VMware-合作伙伴计划和激励
VMware：被重新定义的“合作伙伴”
VMware：被重新定义的“合作伙伴”VMware：被重新定义的“合作伙伴”丁海骜“世界正在以一个前所未有的速度发生变化，就像我们每天早晨都要面对一个新世界一样：科技领域层出不穷的创新，一方面通过改变用户的价值实现、价值链来直接冲击他们；另外一方面也通过改变这些企业所面对的客户的期望值和战略，来间接地挑战他们。
”20XX年3月，VMware宣布推出新的合作伙伴计划VMware Partner Connect，以代替执行了10年的VMware Partner Network，王冰峰，VMware大中华区合作伙伴及业务拓展总经理在接受采访时强调：对于VMware来讲，合作伙伴计划的调整，“最主要的核心原因是为了适应用户”，满足其通过应用不断涌现的新技术，实践数字化转型的发展需求。
合作伙伴：从销售到能力传统意义上说，IT公司的所谓“合作伙伴”都可以被简单地理解为销售渠道，其能够为最终企业用户提供的，绝大多数无非是简单的“销售”工作。
然而随着包括人工智能、大数据、区块链、云、物联网……各种新兴技术的不断涌现，以及IT技术本身带给各个行业的“颠覆性整合”效應显现，企业用户对于IT技术的了解程度越来越“专业”，而且也从最初的关注单个IT技术的进步，发展到更关注IT技术整合对企业能力和业务场景的价值。
因此其在数字化转型过程中，不仅需要拥有更容易获得IT产品和服务的渠道，更贴近业务需求的实施部署，而且在应用和系统延展等方面，也需要更多的专业性服务。
从这个角度讲，IT系统提供商“合作伙伴”的定义已经从最初单一的“销售触角”，转化为向终端用户提供全方位服务的介质，从而在IT硬核技术和企业现实业务之间，构建一个足够灵活、适应性强、具有成长性的融合空间，保证IT技术能够真正转化为企业的能力，作用于现实业务——从实现销售到为用户提供能力、价值，这实际上可以被看成是IT系统提供商面向终端企业用户的一次业务模式和服务模式的升级。
VMware渠道培训-最新版
配置背景
客户状态
对于虚拟化有初步需求， 同时对于环境的管理非常 看重，并且愿意支付价值 ，是比较优质的客户
产品熟悉程度
用户对于产品不是很熟悉， 属于实验性质或者较少需求
用户收益
Enterprise Non-vSphere & Hybrid Cloud
vRealize Suite
vR Business ADV/ENT
vR Log Insight vR Automation vR Ops
vCloud Suite
vR Ops Insight (vR Ops ADV + vR Log Insight) VMware Integrated Openstack vR Business vCenter Site Recovery Manager vR Automation vR Ops vSphere
主要内容
1.VMware的第一印象 2.VMware的产品理念、市场状态 3.VMware产品线概述与简要分析 4.VMware分销代理商、项目代理商的生态环境和业务关键 5.VMware渠道政策简介 6.最终用户销售指南、渠道客户销售指南
主要内容
1.VMware的第一印象 2.VMware的产品理念、市场状态 3.VMware产品线概述与简要分析 4.VMware分销代理商、项目代理商的生态环境和业务关键 5.VMware渠道政策简介 6.最终用户销售指南、渠道客户销售指南
其他非VMware代理
集成商
最终用户
如何在渠道中销售VMware？
渠道销售第二步： “他”对产品究竟有多了解？
VMWARE功能表
vsp5vmaware试题答案
v s p5v m a w a r e试题答案(总32页)--本页仅作为文档封面，使用时请直接删除即可----内页可以根据需求调整合适字体及大小--Q:以下哪项是对虚拟机的最佳描述（选择一个正确答案）A:执行虚拟化软件测试程序的物理机。
通过软件实施的计算机，可以像物理机一样执行程序。
一种旨在提供网络故障切换和故障恢复功能的计算机工具。
一种软件计算机，其中封装了物理硬件。
Q:以下哪些是虚拟机的优势（请选择所有适用选项。
）A: ABCD封装性隔离性兼容性独立于硬件Q:作为 VMware 于 1999 年发布的第一款产品，Workstation 率先实现了以下哪些？（请选择所有适用选项。
）A: ACDxx ABCDXX AD实现 x86 计算机的虚拟化。
构建和管理虚拟基础架构。
实现动态资源分配。
在虚拟机中运行 Microsoft Windows。
Q:VMware 之旅的第 2 阶段的优势有哪些？A: ABXXX ABD内部客户能够立即获得所需的资源。
Chargeback 凸显了 IT 在组织中的价值。
网络可靠性增强。
Q:以下关于 VMware 的说法中哪一项是正确的（请选择所有适用选项）。
A: ABVMware 是公认的全球虚拟化领导者。
VMware 研发了 x86 平台上的虚拟化技术。
VMware 在 20 世纪 60 年代研发了大型机虚拟化技术。
VMware 是由 5 位计算机科学家在 20 世纪 80 年代创办的。
Q:以下哪种说法最能准确地描述虚拟基础架构（请选择其中一项）A:物理数据中心中驻留的运行 VMware Workstation 的 x86 计算机。
应用程序可随时随地按需使用的统一资源池。
处于绝对远程位置的物理数据中心的组件。
存在于 IT 基础架构中的所有软件。
Q:在 VMware 之旅中，典型的关键业务应用程序的虚拟化发生在哪个阶段？（请选择一个正确答案）A:第 1 阶段第 2 阶段第 3 阶段VMware 之旅结束时Q:阅读以下说法并选择与其对应的属性：“无需对设备驱动程序、操作系统或应用程序进行任何更改，即可在不同类型的 x86 计算机之间自由移动虚拟机。
VMware下一代合作伙伴计划
恒・ 、群联 电子和 海力 士合 作
恒忆半导体 （ ｍｏ ｙ ） 群联 电 Ｎｕ ｎ ｘ 、 子 （ｈｓｎＥｅｔ ｎｃ ｏｐ）和海力 Ｐ ｉ ｌ ｒ ｉｓ ｒ． ｏ ｃｏ Ｃ
士 （ ｙ ｉ）宣 布 签 署一 份合 作 开 发协 Ｈ ｎｘ
刷 这 张 卡 ；去 超 市 购 物 ，还 是 刷这 张
直 在 不 断 地 推 陈 出 新 ，将 晶灵 卡 系列
量存储需求 ，提高无线设备和嵌入式 应用的整个系统级性能 。根据这项协
议 ，恒 忆 、群 联 电子 和 海 力 士 将 利 用
产品不断完善 ，使每位持卡人拥有它
就 如 同 握 着 一 把 城 市 生 活 的 钥 匙 ， 即 享受便利又乐在其中。
电子将 向恒忆和海力士独家供应合作 开发的控制器 ，新的控制器将会强化 恒忆和 海力士 的 ＮＡＮＤ 闪存 产品组 合 。ｅ ＭＭＣ是一种嵌人式非 易失性存 储器系统 ，由闪存和 闪存控制器 两部
组 成 。新 的 ｅ ＭＭＣＶ ．在 原 标 准 基 础 ４４
标准 ， 而且还支持包括 Ｚｇ ｅ Ｒ ｉＢ ｅ Ｏ网 Ｐ
下 载 的 软 件 与 工 具 ， 以 确 保客 户 能 获
速度和 更低 的系统成本 ，从而缩短 了
测 试 时 间 ，特 别 适 合 于 频 谱 管 理 、 雷 达 、 电子 对 抗 和 无 线 电通 信 应 用 。
ＮＡ ＮＤ闪存所共 同开发的产品 ，将于
２０ 年底前上市。 ０９
得进行全面系统开发所需的全部支持 。 Ｔ 高性 能模拟业务部高级副总裁 Ｉ
将数字计算及传统射频技术相结
合 的 需 求 正 不 断 增 长 ，这 带 来 了 包 括
捷 德助 力扬 州首发 纪念版 晶灵卡 ＡｒＧ ｏｇ 说：“ Ｃ ５０ ｔ ｅｒｅ Ｃ ２ ３ 解决方案专 为
聚所能无不能VMware赋能企业转型
66软件和集成电路产业纵横Industry VerticalS OFTWARE A ND I NTEGRATED C IRCUIT本刊记者/曹亚菲VMware坚持在新一代企业云、云原生应用、5G和边缘计算等领域贡献自己的创新技术和解决方案，加速中国企业的数字化转型步伐，为中国的数字化基建添砖加瓦。
2020年新冠肺炎疫情的发生，给众多企业的生存带来了多方面的考验，与此同时，部分数字化企业展现出了强韧活力和生命力，它们在敏捷响应市场的同时，也为应对疫情做出了贡献。
这使得更多企业不得不重新审视数字化转型的必要性和紧迫性，由此产生了大量的数字化转型服务需求。
随着众多企业不断向云转型并开启应用现代化，V M w a re早早察觉到了市场的变化。
作为全球领先的企业软件创新者，VMware长期致力于帮助客户实现混合云和多云环境运维，助力客户提升效率、节省成本并提高合规性。
2020年10月22日-23日，V M w a r e举行了V M w o rl d 2020 C h i n a，以“P o s s i b l e To geth er”为主题，通过云端的方式分享了公司过去一年在技术方面的进展以及对未来技术发展方向的思考。
此外，VMware发布了Project Monterey，重塑混合云架构以支持新应用。
这一技术预览聚焦于提升数据中心、云和边缘架构，从而满足新一代应用不断变化的各种需求，包括AI 、机器学习和5G应用。
胸怀大局 构建多云未来值得注意的是，和一年前发布的P ro j e ct Pacific向广度发展不同，Project Monterey 是向深度发展。
