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 2 3 4-5 6 7 8 9 10 11 12 13 14-15 16-17 18 Table of Contents VMware Partner Resources The VMware Partner Network (VPN) US Federal Specialization Incentive Programs & VMware Federal Distribution Resources Solution Enablement Toolkits (Customer Facing) The Virtualization Journey to ITaaS & The New IT Stack (Customer Facing) vSphere 5 Cheat Sheet (Customer Facing) vSphere 5 Licensing Cheat Sheet (Customer Facing) View 5 Cheat Sheet (Customer Facing) Training Credit Units VMware Partner Engagement Principles & Effective Opportunity Choreography Use of U.S. Government Part Numbers & FAQs Account Planning Worksheet Commercial SKU Certification Form

US Federal

Follow us on Twitter @vmwarefedchnl and on facebook.com/#!/vmwarepublicsector

V M WA 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
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 WA 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

Partner Resources
VMware U.S. Federal Government Partner Organization Partner Business Managers
Alex Hart Brian Watt TBH Sharon Starrett Ashley Edwards Garrett Cook Eva Doyle VMware VMware Sr. Director, US Public Sector Channel Sales Federal Channel Sales Federal Channel Sales Federal Channel Sales Inside Federal Channel Sales Inside Federal Channel Sales Distribution Manager Partner Resource Center Product Support Named Partners Named Partners Named Partners US Partners US Partners Distribution 703-628-2545 sstarrett@vmware.com 703-466-4570 aedwards@vmware.com 703-466-4521 gcook@vmware.com 703-967-8578 edoyle@vmware.com 877-486-9847 partnernetwork@vmware.com 877-486-9273 vmware.com/support 952-388-1437 ahart@vmware.com 703-930-7668 bwatt@vmware.com

Licensing, Renewal & Sales Resources

Option 1 Licensing Sales Option 4 Option 5 Post Sales Technical Support Education x 1 & Consulting Services x 2

Hotline 877-486-9273

Option 2

VI-Hotline@vmware.com - Leverage this email alias for end user license related requests & inquiries. TPP Program Information: http://www.vmware.com/landing_pages/tpp/benefits.html Renewal Assistance: Renewalshotline@vmware.com or call the renewals team at 720-889-8665.

Renewals 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: isrsupport@vmware.com

Partner Central Shortcuts + Sales & Marketing Resources Partner Central vmware.com/partnercentral NFRs > Sales Tools Product Information > Products & Solutions Self Service Education > Partner University Promotions > Sales Tools Solution Enablement Toolkit > Sales Tools US Federal Specialization > Gain Expertise Advantage + Partner Network MDF Questions VMware GRID PartnerNetwork@vmware.com PartnerNetwork@vmware.com mdf@vmware.com vmwaregrid.com Sales Tracks Trials (60 days) TCO/ROI Calculator White Papers Configurator Company Store Tech Support Specialization Certification (VCP) Partner Marketing Bureau Event-In-A-Box Website-In-A-Box vmwaresalestrack.com vmware.com/download vmware.com/calculator vmware.com/solutions/white papers
vmware.com/go/configurator Partner Events > Home Page

co-store.com/VMwarePartner vmware.com/support vmware.com/partners/specializations vmware.com/certification 866-343-5168 (8-4 PST M-F) vmware.com/go/eventinabox vmware.com/go/websiteinabox

http://www.vmware.com/solutions/industry/government/federal-government/overview.html

Partner Network (VPN)

Level 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 Financial Incentives Access to VMwares best practices & services tools Marketing Development Funds available Access to Solution Enablement Toolkits (SET) for each earned competency. + All Benefits listed below Sales and Marketing Tools Visibility on Partner Locator Not for Resale and Internal Use Licenses + All Benefits listed below

3 Additional Benefits
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 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

Requirements
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 VMware Partner Program Enrollment Agreement 2 VSP, 2 VTSP, 2 VCP Infrastructure Virtualization Competency Annual $1,500 fee Revenue Minimum

VMware Partner Program Enrollment Agreement 10 NFR licenses of vSphere 1 VSP, 1 VTSP per location Annual $250 fee 2 Tech Support incidents per year Revenue Minimum

Registered

Access to Partner University Access to Partner Central

VMware Partner Program Enrollment Agreement

SALES: VMware Sales Professional (VSP5) Accreditation Become 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) Certification Want 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 Certification Gain 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

Competencies at a Glance

Infrastructure Virtualization

Business Continuity

Desktop Virtualization

Virtualization Business Critical Applications (VBCA)

Prerequisite: Infrastructure Virtualization (IV) Competency and One CCAP-DCD Certified person on staff.

