C L O U D S E R V I C E S P R O V I D E R - S A A S P R I C I N G HA N D B O O K – A P R 2 0 2 3

VMWARE PARTNER CONNECT

CLOUD SERVICES PROVIDER
SAAS PRICING HANDBOOK
Commit and Discount Levels
Global Currencies
VMWARE CLOUD SERVICES PROVIDER - SAAS PRICING GUIDE

Contents
VMWARE CLOUD SERVICES PROVIDER - SAAS PRICING HANDBOOK 3

Cloud Services Provider - SaaS (CSP-SaaS) Services – Product Packaging 4

VMware Horizon Cloud: CSP-SaaS Commit Contracts and Discount Tiers 6

VMware Workspace ONE: CSP-SaaS Commit Contracts and Discount Tiers 7

VMware Workspace ONE Global: CSP-SaaS Commit Contracts and Discount Tiers 8

VMware Cloud on AWS: CSP-SaaS Commit Contracts and Discount Tiers 9

VMware Cloud on AWS Global: CSP-SaaS Commit Contracts and Discount Tiers 10

VMware HCX: CSP-SaaS Commit Contracts and Discount Tiers 11

VMware HCX Global: CSP-SaaS Commit Contracts and Discount Tiers 12

VMware Aria Operations for Logs (Formerly vRealize Log Insight Cloud): CSP-SaaS Commit Contracts and Discount Tiers 13

VMware Aria Operations for Logs Global (Formerly vRealize Log Insight Cloud): CSP-SaaS Commit Contracts and Discount Tiers 14

VMware Aria Cost Powered by CloudHealth: CSP-SaaS Commit Contracts and Discount Tiers 15

VMware Aria Cost Powered by CloudHealth Customer Success Service: CSP- SaaS Commit Contracts and Discount Tiers 16

VMware Aria Cost Powered by CloudHealth Data Center Management Module: CSP-SaaS Commit Contracts and Discount Tiers 17

VMware Aria Automation (Formerly vRealize Automation Cloud): CSP-SaaS Commit Contracts and Discount Tiers 18

VMware Cloud Director service: CSP-SaaS Commit Contracts and Discount Tiers 19

VMware Cloud Director service Global: CSP-SaaS Commit Contracts and Discounts Tiers 20

VMware SD-WAN: CSP-SaaS Commit Contracts and Discount Tiers 21

VMware Aria Operations (Formerly vRealize Operations Cloud) – CSP-SaaS Commit Contracts and Discount Tiers 23

VMware Aria Operations for Networks (Formerly vRealize Network Insight Cloud): CSP-SaaS Commit Contracts and Discount Tiers 24

VMware Tanzu Mission Control: CSP-SaaS Commit Contracts and Discount Tiers 25

VMware Cloud Disaster Recovery: CSP-SaaS Commit Contracts & Discount Tiers 26

VMware Aria Operations for Applications (Formerly Tanzu Observability): CSP-SaaS Commit Contracts and Discount Tiers 27

VMware Carbon Black: CSP-SaaS Commit Contracts and Discount Tiers 28

VMware Tanzu Service Mesh: CSP – SaaS Commit Contracts and Discount Tiers 29

VMware vRealize Cloud Universal: CSP – SaaS Commit Contracts and Discount Tiers 30

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VMWARE CLOUD SERVICES PROVIDER - SAAS PRICING GUIDE

VMWARE CLOUD SERVICES PROVIDER - SAAS PRICING HANDBOOK

The VMware Partner Connect ecosystem consists of over 4,500+ service providers located in more than 120+
countries offering VMware-based cloud services that address every business case, data sovereignty need,
compliance requirement, and vertical market.
The Cloud Services Provider – SaaS (formerly Managed Service Provider) route to market gives partners the
option to use VMware software-as-a-service offerings, without investment in their own data center infrastructure,
delivering managed services on top.
VMware Cloud Partner Navigator is a unified platform that enables partners to expand their business beyond their
own cloud, with easy access to a broad portfolio of multi-cloud services.
It allows partners to simplify the delivery of differentiated services across clouds. With VMware Cloud Partner
Navigator, partners can expand their position as a trusted cloud adviser to customers with multi-cloud business
expansion, simplified operations, and customer flexibility and choice. They can manage the end-to-end customer
lifecycle, including onboarding customers, provisioning, and managing services for them, having a consolidated
view of their usage, and managing support.
To learn more about the Cloud Services Provider - SaaS route to market or Cloud Partner Navigator, visit the
respective pages.
This pricing guide shares details of all the Cloud Services Provider - SaaS services including the ones currently not
available through VMware Cloud Partner Navigator.

Please note that the prices contained in this pricing guide are in gross amounts. Therefore, the
transaction may be subject to additional charges and taxes based on the laws in the country of
origin where the transaction is being conducted. Some examples include but are not limited to
taxing company policies, social charges, income tax, real estate tax, stamp tax or any other tax /
rate / charge that may be established. It is the responsibility of the Cloud Services Provider to
understand the laws in the country of origin and to pay for any additional charges and taxes.

