VMware Service Provider Program 3 0 Bart Schneider

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 (v. Cloud)

The Path to IT as a Service Trusted Efficient Reliable Flexible Hybrid Cloud Secure App Loads DATACENTER Private TODAY Cloud App Loads Dynamic App Loads Federation & Choice Standards Public Cloud Computing Cloud Bring Cloud Computing to the Enterprise Datacenter

Different Types Of Cloud Computing 3 Main Types or Personalities Saa. S = Application/Information – Sometimes referred to as Software-as-a-Service, a wide ranging services delivered via varied business models normally available as public offering. Paa. S = Development – Sometimes referred to as Platform-as-a-Service, application development platforms enable application authoring and runtime environment. Iaa. S = Infrastructure – Sometimes referred to as elastic compute clouds or Infrastructure-as-a. Service, virtual hardware made available for varied uses. 2 Main Deployment Environments External – Accessible over the internet for general consumption Internal – Behind corporate firewall for use by limited, pre-determined audience

The VMware v. Cloud Portfolio Application/ Information View Zimbra Others. . (Saa. S) Development Spring. Source (Paa. S) Infrastructure Others. . v. Cloud Director (Iaa. S) v. Sphere – The Cloud OS Enterprise Customers 13 Federation Confidential Cloud Service Providers

Next: Long Distance VMotion Datacenter 1 DB VMware v. Center Apps Datacenter 2 E-Mail Data Center Interconnect

VMware v. Cloud Technology Badges Services built on VMware v. Cloud and VMware v. Sphere products 1) VMware Virtualized – The service badge for all VSPP Service Providers who offer any public cloud service based on VMware v. Sphere. 2) VMware v. Cloud Powered – A new service badge for all VSPP Service Providers who offer any public or hybrid cloud service based on VMware v. Sphere and VMware v. Cloud Director that exposes the VMware v. Cloud API and supports the Open Virtualization Format (OVF) for image upload and download.

VMware v. Cloud Co-Branded Services co-branded with VMware that are based on VMware architecture, design and certification 1) VMware v. Cloud Datacenter Services – Globally consistent, enterprise-class cloud services delivered through leading VSPP Service Providers selected by VMware 2) VMware v. Cloud Express – Aimed at delivering convenience to endcustomers, VMware v. Cloud Express services offer reliable, ondemand, pay-as-you-go infrastructure with creditcard billing provided by VSPP Service Providers selected by VMware

VMware v. Cloud Technology Badges and Branded Services VMware v. Sphere-based VMware v. Cloud Director-based Offers v. Cloud API & OVF VM file upload/download VMware architecture, design and certification Software developer target Enterprise IT target Technology Badges VMware v. Cloud Virtualized Powered x x x Co-Branded Services v. Cloud Express Datacenter x x x x

VSPP Program – Easy To Grow • Premier Enterprise • Sign Contract with Aggregator at 18, 000 points or above • • Minimum 4 VCP and Minimum 2 VCPs and Sign Contract with Aggregator at 3, 600 points or above • Professional Registered * Note: VCP requirements are different in Developing Countries – see VSPP Program Guide for full details 11 • Minimum 1 VCP and Sign Contract with Aggregator at 360 points or above • Application + Click-through Agreement

Detailed v. Cloud Infrastructure Packaging v. Cloud Standard Service Provider Bundle – targeted at Pay Per Use” service v. Cloud Premier Service Provider Bundle – targeted at “Committed Resource Pool” service v. Cloud Standard v. Cloud Premier v. Cloud Director (Redwood) Restricted for Single User & Single VDC v. Cloud Director (Redwood) Full functionality v. Center Chargeback v. Center Management Server v. Sphere with HA, VMotion, DRS v. Sphere full functionality (v. Sphere Standard + DRS) (v. Sphere Enterprise Plus) Production Sn. S 5 Points per Virtual RAM 15 Points per Virtual RAM

VSPP Product List & Point Values Product Name Points /Month Infrastructure as a Service -> v. Cloud Premier Service Provider Bundle Desktop as a Service -> Disaster recovery -> Network security -> Capacity management -> Tomcat Server -> Spring management -> Email hosting -> Charged Per 15 Virtual RAM v. Cloud Standard Service Provider Bundle 5 Virtual RAM View Premier 12 Concurrent Connection Thin. App Client 2 Thin. App Client Site Recovery Manager 22 Protected Virtual Machine v. Center Server Heartbeat 486 Protected v. Center Server v. Shield App 7 Virtual Machine v. Shield Edge 5 Virtual Machine v. Center Capacity. IQ 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 Note: Minimum Limits apply to Zimbra Products

v. Cloud 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 – v. Sphere, v. Cloud Director, Chargeback, v. Center Server, Production Sn. S • Opex model • Lower HW capex from v. Sphere performance • Linear model vs. flat per-VM pricing in current VSPP – aligns to how many providers deliver service

How Virtual RAM Usage is Reported • Service Provider installs Usage Metering Software VM on their v. Center 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 v. Center Usage Metering SW Aggregator VMware

Timing and Transition Options for VSPP Program 1. New VSPP Members: Virtual RAM model 10/1/2010 Per VM Last date to buy Per VM 12/31/2010 2. Current VSPP Members: Virtual RAM model 10/1/2010 Per VM Last order date for Per VM contract 3/31/2011 All Per VM contracts end 3/31/2012

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

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 v. Ram 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

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 360 pts 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 31 st of December 2010

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 31 st 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 v. Cloud Products § Be included in VMware Service Provider Program for all program benefits

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

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 v. Forum, SMB campaign, VMworld, etc.

VSPP Partners EMEA

VSPP Aggregator EMEA 25 Confidential

GO HOSTING!!