VMware Certified Professional 5

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VMware Service Provider Program 3.0

• Bart Schneider
• Hosting Manager Northern EMEA

VMware Service Provider Program 3.0
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Gartner VMware is the Clear Market Leader
VMware stands alone as a leader in this Magic
Quadrant

• 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)

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The Path to IT as a Service
DATACENTER TODAY
Bring Cloud Computing to the Enterprise Datacenter
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Different Types Of Cloud Computing
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.
External Accessibleover the internet for
general consumption
Internal Behind corporate firewall for use by
limited, pre-determined audience
2 Main Deployment Environments
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The VMware vCloud Portfolio
Application/ Information (SaaS)
Development (PaaS)
Infrastructure (IaaS)
Cloud ServiceProviders
Enterprise Customers
Federation
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Confidential
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Next Long Distance VMotion
Datacenter 1
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VMware vCloud for Service Providers

• Objective
• A comprehensive strategy to partner with Service
  Providers and enable them to deliver enterprise
  cloud services

Phase (Timing) Programs/Solutions Products
Phase 1 (2009) vCloud Initiative launched VSPP program and licensing vCloud Express
Phase 2 (2010) vCloud Infrastructure platform and vCloud Datacenter Service VSPP 3.0 program and licensing enhancements vCloud Datacenter vCloud Director vShield Edge View Premier Zimbra, Spring
Phase 3 (late 2010-2011) Hybrid cloud capabilities vCloud Plug-In
Phase 4 (2011-) Connecting users and SaaS and desktop services Platform-as-a-Service Further hybrid cloud capabilities Project Horizon AppCloud Identity Management as a Service Host based replication Long distance vMotion
Historical
Today
Future
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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.

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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 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

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VMware vCloud Technology Badges and Branded
Services

VMware Virtualized vCloud Powered vCloud 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 Services
Technology Badges
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VSPP Program Easy To Grow

• Minimum 4 VCP and
• Sign Contract with Aggregator at 18,000 points
  or above

Premier
Premier

• Minimum 2 VCPs and
• Sign Contract with Aggregator at 3,600 points or
  above

Enterprise
Enterprise

• Minimum 1 VCP and
• Sign Contract with Aggregator at 360 points or
  above

Professional
Professional

• Application Click-through Agreement

Registered
Note VCP requirements are different in
Developing Countries see VSPP Program Guide for
full details
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Detailed vCloud Infrastructure Packaging
vCloud Standard Service Provider Bundle
targeted at Pay Per Use service vCloud Premier
Service Provider Bundle targeted 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 -gt
Desktop as a Service -gt
Disaster recovery -gt
Network security -gt
Capacity management -gt
Tomcat Server -gt
Spring management -gt
Email hosting -gt
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 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

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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

Service Provider
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
Virtual RAM
Per VM
Last date to buy Per VM 12/31/2010
Virtual RAM model 10/1/2010
Virtual RAM
Per VM
All Per VM contracts end 3/31/2012
Last order date for Per VM contract 3/31/2011
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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
  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/Telcos are not allowed to
  buy perpetual VMware licenses via Distribution,
  VAR channel, OEMs or Resellers and use this for
  Multitenant hosting/cloud

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Summary of Program Start-up Logistics
Step Who Where/ How
Join VSPP Service Provider Login to Partner Central
Approved at Registered Level VMware Partner Operations Verify partner is a Service Provider
Add users Service Provider Add users in Partner Central
Get VCPs Service Provider Staff Attend training, pass exam, will be shown in Partner Central in 2-4 weeks
Place Order Service Provider and Aggregator Contract signed between SP and Aggregator for Specific minimum point amount
Licenses requested Aggregator Verify pre-requisite training is done, Place stocking order
Licenses delivered/ SnS started VMware VMware sends licenses corresponding to the requested point amount to the SP
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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 2015

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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 cant buy anymore!
• Have access to future vCloud Products
• Be included in VMware Service Provider Program
  for all program benefits

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

• 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

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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.

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VSPP Partners EMEA

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VSPP Aggregator EMEA
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VSPP Aggregator EMEA
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