Ingram Micro Cloud Services Sales Battle Card VSPP
Ingram Micro Cloud Services Sales Battle Card VSPP Service Description: What does it do? The VMware Service Provider Program (VSPP) was created for partners who offer cloud computing and/or hosted IT services to enterprise and SMB organizations. Through a product subscription model, VSPP allows partners flexibility in offering virtualization solutions, applications and services to their customers with no up-front expenses. Top (3-5) features and their corresponding Benefits Features
Benefits
License VMware products on a subscription basis
License VMware products from all three product portfolios: Virtualization and Cloud Infrastructure, Cloud Application and End-user Computing.
Tiered levels based on commitment level and trained personnel.
No start-up costs and monthly payments based on an estimated minimum usage amount. Provides the latest product versions and production level support. Expand revenue streams with new lines of business based on VMware products such as end-user products like View and Zimbra. VMware will continue to offer complementary products that will become available to VSPP partners over time. Benefits such as discounts, marketing support, Not For Resale (NFR) licenses, Internal Use Licenses (IULs) and free demonstration software increase with minimum usage commitment
Top (3) key differentiations
VMware is the market leader in virtualization and cloud infrastructure. VMware’s depth of knowledge, enterprise virtualization and visionary cloud computing goals help it stay a step ahead of its competition VSPP is based on tiered levels with additional benefits at each level. This allows for premium support such as marketing development funds and marketing campaigns at the highest level, Premier. Other service provider programs do not offer this level of marketing support because they are limited to just one or two tiers. VSPP strives for a best in class program and real partnership with its Service Provider partners. This commitment has led to significant growth with over 5,000 Service Providers who have signed up for the program.
Customer Challenge (Problem, Pain Points)
How do you spot the Problem (Customer red flags)
Fear uncertainty and doubt in the cloud
VMware is the market leader in virtualization and a well respected name in the enterprise. Companies find a extra layer of confidence knowing that the same trusted software used within is used in their cloud. This delivers the same experience, user interface, seamless transfer of workloads they enjoy in their own companies.
Trouble getting VM’s into the Cloud and even more challenging getting them out. I also want the cloud to be elastic.
With VMware’s Connector, any customer who is using vCenter or VCD can easily move workloads back and forth with a “drag of a mouse”. This takes upwards of a 12 step process to a simple mouse click. Our very flexible revenue share model allows Cloud providers to modify pricing down to an hourly basis. This allows cloud providers to offer very customizable pricing for different markets.
Security; most customers ask “Is my data safe up in the cloud”?
VMware customers and even the few who have not experienced our software enjoy a layer of security no other cloud solution can offer. vShield products offer virtualized appliance that can be delivered down to the VM. As easy to configure as a home router but as powerful as mid-level enterprise router. It is the response to the most important question customers ask, “How secure is my information in your cloud”?
“I want to put my workloads (vm’s) in the cloud, but I want to control them. I want full control of my experience.”
The industry leading software for multi-tenancy is vCloud Director. This software allows a end user (enterprise customer) to have complete control of his experience in the cloud. Including security, customization, building of vm’s, shutting them down and enjoy the same security setup in his own company (we allow his active directory to be extended into “his cloud”)
“I am a small company, I can’t afford a large IT staff, what can the cloud do for me?”
Small companies have the most to gain in leveraging the cloud. The cloud delivers disciplines, support and assurance most small companies cannot afford individually. VMware software allows a small company to afford the same IT infrastructure as a large company at a price that doesn’t cripple the IT budget. VMware does this by offer a unique VSPP price that allows for a revenue share model. Small VM’s cost less and larger VM’s a bit more.
Target Market – End user
Benefit to Customer for Solving the problem
Who has the problem/pain
(increase X or decrease x ) VMware solutions allows for a flexible pricing model that is an expense vs a CAPEX* (if they purchased hardware themselves) and it allows for IT support at a price which can’t be achieved via traditional methods (hiring staff, outsourcing, or contractor)
SMB (Small Medium Business)
Large Enterprise’s
Government, Education and Healthcare
*The determination for tax purposes of how any expense is characterized is solely a matter from each user to discuss with their tax professional. Today’s companies need to react to an ever changing global market. The ability to provision servers (virtual) in minutes vs weeks and not have a long term commitment is invaluable to companies. Three sectors greatly impacted by economic downturns. The VMware cloud providers allow for a flexible solution, that is operational costing (vs Capex* investment), and delivers the most advanced computer, networking and infrastructure that is constantly updated *The determination for tax purposes of how any expense is characterized is solely a matter from each user to discuss with their tax professional.
