Cloud Infrastructure and Management 2013

Launch Overview
Cloud Infrastructure and Management 2013 Launch: Launch Overview

2013 VMware Inc. All rights reserved

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Sec

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Why is the Software-Defined Data Center

(SDDC) important?

The customer context and needs that drove

the creation of the SDDC vision by VMware
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Traditional IT Pain Points That Have Got CIOs Fired

Inefficiency

High
High capex
capex and
and
opex
opex
High
High complexity,
complexity, IT
IT
in
silos
in silos
Operational
Operational
inefficiencies
inefficiencies

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Downtime

Challenging
Challenging to
to
meet
meet SLAs
SLAs
Long
Long issue
issue
identification
identification //
resolution
resolution times
times
Security
Security and
and
compliance
compliance issues
issues

Whats Changing: Rise of Shadow IT

Funding
Funding for
for
Central
Central IT
IT

Self-procured
Self-procured
(cloud)
(cloud) Services
Services

65% ofof total

total IT
IT

35% ofof total

total IT
IT

spend
spend by
by 2015*
2015*

spend
spend by
by 2015*
2015*

IaaS
PaaS

* Source: Gartner, November 2011: By 2015, 35% of enterprise IT expenditures

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for most organizations will be managed outside the IT department's budget."

SaaS

Emergence of New IT Pain Points

Inefficiency

High
High capex
capex and
and
opex
opex
High
High complexity,
complexity,
Siloed
Siloed IT
IT
Operational
Operational
inefficiencies
inefficiencies

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Downtime
Inflexibility

Challenging
Slow
Challenging
Slow time
time to
toto
tomarket
market
meet
SLAs
SLAsIT
Reactive
meet
Reactive
IT
Long
organizations
issue
Long
organizations
issue
identification
//
identification
Rise
IT
Rise of
of Shadow
Shadow
IT
resolution
resolution times
times
Security
Security and
and
compliance
compliance issues
issues

Fear of Lock-In

Managing
Managing
heterogeneous
heterogeneous IT
IT
environments
environments
New
New applications
applications
types
types e.g.
e.g. Big
Big data,
data,
mobile
mobile
Vendor
Vendor lock-in
lock-in

The Pain Points Are Only Getting Worse

Workloads are doubling every 4 years
By 2015

50x Data managed within enterprise datacenters

44x Storage growing from 0.8 ZB to 35 ZB in 2020

26x Mobile data traffic growth from mobile devices

10x Servers worldwide growth

5x IP-based video and real time applications growth

4x IP traffic growth
2012

how do we manage this growing complexity?

** Equinix.com blog, Cisco VNI 2011 Gartner 2009 and 2011, IDC 2011

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What if
The same principles that transformed
a single layer of the data center

Abstract.

Pool.

and delivered unprecedented

value for customers
were applied to
the entire data center?
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Automate.

Software-Defined
Data Center
The ideal architecture for private,
hybrid and public clouds.
All infrastructure is virtualized
and delivered as a service, and
the control of this data center is
entirely automated by software.

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VMwares SDDC Architecture

Software-Defined Data Center

Management and Automation
Compute

Network and
Security

Abstract.
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Pool.

Storage and
Availability

Automate.

Software-Defined Data Center Solves IT Pain Points

VMwares Software-Defined Data Center
Delivers Transformational Levels of:
Efficiency

Control

Traditional IT pain points

Inefficiency

Reduce IT capex by
75% and opex by 56%*

Cloud Service
Provider
Economics

Agility

Choice

New IT pain points

Downtime

Reduce downtime
for tier 1 applications
by 36%*

Cloud on
Your Terms

Inflexibility

Fear of Lock-In

Increase IT
productivity by 67%*

Support for over 500

ISV solutions and 80
operating systems

Apps at
Business Speed

Any App
Anywhere

* Claims being validated by the Taneja Group (final numbers expected August, 2013).

