VMware Cloud Foundation - PnP presentation 8_6_18 EN.pptx

1. Pricing & Packaging
VMware Cloud Foundation
VMware ISBU
7/2018

2. Content Summary
Pricing & Packaging Summary
Executive Summary
New VCF Pricing & Packaging
VCF for VDI Pricing & Packaging
CONFIDENTIAL
Complete VCF Licensing w/ Upgrade Bundles

3. STRATEGIC
PRIORITIES
IT Initiatives: Aligned to customer strategic priorities
Software
Defined
Private
Cloud
Hybrid
Cloud
Next Gen
Applications
Agility by
Automation
IT
INITIATIVES
Secure
Access
Mgmt
Unify
Endpoint
Mgmt
Simplify
Windows
Delivery
Secure App
Infra
Embrace
Cloud
Networking
Unify the
Branch /
Edge
Digital Transformation
Modernize
Data Centers
Integrate
Public Clouds
Empower
Digital
Workspace
Transform
Networking &
Security
VMware Cloud Foundation is the
main product focused on these initiatives
CONFIDENTIAL

4. Executive Summary
• Four editions of VMware Cloud Foundation: Basic, STD, ADV, and ENT
• VCF STD, ADV, and ENT include built-in bundle discount!
• These editions also include Cloud Management (vRealize Suite and vRealize Network Insight)
• Note: vRNI is not integrated into the lifecycle automation of VCF and will require manual deployment
• Upgrade bundle SKUs are available to allow customers to bring existing licenses (also include bundle discount)
• 1.5x sales accelerator when sold with Dell EMC VxRack SDDC and VxRail on all VCF SKUs!
• 1.25x sales accelerator on all other hardware platforms!
Whats New starting 8/6:
• VMware Cloud Foundation SKUs will be updated to include the new editions of NSX
• VCF Basic will now include NSX DC Professional (now lower cost entry point)
• VCF STD and ADV will include NSX DC ADV
• VCF ENT will now include NSX DC ENT+ (now with NSX Hybrid Connect at no additional cost!)
• Greater bundled discount vs buying individual products!
• VCF SKU pricing will change to reflect the updated NSX pricing
CONFIDENTIAL

5. NSX PnP Change – Implications on VCF PnP
• NSX will be introducing 4 new editions and pricing as part of their datacenter lineup
• NSX DC STD, NSX DC Professional, NSX DC ADV, and NSX DC ENT+
• These new SKUs went live starting 6/5/2018
• How does this affect existing VCF customers?
• Customers who have bought VCF Basic, STD, and ADV (include NSX ADV) will automatically be entitled to the
new NSX DC ADV edition.
• Customers who have bought VCF ENT (includes NSX ENT and vRNI ENT) can initiate a license upgrade
process through GSS, and they will be converted to NSX DC ENT + and vRNI ENT add-on, which now includes
NSX Hybrid Connect at no additional cost (net new capabilities at no additional cost!)
• Starting 8/6 VCF Basic will not include NSX DC PRO and VCF ENT will include NSX DC ENT+

6. Changes to VMWare Cloud Foundation Pricing
vRNI ADV
vRS STD
SDDC Manager
NSX ADV
vSAN ADV
vSphere ENT+
$16,995
STD
vRNI ADV
vRS ENT
SDDC Manager
NSX ADV
vSAN ADV
vSphere ENT+
$19,995
ADV
vRNI ENT
vRS ENT
SDDC Manager
NSX ENT
vSAN ENT
vSphere ENT+
$23,995
ENT
SDDC Manager
NSX ADV
vSAN ADV
vSphere ENT+
$13,640
BASIC
(No built-in discount) (9.5% built-in discount) (12.5% built-in discount) (14% built-in discount)
vRNI ADV
vRS STD
SDDC Manager
NSX ADV
vSAN ADV
vSphere ENT+
$17,795
STD
vRNI ADV
vRS ENT
SDDC Manager
NSX ADV
vSAN ADV
vSphere ENT+
$20,795
ADV
vRS ENT
SDDC Manager
NSX ENT+
vRNI ENT(add-on)
vSAN ENT
vSphere ENT+
$23,995
ENT
SDDC Manager
NSX PROF
vSAN ADV
vSphere ENT+
$13,140
BASIC
Current Pricing
New Pricing
(10% built-in discount)
(No built-in discount) (12.9% built-in discount) (14.5% built-in discount)
3.7% down 4.7% uplift 4% uplift No uplift
See feature details in slide 8

