VCloud Air Overview

2014 VMware Inc. All rights reserved.

VMware vCloud Air Partner Kick-Off

Matteo Uva VMware Channel Manager

VMware vCloud Air Partner Kick-Off Agenda 09.00 - 09.30 Registrazione e welcome coffee 09.30 - 11.00 VMware vCloud Air - Overview 11.00 - 11.30 Coffee Break 11.30 - 13.00 VMware vCloud Air, posizionamento e opportunit 13.00 - 14.00 Pranzo

14.00 16.00 Distributors Meeting (only for Distri)

vForum 2014

A Rewarding Channel Strategy

vForum 2014

2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014

$Bill

ions

$4.61B

$3.77B

$2.86B

$2.02B $1.88B $1.33B

$5.21B

$6.03B

$0

$1

$2

$3

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$5

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$7

$704M $387M $219M

95% Tro

ugh Pa

rtners

Ranked as the 4 ISV infrastructure

VMware Architecture for IT: One Cloud, Any Application, Any Device

vForum 2014

Any Application

Traditional Applications

Cloud-Native Applications

One Cloud

Build-Your-Own Converged Infrastructure Hyper-Converged

Infrastructure

Cloud Management

HYBRID CLOUD Private

Your

Data Center

Public

vCloud Air

Managed

vCloud Air Network

Any Device Business Mobility: Applications | Devices | Content

Virtualized Compute, Network, Storage Software-Defined Data Center

2014 VMware Inc. All rights reserved.

VMware vCloud Air: 2015 Partner Training Stephen McBride Cloud Services Director ([email protected])

Agenda

6

1 Why are Customers Looking at Public Cloud?

2 What customer problems are we solving?

3 How Do We Win?

4 What Do You Sell?

5 How Do You Sell It?

6 Use Cases & Key Targets

7 Identifying an Opportunity

8 What is in it for You?

9 Summary and Next Steps

Why are Customers Looking at Public Cloud?

Why are customers considering public cloud?

8

Cloud-First Mandate

Increased Agility for global expansion and consolidation

Reduces considerable up front CapEx & lengthy deployment times

More effective use of resources

More effectively accommodates seasonality and bursting workloads

Lower IT costs

IT is Shifting to Embrace the Cloud

9

Source: Gartner; VMware Analysis

(Source: Gartner)

Off-Premises/Public Cloud IT Spend Growth Rate

2013-2017

On-Premises/Private Cloud IT Spend Growth Rate 2013-2017

25% 4%

Where is the current cloud investment?

10

Source: Gartner; VMware Analysis

(Source: Gartner)

Off-Premises/Public Cloud Total Enterprise Investment

2014

On-Premises/Private Cloud Total Enterprise Investment

2014

$44Bn $2

Trillion

IT is Shifting to Embrace the Cloud and Hybrid Cloud is where customers are headed

Source: 2014 Gartner Data Center Conference

45% of enterprise IT will come to the the cloud by 2015

Timetable for Implementing Cloud-based DR Q. If no solution implemented: What is your expected timetable for implementing a cloud-based disaster-recovery solution?

Source: 451 Research Jan. 2015

30%

40%

18%

3% 9% Less than 6 months

6-12 months

12-18 months

18-24 months

Don't know

Common concerns around public cloud use Incompatible with existing on-premises workloads Concerns about maintaining security & networking

policies No workload portability with existing data centers

May create application silos or disparate environments

Vendor Lock-in based on a proprietary platform or APIs

Various Management IT may lose control of resources

13 13

For Every CIO: A Fundamental Choice

14

OR

Little Compatibility Full Compatibility

You can check out anytime but you can NEVER leave

Hotel California Cloud

On-Premises Data Center

Compatible Public Cloud

Hybrid Cloud

What customer problems are we solving?

Bridging the Gap Between the Business and IT

16

Line of Business Requires speed, agility and the ability to innovate

IT Team Focused on maintaining reliable, secure infrastructure

Two Key Challenges

Growing chasm between Business and IT due to lack of agility

Lack of trust for business-critical workloads in the public cloud

With the Same Solution Common platform that spans private and public cloud, linking them together seamlessly.

