VMware Sales Byte
Net New Customer
Improve Business Continuity and Disaster
Recovery (BCDR) with Managed Virtualization
Chris Westphal – Sr. Marketing Manager
Global SMB & Commercial Solutions Marketing
February 2013
© 2011 VMware Inc. All rights reserved
VMware Sales Byte Overview
Customer Challenge
Partner Opportunity
VMware Solution Overview
Customer Profile
Next Steps
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Top Of Mind For Customers - Opportunities For Partners
Top of Mind
 Keeping their business up and running, securely
 Balance IT supply (resources and skills) with IT demand
 Increase agility to quickly respond to new business requirements
Virtualization
3 out of 4 SMBs planning virtualization
projects
Disaster Recovery
43% never re-open after disasters and
29% close within 2 years
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BYOD
85% SMBs surveyed stating
employees use personal devices for
work.
Resources
IT departments focus 70% of
resources on maintenance leaving little
for innovation
Infrastructure
Services
Virtualization IT projects create the
opportunity for Server, Storage and
network infrastructure.
Partner opportunity to position
services like consulting, installation,
configuration, management, etc….
Challenges of Traditional Computing Environments
1:1 ratio of server/OS/application
•Low resource utilization across IT environment
•Server sprawl = Increasing cost and complexity
•Difficult to scale applications to keep up with demands
Keeping applications available, optimized
•
Silos of applications = silos of solutions for protection
•
A comprehensive BCDR solution can be multi tiered and complex
•
Lack of comprehensive visibility across the IT infrastructure
Cost and complexity restricts the solution
•Some applications are left unprotected
•No easy way to test = unpredictable results in the event of an outage
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Business Continuity Threats and Impact
Source of an Outage
Impact Of An Outage
Externally Facing Service
Natural Disaster
Man Made

Loss of customers to competitors

Loss of revenue

Impact to reputation
Internally Facing Services
Attack
IT
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Service Demand

