VMware’s Journey to the Cloud:
Subscription-Based Delivery Platform
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
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, FinanceOperations, 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
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
SKU and price list managemen t Learn / Test Engage Order Use/Pay Stop Grow Customer Lifecycle Policies
New Business Models / Tenants ( vCHS, Others) Processes Systems Channel Partners and Customers
New Subscription Business Models/ Services
• Initial tenant – vCloud Hybrid Service Key Guiding Principle:
• Subscription Customer Lifecycle Timeline
Business Policy Landscape
Business policies for SDP spans across the VPC customer experience lifecycle and maps into seven key business operation areas
Product Catalogue and Pricing
Partner Operations
Order Management
Finance Operations
Subscription and Entitlement
Sales Operations Support Operations SDP Business Operations Learn Configur e & Pricing
Test Engage Order Use Grow
Partner Selection
Billing
Provision Manage Payment Impleme nt Support Manage Entitleme nt Add-On Elastic Allocatio ns Upgrade Terms & Condition s Service Attributes Support Definition Demo Co-Term Evaluatio n Pro Services Initial Order End Suspend Reinstate Terminat e SLA Credits Back 3rd Party Software & Services Pay Renew PoC
CRM
Subscription Delivery Platform Solution View
Product Catalog and Pricing
Subscription Billing Platform
Subscription/Amendment Orders
Billing, Invoicing, and Payment Operations Entitlement and Service
Activation My Subscriptions My VMware My Support Partner Approvals Partner Portal vCHS Horizon VSPP Subscription Tenants On-Demand Provisioning Resource Metering / Usage Data
VMware Back-end Systems
Bookings Commissions Cus to m e r In te g ra ti o n Fi n a n c e In te g ra ti o n Au th e n ti c a ti o n SSO Subscription Integration Us a g e s In v o ic e s Cha n n e l O rd e r / In iti a l O ff e ri n g End Customers New capabilities/ systems Integration with existing capabilities /systems Su p p o rt Fi lin g Supp ort T ra c k in g NETWORK Resellers Resellers Sol. Providers Resellers
Aggregators Distributors
Product Configurator
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 • CRM integration • CSR reports/visibility Customer Care Channel Management • Reporting • Business metrics • Plan hierarchies * • Account hierarchies *
Aria Platform Overview
Website Self-service, Web Orders CRM System Accounts, Subscriptions, Invoice Summary, Orders BI Systems ERP Systems Journal Entries, General Ledger, Payments/Credits Payment Processing Charges, Payments, VISA, MasterCard, PayPal, RBS WorldPay, Payment Cards, ACHService Mgmt Systems
Aria is a back office, hosted application integrated with VMware’s application environment—the ―core‖ of SDP
vCloud Hybrid Service Offering
Virtual datacenter A Virtual datacenter B
vCPU pool vRAM pool Storage pool VPN and Network pool
Virtual datacenter Z
…
• A true single-tenant private cloud
• Physically isolated compute
• Logically isolated networking and
storage
• 30GHz vCPU / 120GB vRAM
• 6TB Storage
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
* Cloud Foundry services will be offered post- Production Release and are not part of beta
Offering 2: Virtual Private
Cloud Offering 1: Dedicated Cloud
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 enterprise-class cloud computing
VMware closer to delivering on Software Defined Data Center
Channel gets increased revenue opportunities with newFor More Information
Please contact:Vinh Ma, IT Business Engagement Director vma@vmware.com
