VMware Overhauls Partner Program

VMware is also changing how it pays partner rebates, Eades said, moving away from the traditional method of paying a rebate to a partner after a deal closes. The payment will now be split, with an up-front payment based on the gross margin of the sale going to the salesperson who initiated the deal and a rebate after the deal closes. While Eades did not disclose whether the total rebate amounts will remain the same, she said the program change could allow partners to earn as much as 16 percent over gross margin.

Sam Haffar, CEO of Computex, a VMware Enterprise partner and a VMware authorized consultant, said he is looking forward to this aspect of the program.  "VMware will now give you a percentage up front, and that can help close the deal. It's a great program, and it really is generous—it speeds up when you get your money," Haffar said.

VMware is also introducing its Partnerpath training road map, Eades said, which includes courses and best practices for partners to help start or grow their virtualization practices.  The road map offers various courses depending on a partner's level of expertise with virtualization technology.  This includes a new VMware Technical Sales Professional training course that teaches pre-sales technicians initial configuration and technical specifications best practices when selling and implementing virtualization into customers of any size, Eades said. 

Also new is VMware's Essential Training Series, which helps familiarize partners with the VIP partner program; the Business Builder Series, which helps partners grow their virtualization practices; and an online partner resource library.

Eades said VMware will also add new online tools for e-marketing and demand-generation campaigns as well as several enhancements to Partner Central, the VMware partner portal.