Welcome to the VMware vCloud Air Network
Program
vCAN is the ideal way to develop, promote and sell
hosted services
such as Infrastructure-as-a-Service (IaaS), Desktop-as-a-
Service (DaaS), Disaster Recovery as a Service
(DRaaS), Backup and Replication-as- a-Service,
Storage as a Service, and various other cloud services.
The program includes additional benefits such as a
simple subscription-licensing model, and
comprehensive marketing support.
VMware – the market leader:
VMware is the global leader, not only in virtualization
but also in the Service Provider market. 73% of
Gartner’s Magic Quadrant IaaS Service Providers are
VSPP Partners. Our partners are present in
in more than 100 countries around the globe providing
our customers with an unprecedented choice of
VMware-based hosting solutions and services.
Our cloud-hosted platforms are simple, cost-effective,
scalable and built on proven technology, and our
unparalleled expertise enables our partners to quickly
acquire, service and grow a strong customer base.
Quite simply, we know what it takes to compete and
thrive
in this market. And we’ll help you reap the benefits.
Arrow E C S – EMEA’s value-add aggregator
For over a decade, Arrow ECS has been working
with VMware and VMware Partners to add value and
grow their channel throughout EMEA.
Our core values are knowledge and
simplicity. We deliver knowledge
through:
• Updated licensing best practice
• Technical implementation workshop
• Driving business development with
partners
• Marketing planning and execution
And we deliver simplicity through our
ArrowSphere xSP Central – a licensing-
administration portal for Service Providers,
which ensures:
• A single point of contact for all new signup,
renewal, upgrade and monthly reporting
• One central place to handle all your
agreements and end-customers
Today Arrow xSP Central supports multiple
vendor rental programs.

VMware vCloud Air Network overview
The VMware vCloud Air Network covers >99% of the
cloud TAM*
The world’s largest network of
validated cloud services based on
VMware technology, providing our
customers with unprecedented
flexibility and choice of cloud
providers on a local basis.
VMware
vCloud
Air
Service
Provider
Ecosystem
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VMware vCloud Air Network – customer benefits
Choic
e
Flexibili
ty
Data
Sovereign
ty
Breadth
and
Depth
Validated
Cloud
Services
ISV
Marketpla
ce
VMware vCloud Air and the VMware vCloud
Air Network Service Provider Ecosystem
Multi-tenant, dedicated and
virtual private cloud options
Over 100 countries providing
cloud services on a local basis
Multiple compliance certifications
and vertical market
specialisations
XaaS services available including
Hybrid Cloud Powered, DRaaS, DaaS
and IaaS
Validated Hybrid Cloud Ready Applications

Cloud services market: a growing opportunity
The enterprise is undergoing a revolutionary change
brought about by cloud computing, the consumerisation
of IT, Bring Your Own Device and mobility.
Gartner estimates the public
cloud market will be worth
$43bn by 2015 and is currently
growing at an annual rate of
over 25% per annum.
As service providers you will be judged on your flexibility,
innovation and service levels. So you need to be using the
most reliable, secure and trusted infrastructure software to
underpin your services.
VMware gives you access to unique suites of products
that allow partners to rapidly deploy and manage high
performance service offerings, all utilising the same
underlying technology foundations, the Software-Defined
Data Center (SDDC).
This same core technology is already deployed in over
500,000 VMware customers globally. Many of our
partners are already taking advantage of the
opportunity to transform customers by delivering
simple, secure and affordable hybrid cloud solutions.
The cloud’s flexibility, scalability and economy makes it a
natural choice for organisations looking to simplify IT
management and reduce budgets.
The VMware vCloud Air Network Program provides you
with all the support you need to compete in the
cloud services market place.

What you can offer your customers
VMware and its partners offer a
unique, evolutionary path to cloud
computing that reduces IT
complexity, significantly lowers
costs, and enables more flexible,
agile service delivery.
Hybrid cloud services offer the ‘best of both worlds’ –
agility and low cost, together with high performance,
security and portability. The difficulty is that most vendors
are focused on either private or public cloud, but not both.
This is where VMware Hybrid Cloud Powered service
providers offer unique value. VMware Hybrid Cloud
Powered services are built on the same VMware
technology platform and architecture on which the
majority of enterprises have built virtualized data centres.
Meaning IT can easily provision compatible public cloud
resources, and quickly and securely extend their
virtualized infrastructure.
vCAN is ideal for service providers who offer hosted
services to third parties, such as Infrastructure-as-a-
Service (IaaS) Providers, Cloud Service Providers (CSPs),
Application Service Providers (ASPs), Internet Service
Providers (ISPs) and Platform as a Service (PaaS)
Providers.
Infrastructure-as-a-Service (IaaS):
IaaS represents the foundation of what a VMware Service
Provider partner can offer their customers. VMware
customers recognise the benefits of cloud computing and
frequently consider cloud for new service deployments,
application migrations and upgrades in lieu
of refreshing their internal systems or acquiring new
hardware. Contracted VMware Service Providers will be
identified as “laaS Powered” so that customers can
easily identify partners offering VMware based services.
Horizon Desktop-as-a-Service (DaaS):
Qualified partners can offer DaaS to their customers
based on VMware Horizon™ DaaS. For customers, it
represents a quickly deployed, affordable cloud-based
virtual desktop solution.
Only VMware Horizon DaaS platform offers Service Provider
partners a scalable multi-tenant solution with a grid-based
architecture based on industry leading vSphere® technology.
Partners qualifying for a VMware DaaS service offering will
receive a ‘Horizon DaaS Powered’ badge to promote their
service offering.

