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VMware Sales ByteNet New CustomerImprove Business Continuity and Disaster Recovery (BCDR) with Managed VirtualizationChris Westphal – Sr. Marketing ManagerGlobal SMB & Commercial Solutions Marketing February 2013

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VMware Sales Byte Overview

Customer Challenge

Partner Opportunity

VMware Solution Overview

Customer Profile

Next Steps

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Top Of Mind For Customers - Opportunities For Partners

Virtualization3 out of 4 SMBs planning virtualization projects

InfrastructureVirtualization IT projects create the opportunity for Server, Storage and network infrastructure.

ResourcesIT departments focus 70% of resources on maintenance leaving little for innovation

Disaster Recovery43% never re-open after disasters and 29% close within 2 years

ServicesPartner opportunity to position services like consulting, installation, configuration, management, etc….

BYOD85% SMBs surveyed stating employees use personal devices for work.

Top of Mind Keeping their business up and running, securely

Balance IT supply (resources and skills) with IT demand

Increase agility to quickly respond to new business requirements

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Challenges of Traditional Computing Environments

Cost and complexity restricts the solution • Some applications are left unprotected

• No easy way to test = unpredictable results in the event of an outage

1:1 ratio of server/OS/application• Low resource utilization across IT environment

• Server sprawl = Increasing cost and complexity

• Difficult to scale applications to keep up with demands

Keeping applications available, optimized• Silos of applications = silos of solutions for protection

• A comprehensive BCDR solution can be multi tiered and complex

• Lack of comprehensive visibility across the IT infrastructure

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Business Continuity Threats and Impact

Natural Disaster Man Made

IT Service Demand

Attack

Externally Facing Service Loss of customers to competitors Loss of revenue Impact to reputation

Internally Facing Services Decrease in employee productivity Slip in project schedules Increase in project costs Decrease in output quality

Source of an Outage Impact Of An Outage

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Source: Forrsights Budgets And Priorities Tracker Survey, Q2 2012

Q. Which of the following initiatives are likely to be your IT organization top technology priorities over the next 12 months?

IaaS

Implement or expand collaboration

Consolidate app

Mobile/tablet apps

Maintain or implement virtualization and automation

Consolidate IT infrastructure

Upgrade our security

Upgrade BC/DR capabilities

0% 10% 20% 30% 40% 50% 60% 70% 80%

SMB

Commercial

Enterprise

% critical or high priority

While the majority of Global 1000 enterprises are heavily virtualized, many smaller enterprises and those in emerging economies are still early in their virtualization effort. (Gartner, 2012)

Improving BCDR capabilities #1 priority for SMBs

BCDR is #1 driver for virtualization:• 46% of VMware

customers reported “Use virtualization to improve BCDR” in their top 5 objectives for virtualization

Top Technology Priorities

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Partner Opportunity

Virtualize and Improve BCDR with VMware Solutions

• vSphere Essentials Plus Kit

• vSphere with Operations Management Standard Acceleration Kit

• vSphere with Operations Management Enterprise Plus Acceleration Kit

Complimentary VMware Solutions• vCenter Site Recovery Manager - Business Continuity/Disaster Recovery$

Other Technologies & Opportunities

• Storage infrastructure, Network infrastructure, Security solutions

• Infrastructure for the secondary site : Servers, Storage, Network, etc…

• Professional Services/Consulting/Installation & Configuration

• Managed services (e.g. health monitoring, risk assessment, capacity planning & patch management)

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Simple Application Protection• Entire system – including application, OS,

and data – is stored as virtual machine files• Simplify availability and data protection for

applications and virtual machines

Encapsulation

Cost-Efficient Infrastructure• Improve hardware utilization and reduce

footprint• Reduced hardware requirements at recovery

site• Use recovery hardware to run low-priority apps

Consolidation vSphere

Flexible Infrastructure• Leverage a pool of servers to avoid failures• Eliminate need for identical hardware across

sites• Enable waterfalling of equipment to recovery site

HardwareIndependence

vSphere vSphere

Characteristics of Virtualization

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VMware Managed Virtualization