Pharmaceutical Companies
Reatail, Higher Education, Entertainment and seasonal events
Global / International Companies
Aggressively enjoy the cloud for clinical research (projects that are short lived that would not be cost effective to invest money into) and allows researchers to use large computer resources for calculations, data analysis and modeling The Cloud is a great fit for companies that need high compute power and resources for only a partial time over the year. Customers can request large amount of resources and relinquish them once the season is over. Examples of this; Holiday season (Sept – Dec), College Admissions (May and June), Tax season (Jan – April), Superbowl (two weeks before), World Series (two weeks before) Companies who are fluid in nature and have a international reach. This allows them to flow data from one geographic cloud to another as needed. Terrific for companies who need to put the data closest to the resource needing it.
Customer Value PropositionVMware is uniquely positioned to help Service Providers develop their cloud computing business due to its leading position in enterprise virtualization and visionary cloud computing goals. Partnering with VMware helps Service Providers succeed in three major areas: growing their revenue, differentiating their offerings and accelerating their growth opportunities.
Target Resellerrd
VSPP is the ideal solution for various types of VMware partners who offer hosted services to 3 parties, such as Cloud Service Providers, Application Service Providers (ASPs), Internet Service Providers (ISPs), Platform as a Service (PaaS) Providers, Software as a Service (SaaS) Providers and Infrastructure as a Service (IaaS) Providers.
Reseller opportunityPartnering with VMware helps Service Providers succeed in three major areas: growing their revenue, differentiating their offerings and accelerating their growth opportunities.
Reseller program offerings (training, free trials , demo units, etc) All registered partners receive access to VMware’s Partner Central website, training, events and program communications. Professional partners also receive the benefit of NFR licenses, free demonstration software, partner directory listing and branding. Enterprise partners continue to receive additional benefits such as IUL licenses, technology badges (by application) and press release support. Premier partners receive all the benefits listed plus MDF(upon approval), social marketing and additional account management support.
Reseller requirements they must complete (training, certification etc) Registered partners must fill out the online application and click-through agreement. Professional partners must have a signed contract with an Aggregator at 360 points or above and have one VMware Certified Professional (VCP). Enterprise partners must have a signed contract with an Aggregator at 3,600 points or above and 2 VCPs. Premier partners must have a signed contract with an Aggregator at 18,000 points or above and 4 VCPs.
Potential Blockers and Objection Handling (1-2 each area) Response
Possible Action
VMware has improved its software so that it can be installed in about one week. The next release of the software gives options outside of Oracle, and VMware offers several options to assist in standing up a cloud via assistance from the VMware PSO organization.
Send PSO document on the VMware Jumpstart program; point them to YouTube to see the software; point them towards the VMware demo software on the main webpage https://www.vmware.com/tryv mware/?p=vclouddirector&lp=1&source=web&cd= 1&sqi=2&ved=0CCgQFjAA&url=h ttp://www.vmware.com/go/tryvclouddirector&rct=j&q=vcloud%20dire ctor%20trail&ei=wcj4TaemCqGw 0AGRwaWdCw&usg=AFQjCNFr5 vx9fzp_Nc7wkaKZqFLeljHAw&sig2=d KCmeFrY_WamsRm9bGL_sQ
Your program is expensive
Let me take some time and review the program. There is a lot of dis-information in the market. The average VM rental including vCloud Director, platinum support, vCenter, our most feature rich VM is approx $21 - $28 per month list.
Review with the customer the program and send them the supporting documents (Service Provider Program Guide)
Your solution is not based on open standards
All of our solutions are open and we have published API’s for every level of the program. We have submitted many of them to the open standards bodies (DMTF). VMware is very open and that is a cornerstone of our market strategy
Discuss Cloud Foundry, our development ISV, point them towards our API’s (http://www.vmware.com/supp ort/pubs/sdk_pubs.html)
I have perpetual licenses, what do I do with them?
