Solution

Competency Guide
Updated Q3 FY2018

VMware Confidential
 Solution Competency Guide

Overview of VMware Solution Software Defined Data Center Hybrid Cloud Solution End User Computing
Appendix
Competencies Solution Competencies Competencies Solution Competencies
Hyper-
Business Management Management Network Server Software-Defined Cloud Hybrid DaaS Desktop Mobility
Converged
Continuity Automation Operations Virtualization Virtualization Data Center Provider Cloud Virtualization Management
Infrastructure

Overview of VMware Solution Competencies

VMware Solution Competencies Overview

VMware Solution Competencies provide training, enablement, and rewards to partners who attain proficiency
in selling VMware virtualization, cloud and end-user computing solutions. A proven route to revenue and Partner Benefits

training investments, and help you achieve higher membership levels in the VMware Partner Network. ▪ Increased deal sizes and growth rates
▪ Accelerate time to market in new
solution areas
The Value of Earning VMware Solution Competencies ▪ Differentiates you from competition

Grow Your Business

Solution Competency partners have shown 2-4x greater average annual sales over non-competency partners.
Access Solution Rewards
Benefits to Your Customer
Earn up to 5% in Solution Rewards, a Competency-based backend rebate designed to accelerate partner
profitability.
▪ Showcases you as the expert
▪ Helps customers simplify their partner
selection process
Experts win more business. Use this guide to determine which Competencies best fit your business, and take
- ▪ Provides customers peace of mind for
add solutions. high-quality implementation

SOLUTION COMPETENCY GUIDE / 2

 Solution Competency Guide

Overview of VMware Solution Software Defined Data Center Hybrid Cloud Solution End User Computing
Appendix
Competencies Solution Competencies Competencies Solution Competencies
Hyper-
Business Management Management Network Server Software-Defined Cloud Hybrid DaaS Desktop Mobility
Converged
Continuity Automation Operations Virtualization Virtualization Data Center Provider Cloud Virtualization Management
Infrastructure

Business Continuity Solution Competency

Target Market Profile
Up to: Business Continuity/Disaster Recovery (BCDR) is one of the top IT priorities
▪ Sales/services relationship with a top storage vendor such
2x for IT organizations across the world. Customers are seeking guidance for as EMC, NetApp, Dell EqualLogic
protecting data and business-critical applications against various causes of ▪ Sales/services relationship with data protection/recovery
Annual Bookings
downtime. The Business Continuity Solution Competency enables partners to vendor such as CommVault, Symantec, EMC Avamar,
design and implement VMware virtualization solutions to avoid planned and Microsoft, Veeam
3-6x unplanned application downtime using data protection, disaster recovery ▪ Colocation-hosting, managed services, cloud offering or
Larger Unit Sales of
and disaster avoidance capabilities. recovery/backup-as-a-service environment
VMware vCenter SRM

Products

▪ According to industry analysts, improving business continuity and disaster recovery is the primary reason to adopt x86 virtualization
Market Opportunity
▪ According to VMware survey data, BC/DR is one the five major SDDC IT Outcomes sought by customers

▪ Speed ROI as Business Continuity training and Solution Enablement Toolkits help cut time to market by months
▪ Close larger deals with potential for additional 2-5x hardware/software and 5-10x high-margin services for every VMware dollar
Value
▪ Increase revenue opportunities through new or richer cloud-enabled services
▪ Empower your customers to secure Tier 1 and 2 application availability

Complete 2 VSP, 2 VTSP, and 1 Technical Post-Sales accreditations listed below (current version or previous version)
VSP BC (Business Continuity) VTSP BC (Business Continuity) Business Continuity Technical Post-Sales
1-hour-20-minute self-paced, on- 2.5 hours self-paced, on-demand, (Business Continuity Overview and Design 3 hours self-paced,
Requirements demand, free eLearning free eLearning on-demand, free eLearning)
Or Or +
Boot Camp (instructor-led) Boot Camp (instructor-led) Business Continuity Implementation Fundamentals
(2 day instructor-led)
Training Business Continuity Competency Page

Marketing Resources Partner Demand Center integrated marketing campaigns provide you with design and content flexibility to drive demand