• Reduce CapEx, improve resource utilization, reduce IT management complexity

• Simplify backup and recovery infrastructure and processes

• Improve SLAs for virtualized applications

• Enable maintenance with zero downtime

• Simplify disaster recovery

Benefits

VMware Solution Options

• vSphere with Operations Management Enterprise Plus

• vSphere with Operations Management Standard

• vSphere Essentials Plus

Before Virtualization

After Virtualization

• Server consolidation

• Integrated backup and recovery

• Automatic failure detection and restart of services

• Move running VMs between hosts

• Replication of VMs across the LAN or WAN

Capabilities

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Operations Management

• Integrated management capabilities

• Identify immediate problems across the virtualized environment

• Resource utilization recommendations

• Insight into future capacity requirements

Capabilities

• Increase IT efficiency and reduce OpEx

• Improve resource utilization and reduce CapEx

• Minimize downtime for critical applications

• Proactively plan for future capacity

Benefits

Immediate Problems

Future Problems

Opportunities to Optimize

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• Integrated backup and recovery

• Included in vSphere Essentials+ and above

• Based on EMC Avamar technologyVMware vSphere

Data deduplicated

And stored on VDP appliance

VDP

vSphere Data Protection

Capabilities

• Highly efficient global deduplication across all VMs

• Simple setup and management through vCenter

• Speedy recovery of VMs

Benefits

VMware Solution Options• vSphere Data Protection

• vSphere Data Protection Advanced

Simplify backup and recovery with integrated data protection

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Protect your applications and business from downtime with highly reliable and available infrastructure

• Simplify BCDR plan and configuration

• Eliminate time-consuming, error prone recovery processes

• Increase solution confidence and predictability

• Cost effective DR site infrastructure

• Flexible deployment options

• Set up recovery plan in minutes

• Automated disaster recovery

• Test solution without business disruption

• Support for heterogeneous infrastructure

• Choice of Multi-site or DR to Cloud

Benefits

VMware Solution Options• vCenter Site Recovery Manager

• DR To The Cloud (vCloud Service Provider)

Capabilities

VMware Disaster Recovery

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vSphere BCDR Capabilities

Simplified/Cost Effective Shared Storage

• vSphere Storage Appliance (VSA) - use locally attached disks to enable shared storage

Hardware & Software Failure Protection

• vSphere High Availability - automatic restart of VMs after a failure

• vSphere Fault Tolerance - zero data loss in the event of a failure

Zero Downtime Maintenance

• vSphere vMotion - move running VMs between hosts

• vSphere Storage vMotion - move live VM disk files between storage arrays

Flexible Application Scalability

• Hot Add - add CPU, memory or devices to VMs without service disruption

Infrastructure Protection

• vShield Zones - simplify security management

• vShield Endpoint - centralized anti-virus and anti-malware for virtualized environments

Protection from Site Level Failures

• vSphere Replication - replication of VMs across LAN or WAN

• vCenter Site Recovery Manager – simplify and automate disaster recovery.

Management and Monitoring

• vCenter Operations Management Suite Standard – performance and capacity management 

Integrated Backup and Recovery

• vSphere Data Protection – Integrated, simple, cost effective backup and recovery for virtual machines.

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VMware Leads The Market

Industry analysts estimate that over 80% of all virtual machines in the world already run on VMware.

80%

VMware offers lower capital and operational costs than Microsoft due to VMware’s higher scalability and greater levels of administrative automation.

20% 91%

Scalability

OpEx

VMware VMotion performs 5 times faster than today’s Microsoft Live Migration.5X

VMware delivers and enables solutions that provide extensive application insight, to enable IT to deliver on business-level SLAs.

VMware HA (High Availability) works even when half or more hosts in a cluster go down; Microsoft "HA" doesn’t.HA

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Customer Profile – Server Virtualization & BCDR

Who to talk to • Head of IT Infrastructure, Head of IT Operations

• Server or Application Admins, IT Architects

• Industries: Financial Services, High Tech, Business Services, Government, Healthcare, Education

What to look for • Customers not virtualized or those using free products

• Customers upgrading hardware and applications

• Customers struggling to manage their IT environment

• Applications and services that are critical to the business

• Customers who recently experienced an outage

Questions to ask • Is it expensive to upgrade hardware and applications?

• Do you find it difficult to ensure availability?

• Are unable to protect your entire IT infrastructure?

• Can you test your current solution often enough/at all?

Title to edit Master title style

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Second levelThird level

Creators of the Value Selling FrameworkCopyright © 2002 by ValueVision Associates, LLCOPEN PROBE CONFIRM

P R O B L E M S O L U T I O N

V A L U E P O W E R

PL A N

Open Question… Many of your industry peers see BCDR as a top IT priority. Does this align with your IT priorities?

Probing Questions… Is it a problem for you today that you…

1. find it challenging to manage your current IT infrastructure because of cost and complexity2. are underutilizing your IT resources?3. lack the tools and visibility to efficiently manage your IT environment?4. find it difficult to ensure availability for your most business critical applications?5. are unable to protect your entire IT infrastructure because of cost or complexity?6. are unsure of how your recovery plan will be executed or how it will perform in the event of a failure?7. find your service levels are impacted when you need to perform IT maintenance?8. do not have a solution in place to protect from a catastrophic, site level failure?

