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VMware Cloud Provider

TM

Program Guide

Updated Q1 / 2018

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THIS GUIDE SETS FORTH PROGRAM RULES AND

POLICIES THAT GOVERN YOUR PARTICIPATION IN
THE VMWARE CLOUD PROVIDER PROGRAM. THE
VMWARE CLOUD PROVIDER PROGRAM WAS
PREVIOUSLY CALLED THE VMWARE VCLOUD AIR
NETWORK PROGRAM. ANY REFERENCES TO THE
VCLOUD AIR NETOWRK PROGRAM GUIDE IN
YOUR SERVICE PROVIDER PROGRAM
AGREEMENT NOW REFER TO THE VMWARE
CLOUD PROVIDER PROGRAM AND THIS GUIDE
RESPECTIVELY.

VMWARE MAY UPDATE THIS GUIDE FROM TIME

TO TIME VIA ITS “PARTNER CENTRAL” WEBSITE. IF
ANY UPDATE TO THIS GUIDE IS UNACCEPTABLE
TO YOU, YOUR SOLE AND EXCLUSIVE REMEDY
SHALL BE TO EXERCISE YOUR TERMINATION
RIGHTS UNDER YOUR VMWARE CLOUD
PROVIDER PARTNER PROGRAM AGREEMENT
WITH VMWARE.

VMWARE RESERVES THE RIGHT TO ADMINISTER

AND MODIFY THE PROGRAM TERMS
REFERENCED HEREIN AT ITS DISCRETION OR
RESTRICT / DENY PARTICIPATION BASED ON
PUBLISHED PROGRAM RULES. THE TERMS OF
THIS GUIDE ARE SUBJECT TO THE TERMS OF
YOUR VMWARE CLOUD PROVIDER PARTNER
PROGRAM AGREEMENT.

VMWARE DOES NOT PROVIDE ANY WARRANTIES

COVERING THIS INFORMATION AND
SPECIFICALLY DISCLAIMS ANY LIABILITY FOR
DAMAGES, INCLUDING, WITHOUT LIMITATION,
DIRECT, INDIRECT, CONSEQUENTIAL,
INCIDENTAL, AND SPECIAL DAMAGES, IN
CONNECTION WITH SUCH INFORMATION.

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Table of Contents
Table of Contents ................................................................................................................................................. 3

Welcome to the VMware Partner Network .......................................................................................................... 4

VMware Cloud Provider Program Overview ......................................................................................................... 4

VMware Program Policies .................................................................................................................................... 4

Program Requirements ...................................................................................................................................... 12

Program Benefits ................................................................................................................................................ 14

Professional Services Delivered by VMware ....................................................................................................... 16

Partner Central Helpful Links .............................................................................................................................. 17

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Welcome to the VMware Partner Network

Our Partners — The Cornerstone to Our Success
The VMware Partner Network (VPN) is for our entire partner ecosystem that sells, builds, develops, or trains on
VMware products and solutions. The VMware Partner Network is designed to recognize your expertise, reward you
for the total impact you have in the marketplace, and deliver value to help your business thrive.

VMware Cloud Provider Program Overview

The VMware Cloud Provider Program was designed for Service Providers to facilitate a successful partnership with
VMware through offering benefits such as software licensing on a monthly rental basis, support, and tools through which
partners can develop, promote, and sell their VMware-based products, services, and solutions to provide Service Provider-
hosted IT Services (referred to as “Rental License”). In addition, this program supports the option for partners to purchase
VMware-hosted Cloud Services (referred to as “Managed Service Offering”) in order to become a Managed Services
Provider (referred to as “MSP”).

Note: This program guide is subject to change. To receive updates, subscribe to this document on Partner Central.

VMware Program Policies

Program Enrollment and Compliance
Enrolled Tier
When joining the VMware Partner Network, a partner joins at the Enrolled tier, and does not need to specify a
specific Route-to-Market program. The Enrolled tier allows partners to:
• Learn more about the different Route-to-Market programs (e.g. Solution Provider, Service Provider, or
Technology Alliance Partner).
• Take time to decide what Route-to-Market program is right for their business model, and start acquiring the
needed sales & technical solution skills with free online training to accelerate their time to the first transaction.

Please note that partners in the Enrolled tier do NOT have resell rights.

To progress to a higher tier within the VMware Cloud Provider Program, a partner must (a) have declared its intent to
participate in the Service Provider Route-to-Market and (b) enter into a VMware Cloud Provider Partner Program
Agreement with a minimum point commitment of 360 points per month or a minimum VMware Air Level-1 Managed
Services Provider commitment. Benefits and requirements vary by program membership level.

VMware Cloud Provider Program membership will renew automatically for successive one-year terms provided that
the partner remains in compliance with all program requirements. VMware reviews program compliance at least once
a year and reserves the right to re-level partners that do not meet the requirements of their current tier level.

Territorial Restrictions, Legal Entity and VMware Program Membership

Except as otherwise authorized by VMware:
• Partners desiring to operate entities in more than one country must join the VMware Cloud Provider
Program by enrolling in each country from which partner desires to use VMware products or services to
provide Hosted IT Services or purchase Cloud Services for use in a Managed Service Offering.
• Each operating entity must satisfy the program membership requirements on its own.

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• Each authorized entity is permitted to deliver VMware-based offerings only from its appointed Territory.
“Territory” means the country in which partner’s principal place of business is located. VMware will publish,
from time to time, the exceptions to this policy.
• Each authorized entity must obtain products or services entitlements solely from Aggregators authorized by
VMware to transact in the Territory. VMware Cloud Provider Program Service Providers may enter into
supply relationships with these Aggregators directly.
• The foregoing provisions are without prejudice to the freedom of partners located in the European Economic
Area (EEA) or Switzerland to purchase from and/or resell to other reseller or distribution partners authorized
by VMware to deal in the EEA or Switzerland.

Parent companies, affiliates, subsidiaries, or acquired companies of a program member are not program members
and do not qualify for program benefits unless they obtain authorization from VMware. Company name, DBA (Doing
business as), or AKA (Also known as), or other naming convention identified by the program member can be used to
establish distinct legal status.

