VMware Cloud Provider Program Managed Service Provider VMware Cloud Partner Handbook

Transcription

1 VMware Cloud Provider Program Managed Service Provider VMware Cloud Partner Handbook VMware Cloud on Amazon Web Services June 208

2 Table of Contents VMware Cloud on AWS Managed Services Partner Handbook VMware Cloud Provider Program.. 4 Managed Service Provider (MSP) VMware Cloud MSP (VMware Cloud on AWS) Solution Overview Use Cases Managed Provider Organization Setup Pricing and Packaging End-to-End Business Flow the the MSP Program Test the VMC on AWS Service Contract Master Organization Tenant Organization User Management. 46 (Continued) Service SDDC Subscriptions Single Host HLP HLP Process for MSP MSP Model through VMC on AWS Console.. 80 Contact GSS Technical Roles and Responsibilities. 84 Useful Links VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 2

3 VMware Cloud Provider Program (VCPP) Managed Service Provider (MSP) VMware Cloud MSP (VMC on AWS) 3

4 VMware Cloud Provider VMware Cloud Provider Program (VCPP) Managed Service Provider (MSP) VMware Cloud MSP (VMC on AWS) VMware is your Partner in the Cloud The VMware Cloud Provider TM Program (VCPP) is the world s largest network of validated cloud services based on VMware technology, providing customers with unprecedented flexibility and choice of cloud providers on a local basis. VMware Cloud Provider Partners deliver service to provide customers with: A seamless transition to cloud for VMware customers Global cloud services availability and choice of validated cloud services from the VMware Cloud Provider Service Provider ecosystem Cloud Provider Program VMware Cloud Services Cloud Partner Ecosystem Multiple compliance certifications, managed and application services, and vertical market specializations that meet customer requirements Data sovereignty provided through local VMware Cloud Service Providers Bypass the risks and uncertainties of commodity public clouds and incompatible hybrid clouds with robust and secure, infrastructure services you can use with confidence. VMware Cloud Provider Program Services are built on the same proven VMware cloud technology that more than 500,000 enterprises depend on in their datacenters and offer you the true IT agility, efficiency, and cost savings of the public cloud. As the world s largest network of validated cloud services based on VMware technology, the VMware Cloud Provider Program enables partners to consume VMware products on a pay-as-yougo, pay-as-you-grow, monthly subscription model. By offering a wide range of VMware-based cloud services on a geographical basis, VMware Service Provider Partners can now offer hybrid cloud services that quickly and seamlessly extend the customer s data center into the cloud using the same VMware products and tools they already use on premise. 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 Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 4

5 VMware Cloud Provider Program Partner Journey VMware Cloud Provider Program (VCPP) Managed Service Provider (MSP) VMware Cloud MSP (VMC on AWS) Freedom of Choice Deliver Cloud Services Differentiate Your Business Be a Trusted Advisor Build the cloud business you want and your customers need with the flexibility of diverse business models allowing for continued growth and profitability Build your cloud with a subscription-based license rental model Utilize open licensing options for offering cloud services onand off- customer premises Leverage the managed services provider (MSP) model and differentiate through your managed services portfolio Enable efficiency, agility, and security for your customers across their choice of clouds, devices, and workloads. VMware-based services solve your customers challenges of moving workloads freely and enabling digital business safely Common SDDC Platform o vcloud Director o Networking & Hybridity o Storage Cloud Management Solutions o vrealize o Usage Meter o Chargeback Manager Cloud Service Enablement Solutions o Common SaaS Platform o Cloud Native Apps VMware and Partner Solutions o Disaster Recovery o Horizon Tap into a market of over 500,000 VMware customers looking to move workloads to a compatible cloud. VMware-led awareness and demandgeneration campaigns communicate the power of the VMware Cloud Provider Program ecosystem VMware validated services give your customers confidence and give you access to additional marketing benefits Ensure prospects find you by listing your validated services on vcloudairnetwork.com Announce your milestones through VMware supported press releases Illustrate your business wins with jointly published customer case studies With the freedom to deliver differentiated services and enabled through IP which helps you design, implement, and operate your cloud platform, you will become your customer s trusted advisor for their cloud strategy Example Use Cases Workload Mobility Streamlining Customer Onboarding Storage as a Service with Virtual SAN VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 5

6 The Managed Services Provider (MSP) Model VMware Cloud Provider Program (VCPP) Managed Service Provider (MSP) VMware Cloud MSP (VMC on AWS) VMware-based Cloud Services that meet your Business Needs The VMware Cloud Provider Program is an ecosystem of over 4,400 service providers located in more than 00 countries offering VMware-based cloud services that address every business case, data sovereignty need, compliance requirement, and vertical market. There are two models within the VMware Cloud Provider Program License Rental and Managed Service Provider. VMware Cloud Provider License Rental Under the License Rental model, Service Provider partners leverage VMware software licenses to build out their own infrastructure offerings and managed services in their own data centers. VMware Cloud Provider Managed Service Provider Under the Managed Services Provider (MSP) program, partners purchase VMware Cloud services and offer managed services on top to resell to their customers. License Rental SP Managed VMware Software Licenses Managed Services SP Managed VMware Cloud Services SP owns customer TOS GEO Expansion Disaster Recovery OnDemand A key requirement of participating in MSP is that the Service Provider owns the terms of service and all support for their end customers. Geographic expansion is a key use case for the MSP model, where partners can quickly expand to new regions without expensive data center investments. In addition, partners can leverage VMware VCPP Certifications to reach into new customer verticals. And as we continue to add services to the VMware portfolio, MSP partners will be well positioned to capitalize on these technologies to enhance their own customer offerings. Service Provider s Data Center SP leveraging VMware software technology to stand up their own infrastructure and deliver managed services on top VMware s Data Center SP leveraging VMware as-aservice offerings without investment in their own data center infrastructure and deliver managed services on top Vertical Expansion VMware XaaS Technology VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 6

7 Requirements and Benefits of the MSP Program How Will Partners Benefit? VMware Cloud Provider Program (VCPP) Managed Service Provider (MSP) You will have more choice and greater flexibility in how to build and offer cloud solutions by leveraging VMware Cloud Services as your core infrastructure. As a Managed Services Provider, you can offer VMware Cloud Services, gain additional managed services revenue, and still own the terms of service with customers to further strengthen your trusted advisor status. Requirements Benefits (Vary by Tier) VMware Cloud MSP (VMC on AWS) This program extension means you can continue to leverage license subscription to build your own cloud and look for new opportunities with VMware Cloud Services, giving you more options to accelerate your growth. Requirements to Become a MSP Service Providers must sign a new agreement with a monthly committed MSRP spend ( monthly spend ) through an Aggregator partner. As a participating partner, you will own the terms of service with your customers and must include support and managed services. How Will Your Customers Benefit? By providing more flexibility in how you build and offer cloud solutions, the VMware Cloud Provider Managed Services Provider model will give your end-customers more choice. Your customers will benefit from the VMware's as-a-service offering compatibility and agility and from the managed services you deliver to them. They can focus on their business, rather than IT because you are managing and monitoring their servers, desktops, networks, and more. You can also leverage VMware s compliance and certifications to add your value managed services and vertical market expertise to the core infrastructure. VMware Partner Network and VMware Cloud Provider Program (VCPP) Complete requirements of preferred tier Sign Aggregator contract: monthly recurring revenue 00 (MRR) commit Own terms of service and provide support Provide fully managed services Complete training: Sales & technical accreditations within o o o VMC on AWS Competency Mobility Management Competency DaaS Competency Volume based discounts Production level support Partner branding Badge and portal listing Development funds Press release support Co-branded marketing and social media Lead generation t success stories / webcasts VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 7

8 Managed Service Provider Lifecycle VMware Cloud Provider Program (VCPP) Managed Service Provider (MSP) VMware Cloud MSP (VMC on AWS) Program Lifecycle Below is an overview of the VMware Cloud Provider Program MSP lifecycle.. Commit to a 2-month Contract Partner signs a VMware VMC Managed Service Provider contract with a VMware Aggregator. Partner then commits to VMware an annual MSRP spend to obtain a volume discount for their purchases. 2. Service Provider builds MSP Pipeline Partner initiates go to market activities and starts building their business for Managed Services. You can refer to the MSP Use Cases section in this handbook to identify potential business opportunities. 3. Deliver Managed Services and Own the Terms of Service Once the opportunity has been identified, order Cloud Service from VMware and provide Managed Services as part of the offering to your customers. Partners must provide their own terms of service to their end-user customers. Partners must provide managed services as part of the offering to the customer. At a minimum this must include technical support for the service and all functions associated with service configuration, add-ons, renewals and anything pertaining to billing. SP reports and pays 5 2 month commit SP builds MSP pipeline 2 4. On-Board and Provide to your Customers Partner will on-board the VMC on AWS services for their customers. Subsequently, Partner may obtain technical support from VMware with the following provisions. In turn, Partners are responsible for all End User support, which may include but not limited to End User communication, any managed services, answering installation, configuration and usage questions. 5. Complete Monthly End Customer Reports and Pay Invoices On the 3rd of every month, Partner will log into the Business Portal and review the prior month s usage. Partner will review the report and submit it to their Aggregator. Following that, the Aggregator will send the Partner an invoice for the month. SP provides support 4 SP delivers ToS, managed services 3 Value Propositions VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 8

9 Managed Service Provider Route-to-Market VMware Cloud Provider Program (VCPP) Managed Service Provider (MSP) VMware Cloud MSP (VMC on AWS) VMware Cloud Provider Managed Service Provider Route-to-Market Model There are four participants in the Managed Service Provider (MSP) model the End user for the services ( Customer ), the Managed Service Provider ( MSP ), the Billing Agent ( Aggregator ) and VMware. The Managed Service Provider (MSP) will work with both an Aggregator and VMware in order to transact and purchase the cloud services. The Aggregator is a billing agent for VMware and the will work with the MSP to get a commit contract level signed. By committing to a MSRP spend, the MSP will be entitled to a discount for the cloud services purchased from VMware. Additionally, the MSP will be granted access to VMware s ordering portal (VMware Cloud Portal) in order to purchase cloud services directly from VMware. All purchases made from VMware will be at MSRP (list price). At the end of the month, the MSP will receive a consolidated bill from the Aggregator for the services consumed from VMware during the prior month, and it is at this time that their contracted discount will be applied to those purchases. The MSP owns the terms of service (ToS) for their customers and is responsible for all of the transactions and support for them, which includes contract, order, support and billing. Please refer to the graphic below for more details. Customer MSP Aggregator VMware End user for the Managed Services Purchases VMC Services from the MSP Receives support from the MSP Has no direct contact with VMware Contract & Billing Order & Commits to a MSP contract level Purchases VMC Services from VMware Provides managed services on top of VMware as-a-services offerings and resells to their customers Owns the Terms of Service for their customers Receives escalation support from VMware, however provides support directly to their customers Pays the Aggregator for Services consumed Contract & Billing Sets up MSP on a Commit Contract level with VMware Serves as billing agent for VMware for services consumed by the MSP s Does not provide support Order & Contract & Billing Sells and provisions VMC Services to MSP s Owns Terms of Service for MSP only (not for end user) Provides escalation support only to the MSP (not to the end user) Bills the Aggregator for services consumed by the MSP VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 9

10 Choosing MSP as the Right Business Model VMware Cloud Provider Program (VCPP) Managed Service Provider (MSP) VMware Cloud MSP (VMC on AWS) Choosing the Right Business Model VMware provides our Service Provider partners several business models to choose from. In determining what is the right model, the first question to consider is: Do you want to own the Terms of Service (ToS) and? If the answer is No and you prefer VMware to own the ToS and, then the correct model to adopt is the Solution Provider Program. However, if the answer is Yes and you rather own the ToS and, then the VMware Cloud Provider Program is the right model for your business. Within this Program, there are two options to choose from. Determining MSP is the Right Fit If you do not want to leverage VMware s services and data centers and rather build services yourself in your own data center, then the VMware Cloud Provider License Rental Program is the right model for you. Yes, but I want to own my customer s ToS I want to own support for my customer I do not want to leverage VMware s services and data centers; I want to build services myself, in my own data center Do you want to own your customer s Terms of Service and? YES I want to own my customer s ToS I want to own support for my customer I want to buy VMware Cloud based offerings to provide fully managed services on top, with or without using the VMware brand No I do not want to own my customer s ToS I do not want to own support for my customer I want to resell VMware Cloud Airbased offerings as-is, potentially wrapped with professional services On the other hand, if you want to buy VMware Cloud offerings to provide fully managed services on top, with or without using the VMware brand, then the VMware Cloud Provider Managed Service Provider Program is the right choice for your business. VMware Cloud Provider Program (VCPP): License Rental VMware Cloud Provider Program (VCPP): Managed Service Provider Solution Provider Program VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 0

