© 2010 VMware Inc. All rights reserved

Confidential

Successfully Selling – Part 2

2 Confidential

Agenda

Successfully Selling Overview

The Traditional Datacenter: A Review of Ancient History

vSOM: Managing vSphere with Operations Management

Horizon: A Futurist Guide to End User Computing

Hybrid Cloud: The Partner’s New Best Friend

Q & A

3 Confidential

Successfully Selling Overview

We talked about:

• The SMB Market

• Identifying Opportunities

• Customer Presentation

• SMB Pricing and Packaging

• Handling Objections

Register for Successfully Selling

4 Confidential

Ancient History: The Evolution of the Datacenter

The Traditional Datacenter - Caveman

• Separate physical machines

• High Capital Expense

• Costly upkeep

• High Operating Expense

• Manage each machine independently

• OS tied to hardware

5 Confidential

The Story of Virtualization

Basic Virtualization – Great White Ape

• Move existing physical machines into virtual environment

• Dramatically reduce Capital Expense (-%60 CapEx)

• Reduce amount of hands on for maintenance management (-%32 OpEx)

• Greater insight into your workload performance (but not that good)

• Expand, Backup and DR, move VM workloads dynamically, live maintenance

1 :1 Many :1

6 Confidential

The Future of IT: VMware’s Vision

Software Defined Datacenter:

• Virtualize Everything – Networking and Security, Storage, and Compute

• Automate Everything – Self-service, self-manage and auto-deploy

End User Computing:

• Virtual and Physical Desktop Management

• Secure Data and Application delivery via HTML 5 Browser

• In short: Tools you need, when and where you need them

Hybrid Cloud:

• Flexibility to move workloads from the cloud and back

• Leveraging partnerships by enabling them to provide cloud services to customers.

7 Confidential

vCenter Operations Management

Immediate Problems

Future Problems

Opportunities to Optimize Proactively manage

performance and improve availability for vSphere environments

Understand performance trends across VMs, clusters, and farms

Optimize capacity by reclaiming and rightsizing VMs

Reduce false alerts through patented analytics

Optimizes Infrastructure Performance; Lowers Cost

8 Confidential

Health -

Health is the overall view of the monitored environment

• Monitoring the current health and immediate problems in the environment

Workloads

• Datacenter-wide Heatmap shows the overall health of the environment.

Anomalies

• Uncharacteristic Activity in the environment.

Faults

• Immediate problems with hardware availability, configuration and failures

9 Confidential

Risk -

Risk shows the analysis showing potential issues in the future

• An overall score of time to failure, stresses and capacity analysis

Time Remaining

• Time remaining before resources are consumed and unavailable

Capacity Remaining

• An analysis of capacity and shows how many more VMs can be allowed before failure

Stress

• Showing patterns of long-term or chronic strain of VM resources

• Resolve issues before they become obvious

10 Confidential

Efficiency -

Efficiency analyzes the datacenter for reclaimable waste and density

• This analysis gives insight into your potential to optimize

Reclaimable Waste

• A review of all used resources and determines which VMs can be removed and right-sized to better utilize existing capacity

Density

• Compares current consolidation ratios to the ideal consolidation ratios

• Determines your potential capacity for future growth

11 Confidential

Operations Management Pricing & Licensing

Price (per CPU, license only)

Entitlements (VM / Core / vRAM) Unlimited Unlimited Unlimited

• vCPU / VM 8-way 32-way 64-way

Features

• Health Monitoring and Performance Analytics

• Data Protection and vSphere Replication

• vMotion

• Storage vMotion

• Storage APIs for Array Integration, Multipathing

• Distributed Resource Scheduler and Distributed Power Management

• Distributed Switch

• Host Profiles and Auto Deploy

• Storage DRS and Profile-Driven Storage

• vShield Endpoint

• High Availability and Fault Tolerance (1 vCPU)

• Capacity Management and Optimization

• Operations Dashboard and Root Cause Analysis

• I/O Controls (Network and Storage) and SR-IOV

vSphere Standard

vCenter Operations Management Suite

Standard

vSphere Enterprise

vCenter Operations Management Suite

Standard

vSphere Enterprise+

vCenter Operations Management Suite

Standard

$1,745 $3,625 $4,245

vSphere with Operations Management

Standard Enterprise Enterprise+

12 Confidential

Partner Incentives for vSphere with Operations Management (vSOM) and vSphere Data Protection (vDP)

