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VMware Helps Partners Take Charge of the Business Opportunity of the Software-Defined Datacenter

VMware Simplifies Enablement, Clarifies Actions for Partners to Operate Successfully and Accelerate Their Businesses in the Cloud Era

LAS VEGAS, NV -- (Marketwire) -- 02/26/13 -- Today at VMware Partner Exchange 2013, VMware, Inc. (NYSE: VMW), the global leader in virtualization and cloud infrastructure, unveiled a range of programs, incentives and benefits aimed at enabling its partner community to deliver complete virtualization, cloud and mobility solutions that simplify IT infrastructure from the datacenter to the mobile workspace.

More than 4,100 registered attendees are expected to attend VMware Partner Exchange 2013, as well as more than 95 sponsors and exhibitors. Global IT experts will gather at VMware Partner Exchange this year to learn firsthand about the latest VMware virtualization, cloud and mobility technologies, as well as have the opportunity to attend more than 20 unique hands-on labs.

"As the industry embraces the software-defined datacenter, we continue to double down on our partner community with programs, incentives and benefits that open up significant, long-term business opportunities to deliver next-generation IT solutions to customers," said Dan Smoot, senior vice president, Customer Operations, VMware. "VMware Partner Exchange 2013 provides the foundation for partners to advance their proficiency in VMware cloud and virtualization solutions, including VMware vCloud® Suite and VMware Horizon ™ Suite, while also learning about new pathways to evolve their businesses, increase deal sizes, and strengthen competitive differentiation."

VMware Cloud Credits Purchasing Program Offers New Revenue Opportunities for Solution Providers, Customer Pipeline for Service Providers

VMware is introducing the Cloud Credits Purchasing Program, which offers solution providers a new route to market by selling prepaid credits to be used for subscription-based hybrid or public cloud services offered by authorized VMware vCloud® service provider partners.

As the cornerstone of VMware's hybrid cloud strategy, VMware service providers deliver globally consistent enterprise-class cloud computing infrastructure services built on VMware vCloud technology.

As customers continue to take advantage of public and hybrid cloud services as a comprehensive IT strategy, the ability to control spend and manage providers effectively has become a priority for many.
The VMware Cloud Credits Purchasing Program is a unique offering that brings the solution provider and service provider communities together, using the strengths of both partner types to create a unique value proposition for them and the customers they service. Solution providers can augment their private cloud sales with "credits" toward a public cloud service provider offering, enabling solution providers to capture upfront revenue while maintaining their trusted adviser role with customers through value-added services. Meanwhile, authorized VMware vCloud service providers can benefit from customers redeeming their Cloud Credits in exchange for cloud services based on VMware's reliable, secure and high-performing hybrid cloud architecture.

Customers can easily manage their VMware Cloud Credits in MyVMware™, while reporting is available to solution providers through Partner Central. VMware Cloud Credits will be available in March 2013.

New Incentives for Solution Providers

VMware is also offering new incentives for the recently introduced VMware vSphere® with Operations Management, which brings together the industry-leading virtualization platform with the company's award-winning VMware vCenter™ Operations Management Suite™, giving customers greater operational insight into VMware vSphere while optimizing capacity.

For a limited time, VMware is offering an advantage+ Accelerator, which adds an additional upfront discount on eligible VMware vSphere with Operations Management SKUs. In addition, attaining the VMware Management Competency allows partners to earn additional rewards on VMware vSphere with Operations Management sales through VMware's Solution Rewards program.

VMware continues to invest in helping partners deliver the software-defined datacenter based on the VMware vCloud Suite. To take full advantage of the opportunities VMware vCloud Suite affords, VMware offers enhanced Solution Rewards opportunities to partners that achieve all five of VMware's data-center- and infrastructure-focused competencies, as well as customized professional services IP to help build and deliver packaged or customized services.

VMware also continues to offer robust incentives for delivering end-user computing solutions that help partners capitalize on end-user computing and information mobility trends. The recently announced VMware Horizon Suite will bring together VMware® Horizon Workspace™, VMware® Horizon Mirage™ and VMware® Horizon View™ into an integrated and secure solution that helps customers access data from the device of their choice. Combined with the Desktop Competency, partners who sell Horizon Suite can gain additional Solution Rewards and increase sales by as much as 11x or more with add-on services, hardware and software.

