Change in Paying RebatesBy Sharon Linsenbach | Print
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A beefed-up rebate program, expanded training and enhancements to the partner portal will help partners grow their virtualization practices, the vendor said.
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.
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.