In the case of acquisitions, mergers, and/or other business combinations, the existing membership level of the
surviving entity and the operating status of the acquired or merged entity, as applicable, shall dictate the membership
criteria applicable to the newly formed entity.

The territory restrictions are subject to change. Please check the territory restrictions policy on Partner Central.

Partner and Customer Information

By joining the VMware Partner Network, a partner consents to receiving program-related information from VMware
for the following purposes:

a) Administering the program;

b) Providing information to the partner about the program, including events and training opportunities;
c) Inviting partner to participate in surveys and research; and
d) Providing the partner with information and materials to support its efforts to deliver VMware solutions,
including security information, technical information, and sales and marketing materials and resources.

Partner agrees that VMware may publish partner’s name and address in a listing of program members, may
reference partner as a member of the program and may publish partner’s VMware qualifications, in each case using
partner’s logo, subject to reasonable trademark and logo usage guidelines provided by partner and to the VMware
Privacy Policy posted at www.vmware.com/help/privacy.html.

Information provided to VMware in connection with customer orders or engagements is subject to the VMware
privacy policy located at http://www.vmware.com/help/privacy.html, and may be used for the following purposes: (i)
identification of the appropriate sales/market segment and sales representative, (ii) internal revenue recognition, and
(iii) determination and communication of associated VMware sales compensation.

Partner Integrity
At VMware, we are committed to helping our partners reduce business risks that result from noncompliant behavior
and avoid unnecessary costs, reputational damage, and penalties, including government sanctions and legal action
for violations.

Many local anti-corruption laws, and VMware internal policy, strictly prohibit bribery in any form and towards any
recipient – either a government or commercial party. To increase compliance with anti-corruption laws, VMware has
developed and administers comprehensive compliance programs that broadly address and minimize compliance
risks and extend compliance responsibility to all individuals or entities involved in the downstream distribution,
promotion or sale of products and services.

VMware has instituted a comprehensive Partner Integrity initiative which includes the following elements that direct
and indirect partners must successfully complete as a prerequisite to being eligible to participate in the VMware

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Partner Network Partner Programs: pre-screening, ongoing qualification, partner vetting, self-certification and training
requirements. Except as otherwise authorized by VMware:

a) Partners must adhere to all terms contained in the VMware Partner Code of Conduct.
b) As part of the VPN application process, partners will be required to acknowledge that they will remain in
compliance with the terms of this Program Guide, the VMware Partner Code of Conduct, and all applicable
laws pertaining to their resale of VMware products/services.
c) The prescreening process includes an internal business qualification process which will be conducted by
VMware sales and finance teams. Formal acceptance in the VPN Program is contingent upon successful
completion by partner of a detailed due diligence questionnaire where, amongst other items, the partner
must self-disclose any current or pending compliance violations.
d) All partners must self-certify at least every three years that they are in compliance with all applicable laws
pertaining to their resale of VMware products and services.
e) Partner must take mandatory ongoing training relating to anti-corruption regulations and partners’
obligations with regard to US Export Control Laws that will be delivered via the VMware online “MyLearn”
portal. Partners will be required to complete the first installment of training within 30 days after being on-
boarded. Additional mandatory training modules may be identified from time to time. Parties whom have
not completed the mandatory training may be downgraded or removed from the program.

Should partners have any questions about the VMware Partner Integrity Initiative, they should contact
[email protected].

VMware Cloud Provider Program Installations

General Installation for Rental License

The VMware Cloud Provider Program allows for Service Providers to install and use VMware products as part of a
Hosted IT Service. “Hosted IT Services” means Service Provider’s internet, telephone or private network based,
subscription computing service that allows third party companies to access the processing power, computing, or
software applications from systems that are installed and operated by Service Provider. Except as expressly
approved by VMware in writing, Service Providers may install software only on hardware systems that are (a) owned
or leased by Service Provider for its dedicated use, and (b) located either within datacenter space owned or leased
by Service Provider or on an End User’s premises solely to provide Hosted IT Services to the End User, provided
that the Service Provider maintains day-to-day management and administrative control of the systems. Upon
request, Service Provider will promptly identify the license keys installed on the systems located at each End User
site. Service Provider shall not permit End User (or any third party agent providing service to the End User) to
access, maintain, or otherwise use the software, except for the sole purpose of accessing the functionality of the
software in the form of hosted IT Services in accordance with the terms of this Guide. Service Provider is responsible
for usage reporting and all obligations of this Guide regardless of the physical location of the servers. Service
Provider will be responsible to VMware for any unauthorized installation, use, copying or distribution of the software
by the End User.

Hosted IT Services
To the extent that VMware Products are used by Service Provider under the VMware Cloud Provider Program to
provide Hosted IT Services, the applicable end user license agreements are hereby amended as follows:

(a) the following language is added to the applicable license agreement: “Notwithstanding any other term in this
EULA and subject to Your compliance with the EULA, solely to the extent necessary to exercise the rights granted in
the VMware Cloud Provider Program, You may host for unaffiliated third parties and such third parties may install,
upload, or uninstall computer application(s) to and from the Virtual Machine(s).”
(b) Term of License. Notwithstanding any other term in the applicable license agreement, the license shall be limited
to the term that the Service Provider is a member of the VMware Cloud Provider Program and is operating under a
valid Rental License agreement with a VMware Aggregator. Upon termination or expiration of the VMware Cloud
Provider Partner Program agreement for any reason, Service Provider shall cease using all VMware products

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licensed under the program, and will destroy or return to VMware all copies of the VMware products (including
backup copies) in any and all media, and delete any such copies that are resident in the memory or hard disks of
computers owned or controlled by Service Provider.

White Label Model for Rental License

The “White Label” model is a model whereby a Service Provider (a “Master Service Provider”) resells its Hosted IT
Service to another Service Provider (a “Secondary Service Provider”) in a non- branded manner, whereby the
Secondary Service Provider offers this same hosted service to its own hosting customers (“Hosting Customers”)
under its own brand (a “White Labeled Service”). All use of White Labeled Service must meet the following criteria.

