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vCloud Suite Whiteboard

LLC for VMware Generated on August 13.Whiteboard Study Guide Cloud Infrastructure Suite Version 4. 2012 VMware Proprietary & Confidential .0 Generated by: WhiteboardSelling.Distribution Strictly Prohibited .

A Complete Suite Pillar #2 .Extending IT Ops Pillar #3 .Cloud Infrastructure Suite CIO Perspective Need for Software Defined Datacenter Services VMware Value for Future Goals Pillar #1 .People and Process Next Steps Final Whiteboard Image VMware Proprietary & Confidential .Delivering Trusted SLAs How .Distribution Strictly Prohibited Page 2 .

If you delivered an agile business but it cost more than the value it provides. The other side of this is the Business User. I would like to leverage the whiteboard so we can make this an interactive discussion. What are the main drivers from your perspective? VMware Proprietary & Confidential . What they are interested in is the quality of service they receive and that the service provider (IT) is delivering based on Service Level Agreements that have been agreed to. We find that IT needs the most efficient and effective way to deliver “Cloud” solutions. Simply being agile is not enough. They are also looking for ways to lower their exposure to the various risks that exist with operating their business today. 1. CIOs are also telling VMware that they must be able to establish with their customers Service Level Agreements (SLA) that are trusted and that can be managed against.. you have a problem. And… all of this must be done while controlling costs.. 1-3 CIO PERSPECTIVE: CIOs and their teams are under increasing pressure to increase their agility so that the business can respond to both opportunities and challenges.Cloud Infrastructure Suite CIO Perspective Step Script Sales Script Instead of using PowerPoint today. In many ways the users are not as concerned about how their critical applications and services are being delivered.Distribution Strictly Prohibited Page 3 . Key Questions Let’s discuss what Business Problems have been solved and how VMware is positioned to help address today’s Problems. 4-5 VALUE: One area where we deliver value is within IT.

To deliver a useful application that will meet SLAs. As a result. VMware Proprietary & Confidential . many decisions must be made by numerous people to successfully deliver the application.Distribution Strictly Prohibited Page 4 . Key Questions 1. In a real application development process. We also need the services that deliver the right level of availability based on the Service Level Agreements that are in place." Let's talk about where this is taking us as we move forward to our future goals. What we are really deploying to the business users are applications (services) that require mapping to datacenter services such as the right storage. when the business required a new business service or application IT would go out and order physical servers which was quite time consuming and costly. and at a much lower cost than ever before.. 5-6 TODAY’S BUSINESS PROBLEM: The reality is that this only goes so far. this happens quickly.Cloud Infrastructure Suite Need for Software Defined Datacenter Services Step Script Sales Script 1-2 PAST PROBLEMS AND VALUE: In the past. For example. we can now deliver a Virtual Machine (VM) in much less time. 3-4 VMware transformed the way that provisioning infrastructure was done and as a result. One solution to reducing the complexity of IT is to deliver the full set of datacenter services as "Software Defined Datacenter Services. What we need is automation to ensure that we are able to efficiently deliver datacenter services without the scripting and complexity that a manual approach can create. when will that infrastructure “fill up”? Will it be able to handle growth of your application? Similar questions must be answered on network and security decisions. the VM must be mapped to these datacenter services. we see costs and time increasing. In the lab. What happens here is that human beings are getting more and more “manually” involved in these decisions. VMware has been working on addressing this problem just as we have addressed the past problems with the physical machines. What is the impact to your time and cost when adding datacenter services? The source of this complexity in the datacenter is that the services are based on physical infrastructure. what else is on the infrastructure you want to use.. the right network and the required security.

3-4 To be able to address this we need a new construct. This increases an organization’s agility while providing metrics into expected costs and their time to market for critical business services.. have the ability to change them. While people often call this "orchestration." the problem is that you end up with "hardcoding" of your datacenter..Cloud Infrastructure Suite VMware Value for Future Goals Step Script Sales Script 1-2 FUTURE OBJECTIVES: Looking into the future. We call this "Software Defined Datacenter Services. There are three key elements to the Cloud Infrastructure Suite that I would like to discuss. The result is dramatic as you can start to deliver lower OpEx and potentially lower CapEx. we need to deliver these physical datacenter services as software. Let's now discuss how VMware is helping customers to reach these future objectives." 5 Now you can map the required level of services and over time.Distribution Strictly Prohibited Page 5 . What would a software defined approach mean to your organization? What value could you see being delivered? VMware Proprietary & Confidential . We see that many people want to deploy the cloud by scripting the decisions administrators make every day. Key Questions 1. We need to create the Virtual Datacenter (VDC). The VDC should have the full set of services mapped to it as software.

Distribution Strictly Prohibited Page 6 . This includes professional services. our partner community as well as support and education options that are flexible based on your specific requirements. The suite is a set of integrated products. Our partners are building a broad set of solutions that integrate with this architecture. which allow us to deliver the "Software Defined Datacenter Services" we discussed earlier. How many vendors are you currently working with today that are "cloud" providers? VMware Proprietary & Confidential . Let's now discuss the specific value this has for IT Operations. 3 This is available to you in one easy package that will be delivered in three different versions depending on your specific business needs.A Complete Suite Step Script Sales Script 1-2 COMPLETE SUITE: With this release. 4 This is a vision that leverages not only VMware's solutions but is supported by a full ecosystem. Key Questions 1... VMware is launching a complete suite.Cloud Infrastructure Suite Pillar #1 .

