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VMware tweaks partner program

VMware tweaks partner program

New training and incentives set to boost partner productivity and margins

VMware has enhanced its VIP partner program with new incentives and training to help boost channel profitability.

Channel director, David Blackman, said the tweaks were based on partner feedback about what they could improve and what the channel liked about the program.

"We have taken that feedback on-board and delivered some more incentives and training programs to really help accelerate that growth, and the profitability of the partner community," he said. "We have doubled our revenue year-on-year, which means there are many customers requesting our solutions. A lot of new partners have come on-board to fulfill that demand."

All partners can now access VMware's opportunity registration incentive program, advantage plus. It was previously only available to enterprise and premier partners, Blackman said.

The customer opportunity benchmark has also been brought down from $US20,000 to $US10,000. Partners stand to earn margins of about 16 per cent on deals.

At the low end, resellers that registered new customer opportunities worth $US3000 or more would also receive a rebate, he said.

"We are reducing minimum entry points and opening it up to professional partners," Blackman said. "We really think this can help encourage them to get on-board this virtualisation wave that is hitting the market at the moment."

Other improvements to the VIP program include a new free online course, called the VMware Technical Sales Professional training.

Blackman said the course was aimed at pre-sales and systems engineers.

Business Builder is one of the new tools added to the program, which offers a set of programs to help partners build a success virtualisation practice. The online Partner Resource Library offers all the documentation partners needed to help develop their virtualisation skills and business, Blackman said.

The new tools are available via the vendor's Partner Central portal, which also includes marketing programs and online e-marketing.


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