Disclaimer

• This presentation may contain product features that are currently under development.

• This overview of new technology represents no commitment from VMware to deliver these features in any generally available product.

• Features are subject to change, and must not be included in contracts, purchase orders, or sales agreements of any kind.

• Technical feasibility and market demand will affect final delivery.

• Pricing and packaging for any new technologies or features discussed or presented have not been determined.

CONFIDENTIAL 2

Hervé ClementSr. Manager, Partner GTM Readiness, SDDC

CONFIDENTIAL4

In this Session…

5

3 SDDC Tools which can make a difference

ENGAGE

With CUSTOMER

EXTEND the OPPORTUNITY

with PoC

DELIVER

What you SOLD

vSphere

Optimization

Assessment

SDDC

Deployment

Toolkit

Professional

Services IP

7

Engage

vSphere Optimization Assessment

Install Show Sell

Cost Savings

Application Performance

Capacity Planning

Showing the Value of Software-Defined Datacenter

How Does the Optimization Assessment Work?

CONFIDENTIAL 8

www.vmware.com/go/vsphereoptimization

Four Easy Steps:

One-Stop Shop on Partner Central

9

• Program overview video

• Overview flyer

• Technical Training

• Call script

• Email campaigns

• Customer Assets

• And more…….

All That You Need

For Success

Intelligent/Operational Dashboard Shows Value

Immediate

ProblemsFuture Problems

Opportunities

to Optimize

10

vSphere Optimization Assessment Report

20-page customizable report template with:

– Executive Summary with customer challenges

– Explanations and screenshots of key metrics and reports

– Recommendations to partners for how to populate template and more

NEW!

– VOA report now includes vRealizeTM Operations InsightTM

for deeper visibility and control

“Easiest deal I’ve ever closed.”

Partner closed a $60K

vSOM deal in three weeks

using the VOA

Tom StephensPrincipal Technical Marketing Manager, SDDC Suite

CONFIDENTIAL13

3 SDDC Tools which can make a difference

ENGAGE

With CUSTOMER

EXTEND the OPPORTUNITY

with PoC

DELIVER

What you SOLD

vSphere

Optimization

Assessment

SDDC

Deployment

Toolkit

Professional

Services IP

The SDDC Deployment Toolkit…

16

Common Questions about the SDDC Deployment Toolkit

18

• Where can I get it?

• Are we planning on giving this to customers?

• I wish…

David PercySr. Director, Professional Services Engineering

CONFIDENTIAL19

3 SDDC Tools which can make a difference

ENGAGE

With CUSTOMER

EXTEND the OPPORTUNITY

with PoC

DELIVER

What you SOLD

vSphere

Optimization

Assessment

SDDC

Deployment

Toolkit

Professional

Services IP

Standardised Professional ServicesAnother Tool In The Toolbelt

David Percy

Wednesday 15 Oct 2014

Agenda

1 Who is Professional Services Engineering?

2 Why Is This Necessary?

3 What Are Our Current Offerings?

4 How Do We Create It?

5 What Are Our Current Offerings (part II)?

6 How Do You Get It?

22

Agenda

1 Who is Professional Services Engineering?

2 Why Is This Necessary?

3 What Are Our Current Offerings?

4 How Do We Create It?

5 What Are Our Current Offerings (part II)?

6 How Do You Get It?

23

Who Is Professional Services Engineering?

• Dedicated, global team focused on best practices, standards and methodologies

• Corporate group with strong links to all parts of VMware

• Highest concentration of VCDXs and Principal Architects in VMware

Agenda

1 Who is Professional Services Engineering?

2 Why Is This Necessary?

3 What Are Our Current Offerings?

4 How Do We Create It?

5 What Are Our Current Offerings (part II)?

6 How Do You Get It?

25

”We have saved $250,000 by using VMware [software] to consolidate the

workload of nine servers in our application development and testing lab to just

three servers."

Features:

• Supports IDE disks up to 128Gb

• Up to 24 VMs per host

• Experimental support for Windows XP

Requirements:

• 400Mhz Pentium II, III or 4

• 256Mb RAM (512Mb Recommended)

Lets Take A Trip Back In Time…

Fast-forward to Today…

27

Why Is This Necessary?