7. 7
Confidential │ ©2018 VMware, Inc.
VMware Cloud Foundation
Pricing & Packaging Details

8. VMware Cloud Foundation Edition Lineup
VMware Cloud Foundation
Basic Standard Advanced Enterprise
MANAGEMENT
Automated lifecycle management ● ● ● ●
SDDC Manager SDDC Manager SDDC Manager SDDC Manager
BUSINESS - Cloud Business Planning and Showback ● ●
BUSINESS - Cloud Costing, Cloud Compare ● ● ●
AUTOMATION - App Provisioning ● ●
AUTOMATION - Infra Provisioning, Governance ● ●
LOG INSIGHT - Log Analytics ● ● ●
OPERATIONS - Capacity Planning, OS/App Monitoring ● ● ●
vRealize Suite STD vRealize Suite ENT vRealize Suite ENT
NETWORK OPS - AWS VPC, Tags in M-Seg Planning ●
NETWORK OPS - Flow Analysis, M-Seg Planning ● ● ●
vRNI ADV vRNI ADV vRNI ENT
NETWORKING
NSX Hybrid Connect (large scale workload migration) (3)
●
Context aware micro-segmentation (app ID) ●
Multi-Site & container networking and security (3)
● ● ●
NSX Edge load balancing ● ● ●
Integration with CMP/NSX Cloud ● ● ● ●
VPN (L2-L3) ● ● ● ●
Distributed switching, routing and firewalling ● ● ● ●
NSX DC PRO NSX DC ADV NSX DC ADV NSX DC ENT+
STORAGE
Data-at-rest Encryption ●
Stretched Cluster with Local Failure Protection (3)
●
Erasure Coding (All Flash only) ● ● ● ●
Deduplication & Compression (All Flash only) ● ● ● ●
vSAN ADV vSAN ADV vSAN ADV vSAN ENT
COMPUTE
Distributed Resource Scheduler ● ● ● ●
Cross-VC vMotion, and Long Distance vMotion ● ● ● ●
High Availability, and Fault Tolerance ● ● ● ●
vSphere ENT+ vSphere ENT+ vSphere ENT+ vSphere ENT+
License Price (per CPU) $13,135 $17,795 $20,795 $23,995
Bundle discount 0% 10.0% 12.9% 14.5%
SKU CF-CPU-B1-C CF-STD-C CF-ADV-C CF-ENT-C
CONFIDENTIAL
• Soft bundle structure – components can
be upgraded or renewed independently
of each other
• Perpetual licensing
• Per CPU licensing metric
• Production SnS only
• Ability to bring in existing licenses
• Bring your own vCenter Server License
– one per VCF instance
• Updated NSX features and capabilities
New Bundle Discount!
Price
Decrease
New
Features
New
Features
New
Features
1) Minimum licensing requirement for VCF is the Basic edition, i.e. vSphere ENT+, vSAN ADV, NSX DC PRO and SDDC Manager
2) Please make sure you reach out to your ISBU Cloud Foundation BDM specialist for help in building the right package for your customers
3) Requires manual deployment
New
1.5x on VxRack SDDC
1.25x other hardware

9. Upgrade Bundle SKUs for VMware Cloud Foundation
vSAN
NSX
vRNI
SDDC Mgr
vSAN
NSX
vRNI
SDDC Mgr
vSAN
vRS
vRNI
SDDC Mgr
vSAN
vRS
vRNI
SDDC Mgr
NSX
vRS
vRNI
SDDC Mgr
NSX
vRS
vRNI
SDDC Mgr
vSAN
NSX
vRS
vRNI
SDDC Mgr
vSAN
NSX
vRS
vRNI
SDDC Mgr
vSphere vSphere
vSAN
vSphere
NSX
vSphere
vRS
vSAN
NSX
vRS
vRNI
SDDC Mgr
NSX
vRS
vRNI
SDDC Mgr
vSAN
vRS
vRNI
SDDC Mgr
vSAN
NSX
vRNI
SDDC Mgr
vCS
or
Customer has existing
licenses for these
components:
Because VCF is a soft bundle, we created upgrade bundles that contain just the needed remaining components to deploy
desired editions of VCF. Upgrade bundles don’t have the operational requirements of traditional upgrade SKUs, instead
they behave like simple add-ons to existing licenses
Customer buys
corresponding upgrade
bundle SKU in the
desired edition:
1
2 ENT
ADV
STD
1) The discount for upgrade bundle SKUs is 25% lower than the bundle discount of its corresponding core edition. This is to reward customers that make an investment
in the full VMware Cloud Foundation software stack.
2) A customer that owns licenses for three or more of the components must complete the VCF licensing by buying the remaining standalone products
CONFIDENTIAL
1.5x on VxRack SDDC
1.25x other hardware

