© 2009 VMware Inc. All rights reserved

Confidential

Partner University

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Partner University

Partner University is your “One-Stop” for VMware Partner Education

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What’s your Training Motivation?

Copyright © 2011 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.

Training = More Revenue

Competency

Average Worldwide Partner VMware Sales

Data Notes:

1. Data is from Solution Providers world wide

2. VSP, VTSP and VCP are required for Enterprise and Premier levels.

3. VCP is optional for Professional level partners

Certifications and Accreditations

With Without

VSP $74,464 $4,540

VTSP $101,249 $10,936

VCP $209,289 $34,842

With Without

Infrastructure Virtualization

$115,495 $32,636

Desktop $45,314 $11,244

BC/DR $48,173 $24,218

Average deal size with VMware Competencyis 2 – 4 times larger

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Copyright © 2011 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.

DV Competency Pay off with 5x Increase in Revenue

We reviewed sales at 12 Partners that had been selling VDI and then looked again after they completed DV Competency

Total VDI Sales(2qtrs before Competency)

BEFORE$116k

Total VDI Sales (Qtr Competency completed + 1 qtr)

AFTER$518k

$804kTot. Increase Annualized

$67kAvg. per Partner

Annualized Increase

… VMware helped us invest in this competency earlier this summer and now I am proud to say that we are bringing that investment back tenfold, if not more.

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Rolesand

Education for Each

Copyright © 2011 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.

Roles

Sales

VSP

Sales Accreditations

• IV, BC, DV

SolutionTrack

Partner Briefings

vmLIVE

Partner Exchange

VMworld

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Technical Pre-Sales

VTSP

Tech Pre-Sales Accrd.

• IV, BC, DV

Tech Express

Partner Briefings

vmLIVE

Partner Exchange

VMworld

Technical Post-Sales

VCP - certification

Tech Post-sales Accrd.

• IV, BC, DV

Advanced Certifications

Advanced Courses

vmLIVE

Partner Exchange

VMworld

Partner University Programs&

How Content is Organized

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Learning Paths

Specializations

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Certifications

VCP4 – FREE 2nd Chance - Limited time

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vmLIVE

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Regional Events – SolutionTrack & Tech Express

SolutionTrack

• The VMware Value Journey• Desktop Virtualization • vSphere

Localized in 7 languages

Tech Express

• Desktop Virtualization

Localized in 5 languages

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SolutionTracks.com

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Regional Events – Partner Briefings

•Quarterly Updates•Road show in Regions•Sales Briefing•Technical Briefing

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Global Events

• 150+ breakout sessions arranged in 5 tracks, programs, focus areas, and verticals• 12 VMware Boot camps• 20+ Hands on Labs• PEX-on-the-Road (EMEA and APAC)

• Partner Track

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Partner University TV

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VMware Partner Social Media

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Future of Partner University

• Simplify Learning

• Consistency and Alignment

• Improvements

• New Education Methods and Technologies

© 2009 VMware Inc. All rights reserved

Confidential

Questions?