VMware Service Provider Program 3.0 Bart Schneider Hosting Manager Northern EMEA VMware Service Provider Program 3.0

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) http://www.pass4sureexam.co/VCP550D.html

The Path to IT as a Service Hybrid Cloud App Loads Federation & Choice Standards Trusted Reliable Secure Efficient Flexible Dynamic Private Cloud Public Cloud Cloud Computing DATACENTER TODAY KEY SOUNDBITE: “VMware is the only company that’s bringing the cloud to the enterprise.” So how do you get IT as a service? One of the things is that today, you hear a lot of big named vendors talk about cloud computing where IT is an off-premise service that delivers reliability, scalability, etc. But the problem is, if I’m an enterprise and I’m the backbone of my company and there’s already infrastructure built and in place, what do I do to get there? To that cloud computing place? I also have to worry about keeping my business running and I’ve already made the investments to make this happen. There’s a huge chasm between what I've got today and what others like Google, Amazon, MSFT Azure say that I need. I would have to re-write applications and use a different infrastructure. VMware is only company that’s bringing the cloud to the enterprise. Every other vendor associated with cloud…has a model where businesses have to jump over this chasm to get to the cloud. And because we’re working with service providers on the same cloud operating system…these clouds will be compatible…there can be federation between internal clouds and external clouds. That federation that spans the internal and external clouds as a seamless cloud infrastructure is a private cloud. The private cloud is like a virtual private network. When businesses have a VPN, they control it, they can extend their business using publicly available or external infrastructure, but it still feels like their network. They have the control. This is what we’re doing with the private cloud. VMware is powering this. Bring Cloud Computing to the Enterprise Datacenter http://www.pass4sureexam.co/VCP550D.html 3

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 referred to 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. Key Talking Points: We see 3 different basic types of cloud computing today. Application or Information are the best known, highly visible as consumer web sites and in general are focused on the delivery of information. Pros: Usually very inexpensive to use. In case of commercial centered solutions many are driven by ad revenues. Cons: Not customizable. Limited ability to integrate with internal systems and limited application coverage for business purposes. Key Talking Points: Second type of cloud computing is least well known and is focused on delivering software development environments and runtimes as a service. A consumer of such a service would write an application using the using the service and then make use of the supplied runtime environment for that application. Pros: Facilitates rapid development Cons:Not compatible with existing applications thus creating need to rewrite applications before they can make use of such service Finally, the 3rd type of cloud computing is focused on providing the most generalizable solution and that is basic infrastructure as a service. These solutions provide to the consumer storage, networking and computing capacity as a service, sometimes in very high granularities of billing such as hourly. A vast majority of these solutions are based on virtualization. 2 Main Deployment Environments External – Accessible over the internet for general consumption Internal – Behind corporate firewall for use by limited, pre-determined audience http://www.pass4sureexam.co/VCP550D.html 4

The VMware vCloud Portfolio Zimbra View Others.. Application/ Information (SaaS) SpringSource Others.. Development (PaaS) vCloud Director Infrastructure (IaaS) vSphere – The Cloud OS Enterprise Customers Cloud Service Providers Federation 13 Confidential

http://www.pass4sureexam.co/VCP550D.html Next: Long Distance VMotion Datacenter 2 As I said, partners jumping all over DC interconnect Allows DC extension up to 200KM/s Today on L2, future L3 (sep location from id) Joint solution architecture validated White paper available Data Center Interconnect DB E-Mail Apps Datacenter 1 VMware vCenter http://www.pass4sureexam.co/VCP550D.html 6

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. http://www.pass4sureexam.co/VCP550D.html

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 http://www.pass4sureexam.co/VCP550D.html

VMware vCloud Technology Badges and Branded Services VMware Virtualized vCloud Powered vCloud Express vCloud Datacenter VMware vSphere-based x VMware vCloud Director-based   Offers vCloud API & OVF VM file upload/download VMware architecture, design and certification Software developer target Enterprise IT target Technology Badges Co-Branded Services http://www.pass4sureexam.co/VCP550D.html

VSPP Program – Easy To Grow Minimum 4 VCP and Sign Contract with Aggregator at 18,000 points or above Premier Premier Enterprise Minimum 2 VCPs and Sign Contract with Aggregator at 3,600 points or above 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 http://www.pass4sureexam.co/VCP550D.html

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 vCloud Director (Redwood) Restricted for Single User & Single VDC Full functionality vCenter Chargeback vCenter Management Server vSphere with HA, VMotion, DRS (vSphere Standard + DRS) vSphere full functionality (vSphere Enterprise Plus) Production SnS 5 Points per Virtual RAM 15 Points per Virtual RAM vCloud Standard vCloud Premier http://www.pass4sureexam.co/VCP550D.html 12

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 View Premier 12 Concurrent Connection ThinApp Client 2 Site Recovery Manager 22 Protected Virtual Machine vCenter Server Heartbeat 486 Protected vCenter Server vShield App 7 Virtual Machine vShield Edge vCenter CapacityIQ 4 tc Server 73 Processor tc Server Spring Edition 97 Hyperic HQ EE 49 Machine Zimbra Collaboration Suite Professional 1.75 Mailbox Zimbra Collaboration Suite Standard 1.10 Zimbra Archiving & Discovery 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 http://www.pass4sureexam.co/VCP550D.html

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 http://www.pass4sureexam.co/VCP550D.html

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 http://www.pass4sureexam.co/VCP550D.html

Timing and Transition Options for VSPP Program New VSPP Members: 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 Last order date for Per VM contract 3/31/2011 All Per VM contracts end 3/31/2012 http://www.pass4sureexam.co/VCP550D.html

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 http://www.pass4sureexam.co/VCP550D.html

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 http://www.pass4sureexam.co/VCP550D.html

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 http://www.pass4sureexam.co/VCP550D.html

http://www.pass4sureexam.co/VCP550D.html 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 http://www.pass4sureexam.co/VCP550D.html

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 Commercially purchased VMware product restricts usage in hosting environments Service Providers MUST obtain a VMware EULA Amendment that allows use of products in Hosted environments. This EULA Amendment will be supplied by the Aggregator as part of a VSPP contract only.   A Hosting EULA Amendment which modifies the standard VMware license offering to provide for limited hosting and subscription rights. This amendment will be passed down by the VSPP aggregator. http://www.pass4sureexam.co/VCP550D.html

http://www.pass4sureexam.co/VCP550D.html 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. http://www.pass4sureexam.co/VCP550D.html

VSPP Partners EMEA http://www.pass4sureexam.co/VCP550D.html

http://www.pass4sureexam.co/VCP550D.html VSPP Aggregator EMEA Confidential

http://www.pass4sureexam.co/VCP550D.html VSPP Aggregator EMEA Confidential