11 The VMware Cloud MSP Offer VMC MSP VMware Cloud on AWS VMware Cloud Provider Program (VCPP) Managed Service Provider (MSP) VMware Cloud MSP (VMC on AWS) As of March 208, we added the VMC MSP Commit Contracts to the program, which enables our partners to purchase VMware Cloud on Amazon Web Services (VMC on AWS), in addition to the existing Mobility and Desktop offers. Please note that in order to purchase VMC on AWS, partners need to sign up for a separate commit contract from Mobility and Desktop. Additionally, the commit and discount levels for the VMC MSP contract are different than those of Mobility and Desktop. For the VMC MSP commit and discount levels, please refer to the next page. Service Availability by Contract Type Horizon Cloud Desktop MSP Contract Mobility MSP Contract VMC MSP Contract VMware Cloud Provider MSP Contract Types Desktop MSP Commit Contract If your focus and target is to provided managed services for Desktop-as-a-Service (DaaS), then this is the right contract for you. You will only be able to purchase Horizon Cloud and Air Services and their total spend will count towards your minimum monthly spend commit. Mobility MSP Commit Contract - If your focus and target is to provided managed services for Enterprise Mobility Management, then this is the contract you will need to sign up for. You will only be able to purchase Workspace ONE and AirWatch products and their spend will count towards your minimum monthly spend. VMC MSP Commit Contract This is the choice for Service Providers who want to focus on Infrastructure-as-a-Service. You will only be able to purchase VMC con AWS products and their spend will count towards your annual commit. Important Partner committed total spend for VMC on AWS will be measured on an annual basis, rather than monthly. For more details, please refer to the next page. Horizon Air Workspace ONE AirWatch VMware Cloud On Amazon Web Services (VMC on AWS) VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208

12 VMware Cloud MSP Commits and Discounts VMware Cloud Provider Program (VCPP) Managed Service Provider (MSP) VMware Cloud MSP (VMC on AWS) Commit Levels and Discounts for VMC Contracts (Levels -5) Please note that all VMC Commit Contracts are tracked on annual spend basis, rather than the traditional monthly burndowns. Partners must commit to one of the annual minimum MSRP spend in order to qualify for a discount to purchase VMC on AWS. For more details on how MSP partners will be measured on their annual commit spend, please refer to the next page. The commit levels and discounts for VMC contracts are shown in Table A below. The discounts for the MSP program are volume based, therefore the higher the you commit to spend, the higher the discount you will be entitled to. There are five commit/discount levels ( through 5) and any new or existing VMware Cloud Provider Partner is eligible to sign up for them. Eligibility to purchase VMware Cloud MSP Services with a VMware Cloud Provider Rental Commit Contract (Levels R 5R) Additionally, any VMware Cloud Provider Partner who currently has an active Rental Commit Points Contract is eligible to purchase VMC MSP products at a discount without having to sign up for incremental dollar spend. This will allow the partner to enroll into the MSP program in order to purchase VMC on AWS services at a discount with a $0 dollar commit. See Table B for the rental point requirement and discounts entitled for VMC products. Again, this is only eligible for current VMware Cloud Provider Rental partners with existing point commit contract. Important Rental partners must become a MSP partner first before they can purchase VMC services. Consumption of MSP services do not count towards the burn down of the rental points commit. Partners cannot apply rental points towards the purchase of MSP services. Billing for MSP products are in currency values. A. Eligibility: For all New and Existing VCPP Partners B. Eligibility: Only for Current VCPP Rental Point Partners MSP Discount Off MSRP Annual Committed MSRP Spend (USD) MSP Discount Off MSRP Annual Committed MSRP Spend (USD) Minimum Annual Rental Point Commit Level 9% $44,000 Level R 5% $0 4,320 points Level 2 2% $420,000 Level 2R 0% $0 2,600 points Level 3 22% $,200,000 Level 3R 5% $0 29,640 points (43,200 dev. countries) Level 4 26% $2,700,000 Level 4R 8% $0 360,000 points Level 5 30% $4,200,000 Level 5R 20% $0,200,000 points VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 2

13 Attainment of Annual Commits for VMC Contracts VMware Cloud Provider Program (VCPP) Managed Service Provider (MSP) VMware Cloud MSP (VMC on AWS) Annual Commitments for VMC Contracts (Levels -5 Only) If you signed up for one of the VMC Commit contract levels R-5R (for existing VCPP Rental partners), you will be allowed to purchase VMC on AWS services without having to sign up for a minimum MSP spend. Therefore, you will only be billed on the actual services that you purchase. If you signed up for one of the VCM Commit contract levels -5, you will be measured on your annual minimum spend in order to qualify for the approved discount to purchase VMC on AWS services. VMware will tabulate your total spend for the duration of your annual commit contract and determine after the end of the 2 months if you have met the minimum spend requirement. The calculation for your total annual spend will be made on the first month following the end of your annual commit period ( month 3 ). If you have not met the minimum spend at the end of the 2 months, you will billed by your Aggregator for the difference ( underage ) between your actual total spend for the past year and the committed minimum spend amount. See example below for scenario A. If you have met or exceed the minimum spend at the end of the 2 months, then no underage invoice will be issued. See example below for scenario B. Please note that billing for your purchases of the VMC on AWS services will occur on a monthly basis. It is only the underage for the annual commit that will be invoiced once a year. Example: Partner signs up for VMC Level 2 Commit Contract for 2 months Annual Minimum Commit Spend of $420,000 which entitles Partner to Discount of 2% for VMC on AWS Purchases Scenario A: Partner does not meet minimum annual committed spend of $420,000 Month Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 0 Month Month 2 Month 3 VMC Purchase of $00,000 Invoice for $79,000 (2% off) VMC Purchase of $80,000 Invoice for $42,200 (2% off) Scenario B: Partner exceeds minimum annual committed spend of $420,000 VMC Purchase of $90,000 Invoice for $7,00 (2% off) Attainment is Calculated Total VMC Purchase for the Year = $370,000 Underage Billing for Annual Committed Spend = $50,000 Month Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 0 Month Month 2 Month 3 VMC Purchase of $00,000 Invoice for $79,000 (2% off) VMC Purchase of $30,000 Invoice for $42,200 (2% off) VMC Purchase of $90,000 Invoice for $7,00 (2% off) VMC Purchase of $50,000 Invoice for $7,00 (2% off) VMC Purchase of $80,000 Invoice for $7,00 (2% off) Attainment is Calculated Total VMC Purchase for the Year = $450,000 No underage billing as partner spent $30K more than commit VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 3

14 Introducing the Managed Service Provider Platform VMware Cloud Provider Program (VCPP) Managed Service Provider (MSP) VMware Cloud MSP (VMC on AWS) The MSP Platform for VMware Cloud Offerings VMware s new Managed Service Provider (MSP) Platform is step change for Cloud Service Providers. This platform is a conceptual architecture that equips Cloud Service Providers with comprehensive capabilities to deliver a wide range of relevant managed services. The MSP platform will help Cloud Service Providers to deliver VMware Cloud Services at scale, simplifying transaction processes with automation, and improving the end-customer experience. It does this by integrating with internal systems and critically the VMware Cloud Services Platform, which is designed to control VMware Cloud Services and expose them to tenants via the VMware Cloud Services Portal. The MSP platform delivers pertinent capabilities like customer, services, usage and support management, while ensuring Cloud Service Providers stay in complete control of their customer relationships. What is the MSP Platform? The new MSP platform can be thought of as a transactional multi-cloud management bridge for VMware Cloud Service Providers to all VMware Cloud Services (VMC on AWS for initial release) and beyond into other hyperscale environments. Offers a vision for consolidating commercial and contractual tools for all current and future VMware Cloud Services Simplifies and automates service delivery s the delivery of VMware Cloud Services to provider tenants Equipping our MSP Partners for Success The VMware MSP platform is the key to the VMware MSP program s ability to unlock VMC on AWS, and further future services. The MSP program can now include VMC on AWS thanks to the platform s ability to transact. The program offers providers various commitment contract payments: either a one or three year discounted reservation with potential for additional discounts, or a pay as you go commitment model with tiered discounts. In the initial release, the MSP platform handles onboarding of providers and tenants to VMware Cloud on AWS, commitment payments, and the ability of the MSP to view usage broken down by customer via API. The platform facilitates the onboarding of a customer once a VMware Cloud Provider partner signs a commit contract for VMware Cloud on AWS. Owns Terms of Service (ToS) Customer Management VMC on AWS Service Create & Configure SDDC vcenter VM s Storage Port Groups Current Release MSP Business Portal (iasset) Commit Contract Usage & Billing Managed Service Provider (MSP) Services Management Tenant and Services Management Link AWS Tenant vcenter VM s Storage Port Groups MSP Platform Manage Usage & Billing Usage Data and Reporting First Line of Management Other VMware Cloud Services Network Insights App Defense Future Availability Cost Insights HCX Discovery Wave front VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 4

15 Solution Overview Use Cases Organization Setup Pricing and Packaging VMC on AWS 5

16 A Truly Compelling and Differentiated Solution Solution Overview Use Cases Organization Setup Pricing and Packaging VMware and Amazon Web Services bring customers a truly compelling and differentiated solution Two powerhouses and leaders in private and public cloud, VMware and AWS bring a truly differentiated and compelling solution to customers. tly engineered, it delivers the best of both companies. VMware is: The leader in compute, storage, and network virtualization The de-facto standard for the enterprise data center s a broad range of workloads Amazon Web Services (AWS) provides: Flexible consumption economics Broadest set of cloud services Global scale and reach Leading compute, storage and network virtualization capabilities for a broad range of workloads De-facto standard for the enterprise DC Flexible consumption economics Broadest set of cloud services Global scale and reach tly engineered solution delivers the best of VMware and AWS for customers VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 6

17 VMware Cloud on AWS Service Overview A Closer Look at VMC on AWS Solution Overview Use Cases Organization Setup Pricing and Packaging VMware Cloud on AWS is powered by VMware Cloud Foundation, a unified SDDC platform that integrates VMware vsphere, VMware Virtual SAN and NSX virtualization technologies, and will provide access to the broad range of AWS services, together with the functionality, elasticity, and security customers have come to expect from the AWS Cloud. It integrates VMware s flagship compute, storage, and network virtualization products (vsphere, VSAN and NSX) along with vcenter management, and optimizes it to run on next-generation, elastic, bare-metal AWS infrastructure. The result is a complete, no compromise, turn-key solution, that works seamlessly with both on-premises private clouds and advanced AWS services. Additional features include: VMware SDDC stack running on AWS Compute (vsphere), storage (VSAN), networking (NSX) Direct access to vcenter, including full API/CLI support Delivered as-a-service (VMware lifecycle fully managed) Access to AWS services Consistent operational model enables Hybrid Cloud Full support for existing and new applications Existing management tooling layers on top Hybrid and Cloud-only deployment options Leverage cloud economics, aligning capacity & demand Single bill for VMware software + AWS infrastructure Consume elastically scalable SDDC clusters VMware Cloud on AWS Powered by VMware Cloud Foundation vsphere incl. VIC vsan vcenter AWS Global Infrastructure NSX Service Highlights VMware s compute, storage, networking and security delivered as a cloud service VMware capabilities and cloud infrastructure sold as a combined VMware offering VMware Cloud on AWS is delivered, operated and directly supported by VMware Unit of purchase is physical host with VMware software Minimum purchase of 4 hosts Add increments of host On-demand capacity & flexible consumption Full operational consistency with onpremises SDDC Seamless workload portability and hybrid operations On-demand or subscription Leverage global AWS footprint VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 7

18 VMware Cloud on AWS Data Center Locations Initiating Global Expansion of VMC on AWS Service Refer to the map below for VMC on AWS data center locations around the world. We are looking to further expand our global footprint into other regions in the near future. Solution Overview Use Cases Organization Setup Pricing and Packaging Europe, London US West, Oregon US East, Virginia Europe, Frankfurt APAC, TBD VMware Cloud on AWS Data Center Locations Currently Available Upcoming Availability VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 8

