Overview Presentation

Report
VMware Sales Byte
Net New Customers
Server Consolidation
Rob Chen – Sr. Marketing Manager
Global SMB & Commercial Solutions Marketing
August 2013
© 2011 VMware Inc. All rights reserved
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
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
Virtualization
3 out of 4 SMBs planning virtualization
projects
Disaster Recovery
43% never re-open after disasters and
29% close within 2 years
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BYOD
85% SMBs surveyed stating
employees use personal devices for
work.
Resources
IT departments focus 70% of
resources on maintenance leaving little
for innovation
Infrastructure
Services
Virtualization IT projects create the
opportunity for Server, Storage and
network infrastructure.
Partner opportunity to position
services like consulting, installation,
configuration, management, etc….
Challenges of Traditional Computing Environments
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
Cost and complexity restricts the solution
• Some applications are left unprotected
• No easy way to test = unpredictable results in the event of an outage
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Top Technology Priorities
“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
Q. Which of the following initiatives are likely to be your IT
organization top technology priorities over the next 12 months?
Top IT Priorities
• BC/DR
• Security
Upgrade BC/DR capabilities
Upgrade our security
• Consolidation
Consolidate IT infrastructure
• Virtualization and
automation
Maintain or implement
virtualization and automation
% critical or
high priority
SMB
Commercial
Mobile/tablet apps
Enterprise
Consolidate app
Implement or expand
collaboration
IaaS
0%
20%
40%
Source: Forrsights Budgets And Priorities Tracker Survey, Q2 2012, Forrester Research, Inc, 2012
VMware market segment definition: SMB: 1-999 employees, Commercial: 1000-4999 employees, Enterprise: 5000+
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60%
80%
Virtualization still tops for major IT spending priorities
Source: IDC State of the Market: IT Spending Review & 2013 Outlook, November 2012
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Market Still Largely Untapped
20%*
Seize White Space
physical servers
virtualized
Opportunity
Opportunity to talk to net new customers about:
• Server consolidation
• Reducing IT capex and opex
• Improving IT agility and flexibility
*Source - IDC
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Partner Opportunity
Virtualize with VMware Solutions
• vSphere with Operations Management Standard Acceleration Kit
• vSphere with Operations Management Enterprise Plus Acceleration Kit
• vSphere Essentials Plus Kit
Complimentary VMware Solutions
$
• vSphere Data Protection Advanced
• vSphere Site Recovery Manager
Other Technologies & Opportunities
• Storage infrastructure, Network infrastructure, Security solutions
• Infrastructure for the secondary site : Servers, Storage, Network, etc…
• Professional Services/Consulting/Installation & Configuration
• Business continuity and disaster recovery
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Virtualization
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
Consolidation
vSphere
• Improve hardware utilization and reduce footprint
• Reduced hardware requirements at recovery site
• Use recovery hardware to run low-priority apps
Flexible Infrastructure
Hardware
Independence
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vSphere
vSphere
• Leverage a pool of servers to avoid failures
• Eliminate need for identical hardware across
sites
• Enable waterfalling of equipment to recovery site
Server Virtualization Benefits
Server Consolidation
Capex & Opex Savings
IT Agility
Innovation
10:1
Consolidation Ratio
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Up to 50% Savings
80% Greater
Resource Utilization
Virtualize Smarter – vSphere with Operations Management
vSphere with Operations Management
VMware vSphere
• World’s leading virtualization platform
The proven compute virtualization platform
• Insight to workload capacity and health
•
Capacity planning – know how many
days before capacity runs out so IT can
continue to be responsive
•
Optimize efficiency – know on which
virtual machines might be overprovisioned
•
Improve performance - faster root cause
identification of emerging issues
•
Proven virtualization platform – provide
availability for your business applications
vSphere vCenter Server
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vSphere Virtualization Platform
Capabilities
• 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
Before
Virtualization
After
Virtualization
Benefits
• 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
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Operations Automation
Capabilities
 Proactively manage performance and improve
availability for vSphere environments
 Understand performance trends across VMs,
clusters, and farms
 Optimize capacity by reclaiming unused VMs,
and rightsizing under-provisioned VMs
 Reduce false alerts through patented
analytics
Benefits
Guarantee SLA
Quick root cause identification and resolution
Improve CapEx/OpEx Savings
30% higher resource utilization by rightsizing
VMs and harnessing unused resources
Simplify Management
Dashboard view of environment for easy perf.
