vCloud Air Network Guide

Contents3 Welcome to the Service Provider Program

4 VMware vCloud Air Network overview

5 VMware vCloud Air Network – customer benefits

6 Cloud services market: a growing opportunity

7 What you can offer your customers

8 How the program works

10 The benefits to your business

11 Service provider bundles

12 Products and pricing

13 Get on board

Welcome to the VMware vCloud Air Network ProgramThe VMware vCloud Air Network (vCAN) is designed to offer Service Provider partners a low risk method for investing in VMware infrastructure on a pay-as-you-go, or pay-as-you-grow monthly subscription model.

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 ECS – 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 andend-customers

Today Arrow xSP Central supports multiple vendor rental programs.

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VMware vCloud Air Network overview

The VMware vCloud Air Network covers >99% of the cloud TAM*

*Gartner Forecast: Public Cloud Services, Worldwide, 2012-2018, 1Q14 Update

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

Choice

Flexibility

Data Sovereignty

Breadth and Depth

Validated Cloud Services

ISV Marketplace

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

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Cloud services market: a growing opportunityThe 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.

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What you can offer your customersVMware 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.

Managed Services:Differentiate offerings with the creation of products and services in support of your VMware cloud. These include managed services, monitoring, management, backup, disaster recovery and more. Service Providers can adopt and utilise any number of additional VMware technologies through the VMware Service Provider Program as outlined in this guide.

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How the Program worksTo 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.

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How the Program works

Minimum monthly VSPP 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 yourservice offering

• flexible access to VMware software on a monthlysubscription 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.

PARTNER INVESTMENT

PAR

TN

ER

RE

WA

RD

S

ENROLLED

PROFESSIONAL

• Signed contract minimum of 360 points

ENTERPRISE

PREMIER

VMware Service Provider

• Volume based discount• Production Level support• Partner branding• Partner directory listing• Cloud test demonstration• NFR

• Development funds• Option to be a Cloud Credits

redemption partner• vcloudproviders.vmware.com listing• Internal use of hosted IT services• Press release support• IUL

• Development funds• Technical Development Board • Co-branded marketing and

social media• Lead generation• Assigned Account &

Marketing Manager• Joint success stories

& webcasts

• Signed contract minimum of 10,800 points (minimum 3,600 developing countries)

• 2 VCPs and Cloud Provider Competency• Hybrid Cloud Powered badge

• Signed contract minimumof 100,000 points

• 4 VCPs and CloudProvider Competency

• Hybrid Cloud Powered badge

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The benefits to your businessDiscover 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:

vcloudproviders.vmware.com

By becoming Hybrid Cloud 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.

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Service provider bundlesVMware 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 / 1 GB 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 SLAs 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 Standard Bundle: 5 point value / 1 GB reserved RAM (based on monthly usage)Provides the key components required to deliver a cloud Infrastructure-as-a-Service that’s cost-comparable to leading cloud providers.

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Products and pricingThe information opposite applies to all products and bundles in the VMware vCloud Air Network Program as of June 27,

2014 and may be updated by VMware at any time.

For the latest product information, visit the vCAN

portal on Partner Central and download the VMware vCloud Air Network Program

Product Usage Guide.

Product Name Points / Month Charged Per:

Data Centre & Cloud Infrastructure:

VMware vCloud Service Provider Bundle – Premier Plus Edition 10 1 GB reserved RAM (based on average monthly usage)

VMware vCloud Service Provider Bundle – Premier Edition 7 1 GB reserved RAM (based on average monthly usage)

VMware vCloud Service Provider Bundle – Standard Edition 5 1 GB reserved RAM (based on average monthly usage)

Infrastructure & Operations Management:

VMware vCenter Operations Management Suite Standard Edition 2.5 Virtual Machine or OSI

VMware vCenter Operations Management Suite Advanced Edition 6 Virtual Machine or OSI

VMware vCenter Operations Management Suite Enterprise Edition 12 Virtual Machine or OSI

VMware vCenter Operations Adapter for Network Devices* 2 Network Device

VMware vCenter Operations Adapter for 3rd Party Data Source* 5 Third Party Data Source

VMware vCloud Automation Center Advanced Edition 7 Virtual Machine or OSI

VMware vCloud Automation Center Enterprise Edition 14 Virtual Machine or OSI

VMware vCenter Log Insight 4.5 Virtual Machine or OSI

VMware IT Business Management Suite Advanced Foundation Package** 5,133 5 users

VMware IT Business Management Suite Advanced for Additional Users** 1,467 5 users

VMware IT Business Management Suite Advanced for Read Only Users** 550 5 users

VMware IT Business Management Suite Enterprise Foundation Package** 7,700 10 users

VMware IT Business Management Suite Enterprise for Additional Users** 1,833 5 users

VMware IT Business Management Suite Enterprise for Read Only Users** 550 5 users

VMware NSX-V** 20 Virtual Machine

VMware NSX-MH** 25 Virtual Machine or OSI

VMware Virtual SAN 0.08 1 GB of Allocated Capacity

VMware vCenter Site Recovery Manager 24 Protected Virtual Machine (VM)

VMware vSphere Data Protection Advanced 6 Protected Virtual Machine (VM)

VMware vCenter Server Heartbeat* 486 Protected vCenter Server

Cisco Nexus 1000V 34 CPU

Application Platform & Management:

VMware vFabric Data Director 80 2 vCPUs of provisioned vFabric Postgres Standard Edition databases

VMware vFabric Hyperic 15 Machine

Desktop & End User Computing Products:

VMware Horizon DaaS Bundle – VDI Edition** 16 Total Allocated Quota for VDI Connections

VMware Horizon DaaS Bundle – RDSH Edition** 13 Total Allocated Quota for RDSH Connections

VMware Horizon View Standard (Formerly VMware View Premier) 12 Concurrent Connection

VMware View Foundation (Formerly VMware View Enterprise)* 7 Concurrent Connection

VMware Workspace Portal 3 Named User

VMware Mirage 7 Named User

VMware ThinApp Client 2 ThinApp Client

VMware ThinApp Packager 1 ThinApp Packager

* It is for use only by partners with contracts completed prior to June 2014. ** Requires special qualification process; see details on the product specific page(s).

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Get on board today1. Sign up for xSP and subscribe to VCAN at xsp.arrow.com

2. Install and configure the Usage Meter

3. At the end of the month export the monthly units usage report from the Usage meter

4. Upload report to xSP and validate with a PO

© VMware 2014. All rights reserved. 13