VMworld 2013 Kristen Edwards, VMware Mark Cravotta, Singlehop Learn more about VMworld and register at http://www.vmworld.com/index.jspa?src=socmed-vmworld-slideshare

1. Go to Market with the VMware Solution Exchange
Kristen Edwards, VMware
Mark Cravotta, Singlehop
TEX5221

2. 22
 This presentation may contain product features that are currently
under development.
 This overview of new technology represents no commitment from
VMware to deliver these features in any generally available
product.
 Features are subject to change, and must not be included in
contracts, purchase orders, or sales agreements of any kind.
 Technical feasibility and market demand will affect final delivery.
 Pricing and packaging for any new technologies or features
discussed or presented have not been determined.
Disclaimer

3. 33
Agenda
 VMware Solution Exchange
• Overview
• Demo
• Best Practices & Roadmap
 Singlehop

4. 44
The VMware Solution Exchange is VMware’s
ecosystem marketplace – integrated with VMware
products – for delivering the industry’s most diverse,
enterprise-ready virtualization and cloud solutions
VMware Solution Exchange – Vision

5. 55
VSX
Connect with
Customers &
Respond to leads
Create & Manage
Listings
Publish Software for
Download
VMware Solution Exchange (VSX) -
Discover, Engage and Deploy VMware Ecosystem Solutions
Virtualization and Cloud
Solution Ecosystem
Customers
VSX
Partners Contact Partners,
VMware & Customers
Discover Solutions
Download Free Software
VSX as a Route to Market
VSX
VSX as an Enterprise App Store

6. 66
VMware Solution Exchange Metrics – Jan 25 2012 – August 2013
Content:
 891 published solutions from 382 partners
 > 1,200 virtual appliances from 940 developers
Marketplace Views:
 2.8 million unique visitors
 8.9 million page views
Solution Listings:
 1,505,204 views
 519,141 clicks on “try”
 14,437 resources downloads
Customers are engaging on
the marketplace:
>2,300 logins in the last 6
months
1,636 Leads to Partners

7. 77
Demo

8. 88
Best Practices
 Create listings with rich content
• Deployment guides, whitepapers, videos, etc.
• Tag correctly
 Update listings frequently
 Submit featured banners
 Advertise events
 Link from home site
 Blog
 Use other social media channels

9. 99
VMware Solution Exchange Roadmap - 2013
Event Advertising
Cloud
Management
Marketplace
New UI
January June
December
VMworldMarch
vCloud Partners
April
Start a
Conversation
October
SP Sub-store pilot
Site Redesign
Content Update
vCHS
Marketplace

10. 1010
VMware Solution Exchange Roadmap - 2014
Consulting
Partners
Marketplace
Q1
Q4
VMworld
Q2
“Try on vCHS”
Service Provider
Sub-Store model
ISV Resale
VSX
Communities Hosting for virtual
appliances

11. 1111
VSX – a Cloud Marketplace

12. 1212
Getting Started
Go to http://solutionexchange.vmware.com
• Select Register, then Partner
Once logged in, click on the “Administration” link in the upper right-
hand corner
Select “Manage Solutions” to add a solution
• Choose your marketplace
Once registered and logged in, visit the Partner Corner for How-to
videos, User Manual and Program Guide
Email vsxalliance@vmware.com for help
Interested in reselling your application on the VSX? Contact
vsxalliance@vmware.com

13. 1313
Singlehop

14. 215 W Ohio St 5th Flr, Chicago, IL 60642 | 1-866-349-0604
VMware Solution Exchange
Discover
Find providers such as SingleHop using the VMware Solution Exchange.
Engage
Receive quotes, information, or grab a test drive.
Collaborate and Network
Utilize other Solution Exchange Partners to create a go to market strategy.
Deploy
Pleased with what you see? Sign up and create the ultimate infrastructure.

15. 215 W Ohio St 5th Flr, Chicago, IL 60642 | 1-866-349-0604
Products & Services – Powered by over 50 VMWare Solution
Exchange Providers
Managed Services
Software & Apps
Backups & Storage
Security
Network Services
System Administration
Monitoring
Software
Wide range of Windows
and Linux supported
Microsoft: SQL, Exchange, SharePoint, Lync,
Dynamics, QuickBooks, CRM, ERP, SCM
Open Source Hosted
Cloud Apps Catalogue
Infrastructure
Dedicated Servers
Cloud Servers
Dynamic Servers/VM Nodes
Enterprise Private Cloud
Virtual Data Centers
Data Centers
Chicago-1 (CHI-1)
Downtown Chicago
Capacity : 2,000+ servers
Chicago-2 (CHI-2)
Elk Grove Village, IL
Capacity : 10,000+ servers
Phoenix-1 (PHX-1)
Downtown Chicago
Capacity : 2,000+ servers
Amsterdam (AMS-1)
Amsterdam, NL
Capacity: 2,000+ servers

16. 215 W Ohio St 5th Flr, Chicago, IL 60642 | 1-866-349-0604
Cloud Computing Experience Powered by VMware
MANAGED SERVICES
BARE METAL
DEDICATED
SERVERS
PRIVATE
CLOUD
VDC
vCLOUDvSPHERE
PUBLIC
CLOUD

17. 215 W Ohio St 5th Flr, Chicago, IL 60642 | 1-866-349-0604
Public Cloud Servers
Powered by VMware

18. 215 W Ohio St 5th Flr, Chicago, IL 60642 | 1-866-349-0604
Public Cloud Under the Hood
Scalable, Dependable, Easy to Use
Powerful public cloud option, built on enterprise hardware with
100% uptime.
Mature Cloud Product
The VMware’s platform provides a mature cloud product that offers
the best features and integration support.
vSphere Web Services API
vSphere Web Services API grants complete control of the public
cloud environment for end users.
OVF Package Deploys
Custom OVF Package deploys are available. Create and deploy
custom virtual appliances with ease.

