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Partner Resource Guide
The VMware Partner Resource Guide (PRG) is a collection of one-page, cheat sheets on a variety of relevant topics to help you sell VMware solutions. The PRG is updated once a quarter and is distributed electronically to select partners and is hosted online.
1 Table of Contents2 VMware Partner Resources3 The VMware Partner Network (VPN)4-5 US Federal Specialization6 Incentive Programs & VMware Federal Distribution Resources7 Solution Enablement Toolkits8 (Customer Facing) The Virtualization Journey to ITaaS & The New IT Stack9 (Customer Facing) vSphere 5 Cheat Sheet10 (Customer Facing) vSphere 5 Licensing Cheat Sheet11 (Customer Facing) View 5 Cheat Sheet12 (Customer Facing) Training Credit Units13 VMware Partner Engagement Principles & Effective Opportunity Choreography14-15 Use of U.S. Government Part Numbers & FAQs16-17 Account Planning Worksheet18 Commercial SKU Certification Form
US Federal
Follow us on Twitter @vmwarefedchnl and on facebook.com/#!/vmwarepublicsector
List Pricing is for reference purposes only and is subject to change without notice. Please refer to your distribution partner for pricing. Pricing reflected in this document is suggested retail price in USD, for sales in the US. Regional prices may vary.
V M W A R E F E D E R A L PA R T N E R R E S O U R C E G U I D E
V M W A R E F E D E R A L PA R T N E R R E S O U R C E G U I D E
2012
2
Partner Central Shortcuts + Sales & Marketing ResourcesPartner Central vmware.com/partnercentral Sales Tracks vmwaresalestrack.com
Partner Events > Home Page Trials (60 days) vmware.com/downloadNFR’s > Sales Tools TCO/ROI Calculator vmware.com/calculator
Product Information > Products & Solutions White Papers vmware.com/solutions/white papersSelf Service Education > Partner University Configurator vmware.com/go/configurator
Promotions > Sales Tools Company Store co-store.com/VMwarePartnerSolution Enablement Toolkit > Sales Tools Tech Support vmware.com/support
US Federal Specialization > Gain Expertise Specialization vmware.com/partners/specializationsAdvantage + [email protected] Certification (VCP) vmware.com/certificationPartner Network [email protected] Partner Marketing Bureau 866-343-5168 (8-4 PST M-F)MDF Questions [email protected] Event-In-A-Box vmware.com/go/eventinaboxVMware GRID vmwaregrid.com Website-In-A-Box vmware.com/go/websiteinabox
Licensing, Renewal & Sales Resources
Hotline877-486-9273
Option 1 Licensing Option 4 Post Sales Technical SupportOption 2 Sales Option 5 Education x 1 & Consulting Services x [email protected] - Leverage this email alias for end user license related requests & inquiries.TPP Program Information: http://www.vmware.com/landing_pages/tpp/benefits.html
Renewals720-889-8665
Renewal Assistance: [email protected] or call the renewals team at 720-889-8665. Online Renewal Quote Request System: Complete an online renewal quote request form at http://www.vmware.com/support/form/contract_renewal.html for a custom renewal quote for your end user. Take this quote to your distribution partner for pricing.Renewals Portal Support: [email protected]
Partner Resources
VMware U.S. Federal Government Partner OrganizationPartner Business Managers
Alex Hart Sr. Director, US Public Sector Channel Sales 952-388-1437 [email protected] Watt Federal Channel Sales Named Partners 703-930-7668 [email protected] Federal Channel Sales Named PartnersSharon Starrett Federal Channel Sales Named Partners 703-628-2545 [email protected] Edwards Inside Federal Channel Sales US Partners 703-466-4570 [email protected] Cook Inside Federal Channel Sales US Partners 703-466-4521 [email protected] Doyle Distribution Manager Distribution 703-967-8578 [email protected] Partner Resource Center 877-486-9847 [email protected] Product Support 877-486-9273 vmware.com/support
http://www.vmware.com/solutions/industry/government/federal-government/overview.html
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Level Benefits Requirements Additional Benefits» VMware Go-to partner designation» Increased Marketing Development Funds» Marketing Manager for Customized Planning» Access to ALL Solution Enablement Toolkits (SET) + All Benefits listed below
» VMware Partner Program Enrollment Agreement » 4 VSP, 4 VTSP, 4 VCP » Infrastructure Virtualization Competency » Desktop Competency» Business Continuity Competency » Annual $1,500 fee » Revenue Minimum
» Premier Rebate (Based on Quota)» 20 NFR licenses of vSphere per location » 10 Tech Support incidents per year» 20% Discount on VMware-delivered courses» Advantage + Registration » Sales Leads » Enterprise License Agreements - Preferred Pricing
» Financial Incentives» Access to VMware’s best practices & services tools» Marketing Development Funds available » Access to Solution Enablement Toolkits (SET) for each earned competency. + All Benefits listed below
» VMware Partner Program Enrollment Agreement » 2 VSP, 2 VTSP, 2 VCP » Infrastructure Virtualization Competency » Annual $1,500 fee » Revenue Minimum
» 20 NFR licenses of vSphere per location » 5 Tech Support incidents per year» 20% Discount on VMware-delivered courses » Advantage + Registration » Sales Leads » Enterprise License Agreements - Preferred Pricing
» Sales and Marketing Tools» Visibility on Partner Locator» Not for Resale and Internal Use Licenses + All Benefits listed below
» VMware Partner Program Enrollment Agreement » 1 VSP, 1 VTSP » Annual $250 fee » Revenue Minimum
» 10 NFR licenses of vSphereper location » 2 Tech Support incidents per year
Registered » Access to Partner University » Access to Partner Central
» VMware Partner Program Enrollment Agreement
Competencies at a Glance
SALES: VMware Sales Professional (VSP5) AccreditationBecome more proficient at selling, increasing your deal size, and adding more drag to your customer opportunities.Cost: Free | 4 hours | Online & Self-paced
TECHNICAL PRE-SALES: VMware Technical Sales Professional (VTSP5)Accreditation - Learn how to position & sell VMware products & solutions, discuss key product technical features, & guide customers through product evaluations.Cost: Free | 7 hours | Online & Self-paced TECHNICAL POST-SALES: VMware Certified Professional (VCP5) CertificationWant to demonstrate expertise in virtual infrastructure? Learn how to install, configure, manage and support VMware products and solutions.Cost: Varies, Discounts Available | 4 days | In-person or Live Online Training
U.S. FEDERAL SPECIALIZATION: VMware Certified Professional CertificationGain expertise in the federal government market segment as well as access to market-specific pricing, continuing education and competitive information.Cost: Free |1 hour| Online & Self-paced
Infrastructure Virtualization
Business Continuity Desktop Virtualization
Virtualization Business Critical Applications (VBCA)
The majority of the course’s are accessed via Partner University at www.vmware.com/partnercentral. For a complete listing of classroom / live online classes, direct your browser to www.vmware.com/education.