Hybridity and Public Cloud

Rewrite Existing Apps

Integrate Networks

Find Management

Tools

Learn New Processes &

Skillsets

17 CONFIDENTIAL

Incompatible Public Clouds

Your Data Center / Private Cloud

VMware vCloud Airs Hybrid Cloud

VMware INTERNAL and CONFIDENTIAL 18

True Hybrid Capabilities that our competitors dont offer

Data Center Options VMware vCloud Air

CUSTOM HOSTING

MANAGED SERVICE

CO-LOCATION SERVICE

CUSTOMERS DATA CENTER

vAPP

The Hybrid Public Cloud

Existing and New Apps

Seamless Networking

Common Management

Common Security & Support

Our Top Competitive Differentiators

What is vCloud Air? VMwares Public Cloud Platform

Infrastructure as a Service Compute, Storage, & Networking

Disaster Recovery as a Service 90+ Operating Systems & 5000+ Applications Based on vSphere

Enables customers to build a true Hybrid Cloud connecting existing data centers and the public cloud.

19

VMware vCloud Air

1. vSphere Clients (Windows and Web) 2. vRealize Automation

Common Hybrid Cloud Management

3. vRealize Operations

vCloud Air Locations

21

Europe UK Europe Germany

Australia South

US Gov Arizona

US Northern California US Nevada

US Texas

US New Jersey US Virginia US Gov Virginia

Japan West

vCloud Air Data Centers: Tier 3 or above Electrical systems are all duplicated (N+1) with UPS and Generator Multiple days of on-hand fuel with multiple contracts for emergency

resupply

vCloud Government Service

vCloud Air Global availability with specialized locations for Federal organizations

vCloud Air Compliance Certifications

22

Hybrid Service

ISO 27001:2005

SOC 1 Type 2 (SSAE 16) SOC 2 Type 2 SOC 3

HIPAA and HITECH Security Rule

Government Service

FedRAMP Provisional Authority to Operate

Supports US International Traffic in Arms Regulations (ITAR)

Federal Information Processing Standard (FIPS) 140-2

Federal Information Security Management Act

Cloud Security Alliance Security Trust and Assurance Registry (CSA STAR)

UK G-Cloud 6

See the latest: http://vcloud.vmware.com/service-offering/security-compliance

Competitive: How Do We Win?

Know the Top Competitors: Amazon & Azure

Leader in Public Cloud Services

Microsofts Public Cloud

Proprietary Public Cloud & Hypervisor Not Hybrid Can not be run on premises 40+ independent products Rewrite all your apps to run on our cloud.

Better yet, forget them just write new stuff so it only runs on AWS!

Public Cloud solution built on HyperV & IIS

Not Hybrid Can not be run on premises IaaS, PaaS, and expanding SaaS portfolio Hybrid means run everything on

Windows and .NET

24

What about other players?

Other Competitors Partnerships

25

Know Why Hybrid is Unique to VMware NIST Definition of Hybrid: Combination of distinct cloud infrastructure environments with data and app portability

*Source: Gartner Data Center Conference Audience Poll (December 2012)

Customers Want Hybrid Cloud

93% of organizations surveyed will pursue a hybrid strategy by 2015

93%

VMware = Hybrid

Only vendor with hybrid-first approach

Market associates hybrid cloud with VMware; other vendors seen lagging

Dont Let Our Competitors Hijack Hybrid

AWS: Hybrid = AWS + your data center no commonality/portability

Azure: Hybrid = Azure + Hyper-V/Windows superficial commonality

26

True Hybrid Cloud Differentiators

27

True Hybrid Capabilities that our competitors cant offer

Data Center Options VMware vCloud Air

CUSTOM HOSTING

MANAGED SERVICE

CO-LOCATION SERVICE

CUSTOMERS DATA CENTER

vAPP

The Hybrid Public Cloud

Existing and New Apps

Seamless Networking

Common Management

Common Security & Support

1

2

3

4

Our Competitive Differentiators

Any Application, Any OS, Same Platform

28

vCloud Air

Top 10 Healthcare Apps

Top 10 Finance Apps

Four of Top 5 Retail Apps

Top 5 Telecom Apps

2,300+ ISVs Support 5,000+ Apps on VMware, including:

