1Confidential

Successfully Selling Virtualization To SMBsJerron Evans

Central Territory iPBM

2

Agenda

Market Overview

Identifying Opportunities

Customer Presentation

vSphere with Operations Management

End-User Computing

Licensing, Packaging and Pricing

Handling Objections

Examples

Q & A

3

Growing revenues and customers

Improving cash flow and managing budget constraints

Maintaining profitability and staying in business

Reacting quickly to changing market conditions and threats

Sources: Zoomerang 2011 Study: SMB Business Perspectives, Forrsights Budgets And Priorities Tracker Survey, Q4 2011

Business and Market Pressures Weigh Heavy on SMBs

4

VMware Evolution…

“It is not the strongest of the species that survives, nor the most intelligent that survives.

It is the one that is the most adaptable to change.”

Charles Darwin

5

Primary SMB Objectives

Protect the business

• Business continuity

• Security

Keep IT simple

• SMBs need IT that just works

Do more with less

• With limited resources, and tight budgets

IT generalists are often tasked with addressing all

of these challenges

6

SMB Customer Presentation

7

Significant Market Opportunity

~80% of SMBs* are potential net new VMware Customers

*(VMware SMB is <1000 employees)

Virtualization: Top IT initiative for SMBs - 3 out of 4 planning SMB projects

• Over 60% plan to implement, expand, or upgrade server virtualization• 80% of Medium Business (MB 500-999)

• 69% of Small Business (SB 100-499)

• 46% of Very Small Business (VSB 1-99)

• Over 30% stated implementing/expanding desktop virtualization, thin client and app streaming as a critical or high priority

• Strong leadership foundation: 7 of 10 SMBs chose VMware *Forrester, TechTarget

*Source: Forrsights Hardware Survey, Q3 2011 (NA & EMEA), Forrester Research

8

Which Customers are a Fit?

Size of environment: 2+ physical servers Larger environments will benefit from

consolidation ratios

All size environments will benefit from business continuity

Target Customers Any customer buying a server

Any customer that has experience challenges with application availability or data recovery

High-potential prospects Quickly realize that maximizing their server

utilization rates will have an immediate ROI

Will be interested in an affordable business continuity solution

Active Directory Server

MicrosoftSQL Server

Windows NTApp Server

Microsoft IIS Web Server

Microsoft Exchange Server

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SMB Benefits / Sales Approach

Consolidation Approach - One-time event that moves existing applications onto a fewer number of servers

Containment Approach - An ongoing effort to virtualize new applications and manage growth of existing ones

Availability Approach – Introducing virtualization to increase application availability and data recoverability

• Ideal for customers looking for robust, affordable business continuity solutions

New

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How does Virtualization Solve My Problems?

Physical World

1:1 relationship between applications and hardware

Relevant cost metric = cost per server

1 :1

Traditional x86 Architecture• Legacy rule: Run only one

application per server because single application crashes resulting in OS or server failure

• Typical hardware utilization below 8%

Many:1 relationship between applications and hardware

Relevant cost metric = cost per application

Virtual World

Many :1

Virtualization: • New rule: Run multiple applications

per server because OS/applications are isolated from one another

• Typical hardware utilization 80%

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Improve application availability3

Protect business data with Data Recovery4

Make Better use of existing or new infrastructure1

Save time in managing infrastructure2

Whythey need it

Howit pays

for itself

Key Customer Talking Points

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Make Better Use of Existing Infrastructure

Servers 10

Utilization 8%

Annual cost per server

$4,000

Total Cost $40,000

Servers 3

Utilization 80%

Annual cost per server

$4,000

Total Cost $12,000

Before VMware After VMware

More applications per machine = less machines

Over $28,000 in cost avoidance

Source: IT Business Edge, “The Business Value of Server Virtualization” – cost for average a 2 X CPU server in three-year amortized hardware purchase, and annual support and maintenance contract costs 9/07

