PARTNER WITH WITH VEEAM VEEAM AṂ Your success is our mission. Your success is our mission Modern Data Protection Built for Virtualization Modern Data Protection Built for Virtualization and the Cloud Veeam Cloud Provider Program Frequently Asked Questions EMEA January, 2014 02072014
Definition VCP: Veeam Cloud Provider. It is a company which provides Cloud services. A VCP can be either a cloud provider or a service provider or a hosting company. Aggregator: either a Veeam Rental Distributor or a Veeam Sub-Aggregator. It provides monthly usage reports from their VCPs and invoices accordingly on a Per Usage or Volume Agreement model. An Aggregator gets data from its VCPs. VCP program overview / process: 1. What is the Veeam Cloud Provider program? This is a Partner program built with various levels each level has its own requirements and benefits. It is designed to foster adoption, use, and proliferation of Veeam software within the Cloud Provider community. This will be achieved by providing the Cloud Provider community with product licensing and pricing that aligns with their business requirements and marketplace needs. The program will allow them to create higher value service offerings. 2. Which Veeam s solutions are included in to VCP program? VCP can use all our solutions Veeam Backup & Replication, Veeam One, Veeam Management Pack or other through 3 different models: Per Usage: 1 VM per month rental on Veeam Backup & Replication, Veeam One and Veeam Backup Management Suite, other products by CPU. No need for any commitment Volume Agreement: rental based on committing a monthly volume during a full year Perpetual licensing: Veeam Backup & Replication, Veeam One and Veeam Backup Management Suite, per pack of 10 VMs including 1 year of premium support. Other products by CPU 3. What s the difference between partnership levels? A VCP which has its own VSPP /SPLA ID will be allowed to access to Gold or Platinum levels and get competitive advantages with our Per Usage and Volume Agreement models. 4. What do we expect from Aggregators? Aggregators must send an order to Veeam (example: 1 000 VMs x pricing) plus one consolidated report with all usage details of Veeam technology from their VCPs (example: 200 VMs from VCP1, 150 VMs from VCP2, 250 VMs from VCP3, and 1 Volume Agreement of 400 VMs from VCP 4 for a total of 1000 VMs). Report Period PPID Number Hoster Name Product SKU Qty SKU List Price (USD) Commitment Date Expiration 2
5. I understand that when a partner signs up as a Veeam Cloud Provider, he will receive Hosting Keys. At which point do they start paying for usage? They will start to report the month after the keys have been shipped. Example: Veeam ships the keys on 7th November, VCP will provide to Aggregator their report by 1st December, Aggregator will provide his report and order before the 15th of December. Example of Reporting/Payment Schedule Usage for the month of Distributor Payment Report Invoice Payment February March 15 March 15 April 15 March April 15 April 15 May15 Please note that the hosting keys are delivered for production environment only. If Cloud Providers need to perform test or evaluation, they must use Veeam trial versions which are available thru ProPartner or by request thru hosting.emea@veeam.com. 6. What kind of licenses will receive a VCP? When a VCP is approved as part of the Rental Model, by default Veeam generates a key for 16 CPUs valid for 6 months. If a VCP needs more than 16 CPUs, they can request those through an email to hosting.emea@veeam.com. 7. How can I renew hosting keys (rental) Cloud providers (license administrator indicated by VCP in the first key request) will receive a notification from Veeam about upcoming license expiration 30,15,1 days prior the expiration date. Per Usage Model: 8. What are the steps to access the rental model: per Usage? Partner signs up as a Hosting Partner on Veeam Propartner (VCP program) and asks for the Gold / Platinum membership (their VSPP or SPLA ID is mandatory) Partner will receive confirmation from Veeam of his membership A Hoster chooses the Aggregator and signs an agreement with him Aggregator sends an email to Veeam at hosting.emea@veeam.com in order to deliver first keys this indicates the start date of their contract. Veeam will send directly to hosting partner the keys by email. Beginning of the following month the VCP runs the monitoring tool to report the usage VCP sends the usage report to Aggregator Aggregator consolidates report information onto one monthly report for Veeam Aggregator sends a rental PO (using rental SKU s) including usage report to Veeam. Billing will go accordingly 3