• All Secondary Service Providers must be minimally Enrolled members in the VMware Partner Network with the
Service Provider route to market declared. This will ensure that the Secondary Service Provider has completed
the Partner Central click through agreement (CTA) and is subject to the requirements of the VMware Cloud
Provider Program.
• Production Support and Service (SnS) remains at the Master Service Provider only.
• Management of the hosted solution and software remains at the Master Service Provider only. Secondary
Service Providers may not change or manage the system themselves.
• Secondary Service Providers that are reselling (or consuming) the Master Service Provider’s Hosted IT Service
must abide by all the terms outlined in the VMware Cloud Provider Program Guide and VMware Cloud Provider
Partner Program Agreements.
• Secondary Service Providers must report all monthly usage data, including any monthly Hosting Customer
usage, to the Master Service Provider in a timely manner to ensure the Master Service Provider is able to report
to its VMware Aggregator on time.
• Any White Label Service must reside within the Master Service Provider’s owned or leased datacenter.
Exceptions for residing in the Secondary Service Provider‘s datacenter will be considered upon written request
to the VMware Cloud Provider Program Office.
• Secondary Service Providers may only provide the White Label Service to the final Hosting Customers, and may
NOT resell the White Label Service to any other interim users (i.e. additional service providers or resellers).
• Use of VMware logo(s) by Secondary Service Providers or Hosting Customers of the White Labeled Service will
be governed by VMware‘s logo guidelines. The Master Service Provider is not granted any rights to sub-license
the use of VMware‘s logo,
• Any benefits and program tiering under the VMware Cloud Provider Program will not be granted to Secondary
Service Providers for any White Labeled Services.

Master Service Providers must ensure that the terms of the applicable VMware license agreement apply to all use of
the White Labeled Services by the Secondary Service Provider regardless of the data center in which the White
Labeled Service is operated.

Resale Model for Rental License

Service Providers are never permitted to resell or distribute the licenses obtained through the VMware Cloud
Provider Program. However, it is acceptable for a Service Provider to enter into an agreement with a secondary
partner such as a VMware Solution Provider to resell the Service Provider‘s Hosted IT Service. All management,
reporting (consumption and end-user) and legal relationship to the Aggregator remain with the Service Provider.
VMware does not enter into or become involved with the relationship between the Service Provider and the Solution
Provider in this endeavor.

Rental License Agreements

Rental License & End-User Reporting
• The VMware Cloud Provider Program Service Provider is required to report all monthly usage, by product, in the
VMware Business Portal (described below), as monitored by the VMware usage reporting tool (the “Usage
Meter”). The monthly usage data shall include the details of each VMware product used with the quantity and total
points incurred by end-user customer, and end-user customer information. Specific calculation methods for each

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product are available in the VMware Cloud Provider Product Usage Guide. Monthly reporting is to be submitted,
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via the Business Portal, by the 5 of each month, unless there are specific arrangements made with the VMware
Aggregator. Product usage data will be shared with VMware and/or a VMware designated third party for audit and
compliance purposes only.
• End-user customer Information includes Customer Name, Customer Country for consumption and Customer Zip
or Postal code for consumption. VMware will treat Customer Information as Confidential under the Program
Agreement and will use the Customer Information for internal revenue recognition, and determination and
communication of associated VMware sales compensation.
• Partners who do not provide Customer Information for product usage may have Program Benefits removed and/or
their contract terminated.
• Failure to report usage data on a monthly basis may result in the immediate termination of the SnS entitlement
associated with the Service Provider’s Rental License agreement.
• All use of the VMware Cloud Service Provider Bundles and other metered products require that the VMware
Usage Meter be installed to monitor and report on Hosting Customers’ usage of the products.
• All VMware Cloud Provider Program Service Providers must download, install and use for product reporting
purposes the most current or generally available version of Usage Meter. VMware will endeavour to notify Service
Provider of Usage Meter updates.
• Usage Meter reports to the Aggregator for information gathered in the Usage Meter must include the ”License
Summary Report” for vCloud Bundles, the “Customer Summary Report” for Hosting Customer reporting and the
“Product Usage Report” for all non-Usage Meter monitored products. For Usage Meter version 3.2 and higher,
include the "Monthly Product Report" in place of both the "License Summary Report" and the "Product Usage
Report". See Usage Meter Guide for information on how to install and use the Usage Meter.
• Other VMware products that are not monitored by Usage Meter must be monitored and reported manually by the
Service Provider, and usage information must be reported to the Aggregator in accordance with the Aggregator’s
reporting process.

Upgrade, Downgrade and Terminations

• Rental license agreements have an initial term of one year and a provision for automatic renewal for successive
one-year terms on each anniversary date. The terms of such agreement are with the VMware Aggregator,
however they must follow certain Cloud Provider Program criteria.
• If Service Provider wishes to increase the contract level before reaching the anniversary date, Service Provider
must ensure all monthly usage reports are completed and a new annual term will commence on the date of
upgrade.
• Subject to the Cancellation Policy below, standard downgrade and termination are available only during the 60
days prior to the contract anniversary date and will take effect on anniversary date. Service Provider must
complete all monthly usage reports under the original terms of the contract for the downgrade order to take
effect or for termination process to complete. As part of a termination, VMware may request that the Service
Provider provide evidence or acknowledgement of license key destruction.
• All upgrade or downgrades are on a prospective basis from the date the order processes in the Cloud Provider
Business Portal. As part of an upgrade, VMware may request that the Service Provider remove old license keys
and replace with new license keys.

Global Rental Agreement

VMware Cloud Provider Service Providers in good standing who operate in at least 2 of the 3 VMware designated
geographies (Americas, EMEA and APJ) and commit to a point plan for a minimum of 60,000 points per month may
be eligible to enter into a Global Rental Agreement. A Global Rental Agreement is a single agreement between a
Global Service Provider, including its eligible affiliates, and an authorized Global VMware Aggregator. The Global
Service Provider’s globally aggregated point consumption is applied towards the monthly minimum point commitment
of 60,000 points. Please contact your VMware Business Development Manager if you have questions about Global
Rental Agreements or to receive a detailed set of requirements to become authorized for a Global Rental Agreement.

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Cancellation Policy
The VMware Cloud Provider Program Cancellation Policy allows Service Providers to cancel VMware Cloud Provider
Program Product license point orders for both monthly Rental Licenses and prepaid points under the Program. To
cancel an order(s), Service Providers must provide written notice to their Aggregator at any time during any month of
the term of Service Provider’s Rental License agreement with their Aggregator. More information about the
Cancellation Policy requirements can be found here.

