1. The Career Centerbit.ly/GSCareers 20 Questions & Answers AboutThe Cloudwith Chuck HollisVP & Global Marketing CTO

2. Why should I doWhat makes aWhy all theWhat about myHow do you sellthis with VMWare, private cloudinterest in cloudlegacythis business?Cisco & EMC? private?these days? environment? What is a My software vBlock? vendors dont support About This Guidevirtualization or I get lost in all VMWare. the terms:This guide is transcribed from the fantastic Virtual Chuck Private, Public,video series 20 questions with Chuck Hollis, EMC VP and Hybrid, etc.Global Marketing CTO. What is VCE? You can read the whole thing start-to-finish, or click on one How should Iof the questions to jump straight to the answer. get started? To watch the Virtual Chuck videos, visitWhat are other www.emc.com/campaign/global/virtual-chuck/index.htm.vendors doing? My business users want dedicated What about businesssecurity? assets that they own. My IT funding model is all wrong Who can helpfor this approach. me? How does a private cloudHow is storageWhat customers What new skills and Were not organizedfit into the whole as adifferent in aare doing this? roles are needed?to do this.service discussion? private cloud? 3. Why should I doWhat makes a Why all the What about myHow do you sellthis with VMWare, private cloud interest in cloud legacythis business?Cisco & EMC? private? these days?environment? What is a My software vBlock? vendors dont support virtualization or I get lost in all Why should I do this with Intel, VMWare,VMWare. the terms: Private, Public, Cisco and EMC? Hybrid, etc. Each is a leader in their respective industries. By coming What is VCE? together, we believe we can accelerate this transition, so that clouds can be real for our customers this year and next How should Iyear, rather than three or four years later. get started? What are other vendors doing? My business users want dedicated What about businesssecurity? assets that they own. My IT funding model is all wrong Who can helpfor this approach. me?How does a private cloud How is storageWhat customers What new skills and Were not organized fit into the whole as a different in aare doing this? roles are needed?to do this. service discussion?private cloud? 4. Why should I doWhat makes a Why all theWhat about my How do you sellthis with VMWare, private cloud interest in cloudlegacy this business?Cisco & EMC? private? these days? environment? What is aMy software vBlock?vendors dontsupportvirtualization or I get lost in allWhat makes a private cloud private? VMWare. the terms: Private, Public, Basically IT is in control - IT is in control of the service levels, Hybrid, etc. the information placement, security, GRC - just as though itwas in a traditional IT setting. Most enterprise IT peopleWhat is VCE?cant give up control, which is why private clouds are so How should I interesting. get started?What are othervendors doing? My business users want dedicatedWhat about business security? assets that they own.My IT fundingmodel is all wrong Who can help for this approach. me?How does a private cloudHow is storageWhat customers What new skills andWere not organized fit into the whole as adifferent in aare doing this? roles are needed? to do this. service discussion? private cloud? 5. Why should I doWhat makes aWhy all theWhat about myHow do you sellthis with VMWare, private cloudinterest in cloudlegacythis business?Cisco & EMC? private?these days? environment? What is a My software vBlock? vendors dont support virtualization or I get lost in all How do you sell this business?VMWare. the terms: Private, Public,One of the classic mistakes we see when IT starts talking Hybrid, etc.cloud to the business is that they make it all about cheaper IT. Sure, the business wants to save money. Who doesnt?What is VCE? But its more about better IT - faster, more responsive, more How should Iagile, more secure. To the extent that you can frame your get started?discussions with business stakeholders around better IT, rather than just cheaper IT, youll have a lot more luck goingWhat are other forward.vendors doing? My business users want dedicated What about businesssecurity? assets that they own. My IT funding model is all wrong Who can helpfor this approach. me? How does a private cloudHow is storageWhat customers What new skills and Were not organizedfit into the whole as adifferent in aare doing this? roles are needed?to do this.service discussion? private cloud? 6. Why should I doWhat makes a Why all theWhat about myHow do you sellthis with VMWare, private cloud interest in cloudlegacythis business?Cisco & EMC? private? these days? environment? What is aMy software vBlock?vendors dontsupportvirtualization or I get lost in all Why all the interest in cloud these days?VMWare. the terms: Private, Public,Everybody involved in IT has figured out that somethings in Hybrid, etc.the air... cloud. Its an opportunity to do what weve done before, but do it faster, better and cheaper, rewiring how weWhat is VCE? build IT, how we operate IT, and how we consume IT. How should IWhether youre on the IT side or the business side, things get started?are changing.What are othervendors doing? My business users want dedicatedWhat about business security? assets that they own.My IT fundingmodel is all wrong Who can help for this approach. me?How does a private cloudHow is storageWhat customers What new skills andWere not organized fit into the whole as adifferent in aare doing this? roles are needed? to do this. service discussion? private cloud? 