1

13

Save Time Managing Infrastructure

% of Time Spent on Maintenance

72%

Before VMware After VMware

24%

Source: IDC and VMware TAM program

Do more work with the same number of people = operating cost savings

Drivers of productivity improvements include

Zero downtime maintenance

Built-in high availability

Dynamic patching

Instant provisioning

Automated disaster recovery

2

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Save Time During Disaster Recovery

Eliminate recovery steps

• No operating system re-install or bare-metal recovery

• No time spent reconfiguring hardware

Standardize recovery process

• Consistent process independent of operating system and hardware

Configure hardware

Install OS

Configure OS

Install backup agent

Start “Single-step automatic recovery”

RestoreVM

Poweron VM

Physical

Virtual 40+ hrs

< 4 hrs

2

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High Availability keeps SMB’s running

Automatic detection and restart of failed servers

Detects server failures and initiates the new virtual machine restart on a different physical server without human intervention

Typical downtime per failure

4 hours

Average failures per year

2 events

Downtime cost per hour (e.g., sales per hour)

$10,000 per hour

Savings per year $80,000

Note: Assumes company with 200 employees, and ~$20M in annual sales, or $10,000 sales per hour during business periods

How much does down time

cost foryour business?

3

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Protect business data with vSphere Data Protection

OS

APP

Agent-less, disk-based backup and recovery of your VMs

VM or file level restore

Incremental backups and data de-dupe to save disk space

Based on EMC Avamar technology.

De-duplicatedStorage

ESXi

OS

APP

OS

APPAgent-less snapshot

technology

Built in data protection saves time and money

• Simplifies administration

• Recover more or all of your data

• Less downtime = higher staff productivity

4

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VMotion™

DescriptionEnables the live migration of virtual machines from one host to another with continuous service availability

Benefits Moves virtual machines with server resource pools to align the allocation of

resources to business priorities Meets service level and performance goals Improves availability by conducting maintenance without disrupting business Much faster and more reliable than Hyper-V (Principled Technologies Oct 2011)

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Seamless Storage Integration

Benefits: • Low cost, entry-level option for users without

shared storage• HA, vMotion, Data Recovery using Essentials plus

and VMware VSA

Recommended VMware Product: • Essentials• Essentials Plus with VMware VSA

Benefits: • Enables virtualization features such as high

availability, vMotion, FT, DRS and DPM• Enhanced scalability, management and

performance

Recommended VMware Product: • Essentials Plus or any Acceleration Kit

NAS, iSCSI or SAN Storage

ESX

OSAPP

OSAPP

OSAPP

ESX

OSAPP

OSAPP

OSAPP

NFS or

VMFS

Virtual machine data can be stored on local disks

Storage can be shared between multiple virtual machines

Local Storage

Shared Storage (NAS, iSCSI or SAN)

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VSA delivers high availability - without shared storage hardware

VMware vSphere Storage Appliance

VSA runs as a virtual machine, with your application workloads

VSA uses server internal disk

VSA clusters storage across server nodes

Shared storage hardware delivers high availability

Traditional IT Environment

Shared storage hardware provides centralized arrays of storage over a

high-speed network

Introducing VSA: Business Continuity for SMBs

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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

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vSOM – Pain Point Resolution

How can I respond to business needs faster?

How can I greatly reduce firefighting? How do I solve problems before they happen?

How can I plan and manage capacity more effectively?

How do I optimize my Virtual Infrastructure?

How do I improve the Efficiency and cost of IT operations?

How do I cut costs without cutting service levels?

Health Badge – Immediate Problems – Identifies problems and immediate actions needed.

Self-learning Architecture leads to proactive smart alerts which streamline the alerting and problem resolution process.

Risk Badge – Future Problems – Provides insight into

the stress levels of your environment all while providing

measurable statistics on both time and capacity remaining.

Efficiency Badge – Opportunities to Optimize – Find opportunities to reclaim wasted

resources that are spent on over-provisioned VMs. Gain insight into

VM density while receiving information on how to optimize

your environment.