VMware Cloud Services – Managed Services Provider (MSP) Agreements

MSP Commercial Model
• Partner must sign a VMware Managed Services Provider contract with a VMware Aggregator.
• Partner must commit to VMware a monthly MSRP spend for 12 months. The minimum monthly commitment
amount will be collected regardless of actual usage.
• All Cloud Service-based Managed Service Offering consumption will be quoted and reported in MSRP, then the
agreed contractual discount will be applied to derive the amount to be paid to VMware through the Aggregator.
Any overage consumed will also be detailed at MSRP and the same contractual discount will be applied.
• The applicable discount levels are based on the monthly MSRP spend commitment and are available on the
Partner Central website.
• Partners may sign a new MSP contract with VMware at any time if they are upgrading their contract (for example,
moving from MSP Level-1 to MSP Level-2). Partners must sign a new contract for a 12 month period starting on
the change date. Partners are not able to downgrade their contract during the 12 month term of their contract (for
example, moving from MSP Level-2 to MSP Level-1).
• Partners may not change Aggregator during the 12-month term of their contract unless expressly approved in
writing by the VMware Cloud Provider Program Office (at [email protected]). Following a permitted
change in aggregators, any current Service IDs (SIDs) will continue to be processed by the original aggregator
under the existing contract. New Service IDs (SIDs) will be processed by the new aggregator.
• Partners desiring to operate entities in more than one country must join the VMware Cloud Provider Program by
enrolling in each country from which partner desires to procure Cloud Services. A separate commitment contract
must be entered into with VMware by each entity. An enrolled entity can purchase Cloud Service capacity in any
data center available on the applicable price list.
• Partners will be required to transact in the local currency as defined by VMware for the country in which they are
authorized to offer managed services.
• Partners’ discount level is defined by their committed monthly spend in the Cloud Provider Program.
• Partner may not resell VMware Cloud Services for use in a Managed Service Offering without additional Managed
Services included in the offering (see the following section: MSP Terms of Service, Service Access and Required
Managed Services).

MSP Terms of Service, Service Access and Required Managed Services

• Partner is required to adhere to the VMware Terms of Service for the applicable Cloud Service, which may be
found at the VMware End User License Agreements as modified by Partner’s Program enrollment agreement.
• Partners must provide their own terms of service to their end-user customer.
• Partners must provide managed services as part of the offering to the customer. At a minimum, this must include
technical support for the service and all functions associated with service configuration, add-ons, renewals and
anything pertaining to billing.

MSP Consumption Reporting and Approval

• Partner is required to acknowledge monthly consumption of VMware Cloud Services in the VMware Business
Portal (described below), as monitored and provided by VMware. This data shall include the details of each
VMware Service Identifier (SID) used with the quantity and total cost.

MSP End-User Reporting

• Partner will provide VMware with the Customer Information for each of its Service Identifiers (SIDs). VMware will
treat Customer Information as Confidential under the Cloud Provider Partner Program Agreement and will use the
Customer Information for internal revenue recognition, and determination and communication of associated
VMware sales compensation.
• Customer Information includes Customer Name, Customer Country for consumption and Customer Zip or Postal
code for consumption.

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• Partners who do not provide Customer Information for each of its SIDs may have Program Benefits removed
and/or their contract terminated.

MSP Support
• Partner will have access to VMware onboarding services at time of initial VMware Cloud Services provisioning.
Subsequently, Partner may obtain technical support from VMware via Global Support Services with the following
provisions.
• Partner Support Responsibilities. Partner is responsible for all End User support, which includes but is not
limited to End User communication, any managed services provided by Partner, and End User education
questions related to the different components of the Cloud Services offering. Partner will be responsible for
answering installation, configuration and usage questions, problem isolation and identification, determination if the
problem is documented in VMware publications for known problem resolutions and attempting to re-create a
customer’s problem and provide an acceptable resolution or workaround.
• VMware Support Responsibilities. VMware will provide support for the partner as it relates to the Cloud
Services platform and any design engineering knowledge or expertise related to the platform or VMware Software
to isolate a problem with the Platform or Software and effect a resolution. Any escalated issues that are
determined to be caused by a piece of the infrastructure under Partner’s area of responsibility will be escalated
back to Partner through an agreed process.
• Escalation Process. Partner may submit tickets via the telephone or electronically online through MyVMware, or
through MyAirWatch for mobility services. The parties will mutually agree upon severity level categories. Severity
response target times will be found at https://www.vmware.com/support/services/iaas-production.html, or
http://www.air-watch.com/downloads/AW-Production-Datasheet.pdf for mobility services. Severity Level 1 issues
must be reported via the telephone for response time SLAs to apply. Trouble shooting steps taken and results
received must be fully documented before submitting the case.
• Partner Support Training. VMware may provide Partner support staff with initial training on the features and
functionalities of the Support Services via a remote delivery mechanism, and/or other mutually agreed upon
methods, at no additional charge. For mobility services, training is required for participation in the MSP offering.
Please visit Partner Central for a current list of required and recommended trainings.
• Administrators. Partner shall appoint an appropriate number of people whom Partner will designate as Partner
agents with the authority to perform certain administrative functions on the Cloud Services, serving as Partner’
technical contact. For mobility services, the minimum number of technical contacts per contract is two, and the
maximum is six. Partner is also solely responsible for keeping Partner account information current through
MyVMware, as well as the respective service portal (Horizon Air, MyAirWatch and so on).

MSP Service Offerings and Set Up

• Partners who sign a 12-month MSP contract with VMware through an Aggregator have the right to configure and
provision Cloud Services as defined by VMware and may change from time-to-time – please contact your VMware
partner manager for a current service list. Available “Cloud Services” for use in a Managed Service Offering
include:
Enterprise Mobility Management as-a-Service
VMware AirWatch
VMware Workspace ONE
Desktop-as-a-Service
VMware Horizon Cloud
VMware Horizon Air Desktops
VMware Horizon Air Apps
VMware Horizon Air Desktop Disaster Recovery

• Partner may not place more than one single end customer within a service environment (SID). This enables
allocation, usage and billing information to be mapped to a single customer for simplified chargeback and
management.
• Partner access to Cloud Service configuration and provisioning will be made available via the MyVMware portal.
Partner access to monthly reporting will be made available via the VMware Business Portal.