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Cloud Services Provider - SaaS (CSP-SaaS) Services – Product Packaging

On-Demand/
Commitment Subscription Subscription
Service Platform Tracking Consumption Terms Payment Method Notes
Based
Cloud Partner Training Required
VMware Cloud on AWS Navigator Annual On Demand 1, 3-years Prepaid, Monthly

VMware Aria Operations Cloud Partner

for Logs (vRealize Log Navigator Annual On Demand 1, 3-years Prepaid No Training
Insight Cloud)
VMware Aria Cost Powered Consumption
by CloudHealth* Cloud Partner Monthly Based - - No Training
(CloudHealth Platform/ Navigator (1, 2, 3-year
Data Center) commitments)
VMware Aria Automation
(vRealize Automation Cloud Partner Annual On Demand 1, 3-years Prepaid No Training
Navigator
Cloud)
VMware Cloud Director Cloud Partner
service Navigator Annual On Demand 1, 3-years Prepaid No Training**

VMware Aria Operations Cloud Partner Annual On-Demand 1,2,3,4,5 years Prepaid No Training
(vRealize Operations Cloud) Navigator
VMware Aria Operations
for Networks (vRealize Cloud Partner Annual On-Demand 1,2,3,4,5-years Prepaid No Training
Navigator
Network Insight Cloud)
VMware Aria Operations
for Networks (vRealize Cloud Partner
Network Insight Cloud for Navigator Annual N/A 1,3,5 years Prepaid No Training
SD-WAN)
VMware Tanzu Mission Cloud Partner Annual N/A 1, 2, 3, 4, 5 years Prepaid No Training
Control Navigator

VMware Cloud Disaster Cloud Partner Annual N/A*** 1, 3 years Prepaid, Monthly No Training***
Recovery Navigator
VMware Aria Operations Cloud Partner Monthly, Prepaid,
for Applications (Tanzu Monthly - 1, 3, 5-years No Training
Observability) Navigator Annual

VMware Carbon Black Cloud Partner Annual N/A 1, 3, 5 years Prepaid Training Required
Navigator

VMware Tanzu Service Cloud Partner

Mesh Navigator Annual N/A 1, 3 years Prepaid No Training

VMware vRealize Cloud Cloud Partner

Universal Navigator
Annual N/A 1, 3, 5 years Prepaid No Training

VMware Workspace ONE Training Required

(Mobility) My VMware Monthly - 1, 2, 3, 4, 5-years Monthly, Prepaid

VMware Horizon Cloud 1 month Monthly, Prepaid,

(Desktop as a Service) My VMware Monthly - 1, 2, 3, 4, 5-years Annual Training Required

VMware HCX (Hybridity 1-year License

Solution) My VMware Annual consumption - - No Training
based
VMware SD-WAN**** (Velo My VMware Annual - 1, 3, 5-years Monthly, Prepaid, Training Required
Commercial) Annual

Please Note: VMware announced the End-of-Sale (EOS) and End-of-Life (EOL) for VMware Cloud on Dell. The last day to
order additional hosts or expansion hosts for current VMware Cloud on Dell customers was January 31, 2023. Learn more
here.

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* VMware Aria Cost powered by CloudHealth has two offers. These two SKUs have different pricing models and separate
commitments are required to purchase each of these services:

• VMware Aria Cost powered by CloudHealth for Partners, which includes all of the functionality in VMware Aria Cost
powered by CloudHealth plus additional features for Cloud Services Providers – SaaS (Managed Service Providers).
VMware Aria Cost powered by CloudHealth for Partners is sold as a percentage of public cloud spend.
• Data Center Management (DCM) for managing the costs associated with an on-premised data center alongside public
cloud cost. Data Center Management is sold at a fixed price per core.

**No training is required for Cloud Director service. However, the VMware Cloud on AWS training needs to be completed.

*** VMware Cloud on AWS component for the VMware Cloud Disaster Recovery implementation will be priced on-demand.
Access the pricing details here. No training is required for VMware Cloud DR but needs to be done for VMware Cloud on AWS.
There is no minimum purchase requirement for CSP-SaaS providers. However, VMware Cloud DR has a minimum purchase of
10 TiB and 1-or 3-year subscription – please refer to the FAQ for details. Partners must have both a VMware Cloud on AWS
commit contract and a VMware Cloud Disaster Recovery commit contract in place. This pricing is only applicable when
transacting on VMware paper and not through AWS Resell.

****VMware SD-WAN is available to VMware partners through the VMware Partner Connect Program starting June 1, 2020.

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VMware Horizon Cloud: CSP-SaaS Commit Contracts and Discount Tiers

Horizon Cloud commit contracts are measured on a monthly basis.

VMware Desktop-as-a-Service (DaaS)
To transact Horizon Cloud, partners need to achieve the Desktop Virtualization Solution Competency.
Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

Cloud Services Providers – Cloud Builder (CSP-CB, formerly Rental partners)

CSP-SaaS Partners Only (New and Existing) Existing CSP-CB Partners and VMware Solution Providers

Based on Estimated MSRP Consumption Commit Levels Based on Existing VMware CSP-CB Structure

CSP-SaaS CSP-SaaS CSP-SaaS CSP-SaaS CSP-SaaS VMware CSP-CB Minimum Points

Level Discount Committed MSRP Level Discount Commit
Spend (USD)

1R 23% 360 points/ month

1 25% $0

2R 28% 1800 points/ month

2 30% $1000

3R 33% 10,800 points/ month

3 35% $10,000

4R 38% 30,000 points/ month

4 40% $75,000

5R 43% 10,000 points/ month

5 45% $200,000

NOTE: Please contact your Aggregator or VMware Sales Manager for local currencies.

