Download - 1 Confidential Successfully Selling Virtualization To SMBs Jerron Evans Central Territory iPBM
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
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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
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SMB Customer Presentation
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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
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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
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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.
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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.
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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
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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.
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End-User Computing Packaging / Pricing
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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
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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
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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
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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
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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
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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?
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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
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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
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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
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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
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Customer Example
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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!!
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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.
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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
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Brandt Stewart (VT, NH, MA, RI, ME)
[email protected] 801-786-5835
Rhett Burton (W. NY, CT, NJ) [email protected] 801-786-5810
Brent Wilson (NYC, Long Island) [email protected] 801-786-5823
Cole Hartmann (East PA, DE, SC, NC)[email protected] 801-786-5811
Kim Broschinsky (FL)[email protected] 801-786-5831
Jordan Watson (VA, MD, WV, DC)[email protected] 801-786-5829
Dalton Musgrave (GA, AL, MS, TN)[email protected] 801-786-5785
Mitchell Stott (South CA, HI)[email protected]
Tony Rogers (OR, WA, AK)[email protected] 801-786-5784
Brett Shaw (North CA)[email protected] 801-786-5794
Shezerae Hatton (MT, ID, UT, WY, AZ, NV)[email protected]
Jeff Shumway (NM, CO)[email protected] 801-786-5841
Dustin Bennett (Central Canada)[email protected] 801-786-5800
Dan Nickolaisen (East/West Canada, [email protected] 801-786-5832
Canada
East
West
Jeff Shumway (NE, KS)[email protected] 801-786-5841
Nate Conger (TX ,OK, AR ,LA)[email protected] 801-786-5787
Jared Johnson (IL, WI)[email protected] 801-786-5833
Scott Smith (ND, SD, MN, IA, MO)[email protected]
Cole Abbott (MI, North OH)[email protected]
Jerron Evans (IN, KY, WV, South OH)[email protected]
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