Solution Enablement Toolkits (SET) Grow your revenue with BCDR SETs

Solution Rewards Solution Rewards Home Page

SOLUTION COMPETENCY GUIDE / 3

 Solution Competency Guide

Overview of VMware Solution Software Defined Data Center Hybrid Cloud Solution End User Computing
Appendix
Competencies Solution Competencies Competencies Solution Competencies
Hyper-
Business Management Management Network Server Software-Defined Cloud Hybrid DaaS Desktop Mobility
Converged
Continuity Automation Operations Virtualization Virtualization Data Center Provider Cloud Virtualization Management
Infrastructure

Management Automation Solution Competency

Target Market Profile
▪ Robust VMware delivery capabilities and a mature client
$3.7 Billion The accelerating pace of business means that IT customers expect to be able base in their journey to SDDC
Market Opportunity* to go online, request a new application or resource, and receive them in a ▪ Looking to develop or build upon a best of-breed
matter of minutes. Armed with the Management Automation Solution private cloud or hybrid cloud practice

Easily drag any Competency, you can help your customers deliver personalized IT services to ▪ Familiarity with automation tools like configurations
hardware and your their IT users quicker and more efficiently, automate manual tasks and management and/or orchestration
services processes while ensuring compliance with business policies.

Products vRealize vCloud vRealize vRealize

Software-Defined Data Center (SDDC) management market opportunity is $18B+. Significant services opportunity is also available to partners,
Market Opportunity
including but not limited to subcontracting

▪ Unlock up to 5 percent Solution Rewards

▪ Deliver guidance and best practices when embarking on transition from a lengthy, manual, and fragmented provisioning process to
Infrastructure as a Service
Value
▪ Build effective strategies and timelines for integrating and deploying infrastructure and application layers with automation, orchestration,
and life-cycle management
▪ Help IT gain business agility and operational efficiency by automating governance and delivery of infrastructure services

Complete 2 VSP, 2 VTSP, and 1 Technical Post-Sales accreditations listed below (current version or previous version)
VSP MA VTSP MA Management Automation Technical Post-Sales
Requirements (Management Automation) (Management Automation) vRealize Automation: Install, Configure, Manage
1.5-hours self-paced, on-demand, 7.5 hours self-paced, on-demand, Or
free eLearning free eLearning VCP7-CMA

Training Management Automation Competency Page

Marketing Resources Partner Demand Center integrated marketing campaigns provide you with design and content flexibility to drive demand

Solution Enablement Toolkits (SET) Grow your revenues with Cloud Automation SETs

Solution Rewards Solution Rewards Home Page

* Gartner, IT Market Clock for IT Automation 2015 Report SOLUTION COMPETENCY GUIDE / 4
 Solution Competency Guide

Overview of VMware Solution Software Defined Data Center Hybrid Cloud Solution End User Computing
Appendix
Competencies Solution Competencies Competencies Solution Competencies
Hyper-
Business Management Management Network Server Software-Defined Cloud Hybrid DaaS Desktop Mobility
Converged
Continuity Automation Operations Virtualization Virtualization Data Center Provider Cloud Virtualization Management
Infrastructure

Management Operations Solution Competency

Target Market Profile

$6 Billion VMware operations management solutions is specifically designed to ▪ Have proficiency in server virtualization and are looking
Cloud Management for adjacent revenue streams
Addressable Market improve performance while optimizing capacity and mitigating risk. In
▪ Looking for storage practices, as this competency
frequently uncovers storage optimization opportunities
Drive Assessment Led Operations Solution Competency is a differentiator. It is ideal for partners
Selling with vSphere ▪ Cloud management or operations management expertise
with customer who need an intelligent operations for VMware vSphere as desirable
Optimization
Assessment (VOA) well as heterogeneous environments and hybrid cloud.

vRealize vCloud vRealize Infrastructure NavigatorTM

Products vRealize vRealize Application Management add-on, VMware vRealize vRealize Business for

▪
Market Opportunity
▪ More than 86 percent of virtual machines are not currently managed by VMware solutions

▪ Unlock up to 5 percent Solution Rewards

▪ Serve a highly virtualized customer base, typically with more than 50 virtual machines
Value ▪ Grow margins and value-added services
▪ Deliver superior and consistent management of business-critical applications from Microsoft, Oracle, SAP, and more in heterogeneous and
hybrid environments, including those running on Hyper-V and AWS