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VMware Workspace ONE: CSP-SaaS Commit Contracts and Discount Tiers

Mobility commit contracts are measured on a monthly basis (Discounts do not apply to Professional Services)
Mobility
To transact Workspace ONE, partners need to achieve the Mobility Management Solution Competency.
Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

Cloud Services Providers – Cloud Builder (CSP-CB, formerly Rental partners)

CSP-SaaS Partners Only (New and Existing) Existing CSP-CB Partners (Require CSP-SaaS contract to
transact)

Based on Estimated MSRP Consumption Commit Levels Based on Existing VMware CSP-CB Structure

CSP-SaaS CSP-SaaS CSP-SaaS CSP- CSP- CSP-SaaS VMware CSP-CB Minimum

Level Discount Committed MSRP SaaS SaaS USD Points Commit (Qualifies
Spend (USD) Level Discount Commit for $0 CSP-SaaS Commit)

1 10% $500 (monthly) 1R 0% $0 360 points (monthly)

2 15% $1,000 (monthly) 2R 10% $0 1,800 points (monthly)

3 25% $10,000 (monthly) 3R 15% $0 10,800 points (monthly)*

4 35% $50,000 (monthly) 4R 30% $0 30,000 points (monthly)

5 40% $100,000 (monthly) 5R 40% $0 100,000 points (monthly)

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VMware Workspace ONE Global: CSP-SaaS Commit Contracts and Discount

Tiers

Mobility commit contracts are measured on a monthly basis (Discounts do not apply to Professional Services)
Mobility Global
Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

Cloud Services Providers – Cloud Builder (CSP-CB, formerly Rental partners)

CSP- Monthly Commit Spend for Mobility

CSP- SaaS
SaaS Discount
Level for EMEA GLOBAL
Mobility USD GBP EUR AUD JPY CNY
USD USD

1 10% $500 £380 € 450 $750 ¥60,000 ¥3,500 $550 $550

2 15% $1,000 £760 € 900 $1,500 ¥120,000 ¥7,000 $1,100 $1,100

3 25% $10,000 £7,600 € 9,000 $15,000 ¥1,200,000 ¥70,000 $11,000 $11,000

4 35% $50,000 £38,000 € 45,000 $75,000 ¥6,000,000 ¥350,000 $55,000 $55,000

5 40% $100,000 £76,000 € 90,000 $150,000 ¥12,000,000 ¥700,000 $110,000 $110,000

• Partners who have a VMware CSP-CB Points Commit and have signed for one of the 1R-5R CSP-SaaS
Commit Contracts have a $0 commit spend.

• Please refer to the previous page for the applicable discounts.

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VMware Cloud on AWS: CSP-SaaS Commit Contracts and Discount Tiers

VMware cloud commit contracts for VMware Cloud on AWS are measured on an annual basis.
To transact VMware Cloud on AWS, partners need to achieve the VMware Cloud on AWS Solution Competency.
Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

Cloud Services Providers – Cloud Builder (CSP-CB, formerly Rental partners)

CSP-SaaS Partners Only (New and Existing) Existing CSP-CB Partners (Require CSP-SaaS contract to
transact)

Based on Estimated MSRP Consumption Commit Levels Based on Existing CSP-CB Structure

CSP-SaaS CSP-SaaS CSP-SaaS CSP- CSP- CSP-SaaS VMware CSP-CB Minimum

Level Discount Committed MSRP SaaS SaaS USD Points Commit (Qualifies
Spend (USD) Level Discount Commit for $0 CSP-SaaS Commit)

1 19% $0 (annual) 1R 17 % $0 360 points/ month

2 23% $100,000 (annual) 2R 21% $0 1800 points/ month

3 24% $500,000 (annual) 3R 22% $0 10,800 points/ month

4 26% $1,000,000 (annual) 4R 24% $0 30,000 points/ month

Please note:

• All non-host VMware Cloud on AWS SKUs are eligible for a flat 5% discount. Partner discounts
don’t apply to these SKUs

• A flat 5% discount is applicable to Microsoft SPLA SKUs. Partner discounts don’t apply to these
SKUs

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VMware Cloud on AWS Global: CSP-SaaS Commit Contracts and Discount

Tiers

VMware cloud commit contracts for VMware Cloud on AWS are measured on an annual basis.
Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

Cloud Services Providers – Cloud Builder (CSP-CB, formerly Rental partners)

CSP- Annual Commit Spend for VMware Cloud on AWS

CSP- SaaS (Over a 12-month period)
SaaS Discoun
Level t for
VMware EMEA GLOBAL
Cloud USD GBP EUR AUD JPY CNY
USD USD

1 19% $0 £0 €0 $0 ¥0 ¥0 $0 $0

2 23% $100,000 £76,000 € 90,000 $150,000 ¥12,000,000 ¥700,000 $100,000 $100,000

3 24% $500,000 £380,000 € 450,000 $750,000 ¥60,000,000 ¥3500,000 $500,000 $500,000

4 26% $1,000,000 £760,000 € 900,000 $1,500,000 ¥120,000,000 ¥7000,000 $1,000,000 $1,000,000

• Partners who have a VMware CSP-CB Points Commit and have signed for one of the 1R-4R CSP-SaaS
Commit Contracts have a $0 commit spend.

