VMware Service Provider Program

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1 VMware Service Provider Program VSPP Q1/Q WORLD HOSTING DAYS 2014 Mario Euker vcloud Service Provider Manager Central & Eastern EMEA 2014 VMware Inc. All rights reserved.

2 CEMEA VSPP Team - our goal Best Team in the market Rainer Stähle Mario Euker Manager, Service Providers, CEMEA Responsible for VSPP in CEMEA Looking for Premier, Major and vcloud Partners / mobil: vcloud Service Provider Manager, CEMEA Responsible for Professional & Enterprise Level Service Providers & Aggregators / mobil: Jürgen Wohseng Service Provider Specialist, CEMEA Responsible for technical questions, enablement and project & licensing consulting / mobil:

3 Presentation Agenda 1 VSPP Overview 2 VSPP Products 3 VSPP Marketing 4 VSPP Requirements & Benefits 5 VMware Cloud Credits CONFIDENTIAL 3

4 VSPP Overview

5 VMware Hybrid Cloud Superior hybrid cloud solutions offer optimum interoperability, extensibility, improved security and application portability Customer choice delivered through: vcloud Hybrid Service IaaS from VMware managed both onsite v and offsite the same way with a single call for any required support AND/OR vcloud Service Providers IaaS and managed services delivered v by 250+ VSPP Partners supporting all compliance and vertical market requirements

6 What is VSPP? VSPP is the VMware Service Provider Program which was created to meet the specific needs of Service Provider environments VSPP benefits include: Receive an amendment to the VMware product EULA to allow for hosting Use VMware software on a monthly subscription basis Low start up costs for minimal upfront capital investment 12-month fixed price contract Get Production Level support included with contract Enjoy larger discounts with an increased minimum commitment Deliver vcloud Powered and vcloud Datacenter services and become part of the largest public cloud ecosystems in the world CONFIDENTIAL 6

7 VMware Licensing Clarification Uses permissible for VMware products under perpetual and VSPP licensing Are you providing any form of 3rd party access or operation on behalf of a 3rd party? Are you providing 3 rd party access to your own internally developed applications? Are you providing licenses dedicated to one specific 3rd party which cannot be used for any other 3rd party? Yes No No Multi-tenant Cloud/ VSPP You are a candidate for VSPP. Contact your Aggregator to enroll. Yes Yes No Traditional Virtualization Use existing perpetual license models Currently permitted via EULA Software as a Service (SaaS) Use existing perpetual license models Currently permitted via EULA Outsourcing Use existing perpetual license models Permitted through VMware outsourcing/hosting programs by members of those programs only Note: With prior written approval from the VSPP Program Office, the ISV offering SaaS may be allowed to use VSPP to deliver their service directly to third party customers. This flow chart is for informational purposes only. Please consult with a VMware representative for verification of the appropriate licensing model for specific scenarios..

8 VMware Service Provider Partners

9 VMware is the Proven Service Provider Market Leader VSPP Momentum 73% of the Cloud IaaS Gartner Magic Quadrant Service Providers are VSPP Partners 38% partner growth in % business growth in 2013 Deployments in 95 countries

10 VMware Based Service Provider Offerings Largest Global Ecosystem of Public Cloud Service Providers over 250 Partners Worldwide vcloud Powered VMware compatible cloud service Service runs on vsphere and vcloud Director Allows for bi-directional transport of workloads between customer private clouds and Service Providers' public clouds Exposes the vcloud API for self service IT vcloud Datacenter vcloud Powered services offering specific service types of consistent quality, availability and composition Basic, Committed, Guaranteed, Dedicated and Virtual Private Cloud service types 99.9% minimum availability Private catalog(s)

11 vcloud Datacenter Globally Consistent Service Netherlands United Kingdom Denmark San Jose Chicago Plano Newark Beltsville Luxembourg Germany Singapore China Japan Dallas Chantilly Florence, KY Indianapolis Malaysia Hong Kong Brazil Australia

12 Benefits of Offering vcloud Powered and Datacenter Services Accelerate time to market Use the industry leading, robust virtualization platform as the foundation of your public cloud Differentiate your cloud service Leverage the key cloud characteristics of scalability, elasticity and security inherent to vcloud Director so that you can focus on differentiating your offerings Grow your customer base VMware-based services are compatible with existing VMware environments at over 500,000s customer worldwide, enabling users with application and vcloud API portability Service listing on vcloudproviders.vmware.com Ensure customers will find you when looking for a public cloud provider CONFIDENTIAL 12