10. List of VMware Cloud Foundation SKUs
Part Number Item Description List Price (USD)
VMware Cloud Foundation – Core Editions
CF-CPU-B1-C VMware Cloud Foundation Basic (Per CPU) $13,135.00
CF-STD-C VMware Cloud Foundation Standard (Per CPU) $17,795.00
CF-ADV-C VMware Cloud Foundation Advanced (Per CPU) $20,795.00
CF-ENT-C VMware Cloud Foundation Enterprise (Per CPU) $23,995.00
Upgrades from vSphere to VMware Cloud Foundation
CF-CPU-B2-C Upgrade: VMware vSphere 6 to VMware Cloud Foundation Basic for (Per CPU) $9,645.00
CF-B1-VS6-STD-C Upgrade: VMware vSphere 6 to VMware Cloud Foundation Standard (Per CPU) $15,055.00
CF-B1-VS6-ADV-C Upgrade: VMware vSphere 6 to VMware Cloud Foundation Advanced (Per CPU) $18,405.00
CF-B1-VS6-ENT-C Upgrade: VMware vSphere 6 to VMware Cloud Foundation Enterprise (Per CPU) $21,895.00
Upgrades from vSphere + vSAN to VMware Cloud Foundation
CF-B2-VS6-STD-C Upgrade: (VMware vSphere 6 and VMware vSAN 6) to VMware Cloud Foundation Standard (Per CPU) $11,255.00
CF-B2-VS6-ADV-C Upgrade: (VMware vSphere 6 and VMware vSAN 6) to VMware Cloud Foundation Advanced (Per CPU) $14,695.00
CF-B2-VS6-ENT-C Upgrade: (VMware vSphere 6 and VMware vSAN 6) to VMware Cloud Foundation Enterprise (Per CPU) $16,865.00
Upgrades from vSphere + NSX to VMware Cloud Foundation
CF-B3-VS6-STD-C Upgrade: (VMware vSphere 6 and VMware NSX) to VMware Cloud Foundation Standard (Per CPU) $9,975.00
CF-B3-VS6-ADV-C Upgrade: (VMware vSphere 6 and VMware NSX) to VMware Cloud Foundation Advanced (Per CPU) $13,445.00
CF-B3-VS6-ENT-C Upgrade: (VMware vSphere 6 and VMware NSX) to VMware Cloud Foundation Enterprise (Per CPU) $14,335.00
Upgrades from vSphere + vRealize Suite (or vCloud Suite) to Cloud Foundation
CF-B4-VS6-STD-C Upgrade: (VMware vSphere 6 and vRealize Suite 2017) to VMware Cloud Foundation Standard (Per CPU) $11,505.00
CF-B4-VS6-ADV-C Upgrade: (VMware vSphere 6 and vRealize Suite 2017) to VMware Cloud Foundation Advanced (Per CPU) $11,235.00
CF-B4-VS6-ENT-C Upgrade: (VMware vSphere 6 and vRealize Suite 2017) to VMware Cloud Foundation Enterprise (Per CPU) $14,825.00
SDDC Manager – Standalone SKU
CF-SDDC-MAC-C VMware SDDC Manager (Per CPU) $1,535.00
CONFIDENTIAL
1.5x on VxRack SDDC
1.25x other hardware

11. 11
Confidential │ ©2018 VMware, Inc.
Completing VMware Cloud
Foundation Licensing with upgrade
bundles

