vmware’s journey to the cloud...4 subscription delivery platform – an overview sdp is a set of...
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© 2013 VMware Inc. All rights reserved
VMware’s Journey to the Cloud:
Subscription-Based Delivery Platform
August 2013
2
Delivering on the Subscription Customer Lifecycle
Subscription Delivery Platform: A set of policies, processes, and
systems to support new subscription business models
• Integrate the customer service and support experiences through My VMware
• Leverage existing VMware channel model for new and existing customers
• Internally align VMware organizations and business processes to more fully
reflect a true subscription-based business model
• Increased self-service for customers to view subscriptions purchased, file
support tickets, and purchase add-on products, leveraging existing My
VMware portals
• New product offerings to VMware customers
3
Business Need: Make It Easy to “Buy Cloud Services”
Create scalable, integrated processes for procurement for
subscription-based products and services
Deliver vCloud Hybrid Service as a secure, production-ready,
hosted service offered on a subscription basis (initial offering)
Enable enterprise-class cloud provisioning and support processes
Deliver business infrastructure for subscription lifecycle
Involve IT, Order Management, Partner Operations, Finance
Operations, Deal Operations, Deal Desks, Global Support, Sales
Operations, SPAN, FAST, and the vCloud Hybrid Service Product
teams as well as VMware sales and engineering teams
4
Subscription Delivery Platform – An Overview
SDP is a set of new policies, processes, and systems to support new subscription business models
to VMware customers through the VMware channel
SKU and price list
management
Learn / Test Engage
Order
Use/Pay
Stop
Grow
Customer
Lifecycle
Policies
New Business Models / Tenants ( vCHS, Others)
Processes Systems
Channel Partners and Customers
New Subscription Business Models/
Services
• Initial tenant – vCloud Hybrid Service
Key Guiding Principle:
• Subscription Customer Lifecycle
Timeline
• SDP Program Delivery May 10, 2013
5
Business Policy Landscape
Business policies for SDP spans across the VPC customer experience lifecycle and maps
into seven key business operation areas
Product Catalogue and Pricing
Partner Operations
Order Management
Finance Operations
Subscription and Entitlement
Sales Operations
Support Operations
SDP Business Operations
Learn
Configur
e &
Pricing
Test Engage Order Use Grow
Partner
Selection
Billing
Provision Payment Manage
Impleme
nt
Support
Manage
Entitleme
nt
Add-On
Elastic
Allocatio
ns
Upgrade Terms &
Condition
s
Service
Attributes
Support
Definition
Demo
Co-Term
Evaluatio
n
Pro
Services
Initial
Order
End
Suspend
Reinstate
Terminat
e
SLA
Credits
Back
3rd Party
Software
&
Services
Pay
Renew
PoC
6
CRM
Subscription Delivery Platform Solution View
Product Catalog and
Pricing
Subscription Billing Platform
Subscription/Amendment
Orders
Billing, Invoicing, and
Payment Operations
Entitlement and Service
Activation
My Subscriptions
My VMware
My Support
Partner Approvals
Partner Portal
vCHS
Horizon
VSPP
Subscription
Tenants On-Demand
Provisioning
Resource
Metering /
Usage Data
VMware Back-end Systems
Bookings
Commissions
Custo
me
r
Inte
gra
tion
Fin
an
ce
Inte
gra
tion
Au
the
ntic
atio
n
SS
O
Subscription
Integration
Usa
ge
s
Invo
ice
s
Cha
nn
el
Ord
er / In
itial
Offe
ring
End Customers New capabilities/
systems
Integration with
existing capabilities
/systems
Su
pp
ort F
iling
Su
pp
ort
Tra
ckin
g
NETWORK
Resellers Resellers Sol. Providers Resellers
Aggregators Distributors
Product
Configurator
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Subscription Management Capabilities
• Product catalog
• Rates and pricing *
• Service plan mgmt. *
• Promotions and discounts
• Charge calculations *
• Usage calculations *
• Payment processor support
• Statement flexibility *
• Automated workflows
• Event notifications *
• Entitlement mgmt. *
• Dunning
• Audit log mgmt
• CRM integration
• CSR reports/visibility
• User self-service
• Security
Customer Care
Channel
Management
• Reporting
• Business metrics
• Dashboards
• Plan hierarchies *
• Account hierarchies *
• Integration support
• White label/customization
* Capabilities needing significant change
8
Aria Platform Overview
Website Self-service,
Web Orders
CRM System Accounts,
Subscriptions,
Invoice Summary,
Orders
BI Systems
ERP Systems Journal Entries,
General Ledger,
Payments/Credits
Payment
Processing Charges, Payments,
VISA, MasterCard,
PayPal, RBS
WorldPay,
Payment Cards, ACH
Service Mgmt
Systems
Aria is a back office, hosted application integrated with VMware’s application environment—the
―core‖ of SDP
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vCloud Hybrid Service Offering
Virtual datacenter A Virtual datacenter B
vCPU pool vRAM pool Storage pool VPN and
Network pool
Virtual datacenter Z
…
• A true single-tenant private cloud • Physically isolated compute • Logically isolated networking and
storage • 30GHz vCPU / 120GB vRAM • 6TB Storage
Customer A Customer B
vCPU pool vRAM pool Storage pool VPN and
Network pool
Customer Z
…
• Multitenant virtual private cloud • Logically isolated compute,
networking, and storage • 5GHz reserved/10GHz burst vCPU
/20GB vRAM • 2TB storage
* Cloud Foundry services will be offered post- Production Release and are not part of beta
Offering 2: Virtual Private
Cloud
Offering 1: Dedicated Cloud
Dedicated Managed Private Cloud for Customer A
Multitenant Managed Virtual Private Cloud
10
Benefits
Increased customer self-service through My VMware portals,
including support and ordering additional services
SDP platform enables purchasing of compute, storage, and
network resources for Hybrid Cloud services
Encourages new and existing customers to move to the cloud
through our channel or direct
Extends security, scalability, and support needed for enterprise-
class cloud computing
VMware closer to delivering on Software Defined Data Center
Channel gets increased revenue opportunities with new
subscription-based offering
11
For More Information
Please contact:
Vinh Ma, IT Business Engagement Director
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VMware Subscription Delivery Platform
VMware, Inc.
3401 Hillview Ave
Palo Alto, CA 94304
Tel: 1-877-486-9273 or 650-427-5000
Fax: 650-427-5001