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VMware: Como venden y como competimos ?

VMware: Como venden y como competimos ?. Ruben Colomo Divulgación tecnológica – Technet México rcolomo@microsoft.com Leopoldo Pérez Olguín Gerente de producto Virtualization & Management l eoper@microsoft.com. Bienvenidos y gracias por estar aquí.

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VMware: Como venden y como competimos ?

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  1. VMware: Como venden y comocompetimos? Ruben Colomo Divulgación tecnológica – Technet México rcolomo@microsoft.com Leopoldo Pérez Olguín Gerente de producto Virtualization & Management leoper@microsoft.com

  2. Bienvenidos y gracias porestaraquí Gracias porinvertirsutiempo en estasesión

  3. Agenda • VMware • Un poco de información de VMware • Equipoejecutivo • Evolución de sulínea de productos • Cualessuestrategia • Estrategia de ventas • Estrategia de licenciamiento • Principalesmitos Hyper V VsVMWare • Siguientespasos • Apendice • Manejo de objeciones

  4. Información de vmware Fundada en 1998 y adquiridapor EMC en 2004, VMware fuepionero de la tecnología de virtualización En 2009 tuvoventaspor $2 billones de USD, más de 170,000 customers y 25,000 socios de negocios, VMware entregasoluciones de cómputo en la nube y virtualización, iniciativasestratégicasqueconsistentementeestán en la mente de los CIOs. *Fuente: Reporte annual de Vmware en2009

  5. Verdad o ficción: La mayoría de los ejecutivos de nivel de vmware son ex empleados de Microsoft

  6. Equipoejecutivo de VMware / Ex-Microsoft • Paul Maritz (CEO)14 years at MSFT • (Former VP of Platform Strategy and Developer Group) Paul’s mantra: “Move the world from Wintel to Vintel” • Tod Nielsen (COO) • 12 years at MSFT • (Former VP of Developer Tools) • Richard McAniff • (Chief Development Officer VMware) 21 years at MSFT (CVP Office, DE) • Mark LucovskyFormer MSFT DE, Former Google DE

  7. Verdad o ficción: Ellossólovendensoluciones de Virtualización

  8. Evolución de la oferta de VMware Security • vSafe Identity Management Comparación actual de soluciones Email, BPOS, SaaS App Server, Dev & Monitoring Systems Management Identity Management Systems Management Email, BPOS, SaaS Security App Server, Dev & Monitoring Cloud Cloud • vSphere Oferta anterior Network/Storage Network/Storage

  9. Renovación de contratos Razonesporlasquedebemosponeratención • VMware no se conforma con Virtualización y ellostienecredibilidad de parte del clienteparacrecer en otrosespacios • Zimbracompite contra Office • Vmware VDI compite contra el upgrade de Windows 7 and Windows Server 2008 R2 • Cadavezque VMware vende un escritorio con susolución de Vmware VDI.. Esmuy probable queperdamos Windows Client

  10. Susmensajesactuales • Nube • Operacionesunificadas • Migración a Windows 7 con ayuda de la solución de Vmware VDI

  11. Cualessuestrategia de ventas

  12. VMware ha evolucionado Nube Serviciospúblicos Site Recovery Virtual Desktop Interface VDI BDM / TDM Performance & Resource Optimization Now Continuidad de negocio Disaster Recovery 2-3 Years Ago TDM High Availability Consolidación Power Reductions 5 Years Ago SPEED AGILITY INCREASE HW Cost Reductions IT PRO

  13. Elloshanconstruidosucredibilidad Expandiendosurelacionamiento BDM / TDM Now Relación de Trusted Advisor Integrando la inversión actual del cliente Ahorros comprobados Gananciasbasadas en la confianza y en el éxito de la implementación 2-3 Years Ago TDM El ahorro de costos volviéndose una realidad Incrementando su ecosistema De soluciones Relación de confianzaestablecida Creación de Relación de confianza con el cliente 5 Years Ago IT PRO Creandosucredibilidad Entrega de IT! IT trabajandobien Ahorro de costos

  14. Quehacer y que no hacercuando el clienteyatiene VMware • Cuidado con la sensibilidad del precio • PRECIO NO ES NUESTRA PRINCIPAL ARMA • PERO TODAVÍA IMPORTA • LA INTEGRACIÓN ES CLAVE • No proponerunasituación de reemplazo, a menosque el cliente lo pida. • Rodear con Management (System Center) • El clienteconfia en VMware, no trabajar en contra de… mejorconstruirsobre