MSP Service Demo/Test Capacity

• Partners may leverage free trials to do testing of certain services. Check www.vmware.com or www.air-watch.com
for current offers.

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• Alternatively, up to $1,000 MSRP of test capacity may be made available at no charge for internal use only, by
request. This is provided as a credit applied to the first month’s usage of a given service. Any amount of the credit
remaining after being applied to these charges at the end of the first billing cycle automatically expires.
• Demo capacity is available one-time only for each VPN Partner ID and is not provided again upon any contract
renewal. Partners who have already received test environments or who have previously purchased the respective
service are not eligible for additional capacity.
• Demo capacity is provided as a means for Partners to do proof of concept testing, demos or training on available
services. Test capacity must be requested via email to [email protected].

Service Provider Business Portal

The Business Portal is a cloud-based application that assists VMware Cloud Provider Program Service Providers
and Aggregators to provide and/or approve the required monthly Rental License, VMware Cloud Service
consumption and end user reporting information. This portal is the system of record for Service Provider contract
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levels and monthly customer usage information. Not later than the 5 of each month, Service Providers are required
to submit and/or approve their monthly usage reports and VMware Cloud Service consumption to their Aggregator
through the Business Portal. All data reported and/or approved in the Business Portal is subject to review, approval,
and audit by VMware or VMware Aggregators. All data must be maintained for a minimum of 3 years.

Program Compliance
The VMware Cloud Provider Program maintains a compliance review campaign for Service Providers. The goal is to
assist Partners with meeting the Program requirements. These reviews are not a formal audit under the VMware
Cloud Provider Program enrollment agreement. However, failure to participate may result in VMware exercising its
right to conduct a formal audit of the Service Provider’s records. Based on the results of the initial review, VMware
may ask for additional information regarding Usage Meter installation and configuration, as well as information used
for monthly usage reporting related to the use of VMware’s software.

VMware may request that a Service Provider’s Aggregator conduct the compliance review. Service Providers are
required to furnish requested information in a timely manner. Notification of a compliance review may come from
either VMware or your Aggregator, acting at VMware’s request.

Steps you should take to ensure you are prepared for a compliance check:

• Upgrade to the most current available version of the Usage Meter

• Validate the Usage Meter is configured appropriately
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• Log in to the VMware Cloud Provider Business Portal and report usage no later than the 5 of every month
• Resolve any delinquent or overdue monthly usage reports
• Report all non-metered products in addition to the amounts captured by the Usage Meter
• Ensure you have met all the program tier requirements at each annual renewal cycle

More information about Compliance Policies can be found here.

Third Party Software

Cloud Services may permit Partners to make third party software available to Customers of Partner’s Managed
Service Offering subject to the terms set forth in Partner’s program enrollment agreement.

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Program Requirements
The following outlines the specific program requirements for VMware Cloud Provider Service Provider partners.

All program requirements must be met in order to continue to receive program benefits as called out in the Benefits
section of this guide and on VMware partner portal, Partner Central.

PROGRAM REQUIREMENTS

PROFESSIONAL ENTERPRISE PREMIER

BUSINESS REQUIREMENTS AND REPORTING

Program Agreement ü
Program Fee None
Commitment Contract Sign a Rental License agreement or a VMware Cloud Service Managed Services
Provider contract with a VMware Aggregator committing to a minimum monthly
consumption or spend monthly for 12 months. A minimum monthly fee will be
collected regardless of actual usage. For Managed Services Provider contracts,
there is a one-time initial 3-billing cycle grace period, during which time only actual
consumption will be charged, and the minimum monthly contract commitment will not
be enforced.
Product Usage Reporting For Rental License agreements, use the VMware Usage Meter to track VMware
product usage on supported products and report monthly usage to Aggregator
through the Business Portal. For VMware Cloud Service Managed Service Provider
contracts, review and approve monthly consumption through the Business Portal.
Customer Reporting Report all customer usage or allocation for Hosting Customers and VMware Cloud
Service Managed Service Provider Customers.
PURCHASES
1
Minimum • 10,800 point plan
or higher; 3600
• 360 point plan or point plan for • 100,000 point
higher developing plan or higher
OR countries OR
OR
• MSP Level-1 • MSP Level-5
plan or higher • MSP Level-3 plan or higher
plan or higher

TRAINING AND CERTIFICATION

VMware Certified
Four (4) VCPs;
Professional (VCP) Two (2) VCPs; One (1) for
Two (2) for developing
on Staff per country with
3
developing countries
countries
hosting data center
Solution Competency Cloud Provider Competency

TECHNICAL ALIGNMENT

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VMware Cloud Verified or

VMware Hybrid Cloud ü (Rental only, not
required for MSP)
Powered Badge 4

MARKETING

Partner Profile & Partner ü Requires Partner to complete VSP-CP Accreditation for listing
Locator
VMware presence on Post “VMware partner”
partner’s website – Post “VMware partner” logo logo and VMware services
see guidelines descriptions

1
Service Providers may sign a new Rental License or MSP contract with their Aggregator at any time if they are
committing to an increased minimum point level or VMware Cloud Service consumption contract (for example,
moving from a 360 to an 1800 point contract or moving from MSP Level-1 to MSP Level-2). Service Providers must
sign a new contract for a 12 month period starting on the change date. For Rental License agreements, new product
keys and SnS numbers will be issued for the new commitment level. Service Providers are not able to sign a new
contract with their Aggregator for a lower minimum commitment during the 12 month term of their contract.

3
See the VMware Developed vs Developing Countries guide for details.

4
Featuring the VMware Cloud Verified logo in your marketing campaigns and content signals to your customers and
prospects that your foundational cloud technologies and services are based on VMware Cloud Infrastructure.

VMware Cloud Provider Program Guide / 13

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Program Benefits
To assist in the success of VMware partners, the VMware Cloud Provider Program offers a wide range of benefits.
Benefits will vary depending upon the partnership type and level in the VMware Partner Network programs.