22

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

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New Customer Scenario vSphere Ent.

vSphere with Operations

Management vSOM

vSOM with Management Competency

Deal List Price $ 57,500 $ 72,500 $ 72,500

Reseller Price (approx) $ 47,150 $ 59,450 $ 59,450

Reseller Markup 10% $ 4,715 $ 5,945 $ 5,945

Price to Customer $ 51,865 $ 65,395 $ 65,395

advantage+ opp reg (10%) $ 5,750 $ 7,250 $ 7,250

advantage + accelerator (5%) $ 3,625 $ 3,625

Solution Rewards First Time Sale Bonus (20%)     $ 14,500

Partner Margin $ 10,465 $16,820 $31,320

vSphere Enterprise Opportunity

vSphere with Operations Management

Management Competency Partners

Get 86% More Margin with the Management Competency

* Solution Reward offer valid March 14 – September 30, 2013, Advantage Plus Accelerator valid March 14 – September 15, 2013. Both valid with eligible vSphere with Operations Management products.

24

VMware’s End-User Computing Vision

•Make Mobile Workers Productive From Any Device, Anywhere.

•Allow IT to Maintain Security and Compliance Standards.

•Reduce CapEx and OpEx While Increasing Service Levels.

•VMware Allows for End-User Freedom and IT Control Simultaneously.

•VMware Decouples Apps and Data From Their Underlying OS.

•Apps and Data as Deliverables to End-User Devices .

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Which Customers are a Fit?

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Horizon View: Manage & Execute Centrally

Security & Compliance

Anywhere Access

Business Agility

Mobile & BYOD Access

OPEX Savings

Manage centralized virtual desktops

Users remotely access from various devices

Highly efficient remote protocol

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Manage a single image

Business as usual for users

Horizon Mirage: Manage Centrally, Execute Locally

Automated Win7 Deploy.

Endpoint Backup & DR

PC Refresh $ Savings

Break/Fix $ Savings

Centralized Image Mgmt.

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

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Horizon Workspace: Manage Users, Not Devices

Single-Sign-On Portal.

Manage and Secure the Apps and Data Your Users Need and Want.

IT Control without End-User Constraints.

Separate and Secure Personal and Corporate Data.

Seamless File Sharing and Collaboration

29

VMware vSphere™ Packaging / Pricing

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How VMware vSphere is packaged for SMBs

vSphere

Editions

vSphere

Kits

• For customers new to virtualization

Essentials Kits for small businesses• For smaller environments that want to

consolidate 5~50 physical servers

• Virtualization for up to three physical server hosts (up to 2 processors each, 6 total)

Acceleration Kits for midsize businesses• Can be scaled to any sized environment

Note: Support and Subscription (SnS) required for at least one year; Only per-incident support available with Essentials

• A la carte licenses for scaling out your virtualized environment

• Editions vary in features and pricing

• Includes vSphere virtualization& centralized vCenter management

• Limit of one purchase per customer site

vSphere 5.5 Kits as of 9/19/13

= Changes to Kit= Existing Feature

* VDPA is part of vSOM Acceleration Kits only. All prices listed above are license only, SnS is required

List Pricing is for reference purposes only and is subject to change without notice.  Pricing reflected in this document is suggested retail price in USD, for sales in the US. Regional prices may vary.

