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Sales SolutionTrack: vCloud Suite Whiteboard

Sales SolutionTrack:

vCloud Suite Whiteboard

Sales SolutionTrack: vCloud Suite Whiteboard

Whiteboard Study Guide

Cloud Infrastructure Suite Version 4.0

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WhiteboardSelling, LLC

Suite Version 4.0 Generated by: WhiteboardSelling, LLC for VMware Generated on August 13, 2012 VMware Proprietary

for

VMware

Version 4.0 Generated by: WhiteboardSelling, LLC for VMware Generated on August 13, 2012 VMware Proprietary &

Generated on

August 13, 2012

VMware Proprietary & Confidential - Distribution Strictly Prohibited

Cloud Infrastructure Suite CIO Perspective Need for Software Defined Datacenter Services VMware Value for Future

Cloud Infrastructure Suite

CIO Perspective

Cloud Infrastructure Suite CIO Perspective Need for Software Defined Datacenter Services VMware Value for Future Goals

Need for Software Defined Datacenter Services

VMware Value for Future Goals

Pillar #1 - A Complete Suite

Pillar #2 - Extending IT Ops

Pillar #3 - Delivering Trusted SLAs

How - People and Process

Next Steps

Final Whiteboard Image

Cloud Infrastructure Suite CIO Perspective Step Script Sales Script Instead of using PowerPoint today, I

Cloud Infrastructure Suite

Cloud Infrastructure Suite CIO Perspective Step Script Sales Script Instead of using PowerPoint today, I would
CIO Perspective Step Script Sales Script Instead of using PowerPoint today, I would like to
CIO Perspective
Step Script
Sales Script
Instead of using PowerPoint today, I would like to leverage
the whiteboard so we can make this an interactive
discussion.
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. They are also looking
for ways to lower their exposure to the various risks that
exist with operating their business today.
Simply being agile is not enough. 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.
And… all of this must be done while controlling costs. If
you delivered an agile business but it cost more than the
value it provides, you have a problem.
4-5 VALUE:
One area where we deliver value is within IT. We find that
IT needs the most efficient and effective way to deliver
“Cloud” solutions.
The other side of this is the Business User. In many ways
the users are not as concerned about how their critical
applications and services are being delivered. 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.
Key Questions
1. What are the main drivers from your perspective?
Let’s discuss what Business Problems have been solved
and how VMware is positioned to help address today’s
Problems
Cloud Infrastructure Suite Need for Software Defined Datacenter Services Step Script Sales Script 1-2 PAST

Cloud Infrastructure Suite

Cloud Infrastructure Suite Need for Software Defined Datacenter Services Step Script Sales Script 1-2 PAST PROBLEMS
Need for Software Defined Datacenter Services Step Script Sales Script 1-2 PAST PROBLEMS AND VALUE:
Need for Software Defined Datacenter Services
Step Script
Sales Script
1-2
PAST PROBLEMS AND VALUE:
In the past, 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.
3-4 VMware transformed the way that provisioning
infrastructure was done and as a result, we can now deliver
a Virtual Machine (VM) in much less time, and at a much
lower cost than ever before.
5-6 TODAY’S BUSINESS PROBLEM:
The reality is that this only goes so far. What we are really
deploying to the business users are applications (services)
that require mapping to datacenter services such as the
right storage, the right network and the required security.
We also need the services that deliver the right level of
availability based on the Service Level Agreements that
are in place.
To deliver a useful application that will meet SLAs, the VM
must be mapped to these datacenter services. In the lab,
this happens quickly. In a real application development
process, many decisions must be made by numerous
people to successfully deliver the application.
Key Questions
1. What is the impact to your time and cost when adding datacenter services?
For example, what else is on the infrastructure you want to
use, 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. What
happens here is that human beings are getting more and
more “manually” involved in these decisions. As a result,
we see costs and time increasing. 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.
The source of this complexity in the datacenter is that the
services are based on physical infrastructure. VMware has
been working on addressing this problem just as we have
addressed the past problems with the physical machines.
One solution to reducing the complexity of IT is to deliver
the full set of datacenter services as "Software Defined
Datacenter Services." Let's talk about where this is taking
us as we move forward to our future goals
Cloud Infrastructure Suite VMware Value for Future Goals Step Script Sales Script 1-2 FUTURE OBJECTIVES:

