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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 licenses via Distribution, VAR

channel, OEMs or Resellers and use this for Multitenant

hosting/cloud

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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 theAggregator must follow up and keep tracking this!!

SP can only upgrade or renew when they have the VCP personcertified

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

Timeframe till 31st

of December 2010

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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 programbenefits

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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 requiredas new products are available through the subscription model

VMware End User license Agreements do not allow for products to be

used in hosting environments

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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. Sothe 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 asponsor. 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

25 Confidential

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GO HOSTING!!