Complete 2 VSP, 2 VTSP, and 1 Technical Post-Sales accreditations listed below (current version or previous version)
VSP MO VTSP MO Management Operations Technical Post-Sales
Requirements (Management Operations) (Management Operation) vRealize Operations Manager: Install, Configure, Manage
1.5 hours self-paced, on-demand, 7.5 hours self-paced, on-demand,
free eLearning free eLearning

Training Management Operations Competency Page

Marketing Resources Partner Demand Center integrated marketing campaigns provide you with design and content flexibility to drive demand

Solution Enablement Toolkits (SET) Grow your revenue with Management Operations SETs

Solution Rewards Solution Rewards Home Page

SOLUTION COMPETENCY GUIDE / 5
 Solution Competency Guide

Overview of VMware Solution Software Defined Data Center Hybrid Cloud Solution End User Computing
Appendix
Competencies Solution Competencies Competencies Solution Competencies
Hyper-
Business Management Management Network Server Software-Defined Cloud Hybrid DaaS Desktop Mobility
Converged
Continuity Automation Operations Virtualization Virtualization Data Center Provider Cloud Virtualization Management
Infrastructure

Network Virtualization Solution Competency

The Network Virtualization Competency is designed to assist you in identifying Target Market Profile
Up to: networking and security opportunities within your existing customers; drive ▪ Existing installed vSphere or vCloud Suite customer base
5% pipeline by identifying new customer opportunities; and increase revenue with ▪ Existing installed end-user computer customer base who
VMware in the growing Software-Defined Network market space. This wants to add VDI security policies
Rebate
competency provides opportunities to grow revenues and margins by ▪ Customers who need to increase their security policies
extending service delivery offerings and building practices around helping down to vNIC
$12.5 Billion customers create workflows, blueprints and catalogs, especially around third- ▪ Customers who are currently using NSX partner solutions
Market Opportunity
party security integration products. (e.g., Palo Alto Networks, McAfee, Symantec, Check Point,
etc.)

Products

Market Opportunity According to industry analysts, the software-defined network total addressable market is expected to reach $12.5 B by 2020

▪ Increase deal size up to 50% with vRealize Suite and up to 70% with Horizon and AirWatch
▪ Differentiate your business by expanding your practice with deep network virtualization and security knowledge
Value
▪ Expand your business and grow your practice with the proven virtualized better together architectures products
▪ Multi-

Complete 2 VSP, 2 VTSP, and 2 Technical Post-Sales accreditations listed below (current version)

VSP NV (Network Virtualization) VTSP NV (Network Virtualization) Network Virtualization Technical Post-Sales: NSX
2 hours self-paced, on-demand, free 4-Hours self-paced, on-demand, free Network Virtualization OR
Requirements eLearning eLearning Technical Post-Sales VCDX-NV
OR OR Accreditation: NSX OR
Boot Camp (instructor-led) Boot Camp (instructor-led) OR VCIX-NV/ VCAP6-NV Deploy
VCP6-NV

Training Network Virtualization Competency Page

Marketing Resources Partner Demand Center integrated marketing campaigns provide you with design and content flexibility to drive demand

Solution Enablement Toolkits (SET) Grow your revenue with Network Virtualization SETs

Solution Rewards Solution Rewards Home Page

SOLUTION COMPETENCY GUIDE / 6

 Solution Competency Guide

Overview of VMware Solution Software Defined Data Center Hybrid Cloud Solution End User Computing
Appendix
Competencies Solution Competencies Competencies Solution Competencies
Hyper-
Business Management Management Network Server Software-Defined Cloud Hybrid DaaS Desktop Mobility
Converged
Continuity Automation Operations Virtualization Virtualization Data Center Provider Cloud Virtualization Management
Infrastructure

Server Virtualization Solution Competency

Target Market Profile

Up to: The Server Virtualization Competency enables and rewards partners for their demonstrated ▪ A desire to grow business beyond
general IT services
3.5X ability in virtualizing server environments and providing insight into IT capacity and performance
using VMware virtualization solutions. Run business critical applications with confidence and ▪ Customers coming to you to help
Annual Bookings them take advantage of
virtualization
the industry-leading virtualization platform for building cloud infrastructures. vSphere
20% accelerates the shift to cloud computing for existing datacenters, while also underpinning
▪ Interest in creating a foundation for
More margin cloud solutions and services
compatible public cloud offerings, paving the way for the only hybrid cloud model.