Sales Accreditations
» Infrastructure Virtualization Sales Course
» Business Continuity Sales Course
» Desktop Virtualization Sales Course
Technical Pre-Sales
Accreditations
» Infrastructure VirtualizationTechnical Sales Course
» Business Continuity Technical Sales Course
» Desktop Virtualization Technical Sales Course
Technical Post-Sales
Accreditations
» Capacity Planner Fundamentals » Assessment Fundamentals » VI3 to vSphere 5 upgrade
» CLASS: vSphere 5 Design
» CLASS: Managing Availability using vSphere 5
» CLASS: SRM Implementa-tion Fundamentals
» CLASS: VMware View 5 Design Best Practices
» CLASS: VMware View 5 Install, Configure and Manage
Customer Reference
» One approved reference » One approved reference orThree prospective customers
» One approved reference orThree prospective customers
Partner Network (VPN)
» Business Critical Applications Sales Course
» Business Critical Applications Technical Course
» CLASS: Virtualizing Microsoft SQL Server with VMware Accreditation OR» CLASS: Virtualizing Microsoft SQL Server with VMware Accreditation AND» CLASS: Virtualizing Microsoft Exchnge with VMware Accreditation OR» CLASS: Virtualizing Microsoft SharePoint with VMware Accreditation OR» CLASS: Virtualizing SAP ERP Software with VMware Accreditation
» One approved reference
Prerequisite: Infrastructure Virtualization (IV) Competency and One CCAP-DCD Certified person on staff.
4 VMware U.S. Federal Specialization
The U.S. Federal market is experiencing tremendous virtualization growth. Technology’s ability to manage IT costs while improving business agility has made virtualization in the U.S. Federal market one of the fastest- growing markets – both for server consolidation as well as desktop virtualization.
As a result, the U.S. Federal market is a growth opportunity for you and VMware. What’s more, this growth is expected to continue based on the increased use of technology in the U.S. Federal market.
Capitalize on this tremendous growth opportunity by achieving the U.S. Federal Specialization and selling industry-leading virtualization and cloud computing solutions to the U.S. Federal market.
VMware offers you a new way to distinguish your expertise and rewards you based on your U.S. Federal market expertise. Access to unique U.S. Federal SKUs and focused market information are a few of the benefits of the U.S. Federal Specialization program that will help drive your business.
At A GlanceU.S. Federal SpecializationThis Specialization distinguishes and rewards your company based on your expertise in the U.S. Federal marketplace. Through the VMware U.S. Federal Specialization, you have access to sell into the U.S. Federal Government and access unique product SKU’s that include specialized government certifications, warranties, U.S. based support. Additionally, partners with a U.S. Federal Specialization are eligible to participate in VMware U.S. Federal Market strategies, campaigns and partner enablement programs that will enable you to drive virtualization revenue opportunities in the U.S. Federal marketplace.
Why earn a VMware U.S. Federal Specialization
When you earn the VMware U.S. Federal Specialization, you have access to exclusive benefits tailored to the U.S. Federal market. By gaining access to U.S. Federal market intelligence as well as sales tools, your company is well-positioned to take advantage of the virtualization growth in this market. Achieve the ability to sell VMware into the U.S. Federal Marketplace and gain access to VMware U.S. Federal SKUs.
Increase your Account Penetration
U.S. Federal Specialization allows you to market and sell your solution to U.S. Federal institutions. By earning the U.S. Federal Specialization you have access to a range of market specific information and resources enabling you to drive deeper customer relationships, creating more cross-sell and up-sell opportunities.
Strengthen your Position in the U.S. Federal Virtualization Market
U.S. Federal Specialization differentiates your business expertise from other Partners and provides unique vertical offerings to your customers. Customers will be able to identify your U.S. Federal market and virtualization experience listed on the VMware Partner Locator.
Accelerate Profitability
Increase your margin opportunity by taking advantage of all the partner incentives VMware has to offer through U.S. Advantage+. Go to Partner Central for further details.
Sales Resources and Efficiencies
Market-specific information, such as a U.S. Federal licensing programs and U.S. Federal training, impacts sales efficiencies and reduces the sales cycle. In addition, access to sales leads will help your organization shorten your customer’s sales cycle.
Achieving VMware U.S. Federal Specialization
VMware U.S. Federal Specialization is available to Solution Providers at the Professional, Enterprise and Premier levels, as well as Corporate Resellers, and Global System Integrators & Outsourcers that are in good standing and part of the VMware Partner Network. Eligible partners have to understand the U.S. Federal market and the VMware-specific U.S. Federal programs offered to U.S. Federal customers.
Partners must achieve the requirements below (See “Benefits and Requirements Table”) to become authorized for the VMware U.S. Federal Specialization.
5 VMware U.S. Federal Specialization
Next Steps
• Submit the online enrollment form on Partner Central • Begin U.S. Federal Specialization Training1
• Register and complete the U.S. Federal Specialization training on Partner University• Pass the U.S. Federal Accreditation test
1 Training and test can also be completed prior to enrollment in the program.
Benefits and Requirements Table
Benefits RequirementsAbility to sell VMware soluion into the U.S. Federal marketplace and access to U.S. Federal SKU and pricing through authorized VMware Distributors.
Completion of enrollment form with U.S. Federal market profile
Access to marketing and industry information for the U.S. Federal market.
U.S Federal accreditation (no cost, 60-minutes web-based training and test)• Minimum of 2 individuals per partner organization
U.S. Federal "go-to" partner for VMware Sales Demonstrated capability to sell into the U.S. Federal marketplace – demonstrated by:• Current Federal Contracting Vehicles (submitted in enrollment form and validated through VMware Federal sales team)
U.S. Federal Specialization Logo Historic VMware U.S. Federal software licenses sales of $20K USD or greater over previous 12-month period
www.vmware.com listing on Partner Locator Authorized Premier, Enterprise and Professional partners from the following partner programs:• Corporate Resellers • Global SI & SOs • Solution Providers
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Transaction Purchasing Program (TPP)
Level Points License Discount
1 50-599 5%2 600-999 7%3 1,000-1,749 10%4 1,750+ 13%
TPP Points Configurator www.vmware.com/go/configurator
Quick TPP Program Outline The VMware Transactional Purchasing Program (TPP) provides tier-based volume discounts for U.S. Federal customers. TPP also offers an online tool that U.S. Federal VMware customers and partners can use to calculate discount eligibility.