• Please refer to the previous page for the applicable discounts.

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VMware HCX: CSP-SaaS Commit Contracts and Discount Tiers

Hybridity Solutions. HCX commit contracts are measured on an annual basis.

Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

Cloud Services Providers – Cloud Builder (CSP-CB, formerly Rental partners)

CSP-SaaS Partners Only (New and Existing) Existing CSP-CB Partners (Require CSP-SaaS contract to
transact)

Based on Estimated MSRP Consumption Commit Levels Based on Existing VMware CSP-CB Structure

CSP- CSP-SaaS CSP-SaaS CSP- CSP- CSP-SaaS VMware CSP-CB Minimum

SaaS Discount Committed MSRP SaaS SaaS USD Points Commit (Qualifies
Level Spend (USD) Level Discount Commit for $0 CSP-SaaS Commit)

1 28% $180,000 (annual) 1R 5% $0 360 points (monthly) or 4,320

(annual)

2 31% $320,000 (annual) 2R 10% $0 1,800 points (monthly) or

21,600 (annual)

3 34% $450,000 (annual) 3R 15% $0 10,800 points (monthly) or

129,600 (annual)*

4 37% $585,000 (annual) 4R 20% $0 30,000 points (monthly) or

360,000 (annual)

5 40% $720,000 (annual) 5R 25% $0 100,000 points (monthly) or

1,200,000 (annual)

HCX Instance Fee of $3,000 is waived for Commit *3,600 points monthly or 43,200 points (annually) for developing
Contract Levels 1-5 regions

HCX Instance Fee of $3,000 is waived for Commit Contract

Levels 4R & 5R

HCX Instance Fee of $3,000 applies to Commit Levels 1R, 2R &

3R

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VMware HCX Global: CSP-SaaS Commit Contracts and Discount Tiers

Hybridity Solutions. HCX commit contracts are measured on an annual basis.

Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

Cloud Services Providers – Cloud Builder (CSP- CB, formerly Rental partners)

CSP- Annual Commit Spend for HCX

CSP- SaaS (Over a 12-month period)
SaaS
Level Discount
for HCX EMEA GLOBAL
USD GBP EUR AUD JPY CNY
USD USD

1 24% $180,000 £156,600 € 169,200 ¥21,684,456 ¥1,174,374 $180,000 $180,000

$264,096

2 28% $320,000 £278,400 € $469,504 ¥38,550,144 ¥2,087,776 $320,000 $320,000

300,800
€
3 31% $450,000 £391,500 423,000 $660,240 ¥54,211,140 ¥2,935,935 $450,000 $450,000

4 34% $585,000 £508,950 € $858,312 ¥70,474,482 ¥3,816,716 $585,000 $585,000

549,900

5 37% $720,000 £626,400 € $1,056,384 ¥86,737,824 ¥4,697,496 $720,000 $720,000

676,800

• Partners who have a VMware CSP-CB Points Commit and have signed for one of the 1R-5R CSP-
SaaS Commit Contracts have a $0 commit spend.

• Please refer to the previous page for the applicable discounts.

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VMware Aria Operations for Logs (Formerly vRealize Log Insight Cloud): CSP-
SaaS Commit Contracts and Discount Tiers

• Aria Operations for Logs (Cloud Management Services or LINT) commit contracts are measured on an annual basis.

• Aria Operations for Logs is the first Cloud Management Service available through VMware CSP-SaaS Program

• Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

• Cloud Services Providers – Cloud Builder (CSP- CB, formerly Rental partners)

CSP-SaaS Partners Only (New and Existing) Existing CSP-CB Partners - Require CSP-SaaS contract to
transact

Based on Estimated MSRP Consumption Commit Levels Based on Existing VMware CSP-CB Structure

CSP- CSP-SaaS CSP-SaaS CSP- CSP- CSP-SaaS VMware CSP-CB Minimum

SaaS Discount Committed MSRP SaaS SaaS USD Points Commit (Qualifies
Level Spend (USD) Level Discount Commit for $0 CSP-SaaS Commit)

360 points (monthly) or 4,320

1 19% $12,000 (annual) 1R 5% $0
(annual)

1,800 points (monthly) or

2 21% $120,000 (annual) 2R 10% $0
21,600 (annual)

10,800 points (monthly) or

3 22% $360,000 (annual) 3R 15% $0
129,600 (annual)*

30,000 points (monthly) or

4 26% $960,000 (annual) 4R 18% $0
360,000 (annual)

100,000 points (monthly) or

5 30% $1,800,000 (annual) 5R 20% $0
1,200,000 (annual)

*3,600 points monthly or 43,200 points (annually) for developing

regions

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VMware Aria Operations for Logs Global (Formerly vRealize Log Insight
Cloud): CSP-SaaS Commit Contracts and Discount Tiers

Cloud Management Services (LINT) . VMware cloud commit contracts for Aria Operations for Logs are measured
on an annual basis.
Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

Cloud Services Providers – Cloud Builder (CSP- CB, formerly Rental partners)

CSP- Annual Commit Spend for Cloud Management Services

CSP- (Over a 12-month period)
SaaS
SaaS Discou
Leve
l nt for
CMS USD GBP EUR AUD JPY CNY EMEA GLOBAL
USD USD