PROGRAM BENEFITS

PROFESSIONAL ENTERPRISE PREMIER

SOFTWARE LICENSES, SERVICES AND SUPPORT

Authorization to Rent VMware
Products or Consume VMware
Cloud Services Through
ü
VMware Aggregators
Production level support included with Rental License agreements
Technical Support
and VMware Cloud Service Managed Service Provider contracts

See VPN Sales Partner See VPN Sales Partner

Not for Resale Licenses (NFR) See VPN Sales Partner
NFR Policy Guide for NFR Policy Guide for
(for Rental License agreements NFR Policy Guide for
details. details.
only) details.
2 Support Codes / year 5 Support Codes/ year

Service Credits for Demo/Test

Capacity (for VMware MSP Up to $1,000 in service credit at no charge
contracts only)

Maximum of 100 GB Maximum of 2000 GB

Maximum of 500 GB
Reserved RAM VMware Reserved RAM VMware
Reserved RAM VMware
vCloud® Service vCloud® Service vCloud® Service
Cloud Test Demonstration
1( Provider Bundles, per Provider Bundles, per Provider Bundles, per
Environment for Rental
country where Service country where Service country where Service
License agreements only)
Provider is authorized for Provider is authorized for Provider is authorized for
participation based on participation based on participation based on
criteria
criteria criteria

Internal Use Software Licenses

2(
(IUL) for Rental License ü
agreements only)
Use of Hosted IT Services by
Up to 10% of monthly points or up to 100 points
Service Provider (for Rental
3

(whichever is greater) based on criteria.

License agreements only)

MARKETING

VMware partners can promote their partnership by displaying the appropriate

VMware Partner Identifier and identifier on their websites, in advertisements and customer communications, and
Logo Usage: Professional, other marketing materials. Brand and logo usage guidelines and logo files can be
Enterprise , Premier accessed and downloaded from Partner Central. Logos are available in .EPS and
.GIF formats

VMware Cloud Provider Program Guide / 14

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MARKETING

Listing on
vcloudproviders.vmware.com
ü
Press Release Support – VMware will supply news release templates,
Progression in Level with Director- level quotes
Press Release Support –
VMware Cloud Verified and VMware will supply news release
template upon approval
Horizon DaaS Powered
Pooled and by request Pooled and preferred
Development Fund (DF) based on approved access based on
marketing plan approved marketing plan
Option to be a Cloud Credits
redemption partner (for Rental ü ü
License agreements only)

Social Media Support ü

Premier listing on
vcloudproviders.vmware.com
ü
Lead Generation Programs ü
Joint success stories/ case
1/year
studies
Joint webcast 1/year
EDUCATION AND SUPPORT
20% discount on VMware-delivered courses (US locations only.) Courses are also
VMware Certified Professional
available through VMware Authorized Training Centers. Contact Training Center
(VCP)
for pricing.

VMware Sales Professional No-charge, online introductory sales training designed to teach partners about
(VSP) Training and virtualization basics and how to message VMware solutions to new and existing
Accreditation customers.

VMware Sales Professional – No-charge, online introductory sales training enabling partners to have pertinent
Cloud Provider (VSP-CP) conversations with customers surrounding cloud computing and identify
Training and Accreditation opportunities where partners can have immediate impact.

VMware Operations
No-charge, online operations training designed to enable VMware Cloud Provider
Professional – Cloud Provider
Service Provider partners to successfully use key tools for managing Cloud
(VOP-CP) Training and
Service operations-related tasks for their service offerings.
Accreditation

No-charge online, self-paced technical accreditation that uses guided tours,

VMware Technical Solution
demonstrations and quizzes to teach technical pre-sales personnel about VMware
Professional (VTSP) Training
products and solutions. Designed to be a springboard for technical people new to
and Accreditation
selling VMware and virtualization and cloud infrastructure
Access to Service Provider
Specific Learning Paths in ü
Partner University

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EDUCATION AND SUPPORT

Web-based portal with content customized to the partner’s program, level and role
Partner Central with dedicated pages for products and solutions, promotions, sales tools and
marketing tools to help develop your virtualization practice.

A one-stop shop for VMware Partner Network program inquiries. As part of our
ongoing efforts to improve ease of doing business with partners, the Partner
Success Center provides real-time, around the clock program support in several
Partner Success Center (PSC) languages. Production support is included for products rented through the VMware
([email protected]) Cloud Provider Program subscription model.

Note: VMware recommends that only VMware Certified Professionals (VCP) call
VMware Tech Support. This ensures that incidents are handled as efficiently as
possible.

ACCOUNT MANAGEMENT
May be assigned on a
VMware Business Manager discretionary basis by
and Marketing Manager
VMware

1
Cloud Test Demonstration: VMware Service Providers in good standing can use some of their licenses to establish
a Cloud Test Demonstration Environment, if following criteria is met: a) Service Provider must configure the Usage
Meter to report demonstration usage separately from production usage and report that monthly usage to Aggregator:
b) the environment is used for no more than 30 hosting customer users at a time; c) Service Provider may not charge
any fees; d) the demonstration ends upon the earlier of the date when the Service Provider converts the Hosting
Customer trial into a billable service, or 90 days from the date Hosting Customer commences any use of, or access
to the environment.

2
IUL is NOT to be used for backend systems such as management of platform, DNS, billing and provisioning
platforms etc.

3
VMware Service Providers in good standing at the Enterprise Level or higher have the ability to use up to 10% of
their reported points monthly or up to 100 points (whichever is greater) for their own consumption, if following criteria
is met: a) All points usage by the Service Provider of their Hosted IT Service must be reported through the hosting
customer reporting process; b) payment for the usage will be at the same rate that the Service Provider incurs for
their public Hosted IT Services; c) Service Provider may only use the same multi-tenant Hosted IT Services that their
hosting customers are using, not a single tenant environment; and d) for purposes of this benefit, the Service
Provider is considered itself, business units, parent companies, or affiliates associated with the Service Provider.

