The document discusses VMware's Service Provider Program (VSPP) 3.0. It highlights that VSPP 3.0 introduces a new pay-for-use model based on virtual RAM allocated to VMs. It outlines the different tiers of service bundles available through the program. The document also provides details on the VSPP conformity process, requirements for VSPP members, and marketing opportunities through the program.

1. © 2009 VMware Inc. All rights reserved
VMware Service Provider Program 3.0
Bart Schneider
Hosting Manager Northern EMEA
VMware Service Provider Program 3.0

2. 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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3. Cloud
Computing
Efficient
Flexible
Dynamic
Trusted
Reliable
Secure
DATACENTER
TODAY
The Path to IT as a Service
Public
Cloud
Private
Cloud
Hybrid Cloud
App
Loads
Federation & Choice
Standards
Bring Cloud Computing to the Enterprise Datacenter
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4. Different Types Of Cloud Computing
2 Main Deployment
Environments
External – Accessible
over the internet for
general consumption
Internal – Behind corporate
firewall for use by limited,
pre-determined audience
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.
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5. 13 Confidential
The VMware vCloud Portfolio
vSphere – The Cloud OS
vCloud Director
SpringSource
Zimbra
Others..
View
Application/
Information
(SaaS)
Development
(PaaS)
Infrastructure
(IaaS)
Cloud Service
Providers
Enterprise
Customers
Federation
Others..

6. VMware
vCenter
Datacenter 1 Datacenter 2
Data Center
Interconnect
DB E-Mail
Apps
Next: Long Distance VMotion
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7. 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.
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8. 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
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9. VMware vCloud Technology Badges and Branded Services
VMware
Virtualized
vCloud
Powered
vCloud
Express
vCloud
Datacenter
VMware vSphere-based x x x x
VMware vCloud Director-based x x x
Offers vCloud API & OVF VM file
upload/download
x x x
VMware architecture, design and
certification
x x
Software developer target x
Enterprise IT target x
Co-Branded ServicesTechnology Badges
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10. VSPP Program – Easy To Grow
11
Premier
Enterprise
Professional
Registered
Premier
Enterprise
Professional
• Minimum 1 VCP and
• Sign Contract with Aggregator at
360 points or above
• Minimum 2 VCPs and
• Sign Contract with Aggregator at
3,600 points or above
• Minimum 4 VCP and
• Sign Contract with Aggregator at
18,000 points or above
• Application + Click-through
Agreement
* Note: VCP requirements are different in Developing Countries –
see VSPP Program Guide for full details
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11. Detailed vCloud Infrastructure Packaging
vCloud Director
(Redwood)
Restricted for
Single User &
Single VDC
vCloud Director
(Redwood)
Full functionality
vCenter Chargeback
vCenter Management Server vCenter Management Server
vSphere with
HA, 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 Premier
vCloud Standard Service Provider Bundle – targeted at Pay Per Use” service
vCloud Premier Service Provider Bundle – targeted at “Committed Resource Pool” service
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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 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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13. 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
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14. Service Provider
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:
VMware vCenter
Usage Metering SW
Aggregator
VMware
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15. 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
Virtual
RAM
Per VM
Per VM
Virtual RAM model
10/1/2010Virtual
RAM
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16. 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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17. 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
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18. 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
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19. 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
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20. 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 required
as 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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21. 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.
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22. VSPP Partners EMEA
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23. VSPP Aggregator EMEA
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24. VSPP Aggregator EMEA
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