Server Virtualization Incentive Program

Transcription

1 Formerly Server Virtualization Incentive Program, VMware Only Program Overview: F5 and VMware VMware, a market leader in virtualization, provides a rich suite of advanced virtualization solutions, from client to application and server. VMware s advanced capabilities in areas such as View, vsphere, and Site Recovery Manager enable organizations to accomplish previously difficult IT operations with greater ease. As strategic Technology Alliance Partners, VMware and F5 work together to maximize the value of any virtualization initiatives to reduce costs, improve flexibility, and increase performance. The partnership between VMware and F5 provides solutions that ensure the network can support virtualization efforts and maximize the benefits of those efforts. F5 UNITY Partners targeting VMware opportunities need to develop a comprehensive solution set to sell F5 solutions that support a VMware environment. To promote the sale of F5 products into VMware environments, F5 has created the Server Virtualization Incentive Program for the channel. This program rewards F5 UNITY Partners for selling into either existing or new VMware environments when they meet these requirements: The opportunity must be registered. The opportunity must be a net new F5 customer. The opportunity must be new to F5 and qualify for the Partner Value Discount (PVD). The F5 UNITY Partner must be selling F5 into either a new or existing VMware deployment, with F5 specifically supporting VMware. The F5 UNITY Partner must provide proof that the opportunity is supporting a VMware environment via the F5 Deal Registration form. How to Apply for the Server Virtualization Incentive To be considered for the Server Virtualization Incentive, the opportunity must be a new incremental, partner- initiated found opportunity and must be registered. Registrations for the Server Virtualization Incentive discount will not be approved after an existing deal registration has already been submitted they must be submitted at the same time. To register for the Server Virtualization Incentive discount: 1. On the F5 Deal Registration form, select the Server Virtualization Incentive. 2. You must completely fill out the VMware section of the F5 Deal Registration form. Please note that incomplete registrations will not be approved. It is the F5 UNITY Partner s responsibility to provide all the necessary information in order to be considered for approval. 3. An F5 account manager will verify the information for the deal registration along with the Server Virtualization Incentive and will then either approve or disapprove the request. It is possible to receive approval for the F5 Partner Value Discount request but not the Server Virtualization Incentive request. These programs are not mutually inclusive. The new Server Virtualization Incentive will only apply to new opportunities with new F5 customers found by the F5 UNITY Partner. All existing opportunities already registered or opportunities found by F5 will not be eligible for this additional discount.

2 Pricing and Incentive If the Server Virtualization Incentive request is approved, the F5 UNITY Partner will receive an additional 5% front-end margin. This is in addition to the Deal Registration Program and can be added to Partner Value Discount (PVD). This is NOT in the form of a rebate or backend pricing structure. This is an additional front-end discount that the partner can use in this opportunity. Process Flow Once a Server Virtualization Incentive is approved, the Authorized F5 Distributor will be notified to grant the additional 5% discount to the F5 UNITY Partner. The partner will only get this pricing from the Authorized F5 Distributor they registered the deal with. If you have questions, please contact your F5 Channel Account Manager (CAM). Proof Required by Partner To qualify for the Server Virtualization Incentive, the F5 UNITY Partner must provide the following data during the F5 deal registration process: The VMware ORAN# for new VMware opportunities. For existing VMware environments, answer the following: How many servers are being virtualized? Is this project for (a) server virtualization, (b) desktop virtualization, or (c) data center virtualization? What is/are the application(s) being virtualized? What VMware products have been or are being sold (ESX, vcenter, DRS, SRM, View, other)? Gray Area and Escalations: All escalations and concerns should be communicated to your local F5 CAM, who will in turn escalate the issue through F5 management for resolution. Public Disclosure of Programs F5 considers all channel programs including PVD and the Server Virtualization Incentive to be confidential. They cannot be released to any outside party, including customers, purchasing agents, or other partners. If an F5 UNITY Partner releases information about an F5 channel program (including channel pricing, terms of deal registration, or other confidential information), it is grounds for deal registration or partner termination.