VMware has a program that allows you to migrate perpetual license into the VSPP. It allows for customers who may not have known about the program and now what to “conform”
Contact VSPP Bus Development or Ingram VMware VSPP support team for more details
Solution Objections
Buyer Objections
Top Level
Objection VMware is difficult to setup and it requires Oracle
For more information: U.S.: (800) 705-7057, option 4, Canada: (877) 755-5002, option 1.
Benefits
License VMware products on a subscription basis
License VMware products from all three product portfolios: Virtualization and Cloud Infrastructure, Cloud Application and End-user Computing.
Tiered levels based on commitment level and trained personnel.
No start-up costs and monthly payments based on an estimated minimum usage amount. Provides the latest product versions and production level support. Expand revenue streams with new lines of business based on VMware products such as end-user products like View and Zimbra. VMware will continue to offer complementary products that will become available to VSPP partners over time. Benefits such as discounts, marketing support, Not For Resale (NFR) licenses, Internal Use Licenses (IULs) and free demonstration software increase with minimum usage commitment
Top (3) key differentiations
VMware is the market leader in virtualization and cloud infrastructure. VMware’s depth of knowledge, enterprise virtualization and visionary cloud computing goals help it stay a step ahead of its competition VSPP is based on tiered levels with additional benefits at each level. This allows for premium support such as marketing development funds and marketing campaigns at the highest level, Premier. Other service provider programs do not offer this level of marketing support because they are limited to just one or two tiers. VSPP strives for a best in class program and real partnership with its Service Provider partners. This commitment has led to significant growth with over 5,000 Service Providers who have signed up for the program.
Customer Challenge (Problem, Pain Points)
How do you spot the Problem (Customer red flags)
Fear uncertainty and doubt in the cloud
VMware is the market leader in virtualization and a well respected name in the enterprise. Companies find a extra layer of confidence knowing that the same trusted software used within is used in their cloud. This delivers the same experience, user interface, seamless transfer of workloads they enjoy in their own companies.
Trouble getting VM’s into the Cloud and even more challenging getting them out. I also want the cloud to be elastic.
With VMware’s Connector, any customer who is using vCenter or VCD can easily move workloads back and forth with a “drag of a mouse”. This takes upwards of a 12 step process to a simple mouse click. Our very flexible revenue share model allows Cloud providers to modify pricing down to an hourly basis. This allows cloud providers to offer very customizable pricing for different markets.
Security; most customers ask “Is my data safe up in the cloud”?
VMware customers and even the few who have not experienced our software enjoy a layer of security no other cloud solution can offer. vShield products offer virtualized appliance that can be delivered down to the VM. As easy to configure as a home router but as powerful as mid-level enterprise router. It is the response to the most important question customers ask, “How secure is my information in your cloud”?
“I want to put my workloads (vm’s) in the cloud, but I want to control them. I want full control of my experience.”
The industry leading software for multi-tenancy is vCloud Director. This software allows a end user (enterprise customer) to have complete control of his experience in the cloud. Including security, customization, building of vm’s, shutting them down and enjoy the same security setup in his own company (we allow his active directory to be extended into “his cloud”)
“I am a small company, I can’t afford a large IT staff, what can the cloud do for me?”
Small companies have the most to gain in leveraging the cloud. The cloud delivers disciplines, support and assurance most small companies cannot afford individually. VMware software allows a small company to afford the same IT infrastructure as a large company at a price that doesn’t cripple the IT budget. VMware does this by offer a unique VSPP price that allows for a revenue share model. Small VM’s cost less and larger VM’s a bit more.
Target Market – End user
Benefit to Customer for Solving the problem
Who has the problem/pain
(increase X or decrease x ) VMware solutions allows for a flexible pricing model that is an expense vs a CAPEX* (if they purchased hardware themselves) and it allows for IT support at a price which can’t be achieved via traditional methods (hiring staff, outsourcing, or contractor)
SMB (Small Medium Business)
Large Enterprise’s
Government, Education and Healthcare
*The determination for tax purposes of how any expense is characterized is solely a matter from each user to discuss with their tax professional. Today’s companies need to react to an ever changing global market. The ability to provision servers (virtual) in minutes vs weeks and not have a long term commitment is invaluable to companies. Three sectors greatly impacted by economic downturns. The VMware cloud providers allow for a flexible solution, that is operational costing (vs Capex* investment), and delivers the most advanced computer, networking and infrastructure that is constantly updated *The determination for tax purposes of how any expense is characterized is solely a matter from each user to discuss with their tax professional.