Products VMware vSphere, VMware vCenter Server, VMware vSphere with Operations Management, VMware vSphere Data Protection Advanced

According to industry analysts, the virtualization market is expected to approach $5.5B by 2015, as customers change how they manage, buy,
Market Opportunity
and deploy IT infrastructures and operations

▪ Gain virtualization and cloud expertise to promote and build out an accredited, knowledgeable team or practice
Value ▪ Take advantage of the tremendous virtualization and cloud market and move your business beyond general IT solutions
▪ Help customers achieve lower costs while delivering IT infrastructure as an easily accessible service

Complete 2 VSP, 2 VTSP, and 1 Technical Post-Sales accreditations listed below:

VSP SV (Server Virtualization) VTSP SV (Server Virtualization) Server Virtualization Technical Post-Sales
Requirements 1 hour self-paced, on-demand, free 8 hours self-paced, on-demand, free VCP-DCV Or vSphere Upgrade
eLearning eLearning

Training Server Virtualization Competency Page

Marketing Resources Partner Demand Center integrated marketing campaigns provide you with design and content flexibility to drive demand

Solution Enablement Toolkits (SET) Grow your revenues with Server Virtualization SETs

Solution Rewards Solution Rewards Home Page

SOLUTION COMPETENCY GUIDE / 7

 Solution Competency Guide

Overview of VMware Solution Software Defined Data Center Hybrid Cloud Solution End User Computing
Appendix
Competencies Solution Competencies Competencies Solution Competencies
Hyper-
Business Management Management Network Server Software-Defined Cloud Hybrid DaaS Desktop Mobility
Converged
Continuity Automation Operations Virtualization Virtualization Data Center Provider Cloud Virtualization Management
Infrastructure

Software-Defined Data Center Solution Competency

Target Market Profile
Evolve past the limitations of outmoded, hardware-centric architecture, and help your
▪ Have customer base aggressively
Increase average customers accelerate their business with VMware Software-Defined Data Center virtualizing their environments
deal size and solutions. The Software-Defined Data Center (SDDC) Competency helps partners achieve
Solution Rewards ▪ Desire to sell SDDC solutions and IT
proficiency in the sale, design, implementation and delivery of software-defined solutions Outcomes
including virtual networking, software-defined storage, server virtualization, operations ▪ Partners who have already achieved
Sell professional
services management and automation. Along with these key capabilities, your company will be multiple Solution Competencies
recognized for design and implementation experts on staff.

-Defined Data Center portfolio of compute, networking, storage, and management products covered by 5 Solution
Products
Competencies

Deliver common IT projects: reducing IT costs, capacity optimization, improving time-to-market, high availability and BCDR, and reducing
Market Opportunity
security and compliance risks

▪ Influence and lead the SDDC solution selection. Utilize powerful frameworks for CIO/CTO customer centric SDDC story telling, provides
Value ability to have both forest and tree conversation, helps you monetize the SDDC opportunity faster
▪ Prerequisite before implementing VMware Validated Designs in the Certified Partner Architecture Program

Complete 2 VMware Vision & Strategy, 2 IT Outcomes, 2 Advanced Certifications, 5 Solution Competencies listed below (current version or
previous version)
Vision and Overview IT Outcomes Advanced Certifications Solution Competencies
Requirements Corporate Overview DCV & Hybrid Cloud Extensibility VCDX5-DCV Server Virtualization
Strategic Initiatives Overview Streamlined & Automated DC Ops Or Management Operations
App and Infra Delivery Automation VCDX-CLOUD Management Automation
Security Controls Native to Infra Or Network Virtualization
High Availability & Resilient Infra VICX-NV Or VCDX-NV Software-Defined Storage

Training Software-Defined Data Center Competency Page

Marketing Resources Partner Demand Center integrated marketing campaigns provide you with design and content flexibility to drive demand

Solution Enablement Toolkits (SET) Grow your revenues with the SDDC SETs

Solution Rewards Solution Rewards Home Page

SOLUTION COMPETENCY GUIDE / 8

 Solution Competency Guide

Overview of VMware Solution Software Defined Data Center Hybrid Cloud Solution End User Computing
Appendix
Competencies Solution Competencies Competencies Solution Competencies
Hyper-
Business Management Management Network Server Software-Defined Cloud Hybrid DaaS Desktop Mobility
Converged
Continuity Automation Operations Virtualization Virtualization Data Center Provider Cloud Virtualization Management
Infrastructure