7. Why should I doWhat makes aWhy all theWhat about my How do you sellthis with VMWare, private cloudinterest in cloudlegacy this business?Cisco & EMC? private?these days? environment? What is a My software vBlock? vendors dont support virtualization or I get lost in all What about my legacy environments?VMWare. the terms: Private, Public,You cant have a serious cloud discussion without talking Hybrid, etc.about the legacy. What I see customers doing is building their new legacy - the new platform theyre going to use forWhat is VCE? all their new applications and all the new work being thrown How should Iat them by the business. get started? Over time, as you feel more comfortable in this new platform, What are other you incrementally re-platform the old stuff as it makes vendors doing? economic and/or technical sense. Theres no rush. The My business question is getting started, and thats what we see users wantcustomers doing today. dedicated What about businesssecurity? assets that they own. My IT funding model is all wrong Who can helpfor this approach. me?How does a private cloud How is storageWhat customers What new skills and Were not organized fit into the whole as a different in aare doing this? roles are needed?to do this. service discussion?private cloud? 8. Why should I doWhat makes aWhy all theWhat about my How do you sellthis with VMWare, private cloudinterest in cloudlegacy this business?Cisco & EMC? private?these days? environment? What is a My software vBlock? vendors dont support virtualization or I get lost in allMy software vendors dont supportVMWare. the terms: Private, Public,virtualization or VMWare. Hybrid, etc.Id like to say the whole industry is behind the cloud, but a What is VCE?lot of customers have told us that theyre noticing some footdragging from some traditional software vendors. Either How should I theyre against virtualization, theyre against variable get started? consumption models, or a little bit of both. Theres noWhat are othersimple answer to this. Things must change. Things will vendors doing?change. The question is, "How do you accelerate change?" My businessOne of the smartest things Ive seen customers do is put users want competitive stacks of software next to the legacy choices, dedicatedjust to send a message that theres more than one way of What about business doing things.security? assets that they own. My IT funding model is all wrong Who can helpfor this approach. me?How does a private cloud How is storageWhat customers What new skills and Were not organized fit into the whole as a different in aare doing this? roles are needed?to do this. service discussion?private cloud? 9. Why should I doWhat makes a Why all theWhat about myHow do you sellthis with VMWare, private cloud interest in cloudlegacythis business?Cisco & EMC? private? these days? environment? What is aMy software vBlock?vendors dontsupportvirtualization or I get lost in all What is VCE? VMWare. the terms: Private, Public,VCE is a joint venture between three technology companies, Hybrid, etc.whose sole mission is to accelerate this transition to private cloud models. The infrastructure product is a vBlock, andWhat is VCE? theyve wrapped around not only the services but the How should Ipartner ecosystem so we can make this transition happen as get started?quickly as possible. Its the best of the best from Intel, VMWare, Cisco and EMC. Prefab and ready-to-consume withWhat are other one point of contact.vendors doing? My business users want dedicatedWhat about business security? assets that they own.My IT fundingmodel is all wrong Who can help for this approach. me? How does a private cloud How is storageWhat customers What new skills andWere not organizedfit into the whole as a different in aare doing this? roles are needed? to do this.service discussion?private cloud? 10. Why should I doWhat makes a Why all the What about myHow do you sellthis with VMWare, private cloud interest in cloud legacythis business?Cisco & EMC? private? these days?environment? What is a My software vBlock? vendors dont support virtualization or I get lost in all What are other vendors doing? VMWare. the terms: Private, Public,Just about every vendor in the IT industry is starting to Hybrid, etc.realize the cloud is a big deal. Unfortunately, most of them are positioning it as a technology thing rather than an ITWhat is VCE? organizational thing. My hope is that over the next few years How should IIT vendors realize its more about the IT organization get started?transforming than the technology itself. What are other vendors doing? My business users want dedicated What about businesssecurity? assets that they own. My IT funding model is all wrong Who can helpfor this approach. me?How does a private cloud How is storageWhat customers What new skills and Were not organized fit into the whole as a different in aare doing this? roles are needed?to do this. service discussion?private cloud? 