1 19% $12,000 £9,120 € 10,800 $18,000 ¥1,440,000 ¥84,000 $12,000 $12,000

2 21% $120,000 £91,200 € 108,000 $180,000 ¥14,400,000 ¥840,000 $120,000 $120,000

3 22% $360,000 £273,600 € 324,000 $540,000 ¥43,200,000 ¥2,520,000 $360,000 $360,000

4 26% $960,000 £729,600 € 864,000 $1,440,000 ¥115,200,000 ¥6,720,000 $960,000 $960,000

€
5 30% $1,800,000 £1,368,000 1,620,000 $2,700,000 ¥216,000,000 ¥12,600,000 $1,800,000 $1,800,000

• Partners who have a VMware CSP-CB Points Commit and have signed for one of the 1R-5R CSP-SaaS
Commit Contracts have a $0 commit spend.

• Please refer to the previous page for the applicable discounts.

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VMware Aria Cost Powered by CloudHealth: CSP-SaaS Commit Contracts and

Discount Tiers

• Commit and discount tiers are applicable only to VMware Aria Cost powered by CloudHealth.

• VMware Aria Cost powered by CloudHealth commit contracts are measured on a monthly basis.

• Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

• Cloud Services Providers – Cloud Builder (CSP- CB, formerly Rental partners)

CSP-SaaS Commit Tiers for Aria Cost powered by

CloudHealth

VMware
Aria Cost 3-Year
CSP- powered by 1-Year 2-Year
Commit
SaaS CloudHealth Commit Commit Discount
Level Spend Discount Discount
Commit
(Monthly)

PP-1 $500 33.33% 36.67% 40.00%

PP-2 $4,900 35.30% 38.54% 41.77%

PP-3 $9,400 37.22% 40.35% 43.49%

PP-4 $26,900 40.28% 43.26% 46.25%

PP-5 $40,500 45.96% 48.66% 51.36%

PP-6 $50,500 57.91% 60.02% 62.12%

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VMware Aria Cost Powered by CloudHealth Customer Success Service: CSP-

SaaS Commit Contracts and Discount Tiers

The list price for VMware Aria Cost powered by CloudHealth Customer Success Service is 20% of the partner’s
monthly VMware Aria Cost powered by CloudHealth bill, with a minimum of $500.

Guidelines

• All new partner business should be booked with CSS.

• Any deals with discount on CSS must go for executive approval.

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VMware Aria Cost Powered by CloudHealth Data Center Management

Module: CSP-SaaS Commit Contracts and Discount Tiers

• Commit and discount tiers applicable only to the VMware Aria Cost powered by CloudHealth DCM

• VMware Aria Cost powered by CloudHealth commit contracts are measured on a monthly basis.

CSP-SaaS Commit Tiers for Aria Cost powered by

CloudHealth Data Center Module

VMware Aria
Cost powered
CSP- by CloudHealth 1-Year 2-Year 3-Year
SaaS Datacenter Commit Commit Commit
Level Management Discount Discount Discount
Module Spend
Commit
(Monthly)

CM-1 $500 34.0% 37.3% 40.6%

CM-2 $900 40.5% 43.5% 46.5%

CM-3 $1,500 50.5% 53.0% 55.5%

CM-4 $1,800 63.5% 65.3% 67.2%

CM-5 $2,300 67.0% 68.7% 70.3%

CM-6 $3,000 70.5% 72.0% 73.5%

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VMware Aria Automation (Formerly vRealize Automation Cloud): CSP-SaaS

Commit Contracts and Discount Tiers

Cloud Automation Service. VMware cloud commit contracts for Aria Automation are measured on an annual
basis.
Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

Cloud Services Providers – Cloud Builder (CSP- CB, formerly Rental partners)

CSP-SaaS Partners Only (New and Existing) Existing CSP-CB Partners and VMware Solution Providers

Based on Estimated MSRP Consumption Commit Levels Based on Existing VMware CSP-CB Structure

CSP-SaaS CSP-SaaS CSP-SaaS CSP- CSP- CSP-SaaS VMware CSP-CB Minimum

Level Discount Committed MSRP SaaS SaaS USD Points Commit (Qualifies
Spend (USD) Level Discount Commit for $0 CSP-SaaS Commit)

1R 5% $0 4,320 points (annual)

1 20% $40,000 (annual)

2R 10% $0 21,600 points (annual)

2 24% $200,000 (annual)

3R 15% $0 129,640 points (annual)

3 28% $500,000 (annual)

4R 18% $0 360,000 points (annual)

4 32% $1,250,000 (annual)

5R 20% $0 1,200,000 points (annual)

5 36% $2,500,000 (annual)

*3,600 points monthly or 43,200 points (annually) for

developing regions

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VMware Cloud Director service: CSP-SaaS Commit Contracts and Discount

Tiers

VMware cloud commit contracts for VMware Cloud Director service are measured on an annual basis.
Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

Cloud Services Providers – Cloud Builder (CSP- CB, formerly Rental partners)

CSP-SaaS Partners Only (New and Existing) Existing CSP-CB Partners and VMware Solution Providers

Based on Estimated MSRP Consumption Commit Levels Based on Existing VMware CSP-CB Structure