19 Use Cases for a Broad Range of Cloud Strategies Solution Overview Use Cases Organization Setup Pricing and Packaging VMware Cloud on AWS Use Cases We have introduced rich capabilities that allow users to move, run and protect production applications at scale. Extend on-premises data centers to the cloud with a consistent operational model, retaining your familiar VMware tools, policies, and management as well as investments in third-party tools. Leverage AWS services to extend the value of enterprise applications over their lifecycle. Data Center Extension and Disaster Recovery (DR): Easily deliver business continuity with VMware Site Recovery: on-demand disaster recovery as a service, optimized for VMware Cloud on AWS. Accelerate time-to-protection, simplify disaster recovery operations, and reduce secondary site costs with cloud economics, while providing a secondary site that is operationally consistent with your VMware data center. Application Migration: Extend on-premises data centers and easily migrate application workloads to VMware Cloud on AWS without conversions. Obtain bidirectional workload portability between on-premises and VMware Cloud on AWS. Modernize your applications through optimized access to native AWS services. On-Demand Capacity: Get VMware SDDC capacity in the AWS Cloud in minutes whenever your business needs to meet temporary, seasonal, or unplanned demand. Take advantage of elastic capacity and usage-based economics of VMware Cloud on AWS by seamlessly moving your live applications into an environment that is operationally consistent with your VMware data center. New Application Development and Test: Deliver VMware SDDC-consistent dev/test environments that can integrate with modern CI/CD automation tools. Access native AWS services seamlessly for new app development. Data Center Extension & DR Application Migration On-Demand Capacity Next-Gen Apps Expand Migrate Maintain Consolidate On-Demand Customer can decide strategically across on-premises data center and cloud VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 9

20 Organization Setup for Managed Service Providers Solution Overview Use Cases Organization Setup Pricing and Packaging Managed Service Provider Organization Structure for VMware Cloud on AWS VMware Cloud on AWS accounts are based on Organizations, which corresponds to a group or line of business subscribed to VMware Cloud on AWS services. An organization enables controlled access to one or more services. You must belong to an organization before you can access a cloud service. In order to allow the Managed Service Provider to manage the VMware Cloud services for their customers, a Master Organization needs to be created for the Partner. Through this setup, the MSP partner will have access to a single management plane to manage all of their customer accounts. Only one Master Organization is allowed per MSP partner (or per VMC Commit Contract). Underneath the Master Organization, the partner s customer organizations will be setup. These are called Tenant Organizations. A Master Organization may have multiple tenant organizations for each of their customers. Within each Tenant Organization, VMware Cloud services can be onboarded. A Tenant Organization may have multiple VMware Cloud services attached to it. In the first phase, only the VMC on AWS service is available, but other VMware Cloud offerings are being added in the near future. In order to onboard VMC on AWS to the Tenant Organization, a SDDC (Software Defined Data Center) needs to be created for the service. Once, the SDDC has been deployed, partners will have access to the vcenter control panel. The MSP partner then will then create VM s for and provide customers access to them.. Please note that the VMware Cloud on AWS service for MSP partners is a fully managed model. This means that only the MSP partner will have access to the VMware Cloud Services console to on-board, manage, and provision services for their customers. Partner s customers for the VMC service will not have access to the VMware Cloud Service console. For details on how to setup Organizations for VMware Cloud services, please refer to the Section. Master Organization for Managed Service Provider Partner Name: ACME Owner: Frances@acme.com Tenant Organization for Customer Name: Globex User: Chris@acme.com Service: VMC on AWS SDDC for Sales vcenter VM s Storage Port Groups VMC Commit Contract #: Tenant Organization for Customer Name: Ombro User: Tina@acme.com Service: VMC on AWS SDDC for Amer vcenter VM s Storage Port Groups Service: VMC on AWS SDDC for Europe vcenter VM s Storage Port Groups Tenant Organization for Customer Name: Tusan User: David@acme.com Service: VMC on AWS SDDC for Fin vcenter VM s Storage Port Groups VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

21 VMC on AWS Pricing and Packaging Solution Overview Use Cases Organization Setup Pricing and Packaging VMware Cloud on AWS Pricing and Packaging VMware Cloud on AWS service provides simple yet flexible options to consume VMware s powerful software capabilities and AWS s elastic, bare-metal infrastructure as a combined offering that can be purchased on-demand, or as or 3 year subscription. On Demand Pricing: On-Demand consumption lets you pay for physical hosts by the hour. There are no upfront costs and you have the flexibility to scale the number of hosts up or down without long-term commitments. You only pay for each hour that the host is active in your account. On-Demand services are billed monthly based on your consumption Reservation Pricing (Subscription): Longer-term reservation of hosts gives you up to 50% cost saving compared to On-Demand hosts consumed over equivalent period. Host Reservations are available in or 3 year subscription terms. Subscriptions are billed as pre-paid. You pay upfront but maximize your savings. Host Configuration Each host has 2 CPUs, 36 cores, 72 hyper-threads, 52GB RAM, NVMe attached flash storage (3.6 TB cache plus 0.7 TB raw capacity tier). Please note that minimum required configuration is 4 hosts per cluster. Above the minimum, hosts can be added or removed in unit increments. Core Offering - US Data Center Pricing On-Demand (hourly) Year Subscription 3 Year Subscription List Price ($ per Host) $8.368 $5,987 $09,366 Effective Hourly (per Host) $8.368 $ $4.66 Effective Monthly (per Host) $6,09 $4,332 $3,038 Minimum 4 Hosts Required (Monthly) $24,436 $7,328 $2,52 Savings Over On-Demand - 30% 50% Billing Method Monthly Prepaid Prepaid Above prices are for US West and US West data center services only. For pricing in other regions, please refer to the VMC on AWS calculator below. List prices shown do not factor in the effect of the discount. Each price covers VMware software, AWS infrastructure, and associated support costs for the specified period. Data transfer and IP address charges are not included in the price but are added separately to the VMware Cloud on AWS bill. Visit for these charges. VMC on AWS PRICING CALCULATOR Click here to try the VMware Cloud on AWS Pricing Calculator VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 2

22 for VMC on AWS Solution Overview Use Cases Organization Setup Pricing and Packaging VMC on AWS Incentives for the End Customer through the (HLP) Additionally, VMware is offering end customer discounts for purchases of VMC on AWS in the form of the (HLP). With the -year and 3-year subscription-based offering, customers can leverage their existing VMware software investments to secure additional discounts (ranging from 0% to a maximum of 25%) for their VMware Cloud on AWS hybrid environment. The (HLP) and applies to vsphere Ent+, NSX and vsan licenses that are under active SnS. For more information please visit this section or contact your Cloud Specialist for assistance. Qualifiable Licenses for the Eligible license editions are vsphere Enterprise Plus, NSX (ADV and ENT) and vsan (ADV and ENT). To earn the minimum discount of 0% customers must have 2 licenses of an eligible license edition. The maximum discount of 25% is obtained when customers have 2 licenses each for vsphere Enterprise Plus, NSX (ADV and ENT) and vsan (ADV and ENT). Please note that only the -Year and 3-Year VMC on AWS subscriptions qualify for HLP incentives. HLP incentives are quoted to the Partner for a customer specific opportunity. Payment of HLP discounts are paid through the Partner invoice. HLP discounts are calculated and applied against the MSRP (list price) of the applicable VMC on AWS Service. Customer must remain current on Subscription and (SnS) on all HLP Eligible licenses of an eligible service for the duration of the service to receive the HLP discount for that service. Should the SnS lapse or should there be a gap in active SnS, HLP discounts will be removed or reduced for the duration of time where the eligible licenses were not under active SnS. Below is the table of eligible products. Product Family Eligible Product Editions Discount on Service vsphere vsphere or vsphere with Operations Management Enterprise Plus 0% vsan vsan Advanced or Enterprise 0% NSX NSX Advanced or Enterprise 0% Note: Discounts may be combined across products up to a maximum discount of 25% per host. Discount valid as long as customer is active on and Subscription (SnS). -year and 3-year subscriptions are eligible, On-Demand is not. 2 CPU licenses on-prem provides above discount on one 2 CPU host on VMware Cloud on AWS. VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

23 VMC on AWS Pricing Transaction thru MSP Solution Overview Use Cases Organization Setup Pricing and Packaging VMware Cloud on AWS Transaction Process Once the Service Provider partner is ready to transact on VMware Cloud services, the first step is to sign up for a MSP Commit Contract for VMC on AWS. If you are already a VCPP Rental Partner and have an active VCPP points commitment, you can purchase VMC on AWS services at a discount without having to sign up for incremental dollar spend for MSP. These are the R thru 5R commit contract levels. If you are new to the VCPP program or prefer to sign up for a VMC Commit Spend in order to obtain higher discounts for your VMC on AWS purchases, then you can sign up for the one of the thru 5 commit contract levels. Once your VMC commit contract is active, you will be granted access to the VMware s Managed Service Platform to order VMC on AWS. We currently offer three options for this product OnDemand service (billed on a monthly basis) and -Year and 3-Year Subscriptions (billed as prepaid). You pay upfront for the subscription but, in return you get 30 to 50% savings on top of the OnDemand service. Take this into account as part of your purchasing decision process. Finally, the customer for whom this VMC on AWS service will be provisioned for may qualify for additional incentives in the form of the (HLP). If your customer has purchased selected versions of vsphere, NSX and vsphere with an active SnS, they may qualify for up to 25% in incremental discounts through HLP. Please ensure that this incentive is included as part of the quoting process between you and your customer to provide a true cost of ownership for VMC on AWS. For more details on HLP please refer to this section.. Choose Contract Type 2. Commit to a Contract Level 3. Select Service 4. Qualify for HLP Yes Already a VCPP rental partner? Yes or No VCPP Rental Contract Level Signs up for Commit Spend Rental Points Contract 4,320 2,600 29, ,000,200,000 Annual MSRP Commit Spend (USD) $ $420,000 $,200,000 $2,700,000 $4,200,000 Annual MSP Commit Spend $0 $0 $0 $0 $0 MSP Discount 9% 2% 22% 26% 30% MSP Discount 5% 0% 5% 8% 20% MSP Level R R 3R 4R 5R MSP Level Select VMC on AWS product to provision On Demand instance Monthly Billing -Year Subscription 30% Savings over OnDemand Prepaid 3-Year Subscription 50% Savings over OnDemand Prepaid Check if Customer qualifies for HLP Discounts Only and 3-Year subscriptions qualify for HLP NSX vsphere 0% vsan 0% 0% Maximum HLP discount is 25% for all 3 products combined HLP discounts apply to the MSPR (list price) of each service FINAL PRICE VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

24 VMC on AWS Billing Construct Solution Overview Use Cases Organization Setup Pricing and Packaging Rules to Remember on how your VMC on AWS Service Charges are Calculated A minimum purchase of 4-hosts per SDDC is required for the VMC on AWS service. Your VMC on AWS charges will be calculated at the Organization and Region (data center location) Level, which may comprise of several SID s (or services). OnDemand is the default mechanism under which your consumption of VMC on AWS will be billed. These will be charged as Overage on a monthly basis. OnDemand consumption is calculated on an hourly rate. OnDemand ( Overage ) charges are then billed in arrears on a monthly basis. You may purchase -Year and 3-Year Subscriptions to lower the price of the VMC on AWS service. -Year and 3-Year Subscription services are billed as prepaid and will be invoiced at once for the full term of the subscription in the next monthly invoice. Any consumption overages above the Subscription instances will be billed as Overage at the OnDemand rate. You can purchase additional Subscriptions to your service at any time. However, each add-on of Subscription instance has its own start and end date and do not coterm with any of the other existing instances. Please note that the -Year and 3-Year Subscription instances do not auto-renew at the end of their term. Actual Usage from Service (Number of Nodes) Org 234 Acme OnDemand (SID# ) On Demand Overage Usage Price = $6,000 per month per Node Subscription A (SID# 22222) -Year Subscription for 4 Nodes Subscription B (SID# 33333) -Year Subscription for 2 Nodes Usage and Charges M M2 M3 M4 M5 M0 M M2 M3 M4 M5 Subscription Quantity Overage Consumption (OnDemand) Subscription Charges - - $208K - - $04K Overage Charges (OnDemand) $24K $30K $6K $2K $8K $0K $6K $2K $48K $54K $60K For illustrative purposes only. Actual numbers may vary depending on services and prices sold. Additional Data transfer and IP address charges may apply and added separately to the VMware Cloud on AWS bill. VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