The majority of the courses 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 Infrastructure Virtualization Accreditations Sales Course Technical Infrastructure Virtualization Pre-Sales Technical Sales Course Accreditations Technical Capacity Planner Post-Sales Fundamentals Accreditations Assessment Fundamentals VI3 to vSphere 5 upgrade CLASS: vSphere 5 Design Customer Reference One approved reference One approved reference or Three prospective customers One approved reference or Three prospective customers Business Continuity Sales Course Business Continuity Technical Sales Course CLASS: Managing Availability using vSphere 5 Desktop Virtualization Sales Course Desktop Virtualization Technical Sales Course CLASS: VMware View 5 Design Best Practices

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

CLASS: SRM Implementa- CLASS: VMware View 5 tion Fundamentals Install, Configure and Manage

One approved reference

VMware U.S. Federal Specialization

At A Glance U.S. Federal Specialization
This 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 SKUs 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. The U.S. Federal market is experiencing tremendous virtualization growth. Technologys 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. Whats 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.

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 customers 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.

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 Ability to sell VMware soluion into the U.S. Federal marketplace and access to U.S. Federal SKU and pricing through authorized VMware Distributors. Access to marketing and industry information for the U.S. Federal market. U.S. Federal "go-to" partner for VMware Sales Requirements Completion of enrollment form with U.S. Federal market profile

U.S Federal accreditation (no cost, 60-minutes web-based training and test) Minimum of 2 individuals per partner organization 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) Historic VMware U.S. Federal software licenses sales of $20K USD or greater over previous 12-month period Authorized Premier, Enterprise and Professional partners from the following partner programs: Corporate Resellers Global SI & SOs Solution Providers

U.S. Federal Specialization Logo

www.vmware.com listing on Partner Locator

Incentive Programs
The 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
Standard Margin Strategic Margin Large Deal

US Federal Advantage+ Opportunity Registration Program

Margin % 5% 10% 15%

Min. Deal Size No Minimum $20K+ $50K+

Partner Level All Specialized Premier, Enterprise Premier, Enterprise

Corporate Resellers and Systems Integrators also qualify

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

Transaction Purchasing Program (TPP)

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 Summary of Key Features ELIGI BILIT Y Customers Who Can Participate: All U.S. Federal customers Membership Enrollment: No enrollment is necessary to participate in TPP Partners Who Can Participate: Corporate reseller; global system integrator; Federal system integrator; OEM corporate reseller; and premier and enterprise level of the following: solution provider, system builder, and technology provider partners Products That Contribute to Point Totals: Most VMware products and services except SnS renewals ONLINE TOOLS Configurator Online tool that helps a customer or partner determine eligible discounts and the appropriate TPP-eligible SKUs to use on a PO For More Information To 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 VMwares 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.

Level 1 2 3 4

Points 50-599 600-999 1,000-1,749 1,750+

License Discount 5% 7% 10% 13%

TPP Points Configurator www.vmware.com/go/configurator

Distribution Partners: VMware U.S. Federal Government Dealers

Distributor Carahsoft Contact
Will Jones Evan Slack Support

Role
VP Sales Manager, VMware Partner Program

Phone
703-871-8525 703-871-8665

Email
will.jones@carahsoft.com evan.slack@carahsoft.com vmware@carahsoft.com

Solution Enablement Toolkits

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

What Are Solution Enablement Tookits (SETs)?

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 SETs are the #1 downloaded asset in Partner Central! Each toolkit is structured according to the best-practice methodology of:
LEARN PRODUCTIZE PROMOTE

SETs Can Double Your Sales Growth

How Do SETs Work

SELL DELIVER

Within each step there is a range of resources that provide your sales, marketing, technical and services teams with the building blocks to create fast, repeatable and scalable solutions. Resources cover a comprehensive range of internal, partner-facing and customer-facing assets including customizable document templates, presentations, calculators, brochures, white papers, websites and rich media content.

