successfully selling – part 2
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© 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 ManagementStandard 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, 2013Terms & 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 WorldWith 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
VMwareView 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
SecurityRemote &
Roaming Access
Offline FlexibilityNative 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
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