Project Pacific的重点是能够让vSphere在软件层面集成Kubernetes，而Project Monterey则旨在利用SmartNIC技术来打造更加高效的下一代数据中心。
在过去的环境当中，从网络、安全再到存储等工具都是运行在标准化CPU和标准NIC之上的，在这种情况下，有30%的C P U都在处理与应用本身无关的任务。
微软合作伙伴激励指南：云解决方案提供商（CSP）间接供应商激励说明书
Microsoft Partner Incentives Cloud Solution Provider (CSP) Indirect Provider Incentive Guide July 1, 2016 – June 30, 2017ContentsIndirect Provider Overview (4)Executive summary (4)Incentives summary (4)Partner eligibility (5)MPN requirements (5)Microsoft Partner Network (MPN) agreement (5)Microsoft agreements and/or authorizations (5)Managed Partner List (5)Cloud Distributor Solution Accelerator (CDSA) eligibility (6)MPN requirements (CDSA) (6)Eligibility monitoring and management (8)Loss of eligibility (8)Enrollment (9)Invitation period (9)Onboarding process (9)Partner Incentives Experience account set-up (10)Program structure & rates (10)Global incentives (10)Local accelerators (10)Co-op (11)Earnings & calculation (12)Eligible revenue rules (12)CDSA eligible revenue (13)Payment (14)Payment cadence (14)Payments details (14)Payment compliance (14)Payment earnings reporting (15)Dispute and resolution (15)2Overpayment (15)Support & Resources (15)Support channels (15)Partner resources (16)Useful links (16)Appendix A: Emerging & Mature Markets (18)3Indirect Provider OverviewExecutive summaryThe Microsoft Cloud Solution Provider (CSP) program is a sales model that allows partners to resell or bundle their own services in addition to Microsoft Cloud Services as a complete solution, and gives customers the payment flexibility with pay-as-you-go billing.The Microsoft CSP Indirect Provider (formerly known as CSP 2-Tier Distributor) incentive program rewards Indirect Providers for driving the activation and enablement of a resale channel and the sale of Online Services.This guide summarizes the requirements to participate in the Microsoft CSP Indirect Provider incentive. It replaces and supersedes all prior Microsoft CSP Incentive guides for Indirect Providers and any related communications.This guide is not applicable for the People’s Republic of China. Plea se reference the CSP Incentive guide for China Indirect Providers.Incentives summaryCSP Indirect Providers are eligible for an incentive of 10% of monthly billed revenue from sales of online services such as Microsoft Office 365, EMS, Windows Intune, CRM Online and Azure. An amount equal to 50% of the global incentive will be made available as a Co-op.All links referenced throughout the guide will be available in the Support and Resources sections.45Partner eligibilityTo be eligible to participate in the CSP Indirect Provider incentive, a partner must meet the following criteria: EligibilityType Eligibility Requirement Examples of Program Specific CriteriaM P NE n r o l l m e n t Enrollment Status Active MPN Membership P a r t n e rS t a t u s &P e r f o r m a n c e Microsoft Agreement Microsoft Cloud Distributor Agreement (Signed and Active) Microsoft Management StatusManaged Partner (on FY17 Managed PartnerList) Figure 1: Eligibility requirements overviewMPN requirementsEligible partner organizations must hold an active MPN membership.Microsoft Partner Network (MPN) agreementPartners must hold an active MPN Agreement. The Master Channel Incentive Agreement (MCIA) is now presented as part of the FY17 MPN Agreement as Exhibit B.Microsoft agreements and/or authorizationsPartners must hold a valid Cloud Distributor Agreement.Managed Partner ListPartners must be include d on Microsoft’s FY17 Managed Partner List (MPL).6Cloud Distributor Solution Accelerator (CDSA) eligibility To be eligible for the CDSA, the following criteria must be met by August 15, 2016. Eligible partners will start earning CDSA incentives beginning September 1, 2016: EligibilityType Eligibility RequirementProgram Specific Criteria M P N E n r o l l m e n tMembership LevelSilver or Gold CompetencySee below (CDSA Eligibility) Competency Status Active EarnedMPN requirements (CDSA)In order to qualify for the CDSA incentive in one or more of the