Transactional Purchasing Program Benefits:• Simplified discount structure based on TPP Points, where one point roughly equals $100 in U.S. Federal List Price• Discounts Levels are earned automatically based on purchase volumes
US Federal Advantage+ Opportunity Registration ProgramThe US Federal Advantage+ Opportunity Registration program is accessible via Partner Central. Go to www.vmware.com/partnercentral and select Government Opportunity Registration. Partner must earn Federal Specialization to qualify for participation.
Program Margin % Min. Deal Size Partner LevelStandard Margin 5% No Minimum All SpecializedStrategic Margin 10% $20K+ Premier, Enterprise
Large Deal 15% $50K+ Premier, EnterpriseCorporate Resellers and Systems Integrators also qualify
Incentive Programs
Distributor Contact Role Phone Email
CarahsoftWill Jones VP Sales 703-871-8525 [email protected] Slack Manager, VMware Partner Program 703-871-8665 [email protected] [email protected]
Distribution Partners: VMware U.S. Federal Government Dealers
Benefits of Opportunity Registration • Protects your pre-sales investment and enables you to focus on delivering high value to win new business• Provides access to VMware pre-sales and technical resources• Enables close collaboration with VMware sales to help you cross-sell and up-sell early in the sales cycle• Protects your margin and helps improve profitability
Summary of Key Features
ELIGI BILIT YCustomers Who Can Participate: All U.S. Federal customersMembership Enrollment: No enrollment is necessary to participate in TPPPartners Who Can Participate: Corporate reseller; global system integrator; Federal system integrator; OEM corporate reseller; and premier and enter-prise level of the following: solution provider, system builder, and technology provider partnersProducts That Contribute to Point Totals: Most VMware products and services except SnS renewals
ONLINE TOOLSConfigurator Online tool that helps a customer or partner determine eligible discounts and the appropriate TPP-eligible SKUs to use on a PO
For More InformationTo find out more about TPP, please visit http://www.vmware.com/go/tpp
1 TPP Points are assigned as a calculated value and vary by product.2 Discounts are calculated off VMware’s published, then current, U.S. Federal base list prices. TPP Discounts cannot be combined with any other special pricing or negotiated discounts.3 Non-U.S. Federal Customers are eligible to receive volume discounts using the VMware Volume Purchasing Program (VPP). Academic SKUs are not eligible for VPP or TPP.
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What Are Solution Enablement Tookits (SETs)?Solution Enablement Toolkits or SETs for short, are collections of tools and assets centered on individual VMware solutions that enable you to create your own packaged solutions and take them to market quickly and efficiently. VMware has made a significant investment in the Services IP in each toolkit. This IP investment, along with the other tools and assets, will enable you to virtualize more of your customers tier 1 apps, migrating them through the journey to cloud computing.
Developed with input from leading Partners worldwide, the Toolkits are designed to meet your most pressing needs, providing clear pathways to: • Accelerating your return on investment for achieving VMware competencies • Quickly ramp up sales teams to confidently sell VMware virtualization and cloud solutions • Close deals faster and increase your margins by an average of 2x on all types of virtualization and cloud solutions • Differentiating your organization in the marketplace and leveraging your strategic competitive advantages • Creating a consistent sales process that is repeatable and scalable
Solution Enablement Toolkits
Infrastructure Virtualization SET $499 USD per YearvSphere Jumpstart vSphere Upgrade Virtualization Assessment vSphere Upgrade
vSphere Plan & Design vSphere Jumpstart MS Exchange on VMware SAP on VMwareSQL Solutions on VMware Oracle Database on VMware
Desktop Virtualization SET $499 USD per YearDesktop Virtualization Assessment ThinApp Plan & Design Win7 Upgrade on View View Plan & Design
View Pilot ThinApp JumpstartBusiness Continuity SET $299 USD per Year
SRM Jumpstart SRM Plan & Design SRM Pilot
Developed and tested with some of our most successful Partners worldwide, SETs have been proven to double Partners’ sales growth. During the testing phase, the most successful Partners were those who used the SETs to develop customized solutions that leveraged their existing solution message and IP. There is a reason the SET’s are the #1 downloaded asset in Partner Central!
SET’s Can Double Your Sales Growth
Each toolkit is structured according to the best-practice methodology of:
Within each step there is a range of resources that provide your sales, marketing, technical and services teams with the build-ing blocks to create fast, repeatable and scalable solutions.
Resources cover a comprehensive range of internal, partner-facing and customer-facing assets including customizable docu-ment templates, presentations, calculators, brochures, white papers, websites and rich media content.
How Do SET’s Work
As a VMware Partner, when you achieve your Solution Competency you gain access to a library of SETs for that competency. Each library consists of multiple SETs, and each quarter new SETs will be posted to the libraries.
The chart below represents the collection of VMware SETs in each library. Visit www.vmware.com/partnercentral and click Sales Tools > SET to review which kits are Free and which are paid.
