VMware is focusing on simplifying the way their channel partners deliver virtualization solutions by announcing new solution-based competencies, an enhanced information portal and new tools and training.
VMware Partner Network builds on VMware’s existing partner program, and brings all of VMware’s resellers, integrators, ISVs and services providers under the same program, simplifying the way channel partners interact with VMware, says Ben Matheson, director of product management, VMware.
“We’ve taken into account all the types of channel partners that work with us, and have consolidated our channel partner programs under one umbrella,” Matheson says. “Since virtualization is so broad, it impacts so many different areas for customers – servers, the data center, storage, desktop – that we felt it best if we formalized these programs to account for all our solution providers,” he says.
Matheson says that VMware’s most successful partners both resell VMware products and deliver consulting, integration and deployment services for customers, and that the newly consolidated program will better enable them to hone their expertise in specific areas.
Our best partners both sell our products as well as consulting and deployment services for customers. Technology Adoption partners, OEMs and service providers.
“By introducing competencies that designate partners’ real-world expertise in functional areas of virtualization, we give partners more education and training, and customers get solution providers that have demonstrated proven skills in virtualization,” Matheson says.
Currently, Matheson says partners can achieve certification in one of four competency areas. The ‘baseline’ competency will remain infrastructure virtualization, and VMware also offers disaster recovery/business continuity, enterprise desktop and virtualization management competencies.
Partners will receive margin enhancements under a new newsolution+ deal registration program, which offers higher margins on products and solutions related to their competency, and partners will also receive customer leads directly from VMware, he says.
Matheson also says VMware has introduced changes to its Partner Central solution provider portal, giving partners easier access to marketing and sales tools, leads modules, MDFs and other tools.
“We have completely rearchitected Partner Central using Salesforce.com as the backend infrastructure,” Matheson says. “It’s so much easier for partners to find the information they need now,” he says.
Matheson also says VMware’s Partner University virtual campus, unveiled earlier this year, has new enhancements, including new role-based learning paths and simpler access to VMware’s new virtualization solution competencies.
“As part of this update, we are focusing on updating and refreshing all of our Partner University content to ensure it aligns with these new competencies,” Matheson says.
Virtualization 