Standardize on one platform for all your applications

vCloud Air is based on VMware vSphere Broadly deployed and trusted virtualization platform in the world

SQL$

Top Reasons Why vCloud Air Wins over Other Clouds

VMware INTERNAL and CONFIDENTIAL 29

Compatibility with on premises vSphere environment

Application portability the ability to move workloads off premises into the cloud and

back again

No new training or tools required - standardized on

VMware and vSphere so nothing new to learn

Superior technical support (especially vs. MSFT & AWS) and one stop technical support for all vSphere whether on-premises or off-premises

1 2

3 4

vCloud Air Performance Means Better ROI

CONFIDENTIAL 30

Performance benchmarks vs. other cloud service providers

SPEC CINT2006 CPU Benchmark Test FIO Benchmark Storage I/O Benchmark

Summary: http://blogs.vmware.com/vcloud/2014/08/vcloud-hybrid-service-35-cheaper-azure-83-cheaper-aws.html

Fewer VMs for same processing power No need for redundant capacity for application availability

vCloud Air Reduces TCO

CONFIDENTIAL 31

Simplified hybrid cloud application deployment and management

Application

AWS

Off-premises only Will never provide their stack

Application

Azure

On- and off-premises options Specific to .NET applications

Application

vCloud Air

On- and off-premises options Diverse set of applications

Application and security rule rewrites required

What Do You Sell?

vCloud Air

33

A complete set of hybrid cloud services

Locations vCloud Air Network Government Services Support Customer Success Training and Consulting

Desktop/Mobile Services

Application and Data Services

Networking Services

Direct Connect Load Balancers Cloud Connector

VPN Firewalls

Storage and Availability

Core Compute Services

Dedicated Cloud Virtual Private Cloud

Block SSD Object

Database Mobility Pivotal CF

Management Services

vSphere Portal

vRealize Automation vRealize Ops

Access Controls Monitoring

Common APIs

DevOps

AirWatch

Disaster Recovery

Data Protection

Horizon Continuous Integration Continuous Delivery

VMware vCloud Air is a secure public cloud operated by VMware, built on the trusted foundation of vSphere. The service supports both existing workloads as well as new application development, giving IT a common platform to seamlessly extend their data center to the cloud leveraging the same tools and processes they use today.

vCloud Air Offerings

Logically Isolated Guaranteed Resource Allocation

OnDemand and Subscription

Virtual Private Cloud Cost-Effective DR of vSphere VMs Ideal Business Continuity Solution

Disaster Recovery

vCloud Air Primary Service Offerings

35

Physically Isolated Your Own Private Cloud

Instance

Dedicated Cloud

Ideal for workloads that require predictable performance, compliance, or organizational segmentation

Most Secure Isolation Over-Commitment Controls

Ideal for application development, seasonal workloads, campaigns

Ideal for Test/Dev, Mobile and DevOps Subscription and OnDemand

Consumption

Warm Standby capacity on vCloud Air Simple, Secure replication/failover Self-Service RPO & RTO Unlimited 7-day and 30-day failover

tests

- Each service above is available via Subscription offered in monthly, yearly or ELA terms - Virtual Private Cloud is available in a pay as you go, usage-based service with per minute metering and monthly billing, called OnDemand1

vCloud Air Subscription Services

Logically Isolated Guaranteed Resource

Allocation

36

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


Starts at: ! 6 TB

! 50 Mbps allocated ! 1 Gbps burstable ! 3 Public IPs

Logically Isolated Business Continuity

Solution

Disaster Recovery


Starts at: ! 1 TB

! 10 Mbps allocated ! 50 Mbps burstable ! 2 Public IPs

36

Term Lengths: 1m, 3m, 12m, 24m, 36m subscriptions

vCloud Air Value Add and Upsell Options

Direct Connect*: A private, direct, high-throughput path between two endpoints.