defined workloads, your organization must achieve and maintain the following: Cross-sell/Up-sell Cloud Solution:One individual must pass one of the following Azure Exams and Technical Assessments:▪ Exam 70-532: Developing Microsoft Azure Solutions▪ Exam 70-533: Implementing Microsoft Azure Infrastructure Solutions ▪ Exam 70-534: Architecting Microsoft Azure SolutionsAnd▪ Technical Assessment for Using Microsoft Azure for Datacenter Solutions ▪ Technical Assessment for Using Azure for Data Analytics and Data Platform Solutions▪ Technical Assessment for Using Microsoft Azure for ApplicationDevelopmentOne individual must pass the following exams:▪ Exam 70-346: Managing Office 365 Identities and RequirementsAnd▪ Exam 70-347: Enabling Office 365 ServicesOne individual must pass one of the following Technical Assessments:▪Technical Assessment for Enterprise Mobility Suite OverviewAnd▪Technical Assessment for Mobile Device Management or▪Technical Assessment for Identity & Access ManagementCRM Online:▪Cloud CRM Competency;The relevant exams must be certified to be eligible for the related workload accelerator. Partners will only earn while eligible.Indirect Providers in certain regions will be able to earn the required MPN competency in one subsidiary in order to earn CDSA incentive in all subsidiaries in the regional group.CDSA Region Subsidiaries included in regionLATAM New Markets Tier-1 Subs Costa Rica, Panamá, Ecuador, Guatemala, Dominican Republic, Trinidad, VenezuelaArgentina, Chile, Uruguay Argentina, Chile, UruguayBenelux Netherlands, BelgiumNordics Denmark, Finland, Sweden, Norway Germany/Austria/Switzerland Germany, Austria, SwitzerlandBalkans Slovenia, Croatia, Serbia, Bosnia, Macedonia Baltics Latvia, Lithuania and EstoniaNEPA and Egypt Algeria, Egypt, Iraq, Jordan, Lebanon, Libya, Morocco, NEPA New Markets (Afghanistan, Iran, Syria), Pakistan and TunisiaSouth East Asia (SEA) New Markets Bangladesh, Brunei, SEA Multi Country (Bhutan, Laos, Nepal), Sri Lanka (Sri Lanka, Maldives)WECA and Nigeria Africa New Markets, Angola, Ghana, IndianOcean Islands, Kenya, Nigeria, RESA and WCA. See detailed list of included countries for the above Bolded subsidiaries below.7Africa New Markets Benin, Burundi, Central African Republic, Chad, Congo, Equatorial Guinea, Eritrea, The Gambia, Guinea, Guinea-Bissau, Liberia, Malawi, Niger, Sao Tome and Principe, Sierra Leone, Somalia, South Sudan, St Helena, Ascension, Tristan da Cunha, Sudan, TogoIndian Ocean Islands Comoros, Djibouti, French Polynesia, Madagascar, Mauritius, Mayotte, New Caledonia, Reunion, SeychellesRESA - Rest of East & South Africa Botswana, Ethiopia, Namibia, Rwanda, Tanzania, Uganda, Zambia, ZimbabweWCA – West and Central Africa Burkina Faso, Cabo Verde, Cameroon, Cote d’Ivoire, Gabon, Mali, SenegalEligibility monitoring and managementPartner eligibility requirements for this Microsoft CSP Indirect Provider incentive must be met before partners are invited to the incentive platform. Partners must meet these criteria and onboard to the Partner Incentives Experience platform (PIEX)1 before Microsoft can approve and release incentive payments. If a partner becomes eligible during the earning period, eligible revenue will be included from the start of the earning period. The Payment section of this guide includes a comprehensive set of conditions required for payment approval and release. Cloud Distributor Solution Accelerator (CDSA) incentive eligibility varies depending on whether the subsidiary in which the partner operates is classified as a “Mature Market” or “Emerging Market.” The market classification of each Microsoft subsidiary is provided in Appendix A of this guide.Loss of eligibilityPartners must be eligible in order to be onboarded onto the Partner Incentives Experience platform. Microsoft will check incentive eligibility 30 calendar days prior to the end of the earnings period and will notify partnersif they have lost eligibility. This is the only notification partners