Cisco and VMware:
Transforming Desktops into
End-User Workspaces
Desktop Virtualization
with Cisco UCS and VMware Horizon View
UCS Solution Accelerator Pak with
VMware Horizon View
How to Sell Guide / Playbook
January 2014
© 2013 Cisco Systems, Inc. and VMware
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Cisco and VMware:
Transforming Desktops into End-User Workspaces
Agenda
1.
2.
3.
4.
5.
6.
What is VDI / VMware Horizon View
Why Sell VMware View + Cisco UCS?
Greenfield Opportunity for You! / Targeting the Server for View
Accelerating Your Pipeline: UCS + View SmartPlay Bundle
Positioning the Bundle Against Customer Pain Points
Cisco and VMware: Better Together, for VDI
© 2013 Cisco and VMware
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Cisco and VMware:
Transforming Desktops into End-User Workspaces
Why Sell VMware Horizon View and Cisco
UCS Solutions?
30%
vSphere virtualization =
ripe for View
90%
View upsell opportunity
from vSphere install base
3X
VDI growth forecasted
by Gartner
11X
Drag in View deals
3X
Cisco UCS upsell
opportunity with View
UCS + View bundles are up to 15% less than a la carte
© 2013 Cisco and VMware
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Cisco and VMware:
Transforming Desktops into End-User Workspaces
Horizon View virtualizes desktops into a
central service
Transform: Simplify
desktops and apps into
the datacenter with
virtualization
Broker: Manage and secure
virtual desktops from a single
admin console while
removing data off endpoints




Reduce Costs
Enhance Security
Provide High Availability
Better Support More Users
Across More Devices
Deliver: Empower your
workforce with secure,
roaming access to your
same desktop
across devices
© 2013 Cisco and VMware
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Cisco and VMware:
Transforming Desktops into End-User Workspaces
New Dedicated Infrastructure for VDI
Means Greater Opportunities for You!
VDI Client / user
Virtual Desktops
Legacy / Existing
Infrastructure
Greenfield UCS
Opportunity!
Email
ERP/
CRM
?
VDI Client / user
Web
© 2013 Cisco and VMware
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Cisco and VMware:
Transforming Desktops into End-User Workspaces
Cisco Unified Computing System
Memory
Ideal Platform for Desktop Virtualization
CPU
•
Lower cost for compute + network infrastructure
•
Greater virtual desktop density without
performance impact
•
Simple Operation —start in minutes, scale
in seconds
•
Massive Scalability —scales easily to 1000’s of
desktops per UCS system
•
Expansive memory and I/O to avoid desktop
virtualization bottlenecks
Unified Fabric
(FCoE)
© 2013 Cisco and VMware
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Cisco and VMware:
Transforming Desktops into End-User Workspaces
Targeting the Server Platform for View
Why is Cisco UCS Better for View
than competing platforms?

Simplified/Rapid/Stateless,
“zero-touch” operations vs.
competitors

Unified, single point of
management with less
cabling, switches, and chassis
management

Predictable Performance
with Linear Scalability

Granular visibility and
management of VM-level
flows

Customer choice: wide array
of storage ecosystem
solutions and optimization
Cisco UCS
© 2013 Cisco and VMware
competitors
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Cisco and VMware:
Transforming Desktops into End-User Workspaces
Target Audience
Target Profile
View:
• Minimum vSphere Standard
customer
approx 30% virtualized
• Min 50-100 desktops
UCS:
• May or may not have UCS
place
• Opportunity to displace
competitors
• VDI is typically greenfield
infrastructure opportunity
© 2013 Cisco and VMware
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Cisco and VMware:
Transforming Desktops into End-User Workspaces
Intercepting the Opportunity &
Accelerating Your Pipeline:
Special Bundle Offer
© 2013 Cisco and VMware
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Cisco and VMware:
Transforming Desktops into End-User Workspaces
Customer Pain Points
Great
Opportunities
to start the
conversation
VDI is too expensive!
• Don’t have budget!
• I just need to get into a small
pilot or PoC
VDI is too complex!
• Too many disparate components
• How do I manage it all?
VDI performance is sub-par!
• How do I scale?
• My users won’t be happy
© 2013 Cisco and VMware
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Cisco and VMware:
Transforming Desktops into End-User Workspaces
Truly Scalable, Cost-Effective VDI
with VMware Horizon View & Cisco UCS
Cisco UCS Solution Accelerator Pak with VMware Horizon View - Solution Bundles
Mid-Market
(400+
Users)
SMB
(100
Users)
Branch
Office (30
Users)
Validate how
many user
licenses with
this SKU
UCS-SL-VDI-B200-02
UCS B200 w/ 400 View
UCS-SL-VDI-C240-01
UCS C240 w/ 100 View
Discounted Bundles for targeted customer segments:

