VMware-合作伙伴计划和激励

VMware：被重新定义的“合作伙伴”VMware：被重新定义的“合作伙伴”丁海骜“世界正在以一个前所未有的速度发生变化，就像我们每天早晨都要面对一个新世界一样：科技领域层出不穷的创新，一方面通过改变用户的价值实现、价值链来直接冲击他们；另外一方面也通过改变这些企业所面对的客户的期望值和战略，来间接地挑战他们。

”20XX年3月，VMware宣布推出新的合作伙伴计划VMware Partner Connect，以代替执行了10年的VMware Partner Network，王冰峰，VMware大中华区合作伙伴及业务拓展总经理在接受采访时强调：对于VMware来讲，合作伙伴计划的调整，“最主要的核心原因是为了适应用户”，满足其通过应用不断涌现的新技术，实践数字化转型的发展需求。

合作伙伴：从销售到能力传统意义上说，IT公司的所谓“合作伙伴”都可以被简单地理解为销售渠道，其能够为最终企业用户提供的，绝大多数无非是简单的“销售”工作。

然而随着包括人工智能、大数据、区块链、云、物联网……各种新兴技术的不断涌现，以及IT技术本身带给各个行业的“颠覆性整合”效應显现，企业用户对于IT技术的了解程度越来越“专业”，而且也从最初的关注单个IT技术的进步，发展到更关注IT技术整合对企业能力和业务场景的价值。

因此其在数字化转型过程中，不仅需要拥有更容易获得IT产品和服务的渠道，更贴近业务需求的实施部署，而且在应用和系统延展等方面，也需要更多的专业性服务。

从这个角度讲，IT系统提供商“合作伙伴”的定义已经从最初单一的“销售触角”，转化为向终端用户提供全方位服务的介质，从而在IT硬核技术和企业现实业务之间，构建一个足够灵活、适应性强、具有成长性的融合空间，保证IT技术能够真正转化为企业的能力，作用于现实业务——从实现销售到为用户提供能力、价值，这实际上可以被看成是IT系统提供商面向终端企业用户的一次业务模式和服务模式的升级。

v s p5v m a w a r e试题答案(总32页)--本页仅作为文档封面，使用时请直接删除即可----内页可以根据需求调整合适字体及大小--Q:以下哪项是对虚拟机的最佳描述（选择一个正确答案）A:执行虚拟化软件测试程序的物理机。

通过软件实施的计算机，可以像物理机一样执行程序。

一种旨在提供网络故障切换和故障恢复功能的计算机工具。

一种软件计算机，其中封装了物理硬件。

Q:以下哪些是虚拟机的优势（请选择所有适用选项。

）A: ABCD封装性隔离性兼容性独立于硬件Q:作为 VMware 于 1999 年发布的第一款产品，Workstation 率先实现了以下哪些？（请选择所有适用选项。

）A: ACDxx ABCDXX AD实现 x86 计算机的虚拟化。

构建和管理虚拟基础架构。

实现动态资源分配。

在虚拟机中运行 Microsoft Windows。

Q:VMware 之旅的第 2 阶段的优势有哪些？A: ABXXX ABD内部客户能够立即获得所需的资源。

Chargeback 凸显了 IT 在组织中的价值。

网络可靠性增强。

Q:以下关于 VMware 的说法中哪一项是正确的（请选择所有适用选项）。

A: ABVMware 是公认的全球虚拟化领导者。

VMware 研发了 x86 平台上的虚拟化技术。

VMware 在 20 世纪 60 年代研发了大型机虚拟化技术。

VMware 是由 5 位计算机科学家在 20 世纪 80 年代创办的。

Q:以下哪种说法最能准确地描述虚拟基础架构（请选择其中一项）A:物理数据中心中驻留的运行 VMware Workstation 的 x86 计算机。

应用程序可随时随地按需使用的统一资源池。

处于绝对远程位置的物理数据中心的组件。

存在于 IT 基础架构中的所有软件。

Q:在 VMware 之旅中，典型的关键业务应用程序的虚拟化发生在哪个阶段？（请选择一个正确答案）A:第 1 阶段第 2 阶段第 3 阶段VMware 之旅结束时Q:阅读以下说法并选择与其对应的属性：“无需对设备驱动程序、操作系统或应用程序进行任何更改，即可在不同类型的 x86 计算机之间自由移动虚拟机。

66软件和集成电路产业纵横Industry VerticalS OFTWARE A ND I NTEGRATED C IRCUIT本刊记者/曹亚菲VMware坚持在新一代企业云、云原生应用、5G和边缘计算等领域贡献自己的创新技术和解决方案，加速中国企业的数字化转型步伐，为中国的数字化基建添砖加瓦。

2020年新冠肺炎疫情的发生，给众多企业的生存带来了多方面的考验，与此同时，部分数字化企业展现出了强韧活力和生命力，它们在敏捷响应市场的同时，也为应对疫情做出了贡献。

这使得更多企业不得不重新审视数字化转型的必要性和紧迫性，由此产生了大量的数字化转型服务需求。

随着众多企业不断向云转型并开启应用现代化，V M w a re早早察觉到了市场的变化。

作为全球领先的企业软件创新者，VMware长期致力于帮助客户实现混合云和多云环境运维，助力客户提升效率、节省成本并提高合规性。

2020年10月22日-23日，V M w a r e举行了V M w o rl d 2020 C h i n a，以“P o s s i b l e To geth er”为主题，通过云端的方式分享了公司过去一年在技术方面的进展以及对未来技术发展方向的思考。

此外，VMware发布了Project Monterey，重塑混合云架构以支持新应用。

这一技术预览聚焦于提升数据中心、云和边缘架构，从而满足新一代应用不断变化的各种需求，包括AI 、机器学习和5G应用。

胸怀大局 构建多云未来值得注意的是，和一年前发布的P ro j e ct Pacific向广度发展不同，Project Monterey 是向深度发展。

Project Pacific的重点是能够让vSphere在软件层面集成Kubernetes，而Project Monterey则旨在利用SmartNIC技术来打造更加高效的下一代数据中心。

