Transcription
PARTNERWITHVEEAMPARTNERVEEAMYour successWITHis our mission.Your success is our missionVeeam Cloud Provider Program GuideEMEAJanuary 201501142015
Veeam Cloud Provider Program GuideAMAM.ContentsLINK INDEX . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3LEGAL. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3PROGRAM ACRONYMS AND MONIKERS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3PROGRAM OVERVIEW . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4PURPOSE. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4QUALIFICATION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4OUTSOURCERS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4PROGRAM LEVELS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5PROGRAM CRITERIA AND REQUIREMENTS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6PROGRAM BENEFITS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6APPLICATION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7VM MINIMUMS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7TRAINING AND ACCREDITATION. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7CO-BRANDING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7PROGRAM REWARDS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8MARKETING, SALES AND TECHNICAL MATERIALS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8PRODUCT LICENSES . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8JOINT MARKETING. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9SUPPORT. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9LICENSE AGREEMENT . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9RESTRICTIONS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9MONITORING/METERING USAGE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10AUDIT . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10This Veeam Cloud Provider Licensing Options document, along with the Veeam EULA and VEEAM VCP Program Guide documents is an agreement betweenthe Cloud Provider and Veeam. By Joining the VCP Program, Purchasing and/or Renting Veeam product(s) the Cloud Provider agrees to abide by the terms andrestrictions in these documents.The latest versions can be found on Veeam ProPartner Portal, Program’s tab.2
Veeam Cloud Provider Program GuideAMAM.LINK INDEXVeeam Cloud Provider Program r:programs.phpVeeam End User License Agreement (EULA)http://www.veeam.com/eula.htmlVeeam Cloud Provider Licensing r:programs.phpVCP gn-up-nowVeeam contentHolder.php?action get&code vu introContent :contentHolder.php?action get&code ContentSyndicationVeeam ProPartner portalpropartner.veeam.comFind a Veeam sellers.phpVCP lVCP directory :vcpDirectory.phpService provider his Program Guide is intended to cover mutual agreements and obligations between Veeam Software and the CloudProvider. Unless otherwise noted “Veeam” will refer to the collective of the legal entity below.Veeam Software Corporation, 13/15 Rue Jean Jaurès, 92800 Puteaux, FranceAll benefits and requirements are global in scope, unless otherwise noted, and modified to satisfy regional needs.This document is for informational purposes and subject to change with 30-days’ notice.No warranties are attached to this document and its content.PROGRAM ACRONYMS AND MONIKERS “VCP” will refer to the Veeam Cloud Provider partner (includes Service Providers/Hosting Providers) “VCP Program” will refer to the Veeam Cloud Provider Program “VCP Aggregator” is a reseller which resells hosting perpetual, monthly, per-usage model or volume-agreementmodel, collects report from VCPs. “Aggregator” is composed of a Rental Distributor or Sub Aggregator conductingbusiness in specific country/territory3
Veeam Cloud Provider Program GuideAMAM.PROGRAM OVERVIEWPURPOSEThis is a partner program built specially for Cloud Providers (as well as Hosting Providers/Service Providers) withvarious levels and each level with its own requirements and benefits. This program is designed to foster adoption, useand proliferation of Veeam Software within the Cloud Provider community. This is achieved by providing the CloudProvider community with product licensing and pricing that aligns with their business requirements and marketplaceneeds. That product access is supplemented with training, intellectual property (IP), support materials, guidance, andassistance that enables development of target client offerings, either with direct pass-thru of Veeam products or bywrapping Veeam products with other products and services to create higher-value service offerings.QUALIFICATIONThe Veeam VCP Program is targeted at Cloud Provider, Service Provider and Hosting companies. These are defined as:Companies whose primary business function is to provide multi-tenant hosted services to independent companies(other legal entities under different ownership). Hosted Services include: Software as a Service (SaaS), Platform as aService (PaaS), Infrastructure as a Service (IaaS) and other Managed Services.An internal IT department providing services to peer departments in their company, even when doing charge-backsof the hosted service, is NOT considered as a cloud provider.An IT services company whose services are substantially provided only to their owner(s) is NOT considered as a cloudprovider. A VAR/LAR that has formed a separate legal entity, whose primary business function is