11. Why should I doWhat makes a Why all theWhat about my How do you sellthis with VMWare, private cloud interest in cloudlegacy this business?Cisco & EMC? private? these days? environment? What is aMy software vBlock?vendors dontsupportvirtualization or I get lost in all What about security? VMWare. the terms: Private, Public,Security in the cloud? Let me tell you one thing for sure: It is Hybrid, etc.not a technology problem. We have the technologies, and in many cases theyre better than what we use in the physical What is VCE? world today. We believe the challenge is maturity of process How should I- the ability to have security organizations understand this get started?new world, and the methodology required for securing their new environment when the resources move back and forth.What are other Weve got hundreds of customers who are doing it today, so vendors doing? we want to make sure the discussion stays focused where it My business belongs: On the processes rather than the technology. users want dedicatedWhat about business security? assets that they own.My IT fundingmodel is all wrong Who can help for this approach. me? How does a private cloud How is storageWhat customers What new skills andWere not organizedfit into the whole as a different in aare doing this? roles are needed? to do this.service discussion?private cloud? 12. Why should I doWhat makes aWhy all theWhat about myHow do you sellthis with VMWare, private cloudinterest in cloudlegacythis business?Cisco & EMC? private?these days? environment? What is a My software vBlock? vendors dont support virtualization or I get lost in allMy IT funding model is all wrong for thisVMWare. the terms: approach. Private, Public, Hybrid, etc.When we talk about clouds were really talking about ashared service. One of the things that frequently comes up isWhat is VCE?the legacy funding model. Historically, business had a How should I project, got some funding, picked out some toys, and get started? handed them over to the IT guys. The IT organization says, What are other"The funding model has to change if Im going to go do vendors doing?cloud." What I find interesting is that in other parts of the IT My businesslandscape theyre already using a shared funding model. users want Networks, email, collaboration, other kinds of tools already dedicateduse a shared funding model. The funding models you needWhat about business are already there. You just have to apply them to this new security? assets thatuse case. they own. My IT funding model is all wrong Who can helpfor this approach. me?How does a private cloud How is storageWhat customers What new skills and Were not organized fit into the whole as a different in aare doing this? roles are needed?to do this. service discussion?private cloud? 13. Why should I doWhat makes a Why all the What about myHow do you sellthis with VMWare, private cloud interest in cloud legacythis business?Cisco & EMC? private? these days?environment? What is a My software vBlock? vendors dont support virtualization or I get lost in all Were not organized to do this. VMWare. the terms: Private, Public,Around about the second or third really serious cloud Hybrid, etc.discussion, it dawns on IT leadership that you might not be organized to go do this. The initial reaction is, "How do weWhat is VCE? take this ginormous IT organization and incrementally move How should Iit forward one step at a time?" The better answer is, "How do get started?you break off a smaller team that plays by different rules, using different technologies, around different use cases, What are other that can speed ahead?" The difference in these twovendors doing? approaches means the difference between getting results in My business quarters and months rather than years. users want dedicated What about businesssecurity? assets that they own. My IT funding model is all wrong Who can helpfor this approach. me?How does a private cloud How is storageWhat customers What new skills and Were not organized fit into the whole as a different in aare doing this? roles are needed?to do this. service discussion?private cloud? 14. Why should I doWhat makes a Why all theWhat about my How do you sellthis with VMWare, private cloud interest in cloudlegacy this business?Cisco & EMC? private? these days? environment? What is aMy software vBlock?vendors dontsupportvirtualization or I get lost in all How is storage different in a privateVMWare. the terms: Private, Public, cloud? Hybrid, etc. Storage is different in a private cloud. Its built differently,What is VCE? its operated differently and its consumed differently. Built differently: Pools of resources, automatic tiering, not a lot of How should Ihands-on. Operated differently: A lot of the traditional get started?storage functions now show up elsewhere in the stack -What are other either for the virtualization admin or the converged vendors doing? infrastructure admin. Consumed differently: Storage My business resources are provided on-demand when the application users wantneeds them - not provisioned ahead of time. Storage is very dedicated different in the private cloud because its built differently, What about businessoperated differently, and consumed differently.security? assets that they own.My IT fundingmodel is all wrong Who can help for this approach. me? How does a private cloud How is storageWhat customers What new skills andWere not organizedfit into the whole as a different in aare doing this? roles are needed? to do this.service discussion?private cloud? 