在过去的环境当中，从网络、安全再到存储等工具都是运行在标准化CPU和标准NIC之上的，在这种情况下，有30%的C P U都在处理与应用本身无关的任务。

Microsoft Partner Incentives Cloud Solution Provider (CSP) Indirect Provider Incentive Guide July 1, 2016 – June 30, 2017ContentsIndirect Provider Overview (4)Executive summary (4)Incentives summary (4)Partner eligibility (5)MPN requirements (5)Microsoft Partner Network (MPN) agreement (5)Microsoft agreements and/or authorizations (5)Managed Partner List (5)Cloud Distributor Solution Accelerator (CDSA) eligibility (6)MPN requirements (CDSA) (6)Eligibility monitoring and management (8)Loss of eligibility (8)Enrollment (9)Invitation period (9)Onboarding process (9)Partner Incentives Experience account set-up (10)Program structure & rates (10)Global incentives (10)Local accelerators (10)Co-op (11)Earnings & calculation (12)Eligible revenue rules (12)CDSA eligible revenue (13)Payment (14)Payment cadence (14)Payments details (14)Payment compliance (14)Payment earnings reporting (15)Dispute and resolution (15)2Overpayment (15)Support & Resources (15)Support channels (15)Partner resources (16)Useful links (16)Appendix A: Emerging & Mature Markets (18)3Indirect Provider OverviewExecutive summaryThe Microsoft Cloud Solution Provider (CSP) program is a sales model that allows partners to resell or bundle their own services in addition to Microsoft Cloud Services as a complete solution, and gives customers the payment flexibility with pay-as-you-go billing.The Microsoft CSP Indirect Provider (formerly known as CSP 2-Tier Distributor) incentive program rewards Indirect Providers for driving the activation and enablement of a resale channel and the sale of Online Services.This guide summarizes the requirements to participate in the Microsoft CSP Indirect Provider incentive. It replaces and supersedes all prior Microsoft CSP Incentive guides for Indirect Providers and any related communications.This guide is not applicable for the People’s Republic of China. Plea se reference the CSP Incentive guide for China Indirect Providers.Incentives summaryCSP Indirect Providers are eligible for an incentive of 10% of monthly billed revenue from sales of online services such as Microsoft Office 365, EMS, Windows Intune, CRM Online and Azure. An amount equal to 50% of the global incentive will be made available as a Co-op.All links referenced throughout the guide will be available in the Support and Resources sections.45Partner eligibilityTo be eligible to participate in the CSP Indirect Provider incentive, a partner must meet the following criteria: EligibilityType Eligibility Requirement Examples of Program Specific CriteriaM P NE n r o l l m e n t Enrollment Status Active MPN Membership P a r t n e rS t a t u s &P e r f o r m a n c e Microsoft Agreement Microsoft Cloud Distributor Agreement (Signed and Active) Microsoft Management StatusManaged Partner (on FY17 Managed PartnerList) Figure 1: Eligibility requirements overviewMPN requirementsEligible partner organizations must hold an active MPN membership.Microsoft Partner Network (MPN) agreementPartners must hold an active MPN Agreement. The Master Channel Incentive Agreement (MCIA) is now presented as part of the FY17 MPN Agreement as Exhibit B.Microsoft agreements and/or authorizationsPartners must hold a valid Cloud Distributor Agreement.Managed Partner ListPartners must be include d on Microsoft’s FY17 Managed Partner List (MPL).6Cloud Distributor Solution Accelerator (CDSA) eligibility To be eligible for the CDSA, the following criteria must be met by August 15, 2016. Eligible partners will start earning CDSA incentives beginning September 1, 2016: EligibilityType Eligibility RequirementProgram Specific Criteria M P N E n r o l l m e n tMembership LevelSilver or Gold CompetencySee below (CDSA Eligibility) Competency Status Active EarnedMPN requirements (CDSA)In order to qualify for the CDSA incentive in one or more of the defined workloads, your organization must achieve and maintain the following: Cross-sell/Up-sell Cloud Solution:One individual must pass one of the following Azure Exams and Technical Assessments:▪ Exam 70-532: Developing Microsoft Azure Solutions▪ Exam 70-533: Implementing Microsoft Azure Infrastructure Solutions ▪ Exam 70-534: Architecting Microsoft Azure SolutionsAnd▪ Technical Assessment for Using Microsoft Azure for Datacenter Solutions ▪ Technical Assessment for Using Azure for Data Analytics and Data Platform Solutions▪ Technical Assessment for Using Microsoft Azure for ApplicationDevelopmentOne individual must pass the following exams:▪ Exam 70-346: Managing Office 365 Identities and RequirementsAnd▪ Exam 70-347: Enabling Office 365 ServicesOne individual must pass one of the following Technical Assessments:▪Technical Assessment for Enterprise Mobility Suite OverviewAnd▪Technical Assessment for Mobile Device Management or▪Technical Assessment for Identity & Access ManagementCRM Online:▪Cloud CRM Competency;The relevant exams must be certified to be eligible for the related workload accelerator. Partners will only earn while eligible.Indirect Providers in certain regions will be able to earn the required MPN competency in one subsidiary in order to earn CDSA incentive in all subsidiaries in the regional group.CDSA Region Subsidiaries included in regionLATAM New Markets Tier-1 Subs Costa Rica, Panamá, Ecuador, Guatemala, Dominican Republic, Trinidad, VenezuelaArgentina, Chile, Uruguay Argentina, Chile, UruguayBenelux Netherlands, BelgiumNordics Denmark, Finland, Sweden, Norway Germany/Austria/Switzerland Germany, Austria, SwitzerlandBalkans Slovenia, Croatia, Serbia, Bosnia, Macedonia Baltics Latvia, Lithuania and EstoniaNEPA and Egypt Algeria, Egypt, Iraq, Jordan, Lebanon, Libya, Morocco, NEPA New Markets (Afghanistan, Iran, Syria), Pakistan and TunisiaSouth East Asia (SEA) New Markets Bangladesh, Brunei, SEA Multi Country (Bhutan, Laos, Nepal), Sri Lanka (Sri Lanka, Maldives)WECA and Nigeria Africa New Markets, Angola, Ghana, IndianOcean Islands, Kenya, Nigeria, RESA and WCA. See detailed list of included countries for the above Bolded subsidiaries below.7Africa New Markets Benin, Burundi, Central African Republic, Chad, Congo, Equatorial Guinea, Eritrea, The Gambia, Guinea, Guinea-Bissau, Liberia, Malawi, Niger, Sao Tome and Principe, Sierra Leone, Somalia, South Sudan, St Helena, Ascension, Tristan da Cunha, Sudan, TogoIndian Ocean Islands Comoros, Djibouti, French Polynesia, Madagascar, Mauritius, Mayotte, New Caledonia, Reunion, SeychellesRESA - Rest of East & South Africa Botswana, Ethiopia, Namibia, Rwanda, Tanzania, Uganda, Zambia, ZimbabweWCA – West and Central Africa Burkina Faso, Cabo Verde, Cameroon, Cote d’Ivoire, Gabon, Mali, SenegalEligibility monitoring and managementPartner eligibility requirements for this Microsoft CSP Indirect Provider incentive must be met before partners are invited to the incentive platform. Partners must meet these criteria and onboard to the Partner Incentives Experience platform (PIEX)1 before Microsoft can approve and release incentive payments. If a partner becomes eligible during the earning period, eligible revenue will be included from the start of the earning period. The Payment section of this guide includes a comprehensive set of conditions required for payment approval and release. Cloud Distributor Solution Accelerator (CDSA) incentive eligibility varies depending on whether the subsidiary in which the partner operates is classified as a “Mature Market” or “Emerging Market.” The market