Channel Marker

Feb 9 2011   2:05PM GMT

VMware launches Sales Rewards Club at Partner Exchange

badarrow Barbara Darrow Profile: badarrow

By Colin Steele, Senior Site Editor

ORLANDO — VMware partners have some new rewards to strive for.

The company announced some channel incentives today at the Partner Exchange conference. The biggest is the VMware Sales Rewards Club, which awards points to individuals for the sales they make and for their training activities. They can then turn in those points for prizes, gift cards and travel.

There are also changes coming to the quarterly rebate program. Partners’ renewal business never counted towards this program before, but it will starting in April.

VMware is not offering incentives for selling its services IP, as some partners had hoped. In a pre-show interview, VMware channel chief Doug Smith told me, “We tend to find that partners want to develop their own IP. Our focus has been more on IP transfer to partners.”

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