Legend:

Essentials and Acceleration Kits(Essentials Kits: http://www.vmware.com/products/vsphere/compare.html,

Acceleration Kits: http://www.vmware.com/products/vsphere-operations-management/compare.html)

ENTERPRISE w/OM

ENTERPRISE + w/OM

vMotion™

High Availability

Fault Tolerance

Adv. Data Protection*

App High Availability

Distributed Switch

DRS / DPM

Storage vMotion

Flash Read Cache

Hot Add

vSPC

I/O Controls

Multipathing / vAAI

Host Profiles/Auto Deploy

$27,995

$22,995

6 CPUs / vCenter Std 6 CPUs / vCenter StdESSENTIALS

PLUS

$495

ESSENTIALS

vSphere HypervisorThin Provisioning

vStorage APIUpdate Manager

6 CPU / 2 per Host / vCenter Ess

$4,495

6 CPU / 2 per Host / vCenter Ess

Storage Profiling & DRS

SR-IOV

vShield Endpoint

vSphere Replication

w/VSA (+$500)

STANDARD w/OM

$9,995

6 CPUs / vCenter Std

vCenter Operations

Management Standard

Notes:

• vSMP/vCPU limits for all Editions have been removed with 5.5

• Free Hypervisor, not listed here, no longer has a 32GB physical limit.

vSphere HypervisorThin Provisioning

vStorage APIUpdate Manager

vSphere HypervisorThin Provisioning

vStorage APIUpdate Manager

vSphere HypervisorThin Provisioning

vStorage APIUpdate Manager

vSphere HypervisorThin Provisioning

vStorage APIUpdate Manager

Reliable Memory

Big Data Extensions

vMotion™

High Availability

Fault Tolerance

Data Protection

Storage vMotion

Hot Add

vShield Endpoint

vSphere Replication

vCenter Operations

Management Standard

vMotion™

High Availability

Fault Tolerance

Adv. Data Protection*

DRS / DPM

Storage vMotion

Hot Add

vSPC

Multipathing / vAAI

vShield Endpoint

vSphere Replication

vCenter Operations

Management Standard

Reliable Memory

Big Data Extensions

vMotion™

High Availability

Data Protection

vShield Endpoint

vSphere Replication

= New Feature for vSphere 5.5

vSphere 5.5 EditionsPer CPU

* VDPA is part of vSOM Acceleration Kits only. All prices listed above are license only, SnS is required

List Pricing is for reference purposes only and is subject to change without notice.  Pricing reflected in this document is suggested retail price in USD, for sales in the US. Regional prices may vary.

Legend:

vSphere Editions (Per CPU)(http://www.vmware.com/products/vsphere/compare)

STANDARD ENTERPRISE ENTERPRISE +

$3,495

$2,875

$4,995 $7,495

$11,495

vCloud Networkingand Security Standard

vCloud Director

vCloud Networkingand Security Advanced

vCloud ConnectorAdvanced

vCloud Director

vCenter OperationsAdvanced

Legend:

vCloud Suite Editions (Per CPU)(http://www.vmware.com/products/vcloud-suite/compare.html)

vCloud Suite 5.5 Editions

vSPHERE ENTERPRISE+ is part of all vCloud Suite Editions

vCloud ConnectorAdvanced

vCloud Networkingand Security Advanced

vCloud ConnectorAdvanced

vCloud Director

vCenter OperationsEnterprise

Site Recovery Manager

vCloudAutomation Center

vFabricApplication Director

$1,745vCenter Operations

Management Standard

STD w/MANAGEMENT ENTERPRISE ENTERPRISE +

vCenter Operations

Management Standard

vCenter Operations

Management Standard

$3,625 $4,245

w/Operations ManagementPer CPU

vCenter OperationsStandard

vSphere HypervisorThin Provisioning

vStorage APIUpdate Manager

vMotion™

High Availability

Fault Tolerance

Data Protection

Storage vMotion

Hot Add

vShield Endpoint

vSphere Replication

vSphere HypervisorThin Provisioning

vStorage APIUpdate Manager

vMotion™

High Availability

Fault Tolerance

Data Protection*

DRS / DPM

Storage vMotion

Hot Add

vSPC

Multipathing / vAAI

vShield Endpoint

vSphere Replication

Reliable Memory

Big Data Extensions

vMotion™

High Availability

Fault Tolerance

Data Protection*

App High Availability

Distributed Switch

DRS / DPM

Storage vMotion

Flash Read Cache

Hot Add

vSPC

I/O Controls

Multipathing / vAAI

Host Profiles/Auto Deploy

Storage Profiling & DRS

SR-IOV

vShield Endpoint

vSphere Replication

vSphere HypervisorThin Provisioning

vStorage APIUpdate Manager

Reliable Memory

Big Data Extensions

$995

= Existing Feature= New Feature for vSphere 5.5

= Changes to Kit

= Existing Feature= New Feature

= Changes to Kit

vCloud Net. & Sec.vCloud Net. & Sec. vCloud Net. & Sec.

