ADVANTAGE+

Opportunity Registration Program

© 2016 VMware Inc. All rights reserved.

Program Overview

VMware’s Opportunity Registration Programs reward Partners for leading with

VMware Solutions and creating new opportunities with VMware

Protect pre-sales Reward Partners for Create a cooperative selling

investments creating opportunities environment

CONFIDENTIAL 2
Why Advantage+

1 Rewards for Creating New Opportunities

2 Collaborative Selling Environment

3 Maximize Deal Registration for Success

3
ADVANTAGE+ Program

Program • Single registration program (ADVANTAGE+)

Consolidation • Applies on transactional and ELA for our partners

• First in Wins! Net-New opportunity based on customer & product

Auto-Validation • Simplified registration form and submission process
• Allows for submission earlier in the sales cycle

Registration
• Registration valid for recurring 90-day cycles
Opportunity
• Sales stage and status updates simplifies extension process
Management

• Significant ADVANTAGE+ discount increases on advanced products

Benefits • Predictable benefits across opportunity types – discounts & rebates
• Protection on registered deals
Enhanced Rewards

Transactional & ELA

Minimum deal size = $10K
*Airwatch, Mobile WO STD & ADV only, minimum = $1K
Solution Providers:
Premier and Enterprise Discount by Product
10% Protection
10% to 30%
Eligible

Corporate Resellers Up to 7%
Rebate
OEM Partners N/A

Solution Provider:
Professional
Not eligible for Financial Benefits – Safeguard Benefit Only

Solution Rewards
5% Rebate
By Competency Required
+2% Solution Reward Premier Bonus
 Aligning Higher Discounts to Partner Investment

30%
$ $
ADVANTAGE+ DISCOUNT

$
20%
$ vSOM
NSX
vSAN
vRealize

10% AirWatch
vSphere Horizon Workspace One
vCloud Air
Workstation
vCloud Suite

Low High
Partner Sales Investment
ADVANTAGE+ Auto-Validation

Submit Registration
• Single Process for ADVANTAGE+ or ELA

Opportunity Validation Criteria*

• End Customer – contact, domain & address
• Product Group

APPROVED!
• 72 hour SLA
• Partner Leads & Protected
Opportunity Registration Management

Submit Registration
… Registration requests based on First in Wins
… 72-Hour Validation on most registrations

Receive Benefits
… Partners are eligible for benefits immediately upon registration approval

Extend Advantage+ Registration

… The initial registration is valid for 90 days from date of approval
… Update the Registration Management Form to show progression and extend the registration for an
additional 90-days
… If the registration has not extended, it will expire and become inactivated at the 90-day mark
 Opportunity Registration Management Cycle

Day 1 Submit
Registration Day 1 Registration
Approved Day 30 - Day 90 Progress Opportunity
to Extend for 90 Days Day 90 Benefits extend for an additional
90 day cycle*

Initial 90 Days 90 Day Extension

ORAN
Created
Start Update Expire or Extend* Repeat

. Program Consolidation Registration

Opportunity Benefits
Auto-Validation Management

*Extensions aligned to sales stages

If an opportunity cannot progress to the next sales stage, a 90-day extension may still
be considered as a one-time exception. See the Terms and Conditions for more details.
Enhancements to Advantage+
June 19, 2017

Lead on Cross-Sell / Up-Sell Safeguard

Services Improvements Registration Benefit

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Lead on Professional Services

To Lead on Services after the initial

Registration has been approved, edit the
Opportunity and check the box to request ---

-----------------
validation

--------- --------------- --- -------

Request to Lead on VMware will validate that the A flag will appear on the If Partners decide not to Lead on
Services by checking a box request is eligible* Registration to indicate Services, Partners can remove the
on the Opportunity that Partners can Lead on checkmark to indicate that
Registration form Professional Services VMware can pursue professional
services

*Eligibility requirements include:

• Corporate Reseller; Premier and Enterprise Solution Providers
• Lead with services on approved eligible products
• Non-ELA
 Lead On Professional Services
Your partners have been asking and we delivered!

If the Partner would like to Lead on Services

after the initial Registration has been
approved, they can edit the Opportunity and ---

-----------------
check the box to request validation

AUTO
--------- --------------- --- ------- --------------

Premier, Enterprise, and The Partner’s request is Once Lead on Services is validated, If the Partner decides not to Lead On prior registrations where the
Corporate Reseller Partners validated if it passes the VMware will see a flag in the on Services, they can remove the Partner requested to Lead on
check a box on the system logic tests for Opportunity Management system to checkmark to indicate that Professional Services, VMware
Opportunity Registration form approved eligible products indicate the Partner’s priority status VMware can pursue professional will validate to confirm eligibility
requesting priority treatment for selling services on the services
to Lead on Services* Opportunity

*Please note: ELAs are not eligible

to Lead on Services
Take the Lead On Services

Lead on Services

Approved Booking

The Partner will get preferential treatment to Lead

on Services from the time the registration is
approved until booking.

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Cross-Sell and Up-Sell Into a Larger Deal

Introducing a modified validation process that enables

extended product protection to allow your partners to
organically cross-sell up-sell license opportunities*

For example:
April’s Cloud Inc. registers vSphere. As this is a net new
Product Group opportunity it's approved and April’s Cloud Inc. has
priority on Compute level solutions/products over other
partners.

Eligible Partners VMW Sales can create an opportunity for vCenter, which
will block April's Cloud Inc. from registering vCenter, but
April's Cloud Inc. can still cross-sell / up-sell to VSOM.

* Cross-Sell Up-Sell refers to license only, not renewals

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Safeguard Registration Benefit
Professional Level Solution Providers

Advantage+ will be expanded to

include Professional Level
Partners for Safeguard
Advantage+ Registration Benefit*

Professional Level Partners

* Our Professional Level Partners will not be eligible for financial

benefits: ELA Preferred Pricing, discounts, lost opportunity claims,
rebates, or Lead on Services at this time

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Progression Path to Enterprise Level Solution Providers

Enterprise Level

Professional Level Partner

If a Professional Level Partner progresses to Enterprise Level, Advantage+

will automatically update to apply eligible program benefits

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Progression Path to Enterprise Level Solution Providers

Enterprise Level

If the Partner is re-leveled from Enterprise back to Professional, Advantage+ will automatically update
registrations to remove program benefits and revert to Safeguard Registration Benefit only

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Resources
For additional information, please see the following:

----------------- -----------------

Visit Questions? Quick Links

Partner Central Contact •
•
Register an Opportunity
Advantage+ Terms and Conditions
[email protected]
• Advantage+ FAQ
• Don’t Let Your ORAN Expire
• Advantage+ Discount Structure

VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com
Copyright © 2017 VMware, Inc. All rights reserved. This product is protected by U.S. and international copyright and intellectual property laws. VMware products are
covered by one or more patents listed at http://www.vmware.com/go/patents. VMware is a registered trademark or trademark of VMware, Inc. in the United States
and/or other jurisdictions. All other marks and names mentioned herein may be trademarks of their respective companies.