Solutions Overview

1. Infrastructure Optimization Management& Automation Business Continuity Enterprise Desktop Solutions Overview

2. Topics • VMware Solution Areas • Infrastructure Virtualization • Business Continuity & Disaster Recovery • Management and Automation • Enterprise Desktop • Solution Area Topics • Customer challenges • How virtualization helps/benefits • The customers helped • Topics contained in solution specific module

3. Introduction

4. Infrastructure Virtualization – Bring unmanageable server sprawl under control by using virtualization to run multiple workloads on fewer servers, reduce future needs for physical servers, and reduce datacenter operating costs. Management & Automation – Provide flexible IT services that respond to changing business conditions and eliminate downtime while remaining in compliance by increasing automation in the datacenter. Business Continuity – Keep systems up and running through simple, reliable data protection and pervasive failover protection. Enterprise Desktop – Provide a full corporate desktop image through a centrally stored, managed, and secured location or provide independent desktop images stored on the client with a security layer for assured desktop computing. Key Solutions

5. VMware Overall Mission “Make the plumbing disappear—In the Datacenter, in the Cloud, on the Desktop…”

6. Operate more flexibly and reliably: • Availability • Recovery • Dev, Test, Staging Datacenter: the VMware Journey “The Private Cloud” “The 21st Century Mainframe” Capex & Opex Savings (A better way to do IT and run Applications) 2009+ Capex Savings (Server Consolidation) Provision more rapidly and transparently—Internally or from the Cloud Manage at the application/ service level Use a pool of servers more efficiently Use a single server more efficiently

7. What is Cloud Computing? • Cloud computing– the use of networked infrastructure software and capacity to provide resources to users in an on-demand environment.

8. Internal and External Clouds An external cloud operates outsideof the organization using it An internal cloud operates within the organization using it. Internal Cloud ExternalCloud

9. Infrastructure Virtualization

10. The Problem Overwhelming complexity >70% of IT budgets just to keep the lights on <30% of IT budgets goes to innovation and competitive advantage

11. The Path To IT As A Service VMware’s mission:Dramatically reduce the time that IT spends on routine application and management tasks, and turn IT into a service Existing Apps Future Apps Private Cloud Lots of Hardware and Plumbing Today IT TODAY Internal Cloud ExternalCloud

12. How VMware Helps • VMware vSphere • Lower total cost of ownership of servers • Drives maximum ROI from existing hardware • Increases operational efficiency • Improves manageability—manage services instead of servers

13. Cost Savings with Consolidation Typical Consolidation: 15:1 50% reduction in capital expenses 60% reduction in operational expenses per application

14. Improving Operational Efficiency 90–225 30–75 Before VMware After VMware Workloads per Admin Reducing Operating Cost Do more work with the same number of people = operating cost savings Source: IDC and VMware TAM program

15. VMware Solutions Maximize Uptime Planned Downtime Unplanned Downtime Virtual Machines VM Failure Monitoring APP APP APP APP APP OS OS OS OS OS ESX Server VMotion HA Storage Storage VMotion VCB Interconnect Network Redundancy NIC & HBA Teaming

16. Improved Manageability with vCenter

17. Customer Choice Works with applications as they are Broad global ISV support Supports more guest operating systems Long list of certified hardware Integrates well with existing tools

18. Customer Success: Server Consolidation & Containment The Challenge As a provider of network management solutions, Applied Innovation needed an efficient, flexible infrastructure. The VMware Solution VMware Workstation, ESX Server, Virtual SMP, vCenter and VMotion provide a cost-effective, scalable solution. “VMware ESX Server is the underlying infrastructure within our company; everything is running on it and everyone uses it daily. VMware VirtualCenter and VMotion also enable us to share resources in the server pool. The result is optimized administration and little or no downtime.” Phil Jarvis IT Director Applied Innovation Inc. • 15:1 server consolidation ratio • Minimal downtime, high availability of servers • VMware ESX Server and the associated hardware paid for itself in less than 12 months • Reduced maintenance and server costs • Effective disaster recovery solution • Saves on development and test time • Improved security

