Transcript Total Brand Experience Brand Brief, Messaging & Visual

Virtualizing Business Critical Applications
Campaign Overview
VAR Partner Overview
July 2011
Agenda
I.
Virtualizing Business Critical Apps with VMware
 Applications are a key milestone and customers are virtualizing!
II.
The Opportunity
 Addressable market
 The partner business proposition
III. Go to market with VMware
 Marketing campaign objectives
 Campaign materials summary
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Applications Are a Key Milestone in The Virtualization Journey
COST EFFICIENCY
QUALITY OF SERVICE
BUSINESS AGILITY
Stage
IT Production
Business Production
IT as a Service (ITaaS)
Basic consolidation for
Infrastructure workloads
(file, print, …)
Virtualize business-critical
applications for higher
availability and better
service levels
Self-service provisioning
for faster application
lifecycle
Sponsorship
Business Value
Key Capabilities
Tipping Point
Requires business-critical apps
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The Trend Is Clear…
% of Application Instances running on
VMware in Customer Base
53%
43%
38%
MS
Exchange
MS
MS SQL
SharePoint
42%
25%
25%
Oracle
Middleware
Oracle
DB
18%
XenApp
Source: VMware customer survey, January 2010, sample size 1038
Data: Total number of instances of that workload deployed in your
organization and the percentage of those instances that are virtualized
In a recent Gartner poll, 93% respondents used
x86 virtualization for applications in production
Source: Gartner Data Center Poll 2009
“2009 Data Center Poll Results for Virtualization Initiatives” , 9 March 2010
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SAP
…And Virtualization of Business Critical Apps is Increasing
Source: Forrester Research, Inc. Storage Choices for Virtual Environments, January 2010
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Confidential
The Opportunity
Business Critical Applications Campaign
6
We Have Set Clear Priorities On 6 Applications
The Niche Apps
>60%
penetration
(LOB apps, Tier 2 DB, etc.)
SAP
Custom Java Apps
SharePoint
Exchange
SQL
Oracle
The Easy Apps
30%
penetration
(infrastructure, file, print)
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Confidential
Exchange on VMware: $3B+ Opportunity
~ 500,000
Customers
~ 25,000
Trained
Professionals
~ 2,400
Technology
Partners
MS Exchange
1.6 Billion mailboxes
581,734 physical servers
$1 drives ~ $15
($22.5B economy)
>100,000
VARs
$2.9B Product Opportunity + Services!
Upgrade Cycle to Exchange 2010 under way
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products are covered by one or more patents listed at http://www.vmware.com/go/patents. VMware is a registered trademark or trademark of VMware, Inc. in
the United States and/or other jurisdictions. All other marks and names mentioned herein may be trademarks of their respective companies.
$11B - $21B Market Opportunity Across Four Groups of Business
Critical Applications
Total Available Market Opportunity (1)
SnS Opportunity ($B)
License Opportunity ($B)
$5B
$21B
$2.3
$5B
$2.6
$9.9
$2.3
$6B
$2.6
$2.8
$5B
$3.2
$11.2
$2.5
$2.8
Middleware
Database
Email &
Collaboration
(i.e., Exchange,
Sharepoint)
Business
Apps
Business Critical
Applications TAM
(i.e., SAP, Oracle
Msft Dynamics)
Notes: 1) TAM is based on non-virtualized x86 installed base. Additional opportunity exists for other platform (Unix)
Sources: IDC - Server Virtualization Forecast -November 2009; Server Product Marketing; Global Partner Strategy analysis
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Confidential
Go to Market With VMware
Business Critical Applications Campaign
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Why Go to Market with VMware?
Whether you’re already providing these services or looking to grow
your business in this area, here are three reasons to go to market
with VMware:
• Go deeper into your existing customer accounts
• Profit from a large, relatively untapped market opportunity
• Offer your customers the best: vSphere is the best platform for business
critical environments
• Start by learning about the VMware Business Critical Application Solution
Competency – coming in Fall 2011
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Confidential
New Solution Competency for Success in Business Production Stage
VMware
Products
vSphere
Competency
overview
Opportunity
for partners
Site Recovery
Manager /SRM
vShield
vCenter Ops
(Apps and Edge) (AppSpeed, CapIQ, Integrien)
• Enables Partners to move customers to 80% virtualized
• Prepares Partners for successful virtualization of business critical applications
• Estimated market size of $11B in product license and $40B in Professional Services
• Bulk of your customers are primed and ready to move onto Stage 2 of the Journey
• Better platform and Quality of Service or SLAs for the applications
Focus Areas
Database
• SQL, Oracle DB,
IBM DB2
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Email and
Collaboration
• Exchange,
SharePoint
Confidential
Confidential
Middleware
• Oracle Middleware,
.NET
Enterprise Apps
• SAP, Oracle,
Microsoft,
Tier 2 or 3 apps
Find Solution Enablement Toolkits (SETs) in Partner Central
Total 15 SETs
IV Library
• MS Exchange on VMware
• SAP on VMware
• SQL Solutions on VMware
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Confidential
Go to Market With VMware
Business Critical Applications Campaign
14
Confidential
Business Critical Applications Campaign Overview
 Campaign Goals:
 Expand sales opportunity for VMware
 Target Audience:
• vSphere, vCenter accounts with >100 VMs or
management products with existing Enterprise
25 vSphere licenses at stage 2 of the
vSphere, vCenter customers
virtualization journey
 Objectives:
1. Educate the vSphere installed base on the benefits
of virtualizing business critical applicatioons message
focusing on vSphere, vCenter products
2. Drive quality leads through installed base
demand generation
 Campaign Components:
• Customer-success led sales enablement,
email, call campaigns, field events & social
media
Decision Makers: Senior IT leaders,
including VPs, directors and
managers of infrastructure or
applications, and traditional VI
Champions
Influencers: application owners (DBAs,
Exchange admins and Web server
admins) as well as key influencers
and gatekeepers of virtualization
adoption
 Timing:
• July 2011 – January 2012
Business Critical Apps Campaign Approach
The integrated campaign reinforces the value proposition to enterprise-level vSphere
installed base customers through multiple marketing activities. Campaign messages and
solution offerings cover the key pain points customers face along the virtualization
journey—the inability to respond quickly to business needs, the increasing need to
accelerate application time to market, and managing cost and complexity.
