Partners interested in working with Oracle’s software license and hardware business may select the License & Hardware Track. Each track provides targeted Enablers for partners to grow their skills and succeed in building, implementing or selling Oracle products plus cloud services. Along with access to program Enablers, partners within each track may qualify to Expertise.
Unique features
- Completing Oracle’s PartnerNetwork Education Training earns its partners additional discounts on their certifications and access to all paid conferences and events
- As a member of the Oracle PartnerNetwork, you are eligible to order cloud services for test, development, and demonstration purposes- for example – you may download an unlimited number of development and demonstration licenses for any 1-Click Ordering Program
VMWare
VMware Partner Connect is a single program designed to provide paths to profitability – whether partners want to resell software or services, manage or host services, or provide value-added services to their customers.
Initially launched in 2009, VMWare’s flagship Partner Network had a siloed and complex engagement framework. Long story short, partners had to sign various agreements to enroll, the engagement process was fairly complex, and it got too unwieldy for partners to get enough value out of it. VMWare revamped its Partner Network in 2020 to drive simplicity in a single program, making the previous one obsolete.
For their new Partner Network program, VMware has significantly simplified the enrollment process. Partners only need to sign one agreement with the vendor instead of signing separate contracts for each partner-type. They can also pursue individual competencies across hybrid cloud areas, which incorporates data center visualization, digital workspace, application modernization, and security.
Their USP is that channel partners have access to the full spectrum of VMWare’s portfolio even if they can drive only one market segment. The entire idea is to allow them the mobility to differentiate rather than limit based on past successes. Partners can choose what they want to do based on their client goals, business models and investment strategy.
Program structure
VMware Partner Connect offers three tiers to its channel partners:
- Partner
- Advanced Partner
- Principal Partner
The Partner and Advanced Partner tiers are for partners that engage with customers at the traditional resale, transnational customer relationship level. Principal Partners must obtain Master Services Competencies and demonstrate the ability to build and deliver services on the VMware stack.
The program is designed in such a way that Principal Partners develop the highest level of capabilities that VMWare has to offer. The program also ensures that if channel partners want to attain far better rebates, incentives, and co-selling opportunities, they have to attain VMWare Master Service Competencies.
Incentives that VMWare uses to drive their channel incentive programs
- A role-based partner portal that delivers relevant product and industry content depending on whether you are a reseller, retailer, or a distributor
- Deal registration benefits for your leads and clients starting out with VMWare
- Advanced partners get access to Market Development Funds, front end margins, and back end rebates
- Principal partners get access to co-selling field sales engagement opportunities and educational co-investment dollars
Unique features
- VMWare’s channel incentive program banks on partners who have achieved Master Service Competencies. They provide incentives in the form of joint business planning and co-selling opportunities.
- VMWare has four specific partner competencies where it promotes partner learning. With this, partners increase their vertical-specific expertise to better service customers, and these competencies validate that expertise.
Caterpillar
Caterpillar, a Fortune 100 corporation and the world’s largest construction equipment manufacturer is built on a global network of dealers. Unlike the big-tech players that we’ve mentioned above, the approach that Caterpillar takes is much more targeted – and fits its niche better.
The dealer network of Caterpillar (CAT) fosters deep relationships in their local communities. Very early on, CAT correctly understood its customers as the hero of its brand story. By fostering vital relationships with its dealers, it engaged them as equal partners in mentoring those heroes to success.
CAT realized that attention to distribution and product support was a crucial component that was often overlooked by their competitors. The average CAT dealer profile looks like this – they are:
- Knowledgeable sales representatives
- Factory-trained and certified service technicians
- Regular preventative maintenance services through its dealers
- Customer support agreements
Take a peek at this. We looked up stores near Houston – and right off the bat, there are 50 dealers here.