13 VSPP Products

14 Current VSPP Product Portfolio Data Center and Cloud Infrastructure VMware vcloud Service Provider Bundle - Premier Plus Edition VMware vcloud Service Provider Bundle Premier Edition VMware vcloud Service Provider Bundle Standard Edition Infrastructure & Operations Management vcloud Networking and Security Advanced vcenter Site Recovery Manager vcenter Server Heartbeat VMware vsphere Data Protection Advanced* IT Business Management* Cisco Nexus 1000V vcenter Operations Management Suite Standard Edition* vcenter Operations Management Suite Advanced Edition* vcenter Operations Management Suite Enterprise Edition vcenter Operations Adapter for Network Devices vcenter Operations Adapter for 3 rd Party Data Sources VMware vcloud Automation Center Advanced * VMware vcloud Automation Center Enterprise* Application Platform & Management vfabric Data Director vfabric Hyperic Desktop & End User Products Horizon View Standard View Foundation Horizon Workspace Horizon DaaS Bundle VDI Edition* Horizon DaaS Bundle RDSH Edition* Horizon Mirage ThinApp Client * Launching in VSPP in Feb. 2014

15 Current VSPP Products & Point Values Datacenter and Cloud Infrastructure Product/ Bundle Points / Month Metric vcloud Service Provider Bundle Premier Plus 10 1 GB Reserved RAM (based on monthly usage) vcloud Service Provider Bundle Premier 7 1 GB Reserved RAM (based on monthly usage) vcloud Service Provider Bundle Standard 5 1 GB Reserved RAM (based on monthly usage)

16 Current VSPP Products & Point Values Infrastructure and Operations Management Product/ Bundle Points / Month Metric VMware vcenter Operations Adapter for Network Devices 2 Network Device VMware vcenter Operations Adapter for 3 rd Party Data Sources 5 Physical Stem vcenter Operations Management Suite Standard Edition * 2.5 Virtual Machine or OSI vcenter Operations Management Suite Advanced Edition * 6 Virtual Machine or OSI vcenter Operations Management Suite Enterprise Edition * 12 Virtual Machine or OSI vcloud Automation Center Advanced * 7 Virtual Machine or OSI vcloud Automation Center Enterprise (includes App Dir.) * 14 Virtual Machine or OSI vcenter Log Insight * 4.5 Virtual Machine or OSI IT Business Management Foundation Various Per User vsphere Data Protection Advanced * 6 Protected Virtual Machine VMware vcenter Site Recovery Manager 24 Protected Virtual Machine VMware vcenter Server Heartbeat 486 Protected vcenter Server Cisco Nexus 1000V 34 CPU * Launching in VSPP in Feb. 2014

17 Current VSPP Products & Point Values Application & Platform Management Product/ Bundle Points / Month Metric VMware vfabric Hyperic 15 Machine VMware vfabric Data Director 80 2 vcpus

18 Current VSPP Products & Point Values Desktop & End-User Computing Product/ Bundle Points / Month Metric Horizon View Standard (View Premier) 12 Concurrent Connection Horizon View Foundation (View Enterprise) 7 Concurrent Connection Horizon Mirage 7 Named User Horizon Workspace 7 Named User ThinApp Client 2 ThinApp Client Horizon DaaS Bundle VDI Edition * 16 Total Allocated Quota Horizon DaaS Bundle RDSH Edition * 13 Total Allocated Quota * Launching in VSPP in Feb. 2014

19 VMware Service Provider Bundles VMware vcloud Service Provider Bundle Standard Edition VMware vcloud Service Provider Bundle Premier Edition VMware vcloud Service Provider Bundle Premier Plus Edition Management and Automation VMware vcenter Operations Manager 5.6 (Inc. Chargeback and vcenter X Configuration Manager and Hyperic) vcloud Connector Advanced X X VMware vcenter ChargeBack Manager X X VMware vcenter Server X X X Cloud Management vcloud Director X X X VMware vcloud Network and Security Advanced X X Virtualization Platform Distributed Switch X Included Included VMware vsphere Enterprise X VMware vsphere Enterprise Plus X X Technical Support VMware Production Level Support X X X Price per GB reserved vram / month 5 points 7 points 10 points

