© 2014 VMware Inc. All rights reserved.

vCloud Air Network – Product and Program Update

What is vCloud Air Network?

• License rental on Pay as you Go basis for Service Providers

• Receive an amendment to the VMware product EULA to allow for hosting

• Use VMware software on a monthly subscription basis

• Get support included with contract

• Enjoy larger discounts with an increased minimum commitment

• Deliver IaaS Powered and Hybrid Cloud Powered services and become part of one of the largest public cloud ecosystems in the world

4 VCPs / 1 VSP-CP / 1 VOP-CP

100,000 points+

Cloud Provider Competency

2 VCPs / 1 VSP-CP / 1 VOP-CP

10,800 points+

Cloud Provider Competency

Hybrid Cloud Powered badge

1 VSP-CP / 1 VOP-CP

360 points+

Application

Click-Through

Agreement

Service Provider Partner Levels

3

Premier

Enterprise

Professional

Enrolled

Requirements Benefits

Development funds

Co-branded marketing and social media

Technical Development Board

Lead generation

Development funds

Press release support

Use of Hosted IT Services

Cloud Credits Redemption Partner

IUL

Volume based discount

Production support

Partner branding

Cloud test demonstration

NFR

Access to Partner Central, Events and Program

communications

VMware vCloud Service

Provider Bundle -

Standard

Production Support

vSphere Enterprise

Distributed Switch

vCloud Director

vCenter Server

vCenter Chargeback

Manager

Production Support

vSphere Enterprise

Plus

vCloud Director

vCenter Server

vCenter Chargeback

Manager

Production Support

vSphere Enterprise

Plus

vCloud Director

vCenter Server

vCenter Chargeback

Manager

vCloud Network and

Security Advanced

VMware vCloud Service

Provider Bundle –

Premier

VMware vCloud Service

Provider Bundle –

Premier Plus

vCloud Network and

Security Advanced

vCloud Connector

Advanced

vCloud Connector

Advanced

vRealize Operations

Enterprise

Production Support

vSphere Enterprise

Plus

vCloud Director

vCenter Server

vCenter Chargeback

Manager

Production Support

vSphere Enterprise

Plus

vCloud Director

vCenter Server

vCenter Chargeback

Manager

NSX - V

VMware vCloud Service

Provider Bundle –

Premier-X

VMware vCloud Service

Provider Bundle –

Premier-X Plus

NSX - V

vCloud Connector

Advanced

vCloud Connector

Advanced

vRealize Operations

Enterprise

Cloud Orchestration Tools – vCAN bundle

Support

Virtualization Platform

Management and

Automation

Cloud Management

Price per GB Reserved RAM / Month

4

New

New

VMWARE CONFIDENTIAL

ProvidesA Faithful Reproduction of Network & Security Services in Software

RoutingSwitching LoadBalancing

Connectivity toPhysical Networks

ManagementAPIs, UI

Data Security Activity MonitoringVPNFirewallingPolicies,

Groups, Tags

CONFIDENTIAL

NSX Based Bundles

• 2 new vCAN bundles offering NSX

– Premier-X – 10 Points

– Premier-X Plus – 13 Points

12th• Introduction on January 2015

– Fulfillment of NSX licenses to existing and new SPs

• Usage Meter tracking with next update of Usage Meter, expected in Q2 2015

• Training & enablement

• Pre-commits removed from a la carte NSX

• Close integration between vCD-SP and NSX part of vCD 6.0 roadmap

4CONFIDENTIAL

© 2014 VMware Inc. All rights reserved.

vCloud Air – Managed Services Provider Program Overview

vCloud Air Network Program – Addition of Air MSP

CONFIDENTIAL 8

1

License Rental

Build your own cloud

Same codebase as vCloud Air

Leverage technology badges

2

vCloud Air MSP

Utilize vCloud Air as infrastructure

Differentiate with Managed Services

Terms Of Service ownership

Lightweight Operations

Pay As You Grow

Single Program

Flexibility and Choice

Logically Isolated

Guaranteed Resource

Allocation

Virtual Private Cloud

Physically Isolated

Your Own Private Cloud

Instance

Dedicated Cloud

Base Resources:

20GB vRAM

10GHz vCPU

Starts at:

2 TB

10 Mbps allocated

50 Mbps burstable

2 Public IPs

Base Resources:

120GB vRAM

30GHz vCPU

Starts at:

6 TB

50 Mbps allocated

1 Gbps burstable

3 Public IPs

Logically Isolated Business

Continuity Solution

Disaster Recovery

Base Resources:

20GB vRAM

10GHz vCPU

Starts at:

1 TB

10 Mbps allocated

50 Mbps burstable

2 IPs, 2 Failovers 10

Compute DRaaS

vCloud Air – Service Offerings Available at GA

CONFIDENTIAL

Horizon Air – Desktop Models (Not available at GA)

11

Designed for the knowledge worker

• 1 vCPU

• 2 GB RAM

• 30 GB HD

Designed for the power user

• 2 vCPU

• 4 GB RAM

• 60 GB HD

• Soft 3D

Windows desktops and apps as a cloud service

Standard Advanced Enterprise

Designed for the power user+

• 4 vCPU

• 8 GB RAM

• 120 GB

• Soft 3D

NEW

CONFIDENTIAL

Routes to Market

Why vCloud Air for Service Providers?

• Option to buy vs. build

• Geographic expansion

• Vertical expansion

• vCloud-ready ISV apps

• vCloud Air-specific functionality

CONFIDENTIAL 13

EU

EU

EU

EU

Dedicated or Multi-Tenant

CONFIDENTIAL

vCloud Air Network - MSP Model

14

Value Propositions

12 month commit

1

SP Promote & quote vCA

2

SP Deliver Mgd Svcs

3

SP provides support

4

Report and pay

5

6

vCloud Air Network – MSP Value-Added Services

15

vCloud AirIncremental Services Revenue

CONFIDENTIAL7

Route-To-Market Comparison

RTM Feature vCAN-MSP

Commit (Term) Y (1yr)

Commit (Revenue) Y

ToS ownership Y

Program Fees N

MSP Air Badge Y

Consolidated Billing Y

Tiered Discount Y

18CONFIDENTIAL 9

Flexibility

Build or Buy your VMware Cloud

Own the Terms Of Service with your customer

Leverage Program Pay-as-you-Go; Pay-as-you-Grow

Opportunity

Expand your XaaSServices Portfolio & geographic footprint

Leverage vCloud Air Technology & VMware Ready ISV apps

Differentiate with your Managed Services

Revenue

Earn margin without having to invest in infrastructure

Market your brand, leverage the VMware brand

Huge opportunity selling Managed Services solutions

Summary of Service Provider Benefits

CONFIDENTIAL 20

Next Steps – Getting Started with the Air MSP Model

CONFIDENTIAL 21

SP to contact Aggregator

Sign the MSP addendum (new partners: VPN & vCAN agreements first)

Complete enablement training

Identify MSP opportunities

Build and develop pipeline

Reach out to rhipe & VMware for assistance