centers, which deliver training on VMware products to other partners and to IT organizations.

The Technology partnership type includes two subcategories: Technology Alliance Partner, for ISVs and hardware vendors that develop products that are integrated with VMware's; and OEM Partner, for companies that incorporate VMware technology within their hardware and software.

Within the Solution Provider Program, there are three membership levels: Professional, Enterprise and Premier. Benefits vary depending on membership level.

At the Professional level, there are no competency or minimum revenue requirements, but there is a training requirement: one VMware Sales Professional (VSP)-trained staff member and one VMware Technical Solutions Professional (VTSP)-trained staff member. In the United States, there is a $250 initial fee to join the VMware Partner Network at the Professional level and a $250 annual renewal fee.

Enterprise-level VMware partners must achieve one competency and annually sell $10,000 in VMware products in the United States and other developed countries ($2,500 in sales in developing countries). Enterprise partners must also have two staff members who have passed the VSP training track, two VTSP-trained staff members and two staff members who have passed the VMware Certified Professional (VCP) training track. The Enterprise-level membership carries a $1,250 initial fee to join and a $1,500 annual renewal fee.

Premier-level members must achieve three competencies and annually sell $1 million in VMware products in the United States and other developed countries ($500,000 in developing countries). Premier partners must also have four staff members who have passed the VSP training track, four VTSP-trained staff members and four VCP-trained staff members. Premier members have no fee to join the program but must pay $1,500 annually to renew their membership. 

VMware competencies include InfrastructureVirtualization, Virtualization of Business Critical Applications (VBCA), Cloud Infrastructure as a Service (Cloud IaaS), Business Continuity, Desktop Virtualization and Management.

VMware also has specialization tracks in education, U.S. federal government and U.S.-based healthcare. Partners can earn specialization designations by doing business in one of those areas and completing specialization-specific training from VMware. Benefits of specialization include access to market-specific pricing, education and marketing information. 

Contributor(s): Bianca Rawson
This was last updated in December 2013
Posted by: Margaret Rouse

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