vmw 12819 vbca whiteboardkit.final

7/31/2019 VMW 12819 VBCA WhiteboardKit.final

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Talking Points

Good aternoon, my name is with VMware and I would like to spend the next30 minutes with you to discuss VMwares unique value proposition or enabling

business application transormation leveraging virtualization.

I would like to use the whiteboard to be interactive. CIOs today are acing a

signicant challenge where IT is expected to not only provide and maintain

inrastructure, but also to create additional business value. VMware, the

market leader in virtualization and cloud inrastructure, is working with

organizations like to enable and accelerate this transition. I would like touse the whiteboard today to outline not only VMwares unique value but also

understand your current business drivers and objectives. At the conclusion o

our session, I would like to make some recommendations or where we go rom

here. Great, lets get started.

1] Most customers start their virtualization journey with the typical

inrastructure servers such as le/print primarily to reduce costs by

consolidating hardware.

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STEP 1: Bac Oce to Ctca Appcato Tasoato


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STEP 1: BACk OiCE TO CriTiCAl APPliCATiOn TrAnS

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Business CriticalApplications

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Talking Points

Application owners understand the value in HW consolidation, but are

measured by how they deliver on the SLAs with their customers. They have

ound that virtualized applications provide them with cost benets, but are

also more reliable and exible, while providing the perormance they need.

This provides real value in a number o areas:

1] QOS: For business critical applications, the real value lies in the improved

Quality o Service that comes with the dynamic scalability and built-in

availability that virtualization provides at the inrastructure level.

2] AGILITY: Virtualization brings the benets o cloud to existing legacy

applications in your datacenter and helps you accelerate the application

time-to-market by provisioning in minutes.

3] EFICIENCY: The reason customers moved to virtualize their business

critical applications, was because they were more reliable and ecient in

a virtual environment.

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STEP 2: Wat s D Ctca Appcatos Tasoat


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STEP 2: WhAT iS Driving CriTiCAl APPliCATiOnS TrA

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Talking Points

1] Todays application deployments are very complex. A single application can

reside on multiple tiers that are distributed across more than one physical

server. Individual servers may host components rom many diferent

applications, meaning that a single server ailure can impact a large number

o applications.

Optimal availability and recovery is dicult to maintain or these

applications. Customers might use diferent technologies in each tier,

with varying levels o complexity and cost. Clustering and mirroring cansignicantly improve service levels or business critical applications but

require specialized knowledge and experience to properly implement. Only

the most critical applications use these solutions. With the complexity and

interdependencies o multi-tiered applications, every application should be

made highly available, but that is not the case today.

2] These interdependent applications also make Perormance management

very dicult. Because components rom many applications can reside on

the same server, resource constraints on a single server can have a large

impact on the business.

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STEP 3: Caees ad Oppottes


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STEP 3: ChAllEngES AnD OPPOrTuniTiES

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Manage ApplicationPerformance


Legacy Applications


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Talking Points

New applications designed with modern multi-tier architectures require the

provisioning o multiple production servers including web servers, application

servers, database servers, messaging servers, and even caching servers.

In addition, separate development and QA environments must be built that

mimic this production architecture to eliminate incompatibilities and ensure

sotware quality. This can double or triple the cost o hardware, sotware

licenses, and manpower necessary to just provide the application inrastructure.

This represents a critical barrier to innovation in the orm o endless cost

justication analysis delays and many great application ideas simply never get

of the ground as a result.

TCO. In order to meet the business service level requirements, IT traditionally

requisitioned additional hardware and upgraded to enterprise level sotware,

and additional availability licensing. This has resulted in under-utilized physical

systems and increased operating system and application availability licensingcost, as well as increased OPEX or maintenance o the application stack.

Now that we have covered the challenges, lets discuss how VMware is helping

organizations realize the business value o transorming applications

STEP 4: Caees ad Oppottes Pat 2


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STEP 4: ChAllEngES AnD OPPOrTuniTiES PArT 2

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Talking Points

1] Traditionally, business critical application availability and disaster recovery

has been handled via application specic technologies, like clustering

or database mirroring, that require application owner management and

expertise. As applications are virtualized, they are able to take advantage o

a uniorm set o technologies that reside in the virtualized inrastructure that

provide application availability. These technologies provide ault tolerance,

automatic local and remote restart o ailed virtual machines and the

elimination o planned hardware maintenance downtime, all o which can beenabled or disabled based on the SLA o the application.

The complexity and cost o application clustering are removed and replaced

by inrastructure that provides local site availability and remote disaster

recovery that is transparent to the application.

This means that all applications are protected by the same set o

technologies, managed by the inrastructure team and require no application

owner management.

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STEP 5: Bsess Cott


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STEP 5: BuSinESS COnTinuiTy

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Legacy Applications


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Talking Points

1] In a virtualized environment, the aggregate resources rom the physical

inrastructure are pooled together. Individual applications will be provided

only the resources they actually need. Additional resources can be

dynamically allocated as application demand increases.