Hyper-Converged Infrastructure Solution Competency

(Formerly known as Software-Defined Storage) Target Market Profile
This competency is designed to help you create and win hyper-converged
7X ▪ All verticals for midmarket and enterprise
infrastructure (HCI) opportunities, drive pipeline and increase revenues with customers with 50+ vSphere VMs or multiple
Hardware Drag
VMware Hyper-Converged Software (VMware HCS), in a growing HCI market. ROBO sites
2X VMware, the market leader in powering hyper-converged infrastructure, enables the ▪ External Storage or Server Refresh
Service Drag lowest cost and highest performance HCI solutions through proven VMware Hyper- ▪ Evaluating midrange, all-flash or hyper-
Converged Software. The natively integrated software combines radically simple converged storage solutions (e.g. Nutanix)
Valuable Sales Rewards Virtual SAN storage, the market-leading vSphere hypervisor, and the vCenter Server ▪ New vSphere deployment or project that
unified management solution consumable through the broadest and deepest set of needs shared storage (VDI, Expanding Tier I
VMware is the market or II workloads, ROBO etc.)
HCI deployment models the jointly-engineered EMC VxRail HCI Appliance (HCIA)
leader in HCI, with over ▪ Upcoming storage expansion / upgrade /
3,000 VSAN customers providing the most streamlined deployment of VMware HCS, and over a hundred renewal
globally across industries pre-certified Virtual SAN Ready Nodes available from all major server vendors.

O
Products
Filtering

$3.9B HCI market by 2019 with net new customer opportunities leveraging the #1 virtualization platform - IDC Hyperconverged Systems 2015-
Market Opportunity
2019 Forecast

Cost of ownership for storage, automated storage management, and ability to manage storage performance for their key strategic
Value
virtualization initiatives segment

Complete 2 VSP, 2 VTSP, and 1 Technical Post-Sales accreditations listed below (current version or previous version)
VSP HCI (Hyper-Converged Infrastructure) VTSP HCI (Hyper-Converged Infrastructure) Hyper-Converged Infrastructure
Requirements 1 hour self-paced, on-demand, free eLearning 2 hours self-paced, on-demand, free eLearning Technical
Or Boot Camp (instructor-led) Or Boot Camp (instructor-led) Virtual SAN: Deploy and Manage

Training Hyper-Converged Infrastructure Competency Page

Marketing Resources Partner Demand Center integrated marketing campaigns provide you with design and content flexibility to drive demand

Solution Enablement Toolkits (SET) Grow your revenues with Hyper-Converged Infrastructure SETs
SOLUTION COMPETENCY GUIDE / 9
Solution Rewards Solution Rewards Home Page
 Solution Competency Guide

Overview of VMware Solution Software Defined Data Center Hybrid Cloud Solution End User Computing
Appendix
Competencies Solution Competencies Competencies Solution Competencies
Hyper-
Business Management Management Network Server Software-Defined Cloud Hybrid DaaS Desktop Mobility
Converged
Continuity Automation Operations Virtualization Virtualization Data Center Provider Cloud Virtualization Management
Infrastructure

Cloud Provider Solution Competency

Target Market Profile
Up to: The VMware Cloud Provider Competency enables Service Provider partners to
▪ In VMware vCloud Air Network Program
successfully identify opportunities to sell and deliver VMware vCloud services. The
$244 Billion Competency provides the foundational training required for Service Provider ▪ Selling IaaS and managed services
partners to deliver VMware-based services, giving partners the opportunity to ▪ Customers moving from physical to cloud (P2C)
Public Cloud ▪ Customers migrating from private to public clouds
Service Market participate and gain influence in the cloud discussion with customers and become
Opportunity part of the largest public cloud ecosystems in the world.