Decrease in employee productivity

Slip in project schedules

Increase in project costs

Decrease in output quality
Top Technology Priorities
While the majority of Global 1000 enterprises are heavily virtualized, many smaller enterprises
and those in emerging economies are still early in their virtualization effort. (Gartner, 2012)
Q. Which of the following initiatives are likely to be your IT
organization top technology priorities over the next 12 months?
% critical or
high priority
Source: Forrsights Budgets And Priorities Tracker Survey, Q2 2012
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Improving BCDR
capabilities #1
priority for SMBs
BCDR is #1 driver
for virtualization:
•46% of VMware
customers reported “Use
virtualization to improve
BCDR” in their top 5
objectives for
virtualization
Partner Opportunity
Virtualize and Improve BCDR with VMware Solutions
• vSphere Essentials Plus Kit
• vSphere with Operations Management Standard Acceleration Kit
• vSphere with Operations Management Enterprise Plus Acceleration Kit
Complimentary VMware Solutions
$
• vCenter Site Recovery Manager - Business Continuity/Disaster Recovery
Other Technologies & Opportunities
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•
Storage infrastructure, Network infrastructure, Security solutions
•
Infrastructure for the secondary site : Servers, Storage, Network, etc…
•
Professional Services/Consulting/Installation & Configuration
•
Managed services (e.g. health monitoring, risk assessment, capacity planning
& patch management)
Characteristics of Virtualization
Simple Application Protection
• Entire system – including application, OS,
and data – is stored as virtual machine files
• Simplify availability and data protection for
applications and virtual machines
Encapsulation
Cost-Efficient Infrastructure
Consolidation
vSphere
• Improve hardware utilization and reduce footprint
• Reduced hardware requirements at recovery site
• Use recovery hardware to run low-priority apps
Flexible Infrastructure
Hardware
Independence
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vSphere
vSphere
• Leverage a pool of servers to avoid failures
• Eliminate need for identical hardware across
sites
• Enable waterfalling of equipment to recovery site
VMware Managed Virtualization
Capabilities
• Server consolidation
• Integrated backup and recovery
• Automatic failure detection and restart of
services
• Move running VMs between hosts
• Replication of VMs across the LAN or WAN
Before
Virtualization
After
Virtualization
Benefits
• Reduce CapEx, improve resource utilization,
reduce IT management complexity
•vSphere with Operations Management Enterprise Plus
• Simplify backup and recovery infrastructure and
processes
•vSphere with Operations Management Standard
• Improve SLAs for virtualized applications
•vSphere Essentials Plus
• Enable maintenance with zero downtime
VMware Solution Options
• Simplify disaster recovery
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Operations Management
Immediate
Problems
Future
Problems
Opportunities
to Optimize
Capabilities
• Integrated management capabilities
• Identify immediate problems across the
virtualized environment
• Resource utilization recommendations
• Insight into future capacity requirements
Benefits
• Increase IT efficiency and reduce OpEx
• Improve resource utilization and reduce
CapEx
• Minimize downtime for critical
applications
• Proactively plan for future capacity
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vSphere Data Protection
Simplify backup and recovery with integrated data protection
Capabilities
VDP
VMware vSphere
•
Integrated backup and recovery
•
Included in vSphere Essentials+ and
above
•
Based on EMC Avamar technology
Benefits
Data deduplicated
And stored on VDP
appliance
VMware Solution Options
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•
vSphere Data Protection
•
vSphere Data Protection Advanced
•
Highly efficient global deduplication across
all VMs
•
Simple setup and management through
vCenter
•
Speedy recovery of VMs
VMware Disaster Recovery
Protect your applications and business from downtime with highly
reliable and available infrastructure
Capabilities
• Set up recovery plan in minutes
• Automated disaster recovery
• Test solution without business disruption
• Support for heterogeneous infrastructure
• Choice of Multi-site or DR to Cloud
Benefits
• Simplify BCDR plan and configuration
• Eliminate time-consuming, error prone recovery
processes
VMware Solution Options
12
•
vCenter Site Recovery Manager
•
DR To The Cloud (vCloud Service Provider)
• Increase solution confidence and predictability
• Cost effective DR site infrastructure
• Flexible deployment options
vSphere BCDR Capabilities
Integrated Backup and Recovery
Management and Monitoring
•vSphere Data Protection – Integrated, simple, cost
effective backup and recovery for virtual machines.
•vCenter Operations Management Suite Standard –
performance and capacity management
Hardware & Software Failure Protection
•vSphere High Availability - automatic restart of VMs
after a failure
•vSphere Fault Tolerance - zero data loss in the event of
a failure
Flexible Application Scalability
•Hot Add - add CPU, memory or devices to VMs without
service disruption
Infrastructure Protection
Simplified/Cost Effective Shared Storage
•vShield Zones - simplify security management
•vSphere Storage Appliance (VSA) - use locally attached
disks to enable shared storage
•vShield Endpoint - centralized anti-virus and antimalware for virtualized environments
Protection from Site Level Failures
•vSphere Replication - replication of VMs across LAN or
WAN
Zero Downtime Maintenance
•vCenter Site Recovery Manager – simplify and
automate disaster recovery.
•vSphere Storage vMotion - move live VM disk files
between storage arrays
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•vSphere vMotion - move running VMs between hosts
VMware Leads The Market
80%
Industry analysts estimate that over 80% of all virtual machines in
the world already run on VMware.
OpEx
20%
91%
Scalability
VMware offers lower capital and operational costs than Microsoft due
to VMware’s higher scalability and greater levels of administrative
automation.