25 VMC on AWS 25

26 VMware Cloud MSP End to End End-to-End Operations Flow Please follow these eight steps below to begin participating in the VMware Cloud Provider VMware Cloud MSP program. Details on each of these steps are in the laid out in this chapter of the handbook. JOIN TRAIN TEST COMMIT SETUP ORGS PROVISION REPORT INVOICE Contact VMware Cloud Provider Operations team to enroll into the MSP Program Access Partner University and get trained on VMware Cloud products Apply the knowledge you acquired during training towards a hands-on test drive of the service Contact your Aggregator and sign up for a MSP VMC Commit Contract Set up your Master and Tenant Organizations and attach VMware Cloud Services to them Access VMware Cloud portal to Provision VMC on AWS for your customers Access iasset portal to review monthly usage and submit report to your Aggregator Receive monthly consolidated invoice from your Aggregator Contact: VMware MSP Operations Access: VMware Partner University Access: Hands on Lab Contact: Aggregator Access: VMware Cloud Portal Access: VMC on AWS Console Access: iasset Business Portal Pay: Aggregator One time initial setup As Needed Once a Month VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

27 Train Test Commit Org Setup Provision Report Invoice Become a VMware Cloud Provider Managed Service Provider (MSP) Partner Once you have decided that the VMware Cloud Provider Managed Service Provider Program is the right model for your business, join the program with VMware. For Partners Not Currently Enrolled with the VMware Cloud Provider Program (VCPP) If you have not already joined the VMware Cloud Provider Program (VCPP) Agreement, then sign the Program Agreement (). This includes the Subscription Service Addendum for you to become a MSP partner as well. Please go here and click on the Enroll Now button. For Partners Already Enrolled with the VMware Cloud Provider Program (VCPP), but is not a MSP Partner yet If you are already part of the VMware Cloud Provider Program (VCPP) and have a License Rental agreement in place, then complete the Subscrition Service Addendum (2). Please contact MSP@VMware.com to get the process started. 2 VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

28 Get Trained on the VMC on AWS Solution Train Test Commit Org Setup Provision Report Invoice Complete VMware Cloud on AWS Solution Competency The VMC on AWS Solution Competency provides sales and technical training required to be successful in selling hybrid cloud solutions based on VMware Cloud on AWS. Before you start transacting with VMC on AWS products, complete the required trainings and accreditations. Courses are available within the VMware Cloud on AWS Solution Competency within Partner Central. Please note that the first three competencies are mandatory and required prior to the partner able to start transacting VMS on AWS services through the MSP program. VSP and VTSP courses must be completed by a minimum of two resources in your company, while the Technical Post Sales Accreditation requires a minimum of one resource. Additionally, there are Amazon Web Services courses that are strongly recommended to be completed in order to enhance your knowledge of the AWS platform. These courses are located outside of Partner Central. Please refer to their links in the next page for locations Mandatory Mandatory Mandatory Recommended VMware Sales Professional Accreditation (VSP) VMware Technical VMware Technical Solutions Professional Accreditation (VTSP) Post Sales Certification - OR - Accreditation Amazon Web Services Training Minimum two (2) resources Minimum two (2) resources Minimum one () resource Minimum one () resource Description on the actual course requirements are detailed on the next page. VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

29 VMC on AWS Competency Requirements Train Test Commit Org Setup Provision Report Invoice List of Course Requirements to Achieved VMC on AWS Competency Please follow the table below to find out the course titles that you will need to complete to achieve VMware Cloud on AWS competency. All courses are available within the VMware Cloud on AWS Solution Competency within Partner Central, with the exception of the recommended Amazon Web Services courses. Mandatory Minimum two (2) resources Mandatory Minimum two (2) resources Mandatory Minimum one () resource Recommended Minimum one () resource Complete all courses listed in this box Complete all courses listed in this box Choose of one the three options below to satisfy the Technical Post Sales requirement and complete all courses contained within that box Complete all courses listed in this box SALES PROFESSIONAL ACCREDITATION (VSP) VSP VMware Cloud on AWS (2.5 hours) TECHNICAL SOLUTIONS PROFESSIONAL ACCREDITATION (VTSP) VTSP SV (Server Virtualization) 4.5 hours VTSP NV (Network Virtualization) 4.5 hours VTSP HCI (Hyper- Converged Infrastructure) 4.5 hours VTSP VMware Cloud on AWS 4 hours FULL TECHNICAL POST SALES ACCREDITATION VMC on AWS Post Sales Accreditation: Server Virtualization VMC on AWS Post Sales Accreditation: Network Virtualization VMC on AWS Post Sales Accreditation: Hyper-Converged Infrs (Recommended as fastest way to achieve VMC on AWS accreditation) OR VMware vsphere: Install, Configure, Manage + vsan Fast Track (V6.5) VMC on AWS Post Sales Accreditation: Network Virtualization OR COMBINATION OF CEERTIFICATION (Server and Network) and ACREDITATION (Storage) VMware Certified Professional Data Center Virtualization VMware Certified Professional 6 - Network Virtualization VMC on AWS Post Sales Accreditation: Hyper-Converged Infrs AMAZON WEB SERVICES TRAINING AWS Certified Solution Architect 2 hours [Link] AWS Advanced Networking Certification 5 hours [Link] Free e-learning Self-Paced, On-Demand Free e-learning Self-Paced, On-Demand Fee-Based Classroom, On-Demand, Online Fee-Based Self-Paced, On-Demand VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

30 Test the VMware Cloud on AWS Service Train Test Commit Org Setup Provision Report Invoice VMC on AWS Proof of Concept (POC) and Demo Options We provide several options for partners to test or conduct proof-of-concepts on the VMC on AWS Service. Please refer to the table below for trial options and decide which suits your needs the best. Trial Option Description Cost VMC on AWS Hands On-Lab (HOL) -Node On-Demand SDDC 4-Node On-Demand SDDC NFR (Not for Resale) If you would like to test the VMware on Cloud on AWS service prior to signing up for a MSP Commit Contract, you can sign up for the Hands-on Lab capability. These evaluations are free, up and running on your browser in minutes, and require no installation. You can use your MSP Commit Contract to purchase a - Node On-Demand SDDC service for testing purposes for up to 30 day use. After this period, the service will expire or you can scale it to a 4-Node production service. This -Node On-Demand service can be used internally by the partner or resold to the end customer. Limit of two -Node SDDC allowed per partner. We are offering partners the opportunity to purchase a full 4-Node On-Demand SDDC for demo purposes (not-for resale) at a 30% discount off list price. There is no time limit or expiration on this 4-Node On- Demand SDDC and can be kept running for as long as the partner requires it. Partners will need to purchase this option through their MSP commit contract. Limit of one 4-Node SDDC for NFR allowed per partner. Free $7/hour MSP Partner discounts are applicable on this purchase An additional 30% promotional discount is available through August 208. No additional discounts are applicable MSPR for 4-Node On- Demand Service MSP Partner discounts are applicable on this purchase An additional 30% promotional discount is available through 208 No additional discounts are applicable Convert to Production No. HOL instances cannot be migrated over to a production account Yes. After initial 30 day period is completed, the - Node service will shut down. However, partners can scale the service to a 4-Node production SDDC prior to that date Yes. This is 4-Node SDDC is a production service sold at a NFR discounted price Use Case Partner Internal Training Partner or Customer proofof-concept (POC) Partner Internal Training or proofof concept (POC) Get Started Sign up for the Handson Lab capability Follow the instructions on this section to order the - Node On-Demand service Order this SDDC through the MSP Platform and contact vcanoperations@vmware.com to obtain the 30% promotional discount for this service VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

31 Sign up for a VMC MSP Contract Commitment Train Test Commit Org Setup Provision Report Invoice Sign a MSP Contract with your Aggregator (Level 5) When you are ready to sign a MSP commit contract, select an aggregator you wish to work with. The contract is for a 2-month period and requires a committed annual spend. There are five levels of annual spend commitments available, with associated partner discounts increasing with each level (see Table on the right). Calculating Annual MSRP Spend - At the end of every 2-month contract period, VMware will calculate the Service Provider partner s total spend for the year. Calculation for the achievement of the Annual Spend is based on MSRP total. If the partner total MSRP spend for the year is more than the minimum annual spend, then no underage billing will be issued to the partner. However, if the MSP partner total spend for the year is less than the committed annual spend, then an invoice will be generated for the difference ( underage ). Billing of VMC on AWS Services - Partners will be billed on a monthly basis for the VMC on AWS services that they purchase on the previous month. It is only the underage for the annual commit that will be invoiced once a year. There are 3 services available through VMC on AWS: On-Demand (for which partners will be billed in arrears for consumption for the previous period) and the -Year and 3-Year subscriptions (for which partners will be billed upfront on a pre-paid basis). Eligibility to purchase VMware Cloud MSP Services with a VCPP Rental Commit Contract (Level R 5R) Additionally, any VCPP Partner who currently has an existing active Rental Commit Points Contract is eligible to purchase VMC on AWS services as a MSP partner at a discount without having to sign up for incremental dollar spend. This will allow the partner to enroll into the MSP program in order to purchase VMC on AWS products at a discount with a $0 MSP commit (see Table 2). Important Rental partners must become a MSP partner first before they can purchase VMC on AWS services. Consumption of MSP services do not count towards the burn down of the rental points commit. Partners cannot apply rental points towards the purchase of MSP services. Billing for MSP products are in currency values. Table VMC Commits For All New and Existing VCPP Partners MSP Discount Off MSRP Annual Committed MSRP Spend (USD) Level 9% $44,000 Level 2 2% $420,000 Level 3 22% $,200,000 Level 4 26% $2,700,000 Level 5 30% $4,200,000 Table 2 VMC Commits Only for Current VCPP Rental Partners MSP Discount Off MSRP Annual Committed MSRP Spend (USD) Minimum Monthly Rental Point Commit Level R 5% $0 360 points Level 2R 0% $0,800 points Level 3R 5% $0 0,800 points (3,600 dev. countries) Level 4R 8% $0 30,000 points Level 5R 20% $0 00,000 points VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 3

32 Select an Aggregator to Sign up for VMC Contract Train Test Commit Org Setup Provision Report Invoice Choose an Aggregator to Partner with Select an Aggregator you want to work with. The Aggregator will set up the MSP Commit contract between you and VMware and also invoice you for the services you consumed from VMware. VMware Cloud Provider Program Aggregators serve specific geographies and countries. To obtain the latest list of VMware authorized Aggregators, please go here or contact Once you have the list, identify which preferred Aggregator you would like to work with and contact them directly to get a VMware Cloud MSP commit contract setup. Defining the Owner for your Commit Contract and Master Organization When you are setting the Commit Contract with your Aggregator, the Service Provider partner will be asked to provide a the for a main contact. The Service Provider ID ( main contact ) used to create the commit contract must be a registered valid MyVMware account, with a complete profile and password. Make sure to verify by logging into MyVMware before providing this to your Aggregator for commit contract creation. Additionally, the onboarding notification from VMware will be sent to this partner address ( main contact ) when the VMC on AWS Commit Contract is active. This person at the Service Provider will also be designated as the owner to create your MSP Master Organization. VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

33 Notification MSP Commit Contract is Setup Train Test Commit Org Setup Provision Report Invoice Notification MSP VMC on AWS Contract is Active Once you have placed the order with your Aggregator for a new MSP Commit Contract for VMC on AWS, they will in turn book an order with the MSP Operations team. When the contract becomes active, an onboarding (see sample below) will be sent to the Service Provider partner with a link to log into the VMware Cloud Services platform. This notification will be sent to the person at the Service Provider who was designated as the main contact that placed the VMC Commit Contract order with the Aggregator. The link in the can be used only once and will expire in 30 days. Once the MSP partner signs in/logs into VMware Cloud services, he/she will need to create a new Master Organization. The Master Organization is defined as the Service Provider partner who is going to be managing the VMC on AWS service. The VMware Cloud services are contained within organization. An organization enables controlled access to one or more services and allows user management. The MSP partner owner ( main contact ) logs into VMware Cloud services using the received and creates a Master Organization. VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

