Do not miss your chance to participate in the profitable Hybrid Cloud business... Mario Euker BDM, Service Providers, CEMEA

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1 Do not miss your chance to participate in the profitable Hybrid Cloud business... Mario Euker BDM, Service Providers, CEMEA 2009 VMware Inc. All rights reserved

2 Cloud Computing - who owns the customer? Telecoms SPs ISPs Vendors MSPs / Hosting companies Resellers Distributors 2

3 Go to market... VMware Distributor Aggregator Direct OEM Reseller 100% Service Provider (Whitelabeling) ecosystem Endcustomer 3

4 VMware is the Customer Proven Market Leader Company Overview > $3.77 revenue Over $4 billion in cash and equivalents 30%+ operating margins ~12,000 employees worldwide 5th largest infrastructure software company in the world Proven in the Trenches 400,000+ VMware customers 100% of Fortune % of Fortune Global % of Fortune % of Fortune Global 500 4

5 VMware is the Service Provider-Proven Market Leader Overview 213 % growth in 11 YoY Revenues 149% growth in 11 YoY Agreements 100 % growth in 11 YoY Registrations Deployments in 157 countries Proven in the Trenches Service Provider partners 4 out of 5 of Public Cloud IaaS Gartner Magic Quadrant Service Providers 75% of ALL named Service Providers in the Gartner report 5

6 Gartner View Four of the five leaders in the Magic Quadrant offer an IaaS based on VMware technology There are two primary ecosystems developing in the world: VMware and Amazon. Other possibilities, like Microsoft and OpenStack, are completely secondary to these two Lydia Leong, Gartner, April

7 Journey to the Cloud Cost Quality & Agility IT-als-Service MOST CUSTOMERS % Virtualsierungsgrad Platinum Gold Phase 1 Server Konsolidierung Einsparung von Beschaffungskosten Phase 2 Unternehmenskritische Applikationen Standardisierung von Diensten Start der Private Cloud Phase 3 Automatisierung von Betrieb und Management Nutzung von Cloud Services Modernisierung von Applikationen 7

8 Incremental Business by the VMware Hybrid Cloud Strategy VMware- Certified Service Provider Over Endcustomer World wide Over VSPP-Partner World wide only 190+ certified 8

9 Hybrid-Cloud-Computing for your Company App. App. vcloud Datacenter VMware vcloud Datacenter Service shared Platform shared Management shared Security Cloud-Infrastructur Private Cloud VMware = Hybrid-Cloud for your Security Company Management vcloud- Servic Provider Cloud-Infrastructur Cloud Computing means, the main focus in on business benefits not only on technology 9 Confidential

10 Incremental Business by the VMware Hybrid Cloud Strategy VMware- Certified Service Provider approx VMware Endcustomer in Germany Enterprise, Midsize, SMB 3 vcloud DataCenter (global Partner) 28 vcloud Powered Partner (regional Partner) 10

11 VMware Customer Research 56% of VMware s virtualisation customers are ready to engage now! Notes: Approximately 56% of VMware s virtualization customers are ready to engage NOW! Research Size: 247 companies (questioned during 2012) 11 11

12 More Clouds In More Countries Global and Consistent Service 169% Growth 190+ vclouds 29 Countries 196 Cities 12

13 End of 2012 CEMEA 45 vcloud Powered Partner No vcloud Powered Partner in BALTICS! 13

14 VMware vcloud Technology Badges and Branded Services Technology Badges Co-Branded Services VMware Virtualized vcloud Powered vcloud Express vcloud Datacenter VMware vsphere- based x x x x VMware Cloud Director- based x x x Offers vcloud API & OVF VM file upload/download x x x VMware archirecture / design x x SoDware developer target x Enterprise IT target x Simple, low touch sign- up x Contracted, higher touch sign- up x Enterprise auditable security infra x Enterprise access and authenkcakon x High volume transackonal markekng x Lower volume relakonship markekng x 14

15 2013 EMEA vcloud Strategy CRAWL Q2/Q3 12 WALK Q3/Q4 12 RUN H1 13 and beyond Build out vcloud communications, assets, identify key SP offerings, become part VMware sales, target initial hybrid engagements KEY MILESTONES / DELIVERABLES Increased vcloud as a Product transformation, Improved mainstream integration and pipeline growth Developed vcloud ecosystem and brand, full mainstream business strategic planning vforum events vcloud references/use-cases vcloud Marketplace Develop/deliver public Cloud collateral Hybrid cloud workshops Tests drive campaigns EMEA sales team & Opp mgt VMworld events Roll out vcloud campaign Indirect vcloud channel partners vcloud hybrid jumpstart vcloud business easy toolbox Develop Vmware eco-system 15

16 16 vcloud Powered Services from your trusted Service Provider

17 Hybrid Cloud: Solving the IT Manager Dilemma Enterprise Hybrid Cloud Internal Cloud Public Cloud Control Has full control over environment Secure Inside own datacenter, known security, predictable performance Wants Agility Needs Control Agility Respond quickly to the demands Cost Transparent and controllable costs Leverage ExisKng investments in technology, people and process Hybrid Cloud ElasAcity Scalable Capacity Enterprise Hybrid cloud offer the best of both worlds 17 Confidential

18 Portability of vcloud The Datacenter Cloud The External Cloud VMware vcloud Offerings vsphere 18 Confidential

19 Extend The Private Cloud to the External Cloud The Datacenter Cloud The External Cloud Hybrid Cloud vsphere Seamless Trust, Control, Reliability, Security Flexibility, Efficiency, Scalability 19 Confidential

20 20 vcloud.vmware.com

21 Bringing it all together the Public Face of vcloud 21

22 2 Teams 2 Strategies 1 Goal LEAD in the Cloud-era Selling Cloud Services Monetize public cloud Leverage customer base Revenue & KPI Goals Public Cloud portfolio only Gather data to enable quota retirement (5x) Enabling Cloud Providers Sell-to / through / with CSPs Leveraged partner model VSPP / Non-VSPP growth Grow vcloud Marketplace Grow VMware footprint Blue Team Colin Thompson Chris DeVere Nicolas Gaudilliere Stephane Broquere TBH CEMEA (Broquere ad interim) Red Team Graham Crich Herve Basso + Team Bart Schneider + Team Rainer Staehle + Team Get paid for selling vcloud Services!! 22

23 The VMware Cloud Sales Team SP sales team [Red team] vcloud service providers Cloud Sales overlay team [Blue team] End User Reporting Usage Meter VMware s 400,000 customers VMware general sales force 5x comission 23

24 24 Find your Cloud

25 VMware Based Service Provider Offerings vcloud Powered VMware compatible cloud service Service runs on vsphere and vcloud Director Provides OVF image import and export Provides full vcloud API Many more in process vcloud Datacenter Enterprise IT focused cloud service Globally consistent, VMware certified Pay-per-use and resource pool based service tiers VMware Virtualized For VM hosting Service runs on VMware vsphere VSPP Partners 25

26 Questions 26

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