  15. Diferencias en el acercamiento con el cliente • Calculadoras, herramientas y • Hojas de cálculo • Acercameintoconsultivo • Nubeprivada • Diagnósticos de consoldiación • TCO (Total cost of ownership) • Ahorro de energía • Ahorro de HW • Ahorro en • administració/operación • Ecosistemaintegrado Ejecución de POC’s Demostraciones PowerPoint's Propuestas de licenciamiento Comparación de esquemas de licenciamiento Comparativo de costos

  16. VMware Estrategia de ventas Virtualization Best Practices

  17. VMware Core Solution Areas Optimización de infraestructura Continuidad de negocio Automatización del ciclo de vida del SW Clientes/Escritoriosvirtuales Virtualización de HW Alta disponibilidad Deployment rápido VDI Deploy virtual machines that run safely and move transparently across shared hardware. Keep systems up and running through simple, reliable data protection and pervasive failover protection. Leverage assets and speed software development by automating the setup, sharing and storage of multi-machine configurations. Secure unmanaged PCs while retaining end-user autonomy by layering a security policy in software around desktop virtual machines. • Consolidate servers • Reduce data center operating costs: real estate, power, cooling • Includes the industry’s most widely deployed Virtualization Infrastructure suite • Reduce planned and unplanned downtime • Reduce cost and complexity of high availability • Simplify disaster recovery • For enterprises and end users • Improve security and mobility • Rapidly provision machines • Improve software quality • Savings • One Time Capital Assets - 30-50% • Proactive tasks (Deployment) - 10% to 20% • Reactive Tasks (Unscheduled maintenance) - 25% to 40% • Administrative tasks (scheduled maintenance) - 10% to 20%

  18. Verdad o ficción: Microsoft no tienelasherramientaspara ejecutar un diagnóstico de TCO similar o superior

  19. Usennuestrasherramientas Microsoft Integrated Virtualization Calculator https://roianalyst.alinean.com/microsoft/virtualization/ Microsoft Assessment and Planning (MAP) Toolkit http://www.microsoft.com/map • The Microsoft Assessment and Planning (MAP) Toolkit is a powerful inventory, assessment, and reporting tool that can securely assess IT environments for various platform migrations and virtualization without the use of any software agents. This versatile toolkit: • Quickly discovers clients, servers, and applications across your IT environment. • Conducts migration and virtualization assessments for your IT projects. • Auto-generates reports and proposals. • Scales well to small businesses as well as large enterprises.

  20. Cloud Assessment https://partner.microsoft.com/global/40150816

  21. What is their Licensing Strategy

  22. How do they licenses their SW • Software with perpetual license use rights • Volume purchase program (VPP) or Enterprise license agreement (ELA) • ELA’s = comprehensive volume license with multi-year maintenance and support at discounted prices. • Software maintenance (which includes new product version rights) is sold separately in Support and Subscription (SnS) agreements. • When buying new licenses, customers are required to purchase SnS for the first year of a new license agreement. • A VMware ELA contract is 2 pieces: Licenses up front plus 3 year Maintenance, and pre agreed maintenance cost for year 4-5 but not prepaid • They go back and extend maintenance on current ELA’s, usually on year 3 • Maintenance update enables them to upgrade the base to current products • Very few Unlimited ELA’s, most are capped ELA’s • Usually on year 6 they do an audit and “True-Up” licenses and maintenance • They have started to saturate the market so they have forced themselves to convert into a maintenance business

  23. Guíaparacompetir en clientes con presencia de VMware • Don’t sell only on price • Don’t recommend “Rip and Replace”, surround with management • Attack the ELA as quickly as possible, don’t wait until they expire • Focus on the deployment of our stack (Windows Server, Hyper-V, System Center) • Propose ECI and demonstrate the benefits of our integrated platform • Nobody knows how to manage our stack better than we do, and they don’t even get close • Attack the lack of Physical and Application management capabilities of VMware • Don’t run away from VMware, they will displace you, rather pick your battles and surround them

  24. Verdad o ficción: VMWare es más económico que Hyper-V

  25. FALSO • Microsoft ofrece sus soluciones de virtualización y administración a bajo costo y valor alto para sus clientes. La solución de servidor de Microsoft cuesta aproximadamente un tercio del costo de una solución de las mismas características de Vmware • Este escenario hace una comparación entre los precios de Microsoft Enterprise y System Center Server Management Suite Enterprise en relación con ofertas comparables de VMware para cinco servidores físicos. Microsoft supone aproximadamente un tercio del costo de VMware.

