Cloud

Enterprise Computing Solutions – United Kingdom

VMware vCloud Air Network Welcome Kit

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VMware is uniquely positioned to help Service

Providers develop their cloud business due to its

leading position in enterprise virtualisation and

visionary cloud computing goals.

Partnering with VMware helps you succeed in three major areas:

1 growing your revenue

2 differentiating your offerings

3 accelerating your growth opportunities

The VMware vCloud Air Network (vCAN) was created for partners like you who offer cloud computing and/or hosted IT services to enterprise and SMB organisations. Through a product subscription model, vCAN allows partners flexibility in offering virtualisation solutions, applications, and services to their customers with no up-front expenses. vCAN is the ideal solution for various types of VMware partners who offer hosted services to 3rd parties, such as Cloud Service Providers, Application Service Providers (ASPs), Internet Service Providers (ISPs), Platform as a Service (PaaS) Providers, and Infrastructure as a Service (IaaS) Providers. This welcome kit will get your company started on the path to growth within vCAN.

Upon joining the vCAN you’ll receive a ‘Welcome to the VMware vCloud Air Network email. Make sure you keep this on file.

Example of vCAN email program

You’ll also receive a VMware International Product Licensing Order email with order date, license keys, order number, and license certificate. Please store this for safe keeping.

Dear VMware Customer Thank you for your order #1234567 Order Date: MARCH 28, 2012 PO Number: 23456 Reseller PO Number: Not Available End User PO NUmber: Not Available Here are your license keys for Order# 1234567: License key(s) for VMWare Workstation 8 for Linux and Windows, ESD: XX123-X123H-123XX-X1234-123X 50 COMPUTER(s) License key(s) for VMWare vShield Edge 5. x (1VM): X1234X-XX123-X123X-1X123-XXXX1 100 VM(s) License key(s) for VMWare vShield App 5. x (1VM): X1234X-XX123-X123X-XXX12-123XX 100 VM(s) License key(s) for VMWare vCenter Site Recovery Manager 5 Enterprise (1VM): X123-XX122-1XX12-XX123-123XX 50 VM(s)

Welcome

Program Essentials

Example of vCAN license certificates

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vCAN REPORTING REQUIREMENTS

Service Providers are required to report usage data to Arrow ECS on a monthly basis, prior to the 7th of each month.

Reports must include the following:

> Product usage data details of each vCAN product used with the quantity and total points incurred. All use of the vCloud Service Provider Bundles and vCenter Site Recovery Manager require that the vCloud Usage Meter be installed to monitor and report on usage of the products. Other products must be monitored manually by the Service Provider and reported to Arrow ECS accordingly.

> Hosting end customer total number of points each hosting customer generated if more than 700 points per month in usage. For example, this is equivalent to 100 GB Reserved vRAM for the vCloud Premier Bundle.

Audits for compliance on reporting, tiering prerequisites, contract level, and contract payments may be conducted up to twice a year. See the vCAN Program Guide for additional information on reporting.

MY VMWARE

My VMware provides simplified management of license keys and support: www.my.vmware.com

VMware Production Support is included with vCAN rental contracts. VMware’s global support centres are staffed around the clock to provide you access to their industry-leading expertise in virtualisation and years of experience supporting virtual infrastructure products in real-world customer environments.

When contacting support, only the Super User (SU) or Procurement Contact (PC) can open help tickets. Please have your support contract number for your account ready when contacting support. This contract number can be retrieved when logging into My VMware at the link above and looking for the support contract number.

Download your VMware product(s) at: www.vmware.com/download/

VMWARE VCLOUD USAGE METER TOOL

The VMware vCloud Usage Meter is a tool that monitors, measures, and reports on information on virtual machine (VM) resource usage gathered from vCenter Server. Its purpose is to provide an easy way for Service Providers and Aggregators to gather and report on accurate usage to support the vCAN billing process. The vCloud Usage Meter is provided as a free virtual appliance.

Please refer to the vCloud Usage Meter Community page for any initial technical issues. The community is available at: http://communities.vmware.com/community/vmtn/vcd/vcloud_usage_meter

For further technical assistance, please contact VMware Global Support Services and raise a ticket at: www.vmware.com/support/contacts/

Download the vCloud Usage Meter Tool in your myvmware portal.

ARROWSPHERE XSP

The ArrowSphere xSP portal has been developed specifically for Managed Service Providers to reduce their administrative overheads in managing and reporting licence consumption to vendors, whilst maintaining an accurate view of service delivery costs. Through the portal you can report on your VMware usage as well as host of other vendors associated with the services you are delivering.

A powerful portal, ArrowSphere xSP supports you by enabling:

VMWARE VCLOUD POWERED PROGRAM

The VMware vCloud Powered technology badge allows customers to quickly search for and identify Service Providers that provide cloud computing solutions that are fully compatible with their existing VMware environment including support for either public or hybrid cloud services.