19. 215 W Ohio St 5th Flr, Chicago, IL 60642 | 1-866-349-0604
Enterprise Private Cloud
Enterprise-class Single Tenant Cloud Powered by VMware

20. 215 W Ohio St 5th Flr, Chicago, IL 60642 | 1-866-349-0604
Private Cloud Under The Hood
Compliance Ready
Private cloud deployments are created to the exacting standards of
various compliance policies.
Secured Single Tenant Environment
Single tenant environment ensures steady network and system
resource throughput.
Lowered Inherent Risk
VMware offers a standardized, mature solution for creating a
software defined data center.
Fully Elastic and Flexible Environment
Rule based allocations allow support for an impressive array of
workloads with automated scalability.

21. 215 W Ohio St 5th Flr, Chicago, IL 60642 | 1-866-349-0604
Virtual Data Center
SKU Based Public Cloud Powered by VMware

22. 215 W Ohio St 5th Flr, Chicago, IL 60642 | 1-866-349-0604
VDC Under the Hood
Productized
A virtual data center completely productized for easy consumption
and ease of use.
Single Tenant Private Cloud
Provides all of the security, privacy, and compliance benefits of
other private cloud solutions.
All Inclusive Fabric
No hidden fees or costs, VDC pricing includes all licensing,
updates, and computing resource fees.
Channel Partner Solution
SKU based cloud packages were designed for channel partners
and affiliates.

23. 215 W Ohio St 5th Flr, Chicago, IL 60642 | 1-866-349-0604
Managed Services
Enterprise-class Single Tenant Cloud Powered by VMware

24. 215 W Ohio St 5th Flr, Chicago, IL 60642 | 1-866-349-0604
Security
Backups &
Storage
Network
Services
System
Admin
Monitoring
Software
Managed Services

25. 215 W Ohio St 5th Flr, Chicago, IL 60642 | 1-866-349-0604
Case Study
VMWare Cloud Management Marketplace
Microsoft SharePoint Blueprint

26. 215 W Ohio St 5th Flr, Chicago, IL 60642 | 1-866-349-0604

27. 215 W Ohio St 5th Flr, Chicago, IL 60642 | 1-866-349-0604

28. 215 W Ohio St 5th Flr, Chicago, IL 60642 | 1-866-349-0604

29. 215 W Ohio St 5th Flr, Chicago, IL 60642 | 1-866-349-0604

30. 215 W Ohio St 5th Flr, Chicago, IL 60642 | 1-866-349-0604

31. 215 W Ohio St 5th Flr, Chicago, IL 60642 | 1-866-349-0604
ISV / Application Provider Value
Proposition
Differentiate from competition
Offer high-value, high-demand services
Attract new customers & retain existing
customers
Generate new revenue & uncover new
opportunities
ISV maintains customer relationship &
billing control
Automate provisioning and routine server and
infrastructure management tasks
Generate new revenue
& uncover new opportunities
• High margin MRR revenue streams
• Professional services revenue
• Planning, design, installation,
migration & app revenue

32. 3232
TAP Membership Renewal – Great Benefits
• TAP Access membership includes:
New TAP Access NFR Bundle
• Access to NDA Roadmap sessions at VMworld, PEX and Onsite/Online
• VMware Solution Exchange (VSX) and Partner Locator listings
• VMware Ready logo (ISVs)
• Partner University and other resources in Partner Central
• TAP Elite includes all of the above plus:
• 5X the number of licenses in the NFR Bundle
• Unlimited product technical support
• 5 instances of SDK Support
• Services Software Solutions Bundle
• Annual Fees
• TAP Access - $750
• TAP Elite - $7,500
• Send email to tapalliance@vmware.com

33. 3333
TAP Resources
 TAP
• TAP support: 1-866-524-4966
• Email: tapalliance@vmware.com
• Partner Central: http://www.vmware.com/partners/partners.html
 TAP Team
• Kristen Edwards – Sr. Alliance Program Manager
• Sheela Toor – Marketing Communication Manager
• Michael Thompson – Alliance Web Application Manager
• Audra Bowcutt –
• Ted Dunn –
• Dalene Bishop – Partner Enablement Manager, TAP
 VMware Solution Exchange
• Marketplace support –
vsxalliance@vmware.com
• Partner Marketplace @ VMware
booth pod TAP1

34. THANK YOU

36. Go to Market with the VMware Solution Exchange
Mark Cravotta, SingleHop
Kristen Edwards, VMware
TEX5221

37. 3737
Back Up