Data Protection*: Agentless, policy-driven data protection service for virtual workloads.

Offline Data Transfer: Enables data to be exported securely from one cloud to another.

OS & Application Catalog: Purchased through the VMware Marketplace, OS and application licenses can be purchased.

Disk I/O

Firewalls VPNs

Redundancy + HA

Load Balancers

DHCP, NAT

Included at No Extra Charge

* - coming to OnDemand Soon

Upsell Options

37

VMware vCloud Air

vCloud Air Disaster Recovery as a Service

1Dependent on available bandwidth

Warm standby capacity on vCloud Air Self-service protection, failover and failback

workflows per VM 15 min1 24 hr. recovery point objective (RPO) Initial data seeding by shipping a disk Includes:

7-day run time per DR test 30 days of recovered VM run time

Simple and secure asynchronous replication and failover for vSphere

38

SITE A (PRIMARY) vCLOUD AIR , SITE B (RECOVERY)

DR Instance

What is it?

How Do You Sell It?

Subscription

The Path to the Hybrid Cloud

40

Variable cost based on consumption Virtually unlimited resource pool Ideal for elastic workload demands

Predictable cost and budget Defined resource pool Ideal for steady state workloads

vCloud Air Hybrid Cloud

OnDemand with SPP

8

Options for consuming OnDemand

SPP provides flexibility both to customers and partners in how cloud services are consumed

41

Subscription Purchasing Program New Way to offer Cloud Services Quoting is live now. Learn more at [email protected]

SPP

Virtual Private Cloud OnDemand Metered Consumption, No Contract Public Cloud

Introducing the Subscription Purchasing Program (SPP)

CONFIDENTIAL 42

SPP New$Way$to$oer$Cloud$Services$GA$March$9$

Credits$purchase$and$burn$down$model$to$procure$and$consume$cloud$services$from$VMware$

Provides$customers$exibility$and$easy$purchasing$of$cloud$services$

Provides$partners$a$streamlined$transac@on$model$so$they$can$focus$on$valueAadded$services$

Customer Benefits of Subscription Purchasing Program

CONFIDENTIAL 43 43

Adjust spend easily by adding funds to accounts on a regular basis, or ad hoc purchases

Subscription Credits program brings flexibility in trying, buying and consuming cloud services from VMware through one centralized purchasing program

Granular control of fund balances, allowing customers to allocate and track spend to different departments, projects and users

Flexibility to use fund balances to provision new services, add-on to existing services, renew services, cover recurring costs of services and overages, without the need for monthly purchase orders

Subscription Credits includes the rights to future services not yet released

Partner Benefits of Subscription Purchasing Program

CONFIDENTIAL 44 44

Simple transaction model - selling Subscription Credits does not require investment in new billing systems, uses the current License transaction model and simplifies SKUs considerably

Partners maintain billing relationships - and have insight into account activity when designated as offering partner. This allows them to deepen their engagement while continuing to service their customers

SPP is the channel transaction model for vCloud Air Virtual Private Cloud OnDemand, and the alternative to credit card billing for customers. SPP provides partners a way to seed accounts with OnDemand and preserve the billing relationship with customers

Build a cloud practice SPP makes cloud services from VMware easy to transact, allowing partners to focus on building a true cloud services business

Subscription Purchasing Program (SPP)

Highlights$Single$SKU$ SPPACREDITAC$

SPPACREDITAA$Special$SKUs$for$Volume$Discounts$

Term$ 1$year$from$order$book$date.$Use$it$or$lose$it.$$

Discounts$ 0%$to$4%$based$on$volume$

How$many$Credits$

Flexible$based$on$customer$budget,$strategy$

Min$Deal$Size$

Suggest$enough$to$cover$12$months$of$service$

Rate$Card$ MSRP$value$of$actual$services$redeemed$

Burndown$Model$for$Subscrip@on$Services$only$ Commercial$&$Academic$customers$ Customers$acquire$Credits$which$can$be$redeemed$for$eligible$