3 FAQ 1. Why did F5 extend the Server Virtualization Incentive program? Answer: This is an area where F5 can help F5 UNITY Partners target new markets. Selling load balancing solutions is acceptable, but F5 UNITY Partners can really help the customer by being more familiar with and selling into true application delivery solutions. VMware is a perfect environment for this kind of initiative and F5 wants to create a compelling program that compensates our partners for learning more about Application Delivery Networking and, in turn, selling more sophisticated solutions. 2. How does a partner apply for the Server Virtualization Incentive? Answer: If a F5 UNITY Partner is selling F5 products into a VMware environment (either existing or new), the partner must apply for the incentive via the F5 deal registration process. Partners cannot apply for the incentive after a deal registration has already been processed it must be done at the time of the deal registration. To apply, the partner must fill out the Server Virtualization Incentive section of the Deal Registration form requesting the additional front-end margin. The partner MUST provide the following information as part of the request: The VMware ORAN# for new VMware opportunities. For existing VMware environments, answer the following: How many servers are being virtualized? Is this project for (a) server virtualization, (b) desktop virtualization, or (c) data center virtualization? What is/are the application(s) being virtualized? What VMware products have been or are being sold (ESX, vcenter, DRS, SRM, View, other)? 3. What is the additional front-end margin I receive if approved? Answer: If approved, the F5 UNITY Partner will receive an additional 5% front-end discount. 4. Can I apply for transactions that have already been registered? Answer: No. The Server Virtualization Incentive Program can only be applied to new opportunities that the F5 UNITY Partner had identified and registered. This program cannot be applied to previously existing opportunities. 5. Can I receive both the VMware Incentive and the Partner Value Discount (PVD)? Answer: Yes, these programs are inclusive and can be stacked. In most situations, the requirements for the Server Virtualization Incentive are the same as PVD requirements.

4 6. Can I receive both the Server Virtualization Incentive and the VDI Incentive on the same deal? Answer: No, these programs are exclusive and not stackable. 7. What if I disagree with the decision to not give me PVD? Answer: With the Server Virtualization Incentive program, the rules are open and as clear as possible. Because of this, there shouldn t be a lot of confusion on the awarding of the Server Virtualization Incentive. If you believe you should be awarded the Server Virtualization Incentive but the F5 account manager has denied your request, we ask that you take all escalations to your F5 CAM, and he or she will begin the process of escalation. F5 takes all issues very seriously, and we will be as fair as possible. But remember, the rules are very clear and you must provide enough supporting documentation for our account teams to validate that F5 is indeed being sold into a VMware environment. 8. What happens if the initial opportunity was targeted into a VMware environment, but the customer decides against it and purchases it for something else not VMware-related? Answer: The onus is on the F5 UNITY Partner to make absolutely sure that the F5 equipment is sold and being deployed in support of a VMware environment. If the customer changes his or her mind during the sales process and moves the equipment outside of a VMware environment, the partner will lose the incentive and F5 will cancel the Non-Standard Pricing (NSP). 9. How do I receive the new pricing if my Server Virtualization Incentive request is approved? Answer: Once the VMware deal registration is approved, F5 will automatically send a notice to an Authorized F5 Distributor to add the additional front-end points. You will receive the new pricing from your Authorized F5 Distributor. 10. What happens to my deal registration if the Server Virtualization Incentive is denied? Answer: The deal registration and the Server Virtualization Incentive will be approved separately. If your deal registration is denied, your Server Virtualization Incentive request will be too. It is possible to receive approval for your deal registration but be denied for your Server Virtualization Incentive based on the account teams validation process that ensures F5 products are actually being sold in support of a VMware environment. 12. Does F5 have a close relationship with VMware and also have compelling technical solutions that enhance a VMware deployment? Answer: Yes. Selling F5 products into a VMware environment provides significant benefits for the customer. To learn more about this partnership and download solution briefs, deployment guides, and white papers, go to Can I disclose this program to my customers and other vendors? Answer: No. As with all F5 channel programs, this is a confidential program and any release of information about pricing, programs, or strategies violates the F5 reseller agreement. Programs should NOT be revealed to anybody outside of F5 and F5 channel partners.

5 14. What has changed since the original VMware program launch? Answer: We no longer require an NSP Request. Now once the VMware deal registration is approved, the Authorized F5 Distributor will automatically be notified to add the additional frontend points. This will expedite the process by 3 5 business days. Another difference is that the additional discount will only qualify for net new F5 customers. They can have an existing VMware environment, but they must be new F5 customers. Finally, the program used to be named the VMware AND Incentive, but has now been changed to the Server Virtualization Incentive. F5 Networks, Inc. 401 Elliott Avenue West, Seattle, WA F5 Networks, Inc. Corporate Headquarters info@f5.com F5 Networks Asia-Pacific apacinfo@f5.com F5 Networks Ltd. Europe/Middle-East/Africa emeainfo@f5.com F5 Networks Japan K.K. f5j-info@f5.com 2012 F5 Networks, Inc. All rights reserved. F5, F5 Networks, the F5 logo, and IT agility. Your way., are trademarks of F5 Networks, Inc. in the U.S. and in certain other countries. Other F5 trademarks are identified at f5.com. Any other products, services, or company names referenced herein may be trademarks of their respective owners with no endorsement or affiliation, express or implied, claimed by F5. CS