SET Library Details
LEARN PRODUCTIZE PROMOTE SELL DELIVER
8M
AN
AGED
- SE
CU
RED
- C
OM
PLIA
NT
The Virtualization Journey & The New IT Stack
Cloud Infrastructure and Management How IT will Run & Deliver Applications
vFabric Cloud Application Platform How Organizations Build Run and Scale Applications
End User Computing How Users Consume Applications
The New IT Stack for Hybrid Cloud Computing
Phase IT Production Business Production IT as a ServiceOwnership/Sponsorship
IT IT / Line of Business CIO, CxO
Business Value
Reduce Capex Reduce Capex Reduce CapexReduce Opex Reduce Opex Reduce Opex
Availability AvailabilityResponsiveness Responsiveness
ComplianceKey Capabilities Cost Savings, Credibility and
ProvisioningSpeed, Scale, Stability, Business Continuity, DemocratizationSLA’s, Cloud Readiness
Streamlined Processes, IT Agil-ity, IT-As-A-Service, Quality of Life
Attitude /Confidence
Reactive Selective Proactive
Preserving Freedom of Choice Through Open Standards
SECURITYvShield Edge
vShield Endpoint
vShield AppINFRASTRUCTURE & OPERATIONS
MANAGEMENT
DATACENTER CLOUD INFRASTRUCTURE
APPLICATION SERVERTC Server
DATA MANAGEMENTGemFire
APPLICATION PERFORMANCE MONITORING & MANAGEMENT
Hyperic
ENTERPRISE MESSAGING
Rabbit MQ
WEB SERVER LOAD BALANCING
Enterprise Ready Server (ERS)
VIRTUAL DESKTOP INFRASTRUCTUREView
vSphere
vCenterAPPLICATION
VIRTUALIZATION
ThinApp
EMAIL & COLLABORATION
Zimbra
DESKTOP
APPLICATION MANAGEMENTApplication Discovery Manager (ADM)
BUSINESS MANAGEMENTService Manager (VSM)
vCenter ChargebackvCenter Server, vCenter HeartbeatvCenter Site Recovery ManagervCenter Configuration Manager
vCenter CapacityIQvCenter Operations Manager
Virtual Storage Appliance
The Virtualization Journey to ITaaS
PLATFORM AS A SERVICE (PaaS)
Cloud Foundry
SQLFire
Socialcast SliderocketWorkstation
FusionHorizon App Mgr
AppSpeedvSphere
vCenter ServervCloud Director
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vSPHERE EDITIONS: FEATURES STANDARD ENTERPRISE ENTERPRISE PLUS
ESXi - Provides a robust, production-proven, high-performance virtualization layer • • •VC Agent - Connects VMware ESXi with the vCenter Server • • •vSMP - Virtual symmetric multi-processing (SMP) enables virtual machines to have multiple virtual CPUs 8-Way 8-Way 32-Way
Update Manager - Automates the tracking, patching and updating of vSphere server hosts, as well as the VM’s applications and operating systems
• • •
VMFS 5 - Allows virtual machines to access shared storage and enables features like vSphere Storage vMotion • • •vStorage APIs - Support for 3rd party software to backup VMs via APIs without disrupting applications or users, or causing backup task overhead
• • •
High Availability (HA) - Automatically restarts your VMs following physical machine failure • • •Thin Provisioning - Dynamic storage that expands to meet VM requirements with no performance degradation and reduce storage needs
• • •
vMotion - Eliminate application downtime from planned server maintenance by migrating running VMs between hosts
• • •
Data recovery - Protect your data through fast agent-less backups to disk, with de-duplication to minimize use of backup disk space
• • •
Hot Add - Increase capacity by adding CPU and memory to virtual machines when needed without disruption or downtime
• •
Fault Tolerance - Provide continuous uninterrupted availability for applications with zero data loss in the event of server failures
• •
vShield Zones -Simplify security management by configuring and maintaining your multiple zones of security within software among shared hosts rather than across separate siloed physical environments
• •
Virtual Serial Port Concentrator - Connect over the network via the serial port concentrator to the serial port console on any server
• •
vStorage API for Array Integration (VAAI) - Improve performance and scalability by leveraging ef-ficient array-based operations
• •
Storage vMotion - Avoid application downtime for planned storage maintenance by migrating live VM disk files across storage arrays
• •
Distributed Resource Scheduler (DRS) & Distributed Power Management (DPM) - Automatically load balance across hosts and optimize power consumption by turning off hosts during lower load periods
• •
Storage I/O Control - Prioritizes storage access by monitoring I/O load of a storage volume and dynamically allocating available I/O resources to priority VMs
•
Network I/O Control - Prioritizes network access by monitoring network I/O load and allocating I/O re-sources to traffic types according to business needs
•
vNetwork Distributed Switch - Centralize provisioning, administration, and monitoring using cluster-level network aggregation
•
Host Profiles - Simplify host deployment and compliance by creating VMs from configuration templates •Profile Driven Storage - Reduce the steps in the selection of storage resources by grouping storage ac-cording to a user-defined policy
•
Storage DRS - Automated load balancing now looks at storage characteristics to determine the best place for a given virtual machine’s data to live when it is created and then used over time
•
Auto Deploy - Deploy more vSphere hosts in minutes and “on the fly” •
vSphere 5 Feature Cheat Sheet
vCenter Server 5Description Part Number List Description Part Number ListvCenter Server Standard (Tech Note: Requires 64 bit)
VCS-STD-F $4,995 vCenter Foundation Server (Limited to managing 3 Physical Servers)
VCS-FND-F $1,495
1 Year Production SnS VCS-STD-P-SSS-F $1,249 1 Year Production SnS VCS-FND-P-SSS-F $6451 Year Basic SnS VCS-STD-G-SSS-F $1,049 1 Year Basic SnS VCS-FND-G-SSS-F $545
Pricing Standard Enterprise EnterprisePlus
vRAM Entitlement 32 GB 64 GB 96 GB1 Processor License VS4-STD-F $995 VS4-ENT-F $2,875 VS4-ENT-PL-F $3,495
1 Yr Basic SnS VS4-STD-G-SSS-F $273 VS4-ENT-G-SSS-F $604 VS4-ENT-PL-G-SSS-F $734
1 Yr Production SnS VS4-STD-P-SSS-F $323 VS4-ENT-P-SSS-F $719 VS4-ENT-PL-P-SSS-F $874
** Basic SnS is phone-based support Monday through Friday business hours only. Production SnS is phone-based support, 7 days a week, 24X7.*** To change SnS term to 2-Year or 3-Year, insert “2” or “3” just before the “G-SSS” or “P-SSS” in the SKU. Example, VS4-ADV-AK-3P-SSS-F.**** To change a part number to Academic, simply change the -F to -A. The list value is different from Commercial to Academic
10vSphere 5 Licensing Cheat Sheet
Entitlement Paths vSphere 4.x vSphere 5
Enterprise Plus Enterprise PlusEnterprise EnterpriseAdvanced EnterpriseStandard Standard
Essentials Plus Essentials PlusEssentials Essentials
Licensing Unit CPU = CPUSnS Unit CPU = CPUCore Per Processor Restrictions by vSphere editions
• 12 core for Advanced and Ent. Plus• 6 cores for Standard and Enterprise, ESS, ESS+
= Unlimited
Physical RAM Capacity per Host
Restrictions by vSphere edition• Unlimited for Enterprise Plus• 256GB for Standard, Advanced and Enterprise, ESS, ESS+
< Unlimited
vRAM Capacity per Processor
Not applicable < Entitlement by vSphere edition• 96GB vRAM for Enterprise Plus• 64GB vRAM for Enterprise• 32GB vRAM for Standard
Pooling of same edition entitlements
Not applicable = Yes - vRAM entitlements can be shared among vSphere hosts managed by a vCenter or linked vCenter instance
Max amount of vRAM counted per VM
Not applicable < 96GB – a powered VM will count for a max of 96GB against the pool regardless of its actual configured amount
Compliance policies(Purchase in advance of use)
• High Watermark < 12 month rolling average of daily high water mark
Monitoring Tool Not applicable = Yes - Built into vCenter Server 5.0
VMware vSphere 4.1 and priorPer CPU with core physical memory limit
VMware vSphere 5.0 Per CPU with vRAM entitlement
vSphere vRAM Entitlements Edition/SMB Kit vRAM Entitlement
per CPU LicenseEnterprise Plus 96GBEnterprise 64GBStandard 32GBEssentials Plus 32GB (192GB MAX)Essentials 32GB (192GB MAX)
vRAM Licensing Model Talking Points • Simplicity – Removes two physical constraints (core and physical RAM), replacing them with a single virtual entitlement (vRAM). Customers now have a clear path to license vSphere on next-generation hardware configurations. • Flexibility – Extends the concept of resource pooling from technology to the business of IT by allowing aggregation and sharing of vRAM entitlement across a large pool of servers. • Fairness – Better aligns cost with actual use and value derived, rather than with hardware configurations and capacity. • Evolution – Allows customers to evolve to a cloud-like “pay for consumption” model without disrupting established purchasing, deployment and license-management practices and processes
Follow these steps to estimate the vSphere licenses required to cover 100% of the customer’s physical capacity. 1. Select the vSphere Edition 2. Determine the number of licenses required to cover 100% of the deployment’s Physical RAM by dividing Physical RAM by the vRAM entitlement of the edition 3. Total licenses required is equal to the greater of either CPUs in the deployment or licenses required to cover 100% of the Physical RAM.
