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VMware vSphere with Operations Management: The Next Iteration of vSphereAs customers cross the 30 percent virtualization threshold, challenges tied to capacity management and performance monitoring of their virtual infrastructure begin to emerge. VMware vSphere® with Operations Management™, the next iteration of vSphere, helps IT address these challenges by adding insight into workload capacity and health.

Customer Promotion – Until December 15, 2013, customers can receive 15 percent off regular list price of:

•vSphere with Operations Management Std/Ent/Ent+ Acceleration Kit

•Upgrades to vSphere with Operations Management Std/Ent/Ent+ editions or Acceleration Kits

vSphere with Operations Management Edition Overview

Edition Standard EntErpriSE EntErpriSE pluS

Overview Server consolidation with insight to workload capacity and health

Resource load balancing and insight to workload capacity and health

Enhanced application availability and insight to workload capacity and health

Target Customer Small IT environments:

30-50 virtual machines, limited IT staff

Large IT environments: 50-100 virtual machines, limited IT staff supporting increasing business demands

Large IT environments with adv requirements: 100+ virtual machines, expansion planning, multi-site

Feature Highlights

Capacity Optimization & Automated Health Monitoring

Availability

Resource Load Balancing

Support for Next-Gen Workloads (Hadoop/Big Data)

Policy-Based Automation

Enhanced Application Availability and Performance

Selling VMware vSphere with operations ManagementInternal and Partner Use Only

Selling VMware vSphere with Operations Management

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vSphere with Operations Management Offers Customer Value •Capacity optimization and performance monitoring are valued by any customer looking to virtualize for the first time or expand

an existing vSphere environment

– 9 out of 10 virtual machines are over-provisioned

– When offered vSphere with Operations Management and vSphere, 33 percent of vSphere customers prefer vSphere with Operations Management (based on 2013 focus group research)

•Customers who deploy vSphere with Operations Management vs. vSphere alone substantially increase their ROI from compute virtualization

– 40 percent INCREASE in capacity utilization

– 37 percent INCREASE in consolidation ratios

– 30 percent INCREASE in hardware savings

– 26 percent DECREASE in time to diagnose and resolve performance issues

•Customers can deliver higher service levels for business critical applications and provide better application management.

Partner Benefits•Partners can increase their profitability by up to 35 percent by combining all advantage+ and Solution Rewards promotional

discounts.

– Earn up to 15 percent upfront discount with the advantage+ Accelerator on vSphere with Operations Management licenses for an approved opportunity registration which is closed prior to September 15, 2013.

– Infrastructure Virtualization Competency partners can earn 5 percent Solutions Rewards for selling vSphere with Operations Management (until September 30, 2013)

– Management Competency partners can earn up to 20 percent Solutions Rewards for selling vSphere with Operations Management (until September 30, 2013)

•Partners can increase their VMware revenue, as well as the deal size, with the drag of additional hardware, software and services.

•Customers who have vSphere with Operations Management can easily identify capacity shortfalls, which may lead to additional upsell opportunities.

Selling VMware vSphere with Operations Management

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Sales Triggers – What to Look For? •Server hardware refresh cycles – Sell vSphere with Operations Management with new server hardware to give customers a 40

percent increase in usable capacity. Look for customers who purchased vSphere five-to-six years ago since they will most likely be in the refresh cycle. Look for customers making new infrastructure purchases (storage, network).

•Application concerns – Focus on customers looking to deliver high service levels for business critical applications, in addition to better managing these apps (i.e., virtualized apps may be oversized and are resource hogs).

•Small IT staff supporting large organization and/or demanding business conditions – These customers are under pressure to do more with less (i.e., cuts in IT staff/resource budget, IT group split due to M&A). A single pane of glass to monitor vSphere environments and manage capacity will save IT admin time and resources.

How to Handle Objections

objEction rESponSE

I already have a management offering from [i.e., Veeam One and Management Pack, vFoglight, VKernal, VM Turbo].

vSphere with Operations Management automates a richer collection of performance metrics and advanced health models to provide actionable data for fast root-cause and capacity optimization. Competitive offerings are built on static thresholds and require intensive admin resources to manage properly. Caution against third-party “automated remediation” – Are you actually fixing or “right sizing” the right resource? Is adding another “layer” on top of vSphere in your best interest?

I use VMware vCenter™ to manage my virtual environment. vCenter Server™ helps you gather workload data from your vSphere hosts. vSphere with Operations Management aggregates this data to provide a holistic view of your performance and capacity.

It takes too long to get value out of capacity and performance management.

Customers using operations management capabilities typically see value in two-three weeks.

Adding capacity/performance management will give my teams just one more thing to worry about.

Customers typically have reduced time to diagnose and resolve problems by 26 percent.

It’s too expensive to add capacity optimization. vSphere with Operations Management delivers tangible ROI (increased capacity, consolidation ratios, hardware savings). Leverage the 15 percent customer promotion and 15 percent front-end discount partner promotion. 78 percent of customers see a full ROI on the cost of adding management within 90 days.