VMware delivers this automation to ensure that you can deliver your services. organizations will be able to leverage internal discs instead of having to potentially rely on 3rd party arrays for all of their storage needs. Key Questions 1. This will also provide more reliability to the provisioning process with a lower Time To Market (TTM). Reducing operational expenses through automation can allow you to apply budget to innovation as opposed to budget which is focused on "keeping the lights on.” 2 OPEX: Replacing existing manual tasks with automation can help to lower CapEx.Cloud Infrastructure Suite Pillar #2 . VMware Proprietary & Confidential . We need the ability for VMs to talk to one another. What other "IT Complexities" do you see in your organization? Let's now talk about delivering better SLAs on the business user side of the whiteboard. Having the ability to automate the network and security services required to do this is essential.. This is a great fit for a range of use cases including Big Data. 4 STORAGE: As with the other datacenter services. This will help deliver scalability at a lower cost." 3 NETWORKING AND SECURITY: One of the inhibitors in delivering a fully virtualized datacenter has been in providing the needed networking and security for specific applications.Extending IT Ops Step Script Sales Script 1 IT OPERATIONS VALUE: Moving over to the left where we earlier discussed value to IT. one benefit is that you will see complexity reduced through the deployment of significant automation which can reduce the costs often associated with “manual orchestration.Distribution Strictly Prohibited Page 7 . We need to be able to easily move a VM from one set of hosts to another.. knowing what storage you need and how much is required for service delivery is critical. We also need logical isolations between applications or the infrastructure that serves different groups. As we move forward.

4 CAPACITY: To deliver on our SLAs we may need changes to an application itself. Being able to add capacity such as compute resources to an application or the entire environment is critical in delivering service levels. it is not enough to deliver the cloud.. VMware has also added technology to support the most active applications that require increased performance and high availability based on business demand and usage. CPU etc. Are your SLA's trusted today? Are they leveraged to determine the quality of services delivered to the Business Users? VMware Proprietary & Confidential . we must have visibility into the applications you are delivering in the Virtualized Datacenter (VDC). 3 MANGEMENT: Regarding management in the VDC. Having the agility to add a host quickly or additional resources to a specific application can help maintain quality of service even when significant demands are put on the business service or application.. We must be able to manage the cloud. Essentially.Delivering Trusted SLAs Step Script Sales Script 1 SLA: Looking at the right hand side. 2 PERFORMANCE: First. Key Questions 1.Cloud Infrastructure Suite Pillar #3 . With visibility. let’s discuss how we can help to deliver and maintain better SLAs for the business user.Distribution Strictly Prohibited While these elements are all critical. how can we go from simply reacting to problems to predicting them? VMware delivers predictive management capabilities to ensure there is lower impact to not only what is happening now but also allowing you to respond to potential problems you may experience in the future. we also need to discuss the impact to your people and processes. to tackle the needs of our biggest and most critical applications. Page 8 . we can accurately increase a VM’s amount of memory.

the value to IT and the Business User. we have discussed the complete suite. Understanding your current processes and calculating how change will impact them can ensure that we know how our business and mission critical services will deliver value to the business users.People and Process Step Script Sales Script 1-2 PEOPLE AND PROCESS: Being able to deliver against future efficiency and SLA demands will require more than just changes to your technology. we could essentially keep things the same regarding people and processes.Cloud Infrastructure Suite How .. We also discussed People and Process. When we went from physical to virtual. You first must know how these processes are delivering value today. As we move to the cloud. VMware has been investing in services to help customers make this transformation. VMware Proprietary & Confidential .. Then we must understand what changes are needed (and what the impacts will be) to deliver services to our customers. The focus is on leveraging everything necessary to deliver against the goals for both IT and the End User.Distribution Strictly Prohibited Page 9 . I would like to now discuss the Next Steps that we have found work best for delivering value. So. We have to help customers understand and leverage their people and processes. we have the opportunity and need to move people to more strategic activities.

Not only will this deliver value with both Time To Market and Cost Controls. we recommend that you continue on the path you are already on. you should specifically target Test / Dev workloads for cloud. We recommend that organizations aggressively identify and virtualize applications that are key to the business. 3 TEST/DEV: Finally. What applications do you see as being potential targets for virtualization? VMware Proprietary & Confidential . the more aggressively you virtualize the more ready you will be for cloud. When this is combined with additional visibility and automation it can help to further reduce OpEx and delivery higher SLAs. Virtualization is a prerequisite for cloud. Key Questions [CONFIRM NEXT STEPS BASED ON THE DISCUSSION THAT YOU HAVE HAD WITH THE CUSTOMER] 1.Distribution Strictly Prohibited Page 10 . One way to start your journey to cloud is to build a self service environment for Test Dev. Management will also allow you to translate the information you have within the datacenter into actionable insights that can improve Service Delivery to the End User Community. With management you have a greater agility and capability to aggregate and better provision your datacenter resources.Cloud Infrastructure Suite Next Steps Step Script Sales Script 1 CONTINUE: As a first next step. 2 MANAGEMENT: Management of this environment is critical. but you will be able to substantially reduce the time your admins spend deploying workloads to those users.

Cloud Infrastructure Suite Final Whiteboard Image Step Script Sales Script FINAL WHITEBOARD IMAGE VMware Proprietary & Confidential .Distribution Strictly Prohibited Page 11 .