Products VMware vCloud Service Provider Bundles

Market Opportunity According to Gartner, by 2017 the public cloud services market is predicted to exceed $244B

▪ Increase predictable, recurring revenue - Offering VMware vCloud services gives you the opportunity to capitalize on a recurring revenue
model. Grow your customer base with VMware based services that are compatible with existing
▪ VMware environments at SMB, commercial, and enterprise customers worldwide, enabling users with application and vCloud API
portability
Value ▪ Increase your competitive differentiation through services - Differentiate your VMware based cloud service by leveraging the key cloud
characteristics of scalability, elasticity, and security inherent to VMware vCloud Director® so that you can focus on differentiating with your
value-added services
▪ Get listed on vcloudproviders.vmware.com - Ensure customers will find you when looking for a public cloud provider by listing your
vCloud service on the vcloudproviders.vmware.com marketplace

Complete 2 VSP, 1 VOP, and 1 Technical Post-Sales accreditations listed below (current version or previous version)
VSP CP (Cloud Provider) VOP CP (Cloud Provider) Cloud Provider Technical Post-Sales
Requirements 1.5 hours self-paced, on-demand, free 2 hours self-paced, on-demand, free VMware Certified Professional vSphere 5
eLearning eLearning Or
VMware Certified Professional Data Center Virtualization
Training Cloud Provider Competency Page

Marketing Resources Partner Demand Center integrated marketing campaigns provide you with design and content flexibility to drive demand

Solution Enablement Toolkits (SET) Grow your revenues with Cloud Provider SETs

Solution Rewards Solution Rewards Home Page

SOLUTION COMPETENCY GUIDE / 10

 Solution Competency Guide

Overview of VMware Solution Software Defined Data Center Hybrid Cloud Solution End User Computing
Appendix
Competencies Solution Competencies Competencies Solution Competencies
Hyper-
Business Management Management Network Server Software-Defined Cloud Hybrid DaaS Desktop Mobility
Converged
Continuity Automation Operations Virtualization Virtualization Data Center Provider Cloud Virtualization Management
Infrastructure

Hybrid Cloud Solution Competency

Up to:
Target Market Profile
5%
Rebate ▪ Selling managed services
key role in delivering public and hybrid cloud solutions to end customers. vCloud® ▪ Selling cloud services
$244 Billion existing on-premise solutions. By achieving this competency, partners gain financial,
▪ With customers migrating from private to
public clouds
Market Opportunity
marketing and solution benefits when selling hybrid cloud solutions.

Products All VMware vCloud Air Services*

Market Opportunity ▪ According to Gartner, by 2017 the public cloud services market is predicted to exceed $244B

▪ Recurring revenue streams - Unlike traditional software with a one-time purchase and periodic renewals, vCloud Air provides an annuity
stream of consistent revenue
Value
▪ Get customers to the cloud faster - platform
they already run internally

Complete 2 VSP, 2 VTSP, and 1 VOP accreditation listed below (current version or previous version)
VSP Hybrid (Hybrid Cloud) VTSP Hybrid (Hybrid Cloud) VOP-SE (Subscription Operations Expert)
1.5 hours self-paced, on-demand, 2 hours self-paced, on-demand, free 3.5 hours self-paced, on-demand, free eLearning
Requirements free eLearning eLearning
Or Or
Boot Camp (instructor-led) Boot Camp (instructor-led)

Training Hybrid Cloud Competency Page

Marketing Resources Partner Demand Center integrated marketing campaigns provide you with design and content flexibility to drive demand

Solution Enablement Toolkits (SET) Grow your revenue with Hybrid Cloud SETs

Solution Rewards Solution Rewards Home Page

* product family name starting with vCloud Air qualify

SOLUTION COMPETENCY GUIDE / 11

 Solution Competency Guide

Overview of VMware Solution Software Defined Data Center Hybrid Cloud Solution End User Computing
Appendix
Competencies Solution Competencies Competencies Solution Competencies
Hyper-
Business Management Management Network Server Software-Defined Cloud Hybrid DaaS Desktop Mobility
Converged
Continuity Automation Operations Virtualization Virtualization Data Center Provider Cloud Virtualization Management
Infrastructure

DaaS (Desktop-as-a-Service) as Solution Competency

Target Market Profile

The Desktop as a Service Solution Competency enables partners to help customers
Hosted Workspace- deliver virtual workspaces to their end users including full Windows Client desktops, ▪ Existing end-user computing and/or hybrid
as-a-Service market cloud practice
shared desktops and applications as a monthly subscription service. VMware enables
to grow ▪ Customers requesting secure access to data
a risk-free, incremental evolution of the next-generation workspace. It provides a
and applications from anywhere for their end
84.6% complete virtual workspace from the cloud, delivering desktops and applications as users
over the next 5 years an easily managed, integrated cloud service. Enterprises can rapidly provision ▪ Customers looking to lower their cost with an
desktops and applications to users on any device, anywhere. all-OpEx solution