classification of each Microsoft subsidiary is provided in Appendix A of this guide.Loss of eligibilityPartners must be eligible in order to be onboarded onto the Partner Incentives Experience platform. Microsoft will check incentive eligibility 30 calendar days prior to the end of the earnings period and will notify partnersif they have lost eligibility. This is the only notification partners will receive. Partners must ensure they are eligible at all times during the program period.1 Web based Microsoft tool used for viewing of incentive earnings and activity.8Reconsideration for resolution of Loss of Incentive EligibilityAt the end of the earnings period, partners who have not becomecompliant will forfeit their incentive earnings for the whole semester.Partners meeting eligibility requirements after the H1 earnings period has ended will only be considered for the H2 earning period. EnrollmentInvitation periodPartners who meet all eligibility requirements will be invited to the Partner Incentives Experience platform at the beginning of the Microsoft fiscal year and then monthly for new Partners.Eligible partners will receive an invitation to log into the Partner Incentives Experience platform. Invitations are non-transferrable and the Partner Administrator is defined as the primary contact provided on Partner Center during the CSP program onboarding process. Each partner must be successfully enrolled in Partner Incentives Experience prior to the end of the program period in order to receive incentive payments.Onboarding processPartners must meet all eligibility criteria and complete the enrollment process by program (even if active in PIEX for another incentive) to become active in the Partner Incentives Experience platform. This is a critical step for partners to gain visibility to incentive calculation and receive payment information.Microsoft will invite partners per eligible MPN HQ or Location ID to participate in the CSP Indirect Provider incentive by means of an email with a company domain (for example: @). Onboarding must be completed for each invitation.Partners who onboarded onto the Partner Incentives Experience platform in a previous fiscal year do not need to re-onboard onto PIEX but must continue to meet eligibility requirements in order to earn and be paid incentives for the current fiscal year.9Partner Incentives Experience account set-upVisit aka.ms/partnerincentives to review the Partner Incentives Experience Guide for details on entering information such as bank and tax details and MPN ID partners are transacting under.Program structure & ratesThis incentive includes global, local, and Co-op components. Global incentivesIncentive RateCore 4% of monthly billed revenue with a 50/50 split between Rebate and Co-opAccelerator 6% of monthly billed revenue with a 50/50 split between Rebate and Co-opCloud Distributor Solution Accelerator (CDSA) 10% of monthly billed revenue with a 50/50 split between Rebate and Co-opLocal acceleratorsIn addition to the global incentive outlined above, Microsoft subsidiaries have the option to offer additional local accelerators. These local accelerators may augment levers within the global incentive, or may reward partner engagement toward the specific local market need. Not all local accelerators are available in each subsidiary. Participation in a local accelerator is subject to the terms and conditions set forth by the local subsidiary and provided to Partners.Local accelerator terms will be sent to partners by the Regional Operations Centers (ROCs) in each subsidiary for accelerators available in that subsidiary. Incentives from local accelerators will be paid as 100% Rebate (no Co-op). See the following option:Cloud Revenue AcceleratorRewards partners with an incremental incentive of billed revenue from sales of eligible Online Services. This accelerator is paid in addition to the incentive earnings for qualified sales and will be paid out as Rebate.10Co-opPartners participating in the CSP Indirect Provider incentive will earn 50% of the global incentive as Co-op. This allows partners to perform specific marketing, demand generation, and readiness activities in accordance with the Partner Incentives Co-op Guidebook.The global incentives are split between Rebate and Co-op as follows:Incentive Rebate Co-opCore 50% 50%Accelerator 50% 50%CDSA 50% 50%Co-op funds must be claimed during the usage period that follows the earnings period. Co-op funds not used during the usage period will be forfeited after the end of the period.Earning and usage periodsThe incentive funds for Indirect Providers are earned and paid out as follows:FY16 Earning Period 2 Jan | Feb | Mar | Apr | May | Jun FY17 Earning Period 1Jul | Aug | Sep | Oct | Nov | DecFY17 Earning Period 2Jan | Feb | Mar | Apr | May | JunEarning Earn 2 Earn 1Usage Usage/Claim 2 Usage/Claim 1 “Earning Period” is the 6 months during which Partners earn Rebates and Co-op. “Usage Period” refers to the 6 months that immediately follow the “Earning" period. Partners perform co-op activities and submit claims during the Usage Period. There is a 45-day grace period after the end of the Usage Period for Partners to complete their claim submissions. If funds are not claimed by the conclusion of the grace period, they will be forfeited and retired with no possibility of reinstatement.The Co-op Guidebook on the Partner Incentives MPN Portal is the primary source to provide the mechanics, requirements and executional logistics for all eligible Co-op activities.11Earnings & calculationEligible revenue rulesEligible revenue is determined by Microsoft’s internal sales tools as invoiced sales of qualifying products during the earning period.CSP Indirect Providers must provide a valid HQ or Location MPN ID of the Indirect Reseller to whom they have sold Microsoft Online Services in order for that revenue to qualify for this incentive. The reseller ID cannot be controlled or part of the Indirect Provider’s internal organization.The following restrictions apply:▪Revenue from subscriptions of Exchange Lite and other adjustments such as Internal Use Rights or Trial seats is excluded.▪Not all Microsoft Online Services are available in all markets. New services and offers may be rolled out in new markets and current services andoffers may be discontinued. As these service changes occur, customerconsumption of Microsoft Online Services will also change, resulting indifferent incentive earnings for partners.12CDSA eligible revenueWorkload definitions and minimum requirements to earn incentives for each workload are described below.Minimum requirements for Emerging Markets are lower than Mature Markets. Emerging and Mature Markets are listed in Appendix A.Solution MPN Compe tency(Silver or Gold)Eligibility for MatureMarketsEligibility for EmergingMarketsO365 Up-sell See MPNRequirements (CDSA)section above fordetailsAny customer with $750 inexisting CSP O365 revenue(excluding BusinessPremium, E3, E5) and addsminimum of one of thefollowing during the 6-month program period:▪$300 of O365 BusinessPremium (~5 seats) or▪$500 of O365 E3 (~5seats)▪$900 of O365 E5 (~5seats)Any customer with $500 inexisting CSP O365 revenue(excluding BusinessPremium, E3, E5) and addsminimum of one of thefollowing during the 6-month program period:▪$200 of O365 BusinessPremium (~3 seats) or▪$300 of O365 E3 (~3seats)▪$600 of O365 E5 (~3seats)EMS Cross-sell See MPNRequirements (CDSA)section above fordetailsAny customer with $750 