34 Organization Setups for Managed Providers Train Test Commit Org Setup Provision Report Invoice Master Organization Tenant Organization User Management VMware Cloud Organization Setups VMware Cloud on AWS accounts are based on an Organization, which corresponds to a group or line of business subscribed to VMware Cloud on AWS services. An organization enables controlled access to one or more services. You must belong to an organization before you can access a cloud service. If you are an organization owner, you have access to all the resources of the organization. You can add cloud services to your organization and then invite users. The first step prior to start utilizing the VMC on AWS service is to create the Master Organization and the Tenant Organization(s) below it. The Master Organization is mapped to the Managed Service Provider partner in the construct setup. The Tenant Organizations represent the endcustomers that will be managed within that Master Organization. Creation of the Master Organization - The partner will have an owner with a MSP role for the Master Organization. This person is designated at the time that the VMC Commit Contract is signed with the Aggregator, identified as the main contact for the Service Provider. He/she will be responsible for creating the Partner s Master Organization. Creation of the Tenant Organizations and Service On-Boarding - The owner of the Master Organization will then create the sub-tenant organizations for each of their customers that want to consume the VMC on AWS service. Additionally, the owner of the Master Organization can designate the users for each of these customer Tenant Organizations. These tenant users can then setup the tenant organization, provision SDDC, setup the required network connection and access the vcenter Server to create the VM s for their customers. Please note that the VMware Cloud on AWS service for MSP partners is a fully managed model. This means that only the MSP partner will have access to the VMware Cloud Services console to on-board, manage, and provision services for their customers. Partner s customers for the VMC service will not have access to the VMware Cloud Service console. Managed Service Provider Partner Organization for VMware Cloud on AWS Tenant Organization for Customer Name: Globex User: Chris@acme.com Service: VMC on AWS SDDC for Sales VMC Commit Contract #: Master Organization for MSP Partner Name: ACME Owner: Frances@acme.com Tenant Organization for Customer Name: Ombro User: Tina@acme.com Service: VMC on AWS SDDC for Americas Service: VMC on AWS SDDC for Europe Tenant Organization for Customer Name: Tusan User: David@acme.com Service: VMC on AWS SDDC for Finance VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

35 Overview of the Setup and Provisioning Process Train Test Commit Org Setup Provision Report Invoice Master Organization Tenant Organization Setting Up Organizations, On Boarding the VMC on AWS Service and Providing Access to your Customers Once the Partner has signed up for a VCPP MSP Commit Contract for VMC for AWS with their aggregator, they will receive an invitation to create their Master Organization. This is the umbrella organization for the Service Provider within the VMware Cloud Services Console from where they can manage and their customer (tenant) organizations. Once the Master Organization has been setup, the next step is to create the Tenant Organizations for your customers. These are the sub-organizations under the top Master Organizations. To do this, the Partner will need to request access to the VMC on AWS service. An invitation will be then sent to the partner, which will allow them to create the tenant organization and onboard the VMC on AWS service. Note: Separate individual access requests are needed for every new tenant and that you need to attach to this Master Organization. This step needs to repeated for every new Tenant organization that needs to be created. The next step is to create the Tenant s SDDC, where they will need to configure the service. The MSP partner can manage the SDDC, the addition or removal of hosts, network firewall, NAT, VPN, DNS; and configure Add-Ons such as VMware Site Recovery Manager on behalf of a tenant within the normal VMware Cloud console. Lastly, the MSP partner will access vcenter to create the VM s for their end customers. The next pages of this handbook will provide the details to complete the steps above. User Management VMC Commit Contract is signed through Aggregator Invitation Setup of Master Organization (for MSP Partner) VMC on AWS Access One access per Tenant Org Setup of Tenant Organizations Setup of Setup of Customer (for each Tenant End Customer Tenant Organization Customer) Organization Create SDDC for VMC on AWS for Tenant Organization Access vcenter Server to create VM s for their End Customers Once Initial Setup As Needed Per Tenant VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

36 Login to VMware Cloud Services Portal Train Test Commit Org Setup Provision Report Invoice Login to the VMware Cloud Portal Follow these steps to login to the VMware Cloud Portal in order to set up your Master Organization.. From the onboarding invitation you received, please click on the Sign in to Console link. As a reminder, the person in the Service Provider organization who was originally identified as the main contact during the signup of Commit Contract with your Aggregator is the designated owner to set up the Master Organization. 2. This will take to the VMware Cloud Services Portal login page. 2 Master Organization Tenant Organization User Management 3. Enter your username ( ) and password to login. Use portal. You should have received an with your username and password with access to MyVMware when you first activated your VCPP partner contract. If you have forgotten your password, click on the Forgot your password link. If you have further problems accessing your account, please contact partnernetwork@vmware.com Click on Sign In to continue. 4 VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

37 Creation of the Master Organization Train Test Commit Org Setup Provision Report Invoice Master Organization Tenant Organization User Management Setting the Name for the Master Organization The first step to setting your Master Organization is give it a name. Since Master Organizations are mapped to the Service Provider partner, this name should reflect your company name. Once your are logged into the portal, follow these steps to setup your Master Organization.. You will now be asked to provide the name for your Master Organization. This should be your company name (Service Provider) and reflect the same name used when the VMC Commit Contract was signed with your Aggregator. 2. Press Continue to proceed. 3. You will now have an opportunity to review the Terms of Service for the VMware Cloud service. Click on the checkbox under I agree to the VMware Cloud Services Term of Service when finalized. 4. Press Continue to proceed VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

38 Complete Setup of Master Organization Train Test Commit Org Setup Provision Report Invoice Master Organization Tenant Organization User Management Complete Setup of Master Organization. Next, you will be asked to associate the VMC Commit Contract with the Master Organization you created. This will enable the routing of billing for all consumption of VMware Cloud services for the Organization to your VMC Commit Contract. 2. Your MSP account information will appear in this page. Review your MSP ID, Contract Name and Description. Please ensure that this right MSP commit contract you want to associate with this Master Organization as changes are not possible after this confirmation. 3. Click on Continue to proceed. 4. Next you will taken to the page to complete the metadata for the Master Organization. 5. Enter the country and zip code. These are mandatory fields and must match the data provided in your VMC Commit Contract. 6. You have the option to enter a tag to this Master Organization should you need it for reference. This an optional field, which you can use for reporting and running queries while using the API s. 7. Click on Create to complete the setup for your Master Organization. You have now successfully created a MSP Partner Master Organization, defined the owner for this org, and associated it with a Commit Contract for billing purposes VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

39 Creating Tenant Organizations and Service Requests Train Test Commit Org Setup Provision Report Invoice Master Organization Tenant Organization User Management Service On-boarding and Creating Tenant Organizations The Service Provider partner is now ready to setup the Tenant Organizations for their Customers and request the VMC on AWS service for each of them. In order to create the Tenant Organization, you will need to request and onboard the VMC on AWS service for it. You will create these Tenant Organizations through Service Invitations. Individual invitations for each of the customer tenants that will consume VMC on AWS need to be requested by the Service Provider partner (see example below to the right.) These services can only be attached to the tenant organization. The Service Provider partner can request the service invitation by completing this webform. The password to access this form is MSPTenantOnboarding (case sensitive). Please note that service invitations can only be sent to the MSP Master Organization Owner or the MSP Master Organization member with MSP role. Additionally, the end customer must have an existing Amazon Web Service account prior to setting up the SDDC for the service. This is required to connect the SDDC to Amazon Web Services. Make sure that your customer fulfills this requirement prior to requesting the VMC on AWS invitation for their tenant organization. Click on the link below to request access to VMC on AWS for your Tenant Organization. VMC on AWS Service Invitation Tenant Organization for Customer Name: Globex User: Service: VMC on AWS SDDC for Sales VMC Commit Contract #: Master Organization for MSP Partner Name: ACME Owner: VMC on AWS Service Invitation Tenant Organization for Customer Name: Ombro User: Service: VMC on AWS SDDC for Americas VMC on AWS Service Invitation Tenant Organization for Customer Name: Tusan User: Service: VMC on AWS SDDC for Finance VMC on AWS SERVICE INVITATIONS Click here to request VMC on AWS for your Tenant Organizations Service: VMC on AWS SDDC for Europe Use password: MSPTenantOnboarding (case sensitive) VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

40 Requesting Service Invitations Train Test Commit Org Setup Provision Report Invoice Master Organization Tenant Organization User Management Requesting VMC on AWS Service Access to On Board Tenant Organizations To start the request of service invitation for VMC on AWS for your customers and create their tenant organizations, please complete this webform. The password to access this form is MSPTenantOnboarding (case sensitive).. Once you are in this page, complete the web form to request the VMC on AWS service to on-board your customers. 2. Enter the Managed Service Provider name. This should be your company name and match the name that is under your MSP commit contract. 3. Enter the address of the person that will be receiving the invitation . Important: Only the Master Organization Owner or Master Organization Member with Managed Service Provider role can receive this as they are the only ones who can create Tenant organizations. Should the invitation be sent to a person without these roles, he/she will be unable to onboard the tenant to the service. For more details on VMC organization roles and their capabilities, please refer to this section. 4. Enter your customer name that will be placed in the tenant organization you are creating. 5. Enter customer s city, state, and zip code. 6. Finally, enter the customer s domain name. 7. Click on Submit to send in the request. In a few minutes, VMware will send the person you identified in the form an invitation that includes an on-boarding link. Remember that you will need to repeat the above process for every Tenant customer that you plan to on-board to VMC on AWS VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

41 Invitation to VMC on AWS Access Train Test Commit Org Setup Provision Report Invoice Notification to Activate VMC on AWS Service Once your request for service request has been submitted, VMware will send back an with the link for service activation. As a reminder, for each service request for access you submit, you will get back an invitation. You will need to activate the service for each tenant organization you are creating separately. Follow these steps to get the setup initiated.. The Owner or Member with MSP Role for the Master Organization will receive the invite(s) from VMware to activate the service. 2 Master Organization Tenant Organization User Management 2. Click on the link contained in the to get started. Please note that each link can only be redeemed once and will expire in 4 days. If you have submitted multiple service requests and received multiple invitations, please you complete the setup process for all of them within 4 days of receiving them. 3. This will take to the VMware Cloud Services portal login page. 4. Enter your username ( ) and password to login. Use your existing MyVMware credentials to access the portal You should have received an with your username and password with access to MyVMware when you first activated your VCPP partner contract. If you have forgotten your password, click on the Forgot your password link. If you have further problems accessing your account, please contact partnernetwork@vmware.com. 5. Click on Sign In to continue VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 4

42 Attaching the Service to the Organization Train Test Commit Org Setup Provision Report Invoice Master Organization Tenant Organization User Management Selecting Organization to Attach the Service Next you will be asked to attach the service to the Tenant Organization (customer). Important: Attach services only to Tenant organizations. Do not attach services to the Master Organization. If you need to onboard a service for your own internal use, please create a Tenant Organization for demo purposes.. Click on Create Tenant Organization to request the service for your customer. If the tenant organization already exists, then you will have the option to attach the service to it as well. VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

43 Creation of Tenant Organization Train Test Commit Org Setup Provision Report Invoice Master Organization Tenant Organization User Management Setting the Name for the Tenant Organization Follow these steps to setup your Tenant Organization.. You will now be asked to provide the name for your Tenant Organization. This should be your customer s name. 2. Press Continue to proceed. 3. You will now have an opportunity to review the Terms of Service for the VMware Cloud service. Click on the checkbox under I agree to the VMware Cloud Services Term of Service when finalized. 4. Press Continue to proceed VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

44 Complete Setup of Tenant Organization Train Test Commit Org Setup Provision Report Invoice Master Organization Tenant Organization User Management Complete Setup of Tenant Organization. The commit contract associated with the Master Organization will be displayed. It cannot be edited, but it is there to inform that any consumption of service charges by the tenant organization will be against this commit contract. 2. Click on Continue to proceed 3. Next you will taken to the page to complete the metadata for the Tenant Organization 4. Enter the country and zip code. These are mandatory fields and must match the data provided in your VMC Commit Contract. 5. You have the option to enter a tag to this Tenant Organization should you need it for reference. This an optional field, which you can use for reporting and running queries while using the API s. 6. Click on Create to complete the setup for your Tenant Organization You have now successfully created a Customer Tenant Organization, gave it a name, and associated it with a Commit Contract for billing purposes. You can repeat this process for each of the Service invitation s that you received for VMC on AWS. Next, we will go over how to create additional users for the master and tenant organizations VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

45 Access the VMware Cloud on AWS Console Train Test Commit Org Setup Provision Report Invoice VMware Cloud on AWS Console Access You now have access to the VMC on AWS service. On the home page of the VMware Cloud home page, the tile under VMC on AWS will now show as Open (). Once you click on the link, you will be placed in the VMware Cloud on AWS Console. As a reminder, all other VMware Cloud Services on this menu page are still under development and will be made to the Managed Service Provider program in upcoming product releases. Master Organization Tenant Organization User Management VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

