1. © 2014 VMware Inc. All rights reserved. Resellers Getting Started with vCloud® Air™

2. Getting Started…. CONFIDENTIAL2 7 7 1 1 2 Sign the SSAA Accreditations 3 On boarding webinar 45 678 Review Subscription GuidesReview Subscription Portal Set up Bi-monthly call Top 15 – 20 customers Host an event with customers

3. Getting Started…. Sign the Subscription Services Agreement Addendum (SSAA) You cannot transact vCloud Air without it, so this is probably the most important thing to do before anything else! Review and accept the Subscription Services Agreement Addendum (SSAA) in Partner Central The agreement can be found under “Purchasing” tab > scroll down to the “Subscription Services” section > “Sign Authorisation Agreement” (link is to the right). The next few slides will take you through: 1. Where to find the link 2. What it looks like 3. What the digital signature on the agreement should look like 4. How to review and then agree/submit CONFIDENTIAL3 1

4. Getting Started…. Signing the SSAA (continued) CONFIDENTIAL4 1

5. Getting Started…. Signing the SSAA (continued) CONFIDENTIAL5 1 As an example - if the person who is going to sign has a contact record that looks like below, then the highlighted fields are what should be applied to the SSAA signup form.

6. Getting Started…. Signing the SSAA (continued) CONFIDENTIAL6 1 The “Digital Signature” should contain the First & Last name only and be preceded by /s/ You must scroll through the body of the Agreement to review - only then will the “I Agree” button become active. Select “I Agree” Then click on “Submit” (contact PartnerNetwork@vmware.com with screen shots should you need any assistance)PartnerNetwork@vmware.com Scroll down Select

7. Start to complete the vCloud Air Accreditations These should be completed as follows: VSE (Subscription Operations Expert) – minimum of 1 person needs to complete this https://na6.salesforce.com/secur/login_portal.jsp?orgId=00D400000009hQR&portalId=06040000000D6Nb&startURL=/ap ex/PRMPartnerUnivTab%3F%26stURLmLa%3Dhttps%253A%252F%252Fmylearn%252Evmware%252Ecom%252Fmgr Reg%252Fplan%252Ecfm%253Fplan%253D41491%2526ui%253Dsso VSP ( Sales Professional) – minimum of 2 people need to complete this https://na6.salesforce.com/secur/login_portal.jsp?orgId=00D400000009hQR&portalId=06040000000D6Nb&startURL=/ap ex/PRMPartnerUnivTab%3F%26stURLmLa%3Dhttps%253A%252F%252Fmylearn%252Evmware%252Ecom%252Fmgr Reg%252Fplan%252Ecfm%253Fplan%253D41071%2526ui%253Dsso VTSP (Technical Sales Professional) - minimum of 2 people need to complete this https://na6.salesforce.com/secur/login_portal.jsp?orgId=00D400000009hQR&portalId=06040000000D6Nb&startURL=/ap ex/PRMPartnerUnivTab%3F%26stURLmLa%3Dhttps%253A%252F%252Fmylearn%252Evmware%252Ecom%252Fmgr Reg%252Fplan%252Ecfm%253Fplan%253D41148%2526ui%253Dsso https://na6.salesforce.com/secur/login_portal.jsp?orgId=00D400000009hQR&portalId=06040000000D6Nb&startURL=/ap ex/PRMPartnerUnivTab%3F%26stURLmLa%3Dhttps%253A%252F%252Fmylearn%252Evmware%252Ecom%252Fmgr Reg%252Fplan%252Ecfm%253Fplan%253D41148%2526ui%253Dsso CONFIDENTIAL 7 Getting Started…. 2

8. Attend one of the weekly Webinars These are run on a weekly basis by our Partner Network Team and cover the “On-boarding” process with extremely useful operational / back-office information around vCloud Air You can Register for these sessions in Partner Central Contact your Distributor or Pete Lovett (plovett@vmware.com) for a list of the current sessions and registration linksplovett@vmware.com CONFIDENTIAL8 Getting Started…. 3

9. Review the Operations Guide, Supplemental Guide and Subscription Services Financial Risks Guide These can be found in Partner Central = Log in -> click on “Purchasing” tab -> scroll down to and click on the “Subscription Services” heading -> go to Resources section just to the right hand side (see below). You can download from here CONFIDENTIAL9 1 2 3 Getting Started…. 4

10. Subscription Portal After you have attended the On-boarding Webinar (see 4 above) contact your Distributor or Pete Lovett (plovett@vmware.com) for the following: Subscription Portal Guide Price List Management Guide Links to Subscription Portal “How to….” video guides Once reviewed, if you feel that you still require some additional 1-2-1 training please contact your Distributor Bi-Monthly Check-in Call Set up a check-in call for every 2 weeks so that we can monitor progress, answer any questions or discuss any issues, to support you on your journey! Call should be scheduled with your Distributorplovett@vmware.com CONFIDENTIAL10 Getting Started…. 5 6

11. Top 15 – 20 Customers In parallel with Nos. 1 – 7 above, start to put together a list of your top 15 – 20 customers as potential candidates to launch with Also think about the communication around vCloud Air to them and the training they will need (operations/sales/technical) Share the list with your Distributor so that you can formulate a plan together in order to provide help and support for their enablement Host a vCloud Air event with your top customers! CONFIDENTIAL11 7 8

12. Let’s make the vCloud® Air™ journey together……..