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    2009 VMware Inc. All rights reserved

    VMware Service Provider Program 3.0

    Bart Schneider

    Hosting Manager Northern EMEA

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    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

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    Cloud

    Computing

    Efficient

    Flexible

    Dynamic

    Trusted

    Reliable

    Secure

    DATACENTER

    TODAY

    The Path to IT as a Service

    Public

    Cloud

    Private

    Cloud

    Hybr id Cloud

    AppLoads

    Federation & Choice

    Standards

    Bring Cloud Computing to the Enterprise Datacenter

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    Different Types Of Cloud Computing

    2 Main DeploymentEnvironments

    ExternalAccessibleover the internet for

    general consumption

    InternalBehind corporatefirewall for use by limited,pre-determined audience

    3 Main Types or Personalities

    SaaS = Application/InformationSometimesreferred to as Software-as-a-Service,

    a wide ranging services delivered via varied business

    models normally available as public offering.

    PaaS = DevelopmentSometimes referred

    to as Platform-as-a-Service, application developmentplatforms enable application authoring and runtime

    environment.

    IaaS = InfrastructureSometimes referred

    to as elastic compute clouds or Infrastructure-as-a-

    Service, virtual hardware made available for varieduses.

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    13 Confidential

    The VMware vCloud Portfolio

    vSphereThe Cloud OS

    vCloud Director

    SpringSource

    Zimbra

    Others..

    View

    Application/

    Information

    (SaaS)

    Development

    (PaaS)

    Infrastructure

    (IaaS)

    Cloud Service

    Providers

    Enterprise

    CustomersFederation

    Others..

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    VMware

    vCenter

    Datacenter 1 Datacenter 2

    Data CenterInterconnect

    DB E-Mail

    Apps

    Next: Long Distance VMotion

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    VMware vCloud Technology Badges

    Services built on VMware vCloud and VMware vSphere products

    1) VMware VirtualizedThe service badge for all VSPP Service

    Providers who offer any public cloud service based on VMware vSphere.

    2) VMware vCloud PoweredA 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 VMwarevCloud API and supports the Open Virtualization Format (OVF) for image

    upload and download.

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    VMware vCloud Co-Branded Services

    Services co-branded with VMware that are based on VMware

    architecture, design and certification

    1) VMware vCloud Datacenter ServicesGlobally consistent,

    enterprise-class cloud services delivered through leading VSPP Service

    Providers selected by VMware

    2) VMware vCloud ExpressAimed at delivering convenience toendcustomers, VMware vCloud Express services offer reliable, on-

    demand, pay-as-you-go infrastructure with creditcard billing provided by

    VSPP Service Providers selected by VMware

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    VMware vCloud Technology Badges and Branded Services

    VMwareVirtualized

    vCloudPowered

    vCloudExpress

    vCloudDatacenter

    VMware vSphere-based x x x x

    VMware vCloud Director-based x x x

    Offers vCloud API & OVF VM file

    upload/downloadx x x

    VMware architecture, design andcertification

    x x

    Software developer target x

    Enterprise IT target x

    Co-Branded ServicesTechnology Badges

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    VSPP ProgramEasy To Grow

    11

    Premier

    Enterprise

    Professional

    Registered

    Premier

    Enterprise

    Professional

    Minimum 1 VCP and

    Sign Contract with Aggregator at360 points or above

    Minimum 2 VCPs and

    Sign Contract with Aggregator at3,600 points or above

    Minimum 4 VCP and

    Sign Contract with Aggregator at18,000 points or above

    Application + Click-throughAgreement

    * Note: VCP requirements are different in Developing Countries

    see VSPP Program Guide for full details

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    Detailed vCloud Infrastructure Packaging

    vCloud Director

    (Redwood)

    Restr icted forSingle User &

    Single VDC

    vCloud Director

    (Redwood)Full functionality

    vCenter Chargeback

    vCenter Management Server vCenter Management Server

    vSphere withHA, 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 Prem ier

    vCloud Standard Service Provider Bundletargeted at Pay Per Use service

    vCloud Premier Service Provider Bundletargeted at Committed Resource Pool service

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    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

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    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 servicevSphere,

    vCloud Director, Chargeback, vCenter Server, Production SnS

    Opex model

    Lower HW capex from vSphere performance

    Linear model vs. flat per-VM pricing in current VSPPaligns to how

    many providers deliver service

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    Service Provider

    How Virtual RAM Usage is Reported

    Service Provider installs Usage

    Metering Software VM on theirvCenter 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

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    Timing and Transition Options for VSPP Program

    1. New VSPP Members:

    2. Current VSPP Members:

    Virtual RAM model

    10/1/2010

    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

    VirtualRAM

    Per VM

    Per VM

    Virtual RAM model

    10/1/2010Virtual

    RAM

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    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

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    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 peaknumber 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/Telcos are not allowed to buy

    perpetual VMware licens