46 User Management for Organizations Train Test Commit Org Setup Provision Report Invoice Selecting Organization to Manage Users VMware Cloud service accounts are contained within organizations. An organization enables controlled access to one or more services. You must belong to an organization before you can access a cloud service. Therefore, you must first identify the organization you want to add users to before proceeding When you sign in to VMware Cloud services, your active organization is displayed under your user name on the menu bar. 2. On the VMware Cloud Services toolbar, click the arrow next to your user name to view the details of your organization Master Organization Tenant Organization 3. From the menu, click the arrow next to the organization name. You can view the Master Organization and its Tenant Organizations that you belong to. User Management 4. You can select which organization you want to add users to by switching from the active organization to another of your organizations. 5. Select the Organization you wish to add users to. In our example to the right, the owner of the organization is selecting the tenant organization Globex to manage users. Once that selection has been made, the active organization will switch from Acme to Globex. The owner is now ready to make the user changes to the Globex organization. VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

47 Adding Users to Organizations Train Test Commit Org Setup Provision Report Invoice Identity Access Management As an organization owner, you invite users to your organization and give them role-based access to the organization's resources. Users may be added to manage your service both at the Master or Tenant organization level. 2 There are two main roles an organization owner and an organization member. Roles are further defined whether they belong to the Master or the Tenant Organizations. Organization owners in general have full access, while organization members have read only access. Additionally, a Managed Service Provider role capability maybe added to users that will grant them added capabilities to create organizations and/or view customer usage data. For a full list of organization user capabilities, please refer to this section. Master Organization Tenant Organization Once you have defined the organization you want to work with from the previous page, follow these steps to provide access to users to them. User Management. You can confirm the active organization you are in by the name underneath the user name. 2. From the VMware Cloud Services home page, click on the Identity Access Management link located on the top right corner. 3. You will now be in the user management page. Here you will see the list of current users for your organization. It will include their names, roles, status, and which services they have access to. 4. To add more users, please click on the Activate Users link 3 4 VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

48 Defining Users and Permissions Train Test Commit Org Setup Provision Report Invoice Managing Users and Permissions for Organizations A pop-up window for Add Users will appear. Next step is to define the list of users you want to add to the defined organization and their roles.. You will get confirmation of which organization is the one you are looking to add the user. 2. Under the Addresses box, enter the user(s) ID s of the person you wish to add as users for the organization. 3. Define the role assignment with this organization Organization Member or Organization Owner. As an organization owner, the user will have full access. As an organization member they will only have read-only access. Please view the table on this page for specific permissions under each role. 2 Master Organization Tenant Organization User Management 4. If you are assigning an organization owner, by default the Managed Service Provider role will be added as well. If you are assigning an organization member, you have the option to whether or not to give this person the Managed Service Provider role. For complete role capabilities, please go to this section Click on Add to continue. Once submitted, an invitation will be sent to the user. User invitations are valid for up to seven days. See next page on how the user should proceed once that notification has been received. Repeat the process as needed for other users you need to add to specific organizations. You can track the invitations you send. If you have sent an invitation in error, you can revoke it. You can change the role users hold in your organization and the services they can access. You can also remove users from your organization. 4 5 VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

49 Notification for New Organization Users Train Test Commit Org Setup Provision Report Invoice Invitation for New Users to Access Organization Once the Organization Owner has submitted the request to add a new user to access the group, an notification and invitation will be sent to this user (). Included in the , it will indicate the name of the organization the user is being added to (2). The user must click on the Sign in to Console link provided in the to enable the organization access (3). User invitations are valid for up to seven days. User must access this link prior to this expiration period. 2 Master Organization Tenant Organization Once the user clicks on this link, they will be asked to log into the VMware Cloud Console. The user must provider his/her VMware account to log into the portal. If the user does not have a VMware account, they can click on the Create an account link on the log in page. 3 User Management From there, they will be able to access to the VMware Cloud portal and the organization that they now belong to. VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

50 Organization Users and Permissions Train Test Commit Org Setup Provision Report Invoice Users Permissions for Organizations Please refer to the table below for specific permissions that you are allowed within the Managed Service Provider platform. As a general rule an organization owner with MSP role has full access full access to manage and configure while an organization member has read-only access. Additionally, a tenant organization member with MSP role may have access to view tenant usage data, while a master organization member may also create tenant organizations Please review these permissions in order to setup your organization user correctly. Master Org Owner with MSP Role Master Org Member with MSP Role Master Org Member Tenant Org Owner with MSP Role Tenant Org Member with MSP Role Tenant Org Member Master Organization Tenant Organization User Management Permission Access the organization you belong to Specify the organization that is displayed when you sign in Query the cloud service APIs for customer usage and data Create new tenant organizations Change the your organization settings Add/remove users in your organization Manage the service access and roles of users in your organization Manage payment methods and billing Submit and manage support tickets VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

51 Provision SDDC and Configuring for Tenants Train Test Commit Org Setup Provision Report Invoice SDDC Subscriptions Single Host MSP Partner Provisions SDDC and Configures Network for a Tenant In a fully managed MSP model, the partner manages the service for the tenant (customer) and has access to all consoles. For example, for VMware Cloud, MSP partner provisions the SDDC and sets up required network configurations. The network configurations are set up in the VMC on AWS console, which cannot be accessed by the end customers in a fully managed model. The MSP partner can create VM s for their customers and only provide access to these VM s to them. MSP needs to first deploy an SDDC (Software-Defined Data Center) to make use of VMware Cloud. Pre-Requisites to Deploying SDDC The MSP Partner needs to collect the following information from the Customer prior to setting up the SDDC for the Tenant Organization End customer s existing account number with Amazon Web Services (as indicated previously, customer must have this in order for the SDDC to be able to connect to AWS) The VPC and Subnet required to connect Type of connection required to connect to SDDC externally Details of the network configuration to be set up In this guide, we will provide the basic steps to setup the SDDC. For detailed explanation of their setup, please refer to the following documents below. VMware on AWS Getting started guide VMware Cloud on AWS onboarding blog Organization Map Services Managed Service Provider Tenant Organizations with Services Tenant Org Globex SDDC VMC on AWS Sales Master Organization for MSP Partner ACME vcenter VM s Storage Port Groups Tenant Org Ombro SDDC VMC on AWS Americas vcenter VM s Storage Port Groups SDDC VMC on AWS Europe vcenter VM s Storage Port Groups Tenant Org Tusan SDDC VMC on AWS Finance vcenter VM s Storage Port Groups VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 5

52 Create SDDC for Tenant Organizations Train Test Commit Org Setup Provision Report Invoice Select the Organization to Create SDDC for Before you start the creation of the SDDC, please ensure that you are in the correct organization first. Please refer to this section if you need to learn how to switch between your organizations. Create SDDC for the Organization SDDC Subscriptions Single Host Deploying a Software-Defined Data Center (SDDC) is the first step in making use of the VMware Cloud on AWS service. After you deploy the SDDC, you can view information about it and perform management tasks. When you deploy an SDDC on VMware Cloud on AWS, it is created within an AWS account and VPC dedicated to your organization and managed by VMware. You must also connect the SDDC to an AWS account belonging to your customer. This connection allows your SDDC to access AWS services belonging to your customer account. Follow these steps to start the creation of the SDDC for your Tenant Organizations.. Go to the home (landing) page of the VMware Cloud on AWS Console. 2. To create the SDDC for the Organization, click on the Create SDDC button You can also add users to the Organization, but we have already covered that in the previous sections. VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

53 Associate SDDC with an AWS Account Train Test Commit Org Setup Provision Report Invoice Associate AWS Account with the SDDC Next, you will need to associate the SDDC with an AWS account so that they can connect together. This connection allows your SDDC to access AWS services belong to your customer account.. Specify the end customer s AWS account that you want to connect to the SDDC. 2. You will receive a message that the connection has been successfully established 3. Click Next to Continue SDDC Subscriptions 2 Single Host 3 VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

54 Configure SDDC Properties (Multi-Host Option) Train Test Commit Org Setup Provision Report Invoice Configuring the SDDC Now, let s configure your SDDC and finalize the setup. SDDC Properties. Select a Region for the Data Center where the SDDC will reside. Currently for VMC on AWS, the service is available in US West (Oregon), US East (Virginia), Europe (London) and Europe (Frankfurt). Additional data centers are being added. 2. Select Deployment. For production use, you must select the Multi-Host option. The single host option is only for demo purposes. To learn more about the Single-Host option and how to order it, please refer to this section. 3. Provide a name for your SDDC. 4. Select the number of Hosts. Please remember that a 4 Host minimum per SDDC is required Under Cloud select AWS. Click Next to continue VPC and Subnet Connections 5 SDDC Subscriptions Single Host 6. Select a VPC to connect to. 7. Select a Subnet to connect to. Important: You want to choose a VPC and Subnet that is on the same availability zone or adjacent to the services you want to utilize from this SDDC. This will avoid egress charges that result from the VPC cross traffic. For details on this step, please refer to this document Click Next to continue Configure Network 8 9. You have the option to enter an IP address range for the management network as CIDR block. Deploying SDDC 9 0. When finished, click on Deploy SDDC. It will take between 2 to 3 hours for your SDDC to be ready. 0 VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

55 Deployment of the SDDC Train Test Commit Org Setup Provision Report Invoice SDDC Deployment. You will now see that the SDDC is being created and a status bar with its progress will be displayed. It will take between 2-3 hours for the SDDC to be deployed. SDDC Subscriptions Single Host SDDC Readiness 2. Once the SDDC setup has been completed, you will be able to view the SDDC card, displaying its capacity numbers. Initially it should all show 0, but as you start utilizing it, the numbers will reflect your usage. At this time, the vcenter Server is still not accessible. In order to do so, you will need to set the network configuration. 3. Click on View Details on the SDDC card to access the network configurations. 2 3 VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

56 Access the vcenter Server Train Test Commit Org Setup Provision Report Invoice Configuring the Network of the SDDC to Access the vcenter Server By default, the firewall for the management gateway is set to deny all inbound and outbound traffic. In order to access the vcenter Server in your SDDC, you must set a firewall rule to allow traffic to the vcenter Server.. Once you have clicked on View Details in the SDDC card, you will view the page on the right Click on the Network link at the top Click on Firewall Rules under Management Gateway. 4. Click Add Rule SDDC Subscriptions Single Host 5. Set up your firewall rule to connect to vcenter. For details on how to setup firewall rules, please refer to the VMware on AWS Getting started guide. 6. After you have added a firewall rule to allow access to vcenter Server, the diagram shows a solid line between the internet and the management gateway. 7. Next, click on Connection Info to view the vcenter connection details. For instructions on how to set up additional network connections and configurations, please refer to the VMware on AWS Getting started guide VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

57 Obtain the vcenter Credentials Train Test Commit Org Setup Provision Report Invoice View the Connection Credentials. Once you click on Connection Info, you will see the connection details for the SDDC to the vcenter Server. 2. You will be able to view the user name and password to the vcenter Server. SDDC Subscriptions Single Host 2 VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

58 Access vcenter Server Train Test Commit Org Setup Provision Report Invoice Accessing the vcenter Server Once you have obtained the username and password, you can now login to the vcenter Server.. From the vcenter login page, enter the username and password. 2. Within the vcenter control panel, you will be able access and use the Compute ResourcePool to create VM s. SDDC Subscriptions You have now successfully created the SDDC for the VMC on AWS service for your tenant organization, established the firewall access to the vcenter Server and logged into vcenter to create VM s for your customers. Repeat the process as needed for every SDDC service that you need to create for your tenant customer organizations. 2 Single Host VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

59 Creating a Subscription for VMC on AWS Train Test Commit Org Setup Provision Report Invoice Create Subscriptions to Lower your Costs for VMC on AWS Subscriptions allow you to save money by committing to buy a certain amount of capacity for a defined period. A subscription is not required to use VMware Cloud on AWS. Any usage of the service not covered by a subscription is charged based on on-demand pricing. VMC on AWS offers two subscription terms: -Year Subscription, which provides a 30% savings over the On-Demand rate and 3-Year Subscription, which provides a 50% savings over the On-Demand rate Please note that VMC on AWS subscriptions are billed for the full term upfront as a prepaid. You pay upfront but maximize your savings. For full VMC on AWS pricing, please refer to this section. To start provisioning subscriptions, follow these steps.. As a guiding rule, before you set any user rules or provision any service, please ensure that you are in the right organization and SDDC where changes are to be made. 2. From the VMware Cloud on AWS Console, click on the Subscription tab at the top. Here you will view all of your active subscriptions. 3. Click on Create Subscriptions SDDC Subscriptions Single Host 2 3 VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