The benefits of offering vCloud Powered services include:

> Accelerate time to market: leverage the industry-leading, robust virtualisation platform as the foundation of your public cloud

> Differentiate your cloud service: leverage the key cloud characteristics of scalability, elasticity, and security inherent to vCloud Director so that you can focus on differentiating your Infrastructure-as-a-Service offering

> Grow your customer base: vCloud Powered services are compatible with existing VMware environments at 500,000 customer accounts, enabling users with application and vCloud API portability

> Get your vCloud Powered service listed on www. vcloud.vmware.com, the website for customers to find, connect, and manage vCloud services.

MANAGE

- One portal to manage multiple vendor MSP programs

- Tools in place to sign up to new vendors programs with all info provided

- Archives past reports to enable visibility of historical spend

- Online catalogue of multiple vendor products including descriptions and links to vendor resources

REPORT

- Easy to use reporting tool to speed up reporting process

- Ability to copy SKU’s from previous months so only quantities would need to be updated

- Facilities to upload database files for certain vendors to help automate reporting process

- By utilising automated reporting tools helps ensure compliance

BUILD

- Cost calculator allows for comparison of multiple vendor products

- Ability to create custom bundles of software licences and assign custom SKU’s which can then be reported against again to speed up the reporting process

- Stack builder is a powerful tool which can be used to cost out and compare new services by pulling together the infrastructure, application and service layers

LICENSE AND MARGIN

OPTIMISATION

- When importing reports into xSP, the platform will produce a report using the most cost effective bundles available

- Tools to compare vendors solutions to ensure best value technologies and products are utilised

- Up to date product catalogue to provide detailed insight into Vendor product stacks

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The following criteria must apply for a public cloud service to be validated as VMware vCloud Powered:

> The public or hybrid cloud service must be based on VMware vSphere™ and VMware vCloud Director

> It must expose the VMware vCloud API

> It must support the Open Virtualisation Format 1.0 for image upload and download

See the vCloud Powered Program Guide via the following link for complete information and application process (requires login to Partner Central) https://na6.salesforce.com/sfc/#version/06980000000c08q

PARTNER CENTRAL

Partner Central is the VMware Partner Portal that provides the latest news and resources for sales, marketing, and technical people in the VMware partner community. Partner Central provides customized content and dedicated pages for products and solutions, promotions and sales, and marketing tools to help develop your virtualisation and cloud infrastructure practice. When you log in, you are taken directly to the vCAN homepage which contains assets and tools designed specifically for Service Provider partners.

Partner Central supports business by:

> Delivering customised news and updates on the VMware Partner Network (VPN Program

> Providing the latest tools, collateral, and resources in one location

> Offering a variety of co-brandable sales and marketing tools that can help you promote your VMware practice

> Promoting your company through a directory listing in Partner Locator

Register for a user account on Partner Central to start receiving the benefits of this community resource: www.vmware.com/partnercentral

After you register, be sure to complete your partner profile by providing your contact information, your company account information, and an overview of your VMware-oriented solutions and area of expertise. It is a requirement of vCAN that you update this profile regularly.

If you would like to learn more about Partner Central take a look at the following tutorial.

http://download3.vmware.com/media/flv/flv_player_large.swf?flvFile=http://download3.vmware.com/media/partners/vmware-partner-central-tutorial.flv&fSource=vmware-partner-central-tutorial.flv

An important element of the VMware vCloud Air Network is knowledge transfer through education and training. This can be achieved through the following tools:

PARTNER UNIVERSITY

Partner University on Partner Central is the virtual campus that provides partners access to the high-quality training and education they need to accelerate sales of VMware products, services, and solutions. Partner University provides industry-recognized accreditation and certification programs such as VMware Sales Professional (VSP) Accreditation for Sales Professionals, VMware Technical Sales Professional (VTSP) Accreditation for Pre-Sales Professionals, and VMware Certified Professional (VCP) Certification for Post-Sales and Services Professionals. As a VMware partner, you are eligible to receive a 20% discount on VMware-delivered VCP courses. Find course and enrollment information on Partner University on Partner Central.

VMWARE VCLOUD SALES TRAINING

Introduction to Selling VMware vCloud Services is a 20-minute training video which provides guidance to non-specialised sales representatives on prospecting, qualifying, and engaging cloud opportunities for vCloud Services.

http://campaign.vmware.com/partners/pcsf/main/vspp/vcloud_powered/Intro_to_Selling_vCloud_Services/Intro_to_Selling_vCloud_Services.html

Education, Training and Certification

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PARTNER COMMUNICATIONS

VMware strives to provide you with the most relevant and timely information possible. Partners can opt-in to receiving our newsletters and special updates. Simply opt-in via My Contact Details on Partner Central.