33

End-User Computing Packaging / Pricing

34

VMware Horizon View 5.2

All products available in commercial, academic and federal SKUs

Horizon View is previously known as View Premier

Customers cannot mix Bundles and Add-ons in the same environment

vShield Endpoint functionality is now included in vSphere Desktop

Product Description SKU - 10/100 Packs $

Horizon View Bundle

Renamed View Premier Bundle includes: • View Premier• vSphere for Desktops• vCenter for Desktops • Workstation (1 Admin

license) • ThinApp

VU5-PR-STR-CVU5-PR-100-C

$250/concurrent user

Horizon View Add-On

For customers who already have vSphere and vCenter and want Horizon View

VU5-PR-A10-CVU5-PR-A100-C

$190/concurrent user

Horizon View Add-on to Bundle Upgrade

For customers who have View Add-ons and want the full bundle to include vSphere & vCenter

VU5-PR-STR10-UG-C VU5-PR-UG-100-C

$70/concurrent user

35

VMware Horizon Mirage 4.2

All products available in Commercial, Academic and Federal SKUs

Available in 10 and 100 packs

Product Description SKU - 10/100 Packs $

Horizon Mirage Includes:• Image Management and

Disaster Recovery• Fusion Pro • Workstation (1 Admin

license) • ThinApp

HZ-MRG-10-CHZ-MRG-100-C

$150/named user

Windows Migration 6 Month Term based license focused on Windows Migration (subscription)

HZ-MRG-WIN-6M-TLSS-C(Min. Quantity = 10)

$80/named user

Windows Migration to Bundle Upgrade

For those who already have Windows Migration and want the full product

HZ-MW-MRG-10-UG-CHZ-MW-MRG-100-UG-C

$77/named user

36

VMware Horizon Workspace 1.0

All products available in commercial, academic and federal SKUs

Available in 10 and 100 packs

Product Description SKU - 10/100 Packs $

Horizon Workspace Includes:• Data and application

management through Workspace

• Workstation (1 Admin License)

• ThinApp

HZ-WSP-10-CHZ-WSP-100-C

$150/named user

37

Partner Opportunity..

$20KVMware License Sale

$300KSolution Sale for Partner

=

Product Category VAR’s

Server Products $6.61

Professional Services $3.65

Storage Products $1.81

Business Applications $1.28

Networking Products $0.72

Security Products $0.54

Total $15.02

Every $1 in server virtualization software sales generates additional $$ in complementary products & services

Source: Global Touch Data Center Survey, May 2010

$15 of incremental Revenue for every $1 of VMware Software

38

Handling Objections

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Handling Objections

Customer Objection

xAdding management is too costly

xAlready have a different management solution

xAlready use vCenter now for management

xTakes too long to get value from management

xAdding management will make things worse, not better for us

Response Management Foundation lets you start at No Cost

Designed for cloud and virtual environments with patented analytics and integrated capacity and configuration management

vCenter Operations Management shows you more and does more

78% of customers see ROI in < 3 months

Frees internal IT up to be proactive, not reactive

40

Common Questions

1. You seem to recommend VMware. What puts them ahead of competitors like Microsoft?

2. It seems risky loading up so many apps on one server. What if the server fails or one of the apps?

3. I’m already using the free vSphere Hypervisor, why should I buy the product?

4. Why should I consider VMware over the free products on the market?

41

What puts them ahead of competitors like Microsoft?

