© 2009 VMware Inc. All rights reserved

VMware Service Provider Program 3.0

Bart Schneider Hosting Manager Northern EMEA

Gartner: “VMware is the Clear Market Leader”

“VMware is clearly ahead in”:

• Understanding the market

• Product strategy

• Business model

• Technology innovation, Product capabilities

• Sales execution

“VMware Strengths”:

• Far-reaching virtualization strategy enabling cloud computing, new application architectures and broader management

• Technology leadership and innovation

• High customer satisfaction

• Large installed base (especially Global 2000), and rapid growth of service providers planning to use VMware (vCloud)

“VMware stands alone as a leader in this Magic Quadrant”

CloudComputing

Efficient

Flexible

Dynamic

Trusted

Reliable

Secure

DATACENTER

TODAY

The Path to IT as a Service

Public

Cloud

Private

Cloud

Hybrid Cloud

App

Loads

App

Loads

App

Loads

App

Loads

App

Loads

Federation & Choice

Standards

Bring Cloud Computing to the Enterprise Datacenter

Different Types Of Cloud Computing

2 Main Deployment Environments

External – Accessibleover the internet for

general consumption

Internal – Behind corporate firewall for use by limited, pre-determined audience

3 Main Types or Personalities

SaaS = Application/Information – Sometimes referred to as Software-as-a-Service,

a wide ranging services delivered via varied business models normally available as public offering.

PaaS = Development – Sometimes referredto as Platform-as-a-Service, application development platforms enable application authoring and runtime

environment.

IaaS = Infrastructure – Sometimes referred to as elastic compute clouds or Infrastructure-as-a-Service, virtual hardware made available for varied

uses.

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The VMware vCloud Portfolio

vSphere – The Cloud OS

vCloud Director

SpringSource

Zimbra

Others..

ViewApplication/

Information

(SaaS)

Development

(PaaS)

Infrastructure

(IaaS)

Cloud ServiceProviders

Enterprise

Customers Federation

Others..

VMwarevCenter

Datacenter 1 Datacenter 2

Data CenterInterconnect

DB E-Mail

Apps

Next: Long Distance VMotion

VMware vCloud Technology Badges

Services built on VMware vCloud and VMware vSphere products

1) VMware Virtualized – The service badge for all VSPP Service Providers who offer any public cloud service based on VMware vSphere.

2) VMware vCloud Powered – A new service badge for all VSPP Service Providers who offer any public or hybrid cloud service based on VMware vSphere and VMware vCloud Director that exposes the VMware vCloud API and supports the Open Virtualization Format (OVF) for image upload and download.

VMware vCloud Co-Branded Services

Services co-branded with VMware that are based on VMware architecture, design and certification

1) VMware vCloud Datacenter Services – Globally consistent, enterprise-class cloud services delivered through leading VSPP Service Providers selected by VMware

2) VMware vCloud Express – Aimed at delivering convenience to endcustomers, VMware vCloud Express services offer reliable, on-demand, pay-as-you-go infrastructure with creditcard billing provided by VSPP Service Providers selected by VMware

VMware vCloud Technology Badges and Branded Services

VMware

VirtualizedvCloud

PoweredvCloud Express

vCloud Datacenter

VMware vSphere-based x x x x

VMware vCloud Director-based x x x

Offers vCloud API & OVF VM file upload/download

x x x

VMware architecture, design and certification x x

Software developer target x

Enterprise IT target x

Co-Branded ServicesTechnology Badges

VSPP Program – Easy To Grow

11

Premier

Enterprise

Professional

Registered

Premier

Enterprise

Professional

• Minimum 1 VCP and• Sign Contract with Aggregator at

360 points or above

• Minimum 2 VCPs and• Sign Contract with Aggregator at

3,600 points or above

• Minimum 4 VCP and• Sign Contract with Aggregator at

18,000 points or above

• Application + Click-through Agreement

* Note: VCP requirements are different in Developing Countries – see VSPP Program Guide for full details

Detailed vCloud Infrastructure Packaging

vCloud Director (Redwood)

Restricted for Single User &

Single VDC

vCloud Director (Redwood)

Full functionality

vCenter Chargeback

vCenter Management Server vCenter Management Server

vSphere with HA, VMotion, DRS

(vSphere Standard + DRS)

vSphere full functionality

(vSphere Enterprise Plus)

Production SnS Production SnS

5 Points per Virtual RAM 15 Points per Virtual RAM

vCloud Standard vCloud Premier

vCloud Standard Service Provider Bundle – targeted at Pay Per Use” service

vCloud Premier Service Provider Bundle – targeted at “Committed Resource Pool” service