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SDDC is a $28B Opportunity for VMware

$6 Billion

$28 Billion
SDDC
20 % CAGR

Ad
d

We Started Here

ma
nag
em

ent
,

sto
rag
e

and

net

wo
rkin
g

Our New Opportunity

(~5x)

Compute
Virtualization
2016

We are Best Positioned to Win Because of Our

Leadership Position in Compute Virtualization
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Selling vCloud Suite

vCloud Suite: The essential components

for building and operating an SDDC
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vCloud Suite at a Glance

Target Customer

Elevator Pitch

Designed for mature customers that are

in the later half of their compute
virtualization journey

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vCloud Suite helps customers build and

operate a vSphere based private cloud
enabling customers to deliver IT-as-aService

vCloud Suite: The Three Step Sales Motion

1 Explore
Gain access and explore

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Identify the business

issues and opportunity:
Identify sales triggers

3 Close

Design

Design solution and validate with

customer

Get to key stakeholders

Sell the full SDDC vision

Communicate vCloud Suite value :

Operational Efficiency

IT and Operational Control

Infrastructure Agility

Gather data on customer

environment to identify CAPEX
savings opportunity use Cloud
Planner (in customer beta, available
July 2013)

Run vCloud Suite POC with

customer

Provide credible estimates on

CAPEX and OPEX benefits to the
customer use ROI / TCO

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Close deal

Show competitive
differentiation

Handle objections

Identify Business Issues and Opportunity

Operational
Inefficiency

Infrastructure
Inflexibility

Examples:
Examples:
Bank
Bank of
of America
America looking
looking
to
reduce
IT
costs
to reduce IT costs by
by
>50%
>50%
Improve
Improve Server
Server to
to Admin
Admin
Ratio
by
>100%
Ratio by >100%
Reduce
Reduce MTTR
MTTR by
by >50%
>50%

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Examples:
Examples:
Columbia
Columbia Sportswear
Sportswear
needs
to
out-innovate
needs to out-innovate
Northface,
Northface, Patagonia
Patagonia

Introduce
new
fabrics,
Introduce new fabrics, roll
roll
out
new
stores
faster
out new stores faster
Reduce
Reduce time
time to
to deploy
deploy
new
servers
to
minutes
new servers to minutes
Quickly
Quickly diagnose
diagnose
performance
performance issues
issues and
and
add
resources
where
add resources where
needed
needed

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Explore

Design

Critical System
Downtime

Examples:
Examples:
Wal-Mart
Wal-Mart retailer
retailer wants
wants
to
ensure
online
sales
to ensure online sales
would
would never
never be
be
interrupted
interrupted
Critical
Critical system
system outage
outage
event
event
Ability
Ability to
to easily
easily migrate
migrate in
in
anticipation
of
storms,
anticipation of storms,
earthquakes
earthquakes
Target
Target to
to achieve
achieve 99.99%
99.99%
(four
9)
availability
(four 9) availability

Close

Key Sales Triggers

Explore

Design

Close

Server Refresh

Examples: Infrastructure update initiatives , customers looking to solve poor system performance,
scale infrastructure

Cloud Computing Initiatives

Examples: Capex / opex reduction initiatives, improving app / services provisioning speed initiatives,
high performance computing, big data, improving scale and performance of apps intiatives etc.

Application / Infrastructure Rationalization Programs

Examples: M&A Activity, Unix to Linux migration, reducing SAP, Oracle capex / opex

Outsourcing

Examples: Starting outsourcing initiative, getting out of outsourcing initiatives

Data Center Consolidation / Migration

Examples: Centralizing IT by reducing data center locations

Business Continuity / Disaster Recovery

Examples: Customers with frequent critical system downtime, implementing a DR strategy

New Governing / Compliance Guidelines (per industry or vertical)

Examples: Dodd-Frank, SOX, HIPPA updates

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Getting to Key Stakeholders

CIO, CTO,
VP of Infra. or IT

Key
Roles

Recommended
Approach

Enterprise
Architect

Key decision maker

Key influencer

Gain sponsorship
early, find leaky
roof (critical
issue that
business need to
address)

