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Authorized distributor program guide vmware confidential 1

Authorized Distributor Program Guide Updated Q FY VMware Con ?dential CAuthorized Distributor Program Guide Introduction Bene ?ts Welcome to the VMware Partner Network VMware Authorized Distributor Program Overview The VMware Authorized Distributor Program is designed to help sustain a pro ?table business model in a fast-changing environment where resellers require best-in-class value- added services a high level of selling support and focused technical expertise Our Authorized Distributors o ?er a broad range of value-added services for VMware partners and serve as an extension of VMware helping to ensure partners have the tools and support needed to be successful and serving three primary roles Distribution Logistics Market Reach and Channel Development Program Roles and Responsibilities Distribution Logistics Market Reach Channel Development Partner Manager ? Sales Support ? Quoting and Licensing ? Order Ful ?llment ? Credit Financing ? Technical Support ? Vendor Adjacency and Alliance ? Partner Recruitment ? Partner Reactivation ? Partner Marketing ? End User Events Developing Countries ? Partner Enablement ? Pre-Sales ? Professional Services ? Launch New Product Support ? Program Development Rollout ? Demo Centers Requirements Additional Information Our Partners The Cornerstone to Our Success The VMware Partner Network VPN is the framework for collaboration between VMware and you our partners o ?ering a wide range of bene ?ts training resources certi ?cations and rewards to ensure our mutual success We strive to provide a consistent predictable and pro ?table program that enables you to grow with us Ross Brown Senior Vice President of Worldwide Partners and Alliances VMware is extremely grateful for your commitment and we are dedicated to delivering programs that create value in your business and are paramount to our mutual success Our goal is to reward and recognize your success as you harness the collective strengths of our organizations to deliver an unparalleled experience for our To receive Authorized Distributor Program Guide updates subscribe to this document on Partner Central For questions contact us partnernetwork vmware com AUTHORIZED DISTRIBUTOR PROGRAM GUIDE CAuthorized Distributor Program Guide Introduction Program Bene ?ts Distribution Rights Bene ?ts Financial Bene ?ts Sales and Marketing Bene ?ts Enablement Bene ?ts General Bene ?ts Bene ?ts Requirements Additional Information License Service Distribution Rights within Authorized Territory ies Distributor Rewards Rebate Program Eligibility Not-for-Resale NFR Licenses Discounted Internal Use Licenses IUL Training Discount - Advantage Opportunity Registration Development Funds Program Eligibility Preferred Distributor Program Eligibility VMware Purchasing Programs Eligibility Partner Demand Center Access Partner Press Release Templates Partner Data Services PDS Access Online Sales Tools and Services IP Website Content Syndication VMware Partner Logo Usage Training and Certi ?cations Online Events and Webinar Access Partner University Access Partner Central Portal Access Partner Locator Listing Partner Technical Support Partner Support Center Assistance Authorized Distributor Distribution rights are subject to the VMware Sales Territory Restrictions and Order Requirements Guide on Partner Central Certain Distributors are eligible for the Global Distributor Rewards Program AUTHORIZED DISTRIBUTOR PROGRAM GUIDE CAuthorized Distributor Program Guide Introduction Bene ?ts Requirements Program Requirements All program requirements must be met