These resources can be added either through scaling up o a single

virtual machine without introducing application downtime or by quickly

provisioning additional virtual machines to provide scale out perormance.

Perormance management is now about ensuring that resource capacity isavailable in the large resource pools, rather than on a server by server basis.

Monitoring o application perormance is done by looking at all the

components o an individual service, across application tiers, and

determining potential bottlenecks beore they result in a breached SLA.

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STEP 6: Appcato Peoace


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STEP 6: APPliCATiOn PErOrmAnCE

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Talking Points

1] In a virtualized environment, these multi-tier architectures can be

templatized or consistency and provisioned within minutes taking

advantage o unused capacity on existing hardware and even reusing

per-CPU sotware licenses across multiple sotware projects.

This enables IT organizations to ocus on bringing application ideas to

lie more quickly and drastically reduces the barriers to innovation. Once

the application is produced, these templates can be reused to quickly

and easily scale the production environment as necessary or your mostsuccessul applications.

2] A large oil company in South America virtualized over 300 Oracle database

instances and reduced provisioning times or new instances rom several

days to a ew minutes.

STEP 7: Appcato lecce ad Acceeato


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STEP 7: APPliCATiOn liECyClE AnD ACCElErATiOn

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Talking Points

1] By leveraging virtualization and eatures inherent in our platorm, customers

are able to address the business requirements o providing highly available

solutions while controlling expenses and reducing complexity o the

inrastructure. Virtualization decreases CAPEX and power/cooling costs

by consolidating multiple physical servers onto ewer physical servers and

by allowing customers to leverage OS and application licensing to their

advantage.

Customers are able to design or todays requirements, dynamically expandas capacity requirements demand and eliminate complex high-availability

solutions rom the inrastructure.

Virtualization reduces OPEX by allowing IT Staf to work on productive,

high-level tasks instead o spending time managing break / x situations

and reduces the need to hire staf with specialized application availability

expertise.

2] For example a large medical device company virtualized exchange and saw

5:1 server consolidation with $1.1 in inrastructure, power and admin savings

over three years.

STEP 8: Cosodato - Addess Tota Cost


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STEP 8: COnSOliDATiOn - ADDrESSing TOTAl COST

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Talking Points

1] As you can see rom the previous examples, we have shown how VMware

is well positioned to run your most demanding business critical applications.

The key enabler o the VMware value proposition is our industry leading

virtualization platorm. It not only provides you with the condence to run

your business critical applications, but it does so without sacricing the

security or management capabilities you would expect.

In act, once an application has been virtualized, many customers have

reported a signicant increase in QOS, up-time and perormance. It is notuncommon or them to say that applications actually run better in a VM due

to the inherent capabilities o the platorm.

2] For example, security policies congured within the platorm can be enabled

so as to protect individual VMs or sets o VMs rom interacing with other

applications much like a traditional rewall policy.

3] Additional eatures such as availability, mobility and enhancedresource management can be added to any application with a simple right

click and check o a check box providing enhanced capabilities to any

existing application.

STEP 9: Sece ad maaed Pato o Tasoato


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STEP 9: SECurE AnD mAnAgED PlATOrm Or TrAnS

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ManagedAvailabilityRecovery



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Talking Points

1] VMware continues to innovate and invest in the core capabilities o our

platorm by adding policy-based capabilities to deliver a zero touch

inrastructure. Our ultimate goal is to reduce the time and energy spent

managing and maintaining routine IT unctions, thus shiting the time spent

to more value-add tasks.

2] Rich eatures such as built in availability & recovery, ault tolerance and

dynamic resource management give the consumers o IT (your end-users)

the condence that their critical business services are available, secure andmeeting SLAs without concern about the underlying inrastructure.

3] These capabilities not only provide the oundation or virtualizing all

applications today but also becomes the catalyst or true business

acceleration or ITaaS.

STEP 10: iteated Pato to de Bsess Acceeato


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STEP 10: inTEgrATED PlATOrm TO DrivE BuSinESS A

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End User


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Talking Points

1] The goal o todays session was to provide you with a high level introduction

to how VMware is helping companies be more agile, ecient, and deliveroptimal quality o service by virtualizing their most critical business

applications. There is obviously a lot o detail that we did not get a

chance to discuss given the time allotted, however I would recommend:

(Select one or more ollow up actions

rom talking point two).

2] Seek sponsorship to discuss VMware value proposition or given solutionto an executive or lob decision maker. For example, i you presented to

the VMware team, perhaps you ask or sponsorship to speak with the

applications vp or architect. Recommend a ollow-up deep dive workshop

with a solution specialist and the business/technical decision makers. I

already at c-level request support/sponsorship to assist the customer with

a busineess or technical assessment to assess impact or implementing the

solution discussed (Paid or ree). Other suggestions may include: setupa customer reerence call, provide benchmark data, attend a VMware

event, etc.

STEP 11: Cofato ad net Steps


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STEP 11: COnirmATiOn AnD nExT STEPS

VMware

Back Office



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QOS Agility



End UserManage Application

Performance


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vmw 12819 vbca whiteboardkit.final

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