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.
Infrastructure Virtualization SET vSphere Jumpstart vSphere Plan & Design SQL Solutions on VMware Desktop Virtualization Assessment View Pilot SRM Jumpstart vSphere Upgrade vSphere Jumpstart Oracle Database on VMware $499 USD per Year Win7 Upgrade on View View Plan & Design ThinApp Plan & Design ThinApp Jumpstart $299 USD per Year SRM Pilot SRM Plan & Design $499 USD per Year Virtualization Assessment MS Exchange on VMware vSphere Upgrade SAP on VMware

SET Library Details

Desktop Virtualization SET

Business Continuity SET

The Virtualization Journey & The New IT Stack

The Virtualization Journey to ITaaS
Phase Ownership/ Sponsorship Reduce Opex

IT Production
IT Reduce Capex

Business Production
IT / Line of Business Reduce Capex Reduce Opex Availability Responsiveness

IT as a Service
CIO, CxO Reduce Capex Reduce Opex Availability Responsiveness Compliance Streamlined Processes, IT Agility, IT-As-A-Service, Quality of Life Proactive

Business Value

Key Capabilities

Cost Savings, Credibility and Provisioning Reactive

Speed, Scale, Stability, Business Continuity, Democratization SLAs, Cloud Readiness Selective

Attitude / Confidence

Preserving Freedom of Choice Through Open Standards

The New IT Stack for Hybrid Cloud Computing

End User Computing

VIRTUAL DESKTOP INFRASTRUCTURE

How Users Consume Applications

APPLICATION VIRTUALIZATION EMAIL & COLLABORATION DESKTOP

View
vSphere

vCenter

Horizon App Mgr

ThinApp

Zimbra Socialcast Sliderocket

Workstation Fusion

MANAGED - SECURED - COMPLIANT

vFabric Cloud Application Platform

APPLICATION PERFORMANCE MONITORING & MANAGEMENT

How Organizations Build Run and Scale Applications

PLATFORM AS A SERVICE (PaaS)

WEB SERVER LOAD BALANCING

Enterprise Ready Server (ERS)

APPLICATION SERVER

Hyperic Rabbit MQ

TC Server
ENTERPRISE MESSAGING DATA MANAGEMENT

Cloud Foundry SQLFire

GemFire

Cloud Infrastructure and Management

SECURITY

How IT will Run & Deliver Applications

BUSINESS MANAGEMENT

vShield Edge
vShield Endpoint

vShield App

INFRASTRUCTURE & OPERATIONS MANAGEMENT

DATACENTER CLOUD INFRASTRUCTURE

vCloud Director vCenter Server vSphere

vCenter Server, vCenter Heartbeat vCenter Site Recovery Manager vCenter Configuration Manager vCenter CapacityIQ vCenter Operations Manager Virtual Storage Appliance
APPLICATION MANAGEMENT

Service Manager (VSM) vCenter Chargeback

Application Discovery Manager (ADM)

AppSpeed

vSphere 5 Feature Cheat Sheet

vSPHERE EDITIONS: FEATURES
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 Update Manager - Automates the tracking, patching and updating of vSphere server hosts, as well as the VMs 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 efficient 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 resources 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 according to a user-defined policy Storage DRS - Automated load balancing now looks at storage characteristics to determine the best place for a given virtual machines data to live when it is created and then used over time Auto Deploy - Deploy more vSphere hosts in minutes and on the fly

9 ENTERPRISE PLUS
32-Way

STANDARD
8-Way

ENTERPRISE
8-Way

Pricing vRAM Entitlement 1 Processor License 1 Yr Basic SnS 1 Yr Production SnS Description vCenter Server Standard (Tech Note: Requires 64 bit)

Standard 32 GB VS4-STD-F $995 VS4-STD-G-SSS-F $273 VS4-STD-P-SSS-F $323

Enterprise 64 GB VS4-ENT-F $2,875 VS4-ENT-G-SSS-F $604 VS4-ENT-P-SSS-F $719 List $4,995 $1,249 $1,049