Unparalleled Price to Performance Ratios

Pre-validated Solutions to accelerate sales and implementation

Contact your Cisco Channel Partner to find out more

Brochure: http://bit.ly/YExWBP
© 2013 Cisco and VMware
UCS-E160D-M1VDI/K9
UCS E-Series ISR G2 w/ 30 View
Convenient
single-SKU
ordering!
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Cisco and VMware:
Transforming Desktops into End-User Workspaces
Value of the Bundle to Customers
Customer Pain Points
Solution Accelerator Paks with Horizon View +
UCS - Bundle Benefits
I just need to get a Pilot Offers quickest path to implementing an initial
/ Proof of Concept going infrastructure that can grow in the future as
quickly
demands increase
VDI is complex, difficult
to manage
Includes both hardware and software licensing,
and can be easily managing from a single pane of
glass
I’m concerned about
poor desktop
performance moving to
this technology
Based on UCS+View Reference Architecture
that’s been validated to perform and linearly scale
without issue, especially as users are added
I don’t have budget to
spend on VDI
Aggressively discounted by Cisco and VMware
= improved ability for partners to lower TCO while
protecting margins
© 2013 Cisco and VMware
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Cisco and VMware:
Transforming Desktops into End-User Workspaces
How Do I Know Which Bundle is Best For Me?
Triggers
Consider
Need a pilot or PoC for a
couple hundred seats but
want to scale quickly in the
future without forklift
B-Series Bundle for Ultimate VDI Scalability.
Starter kit starts at 400 users (with expansion
blades) in a single chassis
Small or medium sized
office (or business), no SAN
in place, prefers rackmount
form-factor solution for a
couple hundred seats
C-Series Bundle for Economical Small-Footprint
VDI.
Supports 100 users, and includes over 7TB of
installed disk storage
Branch offices with 30 users E-Series Bundle for Branch Services with VDI.
or less
Integrates 30 seats with premises router for IT
consolidation at the branch
© 2013 Cisco and VMware
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Cisco and VMware:
Transforming Desktops into End-User Workspaces
Matching Customer IT Environment to Server Solutions
Customer Environment / Needs
Server Solution
Prefers blade compute form-factor
B-Series
Needs truly scale-out capacity (100’s to
1000’s of seats)
B-Series
Prefers rack-mount compute form factor C-Series
Needs medium-sized scale,
ex: 100 seats
C-Series
Prefers local storage,
no SAN in place
C-Series – includes
Has Cisco ISR-G2 Branch Office
Router in place
E-Series
30 users or less at remote or branch
office
E-Series
© 2013 Cisco and VMware
7TB of disk installed
B-Series – with
Option 1 upgrade for
floating desktops
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Cisco and VMware:
Transforming Desktops into End-User Workspaces
NEW!
Cisco UCS with VMware Horizon View
VMware
Horizon View
Cisco UCS
Delivering an Accelerated Path to VDI ROI
Desktop Virtualization
400 User Starter Kit for View
(2) Cisco UCS 6296UP 96Port Fabric Interconnects
(1) Cisco UCS chassis with 2
Cisco 2208 IOM Modules
(2) Cisco UCS B200
controller blade server
• CPU: 2 x 2.20-GHz Intel
Xeon processors E5-2660
v2
• Memory: 8 x 16 GB (128
GB total)
• Cisco UCS Virtual Interface
Card VIC 1240
(4) Cisco B200 desktop
workload blade servers
• CPU: 2 x 2.80-GHz Intel
Xeon processors E5-2680
v2
• Memory: 16 x 16 GB (256
GB total)
• Cisco UCS VIC 1240
(4) VMware View Premier
100 Packs
UCS-SL-VDI-B200-02
100 User Expansion
Bundle for View
(1) Cisco B200 hosting blade server
• CPU: 2 x 2.80-GHz Intel Xeon
processors E5-2680 v2
• Memory: 16 x 16 GB (256 GB
total)
• Cisco UCS VIC 1240
(1) VMware View Premier 100 Pack
UCS-SL-VDI-B200-05
UCS On-Board Storage
Expansion Options
(1) Cisco B200 hosting blade server
• CPU: 2 x 2.80-GHz Intel Xeon
processors E5-2680 v2
• Memory: 16 x 16 GB (256 GB total)
• Cisco UCS VIC 1240
(1) VMware View Premier 100 Pack
With Fusion-io 785GB, 100 users:
• UCS-SL-VDI-B200-03
With LSI 400GB, 100 users:
• UCS-SL-VDI-B200-04
© 2013 Cisco and VMware
100 User SMB Bundle
for View
(1) Cisco UCS C240 rack server
• CPU: 2 x 2.80-GHz Intel Xeon
processors E5-2680 v2
• Memory: 16 x 16 GB (256 GB
total)
• HDD: 24 x 300 GB SAS
• Cisco UCS VIC 1225
(1) VMware View Premier 100 Pack
UCS-SL-VDI-C240-01
Graphics Intensive Apps
Upgrade Options
(1) Cisco UCS C240 hosting rack
server
• CPU: 2 x 2.80 GHz Intel Xeon
processors E5-2680 v2
• Memory: 16 x 16 GB (256 GB)
• Cisco UCS VIC 1225
• 2 x 300GB SAS
NVIDIA K1: UCS-SL-VDI-C240-K1
NVIDIA K2: UCS-SL-VDI-C240-K2
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Cisco and VMware:
Transforming Desktops into End-User Workspaces
+
: Better Together, for VDI
Best Price to Performance Ratio for VDI
environments of ALL sizes
 Easily scale from 1 desktop to 1000’s
 Backed by Reference Architectures / CVD’s
 Optimized balance of Memory, IO, and CPU performance
Simplified VDI Management
 Fully integrated with vCenter
 Provision and deploy desktops in minutes
Uncompromised VDI Performance
 Compute infrastructure purpose built for VMware
 vSphere aware networking, security and QoS
 Consistent experience for users, across locations and
devices
We’re jointly attacking the VDI pain points and…
Delivering and Accelerated Path to ROI with VDI
© 2013 Cisco and VMware
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Cisco and VMware:
Transforming Desktops into End-User Workspaces
Learn More
LEARN MORE: Cisco UCS with VMware Horizon View
Solution Overview: http://cs.co/9004eB0G
Get Started Today for Less
- Promo Bundle Flyer: http://cs.co/9005eB0H
For sales support –
Kristine Eckenrode, Cisco
keckenro@cisco.com
© 2013 Cisco and VMware
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Cisco and VMware:
Transforming Desktops into End-User Workspaces
Thank You!
© 2013 Cisco and VMware
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