will receive. Partners must ensure they are eligible at all times during the program period.1 Web based Microsoft tool used for viewing of incentive earnings and activity.8Reconsideration for resolution of Loss of Incentive EligibilityAt the end of the earnings period, partners who have not becomecompliant will forfeit their incentive earnings for the whole semester.Partners meeting eligibility requirements after the H1 earnings period has ended will only be considered for the H2 earning period. EnrollmentInvitation periodPartners who meet all eligibility requirements will be invited to the Partner Incentives Experience platform at the beginning of the Microsoft fiscal year and then monthly for new Partners.Eligible partners will receive an invitation to log into the Partner Incentives Experience platform. Invitations are non-transferrable and the Partner Administrator is defined as the primary contact provided on Partner Center during the CSP program onboarding process. Each partner must be successfully enrolled in Partner Incentives Experience prior to the end of the program period in order to receive incentive payments.Onboarding processPartners must meet all eligibility criteria and complete the enrollment process by program (even if active in PIEX for another incentive) to become active in the Partner Incentives Experience platform. This is a critical step for partners to gain visibility to incentive calculation and receive payment information.Microsoft will invite partners per eligible MPN HQ or Location ID to participate in the CSP Indirect Provider incentive by means of an email with a company domain (for example: @). Onboarding must be completed for each invitation.Partners who onboarded onto the Partner Incentives Experience platform in a previous fiscal year do not need to re-onboard onto PIEX but must continue to meet eligibility requirements in order to earn and be paid incentives for the current fiscal year.9Partner Incentives Experience account set-upVisit aka.ms/partnerincentives to review the Partner Incentives Experience Guide for details on entering information such as bank and tax details and MPN ID partners are transacting under.Program structure & ratesThis incentive includes global, local, and Co-op components. Global incentivesIncentive RateCore 4% of monthly billed revenue with a 50/50 split between Rebate and Co-opAccelerator 6% of monthly billed revenue with a 50/50 split between Rebate and Co-opCloud Distributor Solution Accelerator (CDSA) 10% of monthly billed revenue with a 50/50 split between Rebate and Co-opLocal acceleratorsIn addition to the global incentive outlined above, Microsoft subsidiaries have the option to offer additional local accelerators. These local accelerators may augment levers within the global incentive, or may reward partner engagement toward the specific local market need. Not all local accelerators are available in each subsidiary. Participation in a local accelerator is subject to the terms and conditions set forth by the local subsidiary and provided to Partners.Local accelerator terms will be sent to partners by the Regional Operations Centers (ROCs) in each subsidiary for accelerators available in that subsidiary. Incentives from local accelerators will be paid as 100% Rebate (no Co-op). See the following option:Cloud Revenue AcceleratorRewards partners with an incremental incentive of billed revenue from sales of eligible Online Services. This accelerator is paid in addition to the incentive earnings for qualified sales and will be paid out as Rebate.10Co-opPartners participating in the CSP Indirect Provider incentive will earn 50% of the global incentive as Co-op. This allows partners to perform specific marketing, demand generation, and readiness activities in accordance with the Partner Incentives Co-op Guidebook.The global incentives are split between Rebate and Co-op as follows:Incentive Rebate Co-opCore 50% 50%Accelerator 50% 50%CDSA 50% 50%Co-op funds must be