to provide hostedservices to clients, even if those clients are also customers of the VAR/LAR entity, IS considered as a cloud provider.NOTE: VARs that resell and also do hosting [but don’t have a separate legal entity set up] do not qualify for the VCP program.However, if [and only if ] the VAR is a Premier, Enterprise, or Professional level member in good standing of the VMware VSPPthen Veeam will waive the separate legal entity requirement, use VMware as the precedent, and allow the VAR/Cloud Providerto join the VCP Program.OUTSOURCERSOutsourcers do NOT qualify for the VCP program. They generally provide single-tenant, custom services and havethe unique requirement of needing to transfer both software title and support rights over to their clients at the endof their contracts, which is a practice that is outside the scope of this program, its benefits and license agreement.Please send an email to hosting.emea@veeam.com to learn more about acquiring the appropriate licensing and EULAcontract modifications.NOTE: Veeam standard commercial SKUs CANNOT be used in Outsourced environments.4
Veeam Cloud Provider Program GuideAMAM.PROGRAM LEVELSLevelRequirementsLicensing ChoicesRewardsPlatinumBy invitationUse of 2,000 VMs4 VMTSP1 VMCEVeeam presence on websiteVCP perpetualVCP volumeagreementAll Gold level rewards, plus: Assigned hosting manager Platinum partner branding Co/op marketing funds VCP Directory Service Provider Lookup (Tier 1) VCP CouncilGoldUse of 500 VMs2 VMTSP1 VMCE (must)VCP perpetualVCP volumeagreementAll Silver level rewards, plus: Assigned hosting or partner manager(available in selected countries) Internal use NFR licenses Gold partner branding Co/op marketing funds(subject to approval) VCP Directory Service Provider Lookup (Tier 2)SilverUse of 1VM1 VMTSPVCP perpetualVCP Per usageAll Registered level rewards, Plus: Silver partner branding Service Provider Lookup (Tier 3)RegisteredProviders of multi-tenant hosted servicesto independent companiesRights to purchaseVCP perpetual orRentalProPartner portal access5
Veeam Cloud Provider Program GuideAMAM.PROGRAM CRITERIA AND REQUIREMENTSThis section provides additional information about the requirements outlined in the Program Levels table.PROGRAM rs (live and recorded)SeminarsWhite PapersTechnical White PapersMarketingProPartner Portal AccessLogo’sDatasheetsContent SyndicationEvents/MDFVCP councilService Provider lookupVCP DirectorySupportNFRInternal UseProduct – PerpetualProduct – RentalProduct UsePerpetual LicensesRental Licenses6
Veeam Cloud Provider Program GuideAMAM.APPLICATIONService providers seeking membership in the VCP program can apply online. There are no application or membershipfees, no obligation to buy, and no paperwork (all information can be submitted online). Applications are reviewed andapproved by the regional VCP teams.VCP partners seeking elevation to Silver or Gold levels may submit requests to their regional VCP team, which reviewsand approves such requests.Participation at the Platinum level is by invitation only. A VCP partner may be invited by the regional VCP team.VM MINIMUMSPlatinum, Gold and Silver levels each require that the VCP partner protect or manage a minimum number of VMs, witha paid edition of a Veeam product. VMs protected or managed with free Veeam products or free product editions donot count toward this minimum. A VCP’s own internal VMs that it manages or protects with Veeam product also donot qualify for this minimum.Veeam relies on the VCP partner to honestly report VM counts and clients. If reporting is found to be incomplete, Veeam maymove the VCP partner to a lower VCP level, even if the VCP partner meets the requirements for a higher level.TRAINING AND ACCREDITATIONPlatinum, Gold and Silver VCP partners must have accredited Veeam Technical Sales Professionals (VMTSPs) on staff.Platinum VCP partners must also have at least one Veeam Certified Engineer (VMCE) on staff. Gold and Silver VCPpartners are encouraged to have VMCEs on staff as well. VMCE training and certification testing is available fromVeeam Authorized Training Centers.CO-BRANDINGPlatinum VCP partners must maintain the following Veeam information on their websites: Veeam company description VCP partner logo Description(s) of service offerings that use Veeam product(s), with “Powered by Veeam,” “Protected by Veeam” or“Cloud backup for Veeam” messaging.Note: White labeling of the offering itself is allowed.Gold and Silver VCP partners are also encouraged to promote their Veeam offerings and include Veeam informationon their websites. Content syndication is available to streamline inclusion of Veeam information on partner websites.For requirements around use of the Veeam identity (names, logos, etc.), see the Veeam Cloud Provider Branding Guide.7