Partners have more ways to earn accelerated margins on vSOM and vDP

Competency Solution Rewards

Infrastructure Virtualization

5%*vSOM or

vSphere Data Protection

Management 10% vSOM

Business Continuity

10% vSphere Data Protection

New

(1) vSphere Data Protection starting on May 1, 2013

Terms & Conditions apply, rewards per competency cannot be combined, see Partner Central for complete details

Partner Incentive

advantage+

Standard program benefits up-to

Bonus program benefits up-to

Accelerator benefits up-to

10%

+10%New Customer Bonus

+5%vSOM and vDP Accelerator (1)

NEW

Solution Rewards Enhancements April 1 –

Sept 30, 2013

13 Confidential

A New Horizon: A Futurist’s Guide to End User Computing

A Brave New World

With the advent of the Tablet, the Smartphone and the ultrabooks, the End User can no longer support the traditional IT management model.

When was the last time you:

• Shared files from your personal computer via 3rd party Cloud Storage?

• Edited documents through an web browser based application?

• Streamed music from an online music repository?

• Accessed or shared your desktop via an Internet connection?

• Perused email from your mobile phone?

Most importantly, when did you do your entire job from a mobile device that, 6 years ago, didn’t exist?

14 Confidential

The Changing Face of Computing

It’s clear that the way you work has changed?

Shouldn’t business tools also change to accommodate?

Along these lines, here are some definitions to be familiar with:

End User Computing:Or “EUC”, gives users the fully managed tools that

they need to get their jobs done, anytime and

anywhere.

Desktop Solutions:A combination of fully

managed physical, virtual and web-based computing

solutions that can act in place of traditional desktop

hardware.

15 Confidential

End-user Computing

Complete: The Horizon Suite is an end to end toolset that answers these current questions around End-user Computing.

Integrated: We’ve combined all of our End-user Computing solutions under the Horizon family name. Together, or purchased separately, each product in the family fulfills a need that the current and future workforce demands.

High-value: The total toolset constitutes a comprehensive local and remote user experience with a surprising ease of licensing … all for a reasonable cost.

16 Confidential

VMware View

Composer

VMware ThinAppVMware View Clients

VMware

View Manager

Horizon Product Family Overview

Layered Windows image management

Centralize management, backup and recovery

Native physical computer performance

Single workspace for users to securely access corporate assets on any device

Centralized, policy-based management and for IT

Virtualize desktops and applications into the datacenter

Simplify management and reduce TCO

Secure, roaming access to virtual desktops

Horizon ViewManage & Execute Centrally

Horizon MirageManage Centrally, Execute Locally

Horizon WorkspaceManage Data & Application Access

17 Confidential

Horizon View: Manage & Execute Centrally

Manage centralized virtual desktops

Users remotely access from various devices

Security & Compliance

Anywhere Access

Business Agility

Mobile & BYOD Access

OPEX Savings

Highly efficient remote protocol

18 Confidential

Manage a single image

Business as usual for users

Horizon Mirage: Manage Centrally, Execute Locally

Highly efficient de-duplication & synchronization (even over WAN)

Native Performance

Endpoint Backup & DR

PC Refresh $ Savings

Break/Fix $ Savings

Centralized Image Mgmt.

19 Confidential

Centrally managed

Windows images deployed

locally on devices

Datacenter hosted

virtual desktops

HorizonView

HorizonMirage

Security

Remote & Roaming Access

Offline Flexibility

Native Performance

Synchronization

Horizon View & Mirage For Windows Desktops & Applications

Thin/zero clients Tablets PCs Laptops Macs

20 Confidential

Horizon Workspace: Manage Data & Application Access

Manage policies for apps, data & more

Users access workloads across devices

Secure Syncing, Sharing & Remote Access

Security & Compliance

Anywhere Access

Multi-Device Access

BYOD Mobile Mgmt.

Collaboration

21 Confidential

EOA Products

Upgrade Paths Summary

View Enterprise

ThinApp

Horizon Mobile

Horizon Application Manager

Horizon View

Horizon Workspace

Windows MigrationHorizon Mirage

Horizon Suite

Paid Upgrade

Paid Upgrade

Paid Upgrade

Free Upgrade

Paid Upgrade

Paid Upgrade

Paid Upgrade

Free Upgrade