claimed during the usage period that follows the earnings period. Co-op funds not used during the usage period will be forfeited after the end of the period.Earning and usage periodsThe incentive funds for Indirect Providers are earned and paid out as follows:FY16 Earning Period 2 Jan | Feb | Mar | Apr | May | Jun FY17 Earning Period 1Jul | Aug | Sep | Oct | Nov | DecFY17 Earning Period 2Jan | Feb | Mar | Apr | May | JunEarning Earn 2 Earn 1Usage Usage/Claim 2 Usage/Claim 1 “Earning Period” is the 6 months during which Partners earn Rebates and Co-op. “Usage Period” refers to the 6 months that immediately follow the “Earning" period. Partners perform co-op activities and submit claims during the Usage Period. There is a 45-day grace period after the end of the Usage Period for Partners to complete their claim submissions. If funds are not claimed by the conclusion of the grace period, they will be forfeited and retired with no possibility of reinstatement.The Co-op Guidebook on the Partner Incentives MPN Portal is the primary source to provide the mechanics, requirements and executional logistics for all eligible Co-op activities.11Earnings & calculationEligible revenue rulesEligible revenue is determined by Microsoft’s internal sales tools as invoiced sales of qualifying products during the earning period.CSP Indirect Providers must provide a valid HQ or Location MPN ID of the Indirect Reseller to whom they have sold Microsoft Online Services in order for that revenue to qualify for this incentive. The reseller ID cannot be controlled or part of the Indirect Provider’s internal organization.The following restrictions apply:▪Revenue from subscriptions of Exchange Lite and other adjustments such as Internal Use Rights or Trial seats is excluded.▪Not all Microsoft Online Services are available in all markets. New services and offers may be rolled out in new markets and current services andoffers may be discontinued. As these service changes occur, customerconsumption of Microsoft Online Services will also change, resulting indifferent incentive earnings for partners.12CDSA eligible revenueWorkload definitions and minimum requirements to earn incentives for each workload are described below.Minimum requirements for Emerging Markets are lower than Mature Markets. Emerging and Mature Markets are listed in Appendix A.Solution MPN Compe tency(Silver or Gold)Eligibility for MatureMarketsEligibility for EmergingMarketsO365 Up-sell See MPNRequirements (CDSA)section above fordetailsAny customer with $750 inexisting CSP O365 revenue(excluding BusinessPremium, E3, E5) and addsminimum of one of thefollowing during the 6-month program period:▪$300 of O365 BusinessPremium (~5 seats) or▪$500 of O365 E3 (~5seats)▪$900 of O365 E5 (~5seats)Any customer with $500 inexisting CSP O365 revenue(excluding BusinessPremium, E3, E5) and addsminimum of one of thefollowing during the 6-month program period:▪$200 of O365 BusinessPremium (~3 seats) or▪$300 of O365 E3 (~3seats)▪$600 of O365 E5 (~3seats)EMS Cross-sell See MPNRequirements (CDSA)section above fordetailsAny customer with $750 inCSP O365 SKUs consistingof Business Premium, E3, E5and adds minimum of oneof the following during the6-month program period:▪$200 of EMS (~5 seats)Any customer with $500 inCSP O365 SKUs consistingof Business Premium, E3, E5and adds minimum of oneof the following during the6-month program period:▪$150 of EMS (~5 seats)Azure Consumption See MPNRequirements (CDSA)section above fordetails▪Any customer with apurchase of $100 ofPowerBI▪Any customer with $500or more of net newAzure Revenue▪Any customer with apurchase of $100 ofPowerBI▪Any customer with $500or more of new AzureRevenueCRM See CRM Onlinesection under MPNrequirements (CDSA)section above fordetails$1,200 of CRMOL (5 seats ofprofessional)$700 of CRMOL (3 seats ofprofessional)13PaymentPartners can only receive payments after completing enrollment to the Partner Incentives Experience platform and continuing to meet incentive