Pharmaceutical Companies
Reatail, Higher Education, Entertainment and seasonal events
Global / International Companies
Aggressively enjoy the cloud for clinical research (projects that are short lived that would not be cost effective to invest money into) and allows researchers to use large computer resources for calculations, data analysis and modeling The Cloud is a great fit for companies that need high compute power and resources for only a partial time over the year. Customers can request large amount of resources and relinquish them once the season is over. Examples of this; Holiday season (Sept – Dec), College Admissions (May and June), Tax season (Jan – April), Superbowl (two weeks before), World Series (two weeks before) Companies who are fluid in nature and have a international reach. This allows them to flow data from one geographic cloud to another as needed. Terrific for companies who need to put the data closest to the resource needing it.
Customer Value PropositionVMware is uniquely positioned to help Service Providers develop their cloud computing business due to its leading position in enterprise virtualization and visionary cloud computing goals. Partnering with VMware helps Service Providers succeed in three major areas: growing their revenue, differentiating their offerings and accelerating their growth opportunities.
Target Resellerrd
VSPP is the ideal solution for various types of VMware partners who offer hosted services to 3 parties, such as Cloud Service Providers, Application Service Providers (ASPs), Internet Service Providers (ISPs), Platform as a Service (PaaS) Providers, Software as a Service (SaaS) Providers and Infrastructure as a Service (IaaS) Providers.
Reseller opportunityPartnering with VMware helps Service Providers succeed in three major areas: growing their revenue, differentiating their offerings and accelerating their growth opportunities.
Reseller program offerings (training, free trials , demo units, etc) All registered partners receive access to VMware’s Partner Central website, training, events and program communications. Professional partners also receive the benefit of NFR licenses, free demonstration software, partner directory listing and branding. Enterprise partners continue to receive additional benefits such as IUL licenses, technology badges (by application) and press release support. Premier partners receive all the benefits listed plus MDF(upon approval), social marketing and additional account management support.
Reseller requirements they must complete (training, certification etc) Registered partners must fill out the online application and click-through agreement. Professional partners must have a signed contract with an Aggregator at 360 points or above and have one VMware Certified Professional (VCP). Enterprise partners must have a signed contract with an Aggregator at 3,600 points or above and 2 VCPs. Premier partners must have a signed contract with an Aggregator at 18,000 points or above and 4 VCPs.
Potential Blockers and Objection Handling (1-2 each area) Response
Possible Action
VMware has improved its software so that it can be installed in about one week. The next release of the software gives options outside of Oracle, and VMware offers several options to assist in standing up a cloud via assistance from the VMware PSO organization.
Send PSO document on the VMware Jumpstart program; point them to YouTube to see the software; point them towards the VMware demo software on the main webpage https://www.vmware.com/tryv mware/?p=vclouddirector&lp=1&source=web&cd= 1&sqi=2&ved=0CCgQFjAA&url=h ttp://www.vmware.com/go/tryvclouddirector&rct=j&q=vcloud%20dire ctor%20trail&ei=wcj4TaemCqGw 0AGRwaWdCw&usg=AFQjCNFr5 vx9fzp_Nc7wkaKZqFLeljHAw&sig2=d KCmeFrY_WamsRm9bGL_sQ
Your program is expensive
Let me take some time and review the program. There is a lot of dis-information in the market. The average VM rental including vCloud Director, platinum support, vCenter, our most feature rich VM is approx $21 - $28 per month list.
Review with the customer the program and send them the supporting documents (Service Provider Program Guide)
Your solution is not based on open standards
All of our solutions are open and we have published API’s for every level of the program. We have submitted many of them to the open standards bodies (DMTF). VMware is very open and that is a cornerstone of our market strategy
Discuss Cloud Foundry, our development ISV, point them towards our API’s (http://www.vmware.com/supp ort/pubs/sdk_pubs.html)
I have perpetual licenses, what do I do with them?
VMware has a program that allows you to migrate perpetual license into the VSPP. It allows for customers who may not have known about the program and now what to “conform”
Contact VSPP Bus Development or Ingram VMware VSPP support team for more details
Solution Objections
Buyer Objections
Top Level
Objection VMware is difficult to setup and it requires Oracle
For more information: U.S.: (800) 705-7057, option 4, Canada: (877) 755-5002, option 1.