inCSP O365 SKUs consistingof Business Premium, E3, E5and adds minimum of oneof the following during the6-month program period:▪$200 of EMS (~5 seats)Any customer with $500 inCSP O365 SKUs consistingof Business Premium, E3, E5and adds minimum of oneof the following during the6-month program period:▪$150 of EMS (~5 seats)Azure Consumption See MPNRequirements (CDSA)section above fordetails▪Any customer with apurchase of $100 ofPowerBI▪Any customer with $500or more of net newAzure Revenue▪Any customer with apurchase of $100 ofPowerBI▪Any customer with $500or more of new AzureRevenueCRM See CRM Onlinesection under MPNrequirements (CDSA)section above fordetails$1,200 of CRMOL (5 seats ofprofessional)$700 of CRMOL (3 seats ofprofessional)13PaymentPartners can only receive payments after completing enrollment to the Partner Incentives Experience platform and continuing to meet incentive eligibility requirements at the time of payment calculation.Payment cadencePayment will be disbursed to the partner along the following schedule:Type How Often Expect payment withinRebate 2 payments perprogram year▪45 days after the end of the earningperiod (Earning period 1: July 2016 –December 2016; Earning period 2:January 2017 – June 2017)▪Payment will be in the form of creditmemo or wire transferCo-op Monthly ▪By the end of the month for claimsapproved by 15th of that monthMinimum payment threshold▪If the incentive earnings are below the minimum threshold of $200 USD, those earnings will be carried over to H2 and the partner will not receivepayment.▪Incentive earnings under $200 USD at the end of the program period will be forfeited.Payments detailsFor a detailed summary of payment details visit the Partner Incentive Experience Guide at aka.ms/partnerincentives.Payment compliancePayment compliance means that 100% of all Microsoft invoices billed to the partner must be paid by the due date during each month of the earnings period. If this obligation is not met, the partner will not receive payments for incentives earned for the month(s) of non-compliance.14Payment earnings reportingPartners can view their earnings, co-op information, and payment activities via the Partner Incentives Experience platform. Data is updated on a daily basis. Click here to view payment information on the Partner Incentives Experience platform for CSP Indirect Providers.Click here to view earnings information on the Partner Incentives Experience platform for CSP Indirect Providers.Dispute and resolutionIf partners find a discrepancy with their incentive payouts, they can follow the below:▪Earning disputes can be disputed for up to 30 days after the earning period ends.▪Payment disputes can be disputed for up to 30 days after payment date. All disputes must be submitted in writing to Microsoft within the above time frames to the respective alias in the Support and Resource section below. OverpaymentIn the event of an overpayment, Microsoft will proceed with the recovery of an overpayment in accordance with the Microsoft Channel Incentive Agreement (MCIA).Microsoft will generally attempt to recover overpayment by offsetting against future incentive payments earned. If for any reason such approach cannot be executed (e.g. partner is no longer participating in an incentive), Microsoft reserves the right to invoice partner for the overpaid amount directly. Support & ResourcesUseful resources for all incentives can be found on the Microsoft Partner Network at aka.ms/partnerincentives (partner authentication required).Support channelsSupport for the partner incentive program is available in the support hub of the Partner Incentives Experience by clicking ‘Support’ in the header. The support hub 15provides a centralized location for all channel incentives and Partner Incentives Experience queries.Additional incentive program support is available by contacting the appropriate alias below for your region:▪North America: *******************▪Latin America: **********************▪Asia Pacific including Greater China: *********************▪Japan: *******************▪Europe Middle East & Africa (EMEA): ********************* Partner resourcesAll of the resources below are available through the Microsoft Partner Network. Program Assets DescriptionIncentive Guide Guide containing CSP Indirect Provider incentive overview, including product rate, and eligibility guidelinesPartner Incentives Experience Guide Guide providing instructions on how partners can view incentive earnings, make claims and submit proof, do payment reconciliations and manage users, all from one single secure Partner Incentives Experience portal.Co-op Guidebook Guide providing partner incentive details regarding eligible Co-op activities and requirements for claimTemplates DescriptionCSR Template Template to submit proof of execution requirement for Co-op claims. To be used in place of, or in addition to, an invoice for specific Co-op executionOn Site Champ Reporting Template Template to facilitate reporting/proof of execution for On Site Champ activityUseful links▪Microsoft Partner Network: https:// o Program membership, products, licensing, training & event information▪Partner Incentives MPN Portal: aka.ms/partnerincentiveso Includes all Partner-facing incentives materials16▪Partner Incentives Experience: https:// o A dashboard providing program information, notifications and support▪Partner Center: https:///en-us/partner/home o Support, Partner Community and Partner Services Site ▪Partner Incentives Experience guide: aka.ms/partnerincentiveso This guide summarizes requirements for participating in Microsoft CSP incentive program(s)17Appendix A: Emerging & Mature Markets Asia PacificEmerging Indonesia Malaysia Philippines Bangladesh Cambodia Myanmar Bhutan Laos NepalSri Lanka Thailand Vietnam Canada MatureAustraliaKoreaNew ZealandBruneiSouth Asia HQSingaporeMatureCanadaFranceGermanyGreater ChinaEmergingChinaIndiaEmergingIndiaJapanLatin AmericaEmergingArgentinaUruguayBrazilChileColombiaBahamas, TheBelizeBermudaCayman IslandsJamaicaTurks and CaicosIslandsBoliviaCosta RicaDominican RepublicEcuadorEl SalvadorGuatemalaHondurasNicaraguaPanamaMatureFranceMatureGermanyMatureHong KongTaiwanMatureJapanMaturePuerto RicoAnguillaAntigua andBarbudaArubaBarbadosCubaDominicaFrench GuianaGrenadaGuadeloupeGuyanaHaitiMartiniqueMontserratNetherlandsAntillesSaint MartinSt MaartensSt. Kitts and NevisSt. LuciaCentral and Eastern EuropeEmerging Kazakhstan Romania Ukraine Albania Armenia Azerbaijan Belarus Bosnia and Herzegovina Bulgaria Kyrgyzstan Mongolia Tajikistan Uzbekistan Georgia Kosovo Latvia Lithuania Mature Czech Republic Greece Hungary Poland Slovakia Croatia Cyprus Estonia Malta Slovenia1819 Macedonia (FYROM) Moldova Montenegro SerbiaTurkmenistan RussiaMiddle East and Africa Emerging Egypt Algeria IraqGaza StripJordanPalestinian AuthorityWest BankLebanon LibyaMoroccoAfghanistanIranSyriaPakistan Tunisia Nigeria South Africa TurkeyAfrica New Markets Gambia Angola GhanaIndian Ocean Islands Kenya Botswana Ethiopia NamibiaRest of East & Southern Africa Zimbabwe Cameroon Ivory Coast SenegalUnited Kingdom Mature United Kingdom United States Mature United StatesMatureKuwait Bahrain Oman Qatar United Arab Emirates Yemen Israel Saudi Arabia Paraguay Venezuela Mexico PeruWestern Europe MatureAustria Belgium Luxembourg Denmark Iceland Finland Ireland ItalyNetherlands Norway Portugal Spain Sweden SwitzerlandSt. Vincent and Grenadines SurinameTrinidad & Tobago Virgin Islands,British。