eligibility requirements at the time of payment calculation.Payment cadencePayment will be disbursed to the partner along the following schedule:Type How Often Expect payment withinRebate 2 payments perprogram year▪45 days after the end of the earningperiod (Earning period 1: July 2016 –December 2016; Earning period 2:January 2017 – June 2017)▪Payment will be in the form of creditmemo or wire transferCo-op Monthly ▪By the end of the month for claimsapproved by 15th of that monthMinimum payment threshold▪If the incentive earnings are below the minimum threshold of $200 USD, those earnings will be carried over to H2 and the partner will not receivepayment.▪Incentive earnings under $200 USD at the end of the program period will be forfeited.Payments detailsFor a detailed summary of payment details visit the Partner Incentive Experience Guide at aka.ms/partnerincentives.Payment compliancePayment compliance means that 100% of all Microsoft invoices billed to the partner must be paid by the due date during each month of the earnings period. If this obligation is not met, the partner will not receive payments for incentives earned for the month(s) of non-compliance.14Payment earnings reportingPartners can view their earnings, co-op information, and payment activities via the Partner Incentives Experience platform. Data is updated on a daily basis. Click here to view payment information on the Partner Incentives Experience platform for CSP Indirect Providers.Click here to view earnings information on the Partner Incentives Experience platform for CSP Indirect Providers.Dispute and resolutionIf partners find a discrepancy with their incentive payouts, they can follow the below:▪Earning disputes can be disputed for up to 30 days after the earning period ends.▪Payment disputes can be disputed for up to 30 days after payment date. All disputes must be submitted in writing to Microsoft within the above time frames to the respective alias in the Support and Resource section below. OverpaymentIn the event of an overpayment, Microsoft will proceed with the recovery of an overpayment in accordance with the Microsoft Channel Incentive Agreement (MCIA).Microsoft will generally attempt to recover overpayment by offsetting against future incentive payments earned. If for any reason such approach cannot be executed (e.g. partner is no longer participating in an incentive), Microsoft reserves the right to invoice partner for the overpaid amount directly. Support & ResourcesUseful resources for all incentives can be found on the Microsoft Partner Network at aka.ms/partnerincentives (partner authentication required).Support channelsSupport for the partner incentive program is available in the support hub of the Partner Incentives Experience by clicking ‘Support’ in the header. The support hub 15provides a centralized location for all channel incentives and Partner Incentives Experience queries.Additional incentive program support is available by contacting the appropriate alias below for your region:▪North America: *******************▪Latin America: **********************▪Asia Pacific including Greater China: *********************▪Japan: *******************▪Europe Middle East & Africa (EMEA): ********************* Partner resourcesAll of the resources below are available through the Microsoft Partner Network. Program Assets DescriptionIncentive Guide Guide containing CSP Indirect Provider incentive overview, including product rate, and eligibility guidelinesPartner Incentives Experience Guide Guide providing instructions on how partners can view incentive earnings, make claims and submit proof, do payment reconciliations and manage users, all from one single secure Partner Incentives Experience portal.Co-op Guidebook Guide providing partner incentive details regarding eligible Co-op activities and requirements for claimTemplates DescriptionCSR Template Template to submit proof of execution requirement for Co-op claims. To be used in place of, or in