9. How can I initiate a first order for the Per Usage Model? Aggregator will send an email to hosting.emea@veeam.com with the following information We received the VCP contract for Company Name. The contract starts the DD/MM/YY Could you send license keys for this Veeam Cloud Provider 1. Service Provider Company Name: XXX 2. Name of person who will receive keys: XXX 3. Email of person who will receive keys: XXX@XXX 4. Products to be licensed (product + edition): XXX 5. Number of CPUs (if more than 16): XXX 6. VSPP/SPLA ID: XXXX 7. STARTING DATE: DD/MM/YY Volume Agreement Model: 10. What s the Volume Agreement Model? Volume Agreement is a yearly contract based on a monthly commitment of point s usage. Veeam proposes several Plans based on a number of points. A plan can be seen as a cell phone subscription the bigger the monthly commitment in number of points the better the pricing. The one year agreement can be upgraded by the VCP any time during its term to a higher level to get additional discount. It resets the agreement which then is renewed for one additional year. The one year agreement can only be downgraded when the term of the contract is over, after a year. 11. How does the Volume Agreement work? The VCP will commit to one of the Plans. The number of points of the Plans vary from 5 000 points to 100 000 points. Depending on the Plan he signs, the VCP will get a competitive pricing with 5% to 30% additional discount. Each month, the VCP will be invoiced by its Aggregator on a dedicated SKU according to the Plan signed whether or not he reaches the max number of points of the Plan. If the VCP goes over the max number of points of his Plan, his Aggregator will invoice these points in addition to the Plan. Dedicated SKUs are available per point s model. 4
12. What are the point s values per product? 13. What are the steps to access the rental model: Volume Agreement? Partner signs up as a Hosting Partner on Veeam ProPartner (VCP program) and asks for the Gold / Platinum membership (VSPP or SPLA ID is mandatory) Partner will receive confirmation from Veeam of his membership A Hoster chooses the Aggregator and signs an agreement with him VCP Partner selects the Volume Agreement Plan of his choice Aggregator sends an email to Veeam at hosting.emea@veeam.com in order to deliver first keys this indicates the start date of their contract. Veeam will send directly to hosting partner the keys by email Beginning of the following month the VCP runs the monitoring tool to report the usage VCP sends the usage report to Aggregator VCP will be charged according to the chosen Plan plus eventually the additional points (if they went over the Plan) Aggregator consolidates report information onto one monthly report for Veeam Aggregator sends a rental PO (using rental SKU s) including usage report to Veeam. Billing will go accordingly 5
14. How can I initiate a first order for the Volume Agreement Model? Aggregator will send an email to hosting.emea@veeam.com with the following information We received the VCP contract for Company Name, Could you send license keys for this Veeam Cloud Provider 1. Service Provider Company Name: XXX 2. Name of person who will receive keys: XXX 3. Email of person who will receive keys: XXX@XXX 4. Products to be licensed (product + edition): XXX 5. Number of CPUs (if more than 16): XXX 6. VSPP/SPLA ID: XXXX 7. STARTING DATE: MM/DD/YY 8. Volume Agreement Plan chosen by the VCP: XXXXX points Aggregator will place a first order based on the Volume Agreement. There is no upfront cost. The date of the PO will be the starting date of the Volume Agreement contract. VCP s use cases: 15. What kind of services a VCP is able to create with Veeam s solutions? With Veeam s solutions, a VCP will be able to create 4 major services: Infrastructure As A Service protected by Veeam Backup As A Service (on premise or at a cloud level) Disaster Recovery As A Service (at a cloud level) Migration As A Service (to facilitate migration between on premise to VCP s datacenter) Monitoring As A Service 16. One of my VCPs acquired perpetual Commercial licenses (Veeam Backup & Replication ) one year ago, is it possible to upgrade these licenses to a hosting model? Yes, with no penalty, Veeam will help convert those Commercial licenses to Cloud Provider licenses (Support may need to be upgraded to premium level). This new key will allow a VCP to manage perpetual and rental deployments. 6
But: Commercial licenses can be converted only into perpetual 10VMs pack Rental licenses cannot be converted into perpetual Perpetual licenses cannot be converted into rental Please send an email to hosting.emea@veeam.com for furthers instructions. 17. Is an Outsourcer eligible for VCP program? An Outsourcer provides single-tenant custom services and has the unique requirement to transfer both software and support rights to their client at the end of the contract. Outsourcers must buy hosting perpetual licenses Rental SKUs cannot be used in outsourced environments. 18. We have a VCP s client who wants to back up their on-premise VM s to VCP s data center, with the backup being managed by VCP. Does this qualify for rental licensing, or any other type of licensing Veeam offers? Licensing scenario depends on who will be the license owner. If the owner is the end customer, only commercial (perpetual per CPU) licenses must be purchased. When the license owner is a Cloud Provider, the VCP licenses are the only option. Using VCP licensing, Cloud Provider, may acquire either perpetual per 10 VMs pack or rental licenses and install these licenses in their own datacenter or customer premises. VCPs can use their VCP licenses for remote replication or offsite backup/move to the VCP site. There is a limitation the Cloud Provider s customer cannot use the VCP licensed Veeam Backup & Replication for their own purposes (local backups, sandbox, file extraction, etc.). Please visit Veeam Cloud Provider Licensing Options to get more information. 