VSPP Product List & Point Values

Product Name Points /Month

Charged Per

vCloud Premier Service Provider Bundle 15 Virtual RAM

vCloud Standard Service Provider Bundle 5 Virtual RAM

View Premier 12 Concurrent Connection

ThinApp Client 2 ThinApp Client

Site Recovery Manager 22 Protected Virtual Machine

vCenter Server Heartbeat 486 Protected vCenter Server

vShield App 7 Virtual Machine

vShield Edge 5 Virtual Machine

vCenter CapacityIQ 4 Virtual Machine

tc Server 73 Processor

tc Server Spring Edition 97 Processor

Hyperic HQ EE 49 Machine

Zimbra Collaboration Suite Professional 1.75 Mailbox

Zimbra Collaboration Suite Standard 1.10 Mailbox

Zimbra Archiving & Discovery 1.10 Mailbox

Infrastructure as a Service ->

Desktop as a Service ->

Disaster recovery ->

Network security ->

Capacity management ->

Tomcat Server ->

Spring management ->

Email hosting ->

Note: Minimum Limits apply to Zimbra Products

vCloud Infrastructure Pricing in VSPP 3.0

Introducing a new pay-for-use model • Based on new metric: virtual RAM allocated to VMs

• Two tiers of service designed to enable cloud providers to deliver a competitive enterprise cloud service

• Risk-sharing model: SPs are billed monthly based on virtual RAM metric, so license costs are proportional to SP revenue

Key benefits• Delivers key components to enable a cloud service – vSphere,

vCloud Director, Chargeback, vCenter Server, Production SnS

• Opex model

• Lower HW capex from vSphere performance

• Linear model vs. flat per-VM pricing in current VSPP – aligns to how many providers deliver service

Service Provider

How Virtual RAM Usage is Reported

•Service Provider installs Usage Metering Software VM on their vCenter server

•Software collects total allocated virtual RAM hourly and automatically sends it to Aggregator every month

•Aggregator generates report from data to bill Service Provider and submit to VMware for audit

Process flow:

VMware vCenter

Usage Metering SW

Aggregator

VMware

Timing and Transition Options for VSPP Program

1. New VSPP Members:

2. Current VSPP Members:

Virtual RAM model10/1/2010

All Per VM contracts end

3/31/2012

Last order date for Per VM contract

3/31/2011

Last date to buy Per VM

12/31/2010

Virtual RAM

Per VM

Per VM

Virtual RAM model10/1/2010Virtual

RAM

Summary of VSPP 3.0 Program Enhancements

Product• Moving from a per VM model to a per virtual memory (RAM) model• Metering software to be used for the per virtual RAM pricing model• Adding additional products to VSPP program• More competitive View Premier pricing

SKUs• Adding 30,000 Points SKU to the VSPP line card

Program• Conformity Process• Removing VSP requirements• Proposal Based MDF for Premier VSPP members

VSPP 3.0 Rental Requirements

Sign a contract with an aggregator and commit a minimum number of Points per month for a 1 year period

After receiving the keys the SP must report the peak number of allocated vRam during that month to local aggregator

Can only use VSPP in own data centre or in colocation data centre

VSPP cannot be used on a end customers location

Service Providers/SISO/Telco’s are not allowed to buy perpetual VMware licenses via Distribution, VAR channel, OEMs or Resellers and use this for Multitenant hosting/cloud

Pilot 90 days grace period VCP

  SP must sign in as a registered service provider partner and

accept the click thru agreement SP must and can only place a 360pts order   Order/PO can be placed via the normal process SP has 90 days time to get the VCP person certified and the

Aggregator must follow up and keep tracking this!! SP can only upgrade or renew when they have the VCP person

certified SP has no benefits like NFR/IUL, etc at the registered partner

level Timeframe till 31st of December 2010

Conformity Process

The VSPP Program Office is pleased to announce the VSPP Conformity Process (Previously internally known as VSPP Compliance Process).  This is a limited time (till 31st of March 2011) initiative which allows existing Service Providers who purchased under perpetual licenses to take advantage of the VSPP.

 In general, the Conformity Process will allow a Service Provider to:

 Consume additional licenses (via the VSPP Rental Agreement ONLY!!)

Be compliant on existing licenses through VSPP EULA Amendment Extension, but can’t buy anymore!

Have access to future vCloud Products

Be included in VMware Service Provider Program for all program benefits

Hosting EULA Amendment

VSPP contracts from aggregators amend the VMware EULAs for products subscribed to by Service Providers to allow hosting

Sign contract once, No additional EULA changes are required as new products are available through the subscription model

VMware End User license Agreements do not allow for products to be used in hosting environments

Marketing VSPP

There are 2 ways to do marketing with VMware

1) The SP sets up an event where they invite VMware and maybe other vendors. VMware can deliver a speaker and some budget. So the SP is in the lead and must organize/invite find a location themselves. Example can be a Datacenter tour combined with a presentation of the VMware products the SP is using in their proposition to the market.

2) VMware will set up an event and will ask the SP to participate as a sponsor. VMware will set up the event and will be in the lead of the organization/location/invitation, etc. Examples are vForum, SMB campaign, VMworld, etc.

VSPP Partners EMEA

VSPP Aggregator EMEA

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GO HOSTING!!