60 Configure the Subscription Train Test Commit Org Setup Provision Report Invoice SDDC Subscriptions Single Host Define the Configuration for your Subscription You are now in the page where you need to define the configuration for your subscription.. Specify the Region (Data Center location) where you need this subscription. Please ensure that you select the same location where your SDDC is, otherwise the subscription savings will not be applied to the same service. 2. Select the number of hosts. Minimum purchase is one () host for each subscription instance. You can buy more subscription instances later on for the same organization, but they will have different start and end dates as these will be treated as separate subscriptions (SID s). 3. Click Next to continue. 4. Choose the Subscription term that you wish to purchase from the -Year or 3-Year options. 5. In the Payment section you will the order summary with the total cost for the subscription. As a reminder, subscriptions are billed in full for the entire term upfront as a prepaid. 6. Click on Place Order to submit the order. You will receive a notification indicating that your subscription order has been received. After the order has been processed, you will receive a second notification letting you know that your subscription is active. You have now completed the process on how to provision a service for VMware Cloud on AWS, including setting up the SDDC and ordering the optional subscriptions. In the next section, we will focus on billing for your services VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

61 Ordering the -Node On-Demand Demo Service Train Test Commit Org Setup Provision Report Invoice SDDC Subscriptions Single Host About the -Node SDDC Service MSP partners have the opportunity to test the VMC on AWS service by creating a lower cost demo/trail environment to help drive sales to their customers. Towards this end, partners may purchase a -Node SDDC On-Demand service that can be used for partner internal training purposes or to be resold to the customer for demonstrations and proofs of concepts (POC). Please note that these single-node On-Demand SDDC s can only be kept active for a maximum of 30 days. After that period, the service will automatically expire and shut down. Partners who want to convert the service to production may scale it up to a minimum of a 4- Node SDDC service prior to the 30-day expiration date. Limit of two -Node SDDC allowed per partner. Pricing for the -Node SDDC Service The price for this -Node On-Demand SDDC is $7.00/hour (pricing subject to change without advanced notice). Please note that the single node service has reduced feature sets as compared to the production 4-Node service - no HA and DRS, no SLA, and no upgrade and patches are offered with the single node solution. Bandwidth and public IP charges are not included. Single Node solution is not eligible for discount MSP partners can deploy this -Node service through their VMC on AWS commit contract and partner discounts will be applied to the purchase. Additionally, through August 208, partners will qualify for an additional promotional discount of 30% for the -Node service. This promotion is applicable only to the first two -Node SDDC purchases per partner. Ordering the -Node SDDC Service If you have not setup your tenant organizations, please follow the same process detailed in this section. If you are intending to use the -Node SDDC for your own internal use, please create a tenant organization for yourself under your master organization. Do not attach - Node SDDC directly under your Master Organization (see chart on the right). VMC Commit Contract #: Master Organization for MSP Partner Name: ACME Owner: Frances@acme.com For Partner INTERNAL USE Tenant Organization for ACME (Partner) Name: Acme User: Chris@acme.com Service: VMC on AWS -Node SDDC for Acme Training For Demo with CUSTOMER Tenant Organization for Customer Name: Tusan User: David@acme.com Service: VMC on AWS -Node SDDC for Customer Tusan Demo VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 6

62 Configure SDDC Properties (Single Host Option) Train Test Commit Org Setup Provision Report Invoice SDDC Subscriptions Single Host Configuring the -Host SDDC Now, let s configure your SDDC and finalize the setup. SDDC Properties. Select a Region for the Data Center where the SDDC will reside. Currently for VMC on AWS, the service is available in US West (Oregon), US East (Virginia), Europe (London) and Europe (Frankfurt). Additional data centers are being added. 2. Select Deployment. For production use, you must select the Single-Host option. The single host option is only for demo purposes. 3. Provide a name for your SDDC. 4. The Number of Hosts will display as this is a single-host service. 5. Under Cloud select AWS. Click Next to continue VPC and Subnet Connections 6. Select a VPC to connect to. 7. Select a Subnet to connect to. Important: You want to choose a VPC and Subnet that is on the same availability zone or adjacent to the services you want to utilize from this SDDC. This will avoid egress charges that result from the VPC cross traffic. For details on this step, please refer to this document. 8. Click Next to continue Configure Network 9. You have the option to enter an IP address range for the management network as CIDR block. Deploying SDDC 0. When finished, click on Deploy SDDC. It will take between 2 to 3 hours for your SDDC to be ready. Please follow these same steps on the 4-Host setup in this section to continue the deployment of this -Host service VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

63 Complete Monthly Reporting Train Test Commit Org Setup Provision Report Invoice Complete Monthly Reporting Requirements Once a month, partners need to complete end user reporting inside the VMware Cloud Provider Program business portal. All of the service information will be prepopulated with the information that you entered during ordering. ACCESS PORTAL Click here to access the VMware Cloud Provider Program Business Portal or go to the link below: This report is used to initiate the monthly billing cycle. Once your report has been submitted, your aggregator will provide a consolidated invoice, aggregating subscription usage in a single bill and with your partner discounts and any other promotional and end customer discounts (such as HLP) applied. Timelines for Monthly Reporting Access Portal after the 5 th of Every Month Records of consumption of MSP cloud services for the month will be visible to partners on the 5 th day of the following month. Example: records for consumption in May will be available to the partner starting June 3 rd. It is at this time that partners must access the Cloud Provider Business Portal to view their usage for the previous month and start completing pending reports. Submit Report by the 7 th of Every Month Pending reports need to completed and submitted to your Aggregator by the 7 th of every month. To complete your end user reporting, log in to the VMware Cloud Provider Program Business Portal, using your VMware-issued credentials. VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

64 View Pending End User Reports Train Test Commit Org Setup Provision Report Invoice Take action on your Pending Reports Once logged in to the Business Portal, you will see pending monthly reports for your services. These reports require action. Any completed reports would not appear in this list.. You can see report summary information here, such as the contract number, contract type, billing period, reporting due date, MSRP amount consumed, MSRP commitment amount, and the buy base, which is your commitment amount after applicable partner discounts. 2. Click on the Edit icon at the left to access each of these reports. 2 VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

65 Review Service Usage Train Test Commit Org Setup Provision Report Invoice End user Reporting Wizard. This brings you to the end user reporting wizard. Here you can see Service ID level information, such as which SKUs were ordered for a given order. You can see the start and end dates, MSRP amounts and quantity ordered for these services. 2. Just above the SID details, you can see MSP program commitment contract information, including the commit amount, your prior month s usage, the current month s consumption, any overage charges and your total amount to be invoiced. 3. After reviewing your service information, populate the purchase order number to be used with your aggregator. 4. Click on the Next button VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

66 Review End User Information Train Test Commit Org Setup Provision Report Invoice Review End User Name for Service. The end customer information that was entered when you created the tenant organization will be automatically be populated with the record. It will also include the metadata you added country and postal code. 2. You can simply review the information and click on Next. 2 VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

67 Submit Report Train Test Commit Org Setup Provision Report Invoice Report Summary. The final step in monthly reporting is reviewing the summary page. Ensure all information looks correct and accurate. 2. Finish by clicking Close to send the report back to your aggregator. Your aggregator will then use this reporting information to issue your monthly invoice. 2 VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

68 View Updated Report Queue Train Test Commit Org Setup Provision Report Invoice Confirm there are no Pending Reports Left. You will now see that there are no longer pending reports awaiting action. 2. Click on the Reports tab to view previously committed reports.. 2 VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

69 Usage and Billing for VMC on AWS Train Test Commit Org Setup Provision Report Invoice Usage and Billing for your VMC on AWS consumption Once your service (SID) is active (once SDDC is requested), usage is billed on-demand hourly. However -yr and 3-yr term subscriptions can be created for subscription prepay. To learn more about how these two type of services interact with each other to determine your charges, please refer to the rules and example below. Once a VMC on AWS service is on-boarded for an organization, this will create an On-Demand subscription ID (SID) for it. Partners can choose to purchase subscription (-Year or 3-Year) instances to get price savings on the On-Demand service. This will create a separate SID for those subscriptions. Currently, there are two terms for subscriptions available, one for 2-month and one for 36-month prepaid. Both the On-Demand SID and the subscription SID must belong to the same Organization and Region for the savings to take effect. Total subscription amount is computed based on the total quantity of the subscription instances per organization and region. Based on the usages incurred and the quantity of subscription signed up for, overage will be billed at the On-Demand rate and calculated per hour. Please note that the -Year and 3-Year subscriptions do not auto-renew at the end of their subscription term. Additional Data transfer and IP charges may apply and added separately to the VMC on AWS bill. Actual Usage (# of Nodes) Org 234 Globex OnDemand (SID# ) Subscription A (SID# 22222) On Demand Overage Usage Price = $6,000 per month per Node -Year Subscription for 4 Nodes Subscription B (SID# 33333) -Year Subscription for 2 Nodes Usage and Charges M M2 M3 M4 M5 M2 M3 M4 M5 M6 M7 Subscription Quantity Overage Consumption (OnDemand) Subscription Purchase Charges - - $208K - - $04K Overage Charges (OnDemand) $24K $30K $6K $2K $8K $0K $6K $2K $48K $54K $60K For illustrative purposes only. Actual numbers may vary depending on services and prices sold. VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

70 View VMC on AWS Itemized Usage Train Test Commit Org Setup Provision Report Invoice View Itemized Usage for your VMC on AWS Consumption In the first release, detailed itemized usage for your VMC on AWS service is not viewable directly in the Console or Business Portal. We are working to add this capability in an upcoming release. In the meantime, in order to view the Itemized usage, you can use the API functionality in the VMware Cloud Console. Through this API you can: Retrieve raw usage using API - Organization owners or organizations members with an MSP role can retrieve current accrued costs and charges for each org or all child orgs across services. You can query by: o Organization ID or multiple orgs (parent and/or children of that parent only) to retrieve usage for the org across services o A specific date range to retrieve usage for the range. Default is last 30 days. Response for the API o Returns an S3 link URL to download, decrypt and view the usage as a csv file For detailed instructions on how to generate the csv file via these API s, please refer to the VCPP MSP Phase One End to End Guide. The csv file that will be generated will look like the file below. VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

71 MSP Billing from Aggregators Train Test Commit Org Setup Provision Report Invoice Aggregator Invoice At the end of every month, the Managed Service Provider will receive an aggregated bill from their Aggregator for all of the VMC on AWS services that have been consumed during the previous month. The payment for these services is to be made to the Aggregator who sent you the invoice. The invoice format will vary by Aggregator, so please check with them directly to understand how their invoices for VMC on AWS will appear to you. On the right is an illustrative example of how an aggregator invoice might look. It might contain the VMware Service ID (SID) number, VMware SKU number, product description, service usage date from The invoice format will vary by Aggregator, but they will contain at a minimum the VMware SKU number, product description, service usage dates and the amount due. Actual invoice details will vary and depend on the Aggregator. Aggregator Name 23 Main Street Palo Alto, CA Tel: (650) MSP Name 234 Broadway Blvd New York, NY 0027 Tel: (22) MFR SKU ASD-AGMSO- 2MT0-CS ASD-ABMSO- 2MT0-CS Description Invoice Invoice # Invoice Date Payment Terms Due Date ABC 2/5/208 NET 30 3/5/208 Billing Period to VMware Cloud on AWS Year Subscription 4 Hosts US West VMware Cloud on AWS OnDemand Overage US West Customer PO# Usage From Date Annual MSRP Commit Discount XYZ $2, % off MSRP Usage to Date MSRP Price Net Price (after discount) SID# /5/208 /4/209 $208,000 $68, //208 /3/209 $6,000 $4, Monthly Total $24,000 $73,340 Your total invoice for this period (please pay this amount): $73,340 VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June 208 7