Professional Services Delivered by VMware

Benefit From Our Expertise. From strategy to implementation to optimization, VMware helps you get up and running
fast, minimize risk, and delivers the business outcome you expect from your VMware investments. We bring deep
experience to facilitate your evolution from legacy to emerging technology solutions – giving you an edge in today’s
complex digital world. Professional Services that are available through the VMware Cloud Provider Program include
Technical Account Managers (TAM), Professional Services such as Jump Starts, Technologies Engagements, data
center design and optimization, and GSS Support services including extended Support and Enhanced Support. More
information about these available services can be found on Partner Central.

VMware Cloud Provider Program Guide / 16

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Partner Central Helpful Links

Advantage+ www.vmware.com/go/adplus
Cloud Services www.vmware.com/go/partnercentral/sdp
Development Funds (formerly MDF) www.vmware.com/go/devfunds
Enterprise License Agreements (ELA) Preferred Pricing www.vmware.com/go/ela
Enterprise Purchasing Program (EPP) www.vmware.com/epp
Internal Use Licenses (IUL) www.vmware.com/go/iul
Lead Sharing Program www.vmware.com/go/marketingacademy
Marketing Academy www.vmware.com/go/leads
Not for Resale Licenses (NFR) www.vmware.com/go/nfr
Partner Central www.vmware.com/go/partnercentral
Partner Link www.vmware.com/go/partnerlink
Partner Locator partnerlocator.vmware.com
Partner Marketing Bureau www.vmware.com/go/marketingbureau
Partner Support Center www.vmware.com/go/partnersupportcenter
Partner Technical Support www.vmware.com/go/techsupport
Partner University www.vmware.com/go/partneruniversity
Partner Technical Support www.vmware.com/go/techsupport
Premier Rewards www.vmware.com/go/premierrewards
Promotions www.vmware.com/go/promotions
Renewals www.vmware.com/go/renewals
Sales Rewards www.vmware.com/go/salesrewards
Solution Competencies www.vmware.com/go/solutioncompetencies
Solution Enablement Toolkits (SETs) www.vmware.com/go/SET
Solution Rewards www.vmware.com/go/solutionrewards
Specializations www.vmware.com/go/specializations
Twitter Twitter.com/vmwarepartners
vmLIVE Schedule www.vmware.com/go/vmlive
VMware Blogs Blogs.vmware.com/partner
VMware GRID www.vmwaregrid.com
VMware Certified Professional (VCP) www.vmware.com/go/vcp
VMware Purchasing Program (VPP) www.vmware.com/go/vpp
VMware Sales Professional (VSP) www.vmware.com/go/vsp
VMware Technical Solutions Professional (VTSP) www.vmware.com/go/vtsp
VSP Boot Camp (formerly SolutionTracks) www.vmware.com/go/vspbootcamp
Website-in-a-Box www.vmware.com/go/websiteinabox

VMware Cloud Provider Program Guide / 17

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APPENDIX - Operational Information

Unique Partner Identification Number commercial VMware product to provide or operate a

Upon program authorization, VMware will provide each service to U.S. Federal end-customers, the Service
VMware partner in a country with a unique Partner Provider must complete the Federal SKU Exception
Identification Number. This VMware “Partner ID” is Form and email to [email protected].
required for all orders, including registering opportunities
Disclaimer: VMware expressly disclaims that any
and Internal Use Licenses (IUL). The VMware Partner
VMware products or their use as part of any service
ID is referenced in order to allocate proper discounts
provided by a Service Provider are compliant with any
and to calculate specific program benefits, such as
Federal Regulations, including but not limited to Section
development funds, when applicable.
508. The Federal Licenses that are ordered for a
Service Identifier (SID) Service Provider through an Aggregator include the
warranties provided at:
A unique identifier for a group of related services that
http://www.vmware.com/solutions/industry/government/
expire on the same date. Grouping is accomplished by
warranty.html
purchasing “add-on” products and assigning them to an
existing SID. Grouping add-on purchases around an
Any warranties provided with these Federal License
initial purchase allows for the combining of service
Keys are provided solely for the VMware products
components, the aggregation of billing, and co-terming
alone, and do not extend to any services provided by a
related items.
Service Provider to any U.S. Federal Government End
User or other government entity.
Academic Installations
Service Providers with Rental License agreements may U.S. Government Reporting
install and operate VMware products for academic
In addition to the product usage reporting required for all
institutions. Specific Academic SKUs are not currently
VMware products consumed through the VMware Cloud
available in the VMware Cloud Provider Program.
Provider Program, regardless of whether a Service
Contact your VMware Business Development Manager
Provider uses a Commercial VMware product for State
or the VMware Cloud Provider Program Office for
and Local Government and Education ("SLED") or
assistance with Academic opportunities.
Federal License Keys, Service Providers providing a
Hosted IT Service or Managed Service based on
U.S. Government Sales VMware Cloud Services to any United States Federal
The VMware Cloud Provider Program enables Service government or SLED entity as an End User must
Providers with Rental License agreements to sell into separately report government End User transactions
the U.S. Federal marketplace using VMware Federal (including End User names) to their VMware Aggregator
License Keys. These Federal License Keys provide U.S. on a monthly basis.
based Support for VMware products to help address the
needs of the U.S. Federal government. All Service A United States Government End User is defined as:
Providers with Rental License agreements that are in
good standing, are currently registered in the VMware • All U.S. Federal (executive, legislative or judicial)
Partner Network, and have demonstrated an agencies, bureaus, departments, commissions,
understanding of the U.S. Federal marketplace, are boards, offices, or councils.
eligible to obtain Federal License Keys. • All U.S. Tribal Government entities and nations.
• All U.S. Federally Funded Research and
NOTE THAT IN THE EVENT A SERVICE PROVIDER Development Centers (FFRDCs).
USES NON-FEDERAL LICENSE KEYS TO PROVIDE
• SLED: all state and local government entities, K-
A HOSTED IT SERVICE TO U.S. FEDERAL END-
12 educational entities, and institutions of higher
CUSTOMERS, that Service Provider expressly
education.
acknowledges and agrees they are waiving any right or
ability to receive U.S. based support services or any If a Service Provider is delivering Hosted IT Services to
other features offered by VMware Federal License Keys any U.S. Government End Users on a shared platform,
that are meant to address the needs of the U.S. Federal VMware considers this to be multi-tenant, and as such,
Government. Additionally, if a Service Provider uses a

VMware Cloud Provider Program Guide / 18

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VMware products may only be used through the Cloud No additional support contract is necessary as U.S.
Provider Program, and not under any other VMware Support and Subscription is included with Federal
license. License Keys. VMware U.S. Federal Technical Support
is provided to VMware Service Providers calling on
All reporting requirements applicable in the VMware behalf of U.S. Federal Government End Users, thus
Cloud Provider Program will apply to U.S. Government providing access to VMware technical support engineers
End Users, including but not limited to the use of the who are physically located in, and are citizens of, the
VMware vCloud Usage Meter. United States.

