Gartner: “VMware is the Clear Market Leader”

“VMware stands alone as a “VMware is clearly ahead in”:

leader in this Magic Quadrant” • 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)
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.

2 Main Deployment External – Accessible Internal – Behind corporate

over the internet for firewall for use by limited,
Environments general consumption pre-determined audience
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.
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
 VMware vCloud Technology Badges and Branded Services

Technology Badges Co-Branded Services

VMware vCloud vCloud vCloud
Virtualized Powered Express Datacenter
VMware vSphere-based x x x x
VMware vCloud Director-based x x x
Offers vCloud API & OVF VM file x x x
upload/download
VMware architecture, design and x x
certification
Software developer target x
Enterprise IT target x
VSPP Program – Easy To Grow

Minimum 4 VCP and

•
• Sign Contract with Aggregator at
Premier
18,000 points or above
Premier

Enterprise Minimum 2 VCPs and

•
Enterprise • Sign Contract with Aggregator at
3,600 points or above

•Minimum 1 VCP and

Professional • Sign Contract with Aggregator at
Professional 360 points or above

• Application + Click-through
Registered Agreement
* Note: VCP requirements are different in Developing Countries –
see VSPP Program Guide for full details

7
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 Standard vCloud Premier

vCloud Director
(Redwood) vCloud Director
Restricted for (Redwood)
Single User & Full functionality
Single VDC

vCenter Chargeback

vCenter Management Server vCenter Management Server

vSphere with
vSphere full functionality
HA, VMotion, DRS
(vSphere Enterprise Plus)
(vSphere Standard + DRS)

Production SnS Production SnS

5 Points per Virtual RAM 15 Points per Virtual

RAM
 VSPP Product List & Point Values
Product Name Points Charged Per
/Month
Infrastructure as a Service -> vCloud Premier Service Provider Bundle 15 Virtual RAM

vCloud Standard Service Provider Bundle 5 Virtual RAM

Desktop as a Service -> View Premier 12 Concurrent Connection

ThinApp Client 2 ThinApp Client

Disaster recovery -> Site Recovery Manager 22 Protected Virtual Machine

vCenter Server Heartbeat 486 Protected vCenter Server

Network security -> vShield App 7 Virtual Machine

vShield Edge 5 Virtual Machine

Capacity management ->
vCenter CapacityIQ 4 Virtual Machine

tc Server 73 Processor
Tomcat Server ->
tc Server Spring Edition 97 Processor
Spring management -> 49 Machine
Hyperic HQ EE
Zimbra Collaboration Suite Professional 1.75 Mailbox
Email hosting ->
Zimbra Collaboration Suite Standard 1.10 Mailbox

Zimbra Archiving & Discovery 1.10 Mailbox

Note: Minimum Limits apply to Zimbra Products

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
How Virtual RAM Usage is Reported

• Service Provider installs Usage Process flow:

Metering Software VM on their Service Provider
vCenter server
VMware vCenter
• Software collects total allocated
Usage Metering SW
virtual RAM hourly and automatically
sends it to Aggregator every month
• Aggregator generates report from
data to bill Service Provider and Aggregator
submit to VMware for audit

VMware
 Timing and Transition Options for VSPP Program

1. New VSPP Members:

Virtual RAM model
Virtual 10/1/2010
RAM

Per VM

Last date to buy Per VM

12/31/2010

2. Current VSPP Members:

Virtual RAM model

Virtual 10/1/2010
RAM

Per VM

Last order date for Per VM contract All Per VM

3/31/2011 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 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
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 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 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
 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 vForum, SMB
campaign, VMworld, etc.
VSPP Partners EMEA
VSPP Aggregator EMEA

21 Confidential
GO HOSTING!!