New Enablement Program and Secure Social Platform for Partner-to-Partner Collaboration

VMware Role-Based Learning Paths comprise the next evolution of VMware enablement training to help partners create or continue along their enablement journey.

With VMware Role-Based Learning Paths, partners can create customized learning paths based on their role, partner type and market segment. VMware Role-Based Learning Paths provide solution providers with an optimized path, as well as the opportunity to earn VMware Accreditation badges, which help recognize and differentiate solution providers' expertise to customers while aligning to the goals and requirements of customers.

VMware Partner Link is a secure social media and communication platform that helps foster and develop greater partner-to-partner collaboration. Available to all partners with access to Partner Central, Partner Link helps connect partners so they can share expertise, ideas and resources available from the expansive VMware Partner Network community. Additionally, this platform will also connect partners with VMware subject matter experts who can answer their inquiries and will also share relevant news and information.

VMware Partner Community Showcases Strong 2012 with Growth, Certifications, Accreditations

VMware continues to see momentum across its broad set of partnering programs:

VMware Partner University: Approximately 200,000 individuals from VMware Partner companies received training in 2012.

Solution Competencies: Nearly 21,000 have individuals completed accreditations toward achieving at least one Solution Competency: Infrastructure Virtualization, Business Continuity, Desktop Virtualization, Cloud IaaS, Virtualization for Business Critical Applications, and Management.

VMware Sales Professional (VSP): To date, over 75,000 individuals have earned a VMware Sales Professional (VSP) accreditation globally.

VMware Technical Solutions Professional (VTSP): To date, over 57,000 individuals have earned a VMware Technical Solutions Professional (VTSP) accreditations globally.

Technical Certifications:

Nearly 40,000 individuals have earned VMware Certified Professional (VCP) certifications globally.

Over 650 individuals achieved the VMware Certified Advanced Professional (VCAP) certificate globally, demonstrating increasing demand for advanced certifications

vmLIVE: More than 80,025 individuals attended the online training webinars in 2012.

SolutionTrack and TechExpress: Nearly 4,000 individuals attended these free in-person and online trainings. VMware Service Provider Program: Currently, VMware has more than 10,000 VMware service providers covering VMware-based cloud services in 157 countries.

Consulting and Integration Partner Program (CIPP): Announced at VMware Partner Exchange 2012, the VMware Consulting and Integration Partner Program provides practice-based technical enablement and a collaborative approach to field engagement. At the close of 2012, VMware added more than 250 partners, strengthening this ecosystem to more than 400 partners. Additionally, the program demonstrated a strong 2012 with sales accreditations and technical certifications:

  • A total of 1750 global certifications / accreditations for CIPP partners (49 percent growth in 2012)
  • Americas: 77 percent growth in 2012 certifications / accreditations from 2011
  • APJ: 37 percent growth in 2012 certification / accreditations from 2011
  • EMEA: 8 percent growth in 2012 certifications / accreditations from 2011
  • 436 new VMware Certified Professional certifications (65 percent growth)
  • VMware Sales Professionals / VMware Technical Sales Professionals accreditations grew to more than 1,300 accredited CIP partners (44 percent growth)

Additional Resources

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About VMware Partner Exchange 2013
VMware Partner Exchange 2013 is the leading global event for virtualization and cloud partners, bringing thousands of members from the VMware partner ecosystem together to discuss the future of the industry. With more than 200 breakout sessions and an extensive exhibitor pavilion, partners gain valuable insight on how to leverage new technologies to deliver the software-defined datacenter to customers. To learn more about VMware Partner Exchange, visit www.vmwarepartnerexchange.com

About VMware
VMware is the leader in virtualization and cloud infrastructure solutions that enable businesses to thrive in the Cloud Era. Customers rely on VMware to help them transform the way they build, deliver and consume Information Technology resources in a manner that is evolutionary and based on their specific needs. With 2012 revenues of $4.61 billion, VMware has more than 480,000 customers and 55,000 partners. The company is headquartered in Silicon Valley with offices throughout the world and can be found online at www.vmware.com.

VMware, VMware Horizon Suite, Horizon View, My VMware, Horizon Workspace, Horizon Mirage, vCenter Operations Management Suite, VMware Horizon Suite and VMware vCloud are registered trademarks or trademarks of VMware, Inc. in the United States and other jurisdictions. All other marks and names mentioned herein may be trademarks of their respective organizations. The use of the word "partner" or "partnership" does not imply a legal partnership relationship between VMware and any other company.

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