72 Measuring your Annual Committed Spend Train Test Commit Org Setup Provision Report Invoice Monthly Billing for Service Consumption and Annual Billing for Committed Spend Note: This section only applies to MSP partners who have signed up for the Level -5 VMC Commit Contracts. Level R-5R do not have annual committed for VMC. Once you signed up for a MSRP Annual Commit through the one of the Level -5 Contracts, this will represents the minimum spend amount that you as a MSP need to consume in a given year. VMware will tabulate your total spend for the duration of the annual commit contract and determine after the end of the 2 months if you have met the minimum spend requirement. The calculation for your total annual spend will be made on the first month following the end of your annual commit period ( month 3 ). If you have not met the minimum spend at the end of the 2 months, you will billed by your Aggregator for the difference ( underage ) between your actual total spend for the past year and the committed minimum spend amount. See example below for scenario A. If you have met or exceed the minimum spend at the end of the 2 months, then no underage invoice will be issued. See example below for scenario B. Please note that billing for your purchases of the VMC on AWS services will occur on a monthly basis. It is only the underage for the annual commit that will be invoiced once a year. Scenario A: Partner does not meet minimum annual committed spend of $420,000 Month Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 0 Month Month 2 Month 3 VMC Purchase of $00,000 Invoice for $79,000 (2% off) VMC Purchase of $00,000 Invoice for $79,000 (2% off) VMC Purchase of $30,000 Invoice for $42,200 (2% off) VMC Purchase of $80,000 Invoice for $42,200 (2% off) Scenario B: Partner exceeds minimum annual committed spend of $420,000 VMC Purchase of $90,000 Invoice for $7,00 (2% off) VMC Purchase of $90,000 Invoice for $7,00 (2% off) VMC Purchase of $50,000 Invoice for $7,00 (2% off) VMC Purchase of $80,000 Invoice for $7,00 (2% off) Total VMC Purchase for the Year = $370,000 Underage Billing for Annual Committed Spend = $50,000 Month Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 0 Month Month 2 Month 3 Attainment is Calculated Attainment is Calculated Total VMC Purchase for the Year = $450,000 No underage billing as partner spent $30K more than commit VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

73 HLP HLP Process for MSP (HLP) 73

74 Overview HLP HLP Process for MSP End Customer Incentives through the (HLP) In addition to the savings offered on the -Year and 3-Year subscriptions over the On-Demand service for VMC on AWS, VMware is also offering incremental incentives targeted to the end customer in the form of the (HLP). This program provides discounts to subscription services for customers that own perpetual licenses that are active on SNS. It is targeted for the customers who like to make future investment in VMC on AWS to enable their public cloud and same time also own eligible perpetual license maintain their current private cloud infrastructure. HLP provides discounts on the core service subscriptions to customers with on-premises vsphere, VMware NSX, and/or VMware vsan licenses, which can further reduce the TCO by an additional 25 percent. The pricing model, combined with the VMware discounts, provides customers with a path to significantly lower total cost of ownership compared to traditional data center deployments. Please note that HLP incentives are only applicable to the -Year and 3-Year subscriptions and targeted towards the end-customer to further reduce their total cost of ownership. Qualifiable Licenses for the Eligible license editions are vsphere Enterprise Plus, NSX (ADV and ENT) and vsan (ADV and ENT). To earn the minimum discount of 0% customers must have 2 licenses of an eligible license edition. The maximum discount of 25% is obtained when customers have 2 licenses each for vsphere Enterprise Plus, NSX (ADV and ENT) and vsan (ADV and ENT). Below is the table of eligible products. Product Family Eligible Product Editions Discount on Service vsphere vsphere or vsphere with Operations Management Enterprise Plus 0% vsan vsan Advanced or Enterprise 0% NSX NSX Advanced or Enterprise 0% Note: Discounts may be combined across products up to a maximum discount of 25% per host. Discount valid as long as customer is active on and Subscription (SnS). -year and 3-year subscriptions are eligible, On-Demand is not. 2 CPU licenses on-prem provides above discount on one 2 CPU host on VMware Cloud on AWS. Customers who purchased vcloud Suite, comprised of vsphere Enterprise Plus and vrealize Suite, are also eligible for a 0% discount on VMware Cloud on AWS for vsphere Enterprise Plus. For vrealize Suite, customers can leverage he VMware Portable License Unit (PLU) to manage unlimited VMs on one vsphere CPU or one VMware Cloud on AWS CPU using the same license key. Customers who purchased VMware Cloud Foundation would be eligible for the maximum 25% HLPP discount on the VMC on AWS host as it contains all three products (vsphere, vsan and NSX), VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

75 HLP Incentives through the MSP Program HLP HLP Process for MSP Make the a part of the Sales Process with your Customers To qualify for HLP incentives for your customer, please identify the opportunity and ensure that these customer discounts are included as part of the sales discussion process to determine the total cost of ownership (TOC) for the VMware Cloud on AWS service. Simply obtain a quote for HLP incentives for your customer, purchase the VMC on AWS service, and the discount will be automatically applied to your invoice. Follow these the steps below to get the opportunity qualified for the HLP benefits.. Identify VMC on AWS Opportunity for your Customer. 2. If your Customer has on-premise licenses for vsphere, NSX or vsan with active and Subscription (SnS), they may qualify for HLP discounts, which may lower their total cost of ownership for the VMC on AWS service 3. Obtain a quote for HLP discounts for your customer (see next page on how). As a reminder, only the -Year and 3-Year reservation services qualify for HLP discounts. This quote will be valid for 90 days 4. Include this HLP discount into the VMC on AWS pricing for your Customer 5. Book the order for VMC on AWS service for this opportunity for this Customer 6. HLP discounts will be automatically applied to your Partner invoice for this Customer (original quote for HLP must still be valid at time of ordering). Discounts are applied to the MSRP (list price) of the VMC on AWS service 7. Partner will then apply this HLP discount to the their Customer s invoice. Quote 2. Order 3. Get Paid Identify VMC on AWS opportunity for your End Customer Obtaining a quote for HLP incentives for your End Customer Book your VMC on AWS order for your End Customer Your Partner Invoice for this order for this End Customer will reflect the HLP Discount Partner invoices the End Customer, which includes the HLP Discount VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

76 Obtaining a Quote for HLP for your Customer HLP HLP Process for MSP How to Obtain a Quote for discounts for your Customers HLP quotes are specific to the End Customer for which the VMC service will be bought for. Once you identified a customer for the VMC on the AWS service, check to see if they own an on-prem license. The qualifiable license products for HLP are vsphere, VMware NSX, and/or VMware vsan. Important: Please obtain an official VMware quote for HLP before you use this incentive as part of the quoting process with your customer. Obtain a HLP Quote Using an Entitlement Account Number (EA#) If your customer has the EA# s for their on-prem licenses, please work with your VMware Account team to submit an to SPP@vmware.com to request the quote. You will need to provide both the customer name and their license Entitlement Account number(s). VMware s backend office will evaluate the customer s eligible license install base and provide the HLP discount the customer qualifies for to you and your Account team so that you can properly quote your customer. Obtain a HLP Quote Without an Entitlement Account Number (EA#) For Customers who are Purchasing from VCPP Rental Partners Customers who are consuming vsphere, NSX and vsan from a VCPP partner s cloud may be able to qualify for HLP discounts. If your customer is consuming the qualifiable product licenses through a VCPP Rental Partner and does not have the EA#, then work with your VMware Account team to submit a request to VCPPHLP@vmware.com. VMware s VCPP team will contact you to collect the information needed on your customer s usage of the qualifiable products in order to determine if their usage qualifies for incremental discounts under HLP program rules. Validity of HLP Quotes All HLP quotes are valid for 90 days. VMware reserves the right to correct any errors. Partners may request HLP quotes to be updated anytime prior to order entry. VMware reserves the right to re-calculate HLP discounts at any time prior to applying to the partner invoice for the service. HLP discounts are calculated against and applied to the MSRP (list price) of the -Year and/or 3-Year VMC on AWS service. HLP discounts cannot be exchanged for cash, refunded or adjusted against other pending customer invoices. In order to qualify for HLP, the licenses must be covered under an active support and services (SnS) agreement with VMware for the entire service duration. VMware will identify eligible licenses using the EA that is associated with the applicable service. MSP Partner identifies VMC on AWS Opportunity for a Customer and want to include HLP discounts as part of the deal Is the Customer actively consuming VMware vsphere, NSX or vsan? Yes Does the Customer have EA# s for these licenses? No Contact SPP@VMware.com obtain a quote for HLP Contact VCPPHLP@vmware.com to obtain a quote for HLP HLP quote is generated and returned to the account team or partner (valid for 90 days) Partner works with the Customer on the VMC opportunity with HLP discounts included VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

77 Sample VMC Transaction with HLP Incentives HLP HLP Process for MSP How to Work HLP Incentives into the VMC on AWS Pricing for your customers As a Managed Service Provider, you can build your offerings of VVMware Cloud on AWS for your customers to include the HLP enduser discounts as part of their pricing to reflect the true total cost of ownership (TCO) for the service. Using this end customer incentive along with your partner discounts for VMC on AWS, you can offer a truly compelling and differentiated solution at a competitive price. Below is an illustrative example of how a MSP partner can leverage HLP incentives as part of their sales process for VMC on AWS with their customer. Sample Scenario - MSP Partner: GlobalCom Customer: Electran VMC Commit Contract: Partner GlobalCom signs up for VMC Level 4 Commit Contract for 2 months, which entitles them to a Discount of 26% for VMC on AWS Purchases Sales Opportunity: HLP Quote: Order Booking: Partner Billing: Customer Billing: GlobalCom identifies a VMC on AWS opportunity for a -Year subscription for customer Electran and wants to include HLP as part of the pricing GlobalCom submits requests to VMware for HLP quote for Electran. VMware provides quote stating that Electran qualifies for 20% HLP discount. GlobalCom includes this HLP quote into the pricing of VMC on AWS to Electran GlobalCom places the order with VMware for the -Year Subscription of VMC on AWS for customer Electran VMware invoices GlobalCom through the Aggregator with the HLP discount reflected, in addition to their contract discount for the VMC on AWS service. Partner will bill Electran for the VMC service and reflect the end customer HLP discounts as well -Year Subscription with 4-nodes 20% HLP Discount $208,000 $4,600 26% Partner Discount $4,600 HLP discount granted to the Customer $54,080 Net Partner Invoice $2,320 Invoice per price as negotiated between partner and customer Net Invoice to Customer from Partner. Price as negotiated between Partner and Customer. Price reflects partner COGS for VMC on AWS plus partner margin. VMC on AWS Purchase (MSRP) HLP Discount Approved for Customer MSP Discount for Commit Contract Invoice to Partner, net after Partner Discount & Customer HLP Discount Invoice to Customer, with the HLP discount Note: For illustrative purposes only. Actual numbers may vary depending on services and prices sold. VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

78 MSP Model through Console Contact GSS Tech Roles and Responsibilities Useful Links MSP for VMC on AWS 78

79 MSP Model for VMC on AWS Model for Managed Services In the MSP program, the Service Provider owns the Terms of Service and all support for their end customers. While VMware s support teams are available for technical support escalations, the MSP partner s end customer would never contact VMware directly, and the MSP partner can choose whether or not to leverage the VMware brand in their customer interactions. In this way, the MSP partner can seamlessly extend their own service offerings while the customer still works exclusively with their same service provider. End Customer MSP Model through Console Contact GSS Tech Roles and Responsibilities Useful Links As such, VMware will provide technical assistance escalations during and after the deployment. In turn, the Service Provider will provide support and deliver managed services for their customers. Business and Operations For support for any non-technical issues, please contact the VMware Cloud Provider MSP Operations team at vcan-operations@vmware.com. These may include questions regarding the MSP program, partner requirements and eligibility criteria, certification, contract setup, access to the ordering tool and business portal, support with placing orders, status of orders and provisioning, billing and invoicing and systems and tool issues. Technical and Product For technical and support on VMware Cloud on AWS services, partners have two options to contact VMware s Global Services (GSS):. Use the Functionality in the VMware Cloud on AWS Console. Please refer to this section for more details 2. Or Open a ticket through Please refer to this section for more details. Business & Operations VMware Cloud Provider MSP Operations vcan-operations@vmware.com Eligibility and certifications Presale partner setup Contract setup and access Order and provisioning status Billing and Usage Systems and tools issues Managed Service Provider (MSP) Technical VMware Global Services (GSS) VMC on AWS Console or Open Ticket Production Technical and Product Post-sales tech support CSP Ordering Platform Technical capabilities VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June

80 Center through VMC on AWS Console Center through the VMware Cloud on AWS Console There is a Center built within the VMC on AWS console.. Click on the? icon located on the top right of the console. 2. Click on the Center option You will be taken to the Center page. 4. Enter the keywords for the your support questions to access the knowledge base. MSP Model through Console 5. If you are unable to find the answer to your question, you can create a support request ticket to VMware s Team Contact GSS Tech Roles and Responsibilities Useful Links 6. You will be taken to the Create Request page. Create a support ticket by filling in all of the appropriate information and description of the assistance required Enter your contact information ( or telephone) When finished, submit the request Our GSS (Global Services) team will contact you shortly to provide you with the required assistance. 5 8 VMware Cloud Provider Program - VMware Cloud on AWS Managed Service Provider - June