Cloud Infrastructure Suite

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

Cloud Infrastructure Suite

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

Cloud Infrastructure Suite

Cloud Infrastructure Suite Pillar #2 - Extending IT Ops Step Script Sales Script 1 IT OPERATIONS
Pillar #2 - Extending IT Ops Step Script Sales Script 1 IT OPERATIONS VALUE: Moving
Pillar #2 - 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.”
2
OPEX: Replacing existing manual tasks with
automation can help to lower CapEx. 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."
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. We need the ability for VMs to talk
to one another. We need to be able to easily move a VM
from one set of hosts to another. We also need logical
isolations between applications or the infrastructure that
serves different groups. Having the ability to automate the
network and security services required to do this is
essential. VMware delivers this automation to ensure that
you can deliver your services.
4
STORAGE: As with the other datacenter services,
knowing what storage you need and how much is
required for service delivery is critical. As we move
forward, organizations will be able to leverage internal discs
instead of having to potentially rely on 3rd party arrays for
Key Questions
all of their storage needs. This will help deliver scalability at
1. What other "IT Complexities" do you see in your organization?
a
lower cost. This is a great fit for a range of use cases
including Big Data.
Let's now talk about delivering better SLAs on the business
user side of the whiteboard
Cloud Infrastructure Suite Pillar #3 - Delivering Trusted SLAs Step Script Sales Script 1 SLA:

Cloud Infrastructure Suite

Cloud Infrastructure Suite Pillar #3 - Delivering Trusted SLAs Step Script Sales Script 1 SLA: Looking
Pillar #3 - Delivering Trusted SLAs Step Script Sales Script 1 SLA: Looking at the
Pillar #3 - Delivering Trusted SLAs
Step Script
Sales Script
1
SLA:
Looking at the right hand side, let’s discuss how we can
help to deliver and maintain better SLAs for the business
user.
2
PERFORMANCE: First, we must have visibility into the
applications you are delivering in the Virtualized Datacenter
(VDC). With visibility, we can accurately increase a VM’s
amount of memory, CPU etc. to tackle the needs of our
biggest and most critical applications. VMware has also
added technology to support the most active applications
that require increased performance and high availability
based on business demand and usage.
3
MANGEMENT: Regarding management in the VDC,
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. Essentially, it is not enough to deliver the cloud. We
must be able to manage the cloud.
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. 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.
Key Questions
1. Are your SLA's trusted today? Are they leveraged to determine the quality of services
delivered to the Business Users?
While these elements are all critical, we also need to
discuss the impact to your people and processes
Cloud Infrastructure Suite How - People and Process Step Script Sales Script 1-2 PEOPLE AND

Cloud Infrastructure Suite

Cloud Infrastructure Suite How - People and Process Step Script Sales Script 1-2 PEOPLE AND PROCESS:
How - People and Process Step Script Sales Script 1-2 PEOPLE AND PROCESS: Being able
How - 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 have to help customers understand and
leverage their people and processes. When we went
from physical to virtual, we could essentially keep things
the same regarding people and processes. As we move to
the cloud, we have the opportunity and need to move
people to more strategic activities. VMware has been
investing in services to help customers make this
transformation. The focus is on leveraging everything
necessary to deliver against the goals for both IT and the
End User.
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. You first must know how these
processes are delivering value today. Then we must
understand what changes are needed (and what the
impacts will be) to deliver services to our customers.
So, we have discussed the complete suite, the value to IT
and the Business User. We also discussed People and
Process.
I would like to now discuss the Next Steps that
we have found work best for delivering value
Cloud Infrastructure Suite Next Steps Step Script Sales Script 1 CONTINUE: As a first next

Cloud Infrastructure Suite

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

Cloud Infrastructure Suite

Cloud Infrastructure Suite Final Whiteboard Image Step Script Sales Script FINAL WHITEBOARD IMAGE VMware Proprietary
Final Whiteboard Image Step Script Sales Script FINAL WHITEBOARD IMAGE
Final Whiteboard Image
Step Script
Sales Script
FINAL WHITEBOARD IMAGE