Products

Market Opportunity IDC estimates the hosted Workspace-as-a-Service market to grow 84.6 percent over the next five years

▪ Increase deal size by up to 3x

▪ Expand your opportunities and customer footprint to evolve your business beyond server consolidation
▪ This represents a significant opportunity for partners who can complement Horizon Air with additional value-added services. This includes
Value
applications and services such as help desk, security, and image management. These value-added services can represent five times more
products and services sold with the virtual desktop
▪ Receive up to 22 percent more margin through Solution Rewards quarterly back-end rebates and other incentives

Complete 2 VSP, 2 VTSP, 1 VOP, and 1 Technical Post-Sales accreditations listed below (current version or previous version)
VSP DV (Desktop Virtualization) VTSP DV (Desktop Virtualization) VOP-SE (Subscription Operations Expert)
3 hours self-paced, on-demand, free 3.5 hours self-paced, on-demand, free 3.5 hours self-paced, on-demand, free eLearning
Requirements eLearning eLearning +
Or Or Desktop-as-a-Service Technical Post-Sales
Boot Camp (instructor-led) Boot Camp (instructor-led) VCP-DTM Or VMware View® Implementation Fundamentals
+
Desktop-as-a-Service Technical Post-Sales - 3 Hours
Training Horizon DaaS Competency Page

Marketing Resources Partner Demand Center integrated marketing campaigns provide you with design and content flexibility to drive demand

Solution Enablement Toolkits (SET) Grow your revenue with EUC SETs

Solution Rewards Solution Rewards Home Page

SOLUTION COMPETENCY GUIDE / 12

 Solution Competency Guide

Overview of VMware Solution Software Defined Data Center Hybrid Cloud Solution End User Computing
Appendix
Competencies Solution Competencies Competencies Solution Competencies
Hyper-
Business Management Management Network Server Software-Defined Cloud Hybrid DaaS Desktop Mobility
Converged
Continuity Automation Operations Virtualization Virtualization Data Center Provider Cloud Virtualization Management
Infrastructure

Desktop Virtualization Solution Competency

Target Market Profile

Up to:
5x Expand your existing virtualization practice by adding desktop ▪ Existing end-user computing practice and relationships
virtualization to your solution portfolio. The Desktop Virtualization with vendors such as Citrix, Wyse, HP, or Microsoft
Annual Bookings ▪ Customer demand or sales in virtualized desktop or
Competency gives you the knowledge and the expertise to deploy
application software
virtualized desktops and applications. Leverage key initiatives like OS
22% migrations, desktop refresh, merger and acquisitions to transform ▪ Focus on build-your-own desktop (BYOD), healthcare, or
More Margin financial services segment
desktops to centrally managed service.

VMware Horizon, VMware View, VMware Workspace ONE, VMware ThinApp

Products

Market Opportunity ▪ For every $1 in VMware license sales, Partners can enjoy an 8x-11x drag on associated software, hardware and services

▪ Increase deal size by up to 5x

▪ Expand your opportunities and customer footprint to evolve your business beyond server consolidation
Value
▪ Help customers centralize control of applications and manage technology components more simply and efficiently
▪ Build your Desktop Virtualization practice with access to proven VMware tools and services IP

Complete 2 VSP, 2 VTSP, and 1 Technical Post-Sales accreditations listed below:

VSP DV (Desktop Virtualization) VTSP DV (Desktop Virtualization) VMware Horizon Implementation Fundamentals
Self-paced, on-demand, free Self-paced, on-demand, free eLearning, VCP-DTM 7
Requirements
eLearning, 3 hours 1 day Or
Or Or VMware Horizon 7 Install, Configure, Manage, 5 days
Boot Camp (instructor-led) Boot Camp (instructor-led)

Training Desktop Virtualization Competency Page

Marketing Resources Partner Demand Center integrated marketing campaigns provide you with design and content flexibility to drive demand

Solution Enablement Toolkits (SET) Grow your revenue with Desktop Virtualization SETs