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同时，我们会进一步了解您的业务需求和目标，以便更好地设计您的VMware方案。

2. 方案概述在这个章节中，我们将概括性地介绍VMware方案，并明确您想要实现的目标。

我们将解释虚拟化技术的优势和相关的关键概念，以及为什么VMware是您的最佳选择。

3. 硬件规划本章将详细介绍建议的硬件配置，包括服务器、存储设备、网络设备等。

我们将考虑您的业务需求，并推荐适合您的硬件设备，以确保您的VMware环境性能卓越且稳定可靠。

4. 软件部署在这一章节中，我们将详细介绍VMware软件的部署过程。

我们将建议您的VMware版本和相关组件的安装方式，并提供一份详细的部署计划，以确保整个过程的顺利进行。

5. 虚拟机迁移和管理在这个章节中，我们将介绍如何进行虚拟机的迁移和管理。

我们将详细说明迁移的策略和步骤，并提供相关的最佳实践，以确保您的虚拟机在不同的物理机之间实现高效、无缝的迁移。

6. 容灾和备份在这一部分，我们将详细介绍如何实现容灾和备份，以确保您的虚拟化环境具备高可用性和数据保护能力。

我们将建议合适的方案，并提供相关的技术指导，以确保您的数据和应用的安全性和可靠性。

7. 性能监控和调优在这个章节中，我们将介绍如何对您的VMware环境进行性能监控和调优。

我们将建议适当的工具和技术，并提供最佳实践，以确保您的虚拟化环境保持高效运行。

8. 费用和收益分析在这一部分，我们将详细分析您的虚拟化环境的费用和收益。

我们将考虑硬件、软件、培训以及维护等方面的成本，并预测您在部署VMware解决方案后能够获得的收益和ROI。

以下哪项是对虚拟机的最佳描述？（选择一个正确答案）A:执行虚拟化软件测试程序的物理机。

通过软件实施的计算机，可以像物理机一样执行程序。

一种旨在提供网络故障切换和故障恢复功能的计算机工具。

一种软件计算机，其中封装了物理硬件。

Q:以下哪些是虚拟机的优势？（请选择所有适用选项。

）A: ABCD封装性隔离性兼容性独立于硬件Q:作为VMware 于1999 年发布的第一款产品，Workstation 1.0 率先实现了以下哪些？（请选择所有适用选项。

）A: ACDxx ABCDXX AD实现x86 计算机的虚拟化。

构建和管理虚拟基础架构。

实现动态资源分配。

在虚拟机中运行Microsoft Windows。

Q:VMware 之旅的第2 阶段的优势有哪些？A: ABXXX ABD内部客户能够立即获得所需的资源。

应用程序的安全性和可靠性显著增强。

Chargeback 凸显了IT 在组织中的价值。

网络可靠性增强。

以下关于VMware 的说法中哪一项是正确的？（请选择所有适用选项）。

A: ABVMware 是公认的全球虚拟化领导者。

VMware 研发了x86 平台上的虚拟化技术。

VMware 在20 世纪60 年代研发了大型机虚拟化技术。

VMware 是由5 位计算机科学家在20 世纪80 年代创办的。

Q:以下哪种说法最能准确地描述虚拟基础架构？（请选择其中一项）A:物理数据中心中驻留的运行VMware Workstation 的x86 计算机。

应用程序可随时随地按需使用的统一资源池。

处于绝对远程位置的物理数据中心的组件。

存在于IT 基础架构中的所有软件。

Q:在VMware 之旅中，典型的关键业务应用程序的虚拟化发生在哪个阶段？（请选择一个正确答案）A:第 1 阶段第 2 阶段第 3 阶段VMware 之旅结束时Q:阅读以下说法并选择与其对应的属性：“无需对设备驱动程序、操作系统或应用程序进行任何更改，即可在不同类型的x86 计算机之间自由移动虚拟机。

