VMware Overhauls Partner Program - Change in Paying Rebates
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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.
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