Introducing VMware Site Recovery Manager

1. Introducing VMware Site Recovery Manager Jon Bock, Sr. Product Marketing Manager February 5, 2008

2. Disaster Recovery Market Opportunity Market Size Estimates • Organizations spend >$5B annually on disaster recovery software • Total disaster recovery spending expected to reach $23.3B by 2012 (Frost & Sullivan) • 39% of executives polled gave their plans a letter grade of C or worse (Harris Interactive) Replication $2.3B Disaster Recovery $5B Clustering Data Protection $1.6B $2.7B Source: IDC 2006 estimates

3. Requirements for Disaster Recovery Minimize Downtime Minimize Risk Control Cost 93% of companies that lost their data center for ten days or more due to a disaster filed for bankruptcy within one year of the disaster. --National Archives and Records Administration 92% of users surveyed acknowledged that their companies would face serious consequences if they had to implement their disaster recovery plans. --Dynamic Markets Ltd. 73% of executives expressed concern with the costs associated with maintaining a secondary data centre --Beacon Technology Partners Effective disaster recovery is a business imperative, but is very difficult to achieve

4. Dependent on perfect training, documentation, and execution Traditional Disaster Recovery Challenges • Failure to meet continuity requirements • Recovery takes days to weeks • Recovery tests often fail • Significant IT time and resources consumed Complex recovery processes and infrastructure ? ? ? ? ? ? ? ?

5. VMware Vision for Disaster Recovery Rapid • Automate recovery • Eliminate failures due to hardware dependencies • Eliminate slow manual recovery steps Reliable • Enable easier, more frequent testing • Turn manual, inconsistent processes into pre-programmed, repeatable processes Manageable • Centralize and simplify management of recovery plans • Make disaster recovery protection a property of virtual infrastructure Affordable • Eliminate need for an identical recovery datacenter • Eliminate idle recovery hardware • Eliminate dependencies on physical infrastructure

6. Disaster Recovery is Driving VMware Adoption

7. Introducing VMware Site Recovery Manager Site Recovery Manager leverages VMware Infrastructure to transform disaster recovery • Simplifies and automates disaster recovery workflows: • Setup, testing, failover, failback • Turns manual recovery runbooks into automated recovery plans • Provides central management of recovery plans from VirtualCenter

8. Key Components • Site Recovery Manager • Manages and monitors recovery plans • Tightly integrated with VirtualCenter VirtualCenter Site Recovery Manager • VMware Infrastructure • Requires ESX Server 3.0.2 or later • Requires VirtualCenter 2.5 or later Virtual Machines VMware Infrastructure • 3rd-Party Replication • Integrated via replication adapters • Replication adapters certified and supported by replication vendor Servers Storage Partner Replication

9. Key Components Production Disaster Recovery Site Recovery Manager VirtualCenter Site Recovery Manager Site Recovery Manager VirtualCenter Virtual Machines Virtual Machines Protected virtual machines VMware Infrastructure VMware Infrastructure Servers Servers Storage Storage Partner Replication

10. Site Recovery Manager Key Capabilities • Centralized managementof disaster recovery plans • Dramatically easier to build and update recovery plans • Disaster recovery automation • Eliminate complex, manual runbooks and accelerate recovery • Non-disruptive testing • Ensure that recovery plan will work when you need it

11. Disaster Recovery with VMware Fast Recovery in hours, not days or weeks Reliable Runbook of manual, error-prone processes becomes automated recovery and testing plan Manageable Create, monitor, and update recovery plans from VirtualCenter Affordable Create, monitor, and update recovery plans from within VirtualCenter

12. Target Customers for Site Recovery Manager Enterprise • Primary targets for Site Recovery Manager 1.0 are enterprise and commercial customers • Most likely to have array-based replication, recovery site, and sufficient bandwidth Commercial Most SMB customers will continue to be served by solutions leveraging third-party technology partners, but developments among storage and hosting providers are starting to open up this market also SMB

13. Ways to Sell Site Recovery Manager • Sell as part of production VI deployment • Complementary addition to VMware Infrastructure licenses • Helps customer build a resilient virtual datacenter • Sell as part of disaster recovery implementation • Often part of a larger organizational mandate or initiative • Can help encourage broader deployment of virtualization Site Recovery Manager VMware Infrastructure VMware Infrastructure Site Recovery Manager VMware Infrastructure VMware Infrastructure

14. Identifying Site Recovery Manager Opportunities Does that plan reliably meet their recovery requirements and cover all their important x86 systems? Does customer have a timeframe and owner for improving their disaster recovery plan? Does customer have or plan to have necessary infrastructure for Site Recovery Manager? Site Recovery Manager + VI opportunity Yes No Yes Does customer have a DR plan for their x86 servers? Yes VMware Infrastructure opportunity No Yes No Does customer recognize impact of not being able to recover systems?

15. Purchasing Site Recovery Manager • Separate product from VMware Infrastructure • Works with all editions of VI • Available a la carte and bundled with other VMware products • Licensed similarly to VMware Infrastructure • Purchased for each protected site • Site Recovery Manager deployment requirements • VMware Infrastructure at both sites • VirtualCenter at both sites • Site Recovery Manager at each protected site Virtual Center Site Recovery Manager VMware Infrastructure VI Enterprise VI Standard VI Foundation ESX Server 3i

16. Site Recovery Manager Momentum Storage Partners Customers • Customers designing for Site Recovery Manager now • Over 1800 attendees at VMworld sessions • Large VMware customer: • Site Recovery Manager will justify expanding and accelerating virtualization of their datacenter

17. Disaster Recovery Drives More than VI Licenses $1 of VMware software... Leads to... $3 of Storage Hardware and software Site Recovery Manager $2 of Server Hardware VMware Infrastructure $1 - $3 of Services

18. VMware Investments in Driving New Business • Tools & Training • Collateral, sales guides, deployment guides, technical and sales training • Campaigns • One of key 2008 themes • Advertising, e-mail templates, seminar kits for resellers to leverage • Partnerships • Marketing investments with leading storage partners

19. Timeline • Site Recovery Manager beta • Site Recovery Manager sales tools available Q1 • Site Recovery Manager GA • Disaster recovery campaign in support of Site Recovery Manager release • Site Recovery Manager Jumpstart VAC offering available Q2 • Site Recovery Manager Plan & Design VAC offering available • Training classes available for customers and partners Q3

20. Summary • Disaster recovery is a huge market opportunity for VMware and its partners that is a proven driver of partner business • Customers are already excited about the unbeatable combination of Site Recovery Manager + VMware Infrastructure • VMware and industry leaders are investing to ensure that disaster recovery with VMware will be a key driver of partners’ business

21. What You Can Do Next • Learn more about Site Recovery Manager • Available today: • www.vmworld.com: Session recordings: BC31 (product overview), BC29 (technical architecture) • PartnerCentral: Overview presentation and customer FAQ • Coming soon to PartnerCentral: • This month: technical presentation, recorded demo • Next month: targeting and sales guides, product collateral, whitepapers • Start developing opportunities • Identify your top 5 prospects for Site Recovery Manager • Learn about their needs and plans for disaster recovery • Introduce them to VMware Infrastructure + Site Recovery Manager

22. Questions?