WELCOME! ACCELERATE PLUS: Market Opportunity- Mar 12 th , 2014 Aaron Govindasamy – EUC Partner Manager – A&NZ

1. WELCOME! ACCELERATE PLUS: Market Opportunity- Mar 12th, 2014 Aaron Govindasamy – EUC Partner Manager – A&NZ

2. The Requirements We Used to Have… An application you own, running on a server you own Control Through Ownership Using a network youown to connect to… Change is hard andhighly managed Software implementedfrom the center out Difficult to adjust tousers needs Using software you own on a Windows desktop you own People you employ

3. What the World Wants Now… Apps live in manyclouds and are easily procured without IT Control & Governance are Becoming More Challenging Always connected, via3G, 4G and public or personal wifi Inability to track, control orsecure information assets Can not remove accessyou didn’t grant Serious compliance concerns Non-owned devices and multiple non-Windows OSs Employees, contractors outsourcers, partners citizens, students

4. How things change..

5. Common responses only mask problem Poor IT Control Security and compliance risk Ignore It Unhappy workforce IT is viewed the “bad guy” Lock It Down Does not scale, increases cost Creates a management mess Buy a Point Solution

6. Point products each address one piece of a larger problem Diverse Apps Data Everywhere Diverse Platform Another MDM SBC app remoting Cloud File Sharing ID Federation PCLM MDM MAM MCM Collaboration Diverse Devices Mobile Corporate Devices Personal Devices

7. VMware has a different approach… Secure Mobile Workspace (across all devices) (apps, data, collaboration) Windows Management and Delivery (server hosted & local) (apps and desktops) Virtual Workspace Secure access to all my stuff, anywhere, anytime VMware Horizon View & Mirage VMware Horizon Workspace

8. VMware Horizon Suite Powers Solutions HORIZON SUITE The platform for workforce mobility HorizonView HorizonMirage HorizonWorkspace Complete desktop and application virtualization Centralized layered image management for local deployment Multi-device workspace for IT services

9. Shift in IT Management approach to End User Computing DEVICE-CENTRIC USER CENTRIC APPLICATION PUSH MULTIPLE DEVICES (BYOD) MULTI-PLATFORM MANAGED SECURITY MOBILITY ENABLEMENT PERSONAL DATA SOCIAL MINDSET ASSET LIFECYCLE MANAGEMENT CURRICULUM DATA SaaS APPLICATIONS Multiple end user devices is increasing the costs making device centric management impractical

10. 2013 Gartner Survey “BYOD strategies are the most radical change to the economics and the culture of client computing in business in decades,” David Willis, vice president, Gartner 38% of companies expect to stop providing devices to workers by 2016 Companies prohibiting BYOD in the workplace has fallen from 56% to 38% in the last year.

11. What is YOUR Opportunity

12. What can you expect? • Build 3x coverage in pipeline • Sales cycles are 3 – 12 months • Higher chance of success – Desktop Practice with services and consulting capability • Higher chance of success – Vertical Specialisation • Higher chance of success – more use cases • Biggest competitor is the ‘status quo’

13. Customer Buying Drivers Sales actions Customer Challenges iIentifycustomer procurement cycles in Order to better position View and Mirage for desktop Replacement projects Desktop Hardware Refreshes Identify BCP/DR projects in Customers and if EUC is Part of this BCP / DR for desktops Identify LOB drivers based on verticals in order to position Horizon Suite to Enhance customer and employee experience Line of Business Initiatives Identify XP Migration challenges and position Thinapp and Mirage to assist and de-risk project OS Migration Identify organisation Mobility and EUC strategy and Position Horizon Suite to deliver comprehensive solution Mobility / BYOD

14. QUESTIONS

15. Thank You!