19. Opportunity For Infrastructure Virtualization • Core motivator for many opportunities • One of the most common reasons customers buy vSphere For more information: Selling Infrastructure Virtualization Module

20. Business Continuity

21. Business Continuity is about eliminating downtime Defining Business Continuity Business continuity is about protecting data, systems, and services. • Minimizing planned downtime • Preventing unplanned downtime • Preventing data loss

22. Business Continuity Defined Business Continuity How do I keep my business running? Data Protection How do I ensure that important data is not lost? High Availability How do I prevent and minimize downtime? Disaster Recovery How do I get back up and running quickly after site failures?

23. Why So Much Focus on Business Continuity? • Standards for availability are rising • Faster pace of business  more critical change • Competitive advantage, demands highest service levels • Number and severity of threats increasing • Government regulations and compliance consequences of downtime can be disastrous to a business • Almost 60% of surveyed companies incurred significant financial damage as a result of systems failure in the past year. (Economist Intelligence Unit) • 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)

24. X Challenges in Implementing Business Continuity • Cost • Additional hardware; identical 1:1 • Additional tools and training • Complexity • Management and provisioning • Application-specific business continuity needs • Reliability • Complex solutions are hard to test • Requires specialized training for personnel Site A Site B Configure hardware Install OS Config OS Install backup/restore agent Start “Single-step automatic recovery” Business continuity solutions implemented in a way that compromises a substantial portion of their infrastructure Result:

25. Solution: vSphere Benefits Challenge VMware Solution Hardware independence Hardware consolidation Cost Single-step system and application recovery Accelerated recovery vs. physical recovery Complex recovery Easier testing of recovery scenarios Simpler training due to simplified processes Uncertainty

26. Automatic re-start of virtual machines • No need for dedicated standby hardware • Without complexity of clustering Server Failure • Use existing clustering software • physical-virtual & virtual-virtual flexibility • Cluster, and test with fewer physical servers ApplicationFailure • Tolerate network path failures • Tolerate storage path failures • Lower cost fault tolerance Hardware FailureNIC, HBA • Automatic load-balancing of servers • Dynamic addition of resources • Pro-active workload resource balancing ResourceBottlenecks VMware for Un-planned Equipment Downtime VMware Value Un-planned Failure

27. Customer Success: Business Continuity “The need to save space was the immediate reason for our migration into a virtual infrastructure. In addition to a consolidation ratio of 25:1, we also somewhat incidentally acquired an elegant high-availability solution.” Jurgen Kehl Director of Computing Center Energie AG Oberosterreich

28. Business Continuity : The VMware Difference • Hardware independent failover and recovery for HA, DR • Eliminate backup windows with LAN free backup • Rapid provisioning of systems/data; backup and replication • Automating DR plans • Realize early savings from consolidation • Increase HA and DR coverage for more applications • Fund your BC plan with hardware and operational savings Reliable Affordable Rapid • Zero downtime planned maintenance • Automatic restarts for unplanned server failure • Simplifies testing using faster to provision VMs

29. For more information: Selling Business Continuity Module Opportunity for Business Continuity • Strategic discussion leading to large VMware and storage opportunities • A very common motivator for opportunities • Increases stickiness of customers with VMware

30. Management and Automation

31. The Promise of Business Agility Speed of change Scalability Efficiency Automation • Control • Predictability • Consistency IT Service Delivery: Manage VMs across the entire lifecycle of developing, staging, deploying, updating, and retiring IT services.

32. IT Service Delivery Challenge: Lack of Management Controls Major Concerns Lack of visibility and tracking Compliance concerns IT spending time on repetitive tasks Priority: As their virtual environments grow, IT administrators want to maintain control without sacrificing flexibility.

33. IT Service Delivery Challenge: Difficult to Manage the Lab Infrastructure Efficiently Major Concerns Lab users face lengthy provisioning times Difficult for Test/Dev to duplicate bugs IT struggles to keep up with demand and control server sprawl Priority: Don’t let long lead times for Test and Dev delay product releases.

