You are on page 1of 12

Sales SolutionTrack

:
vCloud Suite Whiteboard

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

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

The other side of this is the Business User. What are the main drivers from your perspective? VMware Proprietary & Confidential . We find that IT needs the most efficient and effective way to deliver “Cloud” solutions. I would like to leverage the whiteboard so we can make this an interactive discussion. Simply being agile is not enough. 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.Distribution Strictly Prohibited Page 3 . In many ways the users are not as concerned about how their critical applications and services are being delivered. And… all of this must be done while controlling costs. 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. 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. If you delivered an agile business but it cost more than the value it provides. you have a problem... 1. 4-5 VALUE: One area where we deliver value is within IT. They are also looking for ways to lower their exposure to the various risks that exist with operating their business today.Cloud Infrastructure Suite CIO Perspective Step Script Sales Script Instead of using PowerPoint today. Key Questions Let’s discuss what Business Problems have been solved and how VMware is positioned to help address today’s Problems.

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

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

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

.Cloud Infrastructure Suite Pillar #2 . 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. 4 STORAGE: As with the other datacenter services." 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.. 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.Extending IT Ops Step Script Sales Script 1 IT OPERATIONS VALUE: Moving over to the left where we earlier discussed value to IT. 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. This will also provide more reliability to the provisioning process with a lower Time To Market (TTM). As we move forward. We need to be able to easily move a VM from one set of hosts to another. Having the ability to automate the network and security services required to do this is essential. VMware Proprietary & Confidential .” 2 OPEX: Replacing existing manual tasks with automation can help to lower CapEx. VMware delivers this automation to ensure that you can deliver your services. knowing what storage you need and how much is required for service delivery is critical. This is a great fit for a range of use cases including Big Data. organizations will be able to leverage internal discs instead of having to potentially rely on 3rd party arrays for all of their storage needs.Distribution Strictly Prohibited Page 7 . We also need logical isolations between applications or the infrastructure that serves different groups. Key Questions 1. This will help deliver scalability at a lower cost.

Key Questions 1. We must be able to manage the cloud.. Page 8 . Being able to add capacity such as compute resources to an application or the entire environment is critical in delivering service levels. 4 CAPACITY: To deliver on our SLAs we may need changes to an application itself. to tackle the needs of our biggest and most critical applications. it is not enough to deliver the cloud. let’s discuss how we can help to deliver and maintain better SLAs for the business user. we also need to discuss the impact to your people and processes. we can accurately increase a VM’s amount of memory. Essentially. 3 MANGEMENT: Regarding management in the VDC.Cloud Infrastructure Suite Pillar #3 . 2 PERFORMANCE: First. Are your SLA's trusted today? Are they leveraged to determine the quality of services delivered to the Business Users? VMware Proprietary & Confidential . With visibility.. CPU etc. VMware has also added technology to support the most active applications that require increased performance and high availability based on business demand and usage.Delivering Trusted SLAs Step Script Sales Script 1 SLA: Looking at the right hand side.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. 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 have visibility into the applications you are delivering in the Virtualized Datacenter (VDC).

the value to IT and the Business User. The focus is on leveraging everything necessary to deliver against the goals for both IT and the End User. I would like to now discuss the Next Steps that we have found work best for delivering value. 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. VMware Proprietary & Confidential ..Cloud Infrastructure Suite How . we have discussed the complete suite. Then we must understand what changes are needed (and what the impacts will be) to deliver services to our customers. You first must know how these processes are delivering value today. So. we have the opportunity and need to move people to more strategic activities. When we went from physical to virtual. We also discussed People and Process. As we move to the cloud.. We have to help customers understand and leverage their people and processes. we could essentially keep things the same regarding people and processes.Distribution Strictly Prohibited Page 9 .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. VMware has been investing in services to help customers make this transformation.

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

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