CSP-SaaS CSP-SaaS CSP-SaaS CSP- CSP- CSP- VMware CSP-CB Minimum

Level Discount Committed MSRP SaaS SaaS SaaS Points Commit (Qualifies for
Spend (USD) Level Discount USD $0 CSP-SaaS Commit)
Commit

1R 17 % $0 4,320 points (annual)

1 19% $0 (annual)

2R 21% $0 21,600 points (annual)

2 23% $42,000 (annual)

3R 22% $0 129,640 points (annual)

3 24% $120,000 (annual)

4R 24% $0 360,000 points (annual)

4 26% $270,000 (annual)

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VMware Cloud Director service Global: CSP-SaaS Commit Contracts and

Discounts Tiers

VMware cloud commit contracts for VMware Cloud Director service are measured on an annual basis.
Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

Cloud Services Providers – Cloud Builder (CSP- CB, formerly Rental partners)

CSP-
SaaS Annual Commit Spend for VMware Cloud Director service
CSP- (Over a 12-month period)
SaaS Discoun
Level t for
VMware EMEA GLOBAL
Cloud USD GBP EUR AUD JPY CNY
USD USD
1 19% $0 £0 €0 $0 ¥0 ¥0 $0 $0

2 23% $42,000 £31,950 € 37,750 $62,950 ¥5,035,000 ¥293,500 $42,000 $42,000

3 24% $120,000 £91,150 € 107,500 $179,500 ¥14,350,000 ¥839,500 $120,000 $120,000

4 26% $270,000 £205,500 € 242,500 $404,500 ¥32,350,000 ¥1,885,000 $270,000 $270,000

• Partners who have a VMware Partner Connect CSP-CB Points Commit and have signed for one
of the 1R-4R CSP-SaaS Commit Contracts have a $0 commit spend.

• Please refer to the previous page for the applicable discounts.

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VMWARE CLOUD SERVICES PROVIDER - SAAS PRICING GUIDE

VMware SD-WAN: CSP-SaaS Commit Contracts and Discount Tiers

To transact VMware SD-WAN, partners need to achieve the VMware SD-WAN Solution Competency.
Velo Commercial. Discount Structure and Requirements
Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

Cloud Services Providers – Cloud Builder (CSP- CB, formerly Rental partners)

• Commit contracts are $0 and are for a period of 12 months.

• Partner discounts will be determined on current or historical spend to VeloCloud or Partner Connect Cloud
Provider track (see below).

• Partner discounts will be reviewed at the end of every 12 months to determine next period’s discount.

• Partner will execute commit contract through their selected Aggregator.

• Commit contracts are either for “VMware Hosted” or “Partner Hosted” but not for both. If partner wants
to transact in both models, then two commit contracts will be required.

Existing VeloCloud Partners

a. Review partner spend with VeloCloud for past 12 months to determine tier discount per table

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VMWARE CLOUD SERVICES PROVIDER - SAAS PRICING GUIDE

Existing or New Partner Connect Partners

a. Existing CSP-CB partners will determine VeloCloud discount based on their current point commitment to
the Cloud Provider track
b. CSP-SaaS partners will determine VeloCloud discount based on their CSP-SaaS spend for the past 12
months.

New VeloCloud or Partner Connect Partner

a. Start with 35% off. Based on VeloCloud sales achievement, will be allowed to move up the discount tier at
the end of the 12-month contract

Velo Commercial. Determining Partner Discounts for VMware SD-WAN

Partner Use Case Methodology to Determine
Initial Cloud Provider Partner
Discount
Existing VeloCloud
Partner Review previous 12-month
bookings to determine discount
based on the Cloud Provider
VeloCloud table.
Existing Cloud Provider Use current CSP-CB Points
CSP-CB Partner commit to determine discount
based on the Cloud Provider
VeloCloud table
Existing CSP-SaaS Review previous 12-month
Partner bookings for CSP-SaaS to
determine discount based on the
Cloud Provider VeloCloud table
Net New (Non-Cloud • Start off at level 1 (35%
Provider, Non-Velo) discount)
• Allow for contract upgrades
based on performance at the
end of 12-month contract
period
At the end of the 12-month Cloud Provider
Commit Contract period
Review performance on VeloCloud for past 12-
months and use that number to determine the
discount for the next 12-months based on the
tier table
If Partner’s CSP-CB Points commit has
changed, discount for VeloCloud will be
adjusted accordingly. Otherwise, same
discount remains for next 12 months.
– or -
At the end of the 12-month Cloud Provider
commit contract period, review performance
on VeloCloud to determine next 12-month
discount
Review performance on VeloCloud for past 12-
month and use that number to determine the
discount for the next 12-months based on the
tier table
Review performance on VeloCloud for past 12-
month and use that number to determine the
discount for the next 12-months based on the
tier table

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VMware Aria Operations (Formerly vRealize Operations Cloud) – CSP-SaaS

Commit Contracts and Discount Tiers

VMware cloud commit contracts for VMware Aria Operations are measured on an annual basis.
Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

Cloud Services Providers – Cloud Builder (CSP- CB, formerly Rental partners)

CSP-SaaS Partners Only (New and Existing) Existing CSP-CB Partners and VMware Solution Providers

Based on Estimated MSRP Consumption Commit Levels Based on Existing VMware CSP-CB Structure