VMware 如何支持渠道合作伙伴在介绍VMware 与合作伙伴共同遵守的行为准则之前，大家需要了解一点，培育合作伙伴体系已经成为VMware 核心文化和经营理念的一部分。

我们是一家以渠道为主导的企业。

在全球范围内，我们平均86% 的收入都是通过渠道实现的，帮助渠道合作伙伴取得成功一直都是我们市场营销战略的关键组成部分。

同时，渠道合作伙伴都在非常积极地寻求VMware 许可证销售机会，因为我们的技术是IT 业界最炙手可热的技术之一，我们年复一年、季复一季持续、强劲的许可证销售收入即可证明这一点。

下面，让我们了解一些重要数字，这些数字凸显了VMware 渠道合作伙伴的收入机会，以及有多少合作伙伴参与取得能力认证以有效地销售VMware 解决方案。

VMware 2009 年收入大约为20 亿美元，其中86% 的收入来自于渠道。

我们取得了190,000 名客户的信任，合作伙伴可以看到我们的技术已为各种各样的组织所接受。

合作伙伴看到了这一机会，纷纷成为我们的增值代理商，根据最近的统计，解决方案提供商超过25,000 个。

在这些合作伙伴组织的人员中，很大一部分人更进一步地接受了培训，以便销售VMware 解决方案及交付解决方案支持服务。

适用于一般销售人员的VSP、适用于销售工程师的VTSP 以及VCP 数量均持续增加，使新认证的合作伙伴数量每年以数万级别增长。

此处显示了当前的认证数量。

合作伙伴也知道，销售机会并不仅限于VMware 软件许可证的销售收入。

对我们的合作伙伴来说，目前为止，在虚拟化为他们带来的机会中，更为重要的部分在于销售过程中配售的各种产品和服务。

VMware 许可证销售收入中的每一美元都会引起客户在支持服务、网络连接、存储、安全产品以及软件和专业服务等方面产生大量消费。

如果对所有合作伙伴的收入加以平均，可看出在VMware 销售机会中，许可证收入每增加一美元，将带来超过10 美元的其他收入。

以下哪项是对虚拟机的最佳描述？（选择一个正确答案）A:执行虚拟化软件测试程序的物理机。

通过软件实施的计算机，可以像物理机一样执行程序。

一种旨在提供网络故障切换和故障恢复功能的计算机工具。

一种软件计算机，其中封装了物理硬件。

Q:以下哪些是虚拟机的优势？（请选择所有适用选项。

）A: ABCD封装性隔离性兼容性独立于硬件Q:作为VMware 于1999 年发布的第一款产品，Workstation 1.0 率先实现了以下哪些？（请选择所有适用选项。

）A: ACDxx ABCDXX AD实现x86 计算机的虚拟化。

构建和管理虚拟基础架构。

实现动态资源分配。

在虚拟机中运行Microsoft Windows。

Q:VMware 之旅的第2 阶段的优势有哪些？A: ABXXX ABD部客户能够立即获得所需的资源。

应用程序的安全性和可靠性显著增强。

Chargeback 凸显了IT 在组织中的价值。

网络可靠性增强。

以下关于VMware 的说法中哪一项是正确的？（请选择所有适用选项）。

A: ABVMware 是公认的全球虚拟化领导者。

VMware 研发了x86 平台上的虚拟化技术。

VMware 在20 世纪60 年代研发了大型机虚拟化技术。

VMware 是由5 位计算机科学家在20 世纪80 年代创办的。

Q:以下哪种说法最能准确地描述虚拟基础架构？（请选择其中一项）A:物理数据中心中驻留的运行VMware Workstation 的x86 计算机。

应用程序可随时随地按需使用的统一资源池。

处于绝对远程位置的物理数据中心的组件。

存在于IT 基础架构中的所有软件。

Q:在VMware 之旅中，典型的关键业务应用程序的虚拟化发生在哪个阶段？（请选择一个正确答案）A:第1 阶段第2 阶段第3 阶段VMware 之旅结束时Q:阅读以下说法并选择与其对应的属性：“无需对设备驱动程序、操作系统或应用程序进行任何更改，即可在不同类型的x86 计算机之间自由移动虚拟机。