addition to, an invoice for specific Co-op executionOn Site Champ Reporting Template Template to facilitate reporting/proof of execution for On Site Champ activityUseful links▪Microsoft Partner Network: https:// o Program membership, products, licensing, training & event information▪Partner Incentives MPN Portal: aka.ms/partnerincentiveso Includes all Partner-facing incentives materials16▪Partner Incentives Experience: https:// o A dashboard providing program information, notifications and support▪Partner Center: https:///en-us/partner/home o Support, Partner Community and Partner Services Site ▪Partner Incentives Experience guide: aka.ms/partnerincentiveso This guide summarizes requirements for participating in Microsoft CSP incentive program(s)17Appendix A: Emerging & Mature Markets Asia PacificEmerging Indonesia Malaysia Philippines Bangladesh Cambodia Myanmar Bhutan Laos NepalSri Lanka Thailand Vietnam Canada MatureAustraliaKoreaNew ZealandBruneiSouth Asia HQSingaporeMatureCanadaFranceGermanyGreater ChinaEmergingChinaIndiaEmergingIndiaJapanLatin AmericaEmergingArgentinaUruguayBrazilChileColombiaBahamas, TheBelizeBermudaCayman IslandsJamaicaTurks and CaicosIslandsBoliviaCosta RicaDominican RepublicEcuadorEl SalvadorGuatemalaHondurasNicaraguaPanamaMatureFranceMatureGermanyMatureHong KongTaiwanMatureJapanMaturePuerto RicoAnguillaAntigua andBarbudaArubaBarbadosCubaDominicaFrench GuianaGrenadaGuadeloupeGuyanaHaitiMartiniqueMontserratNetherlandsAntillesSaint MartinSt MaartensSt. Kitts and NevisSt. LuciaCentral and Eastern EuropeEmerging Kazakhstan Romania Ukraine Albania Armenia Azerbaijan Belarus Bosnia and Herzegovina Bulgaria Kyrgyzstan Mongolia Tajikistan Uzbekistan Georgia Kosovo Latvia Lithuania Mature Czech Republic Greece Hungary Poland Slovakia Croatia Cyprus Estonia Malta Slovenia1819 Macedonia (FYROM) Moldova Montenegro SerbiaTurkmenistan RussiaMiddle East and Africa Emerging Egypt Algeria IraqGaza StripJordanPalestinian AuthorityWest BankLebanon LibyaMoroccoAfghanistanIranSyriaPakistan Tunisia Nigeria South Africa TurkeyAfrica New Markets Gambia Angola GhanaIndian Ocean Islands Kenya Botswana Ethiopia NamibiaRest of East & Southern Africa Zimbabwe Cameroon Ivory Coast SenegalUnited Kingdom Mature United Kingdom United States Mature United StatesMatureKuwait Bahrain Oman Qatar United Arab Emirates Yemen Israel Saudi Arabia Paraguay Venezuela Mexico PeruWestern Europe MatureAustria Belgium Luxembourg Denmark Iceland Finland Ireland ItalyNetherlands Norway Portugal Spain Sweden SwitzerlandSt. Vincent and Grenadines SurinameTrinidad & Tobago Virgin Islands,British。
vmware方案建议书
vmware方案建议书尊敬的客户：您好！感谢您对我们公司的信任与支持。
经过我们专业团队的调研和分析，我们将为您提供一份完整而精确的VMware方案建议书，旨在帮助您更好地优化和管理您的虚拟化环境。
详细内容如下：1. 背景介绍在这一部分，我们将对您当前的IT基础设施进行描述，包括硬件设备、操作系统、网络架构等。
同时，我们会进一步了解您的业务需求和目标，以便更好地设计您的VMware方案。
2. 方案概述在这个章节中，我们将概括性地介绍VMware方案，并明确您想要实现的目标。
我们将解释虚拟化技术的优势和相关的关键概念，以及为什么VMware是您的最佳选择。
3. 硬件规划本章将详细介绍建议的硬件配置，包括服务器、存储设备、网络设备等。
我们将考虑您的业务需求，并推荐适合您的硬件设备，以确保您的VMware环境性能卓越且稳定可靠。
4. 软件部署在这一章节中，我们将详细介绍VMware软件的部署过程。
我们将建议您的VMware版本和相关组件的安装方式，并提供一份详细的部署计划，以确保整个过程的顺利进行。
5. 虚拟机迁移和管理在这个章节中，我们将介绍如何进行虚拟机的迁移和管理。
我们将详细说明迁移的策略和步骤，并提供相关的最佳实践，以确保您的虚拟机在不同的物理机之间实现高效、无缝的迁移。
6. 容灾和备份在这一部分，我们将详细介绍如何实现容灾和备份，以确保您的虚拟化环境具备高可用性和数据保护能力。
我们将建议合适的方案，并提供相关的技术指导，以确保您的数据和应用的安全性和可靠性。
7. 性能监控和调优在这个章节中，我们将介绍如何对您的VMware环境进行性能监控和调优。
我们将建议适当的工具和技术，并提供最佳实践，以确保您的虚拟化环境保持高效运行。
8. 费用和收益分析在这一部分，我们将详细分析您的虚拟化环境的费用和收益。
我们将考虑硬件、软件、培训以及维护等方面的成本，并预测您在部署VMware解决方案后能够获得的收益和ROI。
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VMware 合作伙伴计划和激励首先，让我们先来回顾 VMware 合作伙伴网络中不同解决方案提供商合作伙伴级别的要求。
我们将自下而上讲解此图，首先是 VMware 注册级合作伙伴。
只需注册即可成为 VMware 注册级合作伙伴，具体方法为提交申请并接受合作伙伴协议。
注册之后，您便可以利用门户网站上提供的资源，以及通过特定合作伙伴类别的渠道基础架构所提供的资源提升到专业级别和更高级别。
对于这里显示的合作伙伴层级，其要求可能因合作伙伴位于发达国家/地区或发展中国家/地区而有所不同。
我们先了解发达国家/地区的要求。
VMware 专业级合作伙伴组织中必须具有 1 名 VMware 销售专家和 1 名 VMware 技术销售专家，并且每年支付250 美元的计划费用。
VMware 企业级合作伙伴组织中必须具有 2 名 VMware 认证专家 (VCP)、2 名 VMware 销售专家和 2 名 VMware 技术销售专家。
VMware 企业级合作伙伴组织还必须获得基础架构虚拟化能力认证，并且每年支付 1,500 美元的计划费用。