34. IT Service Delivery Challenge: Cumbersome and Risky Pre-Production Rollout Process Major Concerns Exorbitant hardware costs Configuration drift and the time-consuming efforts to minimize it Little visibility Priority: Safely roll out applications into production on time.

35. VMware Management and Automation Give IT Control and Flexibility Request for Virtual Machine Automated Deployment ThroughVirtualCenter • Provides visibility and control • Enables approval, tracking, and auditing • Liberates IT from repetitive tasks Request Approval Intelligent Placement Archive Delete

36. VMware Management and AutomationSimplifies Lab Infrastructure Management Dev • Automation dramatically increases efficiency for lab team • Shared library and workspace easily supports multiple users • Self-service provisioning for lab users • Ability to manage multi-VM configurations • Easy to maintain systems in a clean state • Promotes collaboration, makes it easier to resolve bugs

37. VMware Management and Automation Streamlines Release Management vSphere Resource Pool Resource Pool Resource Pool Integration Testing Staging UAT Production VMware Stage Manager • Dramatic reduction in hardware costs • Eliminates risks of configuration drift • Provides visibility

38. Customers Achieving Business Agility “VMware Infrastructure together with the new VMware automation solutions, like VMware Lab Manager and VMware Lifecycle Manager, provide us the critical toolset to make the automated datacenter a reality. This allows us to achieve operational excellence with lowered unit costs and greater responsiveness to business users all while improving IT controls.” Reid Engstrom, Global Director, Shared Technical Services Harley-Davidson Motor Company

39. For more information, see the following modules: • Selling Management & Automation Solutions for IT Service Delivery • Selling VMware Lab Automation • Selling VMware Business Continuity Opportunity for Management and Automation • Upsell opportunity for vSphere customers • Special benefit for ISVs

40. Enterprise Desktop

41. Virtual Desktop Solution • Virtualization Used: • As part of a larger security strategy • To improve the security of unmanaged PCs • Provide alternate access to remote users

42. Lack of End User Controls State of the Enterprise Desktop High PC Support Costs A user population that is increasingly difficult to control 70% of TCO Spent on operations to manage PCs Compliance concerns

43. VMware’s Enterprise Desktop Solutions VMware View Centrally manages desktops in the datacenter Leverages vSphere for high availability & manageability

44. Meeting the Challenges of Desktop Management VMware View Management Lower Costs Flexibility Benefits • Streamlined and Simplified Desktop Management • Reduced Desktop Maintenance and Support Costs $ Linked clone technology reducesstorage requirements by up to 70% • Improved End User SLAs and Desktop Business Continuity Streamlined image management • Improved Security and Compliance

45. Meeting the Challenges of Desktop Management VMware View (continued) Management Lower Costs Flexibility Benefits • Streamlined and Simplified Desktop Management • Reduced Desktop Maintenance and Support Costs $ • Improved End User SLAs and Desktop Business Continuity

46. Meeting the Challenges of Desktop Management VMware View (continued) Management Lower Costs Flexibility Security Benefits • Streamlined and Simplified Desktop Management • Reduced Desktop Maintenance and Support Costs $ • Improved End User SLAs and Desktop Business Continuity • Improved Security and Compliance

47. VMware View Ensures Improved Customer Service for Prudential UK The Business Challenge Provide 850 employees at its new Mumbai center with the complete Prudential desktop The Solution VMware enabled Prudential UK to run its standard desktop remotely without rewriting any of its applications • Results • Ability to perform most IT services from a UK location • Made it possible to implement the entire project ahead of schedule • Ability to perform most IT services from a UK location • Realized substantial cost savings "I can now say to colleagues it doesn't matter to me where you do business." - Andy Ruby Head of Infrastructure Design

48. For more information: Selling Enterprise Desktop Solutions Module The Enterprise Desktop Market Opportunity 230 million 500 million 7 million 25 million Servers Sold(annual, worldwide) PCs Sold(annual, worldwide) PCs Installed(worldwide) Servers Installed(worldwide)

49. Summary and Conclusion

50. Summary • Identify common IT problems that virtualization is designed to help • Articulate four main solution areas and sales messages