> vCAN Partner Newsletters – Quarterly newsletter designed to keep you up-to- date on new developments at VMware, including product updates and new program benefits

BLOGS AND SOCIAL MEDIA

You can also choose to get the latest information served up to your via useful social media channels.

Blogs - VMware vCloud delivers a single way to run, manage and secure your applications where you want them, when you want them.

Social Media - Receive the latest updates and insights about VSPP and the Service Provider Community

Useful Resources:

PARTNER MARKETING BUREAU

Leverage the power of the VMware Partner Marketing Bureau – your partner marketing helpdesk to launch your co-branded marketing campaigns with VMware

The Partner Marketing Bureau will:

> Help you understand VMware marketing programs

> Be an extra set of hands to execute your co-branded campaigns

> Provide guidance on how to find marketing assets on Partner Central

Access the Partner Marketing Bureau at: www.vmware.com/partners/partners.html?apex/page?name=marketing_demandgen

PARTNER CENTRAL

Partner Central provides Service Providers with a wealth of content, collateral, and campaigns that can be integrated with your marketing activities to help generate new leads and build awareness. Be sure to visit Partner Central often to take a look at new content and campaigns.

ARROW ECS VIRTUAL MARKETING MANAGER

A number of pre-built campaigns are available for you to customise on this portal. Accompanying each campaign are complementary tools and collateral to support your sales efforts.

To register for the VMM visit www.arrowecsvmm.co.uk

VMWARE GRID

Similar campaigns are also available through the VMware Grid, which also offers the ability to broadcast email campaigns to your customers and prospects independently of VMware.

Visit www.vmwaregrid.com for more information and to register.

Additional Marketing ResourcesDemand Generation

VMware vCloud Blog blogs.vmware.com/vcloud

VMware Service Provider Twitter twitter.com/VMwareSP

VMware Service Provide Facebook facebook.com/VMwareSP

VMware Service Provider Program Linkedin linkedin.com search VMware vCloud Air Network

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PUBLIC RELATIONS AND PRESS RELEASES

Press releases are an inexpensive and effective way to build brand-awareness and interest in the market. VMware has press release templates available to vCAN Service Providers, including templates for achieving Enterprise or Premier status in the VMware Partner Network and for achieving vCloud Powered Services validation. Contact your VMware Business Development Manager to confirm your eligibility and request the template. To make the most out of your press releases, be sure to have a clearly marked position for NEWS or MEDIA on your website’s landing page and immediately post all current releases for review by visitors.

EVENTS

In conjunction with the campaigns and tools located on Partner Central, another great way to build awareness and leads is to sponsor and/or exhibit at VMware events and industry events throughout the year.

VMWORLD

VMworld, hosted by VMware, is where you’ll find the knowledge and tools you need to leverage virtualisation and the cloud to deliver truly transformative business results. Join VMware as thousands of IT innovators explore the leading edge of the industry’s most powerful trend. VMworld offers attendees informative Breakout Sessions and Hands-on Lab training, plus access to a wealth of technology partners to discuss virtualisation best practices, building a private cloud, leveraging the public cloud, managing desktops as a service, virtualising enterprise applications, and more. Two events are held each year: one in the US, and one in Europe. Partner sponsorship opportunities are available!

Learn more about sponsoring and/or attending VMworld events at www.vmworld.com

PARTNER EXCHANGE (PEX)

VMware Partner Exchange is VMware’s annual partner conference, held specifically for the VMware partner community. It is focused on partner education and enablement and is designed to deliver content specific to your job role and business needs. Sessions provide you with proven go-to-market selling strategies for VMware solutions, key insights on sales and marketing programs, and in-depth training on VMware technology. Partner sponsorship opportunities are available!

Learn more about Partner Exchange at www.vmwarepartnerexchange.com

VMWARE USER GROUPS (VMUGS)

VMware User Groups are made up of independent communities of VMware users who gather to exchange ideas and information. Partners coordinate with local VMUG chapters to provide sponsorships, speaking opportunities, and thought leadership.

Learn more about VMUGs at http://communities.vmware.com/community/vmtn/vmug

See your VMware Business Development Manager for more details or check Partner Central for updates.

vCAN Overview for benefits, requirements, and application: www.vmware.com/partners/programs/service-provider

vCAN Documentation for vCAN Program Guide, vCAN Product Use Guide and Aggregator Locator: http://vmware.com/partners/programs/service-provider/benefits.html#c1401

Partner Central (requires username and password): www.vmware.com/partnercentral

Partner Central Assistance for cross enrolment in VSPP and associating VCPs to your Partner Central partner record: partnernetwork@vmware.com

VMware Product EULAs: www.vmware.com/download/eula

My VMware (requires username and password): https://my.vmware.com/web/vmware/login

Usage Meter download site for appliance download and Usage Guide (requires username and password): www.vmware.com/download/download do?downloadGroup=UMSV

Other Helpful Resources

1. 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

Next Steps:1

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