15. Why should I doWhat makes a Why all theWhat about my How do you sellthis with VMWare, private cloud interest in cloudlegacy this business?Cisco & EMC? private? these days? environment? What is aMy software vBlock?vendors dontsupportvirtualization or I get lost in all How does a private cloud fit into theVMWare. the terms: Private, Public, whole as a service discussion? Hybrid, etc. Theres a lot of chatter in the industry around IT as a service -What is VCE? infrastructure as a service, platform as a service, software as a service, user experience as a service. What a private cloud How should Iallows an IT organization to do is tackle all of these at the get started?same time - to be able to take any part of the it infrastructureWhat are other and deliver it as a service, whether they do that internally, or vendors doing? using a compatible service provider. Private clouds enable IT My business as a service. users want dedicatedWhat about business security? assets that they own.My IT fundingmodel is all wrong Who can help for this approach. me? How does a private cloud How is storageWhat customers What new skills andWere not organizedfit into the whole as a different in aare doing this? roles are needed? to do this.service discussion?private cloud? 16. Why should I doWhat makes aWhy all theWhat about myHow do you sellthis with VMWare, private cloudinterest in cloudlegacythis business?Cisco & EMC? private?these days? environment? What is a My software vBlock? vendors dont support virtualization or I get lost in all What new skills and roles are needed? VMWare. the terms: Private, Public,If cloud is about built differently, operated differently, Hybrid, etc.consumed differently, you dont have to get too far before you realize entirely new skills and roles will be needed in the What is VCE? IT organization. In general they dont tend to be the narrow How should Isilos - the technology experts of the past. They tend to be get started?people who understand a little bit about a lot of things, and can connect that in a process or an outcome. These new skillWhat are other sets are very much in-demand in many IT organizations vendors doing? today - something that well probably see for the next five My business years. users want dedicated What about businesssecurity? assets that they own. My IT funding model is all wrong Who can helpfor this approach. me? How does a private cloudHow is storageWhat customers What new skills and Were not organizedfit into the whole as adifferent in aare doing this? roles are needed?to do this.service discussion? private cloud? 17. Why should I doWhat makes aWhy all theWhat about myHow do you sellthis with VMWare, private cloudinterest in cloudlegacythis business?Cisco & EMC? private?these days? environment? What is a My software vBlock? vendors dont support virtualization or I get lost in all What customers are doing this?VMWare. the terms: Private, Public,A couple of years ago it would be pretty unique to meet a Hybrid, etc.customer who was pushing virtualization so hard that they would get to a private cloud model. Now its commonplace. What is VCE? We find it in just about every geography, every vertical, every How should Icorner of the world, large companies, medium-sized get started?companies, small companies. Everyone is starting to realize theres a better way to do IT, and theyve all started to makeWhat are other their steps along the way to their private cloud. vendors doing? My business users want dedicated What about businesssecurity? assets that they own. My IT funding model is all wrong Who can helpfor this approach. me? How does a private cloudHow is storageWhat customers What new skills and Were not organizedfit into the whole as adifferent in aare doing this? roles are needed?to do this.service discussion? private cloud? 18. Why should I doWhat makes a Why all theWhat about myHow do you sellthis with VMWare, private cloud interest in cloudlegacythis business?Cisco & EMC? private? these days? environment? What is aMy software vBlock?vendors dontsupportvirtualization or I get lost in all Who can help me? VMWare. the terms: Private, Public,Most IT organizations realize they need some help in order Hybrid, etc.to make the transition work. In addition to all the usual suspects, theres now a new set of sources. In general, look What is VCE? for consulting organizations that see this as more about How should Iprocesses and outcomes rather than just putting a bunch of get started?new technology on the floor. At the end of the day, technology really isnt the issue here, its how we use it toWhat are other achieve business results that people are after.vendors doing? My business users want dedicatedWhat about business security? assets that they own.My IT fundingmodel is all wrong Who can help for this approach. me? How does a private cloud How is storageWhat customers What new skills andWere not organizedfit into the whole as a different in aare doing this? roles are needed? to do this.service discussion?private cloud? 