CSP-SaaS CSP-SaaS CSP-SaaS CSP- CSP- CSP- VMware CSP-CB Minimum

Level Discount Committed MSRP SaaS SaaS SaaS Points Commit (Qualifies for
Spend (USD) Level Discount USD $0 CSP-SaaS Commit)
Commit

1R 23% $0 4,320 points (annual)

1 25% $24,000 (annual)

2R 28% $0 21,600 points (annual)

2 30% $100,000 (annual)

3R 33% $0 129,640 points (annual)

3 35% $500,000 (annual)

4R 38% $0 360,000 points (annual)

4 40% $1,000,000 (annual)

5R 43% $0 1,200,000 points (annual)

5 45% $5,000,000 (annual)

Custom Custom Custom

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VMware Aria Operations for Networks (Formerly vRealize Network Insight

Cloud): CSP-SaaS Commit Contracts and Discount Tiers

VMware cloud commit contracts for VMware Aria Operations for Networks are measured on an annual basis.
Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

Cloud Services Providers – Cloud Builder (CSP- CB, formerly Rental partners)

CSP-SaaS Partners Only (New and Existing) Existing CSP-CB Partners and VMware Solution Providers

Based on Estimated MSRP Consumption Commit Levels Based on Existing VMware CSP-CB Structure

CSP- CSP-SaaS CSP-SaaS CSP- CSP- CSP-SaaS VMware CSP-CB Minimum

SaaS Discount Committed MSRP SaaS SaaS USD Points Commit (Qualifies
Level Spend (USD) Level Discount Commit for $0 CSP-SaaS Commit)

1R 23% $0 4,320 points (annual)

1 25% $10,000 (annual)

2R 28% $0 21,600 points (annual)

2 30% $100,000 (annual)

3R 33% $0 129,640 points (annual)

3 35% $500,000 (annual)

4R 38% $0 360,000 points (annual)

4 40% $1,000,000 (annual)

5R 43% $0 1,200,000 points (annual)

5 45% $5,000,000 (annual)

Custom Custom Custom

PLEASE NOTE:

Before consuming the Aria Operations for Networks service, the CSP-SaaS / account team should send
an email to cs-cmbu@vmware.com. Customer Success team will create Term Commit Subscription for
Aria Operations for Networks Service based on the OSIs that the tenant wants to consume, so that the
tenant is not charged at a more expensive on-demand pricing rate.

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VMWARE CLOUD SERVICES PROVIDER - SAAS PRICING GUIDE

VMware Tanzu Mission Control: CSP-SaaS Commit Contracts and Discount

Tiers

VMware cloud commit contracts for Tanzu Mission Control are measured on an annual basis.
Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

Cloud Services Providers – Cloud Builder (CSP- CB, formerly Rental partners)

CSP-SaaS Partners Only (New and Existing) Existing CSP-CB Partners Only - Require CSP-SaaS contract
to transact

Based on Estimated MSRP Consumption Commit Levels Based on Existing VMware CSP-CB Structure

CSP- CSP-SaaS CSP-SaaS Committed CSP- CSP- CSP-SaaS VMware CSP-CB Minimum
SaaS Discount MSRP Spend (USD) SaaS SaaS USD Points Commit (Qualifies
Level Level Discount Commit for $0 CSP-SaaS Commit)

1R 23% $0 360 points/ month

1 25% $0 (annual)

2R 28% $0 1800 points/ month

2 30% $100,000 (annual)

3R 33% $0 10,800 points/ month

3 35% $500,000 (annual)

4R 38% $0 30,000 points/ month

4 40% $1,000,000 (annual)

5 45% $5,000,000 (annual) 5R 43% $0 100,000 points/ month

Prepaid Custom - Prepaid Custom -

Custom Custom Custom Custom Custom Custom

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VMware Cloud Disaster Recovery: CSP-SaaS Commit Contracts & Discount

Tiers
VMware cloud commit contracts for VMware Cloud Disaster Recovery are measured on an annual basis.
Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

Cloud Services Providers – Cloud Builder (CSP- CB, formerly Rental partners)

CSP-SaaS Partners Only (New and Existing) Existing CSP-CB Partners Only - Require CSP-SaaS contract
to transact

Based on Estimated MSRP Consumption Commit Levels Based on Existing VMware CSP-CB Structure

CSP- CSP-SaaS CSP-SaaS Committed CSP- CSP- CSP- VMware CSP-CB Minimum
SaaS Discount MSRP Spend (USD) SaaS SaaS SaaS Points Commit (Qualifies for
Level Level Discount USD $0 CSP-SaaS Commit)
Commit

19% $0 (annual)
1 1R 17 % $0 360 points/ month

23% $100,000 (annual)

2 2R 21% $0 1800 points/ month

24% $500,000 (annual)

3 3R 22% $0 10,800 points/ month

26% $1,000,000 (annual)

4 4R 24% $0 30,000 points/ month

Custom Custom Custom Custom Custom Custom Custom

Note: Partners must have both a VMware Cloud on AWS commit contract and a VMware Cloud Disaster
Recovery commit contract in place.
This pricing is only applicable when transacting on VMware paper and not through AWS Resell.
Access the VMware Cloud DR pricing details here.