12. Upgrade Bundle: VMware Cloud Foundation from vSphere
Item Description – Upgrade: VMware vSphere 6 to VMware Cloud Foundation
Upgrade to VCF Basic CF-CPU-B2-C $9,645.00
Upgrade to VCF STD CF-B1-VS6-STD-C $15,055.00
Upgrade to VCF ADV CF-B1-VS6-ADV-C $18,405.00
Upgrade to VCF ENT CF-B1-VS6-ENT-C $21,895.00
SDDC Manager
NSX DC PRO
VMware Cloud Foundation
Basic Upgrade
vSphere Enterprise Plus
Existing License
vSAN Advanced
SDDC Manager
NSX
VMware Cloud Foundation
STD/ADV/ENT Upgrade
vSAN
vRNI
vRealize Suite
Upgrade SKUs & Price (USD):
CONFIDENTIAL
1.5x on VxRack SDDC
1.25x other hardware

13. Upgrade Bundle: VMware Cloud Foundation from vSphere + vSAN
Item Description – Upgrade: (VMware vSphere 6 and VMware vSAN 6) to VMware Cloud Foundation
Upgrade to VCF STD CF-B2-VS6-STD-C $11,255.00
Upgrade to VCF ADV CF-B2-VS6-ADV-C $14,695.00
Upgrade to VCF ENT CF-B2-VS6-ENT-C $16,865.00
Upgrade SKUs & Price (USD):
vSphere ENT Plus
Existing License
vSAN ADV/ENT
SDDC Manager
NSX
VMware Cloud Foundation
STD/ADV/ENT Upgrade
vRNI
vRealize Suite
CONFIDENTIAL
1.5x on VxRack SDDC
1.25x other hardware

14. Upgrade Bundle: VMware Cloud Foundation from vSphere + NSX
Item Description – Upgrade: (VMware vSphere 6 and VMware NSX) to VMware Cloud Foundation
Upgrade to VCF STD CF-B3-VS6-STD-C $9,975.00
Upgrade to VCF ADV CF-B3-VS6-ADV-C $13,445.00
Upgrade to VCF ENT CF-B3-VS6-ENT-C $15,592.00
Upgrade SKUs & Price (USD):
vSphere ENT Plus
Existing License
NSX DC PRO/ADV/ENT
SDDC Manager
vSAN
VMware Cloud Foundation
STD/ADV/ENT Upgrade
vRNI
vRealize Suite
CONFIDENTIAL
1.5x on VxRack SDDC
1.25x other hardware

15. Upgrade Bundle: VMware Cloud Foundation from
vSphere + vRealize Suite or from vCloud Suite
Item Description – Upgrade: (VMware vSphere 6 and vRealize Suite 2017) to VMware Cloud Foundation
Upgrade to VCF STD CF-B4-VS6-STD-C $10,343.00
Upgrade to VCF ADV CF-B4-VS6-ADV-C $10,343.00
Upgrade to VCF ENT CF-B4-VS6-ENT-C $14,716.00
Upgrade SKUs & Price (USD):
vSphere ENT Plus
Existing License
vRS STD/ADV/ENT
SDDC Manager
vSAN
VMware Cloud Foundation
STD/ADV/ENT Upgrade
vRNI
NSX
CONFIDENTIAL
1.5x on VxRack SDDC
1.25x other hardware

16. Completing the licensing for VMware Cloud Foundation from three or
more components (Example 1: vSphere + vSAN + NSX)
Minimum licensing requirement: VCF Basic (vSphere ENT+, vSAN ADV, NSX DC PRO, SDDC Manager)
Optionally add vRNI/vRS
SDDC Manager CF-SDDC-MAC-C $1,535.00
Standalone SKU:
vSphere ENT Plus
Existing License
vSAN ADV/ENT
SDDC Manager
Purchase Individual Product
SKUs
vRNI (optional)
NSX DC PRO/ADV/ENT+
vRS STD/ADV/ENT
(optional)
Required
Optional
CONFIDENTIAL
*No 1.25x multiplier applied