VMware 核心级合作伙伴组织中必须具有 4 名 VMware 认证专家、4 名 VMware 销售专家和 4 名 VMware 技术销售专家，获得基础架构虚拟化能力认证和其他两项 VMware 解决方案能力认证，并且每年支付 1,500 美元的计划费用。
获得 VSP、VTSP 或 VCP 认证的确有助于有效提高 VMware 现场销售额。
纵观历史，全球合作伙伴平均销售额的情况是：拥有 VSP 的合作伙伴的销售额是没有 VSP 的合作伙伴的 3 倍之多，拥有 VCP 的合作伙伴的销售额是没有VCP 的合作伙伴的 11 倍左右，而拥有 VTSP 的合作伙伴的销售额是没有VTSP的合作伙伴的 7 倍左右。
因此单从利益的角度来看，这对于成功销售是一个显著的优势。
同时，获得这些认证还会带来其他优势。
获得 VTSP 认证的人员可以从技术角度更深入地理解 vSphere 的工作原理，而且还可以更深入地理解新平台提供的一系列解决方案，如桌面虚拟化解决方案、灾难恢复解决方案等，此外还可以深入了解新的云计算体系结构的各种潜在能力。
这些正是客户希望了解的内容，因此务必要在销售周期的各个阶段参加不同的培训。
这些认证只是您培训中的第一步，VMware 希望您根据自己的意愿更深入了解我们的产品和解决方案。
下一步是解决方案领域的能力认证，它们与一些合作伙伴级别相关联，因此我们也将花时间对此进行介绍。
可将解决方案能力认证简单地理解为：面向客户的某个特定解决方案领域的高等学位。
一旦您具备相关条件并参加了相关培训，您就可以在与客户进行面对面交流时运用这种能力，并宣传您在此方面的专业技能。
我们将此过程称为“贴标”，我们会为每种解决方案能力认证提供一种特定的徽标，合作伙伴可将这些徽标添加到他们的主要合作伙伴徽标中。
这是合作伙伴实现差异化的一种方式，此外这还有助于合作伙伴在最能发挥其专业技能或突显其产品优势的解决方案领域树立自己独有的实践经验。
VMware 可提供多种面向客户的解决方案能力认证。
第一种是基础架构虚拟化解决方案能力认证，此认证中包含了其他能力认证中必备的大部分基本知识，因此，合作伙伴只有先获得此能力认证，才能继续获得其他能力认证。
获得基础架构虚拟化解决方案能力认证后，即可按照任意顺序继续获得桌面虚拟化或业务连续性解决方案等能力认证。
请注意，如果您愿意，可以选择参加有导师指导的课程来获得解决方案能力认证。
解决方案跟踪计划可满足给定解决方案领域的要求。
想要获得 VMware 解决方案能力认证的组织需要具有 1 名 VSP、1 名 VTSP 和 1 名 VCP，而且这些人员均需完成必需的培训和测试。
此外，基础架构虚拟化能力认证合作伙伴必须具备 1 个获准的客户案例；其他能力认证则需要具备 1 个获准的客户案例或该解决方案领域的 3 个潜在客户。
如果我们观察这些要求需要付出的资金成本和时间成本，它们可分为以下几部分：对于 VSP，合作伙伴参加可自行控制进度的在线培训时，无需支付额外费用；这也适用于 VTSP。
对于 VCP，合作伙伴需额外参加有导师指导的培训，有些培训可通过在线方式完成，具体取决于组成解决方案的特定产品。
如需参加有导师指导的培训课程，每个解决方案能力认证的费用不会超过 3,000 美元。
VSP 和 VTSP 培训所需的时间约为 1.5 天；VCP 培训所需的时间为 2 到 4 天，具体取决于解决方案。
因此，合作伙伴要获得一项解决方案能力认证，共需投入大约 5 天的培训时间和 3,000 美元的费用。
这些数字表明 VMware 做了大量工作来努力降低获得解决方案能力认证所需的成本，并且简化了相应的培训过程。
我们确实投入很多，这是因为我们希望所有合作伙伴都能够顺利获得解决方案能力认证。
此外，我们还希望培训能够全面深入、重点明确，并能对您的业务起到促进作用，我们认为这些目标已经实现。
当然，大多数合作伙伴都会问到“这些能力认证能帮助我们加快业务发展吗？”，我们有数据可以充分地证明它们会加快您的业务发展。
在支持解决方案领域，具有能力认证的合作伙伴的产品销售额约为没有能力认证的合作伙伴的三倍。
除了可通过高级培训获得收入收益外，VMware 合作伙伴网络计划还对影响收益的能力提供丰厚的奖励。
我们一直致力于通过提供与解决方案能力认证相关的端到端销售、市场营销和产品支持来降低合作伙伴发展新客户的成本。
从左到右依次是合作伙伴获得解决方案能力认证后所能获得的优势：软钱收益，例如，如果我们联合进行桌面虚拟化的需求挖掘行动时，只有获得桌面解决方案能力认证的合作伙伴才能享受到这些好处。
销售机会，如果存在灾难恢复项目方面的销售机会，那么，具备提供业务连续性能力的合作伙伴将首先获得这个机会。
内部和外部推广，如果我们知道您是一个“优先推荐”的合作伙伴，已通过获得能力认证证明自己具备相应的技能，我们会使用包括新的 Partner Locator 在内的多种工具帮助您进行推广。
除了刚刚介绍的来自 VMware 的销售、市场营销和产品支持，获得相应能力认证和订购服务的合作伙伴可以访问制定该解决方案领域虚拟化实践所需的全部资产。
这些解决方案支持工具包 (SET) 可真正实现解决方案的产品化，从而帮助合作伙伴抓住销售机会并提供相应服务。
例如，基础架构虚拟化工具包包括用于 vSphere JumpStart、vSphere Upgrade 的交付指南、工具包和模板，以及如何在 VMware 云计算基础架构中部署 SAP。
获得解决方案能力认证最佳的动力莫过于 VMware 解决方案奖励计划。
此合作伙伴奖励计划旨在提高获得解决方案能力认证的合作伙伴的盈利能力。
激励以季度返点的形式进行奖励，以推动合作伙伴专业技能解决方案领域的产品销售。
合作伙伴申请解决方案奖励激励没有特殊要求，也没有针对此资格的最小订单交易额要求。
合作伙伴获得 VMware 解决方案能力认证资格并通过 Partner Central 同意接受该计划的条款和条件后，即可获得 VMware 按季度发放的解决方案奖励返点。
请注意，解决方案奖励收益可能因合作伙伴类型和所在地区而有所不同。
若要进一步了解解决方案奖励计划的全部条款和条件，请访问 Partner Central 或咨询您的 VMware 合作伙伴业务经理或分销商。
将以上全部优势与收入方面的收益加起来，您会发现投入 5 天和 3,000 美元获得一项解决方案能力认证非常合算。
举例来说，在市场营销支持方面，VMware 提供市场营销工具、一站式研讨会、市场营销开发资金、研讨会和活动支持以及市场营销规划和其他多种支持。
Advantage+ 是 VMware 的机会注册计划，用于激励合作伙伴在 Partner Central 中注册机会并鼓励合作伙伴寻找新的业务机会以及向客户宣传 VMware 的价值。
通过在 Partner Central 中注册最低交易额为 10,000 美元的机会，合作伙伴便可开始获得这些计划好处。
我们可以按照以下方式将此计划分为几个部分：OppReg 适用于获批准的合作伙伴达成的新机会，最多提供 12 个积分Influence 将在某个获批注册项目由其他合作伙伴完成的情况下为注册该项目的合作伙伴提供 6% 的返款。
最后一个是 Safeguard，合作伙伴通过 Safeguard 可注册并保护交易，不受完成该交易的渠道的影响。
所有这些部分都旨在使 VMware 合作伙伴的销售过程尽量获得更多回报、更为透明和简化，并且有助于确保对所有合作伙伴的售前投资提供适当的保护。
如果我们进一步分析 Advantage+ 可带来的收益，就会发现可参与该计划的 VMware 合作伙伴在进行价值销售时最多可获得 12% 的额外激励。
所有机会的最低交易额要求为 10,000 美元，随着合作伙伴在 VMware 培训和解决方案能力认证方面加大投入以提升到 VMware 合作伙伴网络中的企业级和核心级状态，其收益也会提高。
对于适用于 VMware 新机会的 oppreg 而言，如果合作伙伴提供的是价值销售，则企业级合作伙伴最多可获得 10 个积分，核心级合作伙伴最多可获得 12 个积分。
对于适用于由其他合作伙伴达成交易的 Influence 而言，核心级和企业级合作伙伴最多可获得 6 个积分。
此外，合作伙伴还可以注册他们期望作为 OEM 捆绑解决方案一部分实现的机会，享受 Safeguard 提供的机会保护，从而在保护售前投资的同时提供灵活性。
请注意，由于合作伙伴的类型不同，享受的计划收益可能会有所不同，您需要访问 Partner Central 或咨询您的VMware 合作伙伴业务经理或分销商，以熟悉 Advantage+ 计划的全部条款和条件。
这里介绍 Advantage+ 的一些优势以及如何使用该计划。
首先，要想从此计划中受益，需要注册您的机会。
在 Partner Central 的“Opportunity Registration”（机会注册）选项卡上，选择 advantage+。
填写表单并单击“Save”（保存）按钮，然后单击“Submit for Approval”（提交供审批）。
当地的 VMware 销售团队将审核表单并确定机会是否合格。
资格标准包括其他合作伙伴是否已经注册相同的机会；合作伙伴是否参与了该机会的价值销售，如客户演示方案、演示、概念证明或试点；以及机会大小是否超过许可收入中的 10,000 美元阈值。
如果获准，注册将保持 120 天，如机会在销售周期中已推进，则可以在此时间段后重新注册。