Multi-Factor Authentication User GuideIMPORTANT DISCLAIMER 1)The VMware partner login page is the following link. Correct URL :URL:https:///partnerconnect/PC_Login?ec=302&startU RL=%2Fpartnerconnect%2Fs%2F)2)For any reason if the screen for login is showing as below (Carpathia URL), please trythe following steps. Incorrect URL :(https:///Carpathia/login?ec=302&inst=2H&startURL=% 2FCarpathia%2Fidentity%2Ftwofactor%2FaddTwoFactorOnly.apexp ):a)Clear Cache and try opening the login URL in an incognito window. i.e. STEP 1URLb)Try opening a different browser from the current used browser.c)If both the above options do not work, please re-try after an hour.d)Please do no request for password reset if the below screen is coming up.Resetting the password will not helpUsing SFDC Authenticator If you are currently logged into the Partner Connect Portal, please go ahead and logout prior to setting up Multi-Factor AuthenticationStep 1: Login to the Partner Portal using your username and passwordAfter logging in, you will be shown a page with instructions on how to download the Salesforce authenticator application.Note - If you choose to use a different third-party authenticator application click on “Choose Another Verification Method” on the b ottom of the screen. More information can be found here.**If you are trying to allow multiple users to login to one Partner Portal account using the same username and password, please click here for the browser method.Step 2: Download the Salesforce application on the mobile deviceStep 3: Open the authenticator and click on Add an AccountA two-phrase code will be shown on the mobile appNOTE: If you are using a group username and password and you are the first to setup MFA, you will be the default approver for all logins using the group username and password. Please see the browser option below for group logins.Step 4: Type the code in the browser and click on connectThere will be a push notification which will be sent to the Mobile Device. The browser will look as belowStep 5: Click on Connect to bind the device with the account.After the connection has been made, you will see a confirmation on the mobile application If for some reason you receive a login error message, please clear your cache and try again. If the problem persists, try using an incognito window to login instead. If problems continue to exist, please reach out to *************************Browser will show the success messageOnce this is done, you will be logged into the community.After Initial Setup:On a re-login, there will a push notification which is sent to your mobile device.You can either approve or deny the request from the deviceOn approval, you are logged into the communityUsing a Different Mobile Authenticator ApplicationIf you choose to use a different third-party mobile authenticator application other than Salesforce – please see below.Step 1: Click on “Choose Another Verification Method”Step 2: Select the option “Use v erification codes from an authenticator app”NOTE: If you are using a group username and password and you are the first to setup MFA, you will be the default approver for all logins using the same group username and password. Please see the browser option below.Step 3: Scan the generated QR code within the authenticator application and typein the one-time password that is generated. Click connect.If for some reason you receive a login error message, please clear your cache and try again. If the problem persists, try using an incognito window to login instead. If problems continue to exist, please reach out to *************************You will then be logged into the Partner Portal.After Initial Setup:On a re-login, all you will need to do is open the third-party application that you chose to setup Multi-Factor Authentication with and enter in the 6-digit totp code that is shown.After clicking “Verify”, you will then be logged into the Partner Portal.Using A Web Browser Application (totp.app)If multiple users are sharing one Partner Connect Portal account (not recommended), you do not have a corporate issued mobile device to download an application to, or you are not allowed to bring a corporate device onsite with a customer – please use this method Step 1: Click on “Choose Another Verification Method”Step 2: Click on “Use verification codes from an authenticator app”Step 3: Click on “I Can’t Scan the QR Code”device for this method):Step 4: On a separate browser window, head over to “totp.app”Step 5: Click on the “Add” button on the top left of your screenStep 6: Enter in the Unique Key that was displayed on your Partner Portal page, then click “Add”Your Partner Portal account will now be connected to the totp.app website.A temporary one-time password (totp) will be displayed on the top left of your screen.Step 7: Please enter in this passcode on your Partner Portal window and click connect.You will then be logged into the Partner Portal:After Initial Setup:On a re-login, all you will need to do is enter in the totp that is generated on totp.app.Step 1: Login to your Partner Portal accountStep 2: Head over to totp.app and copy the totp that is displayedStep 3: Enter the totp into your Partner Port al and click “Verify”You will then be logged into the Partner Portal:If you are sharing a Partner Portal account, please share the Unique Key with other users and they will be able to enter in the same key on their browser on the totp.app website. They will be able to login to the Partner Portal using their browser once they have the unique key. NOTE: This is not a recommended method. Be careful who you share the key with as your account contains sensitive data.To find the Unique Key once again, please go back to the totp.app website.Click on the 3 lines displayed with your current totp:Click “Show secret”:Your Unique Key will then be displayed. Please share this key with any users who also need to login to the Partner Portal account:FAQQ. Who should I contact if I am having problems logging into the Partner Portal using Multi-Factor Authentication (MFA)?A: Please reach out to ************************* if there are any issues logging in.Q. Will all users need to use MFA when logging in?A: Yes. If you are currently a partner that has an account in the Partner Portal, you will need to use MFA when logging in.Q. Do I need to enter a phrase every time I login using SFDC Authenticator?A: You will only need to enter in a phrase on your first login using the SFDC Authenticator. After your initial setup, you will only need to approve or deny the login request on your mobile device.Q. What is the purpose of MFA?A: Using MFA adds a second layer of protection for your sensitive data. The first being your username and password when logging into the Partner Portal, the second being a third-party authenticator app. We want to be sure sensitive data stays secure and is only visible to those who have access to view it.Q. Does the mobile device I have matter when using the authenticator?A: Authenticators will work on both iPhone and Android devices. If you do not have a device that fits these parameters, please use our browser option.Q. Do I need to use a specific authenticator when logging into the Partner Portal?A: Salesforce Multi-Factor Authentication (MFA), Google MFA, and Microsoft MFA are our recommended mobile authenticators to use when using a mobile application. If you are using the browser option, please use totp.app.Q: If I am using a group username and password to access the partner portal, how does this impact me?A: If you have multiple users leveraging the same username and password to access the portal, you will need to either designate one user to approve all attempted logins through their mobile device OR use the browser option (totp.app) to allow group logins. If for some reason that user leaves the company, changes their mobile device, loses their device, or you lose the unique key to your account when using the browser option - reach out to************************* for a MFA reset.Q: What should I do if I receive a login error message when trying to connect my authentication application with my partner account?A: If for some reason you receive a login error message, please clear your cache, and try again. If the problem persists, try using an incognito window to login instead. If problems continue to exist, please reach out to *************************。

VMware为中国伙伴量身定制魔方计划在“国产化”及云计算等新技术潮流冲击下，近年来国外厂商中国区业务经历了各种变数。

而今，随着新一轮热点需求来袭，巨头们的中国区策略越来越向本地化倾斜。

VMware新近推出的“魔方计划—合作伙伴训练营”活动，以极其难得的“中国独立模式”而大范围推广。

魔方计划以合作伙伴训练营的形式在厦门、太原、成都、天津、乌鲁木齐、武汉和哈尔滨7座城市展开。

该活动目标在于，通过一系列专业培训，VMware身体力行地帮助本土合作伙伴增强新业务能力；挖掘二三级城市市场潜力；拓展行业领域；优化合作流程；辅以新激励政策以驱动伙伴探索创新领域。

所谓魔方计划，集合不同领域的行业及渠道伙伴优势，结盟不同层面的厂商进行技术互补，从而构建立体而有规律的多元合作及服务网络阵营。

有人说，VMware的潜力其实还没有在中国市场被完全激发出来。

眼下，VMware在中国区遭遇诸多难题，随着郭尊华以及其他新班底的陆续加入而倍受期待。

国内虚拟化市场普及率相对较低，软件定义一切潮流兴起，使得虚拟化从服务器向存储及网络及至整个数据中心、云等等领域扩展。

作为拥有从计算层到云、移动及桌面端全面虚拟化技术厂商，VMware自称在“跨云”时代，他们从产品、解决方案到服务等一系列“大招”未曾得以释放。

“抓合作广结盟”—郭尊华上台即展现出极其“OPEN”的姿态。

虽然身处东家EMC被DELL收购过程中的这盘大局中，独立运作的VMware在郭的带领下，近来在中国区频繁而高调地与DELL、EMC、华云数据、IBM（Softlarye）、曙光等等一系列公司互动及合作。