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VMware Aria Operations for Applications (Formerly Tanzu Observability):

CSP-SaaS Commit Contracts and Discount Tiers

VMware cloud commit contracts for Aria Operations for Applications are measured on a monthly basis.
Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

Cloud Services Providers – Cloud Builder (CSP- CB, formerly Rental partners)

CSP-SaaS Partners Only (New and Existing) Existing CSP-CB Partners Only - Require CSP-SaaS contract
to transact

Based on Estimated MSRP Consumption Commit Levels Based on Existing CSP-CB Structure

CSP- CSP-SaaS CSP-SaaS Committed CSP- CSP- CSP-SaaS VMware CSP-CB Minimum
SaaS Discount Annual MSRP Spend SaaS SaaS USD Points Commit (Qualifies
Level (USD) Level Discount Commit for $0 CSP-SaaS Commit)

1 25% $0 1R 23% $0 360 points/ month

2 28% $100,000 2R 26% $0 1800 points/ month

3 30% $500,000 3R 28% $0 10,800 points/ month

4 35% $1,000,000 4R 33% $0 30,000 points/ month

5 40% $5,000,000 5R 38% $0 100,000 points/ month

Prepaid Custom - Prepaid Custom - -

Custom Custom Custom Custom Custom Custom Custom

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VMware Carbon Black: CSP-SaaS Commit Contracts and Discount Tiers

VMware cloud commit contracts for Carbon Black are measured on an annual basis.
To transact VMware Carbon Black Cloud, partners need to achieve the Carbon Black Endpoint Protection Solution
Competency.
Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

Cloud Services Providers – Cloud Builder (CSP- CB, formerly Rental partners)

Eligible: New Partners, Current CSP-CB Existing CSP-CB Partners Only - Require CSP-SaaS contract
Points Partners to transact

Based on Estimated MSRP Consumption Commit Levels Based on Existing VMware CSP-CB Structure

CSP- CSP-SaaS CSP-SaaS CSP- CSP- CSP-SaaS VMware CSP-CB Minimum

SaaS Discount Committed MSRP SaaS SaaS USD Points Commit (Qualifies for
Level Spend (USD) Level Discount Commit $0 CSP-SaaS Commit)

1R 56% $0 360 points/ month

1 58% $0 (annual)

2R 61% $0 1800 points/ month

2 63% $100,000 (annual)

3R 64% $0 10,800 points*/ month

3 66% $500,000 (annual)

4R 68% $0 30,000 points/ month

4 7 0% $1,000,000 (annual)

5 7 5% $5,000,000 (annual) 5R 73% $0 100,000 points/ month

Prepaid Custom - Prepaid Custom -

Custom Custom - Custom Custom Custom

*3,600 points for developing regions

NOTE: Pricing terms are direct to the service provider in USD. Contact your Aggregator or VMware Sales
Manager for local currencies.

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VMware Tanzu Service Mesh: CSP – SaaS Commit Contracts and Discount
Tiers

VMware cloud commit contracts for Tanzu Service Mesh are measured on an annual basis.
Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

Cloud Services Providers – Cloud Builder (CSP-CB, formerly Rental partners)

Eligible: New Partners, Current CSP-CB Existing CSP-CB Partners Only - Require CSP-SaaS contract
Points Partners to transact

Based on Estimated MSRP Consumption Commit Levels Based on Existing VMware CSP–CB Structure

CSP- CSP- SaaS CSP-SaaS CSP- CSP- CSP- SaaS VMware CSP-CB Minimum
SaaS Discount Committed MSRP SaaS SaaS USD Points Commit (Qualifies
Level Spend (USD) Level Discount Commit for $0 CSP-SaaS Commit)

1R 23% $0 360 pts/ month

1 25% $0 (annual)

2R 26% $0 1800 pts/ month

2 28% $100,000 (annual)

3R 28% $0 10,800 pts/ month

3 30% $500,000 (annual)

4R 33% $0 30,000 pts/ month

4 35% $1,000,000 (annual)

5 40% $5,000,000 (annual) 5R 38% $0 100,000 pts/ month

Prepaid Custom - Prepaid Custom - -

Custom Custom Custom Custom Custom Custom Custom

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VMware vRealize Cloud Universal: CSP – SaaS Commit Contracts and Discount
Tiers

VMware cloud commit contracts for vRealize Cloud Universal are measured on an annual basis.
Cloud Services Providers – SaaS (CSP-SaaS, formerly MSP partners)

Cloud Services Providers – Cloud Builder (CSP- CB, formerly Rental partners)

Eligible: New Partners, Current CSP-CB Existing CSP-CB Partners Only - Require CSP-SaaS contract
Points Partners to transact

Based on Estimated MSRP Consumption Commit Levels Based on Existing VMware CSP-CB Structure

CSP- CSP- SaaS CSP-SaaS CSP- CSP- CSP- SaaS VMware CSP-CB Minimum
SaaS Discount Committed MSRP SaaS SaaS USD Points Commit (Qualifies
Level Spend (USD) Level Discount Commit for $0 CSP-SaaS Commit)

1R 26% $0 4320 pts (annual)

1 28% $20,000 (annual)

2R 33% $0 21,600 pts (annual)

2 35% $40,000 (annual)

3R 41% $0 129,640 pts (annual)*

3 43% $200,000 (annual)

4R 48% $0 360,000 pts (annual)

4 50% $400,000 (annual)

5 55% $2,000,000 (annual) 5R 53% $0 1,200,000 pts (annual)

*3600 points monthly or 43,200 points annually for developing

regions

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