Reporting for U.S Government End User usage must be The above telephone number is for the exclusive use of
completely separate from the commercial End User Service Providers that have purchased Federal License
usage reporting provided to the Aggregator. Keys requesting VMware support on behalf of U.S.
Federal Government End Users only. VMware will deny
service to any unauthorized users and route them back
U.S. Federal Support to standard VMware contact avenues to receive
To ensure Service Providers with Rental License technical support.
agreements using Federal License Keys receive U.S.
Citizen on U.S. Soil support, Service Providers must call VMware cannot guarantee that support requests filed
the VMware dedicated U.S. Federal Support telephone via the Internet will be assigned to a U.S. citizen on U.S.
number (1-877-869-2730 or 1-650-846-2060) for soil. Do not file support requests via the Internet;
assistance with any licensing or technical support issue instead, file all support requests by telephone using the
related to a Federal License Key. If a Service Provider dedicated U.S. Federal Support telephone number.
requires speaking to someone with any type of
For more information, see:
government clearances, they must inform the
www.vmware.com/support/services/usfedsupport.html
representative immediately at the start of the call.

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Rental Licensing Model Overview

The following diagram illustrates the uses of VMware software permitted under the perpetual license EULA and the
uses requiring the EULA amendment provided only through membership in the VMware Cloud Provider Program. The
VMware Cloud Provider Program amendment is required to “rent” or “host” VMware software, which includes all
elements of a partners’ hosted platform including management, and is required if any access to VMware software
(including virtual machines or the virtualization layer) is provided to Third Parties. A “Third-Party” is any entity that is
not an Affiliate (as defined in the VMware end user license agreement), department, division, or business group within
the customer. For clarity, except as permitted under the Cloud Provider Program Guide, licenses acquired under the
VMware Cloud Provider Program may not be used or installed for internal use.

rd
Are you providing any Are you providing 3 Third Party Hosting
rd
form of 3 party access party access to your
or operation on behalf of own internally developed Enroll in the VMware
rd Yes No
a 3 party? applications? Cloud Provider
Program. Contact an
Aggregator to enroll.
Yes
No

Traditional Software as a Service

Virtualization (SaaS)

· Use perpetual license · Use perpetual license

· Currently permitted via · Currently permitted via

EULA EULA as modified by
Product Guide for
vSphere

Software as a Service (SaaS) is an application delivery model where Third Parties access and use an application that
is hosted and delivered by a customer using VMware software. If the SaaS offering is delivered by the Software
Vendor (ISV) that developed application internally and owns the intellectual property rights in the application, a
perpetual license for VMware software is likely appropriate– see the vSphere notes in the Product Guide to confirm
that the “Internally Develop Applications” exception applies. If the SaaS offering is delivered by a customer that did
not develop the software itself, VMware Cloud Provider Program licensing must be used. While ISVs may use
perpetual licenses to deliver an internally developed application as a SaaS offering, they may also use licenses to
VMware software procured under the VMware Cloud Provider Program.

Example:
• Company ABC internally develops an application that can be set up to be a SaaS environment using
VMware vSphere – a perpetual license for vSphere is appropriate if the Internally Developed Application
criteria are met.
• Service Provider XYZ hosts the application developed by Company ABC either with or without modifications
- Service Provider XYZ must procure VMware licenses through the VMware Cloud Provider Program
because the Internally Developed Application criteria are not met.

VMware Cloud Provider Program partners can only leverage perpetual and or OEM license keys to support internal
IT operations. Internal IT operations are any IT functions that exclusively support a partner’s system(s) that is not
connected, either directly or in an ancillary manner, to the partners hosting environment. In addition, perpetual and or
OEM licenses may not be used in conjunction with managing the hosting environment utilizing VMware or any
unaffiliated third-party software. Virtual machines running on hosts with perpetual license keys should be tagged in
the vCloud Usage Meter and are not considered billable through the VMware Cloud Provider Program.
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MSP Model Overview

The following diagram illustrates the uses of VMware Cloud Services (such as AirWatch) (the “Service Offering”) that
are permitted under the standard Terms of Service and when the use requires the Terms of Service amendment
provided under the Managed Service Provider (MSP) model through membership in the VMware Cloud Provider
Program. Cloud services must be acquired through the MSP model under the VMware Cloud Provider Program for all
commercial offerings that provide Third Party access to the Service Offering (i.e. the infrastructure layer or
management capability). A “Third Party” is any person or entity that is not the customer (or a department, division, or
business group of the customer).

Are you providing and Are you providing and Are you selling the Service
supporting a commercial supporting a commercial Offering to your customer for its
offering where your customer No offering where your customer No own use (either alone or
will have any access to the will never have any access to combined with additional
Service Offering? the Service Offering? services)?
Yes

Yes
Yes

Utilize VCPP MSP Utilize VCPP MSP Utilize Solution Provider

(the terms for use of your (the terms for use of your Program to sell subscriptions,
commercial offering are commercial offering are SPP Credits or HPP Credits to
between you and your between you and your your customer
customer) customer)
(the terms for use of the
Direct purchase of subscriptions or Service Offering are between
or SPP/HPP Credits cannot be VMware and your customer)
used Use subscriptions purchased
directly or through SPP/HPP
Credits for your own
consumption to provide your
offering
(the terms for use of your
commercial offering are
between you and your
customer)

VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com

Copyright © 2018 VMware, Inc. All rights reserved. This product is protected by U.S. and international copyright and intellectual property laws. VMware products are covered by one or more patents listed at
http://www.vmware.com/go/patents. VMware is a registered trademark or trademark of VMware, Inc. in the United States and/or other jurisdictions. All other marks and names mentioned herein may be trademarks of their respective
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