由郭所主导的魔方计划焦点在于VMware大中华区的发展方向。

“互联网+及数字化转型已深入二三级以下城市；为了满足足诸多企业用户创新需求，我们必须要求合作伙伴共同加入这股潮流中，使他们在与VMware共同发展的同时拓展更大增长空间。

”VMware大中华区的总裁郭尊华说。

为了强化与不同层面的合作伙伴及各区域城市的渠道合作伙伴的全面合作，VMware首先将大中华区的渠道团队从销售团队中独立出来，专注于构建新型的紧密渠道生态体系；二是结合伙伴技术优势，共同推出针对大型行业客户需求虚拟及云相关的解决方案。

vmware管理制度范文VMware管理制度范文第一章总则第一条为规范和管理VMware的运营和管理流程，提升团队效率和员工满意度，制定本管理制度。

第二条 VMware管理制度的适用范围包括：公司所有员工、管理者以及相关合作伙伴。

第三条 VMware的管理目标是建立一个有序、高效、公正和透明的工作环境，促进员工的发展和公司的长期发展。

第四条所有员工和管理者都应遵守本管理制度，不得违反公司的规章制度和法律法规。

第五条 VMware保留对管理制度的进行修订和解释的权利，修订和解释后的管理制度自发布之日起生效。

第二章人事管理第六条 VMware将根据公司的发展需要，制定合理的人事计划和流程，进行招聘、培训、晋升和离职管理。

第七条招聘程序应公平、公正、公开，择优录用，遵循招聘程序规定和原则。

第八条新员工加入公司后，将进行入职培训和岗位培训，以提高员工的专业技能和工作能力。

第九条 VMware将根据员工的绩效和能力，进行晋升和薪酬调整。

晋升和薪酬调整应当公正、公平、透明，并遵循公司的政策和程序。

第十条员工离职应提前通知公司，并按照约定的期限办理离职手续。

离职员工应将公司的机密信息交还，并签署有关保密协议。

第三章绩效管理第十一条 VMware将建立绩效考核制度，对员工的工作绩效进行定期评估和考核。

绩效考核对于员工的晋升、薪酬调整和福利待遇具有重要意义。

第十二条绩效考核应公正、公平、客观，评估标准和流程应合理、科学、系统。

员工可以对绩效考核结果提出异议，并有权要求复议。

第十三条绩效考核结果应及时反馈给员工，对于业绩优秀的员工给予表扬和奖励，对于业绩不佳的员工提出改进意见，并制定改进计划。

第四章奖惩管理第十四条 VMware将建立奖惩制度，对员工的表现给予适当的奖励。

奖励可以是物质奖励（例如奖金、旅游等），也可以是精神奖励（例如表扬信、荣誉称号等）。

第十五条对于违反公司规章制度的员工，将给予相应的处罚。

处罚程度将根据违规行为的严重程度和员工的过错程度进行评估。

VMWare为开拓云服务市场的策略分析概述云计算正在成为当今科技行业的热点话题。

作为全球领先的虚拟化技术提供商，VMWare正积极开拓云服务市场。

本文将对VMWare的云服务策略进行分析，重点关注其定位、竞争优势、产品组合和合作伙伴关系等方面，以评估其在云服务市场的潜在前景。

定位在开拓云服务市场中，VMWare定位于为企业和机构提供全面的云解决方案。

VMWare通过其核心产品vSphere虚拟化平台，为企业提供高效、弹性和安全的云计算环境。

竞争优势VMWare在云服务市场上具有几个明显的竞争优势。

首先，VMWare是虚拟化技术领域的领先者，其vSphere平台广泛应用于各种企业规模的数据中心。

这使得VMWare在云服务市场上具有强大的技术实力和声誉。

其次，VMWare从与众多硬件供应商的合作中获得了广泛的支持，使得其解决方案具有高度的兼容性和可扩展性。

此外，VMWare积极推动开源技术的发展，如OpenStack项目，以拓宽其解决方案的范围和灵活性。

产品组合VMWare在云服务市场上提供多个产品，满足不同用户的需求。

首先，vSphere是其核心产品，为用户提供了先进的虚拟化和管理功能，可构建高效、可扩展的私有云环境。

其次，VMWare提供了vCloud Suite，该套件集成了一系列的产品，包括vSphere、vRealize、NSX等，为用户提供了全面的云管理和安全功能。

此外，VMWare还推出了vCloud Air产品，用于提供弹性的公有云服务，帮助用户快速上云并实现企业级的安全和性能要求。

合作伙伴关系VMWare充分认识到在云服务市场中合作伙伴的重要性。

为了扩大其解决方案的影响力，VMWare积极与硬件供应商、软件开发商和服务提供商建立合作伙伴关系。

与硬件供应商的合作使得VMWare的解决方案具有更广泛的兼容性和可扩展性。

与软件开发商的合作则使得VMWare能够整合各种应用程序，使其在云环境中具备高效运行的能力。

VM工作计划
时间安排：
1. 第一周：
- 进行项目需求调研
- 与团队成员讨论并确定项目目标和范围 - 编写项目计划书和可行性分析报告
- 与相关部门协调资源需要
2. 第二周：
- 设计虚拟机架构和网络拓扑
- 确定虚拟机配置和性能需求
- 安装和配置虚拟化管理软件
- 创建虚拟机模板
3. 第三周：
- 根据需求创建虚拟机实例
- 安装和配置操作系统及相关软件
- 部署应用程序和服务
- 进行基础设施和安全性测试
4. 第四周：
- 测试虚拟机的性能和稳定性
- 进行系统优化和调整
- 编写相关文档和操作手册
- 与团队成员一起完成项目验收
注意事项：
- 每周安排统计和进度跟踪会议
- 随时与相关部门沟通和协调资源需求- 及时记录和解决项目中的问题和风险- 保持团队间的有效沟通和协作。