Focus on
initiatives / and
business needs
Leverage SDDC
vision

Leverage SDDC
vision

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Explore

Design

Close

Storage, Network,
Security Leads

VI Admin

Key influencer

Often the entry

point / might be the
champion

Leverage the
champion to sell

Convert to a
champion

Stress agility,
control, choice

Stress agility,
control

vCloud Suite Editions Overview

Explore

Design

Close

vCloud Suite provides everything you need for a vSphere-based private cloud
Built on the industry-standard vSphere Enterprise Plus virtualization platform
License per CPU
Extensible to public clouds

vCloud Suite Standard

vCloud Suite Advanced

Foundational solution for private

cloud to increase business agility
and reduce capex costs

Solution for governed, enterprise

private cloud

Rapid, self-service infrastructure

dependencies and hypervisor

change and configuration
management

provisioning

Visibility into VM health and

capacity usage

Scalable networking and

Visibility into costs, application

Increased extensibility of cloud

management and automation
components

virtualization-aware security

Comprehensive solution for

resilient, compliant and secure
private cloud for all applications

Protect Business Critical

Applications with DR Automation

Visibility into application

performance

Regulatory compliance and OSlevel change and configuration

management

Automated configuration and

Extensible to public clouds

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vCloud Suite Enterprise

deployment of multi-tier cloud

applications

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Objection Handling

Explore

Design

Close

Show me where the capex and opex savings come from with vCloud Suite?
Leverage the Cloud Planner and ROI / TCO calculator tools, to show customers where the savings come
from

Do all components of the vCloud Suite come full integrated out-of-the-box?

Since the introduction of the Suite VMware has been working on key integration points between all
products in the vCloud Suite. The 5.5 release of the Suite has deeper integration than ever before.

I dont need all products in the vCloud Suite?

VMware believes that the vCloud Suite provides the necessary components to create a cloud architecture.
As organizations grow we have consistency seen the need for all of the products in the Suite. The Suite
also has 3 different editions available to meet a variety of needs.

We dont have the skillset to deploy the solution?

Leverage the VMwares Accelerate Advisory Team (Part of PSO)

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Path to a large Cloud Services market

By 2015 Total $177B Cloud Services Market
5 Year CAGR 18.9%

Source: Gartner

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Top Customer Questions About Moving to the Cloud

Assess

Plan
How do we plan
for the move to
the Cloud?

Prepare

Is my
infrastructure
ready?

How do we
manage the
project?

How do we
migrate to the
Cloud?

What is the
technical
solution?

How do we
prepare our
infrastructure?

Who runs the

service?

Planning
Planning for
for
the
the Cloud
Cloud

Business
Business
Analysis
Analysis and
and
Planning
Planning

Project
Project
Planning
Planning and
and
Management
Management

Service
Service
Provisioning
Provisioning

Policy
Policy and
and
Risk
Risk
Assessment
Assessment

Technical
Technical
Planning
Planning &
&
Design
Design

Infrastructur
Infrastructur
e
e Preparation
Preparation

Infrastructur
Infrastructur
e
e
Assessment
Assessment

POC
POC or
or
Pilot
Pilot

Migration
Migration
Preparation
Preparation

Migration
Migration
and
and
Configuratio
Configuratio
n
n Services
Services
Service
Service
Operation
Operation

How do we get
business value
from the
platform?
Can we reuse
existing IT
investments?

Business
Business
Systems
Systems
Capabilities
Capabilities

How is the
service
supported?
How will we be
trained?

Support
Support and
and
Service
Service
Management
Management
Education
Education
and
and Training
Training

Recurring revenue

Project based revenue

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Extend

Use &
Manage

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Increase your margins with bigger sales

Up to 20% Solution Rewards rebate

vCloud Suite Editions
Competency

Standard

Business Continuity
Management
Cloud IaaS
Virtualization for Business
Critical Applications

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Advanced

Enterprise

Avg bookin
gs/order
of $250,00

Call to Action

Get enabled: complete the trainings and achieve the Competencies.

Sell SDDC vision first: Then discuss SKUs to deliver the SDDC vision

Pitch vCloud Suite in all potential Infrastructure deals: vCloud Suite should
be part of all CxO conversations.

Deploy vCloud Suite: Add a services offers to all customer conversations to

accelerate market adoption.

Register Your Deals

and Maximize Your Opportunity!
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Summary: SDDC Delivers Transformational Benefits

Efficiency

Control

Agility

Choice

Start Your Journey with the VMware SDDC Today

Cloud Service
Provider
Economics

Reduce IT capex by
75% and opex by 56%*

Cloud on
Your Terms

Apps at
Business Speed

Reduce downtime
for tier 1 applications
by 36%*

Increase IT
productivity by 67%*

Any App
Anywhere

Support for over 500

ISV solutions and 80
operating systems

* Claims being validated by the Taneja Group (final numbers expected August, 2013).

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Thank you.

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