Subscrip@on$Services$

Eligible$Services$include$vCloud$Air,$vCloud$Air$OnDemand,$Horizon$Air.$$

Default$right$to$future$services$as$they$become$available$in$SPP$

1$Credit$carries$a$list$price$of$100$(USD,$Euro,$GBP,$EMEA$USD,$Global$USD,$Yen$$10,000)$

Purchase$of$1$credit$by$the$customer$results$in$100$(USD,$GBP,$Euro,$etc)$being$deposited$in$their$MyVMware$account$

Credits$must$be$fully$consumed$within$one$year$from$the$order$book$date$(use$it$or$lose$it)$

SPP Double Click

46

Credits

Redemption

Preferred Partner ! Can only be redeemed services on the Eligibility Matrix ! Works like a bank balance. Each

purchase increases your Fund Balance

! Add additional credits at any time

Simple Structured Pricing

! Credits can be redeemed for services with any term length or payment type

! Fund balances are debited based on the type of service redeemed upfront, monthly or annually

! Customer designated partner has access to customer redemptions

! Only available for partners with Hybrid Cloud or DaaS Competency

SKUs SPP-CREDIT-C SPP-CREDIT-A

SPP-CREDIT-C-L1 SPP-CREDIT-A-L1




! SKUs on channel price list with buy prices like any other SKU

! Small SKU footprint 10 SKUs in total ! Min Order Qty = 1 CREDIT. Recommend

enough to cover 12 months of service

Partner Roles and Visibility

Fund Activity Report Redemption Report SID details

Visibility & Reports Access

*Must be Hybrid Cloud or DaaS Competency Partner

Requires Competency to view

Partner who only sold the SPP Credits

Only Offering Partner Selected at Redemption*

Selling & Offering Partner * (selected at Redemption)

Use Cases & Key Targets

Key Customer Needs

49

Need for Additional Data Center capacity

Data Center in need of refresh or infrastructure going EOL

High Cost or Complexity for managing Data Centers

Limited IT budget

Need to cover seasonal or bursting workloads more economically

Looking for simple Disaster Recovery plan

Recent outage or Data Loss

Five Ways To Get Started

50

Customer use cases on vCloud Air

Digital Workspace

Increase end-user productivity and

streamline IT operations

Extend Existing Applications

100% compatible,

same security, high availability

Web and Mobile Apps

Accelerate web and mobile app

development

Disaster Recovery

Simple, low cost

failover and recovery

vCloud Air

Development / Testing

100% compatible, lower cost, broad

OS support

Focus on the Key Targets

51

High Propensity Accounts

Leverages vCloud Director

Highly Virtualized

Leverages AWS or Azure

vCloud Suite User

*US Federal

Commercial

Enterprise

SLED/ Public Sector

* For US Federal see vCloud Government Service

Healthcare

SLED

Retail

Managed Hosting/ SaaS Vendors

Key Market Segments Key Emerging Vertical

Focus on the Key Targets

Key Buyers = IT

IT Architect

IT Director/VP

Primary Influencers = Business

DevOps/App Development

CIO/CISO

Line of Business

52

Our Sales Motion for IT Why Do They Want to Talk to Us About vCloud Air?

IT Director/VP

IT Architect

You can stay in control and still leverage the public cloud. No need to hire new staff, learn new tools, or re-create any processes. You can focus your staff on ensuring tier 1 applications are highly available

or on more strategic initiatives.

Its built on vSphere and supports all the same apps and operating systems. Its 100% compatible with your on-premises vSphere environment. Leverage the same management tools you use today for the hybrid cloud. Has a vSphere plug-in and is integrated with vCloud Realize Air (formerly known

as vCloud Automation Center) and vCloud Connector.

53

Interoperability/Compatibility, Deployment Among Most Influential Criteria

54

How influential is the following criteria to the final decision?