The VMware vSphere Licensing Advisor allows users with vSphere 4.1, vSphere 4.0 and VI 3.5 environments to calculate and understand their vRAM usage and vRAM capacity as if they upgraded to vSphere 5.0. The tool will show you the vRAM capacity and usage for each vSphere 5.0 equivalent edition. Download the free tool at http://bit.ly/vsphere_licensing
11
ViewEnterprise
View Enterprise
Add-on
View Premier
View Premier Add-on
View Premier Upgrade
vSphere for Desktops • •vCenter Server Standard for Desktops • •View Manager • • • •View Composer • • •Local Mode • • •vShield Endpoint • • •ThinApp • • •Persona Management • • •Pricing (Per Concurrent User) $150 $90 $250 $190 $100
View 5 Feature Cheat Sheet
** Basic SnS is phone-based support Monday through Friday business hours only. Production SnS is phone-based support, 7 days a week, 24X7. *** To change SnS term to 2-Year or 3-Year, insert “2” or “3” just before the “G-SSS” or “P-SSS” in the SKU. Example, VS4-ADV-AK-3P-SSS-F
ViewEnterpriseAdd-on toEnterprise
BundleUpgrade
ViewPremierAdd-on
toPremierBundle
Upgrade
ThinAppPromoto ViewPremierStarter
KitUpgrade
ThinAppSuite to
ViewPremier
100 PackUpgrade
ThinAppClient to
ViewPremier“SinglePack”
Add-on
vSphereDesktop
vSphere for Desktops • • • • •vCenter Server Standard for Desktops
• • • •
View Manager • •View Composer • • •Local Mode • • •vShield Endpoint • • •ThinApp • • •Persona Management • • •Pricing ( Per Concurrent User)
$110 $110 $40 $200 $110 $65
Key features include View 5 over View 4.x• PCoIP optimization controls enable up to 75 percent bandwidth reduction.• PCoIP continuity services detect loss of network and automatically reconnect the user session.• PCoIP extension services enable statistics to be analyzed using Windows Management Instrumentation (WMI) supported tools.• View media services delivers 3D graphic capabilities without needing specialized graphic cards.• View media services enables integration of unified communications systems into virtual desktop sessions.• View Persona Management enables the preservation of user persona between sessions.• View Client for Android enables end users with Androidbased tablets to access View virtual desktops.• Support for VMware vSphere® 5 leverages the leading cloud infrastructure platform’s latest functionality.
View Premier includes all the features and capabilities of View Enterprise, and adds the following additional components:• View Composer for storage optimization • ThinApp for application virtualization• vShield Endpoint for centralized antivirus and malware scanning • View Client with Local Mode for offline mobility • View Persona Management to enable the preservation of user persona between sessions
12Training CreditsVMware now offers Training Credits, pre-paid training dollars that can be redeemed for VMware Authorized Training courses. Training Credits are extremely flexible, enabling you to schedule training when and how you need it. You can better manage costs by purchasing Training Credits at the time of license procurement, eliminating the need to allocate additional training funds later on. And, training provided by VMware certified providers will make your team more productive and accelerate the return on your VMware investment.
FED SKU PSO CREDIT GSA PRICESVC-CR-0-F 1-150 $97.93 USD
SVC-CR-10-F 151-600 $88.14 USDSVC-CR-15-F 602-1200 $83.24 USD
* All credits have a face value of $100 USD
Benefits• Budget Friendly: Better manage your costs bypurchasing Training Credits at the time of licenseprocurement, eliminating the need to allocateadditional training funds later on. You can alsobenefit from discounts of up to 15% when youadd Training Credits to your license purchasefrom an authorized VMware Partner. Trainingcredits enable you to optimize your budget andbenefit from a well trained IT-staff.
• Flexible: VMware Training Credits are banked until you need them, and can be redeemed within 12 months from date of purchase. Training Credits may be redeemed for on-site, in person or online courses offered through VMware or a VMware Authorized Training Center (VATC).
The VMware Top 6 Training Course’sBelow are the top 10 requested VMware training courses. Please note that the VMware Training Credits Program is currently available only in North America and that the quoted credit requirements are estimates and may vary by VATC.
For a full course catalog, including course descriptions and delivery options, please visit the VMware Training website at www.vmware.com/education.
1. VMware VSphere: Intsall, Configure, Manage v5 (35 Training Credits*) This hands-on training course explores installation, configuration, and management of VMware vSphere™, which consists of ESX/ESXi and vCenter™ Server.The course is based on ESX/ESXi 4.1 and vCenter Server 4.1. Completion of this course satisfies as a prerequisite to take the VMware Certified Professional 4 exam.
2. VMware vSphere: Troubleshooting v5 (33 Training Credits*) This lab-intensive course focuses on providing system administrators with the advanced knowledge, skills, and abilities to achieve competence in troubleshooting the VMware vSphere virtual infrastructure.In this course, you will spend most of the time diagnosing and rectifying configuration problems created on VMware ESX™/ESXi hosts and VMware vCenter Server systems. Upon completion of this course, you can take the examination to become a VMware Certified Professional.
