VMware Service Provider Program

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VMware Service Provider Program

Mario Euker

vCloud Service Provider Manager

Central & Eastern EMEA

VSPP – Q1/Q2 2014

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CEMEA VSPP Team

- our goal „Best Team in the market“



Manager, Service Providers, CEMEA



Responsible for VSPP in CEMEA

Looking for Premier, Major and vCloud Partners

mobil: +49152-09359492

vCloud Service Provider Manager, CEMEA



Responsible for Professional & Enterprise Level Service

Providers & Aggregators



mobil: +49162-2169757

Service Provider Specialist, CEMEA



Responsible for technical questions, enablement and

project & licensing consulting



/ mobil: +49152-09350605

Mario Euker

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Presentation Agenda

1 VSPP Overview

2 VSPP Products

3 VSPP Marketing

4 VSPP Requirements & Benefits

5 VMware Cloud Credits

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VMware Hybrid Cloud

Superior hybrid cloud solutions offer optimum interoperability, extensibility,

improved security and application portability

v

vCloud Hybrid Service

IaaS from VMware managed both onsite

and offsite the same way with a single

call for any required support

vCloud Service Providers

IaaS and managed services delivered

by 250+ VSPP Partners supporting all

compliance and vertical market

requirements

Customer choice delivered through:

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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

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.

VMware Licensing Clarification

Are you providing any form of 3rd party access

or operation on behalf of a 3rd party?

Software as a Service (SaaS)

• Use existing perpetual

license models

•Currently permitted via

EULA

Multi-tenant Cloud/ VSPP

You are a candidate for VSPP. Contact your Aggregator to enroll. Yes No No No Ye s Ye s Traditional Virtualization

• 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 Are you providing 3rd

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?

Uses permissible for VMware products under perpetual and VSPP licensing

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

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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 2013

–

95% business growth in 2013

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VMware Based Service Provider Offerings

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)

vCloud Datacenter

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

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Indianapolis Newark Beltsville United Kingdom Japan Singapore

vCloud Datacenter – Globally Consistent Service

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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

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Current VSPP Product Portfolio

Application Platform & Management

•vFabric Data Director

•vFabric Hyperic

* Launching in VSPP in Feb. 2014

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

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

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}

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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)

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Current VSPP Products & Point Values

Infrastructure and Operations Management

VMware vCenter Operations Adapter for Network Devices 2 Network Device VMware vCenter Operations Adapter for 3rd_{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

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Current VSPP Products & Point Values

Application & Platform Management

VMware vFabric Hyperic 15 Machine

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Current VSPP Products & Point Values

Desktop & End-User Computing

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

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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

Configuration Manager and Hyperic)

X

vCloud Connector Advanced

X

VMware vCenter ChargeBack Manager

X

VMware vCenter Server

X

Cloud Management

vCloud Director

X

VMware vCloud Network and Security

Advanced

X

Virtualization Platform

Distributed Switch

X

Included

VMware vSphere Enterprise

X

VMware vSphere Enterprise Plus

X

Technical Support

VMware Production Level Support

X

5 points

_{7 points}

10 points

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VSPP Product Launch Roadmap 2014

1 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 (3rd_{party UI)}

Other ▲

UM 3.3 (March) UM x

CONFIDENTIAL 20

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

▲ Major product release for VSPP. New SKU/BOM, pricing, enablement and push fulfillment required

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• 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)

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H1 2014

• Map display

• Responsive design (smart

phone, tablet support)

• Capture contact information

• Gated assets (lead capture)

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vcloudproviders Partner Portal Promotions

• Home page visibility on marquis

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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

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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

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Introducing VMware Cloud Credits

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

• Customers are looking to:

–

Take advantage of public and hybrid cloud as a comprehensive IT strategy

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VMware Cloud Credits – 4 Key Elements

SKU

List Price

VSPP-CLCR-C $1000 USD

VSPP-CLCR-C £1000 GBP

VSPP-CLCR-C €1000 EUR

VSPP-CLCR-C $1000 AUD

VSPP-CLCR-C ¥100,000 YEN

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

 Partner Central provides the capability for partners

to produce sales & redemption reports

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VMware Cloud Credits – Benefits

Partner benefits

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

Customer 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

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VSPP Requirements &

Benefits

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VMware Service Provider Program