  26. Verdad o ficción: Hyper-V solo puede virtualizar soluciones Microsoft

  27. FALSO • En Microsoft estamos comprometidos con nuestros clientes y socios de negocio. Estamos consientes de que los clientes pueden tener ambientes mixtos y que buscan simplifcar su operación. La solución de Hyper-V permite virtualizar cualquier aplicación sea de Microsoft o de 3eros que dentro de sus requerimientos soporten la virtualización

  28. Verdad o ficción: Microsoft te ofrece una administración centralizada y completa de la plataforma

  29. Verdadero • Cuanto más virtualices, más complejo podrá llegar a ser tu entorno y más importante será la administración para hacer posible una infraestructura rentable y dinámica. Microsoft System Center Management Suite Enterprise (SMSE) te ofrece un amplio abanico de funciones de administración integrada para tus entornos físicos y virtuales y es la única solución que te permite administrar Hyper-V y VMware, todo claro y cristalino.  • Gracias a Microsoft puedes administrar entornos virtuales y físicos y utilizan unas metodologías de implementación, aprovisionamiento, control y copias de seguridad entre ambos entornos. La respuesta de VMware a la administración es utilizar Virtual Infrastructure Enterprise y Virtual Center, pero incluso esta combinación se queda corta.

  30. Verdad o ficción: La implementación de la Virtualización con Microsoft es más sencilla

  31. Verdadero • Microsoft cree que la virtualización es una parte integral de tu infraestructura TI, por eso hemos incluido Hyper-V en Windows Server 2008. Esto significa que puedes integrarlo sin problemas con las herramientas de administración y la infraestructura que ya tienes. Como Hyper-V es “el Windows que ya conoces,” puedes recurrir a los expertos de casa que ya tiene. De hecho, si ya conoces Windows, conoces la virtualización. • Al contrario que VMware ESX, que añade otra capa a tu infraestructura y requiere de conocimientos y formación distintas, con Microsoft no tienes que invertir recursos y tiempos valiosos en aprender habilidades nuevas. No tienes que dedicar personal TI especializado a la administración de tus hipervisores

  32. GO DO’s • Win Next Virtualization Workload • Surround with System Center and then “Give us your next VM” • Land our Datacenter to Cloud Vision • On Premises – Private – Public Cloud • Identify future ELAs renewal • Engage early with your customers • Win on VDI • VDI is an emerging trend in the industry • Land the Enrollment for Core Infrastructure (ECI) • Attach ECI to every server

  33. Información y Soporte • http://www.microsoft.com/latam/virtualizacion • http://www.microsoft.com/learning/en/us/training/virtualization.aspx • http://technet.microsoft.com/es-mx/virtualization/default.aspx • http://technet.microsoft.com/en-us/virtualization/dd353206.aspx • http://technet.microsoft.com/es-mx/virtualization/cc150661.aspx

  34. © 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

  35. Appendix

  36. They have the technical high ground Move conversation to business discussion What is stopping you from using Hyper-V? For technical discussions get coaching from CATM If response is valid we will respond, if its not we will coach you to position Technical debate?

  37. “Higher VM density with vSphere (lower TCO)” Dynamic Memory SP1. Density improved by 40% “Hyper-V is not as secure” Cf. Gartner Security Study “vSphere is better in term of availability” Geographically dispersed cluster: live migration across sites “VMware vSphere is more mature” Hyper-V market share is growing : 24.8% YoY +3.30% “vSphere and vCenter are better for VM management” System Center provides End to End management: from hardware to the apps “vSphere support more operating system” What “support” from VMware really mean? Top 6 compete highlights

  38. What you will hear from customer: “VMware solutions are cheaper than Microsoft” VMWare strategy is based on TCO. They claim that they can get a higher density (i.e. VMs per server) than their competitors. Less physical servers for your consolidation means less money to spend on hardware. This density is achieved (that’s what they claim) by using various memory management technics they have in their hypervisor Memory overcommit Transparent page sharing Memory compression (new in 4.1) “Higher VM density with vSphere”