3. Core Spring Training (28 Training Credits*) Core Spring is a 4-day developer focused training course covering the Spring Framework. Students build a Spring-powered JEE application that demonstrates the Spring Framework and other Spring technologies like Spring AOP, Spring Security, Spring IOC and more in an intensely productive, hands-on setting.
4. VMware View: Install, Configure, Manage, v5 (30 Training Credits*) This hands-on training course buildsyour skills in the VMware View™ suite of products: VMware View Manager, VMware View Composer, and VMware ThinApp™. This course is based on the View 4.5 and ThinApp 4.6 releases. 5. VMware vSphere: Automation Fast Track v5 (47 Training Credits*) This fast-paced, extended-hour training course includes the content of the VMware vSphere: Install, Configure, Manage and VMware vSphere: Automation with vSphere PowerCLI courses. This hands-on course explores installation, configuration, and management of VMware vSphere using the VMware vSphere Client and VMware vSphere PowerCLI. vSphere PowerCLI automation can reduce your IT costs while improving efficiency, availability, flexibility, and manageability 6. VMware vSphere: Manage for Performance v5 (25 Training Credits*) This hands-on training course exploresthe management of performance in a VMware vSphere environment. It provides the knowledge and skills necessary to make fundamental design decisions that enhance performance and to meet performance goals in an already deployed vSphere installation. The course is based on VMware ESX 4.0, ESXi 4.0, and vCenter Server 4.0.
*These estimates are approximate. The number of training credits needed per course may vary by provider.
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Effective Opportunity Choreography
EXEC
MGMT
STAFF
Prospect OpportunityQualification
SolutionIdentification
Proposed Solution
Pilot Vendor Selection
Deployment Support
Problem Identification
Contact Trusted Partner
Technical Review
Vendor Review
Solution Strategy
Pilot Plan
Pilot Deployment
Pilot Results
Solution Close
Deployment Plan
Deployment Support and Expand
General Engagement• Partners are the primary channel for VMware products.• VMware goes to market using a co-selling methodology with our partners.• Partners are expected to provide accredited sales and pre-sales technical resources to drive sales campaigns and proactive engagement.• The customer chooses a partner to do business with, based on the value they perceive.• The customer chooses the vehicle for receiving support on VMware products.• Partners may sell VMware maintenance renewals to their installed VMware customer base, and to other customers. Services Engagement• VMware partners provide their own delivery for partner-sold solutions.• VMware Partners and the VMware Professional Services Organization (PSO) are available to deliver solu-tions on behalf of VMware and other partners, as requested by the partner driving the customer opportunity.• When a customer engages with VMware on consulting services, VMware will endeavor to subcontract non-architectural services to its accredited partners.
Registration Engagement• Partners can submit incremental sales opportunities through the opportunity registration program and earn a set rebate or discount on list price when the opportunity is closed by the partner.• Opportunity registrations will be approved where the partner demonstrates that a new sales opportunity has been created and the opportunity is not currently in the VMware forecast.• The partner of record holding the opportunity registration is the sole partner granted any additional registration rebates and VMware willsupport this partner in the account. Pricing Engagement• Partners are responsible for providing quotes and configurations for their prospects.
Opportunity Engagement• Partners are responsible for providing accurate sales forecast detail and opportunity status per the requirements of applicable VMware Partner program or agreement.• Partners are expected to leverage VMware sales programs, such as opportunity registration and the volume purchasing program to advance the sales campaign and facilitate engagement with VMware.
Partner Engagement Principles
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VMware U.S. Federal Government part numbers and their associated warranties and support models were created to address the unique needs of our U.S. Federal Government customers for a set of products that met their distinct requirements around compliance with Federal legislation, technical support, and Federal Technology certifications.
To meet these distinct needs, it is VMware’s policy to require U.S. Federal Government customers to purchase U.S. Federal SKUs/part numbers in any of the following instances: 1) the customer is a U.S. Federal Agency subject to Section 508 of the Rehabilitation Act (29 U.S.C. 794d), as amended by the Workforce Investment Act of 1998 (P.L. 105-220), August 7, 1998, 2) the intended use, export, and/or reexport of such VMware products/services/technologies are subject to the applicable requirements as outlined by the Department of State International Traffic in Arms Regulations (ITAR) , EAR (Department of Commerce Export Administration Regulations), the Department of Treasury Office of Foreign Assets Control (OFAC), the Customs and Border Protection (CBP), and/or other regulatory agencies impacting trade transactions, 3) thecustomer is purchasing directly off a GSA schedule or any other Federal Government Wide Acquisition Contract (GWAC) or procurement vehicle, 4) the purchaser is acting as a Prime Contractor on behalf of a U.S. FederalGovernment entity subject to any of the preceding conditions.
Additionally, it is VMware’s policy to require certain Federal agency customers that engage in activities which may result in their holding of ITAR-controlled technical data (i.e., activities in the areas of Defense, Space, Intelligence or National Security) to purchase GOV SKUs. Similarly, Federal System Integrators who wish to use VMware products/services/technologies in support of such Federal agencies are required to purchase U.S. Federal Government SKUs.
The requirements listed above include most U.S. Federal Agencies. As such, VMware will only accept orders for U.S. Federal part numbers for these customers. In instances where the customer is not bound by any of the requirements listed above and choses to procure Commercial part numbers, VMware will require completion by the customer of a Government SKU Certification in writing, prior to order acceptance. A copy of the “US Federal SKU Certification” template can be found in Appendix A within this document.
Use of U.S. Federal Govt Part Numbers
Frequently Asked Questions
How does VMware define a U.S. Federal “Government Customer”?
• All Federal (executive, legislative or judicial) agencies, departments, commissions, boards, offices, councils, or authorities, including Government Agencies as described above situated in U.S. Territories outside the Continental United States, Hospitals, Medical Centers, and, other Health Facilities operated by U.S. Federal Government agencies.
• All U.S. Tribal Government entities, including, but not limited to those listed at this site:http://www.usa.gov/Government/Tribal_Sites/index.shtml, including For-Profit entities operating under the authority of a governmental bureaucracy such as Indian Gaming Casinos under the supervision of the Deputy Assistant Secretary-Indian Affairs for Economic Development and Policy.
• All Federally Funded Research and Development Centers (FFRDCs)– See http://www.nsf.gov/statistics/nsf06316/ , for a current list of FFRDC’s
• All Resellers or Systems Integrators (also referred to as “Prime Contractors”) operating on the behalf of an otherwise qualified Govt User (as identified in the first four bullets) is considered a Government Customer for the specific tasks performed for that End-User.