Others: ! Familiarity with vendor (one rated 7) ! Ease of use (one rated 8)

No Influence Very Influential

5.6$

6.4$

6.5$

7.0$

7.4$

7.8$

8.3$

8.5$

1$ 2$ 3$ 4$ 5$ 6$ 7$ 8$ 9$ 10$

Data$center$loca@on$

Sales$(responsiveness,$ability$to$work$with)$

References$from$other$customers$

Market$posi@on/Reputa@on$

Pricing$

Technical$support$(pre/post$sales,$responsiveness)$

Deployment$(ease,$speed)$

Interoperability/Compa@bility$(exis@ng$systems)$

Criteria$Inuen?al$to$Final$Decision$

Sales responsiveness/ability to work with varies widely - half ranging 8-10, and the other half ranging 2-5

Influence of Technical Support & Data center location also varies depending on needs

n=8

Average rating

Source: Handl Consulting/VMware-sponsored survey of 8 IT Architects. September 2014.

Mark!IT

Architect!

Mark!IT

Architect!

Sales Motion for Critical Cloud Influencers Rapidly Increasing in Importance

55

Why Do They Want to Talk to Us About vCloud Air?

Line of Business DevOps/App Dev CIO/CISO We can provide the agility you need

without having to go around IT.

Total Compatibility

Pay only for what you use.

We are SSAE 16/SOC 1 Type 2, SOC 2 Type 1 & 2 and ISO

27001:2005 compliant. We can also help health providers be HIPAA compliant or address

FedRamp compliance.

Get access to compute, storage and bandwidth when you need it. Need

OnDemand, Database, & Platform as a Service

An app development platform that is the same as your production platform

no need to re-architect the app!

Identifying an Opportunity

Target High Propensity Accounts

Highly Virtualized

Already Using the Public Cloud

Big Adopters of VMware vCloud Suite

Infrastructure & Disaster Recovery Triggers to Look Out For

58

Infrastructure As A Service (IaaS)

Disaster Recovery As A Service

Need for Additional Data Center Capacity Flexible Growth Needs/Seasonal

Workloads Limited IT Resources, Reduced Budget;

CapEx/OpEx Increasing costs/complexities for

additional data centers Data Center/Equipment/Lease Going EOL

or in Need of refresh

No Disaster Recovery Plan Recent Outage or Data Loss Applications or Remote Offices

Unprotected Limited IT Resources, Reduced Budget;

CapEx/OpEx High costs/complexities for the recovery

data centers

Target Markets & Business Issues

59

Infrastructure As A Service (IaaS)

Disaster Recovery As A Service

Target Market vSphere install base All segments, all verticals Sweet spot is enterprise and commercial

Business Issues Managing data center capacity needs

high data growth, mergers & acquisitions, seasonal and/or burst workloads

Data center outsourcing initiative

Target Market vSphere install base Sweet spot is mid-market and commercial Enterprise for tertiary workloads

Business Issues Many medium-sized organizations have

little to no DR plan For those that do DR tends to be

expensive and complicated

Target Markets & Business Issues

60

! vSphere install base

! Sweet spot is mid-market and commercial

! Enterprise for tertiary workloads

! Many medium-sized organizations have little to no DR plan

! For those that do DR tends to be expensive and complicated

! A disaster recovery service for vSphere workloads that allow customers to increase business resiliency while protecting applications with minimal investment

Targ

et M

arke

t B

usin

ess

Issu

es

! vSphere install base

! All segments, all verticals

! Sweet spot is enterprise and commercial

! Managing data center capacity needs high data growth, mergers & acquisitions, seasonal and/or burst workloads

! Data center outsourcing initiative

! A secure infrastructure-as-service hybrid cloud operated by VMware, built on the trusted foundation of vSphere

Valu

e Pr

opos

ition

IaaS DRaaS

Questions to Uncover an Opportunity

61

IaaS DRaaS

How can you extend your current IT infrastructure to the cloud while maintaining investments in apps, data, people & operations?

How can you extend existing applications, modernize applications and build new apps without starting from scratch?

How can you get the agility the business is demanding from IT without having to completely re-invent your infrastructure & your applications overnight?

What is your confidence level that your existing DR plan will work as is?

How often does your organization perform dry runs to ensure validity of Business Continuity/Disaster Recovery plans (BC/DR)?

Are there key applications without BC/DR provisions due to cost and complexity?