and capacity mgmt. and troubleshooting
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Recapping the Business Benefits
vSphere with Operations Management delivers…
Operational
Efficiency
Increased Service
Levels
Detect performance
issues before they
impact your business
Increase capacity
utilization by 40% and
hardware savings by
30%*
Reduce time spent on
diagnosing and
resolving problems by
26%*
Run Business
Critical Apps
with Confidence
Get More out of
Your Hardware
Investments
Optimize Your
Productivity
* Sept 2012 Management Insights Study
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VMware: The Industry-Leading Virtualization Software Company
 $4.61 billion in revenues
for 2012
 More than 500,000 customers
• 99% of the Fortune 100
• 99% of the Fortune 500
• 99% of the Fortune 1000
• 100% of the Fortune Global 100
• 99% of the Fortune Global 500
 Over 55,000 partners worldwide
 ~13,800 employees worldwide
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VMware Leads The Market
OpEx
20%
Scalability
91%
Minimize Total Cost of Ownership (TCO)
•
•
•
Better hardware utilization vs Microsoft Hyper-V
Spend less time on management tasks
Minimize the negative impact of downtime
Build for the Future
•
•
•
Secure, reliable, platform not built on top of a legacy operating system
Only virtualization platform proven across 500K+ customer deployments
Move seamlessly from private to public cloud environments
Virtualize Anything
•
•
•
Virtualize servers, desktops, network, storage at your pace
Simplify management, improve availability, increase flexibility, lower costs
Run your business on public, private or hybrid clouds
Maximize Uptime
•
•
•
•
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Extensive application insight to meet SLAs for critical apps
Production tested reliability and performance for critical applications
VMotion performs 5 times faster than Microsoft Live Migration
VMware HA works when 50%+ cluster hosts go down – Microsoft HA doesn’t
See notes for links to details
Customer Profile – Server Consolidation
Who to talk to
• Head of IT Infrastructure, Head of IT Operations
• Server or Application admin, IT Architects
• Industries: Manufacturing, Retail, Government, Healthcare,
Education and Emerging Markets
What to look for
• Customers who are not virtualized
• Server refresh projects
• IT/application downtime or challenges with performance or SLAs
• Increasing IT costs
• Growing businesses and industries and M&A activity
Questions to ask
• Are you looking to save on server hardware & operations costs?
• Do you feel that you are getting the most out of your existing
server environment?
• Are high-availability, performance, scalability, security and agility
priorities for your IT environment?
• Are you overburdened with having to manage a expanding and
increasingly complex server environment?
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vSphere Essentials and Acceleration Kits
vSphere Essentials
Plus Kit
vSphere with
Operations
Management
Standard AK
vSphere with
Operations
Management
Enterprise AK
vSphere with
Operations
Management
Enterprise Plus AK
Server Consolidation and
Business Continuity
Scalable Server Consolidation
& No Planned Downtime
Powerful & efficient
resource management
Policy based datacenter
automation
Unlimited
Unlimited
Unlimited
Unlimited
8-way
8-way
32-way
64-way
Essentials Plus
Standard
Enterprise
Enterprise Plus
Foundation
Standard
Standard
Standard
●
●
●
●
Capacity Management and Optimization
●
●
●
Operations Dashboard and Root Cause Analysis
●
●
●
●
●
●
●
●
●
HA only
●
●
●
vSphere Replication
●
●
●
●
Data Protection
●
●
Advanced
Advanced
vShield Endpoint
●
●
●
●
Distributed Resource Scheduler and Distributed
Power Management
●
●
Storage APIs for Array Integration, Multipathing
●
●
Entitlements (VM / Core / vRAM)
vCPU / VM
Features
vSphere
vCenter Operations Management Suite
Health Monitoring and Performance Analytics
vMotion
●
Storage vMotion
High Availability and Fault Tolerance (1 vCPU)
Application High Availability
●
Distributed Switch
●
Storage DRS and Profile-Driven Storage
●
I/O Controls (Network and Storage) and SR-IOV
●
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Note: This is a partial listing of available features. Please see vmware.com
for the complete list.
Next Steps
Prepare for the customer conversation
 Print out the Server Consolidation Value Prompter
 Get the Sales Toolkit - www.vmware.com/go/salesbytes
 Identify a customer to discuss server consolidation
Leverage Current Promotions
 Use the VMware Promotion app on your mobile device
 Point your browser to: www.vmware.com/go/promoapp
Keep up with the latest from the VMware
• VMware SMB Blog - http://blogs.vmware.com/smb
• VMware SMB on Twitter - http://twitter.com/VMwareSMB
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