What is the difference between Commercial and U.S. Federal Government part numbers?The primary difference between products sold through Commercial and US Federal Government part numbers revolves around warranty, type, and geographic origin of service and support received and adherence to specific technology certifications U.S. Federal Government customers require to conduct business.
Who Can Sell VMware U.S. Federal Government part numbers?Any authorized VMware reseller in good standing as defined by the Terms and Conditions of VMware’s Partner Program.
Do all VMware Distributors carry VMware U.S. Federal Government part numbers?No. Only authorized VMware Government Dealers have the ability to sell U.S. Federal Government part numbers to Authorized VMware resellers. Please consult with your VMware Channel Sales Manager or Federal Partner Resource Guide for the latest list of Authorized Government Dealers.
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Can Commercial part numbers be sold to U.S. Federal Government Customers?In order to ensure the highest level of customer satisfaction possible, VMware strongly encourages the sale of VMware U.S. Federal Government part numbers to all U.S. Federal Government customers. VMware will accept Commercial part numbers for certain U.S. Federal customers in accordance with our U.S. Federal Government part number Use Policy as stated in our U.S. Federal Partner Resource Guide.
Section 508 of the Rehabilitation Act, as amended by the Workforce Investment Act of 1998, is a federal agency requirement that obligates all federal agencies to develop, procure, maintain, or use electronic and information technology (EIT), to insure that the EIT allows federal employees with disabilities to have access to and use of information and data that is comparable to the access to and use of information and data by federal employees who are not individuals with such disabilities, unless an undue burden would be imposed on the agency. When a federal agency acquires EIT supplies and services, it passes on the requirement to the contractor to comply with Section 508 if a compliant product or service is available and does not impose an undue burden on the agency to acquire such product/service. If not, then the federal agency can acquire a product that does not meet the Section 508 requirement. VMware’s commercial part numbers are not warranted to meet Section 508 compliance and as such, should not be sold to customers with the requirement to adhere to Section 508.
Additionally, it is VMware’s policy to require certain Federal agency customers that engage in activities which may result in their holding of ITAR-controlled technical data (i.e., activities in the areas of Defense, Space, Intelligence or National Security) to purchase GOV SKUs. Similarly, Federal System Integrators who wish to use VMware products/services/technologies in support of such Federal agencies are required to purchase U.S. Federal Government SKUs.
In cases where the customer is not subject to the requirements explained here (a full description can be found in VMware’s “U.S. Federal Government Part Number Use Policy”), before a Commercial part number order will be accepted, VMware requires the completion by the customer of the “U.S. Federal Government SKU Certification” form in writing, either by letter or email.
What happens if Commercial part numbers are mistakenly quoted to a U.S. Federal customer and an order is received?In instances where the customer is either required by VMware policy, or has requested through their solicitation, to purchase VMware U.S. Federal Government part numbers, VMware will reject the any order using Commercial part numbers.The reseller placing the order will be responsible for requoting the correct part numbers to the customer. Any pricing differential between the original and modified quote will be the reseller’s responsibility address and absorb.
Can Commercial Opportunity Registration (Advantage+) and Volume Incentive Programs (VPP) be used with U.S. Federal Government part numbers?No. VMware has developed market specific Opportunity Registration (USAdvantage+) and Transactional Pricing Promotion (TPP) for its U.S. Federal Government part number sales.
If a U.S. Federal Government Customer buys Commercial part numbers, can Commercial OpportunityRegistration (Advantage+) and Volume Purchase Programs (VPP) be used?No. VMware has created U.S. Federal Government part numbers and discounting programs specific to the U.S. Federal Government Segment, which should be used in conjunction with U.S. Federal Government part numbers for sales to U.S. Federal Government Customers.
In instances where Commercial part numbers are sold to U.S. Federal Government customers, those customers are not eligible to participate in Commercial Opportunity Registration (Advantage+), or Volume Pricing Programs (VPP). If those programmatic discounts are applied to the opportunity, VMware will reject the order. The reseller placing the order will be responsible for re-quoting the correct pricing to the customer. Any pricing differential between the original and modified quote will be the resellers’ responsibility to addressand absorb.
Can Commercial part numbers be sold to U.S. State & Local Government Customers?Yes, provided the customer does not meet any of the requirements listed in VMware’s Use of U.S. Federal Government Part Numbers Policy. In cases where the State and Local Government (SLG) customer is purchasing VMware solutions using the GSA Schedule, under the Cooperative Purchasing agreement, or any other U.S. Federal government originated Government Wide Acquisition Contract (GWAC), the SLG customer will be subject to VMware’s “Use of U.S. Federal Part Numbers Policy”.
Use of U.S. Federal Govt Part Numbers
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Partner, Customer and VMware InformationToday’s Date Partner Account Manager
End User Federal Agency Partner SE / SA
End User City/State Partner Sales Manager
HQ or Branch VMW Account Manager
Partner Company Name VMW SE
Customers Preferred Contracting Vehicle VMware Sales Manager
Joint Account Activities1 Complete by2 Complete by3 Complete by
Estimated Value of Opportunity $ Event Triggers
ELA Potential? Y / N VMW Solution FocusOpportunity Time frame Total Solution Focus
The Account Planning Worksheet provides you with a framework to leverage when you conduct account strategy planning sessions with vmware sales executives. The tool is also commonly used as a stand alone account planning document as you plan your virtualization strategy with your house accounts. Use it. 72 HOUR RULE - If the agreed upon actions set forth in the worksheet are not acted upon within 72 hours of completing the planning exercise, nothing will most likely ever happen. Do not proceed unless you are committed to the plan, process and objective. Your customers will thank you.
Account Planning Worksheet
Customers Environment# of x86 Servers Tier 1 Applications# of Processors Tier 1 Apps Virtual
# of ESX Hosts Tier 1 App Upgrades PlannedvSphere Version Tier 1 DR/BC Plan Y / N
vSphere Edition SAN Y / N
MATH: # Physical Remaining # of LocationsMATH: % Virtualized SAN VendorCurrent Datacenter Capacity # of DesktopsAnnual Realized ROI/TCO $ Desktop VendorMonthly Realized ROI/TCO $ Desktop Refresh CycleServer Vendor(s) # of DatacentersServer Refresh Cylcle Expected to hit DC CapacityDR/BC Plan Y / N Microsoft EA w/ UA Y / N
Virtualization Standard Y / N Desktop OSWhich of the following features of vSphere is the customer currently using in production?DRS DPM DATA RECOVERY STORAGE VMOTION
DPM HIGH AVAILABILITY HOST PROFILES DISTRIBUTED SWITCH
FAULT TOLERANCE UPDATE MANAGER THIN PROVISIONING VSHIELD ZONES
This is your litmus test. Customers that are not using DRS,vMotion or HA will most likely not virtualize Tier 1 Apps. Customer education is required.