20 VSPP Product Launch Roadmap Q1 (PEX) Q2 (Early May) Q3 (VMworld US ) Q4 (Mid Nov) SDDC vcac 6.0 vcops 5.x Log Insight x ITBM x vdpa Log Insight 2.0 vcac 6.1 vcops 6.0 vsom (packaging only) vsan x SRM x vdpa x vsphere 5.x vcenter 5.x NSX (?) EUC DaaS (VDI & RDSH) vcops for View View 6.0 (?) vcac for View (?) Horizon Suite (?) Hybrid Cloud vcd-sp (North star) 2 vcd-sp (3 rd party UI) Other UM 3.3 (March) UM x Major product release for VSPP. New SKU/BOM, pricing, enablement and push fulfillment required Minor product release/update for VSPP. No SKU/BOM or pricing update; no push fulfillment; may not need enablement 1. VSPP Products released once per quarter. If products are released post-vspp launch, they will be released the following quarter 2. North star P0/P1 in-process and not finalized CONFIDENTIAL 20

21 Service Provider Marketing

22 vcloudproviders.vmware.com Promoting vcloud partner community Customer can locate partner by: Cloud Credits Redemption Compliance Certifications Country (City coming in Q1) VMware technologies Vertical Market Focus Map search (coming in Q1)

23 vcloudproviders Upcoming Enhancements H Map display Responsive design (smart phone, tablet support) Capture contact information Gated assets (lead capture)

24 vcloudproviders Partner Portal Promotions Home page visibility on marquis sites including: Fox News Forbes Weather.com YouTube Many more! CONFIDENTIAL 24

25 Paid Search Campaign Promoting awareness for vcloudproviders.vmware.com Launched August 26, 2013 Results through EOY: Over 6M ad impressions 160,754 site visits 976 total partner test drives 2:30 average time on site Continuing promotion in 2014 Updating site to include: Responsive design (support for mobile devices) Lead capture via gated assets CONFIDENTIAL 25

26 Social Media VMwareSP Twitter Followers: 4,250 (+881 new during year) VMware SP Facebook Fans: 3,309 (+669 new during year) 30 Service Provider vcloud blog posts during 2013 received 250,129 page views CONFIDENTIAL 26

27 VMware Cloud Credits

28 Introducing VMware Cloud Credits Customers are looking to: Take advantage of public and hybrid cloud as a comprehensive IT strategy Control cloud spend and manage providers effectively VMware vcloud Service Providers Looking to broaden partner ecosystem to deliver holistic public and hybrid cloud offering VMware Solution Providers Looking for opportunities to augment perpetual license sales with public/hybrid cloud offerings while maintaining trusted advisor status

29 VMware Cloud Credits 4 Key Elements VMware Cloud Credits Purchasing Program Pre-paid credits (buy now; redeem later*) purchased via a single SKU (VSPP-CLCR-C) in the 5 supported currencies Redemption of credits with approved VMware vcloud Service Providers for complete IaaS My VMware provides a single pane-of-glass for management and reporting SKU VSPP-CLCR-C VSPP-CLCR-C VSPP-CLCR-C VSPP-CLCR-C VSPP-CLCR-C List Price $1000 USD 1000 GBP 1000 EUR $1000 AUD 100,000 YEN Partner Central provides the capability for partners to produce sales & redemption reports *Cloud Credits can be applied to a monthly committed cloud service plan that extends beyond the expiration date of the credit

30 VMware Cloud Credits Benefits Customer benefits Partner benefits Take advantage of budgeting cycles to secure fiscal or project public/hybrid cloud spend. Reduce procurement to one transaction. Reduce "rogue IT spend" by the business on non-compliant public cloud by enabling IT to take control of cloud credit allocation and redemption Enjoy piece of mind knowing credits redemption will be on trusted vcloud technology Reduce business unit and IT friction, giving autonomy and agility to the business to apply cloud credits as needed when business demand dictates Single pane-of-glass through My VMware provides management of credits with reporting on credit consumption history Make upfront revenue selling public and hybrid cloud Increase your deal margin and grow your overall cloud business with additional products and value-added cloud services Earn Premier Rewards and enroll in the VMware Cloud Credits MDF Program Enhance your cloud solutions portfolio and strengthen your strategic value recommending both public and hybrid cloud solutions to address your customers specific business issues Build a cloud practice by partnering with VMware vcloud Service Providers

31 VSPP Requirements & Benefits Please meet us at booth C25 here on WHD

32 Thank You!! Questions?

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