19. Why should I doWhat makes aWhy all the What about myHow do you sellthis with VMWare, private cloudinterest in cloud legacythis business?Cisco & EMC? private?these days?environment? What is aMy software vBlock?vendors dontsupportvirtualization or I get lost in all My business users want dedicated ITVMWare. the terms: Private, Public, assets that they own. Hybrid, etc. What do you do when a business unit demands to see theirWhat is VCE? stuff - their servers, their storage, the stuff they paid for? Well part of thats the funding model, but the other half is How should Ithe ability for IT to train users to demand services, and not get started?how theyre implemented. Weve been successful in otherWhat are other areas of the technology landscape. I dont see a whole lot ofvendors doing? private, dedicated networks. I dont see a whole lot of My business private, dedicated phone systems. I know the opportunity is users wantthere. The successful IT organizations that I see work to dedicated build trust over time, and I think thats what most of us areWhat about businessgoing to have to do. security? assets that they own.My IT fundingmodel is all wrong Who can help for this approach. me? How does a private cloud How is storageWhat customers What new skills andWere not organizedfit into the whole as a different in aare doing this? roles are needed? to do this.service discussion?private cloud? 20. Why should I doWhat makes aWhy all the What about myHow do you sellthis with VMWare, private cloudinterest in cloud legacythis business?Cisco & EMC? private?these days?environment? What is aMy software vBlock?vendors dontsupportvirtualization or I get lost in all How should I get started?VMWare. the terms: Private, Public,Its easy to get overwhelmed by all this cloud stuff. People Hybrid, etc.ask, "Where do I get started?" The best advice Ive seen is to pick a use case thats not being met by the IT organizationWhat is VCE? today, be it application development, virtual desktops, data How should Iwarehousing - some place where the existing approach is get started?causing very cranky users. Youre looking for an opportunity to change all three things at the same time: How its built, What are other how its operated, and how its consumed. Pick a place tovendors doing? start, and the rest is simply project management. My business users want dedicatedWhat about business security? assets that they own.My IT fundingmodel is all wrong Who can help for this approach. me? How does a private cloud How is storageWhat customers What new skills andWere not organizedfit into the whole as a different in aare doing this? roles are needed? to do this.service discussion?private cloud? 21. Why should I doWhat makes aWhy all theWhat about myHow do you sellthis with VMWare, private cloudinterest in cloudlegacythis business?Cisco & EMC? private?these days? environment? What is a My software vBlock? vendors dont support virtualization or I get lost in all I get lost in all the terms: Private, Public, VMWare. the terms: Private, Public, Hybrid, etc. Hybrid, etc. Lots of jargon in the air when were talking about clouds: What is VCE? Public, Private, Hybrid. Whats going on here? I try to keep it simple. A cloud basically has three attributes. Its built How should Idifferently - pools of resources. Its operated differently - get started?end-to-end services. And it tends to be consumed differently What are other - convenient for you, convenient for your end-users. If yourevendors doing? in charge of your cloud, we call that a private cloud. If you My business have given that control to somebody else, we call that a users wantpublic cloud. And if you can mix the two, we sometimes call dedicated that a hybrid cloud. At the end of the day, a cloud is a cloudWhat about businessis a cloud. security? assets that they own. My IT funding model is all wrong Who can helpfor this approach. me? How does a private cloudHow is storageWhat customers What new skills and Were not organizedfit into the whole as adifferent in aare doing this? roles are needed?to do this.service discussion? private cloud? 22. Why should I doWhat makes a Why all theWhat about myHow do you sellthis with VMWare, private cloud interest in cloudlegacythis business?Cisco & EMC? private? these days? environment? What is aMy software vBlock?vendors dontsupportvirtualization or I get lost in all What is a vBlock?VMWare. the terms: Private, Public,Everyone is intrigued by this vBlock thing. What is it? Pre- Hybrid, etc.integrated infrastructure - servers, storage, virtualization, management - everything you need for a private cloud model,What is VCE? ready to go, out of the box. Where it fits in is with IT How should Iorganizations that are in a hurry. They understand they need get started?to get to a private cloud model, they dont have a lot of time, and they dont have a cycles to spare. Put a vBlock on the What are other floor and youre off the races. It shifts the focus from vendors doing? building technology to using it, and thats what clouds all My business about. users want dedicatedWhat about business security? assets that they own.My IT fundingmodel is all wrong Who can help for this approach. me? How does a private cloud How is storageWhat customers What new skills andWere not organizedfit into the whole as a different in aare doing this? roles are needed? to do this.service discussion?private cloud?