Probing and Customer Value Questions

*See the vCloud Air Battle Cards for more probing and customer value questions

IaaS DRaaS

PP1: Are you able to meet the IT demands of the business today? Do you find yourself having to constantly address data center capacity needs?

SP1: Would the ability to dynamically scale out capacity to a public cloud deliver tactical value to your IT services?

CV1: What would the impact of being able to dynamically scale out capacity to a public cloud, yet still be able to leverage the same VMware management solution you use today?

PP1: Are you concerned that existing DR solution is resource intensive, high-touch, and time-consuming?

SP1: Would you be interested in a DR service that was low-touch and could be set up in minutes?

CV1: What would be the impact of freeing your IT resources from maintaining a high-touch DR plan to work on more strategic projects?

28

Whats in it for You?

Winning with Hybrid Cloud the vCloud Air Advantage

500K Customers / 50M VMs $31B Market

$6B in 2015*

Total Addressable Market

Hosters

Telecommunications Companies

Partners Win with vCloud Air

Partner Owns Pricing ! Standard SKUs in Price Books ! Standard discounts/incentives ! Capable of bundling with other products/

services

Partner Owns Billing ! Partner retains customer relationship

ownership ! Users see only pricing and rate card from

their preferred partners

Partner Owns Services ! Partners can offer assessments ! Partners are able to bolt-on and upsell

services (migration as an example)

90 Operating Systems Supported

5000+ VMware Certified Apps

True Hybrid Cloud

VMware Competitive Advantages

We have 500K+ Customers to target for Hybrid Cloud

No other vendor has optimized to leverage the scale 2-tier channel like VMware

64

First 100 Days VPC Subscription Customer

Day 100 Day 1

October 10 Core VPC Order MRR $1332 TCV $15984

October 31 1 IP Address MRR $24 TCV $288 November 1 Compute + Support MRR $739 TCV $8868

December 9 2 IP Addresses MRR $48 TCV $576

December 12 Compute MRR $739 TCV $8868

Dec 23 Compute MRR $739 TCV $8868 .

Dec 23 5 IP Addresses MRR $120 TCV $1440

Dec 27 3 Bandwidth MRR $657 TCV $7884

Jan 8 Compute MRR $739 TCV $8868

Jan 14 Storage MRR $326 TCV $3912

Monthly Recurring Revenue = $1,332

Total Contract Value = $15,984

MRR = $5,436 TCV = $65,556

410% growth

*All prices MSRP 65

Anatomy of a Win: VPC to Dedicated Cloud

Customer purchased 3 month VPC

MRR= Monthly Recurring Revenue TCV= Total Contract Value

Customer upgraded to 12 month VPC

September December March

$6K MRR $72K TCV

$30.5K MRR $1.1M TCV

Customer purchased 36 month DC

$5K MRR $15K TCV

6700% revenue growth in 6 months Monthly recurring revenue grew 6X 1. VMware vCloud Air went head to head with AWS and Azure in a 3 month bake-off 2. Earned 12 month VPC renewal based on speed & ease 3. Future integration of Oracle DB warranted 36 month dedicated cloud sale

6700% Growth in 6 months

For Customers - vCloud Air First Month Free Q2 2015

! First month of subscription service free ! Right to cancel without penalty within first 30 days of service contract ! Contract term lengths of greater than one month and requires promo SKU present on the order

qualify.

! Applicable to all subscription capacity (core + add-ons) included in the initial order. Add-ons ordered after the initial or renewal order are excluded Usage-based fees such as OS catalog items are excluded

! Only new customers qualify ! Applicable to all US and UK data centers

Duration: Start date: January 1, 2015 End date: June 26, 2015

Dates: (April 1- June 30) What is it? Pay for Performance Partner Rep Sales Spiff Program

for all net new vCloud Air sales

Subscription Spiffs $100 - 1 month DR $250 - 3 month DR $500 - vCloud and vCGS VPC 3+ month sale;

Disaster Recovery 12+ month sale $1000 - vCloud and vCGS VMware Air

Dedicated Cloud 12+ month sale SPP Credit Spiffs $500: Subscription Purchasing Program (SPP) Credits

order $10,000$50,000

$1000: Subscription Purchasing Program (SPP) Credits order $50,001+

Who gets it? YOU! 68

For Partner sales reps - IGNITE The Channel Partner Sales Spiff

2015 VMware, Inc. All rights reserved.

vCloud Air is available in three service typesDedicated Cloud, Virtual Private Cloud and now Disaster Recovery. There is also a new FEDRAMP compliant vCloud Government Service (vCGS) for public sector, and Subscription Purchasing Program (SPP) with credit based sales will both come in calendar year 1Q15.

