Channel Jeopardy

PARTNERS

100

This type of partner sells software "on the box"

OEM

200

This type of partner is consultative

Solution Provider

300

These are the largest resellers and they are robust in size, scale, and selling staff

Corporate Resellers

400

A services partner offers this

Hosted services, managed services

500

This is a partner indicator of skill and investment and VMware

Solution Competency

DISTRIBUTORS

100

This is the type of distribution channel VMware uses

Two-Tier

200

This distributor sets themselves apart

Carahsoft

300

Often times, the distributor will only see this from resellers when asked to prepare a quote

SKUs

400

This is the primary role a distributor plays

Fulfillment 

500

These are the distributors authorized to sell VMware in the US

Arrow, Carahsoft, Ingram Micro, Tech Data

PARTNER ECONOMICS

100

This is what a partner submits when they are positioning VMware with a client

Deal Registration

200

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

300

This statement is _____: partners do not have as much competition as VMware

False

400

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

500

Margins are higher on this for partners when selling VMware

net-new business and upgrades

CHANNEL MUST-KNOWS

100

This is the number one reason VMware leverages the channel

Scale

200

This is the path of a PO 

Customer to Reseller to Distributor to VMW

300

This party sets the price

Distributor

400

This is who we are talking about when we say "the big 3"

CDW, Dell, SHI

500

This is the primary benefit of being part of the Partner Connect program

Financial incentives for selling VMware