Veeam Cloud Provider Program GuideAMAM.PROGRAM REWARDSThis section provides additional information about the rewards outlined in the Program Levels table.MARKETING, SALES AND TECHNICAL MATERIALSThe Veeam ProPartner portal provides VCP partners with easy online access to a wealth of marketing, sales andtechnical materials, including: VCP partner logo Product collateral Sales presentations Success Stories White papers Exclusive partner-only webinars (live and on-demand) Sales and technical trainings Veeam company news, including upcoming events Product documentation and software downloadsVisit the Veeam ProPartner portal to see what’s available and to download materials.PRODUCT LICENSESAll VCP partners can purchase VCP perpetual and rental licenses. VCP licenses include Premium Support and allow forthe use of \licensed Veeam product(s) to process third-party client data. VCP perpetual licenses are available from Veeam Aggregators; go to the Veeam ProPartner portal to find a VeeamAggregators in your area. VCP rental licenses are available from VCP aggregators. VCP aggregators are available in most markets. Contactyour regional Veeam Cloud Provider team for assistance in finding a VCP aggregator in your area.Platinum and Gold VCP partners can request FREE Not for Resale (NFR) licenses for development, testing,demonstration and training purposes. See the Veeam Cloud Provider Licensing Guide for more information.VCP partners cannot use Veeam commercial licenses for any VMs that contain third-party client data. Platinum, Goldand Silver VCP partners can purchase discounted licenses for their own internal use. See the Veeam Cloud ProviderLicensing Guide for more information.8
Veeam Cloud Provider Program GuideAMAM.JOINT MARKETINGPlatinum, Gold and Silver VCP partners can request inclusion in the VCP directory. The directory is designed to assistVeeam customers and resellers in locating service providers that offer: Cloud repositories and other offsite infrastructure for Veeam Backup and disaster recovery-as-a-service (BaaS and DRaaS) powered by Veeam Hosted VMs protected by VeeamQualifications for inclusion in the VCP directory may vary by region. Go to the ProPartner portal to submit anapplication for inclusion in the VCP directory.Service providers who use Veeam Cloud Connect to host cloud repositories may apply for inclusion in theService Provider lookup.Platinum VCP partners can request market development funds (MDF). Contact your VCP partner manager or yourregional VCP team for more information or to submit a proposal. Veeam provides VCP partners with a Veeam CloudProvider Branding Guide for marketing compliance requirements and marketing suggestions.SUPPORTVeeam Cloud Provider Partners all receive Premium (7x24) support. Technical support can be reached via phone, web,or email. The support URL is hnicalSupport.php, and thesupport policy is published here: http://www.veeam.com/files/veeam software support policy.pdfLICENSE AGREEMENTVeeam Cloud providers are granted rights to purchase Cloud Provider ONLY SKUs through VCP Aggregators. Thesecloud provider SKUs have a different VCP License Agreement attached to them, which can be found on the Veeam.com website at: http://www.veeam.com/eula.html.RESTRICTIONSNOTE: the Cloud Provider SKUs are only for Veeam product use, which is market/client facing and hosts’ client data/environments. These SKUs may not be used for internal use. If the Cloud Provider wishes to use Veeam internally to back up,manage, report and/or change their business environments the Cloud Provider must acquire commercial perpetual licensesthrough regular Veeam channels. (See Discounted Internal Use, in the Gold Cloud Provider Benefits section.)9
Veeam Cloud Provider Program GuideAMAM.MONITORING/METERING USAGEFrom time to time, Veeam may sell product licensing that differs from the enforcement or usage mechanism. Thismay be necessary to accommodate the needs of a partner segment of the market. For instance, Veeam Backup &Replication may be offered by the VM, even though the usage may be granted (controlled) by the socket. This wouldallow the VCP to only pay for the backup being “sold” to their clients.EXAMPLE: A VCP has a 5 servers, a 10-socket hosting environment and 100 VMs running in its environment. Clients with atotal of 40 VMs, which run distributed across the 10 sockets] are buying backup services from the Cloud Provider. The VCPmust purchase 40 (Perpetual or Rental) VMs of Veeam Backup & Replication. Veeam will then provision the VCP with keyssufficient to run the backup product across the entire 10-socket environment. If/when the Cloud Provider sells more VMs ofbackup, it will have to purchase additional (Perpetual or Rental) VMs sufficient to license the total number of client VMs usingVeeam Backup & Replication .In these cases the burden is on the VCP to insure that it only uses the amount of product licensed or acquiresadditional licenses even if Veeam does not have mechanisms in place to enforce that type/unit of licensing.Veeam may, at its discretion, offer tools that track usage and aid the VCP in reporting their usage, and Veeam will likely expandits usage control mechanisms in the future to help Cloud Providers remain in compliance on licensed product usage.AUDITFor the term of any Veeam Product Licenses and Maintenance, and for a period of 1 year thereafter, Veeam may,during normal business hours and upon reasonable prior notice to the VCP, inspect files, computer processors,equipment and facilities of the VCP to verify compliance with the EULA or applicable Order Form.10
However, if [and only if] the VAR is a Premier, Enterprise, or Professional level member in good standing of the VMware VSPP then Veeam will waive the separate legal entity requirement, use VMware as the precedent, and allow the VAR/Cloud Provider to join the VCP Program. OU
