PARTNERS
This type of partner sells software "on the box"
OEM
This is the type of distribution channel VMware uses
Two-Tier
This is what a partner submits when they are positioning VMware with a client
Deal Registration
This is the number one reason VMware leverages the channel
Scale
This type of partner is consultative
Solution Provider
This distributor sets themselves apart
Carahsoft
VMware may bring one of these to the table for the partner
Hardware drag OR services OR future renewals OR introduction into a new line of business
This is the path of a PO
Customer to Reseller to Distributor to VMW
These are the largest resellers and they are robust in size, scale, and selling staff
Corporate Resellers
Often times, the distributor will only see this from resellers when asked to prepare a quote
SKUs
This statement is _____: partners do not have as much competition as VMware
False
This party sets the price
Distributor
A services partner offers this
Hosted services, managed services
This is the primary role a distributor plays
Fulfillment
This is one thing that matters to a partner sales rep
Profit margins OR stickiness OR customer loyalty OR annuity revenue OR competitive differentiation OR new LOB sales
CDW, Dell, SHI
This is a partner indicator of skill and investment and VMware
Solution Competency
These are the distributors authorized to sell VMware in the US
Arrow, Carahsoft, Ingram Micro, Tech Data
Margins are higher on this for partners when selling VMware
net-new business and upgrades
This is the primary benefit of being part of the Partner Connect program
Financial incentives for selling VMware