17. Completing the licensing for VMware Cloud Foundation from three or
more components (Example 2: vSphere + vSAN + vRealize Suite)
Minimum licensing requirement: VCF Basic (vSphere ENT+, vSAN ADV, NSX ADV, SDDC Manager)
Optionally add vRNI
SDDC Manager CF-SDDC-MAC-C $1,535.00
NSX DC PRO NX-DC-PF-C $4,794.00
NSX DC ADV NX-DC-ADV-C $6,594.00
NSX DC ENT+ NX-DC-EPL-C 10,194.00
Standalone SKU:
vSphere ENT Plus
Existing License
vSAN ADV/ENT
SDDC Manager
Purchase Individual Product
SKUs
vRNI (optional)
vRS STD/ADV/ENT
NSX DC PRO/ADV/ENT+
Required
Optional
CONFIDENTIAL
*No 1.25x multiplier applied

18. 18
Confidential │ ©2018 VMware, Inc.
Other Licensing Scenarios

19. Other Scenarios:
Mixing & Matching Editions for Full Stack Purchases
Scenario: Customers want a different mix of editions of underlying components
Customer has specific requirements for a combination of editions in the underlying components (i.e. vSAN,
NSX, vRealize Suite or vRNI) doesn’t match with the core editions of VMware Cloud Foundation (i.e. Basic,
STD, ADV or ENT)
Lets take a look at two possible scenarios:
CONFIDENTIAL

20. Customer wants a different edition of one component inside the VCF
bundle
Example: Customer wants VCF ADV but wants vSAN ENT instead of vSAN ADV
CONFIDENTIAL
vSphere ENT Plus
Purchase individual product SKUs
vSAN ENT
SDDC Manager
NSX DC ADV
VMware Cloud Foundation
ADV Upgrade Bundle
vRNI ADV
vRealize Suite ENT
What to buy:
• vSphere ENT+ and vSAN ENT standalone SKUs
• VCF ADV upgrade bundle SKU (without vSphere and vSAN)
Benefits:
• Gives customer flexibility in the editions they want
• Will still get bundled discount on VCF ADV upgrade bundle
• Will still get sales accelerator on VCF ADV upgrade bundle
Sales accelerator &
Bundled discount
+

21. Customer wants a different edition of one component inside the VCF
bundle
Example: Customer wants VCF ENT (vSAN and NSX ENT) but with vRS ADV instead of vRS ENT
vSphere ENT Plus
vRS ADV
SDDC Manager
vSAN ENT
VMware Cloud Foundation
ENT Upgrade
vRNI ENT
NSX ENT
CONFIDENTIAL
What to buy:
• vSphere ENT+ and vRealize Suite ADV standalone SKUs
• VCF ENT upgrade bundle SKU (without vSphere and
vRealize Suite)
Benefits:
• Gives customer flexibility in the editions they want
• Will still get bundled discount on VCF ADV upgrade bundle
• Will still get sales accelerator on VCF ADV upgrade bundle
Sales accelerator &
Bundled discount
Purchase individual product SKUs

22. Other Scenarios: Mixing Upgrade Bundles w/ Existing Licenses
Customer wants to a specific VCF edition, but customer owns a different edition
on one of the components than the one in VCF:
Examples:
1) Customer owns vSAN ENT. Customer buys upgrade bundle SKU for VCF ADV (whose core edition
includes vSAN ADV), because he/she is interested in NSX ADV and vRealize Suite ENT functionality.
End result: customer owns VCF ADV with a vSAN edition with higher functionality
2) Customer owns NSX ADV. Customer buys upgrade bundle SKU for VCF ENT+ (whose core edition
includes NSX ENT), because he/she is interested in vSAN ENT and vRealize Suite ENT functionality.
End result: customer owns VCF ENT with a NSX edition with lower functionality
What do we do?
Since VCF is a soft bundle, these combos are expected and permitted, as long as the customer completes the
minimum edition requirements for individual products in VCF Basic.
A core objective of this PnP strategy is to Simplify & Focus through pre-defined editions for the Field to
position, while enabling flexibility for customers with existing investments.
CONFIDENTIAL

23. Other Scenarios: Mixing Upgrade Bundles w/ Existing Licenses
Customer wants a specific VCF edition, but customer owns a different edition on one of the components than the one in
VCF
vSphere ENT Plus
Existing License
vSAN ENT
SDDC Manager
NSX
VMware Cloud Foundation
STD Upgrade Bundle
vRNI ADV
vRealize Suite STD
CONFIDENTIAL
Sales accelerator &
Bundled discount
Example:
• Customer owns vSAN ENT but wants vRS STD and NSX
DC ADV
What to buy:
• Customer can buy VCF STD upgrade bundle and buy or
bring in existing vSphere license
End result:
• Customer owns VCF STD with vSAN ENT