VMware vCloud Air Disaster Recovery is a new recovery-as-a-service (RaaS) solution that introduces native cloud-based disaster recovery capabilities for VMware vSphere virtual environments. Built on VMwares hypervisor-based replication engine, vSphere Replication, and new integration support with Disaster Recovery.

Terms and conditions Partner sales reps can claim as many incentives as they close. Timeframe eligibility will be based on agreement. Valid April 1, 2015 June 30, 2015. Limit 1 sales per net new vCloud Air end user customer. Renewals: do not qualify.

Partner with VMware on vCloud Air and receive: $100: Disaster Recovery 1 month sale

$250: Disaster Recovery 3 month sale

$500: vCloud and vCGS VPC 3+ month sale, Disaster Recovery 12+ month sale

$1000: vCloud and vCGS VMware Air Dedicated Cloud 12+ month sale

$500: Subscription Purchasing Program (SPP) Credits order $10,000$50,000

$1000: Subscription Purchasing Program (SPP) Credits order $50,001+

Includes ELA transactions

Got questions? To inquire about an engagement or for more information, contact your VMware business manager or [email protected].

IGNITE your Q2 Sales

VMware vCloud Air is a secure, dedicated hybrid cloud service operated by VMware, built on the trusted foundation of VMware vSphere. The service supports existing workloads and third-party applications as well as new application development, giving IT a common platform for seamlessly extending its data center to the cloud.

Summary and next steps

Its Not a Matter of IF, but WHEN...

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Sales Motion 1. Actively probe customer base for hybrid cloud opportunities. 2. Leverage vcloud.VMware.com, Partner Central to learn more 3. Capture and generate leads with Marketing Kits (Partner Central) 4. Action: Contact your VMware Sales team to help close qualified opportunities

our customers move to the cloud, so why not move along their virtualization journey to the Hybrid Cloud with VMware?

No one vendor or provider has a better chance for success of holding onto VMware workloads than VMware itself. - Kyle Hilgendorf, Gartner.

In Summary: Extend Your Compute Workloads and BCDR solutions into the Hybrid Cloud with VMware

! Infrastructure as a Service (IaaS) cloud owned and operated by VMware

! Built on the trusted foundation of vSphere with support for 90+ operating systems and 5,000+ applications

! Supports existing workloads, third party applications and new application development

vCloud Air is the Software-Defined Data Center for Rent

! Easy and affordable Disaster Recovery

! We give IT control back with common management, unified networking and security

! One place to call for support from the VMware you know and trust

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Next Steps Explore the vCloud Air Tutorials:

http://vcloud.vmware.com/using-vcloud-air/tutorials

Review vCloud Air Documentation:http://vcloud.vmware.com/using-vcloud-hybrid-service/documentation

Join Group On-boarding and/or other tech webcastshttp://vcloud.vmware.com/using-vcloud-air/technical-webcasts

Contact our Partner Support Center Ready for your Questions on vCloud Air, including Setup and Tools

This team is available to take your questions and walk you through what is new. Email the PSC team at: [email protected]

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Thank You

Questions / More Information on SPP? Visit the VMware Purchasing Programs home page

www.VMware.com/go/purchasenow to download Program Guides, FAQs and Customer documents

Log onto Partner Central www.vmware.com/partnercentral to view the VPP, EPP, SPP where you can access tools, training guides, and documents

Contact the VMware Purchasing Programs Team via email (both methods have a 1 business-day response time)

[email protected]

[email protected]

[email protected] 74

Documents

VCloud Air Overview