Enterprise Plus 96 GB VS4-ENT-PL-F $3,495 VS4-ENT-PL-G-SSS-F $734 VS4-ENT-PL-P-SSS-F $874 Part Number VCS-FND-F List $1,495 $645 $545

vCenter Server 5
Part Number VCS-STD-F Description vCenter Foundation Server (Limited to managing 3 Physical Servers)

1 Year Production SnS VCS-STD-P-SSS-F 1 Year Basic SnS VCS-STD-G-SSS-F

1 Year Production SnS VCS-FND-P-SSS-F 1 Year Basic SnS VCS-FND-G-SSS-F

** 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

vSphere 5 Licensing Cheat Sheet

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 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

10

http://bit.ly/vsphere_licensing

Follow these steps to estimate the vSphere licenses required to cover 100% of the customers physical capacity. 1. Select the vSphere Edition 2. Determine the number of licenses required to cover 100% of the deployments 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. Entitlement Paths vSphere vRAM Entitlements vSphere 4.x vSphere 5 Edition/SMB Kit vRAM Entitlement per CPU License Enterprise Plus Enterprise Plus Enterprise Plus 96GB Enterprise Enterprise Enterprise 64GB Advanced Enterprise Standard 32GB Standard Standard Essentials Plus 32GB (192GB MAX) Essentials Plus Essentials Plus Essentials 32GB (192GB MAX) Essentials Essentials
VMware vSphere 4.1 and prior Per CPU with core physical memory limit Licensing Unit SnS Unit Core Per Processor CPU CPU Restrictions by vSphere editions 12 core for Advanced and Ent. Plus 6 cores for Standard and Enterprise, ESS, ESS+ Restrictions by vSphere edition Unlimited for Enterprise Plus 256GB for Standard, Advanced and Enterprise, ESS, ESS+ Not applicable = = = CPU CPU Unlimited VMware vSphere 5.0 Per CPU with vRAM entitlement

Physical RAM Capacity per Host

<

Unlimited

vRAM Capacity per Processor

<

Entitlement by vSphere edition 96GB vRAM for Enterprise Plus 64GB vRAM for Enterprise 32GB vRAM for Standard Yes - vRAM entitlements can be shared among vSphere hosts managed by a vCenter or linked vCenter instance 96GB a powered VM will count for a max of 96GB against the pool regardless of its actual configured amount 12 month rolling average of daily high water mark

Pooling of same edition entitlements

Not applicable

Max amount of vRAM Not applicable counted per VM Compliance policies (Purchase in advance of use) Monitoring Tool High Watermark

<

<

Not applicable

Yes - Built into vCenter Server 5.0

View 5 Feature Cheat Sheet

View Enterprise vSphere for Desktops vCenter Server Standard for Desktops View Manager View Composer Local Mode vShield Endpoint ThinApp Persona Management Pricing (Per Concurrent User) View Enterprise Add-on View Premier View Premier Add-on View Premier Upgrade

11

$250

$190

$100

$150

$90

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
View Enterprise Add-on to Enterprise Bundle Upgrade vSphere for Desktops vCenter Server Standard for Desktops View Manager View Composer Local Mode vShield Endpoint ThinApp Persona Management Pricing ( Per Concurrent User) View Premier Add-on to Premier Bundle Upgrade ThinApp Promo to View Premier Starter Kit Upgrade ThinApp Suite to View Premier 100 Pack Upgrade ThinApp Client to View Premier Single Pack Add-on vSphere Desktop

$200

$110 $65

$110

$110

$40

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 platforms latest functionality.
** 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

Training Credits

12

VMware 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.

Benefits

Budget Friendly: Better manage your costs by purchasing Training Credits at the time of license procurement, eliminating the need to allocate additional training funds later on. You can also benefit from discounts of up to 15% when you add Training Credits to your license purchase from an authorized VMware Partner. Training credits enable you to optimize your budget and benefit from a well trained IT-staff.

FED SKU SVC-CR-0-F SVC-CR-10-F SVC-CR-15-F

PSO CREDIT 1-150 151-600 602-1200

GSA PRICE $97.93 USD $88.14 USD $83.24 USD

* All credits have a face value of $100 USD

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 Courses Below 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 builds your 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 explores the 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.