24. 26
Confidential │ ©2018 VMware, Inc.
VMware Cloud Foundation for
VDI
Pricing & Packaging

25. VMware Cloud Foundation with Horizon Per CCU SKU
• Perpetual licensing
• Per CCU licensing metric
• Sold in 10 or 100 packs
• VCF per CCU SKU: $733.40 per CCU
• Restricted to running VDI workloads only (complete VDI-only VCF instance
or dedicated VDI workload domain in a mixed VCF instance)
• Allows customers to convert existing Horizon (CCU) licenses into VMware
Cloud Foundation with Horizon (CCU)
• For customers looking to run Horizon environments on VMware Cloud
Foundation per CPU, they can buy the Horizon add-on SKU
SDDC Manager Desktop
NSX Desktop
VMware Cloud
Foundation (CCU)
Horizon ENT
(includes vSphere
and
vSAN for Desktop)
CONFIDENTIAL
1.5x on VxRack SDDC
1.25x other hardware

26. Using VMware Cloud Foundation with Horizon ENT (per CCU) in a
mixed environment (VI and VDI workloads)
VI Workload
Domain #1
6 nodes
VDI
Workload
Domain
50 VDI seats
Management
Workload Domain
4 nodes
VMware Cloud Foundation
VI Workload
Domain #2
10 nodes
VMware Cloud Foundation (per CPU)
In this example:
• 8 CPU licenses – Management workload domain
• 12 CPU licenses – VI workload domain #1
• 20 CPU licenses – VI workload domain #2
• 40 CPU licenses – Total CPU licenses needed
• Horizon ENT add-on SKU – Per CCU licensing
VMware Cloud Foundation with Horizon ENT (per
CCU)
• 5 packs of 10 seats – VDI workload domain
If customer has existing Horizon licenses, refer to
next slide
Example of a mixed Cloud Foundation environment
CONFIDENTIAL

27. Bring Existing Horizon Licenses to VMware Cloud Foundation
Horizon STD
Horizon ADV
Existing Licenses:
or
NSX ADV or ENT+
Desktop
Cloud Foundation
Upgrade
$140/$200 per CCU
SDDC Manager Desktop
Horizon ADV/ENT
Upgrade
Horizon ENT
Upgrade to Horizon
ADV/ENT (10% uplift)
+
If customer already has
Horizon ADV/ENT, just add
VCF per CCU upgrade
SDDC Manager Desktop
NSX ADV or ENT+
VMware Cloud
Foundation (CCU)
Horizon ENT
(includes vSphere
and
vSAN for Desktop)
CONFIDENTIAL

28. List of VMware Cloud Foundation for VDI SKUs
Part Number Item Description List Price (USD)
VMware Cloud Foundation for VDI
CF-VD-B1-10-C VMware Cloud Foundation for VDI: SDDC Manager, NSX ADV, and Horizon ENT 10 pack (Per CCU) $7,334.00
CF-VD-B1-100-C VMware Cloud Foundation for VDI: SDDC Manager, NSX ADV, and Horizon ENT 100 pack (Per CCU) $73,340.00
Upgrades from Horizon ADV/ENT
CF-VD-B2-10-C VMware Cloud Foundation for VDI: SDDC Manager and NSX ADV w/o Horizon ENT 10 pack (per CCU) $1,409.00
CF-VD-B2-100-C VMware Cloud Foundation for VDI: SDDC Manager and NSX ADV w/o Horizon ENT 100 pack (per CCU) $14,090.00
CF-VD-B3-10-C VMware Cloud Foundation for VDI: SDDC Manager and NSX ENT+ w/o Horizon ENT 10 pack (Per CCU) $2,009.00
CF-VD-B3-100-C VMware Cloud Foundation for VDI: SDDC Manager and NSX ENT+ w/o Horizon ENT 100 pack (Per CCU) $20,090.00
Upgrades from Horizon ADV/ENT and NSX ADV/ENT for Desktop
CF-SDDC-M10-C VMware SDDC Manager for Desktop 10 pack (Per CCU) $309.00
CF-SDDC-M100-C VMware SDDC Manager for Desktop 100 pack (Per CCU) $3,085.00
CONFIDENTIAL