VMware s Journey to the Cloud: Subscription-Based Delivery Platform

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1 VMware s Journey to the Cloud: Subscription-Based Delivery Platform August VMware Inc. All rights reserved

2 Delivering on the Subscription Customer Lifecycle Subscription Delivery Platform: A set of policies, processes, and systems to support new subscription business models Integrate the customer service and support experiences through My VMware Leverage existing VMware channel model for new and existing customers Internally align VMware organizations and business processes to more fully reflect a true subscription-based business model Increased self-service for customers to view subscriptions purchased, file support tickets, and purchase add-on products, leveraging existing My VMware portals New product offerings to VMware customers 2

3 Business Need: Make It Easy to Buy Cloud Services Create scalable, integrated processes for procurement for subscription-based products and services Deliver vcloud Hybrid Service as a secure, production-ready, hosted service offered on a subscription basis (initial offering) Enable enterprise-class cloud provisioning and support processes Deliver business infrastructure for subscription lifecycle Involve IT, Order Management, Partner Operations, Finance Operations, Deal Operations, Deal Desks, Global Support, Sales Operations, SPAN, FAST, and the vcloud Hybrid Service Product teams as well as VMware sales and engineering teams 3

4 Subscription Delivery Platform An Overview SDP is a set of new policies, processes, and systems to support new subscription business models to VMware customers through the VMware channel Channel Partners and Customers New Subscription Business Models/ Services Initial tenant vcloud Hybrid Service Key Guiding Principle: Learn / Test SKU and price list managemen t Stop Grow Customer Lifecycle Engage Use/Pay Order Subscription Customer Lifecycle Timeline SDP Program Delivery May 10, 2013 Policies Processes Systems New Business Models / Tenants ( vchs, Others) 4

5 Business Policy Landscape Business policies for SDP spans across the VPC customer experience lifecycle and maps into seven key business operation areas SDP Business Operations Learn Test Engage Order Use Pay Grow End Product Catalogue and Pricing Service Attributes Demo Configur e & Pricing Initial Order Impleme nt Billing Elastic Allocatio ns Suspend Partner Operations SLA Evaluatio n 3 rd Party Software & Services Provision Manage Payment Add-On Reinstate Order Management Terms & Condition s PoC Partner Selection Manage Entitleme nt Credits Back Upgrade Terminat e Finance Operations Support Definition Pro Services Support Co-Term Subscription and Entitlement Renew Sales Operations Support Operations 5

6 Subscription Delivery Platform Solution View New capabilities/ systems Integration with existing capabilities /systems Subscription Tenants vchs On-Demand Provisioning NETWORK Usages Resellers Distributors Invoices Subscription Billing Platform Product Catalog and Pricing Channel Order / Initial Offering Sol. Resellers Providers Aggregators Subscription/Amendment Orders Subscription Integration End Customers My VMware Product Configurator My Subscriptions Entitlement and Service Activation Billing, Invoicing, and Payment Operations My Support Horizon Resource Metering / Usage Data Customer Integration Finance Integration Authentication SSO Support Tracking Support Filing VSPP VMware Back-end Systems Partner Portal CRM Bookings Partner Approvals Commissions 6

7 Subscription Management Capabilities Product catalog Rates and pricing * Service plan mgmt. * Promotions and discounts Charge calculations * Usage calculations * Payment processor support Statement flexibility * Automated workflows Event notifications * Entitlement mgmt. * Dunning Audit log mgmt Customer Care Channel Management Reporting Business metrics Dashboards * Capabilities needing significant change CRM integration CSR reports/visibility User self-service Security Plan hierarchies * Account hierarchies * Integration support White label/customization 7

8 Aria Platform Overview Aria is a back office, hosted application integrated with VMware s application environment the core of SDP ERP Systems Journal Entries, General Ledger, Payments/Credits Website Self-service, Web Orders Payment Processing Charges, Payments, VISA, MasterCard, PayPal, RBS WorldPay, Payment Cards, ACH CRM System Accounts, Subscriptions, Invoice Summary, Orders BI Systems Service Mgmt Systems 8

9 vcloud Hybrid Service Offering Offering 1: Dedicated Cloud Virtual datacenter A Virtual datacenter B Virtual datacenter Z A true single-tenant private cloud Physically isolated compute Logically isolated networking and storage 30GHz vcpu / 120GB vram 6TB Storage vcpu pool vram pool Storage pool VPN and Network pool Dedicated Managed Private Cloud for Customer A * Cloud Foundry services will be offered post- Production Release and are not part of beta Offering 2: Virtual Private Cloud Customer A Customer B Customer Z Multitenant virtual private cloud Logically isolated compute, networking, and storage 5GHz reserved/10ghz burst vcpu /20GB vram 2TB storage vcpu pool vram pool Storage pool VPN and Network pool Multitenant Managed Virtual Private Cloud 9

10 Benefits Increased customer self-service through My VMware portals, including support and ordering additional services SDP platform enables purchasing of compute, storage, and network resources for Hybrid Cloud services Encourages new and existing customers to move to the cloud through our channel or direct Extends security, scalability, and support needed for enterpriseclass cloud computing VMware closer to delivering on Software Defined Data Center Channel gets increased revenue opportunities with new subscription-based offering 10

11 For More Information Please contact: Vinh Ma, IT Business Engagement Director 11

12 VMware Subscription Delivery Platform VMware, Inc Hillview Ave Palo Alto, CA Tel: or Fax:

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