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Successfully Selling – Part 2

Successfully Selling – Part 2. Agenda. Successfully Selling Overview The Traditional Datacenter: A Review of Ancient History vSOM : Managing vSphere with Operations Management Horizon: A Futurist Guide to End User Computing Hybrid Cloud: The Partner’s New Best Friend Q & A.

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Successfully Selling – Part 2

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  1. Successfully Selling – Part 2

  2. Agenda • Successfully Selling Overview • The Traditional Datacenter: A Review of Ancient History • vSOM: Managing vSphere with Operations Management • Horizon: A Futurist Guide to End User Computing • Hybrid Cloud: The Partner’s New Best Friend • Q & A

  3. Successfully Selling Overview • We talked about: • The SMB Market • Identifying Opportunities • Customer Presentation • SMB Pricing and Packaging • Handling Objections • Register for Successfully Selling

  4. Ancient History: The Evolution of the Datacenter • The Traditional Datacenter - Caveman • Separate physical machines • High Capital Expense • Costly upkeep • High Operating Expense • Manage each machine independently • OS tied to hardware

  5. The Story of Virtualization • Basic Virtualization – Great White Ape • Move existing physical machines into virtual environment • Dramatically reduce Capital Expense (-%60 CapEx) • Reduce amount of hands on for maintenance management (-%32 OpEx) • Greater insight into your workload performance (but not that good) • Expand, Backup and DR, move VM workloads dynamically, live maintenance Many :1 1 :1

  6. The Future of IT: VMware’s Vision • Software Defined Datacenter: • Virtualize Everything – Networking and Security, Storage, and Compute • Automate Everything – Self-service, self-manage and auto-deploy • End User Computing: • Virtual and Physical Desktop Management • Secure Data and Application delivery via HTML 5 Browser • In short: Tools you need, when and where you need them • Hybrid Cloud: • Flexibility to move workloads from the cloud and back • Leveraging partnerships by enabling them to provide cloud services to customers.

  7. vCenter Operations Management Optimizes Infrastructure Performance; Lowers Cost 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

  8. Health - • Health is the overall view of the monitored environment • Monitoring the current health and immediate problems in the environment • Workloads • Datacenter-wide Heatmap shows the overall health of the environment. • Anomalies • Uncharacteristic Activity in the environment. • Faults • Immediate problems with hardware availability, configuration and failures

  9. Risk - • Risk shows the analysis showing potential issues in the future • An overall score of time to failure, stresses and capacity analysis • Time Remaining • Time remaining before resources are consumed and unavailable • Capacity Remaining • An analysis of capacity and shows how many more VMs can be allowed before failure • Stress • Showing patterns of long-term or chronic strain of VM resources • Resolve issues before they become obvious

  10. Efficiency - • Efficiency analyzes the datacenter for reclaimable waste and density • This analysis gives insight into your potential to optimize • Reclaimable Waste • A review of all used resources and determines which VMs can be removed and right-sized to better utilize existing capacity • Density • Compares current consolidation ratios to the ideal consolidation ratios • Determines your potential capacity for future growth

  11. Operations Management Pricing & Licensing vSphere with Operations Management Standard Enterprise Enterprise+ vCenter Operations Management Suite Standard vCenter Operations Management Suite Standard vCenter Operations Management Suite Standard vSphere Standard vSphere Enterprise vSphere Enterprise+ Price (per CPU, license only) $1,745 $3,625 $4,245 Entitlements (VM / Core / vRAM) Unlimited Unlimited Unlimited 8-way 32-way 64-way • vCPU / VM Features • Health Monitoring and Performance Analytics • Capacity Management and Optimization • Operations Dashboard and Root Cause Analysis • vMotion • Storage vMotion • High Availability and Fault Tolerance (1 vCPU) • Data Protection and vSphere Replication • vShield Endpoint • Distributed Resource Scheduler and Distributed Power Management • Storage APIs for Array Integration, Multipathing • Distributed Switch • Storage DRS and Profile-Driven Storage • I/O Controls (Network and Storage) and SR-IOV • Host Profiles and Auto Deploy

  12. 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 Solution Rewards Enhancements April 1 – Sept 30, 2013 10% New +10% New Customer Bonus NEW +5% vSOM and vDP Accelerator (1) (1) vSphereData Protection starting on May 1, 2013 Terms & Conditions apply, rewards per competency cannot be combined, see Partner Central for complete details

  13. A New Horizon: A Futurist’s Guide to End User Computing • A Brave New World With the advent of the Tablet, the Smartphone and the ultrabooks, the End User can no longer support the traditional IT management model. • When was the last time you: • Shared files from your personal computer via 3rd party Cloud Storage? • Edited documents through an web browser based application? • Streamed music from an online music repository? • Accessed or shared your desktop via an Internet connection? • Perused email from your mobile phone? • Most importantly, when did you do your entire job from a mobile device that, 6 years ago, didn’t exist?

  14. The Changing Face of Computing It’s clear that the way you work has changed? Shouldn’t business tools also change to accommodate? Along these lines, here are some definitions to be familiar with: Desktop Solutions:A combination of fully managed physical, virtual and web-based computing solutions that can act in place of traditional desktop hardware. End User Computing:Or “EUC”, gives users the fully managed tools that they need to get their jobs done, anytime and anywhere.

  15. End-user Computing Complete: The Horizon Suite is an end to end toolset that answers these current questions around End-user Computing. Integrated: We’ve combined all of our End-user Computing solutions under the Horizon family name. Together, or purchased separately, each product in the family fulfills a need that the current and future workforce demands. High-value: The total toolset constitutes a comprehensive local and remote user experience with a surprising ease of licensing … all for a reasonable cost.

  16. Horizon Product Family Overview Horizon View Manage & Execute Centrally Horizon Mirage Manage Centrally, Execute Locally Horizon Workspace Manage Data & Application Access • Virtualize desktops and applications into the datacenter • Simplify management and reduce TCO • Secure, roaming access to virtual desktops • Layered Windows image management • Centralize management, backup and recovery • Native physical computer performance • Single workspace for users to securely access corporate assets on any device • Centralized, policy-based management and for IT VMware View Manager VMware View Composer VMware View Clients VMware ThinApp

  17. Horizon View: Manage & Execute Centrally Manage centralized virtual desktops Highly efficient remote protocol Users remotely access from various devices

  18. Horizon Mirage: Manage Centrally, Execute Locally Manage a single image Highly efficient de-duplication & synchronization (even over WAN) Business as usual for users

  19. Horizon View & Mirage For Windows Desktops & Applications HorizonView HorizonMirage Datacenter hosted virtual desktops Centrally managed Windows images deployed locally on devices Security Remote &Roaming Access Offline Flexibility Native Performance Synchronization Thin/zero clients Tablets PCs Laptops Macs

  20. Horizon Workspace: Manage Data & Application Access Manage policies for apps, data & more Secure Syncing, Sharing & Remote Access Users access workloads across devices

  21. Upgrade Paths Summary EOA Products Horizon Suite Horizon View View Enterprise Paid Upgrade Free Upgrade Paid Upgrade Paid Upgrade Free Upgrade Paid Upgrade Paid Upgrade Paid Upgrade ThinApp Horizon Workspace Horizon Mobile Horizon Application Manager Horizon Mirage Windows Migration

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