REA
R VIEW
MIR
RO
R
STOP
For Additional Discovery Questions go to: http://www.vmware.com/partners/partners.html
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Opportunity DetailsEnterprise Consolidation-vSphere Upgrade Message and Key Contacts Action and Owner
Joint Message/Value Prop:
Who/Contacts targeted for pursuit:
Who/Contacts targeted for pursuit:
Management and Automation Message and Key Contacts Action and Owner
Joint Message/Value Prop:
Who/Contacts targeted for pursuit:
Who/Contacts targeted for pursuit:
Disaster Recovery/Business Continuity Message and Key Contacts Action and Owner
Joint Message/Value Prop:
Who/Contacts targeted for pursuit:
Who/Contacts targeted for pursuit:
Desktop Thin Client/Virtualization Message and Key Contacts Action and Owner
Joint Message/Value Prop:
Who/Contacts targeted for pursuit:
Who/Contacts targeted for pursuit:
Application Virtualization Message and Key Contacts Action and Owner
Joint Message/Value Prop:
Who/Contacts targeted for pursuit:
Who/Contacts targeted for pursuit:
Signature FieldsVMware Account Manager Partner Account Manager
Account Planning WorksheetKey Business Initiatives / Top Line Business Goals for Account
1
2
3
Key C-Level / VP RelationshipsPartner Relationships (Name / Title) VMware Relationships (Name / Title)
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VMware U.S. Federal Government and Commercial SKU Certification Form
U.S. Federal Government SKU / Part Number Policy.
VMware Federal Government SKUs/part numbers and their associated warranties and support models were created to address the unique needs of its U.S. Federal Government end user customers (“Customer”)
for a set of products (items and software), services, or technologies concerning compliance with specific U.S. Federal laws, applicable regulations, technical support, and federal technology certifications and
licensing. To meet these distinct needs, it is VMware’s policy to require its federal system integrators and resellers as applicable (collectively “Channel Partners”) who are purchasing on behalf of or with the intent
to sell to the Customers to purchase U.S. Federal Government SKUs if the intended use, export, and/or re-export of such VMware products/services/technologies are subject to the applicable requirements as set
forth by the Department of State International Traffic in Arms Regulations (ITAR), the Department of Commerce Export Administration Regulations (EAR), the Department of Treasury Office of Foreign Assets
Control (OFAC), the Customs and Border Protection (CBP), and/or other regulatory agencies impacting trade transactions. This policy also applies because of Section 508 of the Rehabilitation Act obligations as
well as required U.S. located technical support services. Specifically, only the VMware Federal Government SKUs carry VMware’s warranty that the software licensed meets Section 508 requirements and that
VMware will make available a U.S. Person as defined by 22 CFR Parts 120-130, International Traffic in Arms Regulations (ITAR) to provide technical support. Further information and qualifications regarding the
specific additional warranty and features provided by the U.S. Federal Government SKUs are available at: http://www.vmware.com/solutions/industry/government/warranty.html .
VMware will only accept from the Channel Partner a purchase order for its products, services and/or technologies under a Commercial SKU for intended delivery to a Customer if the Channel Partner provides to VMware the below acknowledgement signed by the Customer indicating that that the Customer is the end user and the products, services and/ or technologies identified in the order are not subject to the referenced ITAR, EAR, OFAC, CBP, or other applicable requirements, or that such applicable requirements are not deemed necessary and therefore waived.
Channel Partner please check the applicable box below which best describes the manner in which the VMware products, services and/or technologies are being used. If either box has been indicated, then the U.S. Federal Government end user is required to sign the certification below:
Immediate transfer by Channel Partner to U.S. Government end user:
Channel Partner is ordering the Commercial SKU VMware products, services and/or technology and will be immediately reselling or transferring the licenses to an identified U.S. Government end user.
Non-hosted services provided by Channel Partner to U.S. Government end user:
Channel Partner is licensing the Commercial SKU VMware products, services and/or technology and will be managing the licenses, in a physical data center, solely as a prime or subcontractor of services to an
identified U.S. Government end user and such software and/or services are funded by public funds (including amounts charged back to the government) and the licenses are to be transferred to the U.S.
Government end user at the end of the period of services. Note: In the event Channel Partner is undertaking hosting activities then a separate exception form is required.
U.S. Federal Government Commercial SKU Certification Only the VMware U.S. Federal Government SKUs carry VMware’s warranty that the software licensed meets Section 508 of the Rehabilitation Act and VMware will make available a U.S. Person as defined by 22 CFR Parts 120-130, International Traffic in Arms Regulations (ITAR) to provide technical support. Further information and qualifications regarding the specific additional warranty and features provided by the U.S. Federal Government SKUs are available at: http://www.vmware.com/solutions/industry/government/warranty.html. Customer acknowledges that the products, services and/ or technologies identified in the applicable order are not subject to ITAR, EAR, OFAC, CBP, or other applicable requirements are not deemed necessary and therefore waived.
Authorized and Agreed to by U.S. Federal Government end user:
Signature: Printed Name
Title: Agency:
Date: Phone:
Email:
Special Note for U.S. Federal System Integrators
VMware acknowledges that certain federal system integrators may have the right to utilize the VMware software or services for or on behalf of the U.S. Federal Government. Except for the Internal Use Exception
as defined below VMware requires that the Federal System Integrator (“Federal System Integrator”) purchase the U.S. Federal Government SKUs. Please check the box below which best describes the manner
in which the VMware products, services and / or technologies are being used:
Commercial SKUs permitted based on Federal System Integrator certification / Internal Use Exception:
Federal System Integrator certifies that they are licensing the VMware products, services and/or technology solely for the support of their internal business operations, funded by non-public funds (i.e. not otherwise
charged back to the government) and usage is solely within their commercial, corporate environment with no applicability of FAR / DFAR flowdown provisions (“Internal Use Exception”).
Acknowledged and Agreed by Federal System Integrator Representative:
Signature: Printed Name
Title: Date:
Email: Phone:
Note: A copy of this form is required for each purchase order
Complete form and email to: [email protected]
VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com Copyright © 2009-2011 VMware, Inc. All rights reserved. VMware is a registered trademark or trademark of VMware, Inc. in the United States and/or other jurisdictions. Item No: Rev 04202011