Solution Rewards Solution Rewards Home Page

SOLUTION COMPETENCY GUIDE / 13

 Solution Competency Guide

Overview of VMware Solution Software Defined Data Center Hybrid Cloud Solution End User Computing
Appendix
Competencies Solution Competencies Competencies Solution Competencies
Business Management Management Network Server Software-Defined Software- Cloud Hybrid DaaS Desktop Mobility
Continuity Automation Operations Virtualization Virtualization Data Center Defined Storage Provider Cloud Virtualization Management

Mobility Management Solution Competency

Target Market Profile
The Mobility Management Solution Competency provides in-depth VMware AirWatch Enterprise ▪ Looking to build out practice with the
Mobility Management (EMM) platform training within a program framework proven to deliver
▪
$140 Billion position in the EMM market. Partners achieving the competency are eligible for Solution Rewards ▪ Extending EUC and/or security practices
into Mobility, IoT and Digital Workplace
Potential EMM rebates when they sell VMware AirWatch products while increasing profits and accelerating ROI.
▪ Seeking to expand customer IT footprint
opportunity by Completing the Mobility Management Competency up- and up-leveling their trusted advisory
2020 customers, and poises them to deliver higher value customer solutions that include their services status
and expertise.

Mobile Device Management, Application Management, Mobile Email Management, Mobile Browsing Management, Laptop Management,
VMware AirWatch Products
Rugged Device Management, Content Locker, Boxer, Video, Socialcast

▪ 3.5 billion devices will be globally deployed by 2019.

Market Opportunity
▪ The EMM market is projected to grow as large as $140 billion by the year 2020

▪ Increase deal size by up to 5x

Value ▪ Take advantage of the market opportunity: 70% of enterprises plan to provide more mobile support to employees over the next 12 months
▪ Help your customers improve IT efficiency and business agility with Mobility Management solutions

Complete 2 VSP, 2 VTSP, and 1 Post-Sales accreditations listed below (current version)

VSP-MBL (Mobility VTSP MBL (Mobility Management VMware AirWatch Accreditation: Enterprise Mobility
Requirements Management 2017) 2017) Professional
2.5 hours self-paced, on- 5 hours self-paced, on-demand, free 4 Days on-demand, Live Online Classroom; Onsite
demand, free eLearning eLearning Pre-Requisites
Pre-Requisite Recommended - VSP Recommended VSP & VTSP MBL 2017

Training Mobility Management Competency Page

Marketing Resources Partner Demand Center integrated marketing campaigns provide you with design and content flexibility to drive demand

Solution Enablement Toolkits (SET) Grow your revenue with EUC SETs

Solution Rewards Solution Rewards Home Page

SOLUTION COMPETENCY GUIDE / 14
 Solution Competency Guide

Overview of VMware Solution Software Defined Data Center Hybrid Cloud Solution End User Computing
Appendix
Competencies Solution Competencies Competencies Solution Competencies
Hyper-
Business Management Management Network Server Software-Defined Cloud Hybrid DaaS Desktop Mobility
Converged
Continuity Automation Operations Virtualization Virtualization Data Center Provider Cloud Virtualization Management
Infrastructure

Appendix
Contact Us
Online
Submit a support case on Partner Central

By Email
[email protected]

By Phone
U.S 1-650-427-7550

In EMEA: In Asia Pacific:

Ireland +353-21-4660200 UK +44 12764-14455 Australia 1800-Vmware (1800-869273) Malaysia 1800-806-549
Germany +49-89-3706-17005 Russia +7 495 21 22968 New Zealand 0508-Vmware (0508-869273) Philippines 1800-1651-0619
France +33-1-4762-8020 India (Toll Free): 000-800-852-1523 Singapore +65-650-12177
Italy +39-02-3041-2755 Indonesia 001803-657-050 Thailand 001800-658-153
Netherlands +31-30-284-9681 Japan +81-3-4334-5606 Vietnam 120-651-52
Spain +34-91-412-5050
Mainland China 400 881 0014

Support Languages
English Spanish Portuguese German Chinese Russian
French Italian Japanese Flemish Dutch Korean

Support Hours
24 hours a day, Monday to Friday

Partner Community
Join Partner Link

VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com
Copyright © 2016 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 15 / 15
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. Item No: VMW_15Q2_SOLUTION-COMPETENCY-GUIDE-104