I don’t need some of the features of the higher vSphere editions. Focus on capacity optimization, health monitoring, etc. within vSphere with Operations Management vs. vSphere.

To move customers from Std to Ent, focus on DRS. To move customers from Ent to Ent+, focus on distributed switch and App HA (enhanced app availability).

Selling VMware vSphere with Operations Management

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VMware vSphere with Operations Management EditionsVSphErE with opErationS ManagEMEnt

VMware vSphere with Operations Management Standard Edition

Server consolidation with insight to workload capacity and health

SKU USD

1 Processor License VS5-OSTD-C $1,745.00

1 Year Production SnS VS5-OSTD-P-SSS-C $436.00

1 Year Basic SnS VS5-OSTD-G-SSS-C $366.00

VMware vSphere with Operations Management Enterprise Edition

Resource load balancing and insight to workload capacity and health

SKU USD

1 Processor License VS5-OENT-C $3,625.00

1 Year Production SnS VS5-OENT-P-SSS-C $906.00

1 Year Basic SnS VS5-OENT-G-SSS-C $761.00

VMware vSphere with Operations Management Enterprise Plus Edition

Enhanced application availability and insight to workload capacity and health

SKU USD

1 Processor License VS5-OEPL-C $4,245.00

1 Year Production SnS VS5-OEPL-P-SSS-C $1,061.00

1 Year Basic SnS VS5-OEPL-G-SSS-C $891.00

VMware vSphere with Operations Management Upgrades From To SKU USD

VMware vSphere with Operations Management Standard

vSphere with Operations Management Enterprise Edition

VS5-OSTD-OENT-UG-C $2,070.00

vSphere with Operations Management Enterprise Plus Edition

VS5-OSTD-OEPL-UG-C $2,750.00

vCloud Suite Standard Edition VS5-OSTD-CSTD-UG-C $3,575.00

vCloud Suite Advanced Edition VS5-OSTD-CADV-UG-C $6,325.00

vCloud Suite Enterprise Edition VS5-OSTD-CENT-UG-C $10,725.00

VMware vSphere with Operations Management Enterprise

vSphere with Operations Management Enterprise Plus

VS5-OENT-OEPL-UG-C $685.00

vCloud Suite Standard Edition VS5-OENT-CSTD-UG-C $1,505.00

vCloud Suite Advanced Edition VS5-OENT-CADV-UG-C $4,260.00

vCloud Suite Enterprise Edition VS5-OENT-CENT-UG-C $8,660.00

VMware vSphere with Operations Management Enterprise Plus

vCloud Suite Standard Edition VS5-OEPL-CSTD-UG-C $825.00

vCloud Suite Advanced Edition VS5-OEPL-CADV-UG-C $3,575.00

vCloud Suite Enterprise Edition VS5-OEPL-CENT-UG-C $7,975.00

Selling VMware vSphere with Operations Management

VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.comCopyright © 2013 VMware, Inc. All rights reserved. This product is protected by U.S. and international copyright and intellectual property laws. VMware products are covered by one or more patents listed at http://www.vmware.com/go/patents. VMware is a registered trademark or trademark of VMware, Inc. in the United States and/or other jurisdictions. All other marks and names mentioned herein may be trademarks of their respective companies. Item No: VMW5123-CHS-SELLNG-vSOM-PRICNG-TBL-US-ENGLISH-US-A4-101 08/13

vSphere with Operations Management Acceleration KitsaccElEration KitS (aKS)

VMware vSphere with Operations Management Standard AK

Includes• vCenter Server Standard• 6 x vSphere with Operations Management Std CPU licenses

SKU USD

License SKU VS5-MSTD-AK-C $9,995.00

1 Year Production SnS VS5-MSTD-AK-P-SSS-C $3,866.00

1 Year Basic SnS VS5-MSTD-AK-G-SSS-C $3,248.00

VMware vSphere with Operations Management Enterprise AK

Includes• vCenter Server Standard• 6 x vSphere with Operations Management Ent CPU licenses• 6 x vSphere Data Protection Advanced CPU licenses

SKU USD

License SKU VS5-MENT-AK-C $22,995.00

1 Year Production SnS VS5-MENT-AK-P-SSS-C $8,329.00

1 Year Basic SnS VS5-MENT-AK-G-SSS-C $6,996.00

VMware vSphere with Operations Management Enterprise Plus AK

Includes• vCenter Server Standard• 6 x vSphere with Operations Management Ent Plus CPU licenses• 6 x vSphere Data Protection Advanced CPU licenses

SKU USD

License SKU VS5-MEPL-AK-C $27,995.00

1 Year Production SnS VS5-MEPL-AK-P-SSS-C $9,259.00

1 Year Basic SnS VS5-MEPL-AK-G-SSS-C $7,777.00