Confirm: So what I am hearing is that this challenge is causing frustration or irritation?Are there other IT problems you’d like to address?

Open Question… Do you have an achievable plan to to improve application availability in your IT environment?

Probing Questions .. What if VMware could give you the capability to help you ....

1. reduce IT costs and simplify IT management?2. get the most of the IT resources that you already own?3. automate performance, capacity & config. management with an analytics & policy-based approach?4. improve availability across all applications including those that are the most critical to your business?5. enable a BCDR solution that is comprehensive, cost effective and simplified?6. test your recovery plan to give you confidence and predictability in the event that it is needed?7. perform maintenance with zero downtime or impact to users?8. protect your applications from site level failures with a solution that is cost effective, easy to configure,

deploy and test?

Confirm: Would these capabilities enable you to address your issues? Have we missed anything that would address your issue?

Open Question: How would you quantify the impact of downtime in your business? How does this affect you personally?

Probing Value Questions .. What is the value if we can deliver a solution that…

1. reduces cost and complexity while optimizing performance and increases availability?2. that ensures optimal resource utilization with tools monitor and manage your infrastructure?3. provides single view of your IT environment for health, performance and capacity management?4. eliminates the risk of impact to revenue or productivity due to a service outage?5. provides comprehensive protection across your entire IT infrastructure?6. is reliable and predictable even in the most challenging IT environments such as failure situations?7. improves IT agility & eliminate risk of impact to revenue or productivity due to maintenance

requirements?8. enables cost effective, comprehensive, full site recovery that is easy to configure, deploy and test?

Confirm: Is there anything more important for you and your business? Where does this sit on your priority list? How would a solution like this impact your effectiveness in your role?

• Understand current issues, priorities and desired end state• Identify gaps and measures of success• Develop a proposal for short term and long term technology adoption• Gain access to key stakeholders and present solution • Prove value with customer examples, ROI tool, demo, eval

Identify influencers and decision makers and key careabouts.• VP of Infrastructure – convince them of improved capabilities and benefits• VP of Operations – convince them of improved capabilities and benefits• CxO/Senior Leadership – need to provide financial justification• IT Administrator or Architect

Head of IT Infrastructure or IT Operations CONTACT

© 1993-2012 ValueSelling Associates, LLC

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• ANXIETY QUESTION What is the impact on your company objectives or employee productivity when you can’t quickly restore your critical applications and services in the event of an outage?

BUSINESS ISSUE Ensuring availability of applications that are critical to the business in order to minimize negative impact to revenue or employee productivity.

For more information, visit www.visualize.com

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vSphere Options

vSphere Essentials Plus Kit

vSphere with Operations

Management Standard

vSphere with Operations

Management Enterprise

vSphere with Operations

Management Enterprise Plus

Server Consolidation and Business Continuity

Scalable Server Consolidation & No Planned Downtime

Powerful & efficient resource management

Policy based datacenter automation

Entitlements (VM / Core / vRAM) Unlimited Unlimited Unlimited Unlimited

vCPU / VM 8-way 8-way 32-way 64-way

Features

vSphere Essentials Plus Standard Enterprise Enterprise Plus

vCenter Operations Management Suite Foundation Standard Standard Standard

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) HA only ● ● ●

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 ●

● New in vSphere with Operations Management

Note: This is a partial listing of available features. Please see vmware.com for the complete list.

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vSphere Data Protection Options

VDP VDP Advanced

Scalability Limits

Max Deduplicated Storage per appliance 2TB 8TB

Max protected VMs per CPU Unlimited Unlimited

Features

Agent-less + +

Variable-length deduplication + +

CBT for backup and restore + +

vSphere Web Client management + +

Self-service backup and recovery + +

Full VM and File-level recovery + +

Integrity check and rollback mechanism + +

Dynamic storage provisioning +

Exchange and SQL Server agents +

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Next Steps

Keep up with the latest from the VMware SMB Team• VMware SMB Blog - http://blogs.vmware.com/smb

• VMware SMB on Twitter - @VMwareSMB

Leverage Current Promotions Use the VMware Promotion app on your mobile device Point your browser to: www.vmware.com/go/promoapp

Prepare for the customer conversation Print out the BCDR ValuePrompter (Slide 16) Get the Sales Toolkit - www.vmware.com/go/salesbytes Identify a customer to walk through a BCDR Conversation