VMware Sales Byte Net New Customer Improve Business Continuity and Disaster Recovery (BCDR) with Managed Virtualization

Chris Westphal – Sr. Marketing Manager Global SMB & Commercial Solutions Marketing February 2013

© 2011 VMware Inc. All rights reserved

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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 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

BYOD

85% SMBs surveyed stating employees use personal devices for work.

Disaster Recovery

43% never re-open after disasters and 29% close within 2 years

Resources

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

Infrastructure

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

Services

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 4

Business Continuity Threats and Impact Source of an Outage Impact Of An Outage

Natural Disaster Man Made

Externally Facing Service

   Loss of customers to competitors Loss of revenue Impact to reputation

Attack

 

Internally Facing Services

 Decrease in employee productivity  Slip in project schedules Increase in project costs Decrease in output quality

IT Service Demand

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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?

% critical or high priority 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

Source: Forrsights Budgets And Priorities Tracker Survey, Q2 2012

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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 7 $ •

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)

Characteristics of Virtualization Encapsulation

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

Consolidation

vSphere Cost-Efficient Infrastructure

• Improve hardware utilization and reduce footprint • • Reduced hardware requirements at recovery site Use recovery hardware to run low-priority apps 8

Hardware Independence

vSphere 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

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VMware Managed Virtualization

Before Virtualization After Virtualization VMware Solution Options

• vSphere with Operations Management Enterprise Plus • vSphere with Operations Management Standard • vSphere Essentials Plus • • • • •

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

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 Management

Immediate Problems Future Problems Opportunities to Optimize

Capabilities

• Integrated management capabilities • Identify immediate problems across the virtualized environment • Resource utilization recommendations • Insight into future capacity requirements

Benefits

• Increase IT efficiency and reduce OpEx • Improve resource utilization and reduce CapEx • Minimize downtime for critical applications • Proactively plan for future capacity

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vSphere Data Protection

Simplify backup and recovery with integrated data protection VMware vSphere VDP

• • •

Capabilities

Integrated backup and recovery Included in vSphere Essentials+ and above Based on EMC Avamar technology

Data deduplicated And stored on VDP appliance

• •

VMware Solution Options

vSphere Data Protection vSphere Data Protection Advanced • • •

Benefits

Highly efficient global deduplication across all VMs Simple setup and management through vCenter Speedy recovery of VMs

VMware Disaster Recovery

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

• • • • •

Capabilities

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 • •

VMware Solution Options

vCenter Site Recovery Manager DR To The Cloud (vCloud Service Provider) • • • • •

Benefits

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 12

vSphere BCDR Capabilities

Integrated Backup and Recovery

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

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

Simplified/Cost Effective Shared Storage

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

Protection from Site Level Failures

• vSphere Replication - replication of VMs across LAN or WAN • vCenter Site Recovery Manager – simplify and automate disaster recovery.

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Management and Monitoring

• vCenter Operations Management Suite Standard performance and capacity management –

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

Zero Downtime Maintenance

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

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VMware Leads The Market 80%

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

OpEx 20% Scalability 91%

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

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

5X

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

HA

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

Customer Profile – Server Virtualization & BCDR

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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?

CONTACT

Head of IT Infrastructure or IT Operations

BUSINESS ISSUE

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

• What is the impact on your company objectives or employee productivity when you can’t

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Open Question

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P R O B L E M

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IT priorities?

Probing Questions

… Is it a problem for you today that you…

First level

2. are underutilizing your IT resources?

3. lack the tools and visibility to efficiently manage your IT environment?

Second level

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?

Third level

8. do not have a solution in place to protect from a catastrophic, site level failure?

S O L U T I O N 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:

So what I am hearing is that this challenge is causing frustration or irritation?

Are there other IT problems you’d like to address?

Confirm:

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

OPEN PROBE CONFIRM OPEN PROBE CONFIRM

V A L U E 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…

P O W E R

• • 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 1.

2.

3.

4.

5.

6.

reduces cost and complexity while optimizing performance and increases availability?

that ensures optimal resource utilization with tools monitor and manage your infrastructure?

provides single view of your IT environment for health, performance and capacity management?

eliminates the risk of impact to revenue or productivity due to a service outage?

provides comprehensive protection across your entire IT infrastructure?

is reliable and predictable even in the most challenging IT environments such as failure situations?

OPEN PROBE

PL A N

CONFIRM 7.

8.

improves IT agility & eliminate risk of impact to revenue or productivity due to maintenance requirements?

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?

OPEN PROBE CONFIRM • • • 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 Creators of the Value Selling Framework OPEN PROBE CONFIRM

vSphere Options

Entitlements (VM / Core / vRAM) vCPU / VM

Features

vSphere vCenter Operations Management Suite 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) 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

vSphere Essentials Plus Kit

Server Consolidation and Business Continuity Unlimited 8-way

vSphere with Operations Management Standard

Scalable Server Consolidation & No Planned Downtime Unlimited 8-way

vSphere with Operations Management Enterprise

Powerful & efficient resource management Unlimited 32-way

vSphere with Operations Management Enterprise Plus

Policy based datacenter automation Unlimited 64-way

Essentials Plus Foundation

● ●

HA only

● ●

Standard Standard

● ● ● ● ● ● ● ●

Enterprise Standard

● ● ● ● ● ● ● ● ●

Enterprise Plus Standard

● ● ● ● ● ● ● ● ● ● ● ● ● ● ● ●

New in vSphere with Operations Management

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

vSphere Data Protection Options

VDP Scalability Limits

Max Deduplicated Storage per appliance Max protected VMs per CPU

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 2TB Unlimited

+ + + + + + +

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VDP Advanced

8TB Unlimited

+ + + + + + + + +

Next Steps 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

Leverage Current Promotions

 Use the VMware Promotion app on your mobile device  Point your browser to: www.vmware.com/go/promoapp 19 • •

Keep up with the latest from the VMware SMB Team

VMware SMB Blog - http://blogs.vmware.com/smb VMware SMB on Twitter - @VMwareSMB