Partner Engagement Principles

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 presales 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.

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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 will support 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.

Effective Opportunity Choreography

Problem Identification Contact Trusted Partner Vendor Review Solution Strategy Solution Close Deployment Plan

EXEC MGMT STAFF

Technical Review Pilot Plan Pilot Deployment Pilot Results Deployment Support and Expand

Prospect

Opportunity Qualification

Solution Identification

Proposed Solution

Pilot

Vendor Selection

Deployment

Support

Use of U.S. Federal Govt Part Numbers

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 VMwares 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) the customer 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 VMwares 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. 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 FFRDCs 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 VMwares 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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Use of U.S. Federal Govt Part Numbers

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. VMwares 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 VMwares 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 VMwares 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 resellers 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 Opportunity Registration (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 address and 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 VMwares 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 VMwares Use of U.S. Federal Part Numbers Policy.

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Account Planning Worksheet

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. For Additional Discovery Questions go to: http://www.vmware.com/partners/partners.html

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Partner, Customer and VMware Information

Todays Date End User Federal Agency End User City/State HQ or Branch Partner Company Name Customers Preferred Contracting Vehicle Partner Account Manager Partner SE / SA Partner Sales Manager VMW Account Manager VMW SE VMware Sales Manager

Customers Environment
# of x86 Servers # of Processors # of ESX Hosts vSphere Version vSphere Edition MATH: # Physical Remaining MATH: % Virtualized Current Datacenter Capacity Annual Realized ROI/TCO Monthly Realized ROI/TCO Server Vendor(s) Server Refresh Cylcle DR/BC Plan Virtualization Standard DRS DPM FAULT TOLERANCE
STOP

Tier 1 Applications Tier 1 Apps Virtual Tier 1 App Upgrades Planned Tier 1 DR/BC Plan SAN # of Locations SAN Vendor # of Desktops $ $ Desktop Vendor Desktop Refresh Cycle # of Datacenters Expected to hit DC Capacity Y/N Y/N DPM HIGH AVAILABILITY UPDATE MANAGER Microsoft EA w/ UA Desktop OS DATA RECOVERY HOST PROFILES THIN PROVISIONING STORAGE VMOTION DISTRIBUTED SWITCH VSHIELD ZONES Y/N Y/N Y/N

REAR VIEW MIRROR 1 2 3

Which of the following features of vSphere is the customer currently using in production?

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. $ Y/N Event Triggers VMW Solution Focus Total Solution Focus

Estimated Value of Opportunity ELA Potential? Opportunity Time frame

Joint Account Activities

Complete by Complete by Complete by

Account Planning Worksheet

Key Business Initiatives / Top Line Business Goals for Account
1 2 3

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Key C-Level / VP Relationships

Partner Relationships (Name / Title) VMware Relationships (Name / Title)

Opportunity Details
Enterprise Consolidation-vSphere Upgrade Joint Message/Value Prop: Who/Contacts targeted for pursuit: Who/Contacts targeted for pursuit: Management and Automation Joint Message/Value Prop: Who/Contacts targeted for pursuit: Who/Contacts targeted for pursuit: Disaster Recovery/Business Continuity Joint Message/Value Prop: Who/Contacts targeted for pursuit: Who/Contacts targeted for pursuit: Desktop Thin Client/Virtualization Joint Message/Value Prop: Who/Contacts targeted for pursuit: Who/Contacts targeted for pursuit: Application Virtualization Joint Message/Value Prop: Who/Contacts targeted for pursuit: Who/Contacts targeted for pursuit: Message and Key Contacts Action and Owner Message and Key Contacts Action and Owner Message and Key Contacts Action and Owner Message and Key Contacts Action and Owner Message and Key Contacts Action and Owner

Signature Fields
VMware Account Manager Partner Account Manager

18

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 VMwares 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 VMwares 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 VMwares 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: Title: Date: Email: Printed Name Agency: Phone:

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: Title: Email: Printed Name Date: Phone:

Note: A copy of this form is required for each purchase order Complete form and email to: govskuexception@vmware.com 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