1. Reliable and Scalable Foundation - VMware delivers a mature, production-proven hypervisor with unparalleled performance, scalability, and reliability. The Hypervisor is not a commodity.

2. Complete Virtualization Platform – VMware vSphere has the industry’s most complete set of virtualization platform features.

3. Comprehensive Virtualization Management - Only VMware provides a complete virtualization management solution for all virtual infrastructure over the full lifecycle of a VM.

4. Support for Complete IT Infrastructure - VMware provides unsurpassed flexibility, offering the broadest application, operating system and hardware support.

5. Proven, Trusted Solution - VMware is the proven choice

100% of the Fortune 100, 100% of Fortune Global 100, 97% of the Fortune 1000

42

I’m Already Using the free vSphere Hypervisor, Why Buy?

1. Essentials Plus and up have business continuity functionality

• High Availability

• Data Protection

• vMotion

• Replication

2. Centralized management of virtual machines• Save significant administration time

• Update and patch all servers simultaneously

43

Why should I consider VMware vs. other free products?

• Servers

• Networking

• Storage

• Electricity

• Datacenter space

Management

Licenses for Virtual machines operating system

Management software

Management servers and other infrastructure cost

Databases software and servers

Licenses for virtualization software

Hardware VM Guest OSVirtualization

SoftwareManagement Support

Subscription services and technical support

An accurate metric for virtual environments

Divide the Significant Acquisition Costs by the Number of Virtualized Applications = Cost per application

44

VMware is Lowest TCO Per VM VMware

Essentials*VMware

Essentials Plus*

Other Solutions

Plus:VMware software is more reliable, has more features and better performance

than any other virtualization product on the market – even if they’re “free”

VMware's TCO/ROI calculator: http://roitco.vmware.com/vmw

*single server cost when purchased in 3-server bundle**per-incident support packs and management software additional

2-way server (16 GB RAM) $5,000 $5,000 $5,000

Cost: Guest Windows licenses1 $5,998 $5,998 $5,998

Cost: Virtualization license** $187 $1,498 $0**

Cost: Support** $250 $245 $250Subtotal $11,435 $12,741 $11,248Total VMs2*** 12 12 10

Cost per VM $953 $1,062 $1,125

Management Software included Included $492****

***average VMs per physical machine****Per Server Cost of System Center Essentials w/ SQL

45

Customer Example

46

Customer Example – Physical EnvironmentBank in the Northeast with 120 employees.

25 physical servers (12 Mission-Critical)

iSCSI SAN iSCSI SAN (DR)3rd-party Replication

MSCS

Site A DR Site Physical Server Solution (Phase 1)

Product Qty. Cost

Refreshed Servers (@ $8000 each) 12 $96,000

Servers for Clustering MC Apps 12 $96,000

3rd-Party Backup Licenses (@ $1000 each) 12 $12,000

iSCSI SAN 1 $20,000

Total: $224,000

Physical Server Solution (Phase 2)

Product Qty. Cost

Servers for DR Site (@ $8000 each) 12 $96,000

Replication Licenses (@ $2700 each) 12 $32,400

iSCSI SAN for DR Site 1 $20,000

Total: $148,400

Customer Goals and Concerns:Phase 1

• Half the servers need to be refreshed.

• MC Apps must be down as little as possible.

• Lower TCO of the environment.

Phase 2 (Next Budget Cycle)

• Site-level disaster recovery.

• Concerns about additional staff needed.

GRAND TOTAL: $372,400

Enabling MSCS will double all your MS licensing costs!!

47

DR site

PHYSICAL TOTAL: $372,400

VMware Solution (Phase 2)Product Qty Cost

vSOM Standard Acceleration Kit 1 $10,000

4, 2-TB drives per server 12 $8,100

SRM 25 VM pack 1 $4,875

TOTAL: $22,975

VMware TOTAL: $41,075

Bank in the Northeast with 120 employees.