28

Increases In Complexity

Risk Of Customer Dissatisfaction

Decreasing Rate Of Incremental Sales

Increasing Risk Of Shelfware

Agenda

1 Who is PSE?

2 Why Is This Necessary?

3 What Are Our Current Offerings?

4 How Do We Create It?

5 What Are Our Current Offerings (part II)?

6 How Do You Get It?

CONFIDENTIAL 29

From custom every time…

CONFIDENTIAL 30

… to standard, with options

Lack of Cohesive, Interlocked, Modular Delivery

Custom, One-off Solutions Unity

1. Customization for each project – Not repeatable!

2. Every engagement is an open-ended proposition – What’s the end-state?

3. Is it high performing? Scalable? Full production ready?

4. Each engagement a stand-alone effort without relationship to those before

5. Engagements only serve themselves – Are we ready for the future?

Assess

Design

DeployValidate

KX

Service Classes

• Assessment

– Provides an assessment to understand a customer’s current state and where you’re going to take them (i.e. target state) to identify gaps and provide recommendations (example: Health Check).

– Health check ~ 5 days, DC Assessment ~ varies

• Accelerator

– Targeted to pre-production environments, focused on limited use cases with pre-validated design, and are tight in scope and duration.

– ~2-4 weeks

• Design & Deploy

– Production-ready and comprise of a comprehensive set of use cases to align to specific customer requirements

– Varies (typically 10 weeks)

Assessment Accelerator Design & Deploy

Service Types

33

SDDC Hybrid Cloud EUC

Operations Transformation

Customer-facing Services Catalog

34

• Simple list of all services

• Available to customers on vmware.com

• http://www.vmware.com/consulting/technology-consulting-services.html

Agenda

1 Who is Professional Services Engineering?

2 Why Is This Necessary?

3 What Are Our Current Offerings?

4 How Do We Create It?

5 What Are Our Current Offerings (part II)?

6 How Do You Get It?

35

VMware Professional

Services

Customers

VMware Business Units

Partners

Our Stakeholders

36

Professional Services

Engineering

Working closely with stakeholders inside and externally to VMware align to company strategy and industry demand

Repeatability Framework

Scope

MaturityEmerging Repeatable Standard

Engagement Variance

New

Outcome is Validated, Best Practice, Standardised Services

38

Agenda

1 Who is Professional Services Engineering?

2 Why Is This Necessary?

3 What Are Our Current Offerings?

4 How Do We Create It?

5 What Are Our Current Offerings (part II)?

6 How Do You Get It?

39

Service Categories

40

SDDC Hybrid Cloud

VirtualisationMigration

BCDRCloud Automation

Coming Soon!

EUC

VirtualisationDesktop Migration

Mobility ManagementDaaS

Vertical Solutions

Operations Transformation

WorkshopsCloud Automation

Operations ManagementFinancial Management

EUC

Sales Materials

41

Customer-facing sales doc

Sales FAQ

Customer-facing presentation

Level of Effort Calculator

Delivery Materials

42

Project plan and methodology Delivery Reference Guide Workshop Templates

Sample Workflows Reference Architecture Knowledge Transfer Kits

Agenda

1 Who is Professional Services Engineering?

2 Why Is This Necessary?

3 What Are Our Current Offerings?

4 How Do We Create It?

5 What Are Our Current Offerings (part II)?

6 How Do You Get It?

43

Locating Services IP

44

Step 1

Step 2

Step 3

Services IP

45

Sales Materials

– Reference SOW

– Level of Effort Calculator

– Scoping guide

– Datasheet

Delivery Materials

– Service Kit

– Reference Architectures

– Methodology Materials

What Does This Cost?

46

47

Resources

• Partner Central:

– http://www.vmware.com/go/partnercentral

• Specific links for the tools:

– vSphere Optimization Assessment http://www.vmware.com/go/vsphereoptimization

– SDDC Deployment Toolkit – sdtfeedback@vmware.com

• Partner Central > Sales > Services IP > SDDC Deployment Toolkit

– Professional Services IP: Partner Central > Sales Tools > Services IP

48

THANK YOU!

• Q&A

• Feedback?

49