19. Can a VCP install multiple backup servers across multiple sites using the same rental or hosting perpetual license file? VCP can install any number of backup servers using the same rental or hosting perpetual license file, as long as the number of backed up VMs and (or) actual socket usage across all backup servers does not exceed the licensed amount. 20. Can a VCP install multiple backup based on Standard, Enterprise, Enterprise Plus Edition within the same cloud s environment? No, a VCP needs to install Veeam Backup &Replication (Standard, Enterprise, Enterprise Plus Editions) in 2 different infrastructures. 21. Can perpetual commercial (end user) licenses be used in a hosting environment? The use of perpetual commercial (per CPU) licenses in a hosting environment is not compliant with Veeam EULA. In case you have already purchased commercial licenses and would like to use these purchased licenses in your hosting environment, Veeam will help convert those commercial licenses to Cloud Provider licenses to bring you into legal compliance. Please send an email to hosting.emea@veeam.com for further instructions. 7
22. What is Veeam support policy for VCPs? All hosting licenses include premium (24/7) support. You can either contact Veeam Support Team by email support@ veeam.com or open a case at Customer Centre http://cp.veeam.com/. 23. When a VCP deploys hosting license, he gets the Not enough licenses error message. What to do? The number of license keys may not be enough. Please send an email to hosting.emea@veeam.com for further instructions. 24. Is it possible to use both Internal Use licenses and Hosting licenses with the same Veeam Backup &Replication server? No, 2 different license files are needed one for Internal Use environment and another for the Hosting environment. Therefore, the 2 license files need 2 servers where they can be installed separately. If the VCP absolutely needs to have one Veeam Backup & Replication server for both environments, then he/she should only install Hosting licenses, and not Internal Use Licenses. 25. Is it possible to use both Rental licenses and perpetual Hosting licenses with the same Veeam Backup & Replication server? Cloud Provider is allowed to combine rental and hosting perpetual models. As a result, they will have 1 license key. However, we don`t merge rental and hosting perpetual licenses. When a VCP purchases perpetual hosting licenses they will receive 1 file and this file can be used for the predictable component of their business and then for rental model to address variable part of their revenue stream. As there is one license key they can use one server. 26. How do VCPs monitor their VM Usage? Reporting tool is shipped as PowerShell script and is capable of using Veeam Backup session statistics to count number of virtual machines backed up or replicated over defined time period. Only unique virtual machines are counted in accordance with Veeam Software Service Provider program, virtual machines that were backed up or replicated several times are accounted only once. Each report contains information about the accounting interval and accounting results along with two digital signatures serving to prevent tampering with the data generation and/or final result. Those signatures can be used by Veeam Software to verify validity of the numbers reported by Service Provider using product rental licensing model. Resulting reports are saved as HTML files on the disk and can be sent over email. Reports stored in files can be saved for future reference and/or sent to Aggregators as part of monthly reporting procedure. Reports sent over email are sent to Veeam Software internal reporting email address hosting.emea@veeam.com and can optionally be sent to additional addresses, for example email address of the Aggregator and/or Service Provider accounting department. Prerequisites and installation 1. Reporting tool should be saved and executed on Veeam Backup server. 2. Veeam Backup PowerShell extension should be installed on the backup server. 8
Usage Reporting tool can be started manually via command line or automatically every month with help of Windows Scheduler. By default previous month is used as reporting interval, generated report is saved as a separate file in the same folder as script itself and is sent to Veeam Software automatically. This behaviour can be changed using command line switches. 27. How to upgrade from Veeam Backup&Replication v6.x to v7.x? The upgrade to the v7 is free and available for all Cloud Providers which are under premium support. This one is included into all our hosting perpetual or rental licensing. Please contact your Aggregator or Veeam thru hosting.emea@veeam.com and we ll generate you new licenses keys. Please not that Veeam may ask you to run the Veeam VM Reporting Tool first before delivering you new licenses keys. 28. How can my Cloud Provider s company be part of the VCP Directory? This Directory is here to promote Cloud Providers to our +80K customers and +20K partners when they search for to have backup off site, DR Datacenter The Veeam Cloud Provider Directory is opened to Platinum VCPs only which have signed a Volume Agreement (Rental) To submit your registration, please follow the link: http://www.veeam.com/find-a-veeam-cloud-provider.html then log in into your ProPartner then apply. Your registration will be reviewed within 48 hours. 9