25 physical servers (12 Mission-Critical)

* when bundled with Essentials Plus

VMware Solution (Phase 1)Product Qty Cost

vSOM Standard Acceleration Kit 1 $10,0004, 2-TB drives per server 12 $8,100

TOTAL: $18,100

vSphere

Replication

VMware saves the customer over $331K in hardware/licensing costs alone!

Site A Customer Goals and Concerns:

Phase 1

• Half the servers need to be refreshed.

• MC Apps must be down as little as possible.

• Lower TCO of the environment.

Phase 2 (Next Budget Cycle)

• Site-level disaster recovery.

• Concerns about additional staff needed.

48

Next steps to grow your VMware business

1. Visit vmware.com/go/partnercentral/smb for additional assets, on-demand training, & product information

2. Download Sales Bytes at vmware.com/go/salesbytes for your prospecting to acquire new customers & upsell to existing accounts. Bytes include:• Enablement recording & presentation for training

• Value Prompter & prospecting guide to use during calls

• Customer emails & presentation to send to prospects

3. Run a co-branded marketing campaign at vmwaregrid.com• Leverage content offers and co-brandable emails & landing pages

• Find event-in-a-box and other campaign resources

at vmware.com/go/peoplelikeyou_partners

4. Get more information / VMware resources

• Download the Promo App at vmware.com/go/promoapp

• Visit blogs.vmware.com/virtualreality & follow us on twitter.com/vmwarearmy

49

Brandt Stewart (VT, NH, MA, RI, ME)

bstewart@vmware.com 801-786-5835

Rhett Burton (W. NY, CT, NJ) burtonr@vmware.com 801-786-5810

Brent Wilson (NYC, Long Island) brentwilson@vmware.com 801-786-5823

Cole Hartmann (East PA, DE, SC, NC)chartmann@vmware.com 801-786-5811

Kim Broschinsky (FL)broschinskyk@vmware.com 801-786-5831

Jordan Watson (VA, MD, WV, DC)jwatson@vmware.com 801-786-5829

Dalton Musgrave (GA, AL, MS, TN)dmusgrave@vmware.com 801-786-5785

Mitchell Stott (South CA, HI)mstott@vmware.com801-786-5814

Tony Rogers (OR, WA, AK)trogers@vmware.com 801-786-5784

Brett Shaw (North CA)bshaw@vmware.com 801-786-5794

Shezerae Hatton (MT, ID, UT, WY, AZ, NV)shatton@vmware.com801-786-5813

Jeff Shumway (NM, CO)jshumway@vmware.com 801-786-5841

Dustin Bennett (Central Canada)dbennett@vmware.com 801-786-5800

Dan Nickolaisen (East/West Canada, dnickolaisen@vmware.com 801-786-5832

Canada

East

West

Jeff Shumway (NE, KS)jshumway@vmware.com 801-786-5841

Nate Conger (TX ,OK, AR ,LA)nconger@vmware.com 801-786-5787

Jared Johnson (IL, WI)johnsonj@vmware.com 801-786-5833

Scott Smith (ND, SD, MN, IA, MO)scotts@vmware.com801-786-5808

Cole Abbott (MI, North OH)cabbott@vmware.com801-786-5834

Jerron Evans (IN, KY, WV, South OH)jerrone@vmware.com801-786-5837

Central

Inside Partner Business Managers

OH

AK

DE

NJ

NY

MA

NH

VT ME

GA

TN

FL

LA

ALMS

AR

WV

MI

INIL

WI

MT

WY

CO

NE

KS

OK

TX

NM AZ

UT

ID

NV

S CA

OR

WA

RI

PA

MD

NC

SC

VA

ND

MO

SD

MN

IAN CA CT

KY

50Confidential

Q&A – Thank You!

Look for an email invitation to participate in our next training “Solution Selling to SMB’s”

Learn more about:

SMB Go-To-Market Strategy, Segment Priorities and the Solution Portfolio