How the Program works
To start, every new partner joins the VMware Partner Network
at the Enrolled tier. Enrolment in this tier gives partners the
opportunity to learn more about the different programs
VMware offers and takes the time to decide which program
suits them. In the meantime,
you’ll also get the chance to start acquiring the necessary
sales and technical solution skills to accelerate towards the
first transaction.
To progress, complete the VMware Partner Program
agreement, choose the contract level with the associated
minimum commitment that matches your business
requirements and sign a vCAN rental contract with an
authorised vCAN aggregator.
Each VMware product available in the program has an
associated points value. Your chosen aggregator will be
able to provide you with your price per point, which will
depend on the contract level and minimum commitment.
You can then advance to the Enterprise and Premier tiers
by gaining the relevant number of VMware Certified
Professional (VCP) certifications.
Your VMware Service Provider Program membership will
renew automatically for successive one-year terms,
providing you’re still meeting all the requirements.
Eligibility:
In order to enrol and progress through the program, you’ll
need to build up a minimum contract value (see next
page) and a set of role-based accreditations consisting of
training and certifications. You’ll then need to track vCAN
product usage on supported products and report
monthly usage through the vCAN Business Portal.

How the Program works
Minimum monthly V S P P rental contract:
Professional – minimum 360
points Enterprise – minimum
10,800 points
(or 3,600 point plan for developing
countries) Premier – minimum 100,000
points
As part of the Service Provider Program
you can benefit from:
• a flexible business model, including incremental volume
discounts, that raises the benefits as you increase your
commitment
• the world’s largest cloud ecosystem as part
of your service offering
• flexible access to VMware software on a
monthly subscription basis
• low start-up costs for minimal upfront
capital investment
• guaranteed pricing with 12-month fixed
price contracts
• inclusive Production Level support
VMware vCloud Usage Meter:
To facilitate reporting of the VMware vCloud® Service Provider
Bundles, VMware has developed the vCloud Usage Meter.
This tool automates the collection of usage data for
supported products. For additional details, visit the vCAN
Program Guide on Partner Central.
VMware vCloud Usage Meter must be installed to monitor
and report usage of the all vCloud Service Provider Bundles
and qualified products. Other products must be monitored
manually by the Service Provider and reported to the
Aggregator in accordance with the Aggregator’s reporting
process.
ENROLLE
D
ENTERPRIS
E
PREIER

The benefits to your business
Discover the business benefits of being a Hybrid Cloud Powered Service Partner
In addition to belonging to the Professional, Enterprise and Premier tiers, service providers can further differentiate
themselves by becoming a Hybrid Cloud Powered partner. To do this, they must be at the Enterprise level or higher
and have launched a validated public-facing service utilising vCloud® Director. Further details on this program can be
found on the following link:
www.cloudsyntrix.com/solutions-vmware-vcloud-extend-your-data-center.html
B y b e c o m i n g Hybr id C l o u d Powered you will:
Accelerate your time to market – use the industry leading,
secure, robust and trusted virtualization platform as the
foundation for your public cloud.
Differentiate your service – take advantage of the built-in
solution benefits of scalability, elasticity and security
inherent to vCloud Director to focus on differentiating
your cloud offering.
Grow your customer base – VMware-based services are
compatible with existing VMware environments at over
500,000 customers worldwide, allowing you to expand
your business and your revenue base.

Service provider bundles
VMware and its partners offer a
unique, evolutionary path to cloud
computing that reduces IT
complexity, significantly lowers
costs, and enables more flexible,
agile service delivery.
Product bundles:
The vCAN portfolio includes a number of specifically
designed bundles to provide all of the elements required
to deliver a flexible, secure and resilient cloud service.
vCloud Premier Plus Bundle:
10 point value / 1GB reserved
RAM (based on monthly
usage)
Provides the key components needed to deliver an
enterprise-class cloud service together with management
and automation capabilities. Targeted at Service Providers
that want to enable enterprises to extend their data centers
to the public cloud with agility, compatibility and security in
a multi-tenant infrastructure, while providing improved SL As
and capturing new revenue streams through add-on
services to customers.
vCloud Premier Bundle:
7 point value / 1 GB reserved
RAM (based on monthly
usage)
Provides the key components required to deliver a
feature-rich enterprise-class, cloud Infrastructure-as-a-
Service.

VCloud Air Network Guide