  39. What they do not mention to their customers (or prospect) is that these great capabilities should be turned off in a production environment because they might introduce some performance issues that might affect all the VMs running on vsphere. Windows Server 2008 R2 SP1 provides “Dynamic Memory”. Dynamic Memory should not be compared to Memory overcommit (in vsphere). Dynamic Memory distributes the memory available (and only the memory available) on the host to the VMs based on what they need (hot add .. hot remove) Dynamic Memory evaluation shows that the density on Hyper-V was increased by 40% and that we are even better that our competitor by 15% For more: Cf. Blog from the Virtualization team: http://blogs.technet.com/virtualization/archive/2010/03/18/dynamic-memory-coming-to-hyper-v.aspx “Higher VM density with vSphere”

  40. What you will hear from customer: “Hyper-V is not as secure as vSphere” Security is a major concern when customer are considering virtualization. There are two ways to address an objection from a customer regarding security: Use the Gartner Security Study that reports that all the virtualization engine (XenServer, vSphere, HyperV) provide the required features for security Microsoft use micro kernelized hypervisor which means we do not trust any third party components in our hypervisor. There is no drivers or agent that are running at the highest ring level of the processor (-1) Yes we do need the parent partition (running Windows) to keep the virtualization server up and running … but Windows is known to run 52.7% of the mission critical workload .. Which means customers trust Windows! http://www.microsoft.com/net/CaseStudies/MissionCriticalApps/Default.aspx Use Server Core version (cf. # of patches on core vs. standard) “Hyper-V is not as secure”

  41. What you will hear from customers: “By using hypervisor based on Windows, you will need to apply more patches that might require a reboot” All the OSes and hypervisor (VMWare as well!!) need to be patched and rebooted. That s why we have cluster failover If SCVMM is used to manage your hypervisors, a host can be moved to maintenance mode: all the VMs will automatically move to the remaining hosts. Opalis can be use to orchestrate the update of all the cluster nodes without downtime (cf. source MCS) “vSphere is better in term of availability”

  42. MS Geo cluster vs. VMWare Site Recovery Manager: VMs can be moved from one site to another without downtime (Live migration). VMware SRM cannot We provide automated failover and failback. SRM requires a “push” on a button … and failback is a pain Live migration traffic can be encrypted .. Non secure network might be used for replication SRM is not built in. It is an additional product (licensed per VMs) High availabilityprovided by application is more efficient (Exchange 2010, SQL Server 2008R2) “vSphere is better in term of availability”

  43. What you will hear from customer: “VMWare is more mature” We are making progress .. Our market share is growing significantly world wide (+3.30 YoY) They lead but customers are adopting our technologies .. Key drivers are: Adaption of Windows Server 2008R2 (Hyper-V is built in) Cost - we are cheaper. 86% of the VM are Windows Server VMs (even on vSphere) which means that the Windows licenses are required too when using vSphere! Labor cost! “Study War on cost”! Market acceptance. Our offerings are trusted by customers. Hyper-v is not limited to test and development (ref case studies “switch to Hyper-V” (Super Group, Miele, Peugeot ..) “VMware vSphere is more mature”

  44. What you will hear from customer: “I don’t need management I have vCenter” Our management solution offering is unique. We manage the infrastructure from the hardware to the applications. VMware do not know how to do in guest monitoring. They don’t know how to manage SQL / Exchange / SharePoint.. We do. The level of integration of the various system center product provide additional capabilities such as PRO. By combining VM management and monitoring you can optimize your resources and reduce power consumption. (VMM v.next) Ex: How can vSphere figure out why a given VM is using 100% of CPUs. Is it due to incorrect sizing, is it due to a SQL query that is running in a loop and cause a high CPU utilization? SQL Server: 250 monitor probes (Performance, Availability, Configuration, Security) “vSphere and vCenter are better for VM management”

  45. Our definition of support is not the samethanVMWare Support for VMWaremeans « tested » or « yesitworks » VMWare claims that NT 4.0 issupported on vsphere!!! Microsoft providesintegration components and technical support running select Linux distribution as guest OS within Hyper-V “Premiere Global” is running Linux Ubuntu!!! http://www.microsoft.com/virtualization/en/us/case-study-detail.aspx?id=321 “vSphere support more operating system”

  46. vBlock Management: EMC Ionix UIM

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