Phase 2 of the campaign will further reinforce the ‘how’ message to infrastructure targets,
while building a strong business case to application owners through customer examples.
Targeted Campaign:
• Awareness & Education
• Analyst and VMware whitepapers
• Lead Gen / Consideration
• GRID Microsite
• Email acquisition (phase 1), maturation (phase 2)
• Monthly Live Customer Events, Webcasts
• Accelerate Sales
• Sales Enablement – Training and customer nurturing assets
What’s the Big Campaign Idea?
As enterprises shift to more cloud-like deployment models, virtualization adoption
continues to broaden. Beyond virtualizing IT infrastructure and basic file and print
management workloads, one fact is clear: successful transitions to cloud
computing require the virtualization of business critical applications. Technology
improvements have eliminated any risks to performance, and ISV support has
continued to grow steadily.
As a result, there has never been a better time to virtualize applications like
Oracle, Microsoft Exchange, SQL, SAP and Java. With that insight, this campaign
offers proof points from customers who have successfully virtualized their largest,
most critical applications and gained the following benefits:
• Greater IT efficiencies
• Improved quality of service
• Increased business agility
Management Mastery Campaign Co-Branded Marketing


Co-branded Microsite
available on the GRID
Email series
– Readiness Assessment
Tool
– Virtualization Benefits
Whitepaper
– Technical solution toolkits
 Event/Seminar in a Box
Co-branded Grid microsite
Co-branded Email series
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– Invite, follow-up emails,
customer-facing
presentations
Co-branded Event in a Box
VMware Supplied Content Offers
IDC White Paper: Virtualizing Tier 1
Applications: A Critical Step on the
Journey Toward the Private Cloud
ABSTRACT: This IDC white paper includes two case studies and a
sidebar highlighting the experiences of three enterprises with
virtualizing their tier 1 applications,
VMware Business Critical Applications
Readiness Assessment Tool
ABSTRACT: This paper explains why customers are moving beyond
traditional concerns to virtualize their business-critical applications at an
accelerated pace.
VMware Supplied Offers
VMware White Paper: Business and
Financial Benefits of Virtualization –
Customer Study 2010
Contact
Information
IDG QuickPoll: “The Hidden Truth
of
Virtualizing Business Critical Applications”
survey results whitepaper
CIO Custom Solutions Group
Available August 1 on Partner Central
The CIO Cust
match market
management
leverages the
marketers to c
depth, content-rich vehicles in an
tailored to meet an IT vendor’s ob
http://www3.cio.com/marketing/m
Charles Lee
Vice President, Custom Solutio
Office: 508.935.4796
Fax: 508.626.0319
Email: [email protected]
Contact Information
CIO Custom Solutions Group (CSG)
ABSTRACT: This paper highlights the results of a 2011 global survey
of IT professionals about their existing deployments and plans over
the next 12 – 18 months.
IDG Research Services
Resear
The CIO Custom Solutions Group (CSG) createsIDG
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management and production, CIO’s award-winning leading
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ABSTRACT: This
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tailored more
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For more
information,
please visit
than 300
global
companies
who have successfully
virtualized
tier one applications. Target responders include executive-level
GM/Vice President
http://www3.cio.com/marketing/media_kit/cio_custom_media.html.
decision makers .
Office: 207-847-9377
Fax: 207-847-9373
Charles Lee
Email: [email protected]
Vice President, Custom Solutions Group
Office: 508.935.4796
Fax: 508.626.0319
How to Get Started
Plan your Lead Generation Program
• Set objectives for driving interest and
leads
Ready the contacts
• Target your enterprise vSphere install
base
customers with > 100 vms
Log onto the VMware Grid
• Select the Virtualizing Business Critical
Applications campaign to begin building
your own Grid site
• Personalize email and event templates
• Download content offers
• Check back on Partner Central for
quarterly content updates
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