VMware delivers and enables solutions that provide extensive
application insight, to enable IT to deliver on business-level SLAs.
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5X
VMware VMotion performs 5 times faster than today’s Microsoft Live
Migration.
HA
VMware HA (High Availability) works even when half or more hosts in
a cluster go down; Microsoft "HA" doesn’t.
Customer Profile – Server Virtualization & BCDR
Who to talk to
• Head of IT Infrastructure, Head of IT Operations
• Server or Application Admins, IT Architects
• Industries: Financial Services, High Tech, Business Services,
Government, Healthcare, Education
What to look for
• Customers not virtualized or those using free products
• Customers upgrading hardware and applications
• Customers struggling to manage their IT environment
• Applications and services that are critical to the business
• Customers who recently experienced an outage
Questions to ask
• Is it expensive to upgrade hardware and applications?
• Do you find it difficult to ensure availability?
• Are unable to protect your entire IT infrastructure?
• Can you test your current solution often enough/at all?
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Head of IT Infrastructure or IT Operations
CONTACT
BUSINESS ISSUE
Ensuring availability of applications that are critical to the business in order to minimize
negative impact to revenue or employee productivity.
What is the impact on your company objectives or employee productivity when you can’t
ANXIETY QUESTION •quickly restore your critical applications and services in the event of an outage?
Title to edit Master title style
© 1993-2012 ValueSelling Associates, LLC
For more information, visit www.visualize.com
PROBLEM
Click to edit Master text styles
First level
Second level
Third level
SOLUTION
Open Question… Many of your industry peers see BCDR as a top IT priority. Does this align with your
IT priorities?
Probing Questions… Is it a problem for you today that you…
Open Question… Do you have an achievable plan to to improve application availability in your IT
environment?
Probing Questions .. What if VMware could give you the capability to help you ....
1.
2.
3.
4.
5.
6.
7.
8.
1.
2.
3.
4.
5.
6.
7.
8.
find it challenging to manage your current IT infrastructure because of cost and complexity
are underutilizing your IT resources?
lack the tools and visibility to efficiently manage your IT environment?
find it difficult to ensure availability for your most business critical applications?
are unable to protect your entire IT infrastructure because of cost or complexity?
are unsure of how your recovery plan will be executed or how it will perform in the event of a failure?
find your service levels are impacted when you need to perform IT maintenance?
do not have a solution in place to protect from a catastrophic, site level failure?
Confirm: So what I am hearing is that this challenge is causing frustration or irritation?
Are there other IT problems you’d like to address?
OPEN
PROBE
reduce IT costs and simplify IT management?
get the most of the IT resources that you already own?
automate performance, capacity & config. management with an analytics & policy-based approach?
improve availability across all applications including those that are the most critical to your business?
enable a BCDR solution that is comprehensive, cost effective and simplified?
test your recovery plan to give you confidence and predictability in the event that it is needed?
perform maintenance with zero downtime or impact to users?
protect your applications from site level failures with a solution that is cost effective, easy to
configure, deploy and test?
Confirm: Would these capabilities enable you to address your issues?
Have we missed anything that would address your issue?
OPEN
CONFIRM
Open Question: How would you quantify the impact of downtime in your business? How does this affect
you personally?
Probing Value Questions .. What is the value if we can deliver a solution that…
8.
reduces cost and complexity while optimizing performance and increases availability?
that ensures optimal resource utilization with tools monitor and manage your infrastructure?
provides single view of your IT environment for health, performance and capacity management?
eliminates the risk of impact to revenue or productivity due to a service outage?
provides comprehensive protection across your entire IT infrastructure?
is reliable and predictable even in the most challenging IT environments such as failure situations?
improves IT agility & eliminate risk of impact to revenue or productivity due to maintenance
requirements?
enables cost effective, comprehensive, full site recovery that is easy to configure, deploy and test?
Confirm: Is there anything more important for you and your business? Where does this sit on your
priority list? How would a solution like this impact your effectiveness in your role?
OPEN
PROBE
CONFIRM
POWER
VALUE
1.
2.
3.
4.
5.
6.
7.
PROBE
CONFIRM
Identify influencers and decision makers and key careabouts.
•
VP of Infrastructure – convince them of improved capabilities and benefits
•
VP of Operations – convince them of improved capabilities and benefits
•
CxO/Senior Leadership – need to provide financial justification
•
IT Administrator or Architect
OPEN
PROBE
CONFIRM
PL A N
•
•
•
•
•
Understand current issues, priorities and desired end state
Identify gaps and measures of success
Develop a proposal for short term and long term technology adoption
Gain access to key stakeholders and present solution
Prove value with customer examples, ROI tool, demo, eval
Creators of the Value Selling Framework
OPEN
Copyright © 2002 by ValueVision Associates, LLC
PROBE
CONFIRM
vSphere Options
vSphere Essentials
Plus Kit
vSphere with
Operations
Management Standard
vSphere with
Operations
Management
Enterprise
vSphere with Operations
Management Enterprise
Plus
Server Consolidation and
Business Continuity
Scalable Server Consolidation
& No Planned Downtime
Powerful & efficient
resource management
Policy based datacenter
automation
Unlimited
Unlimited
Unlimited
Unlimited
8-way
8-way
32-way
64-way
Essentials Plus
Standard
Enterprise
Enterprise Plus
Foundation
Standard
Standard
Standard
●
●
●
●
Capacity Management and Optimization
●
●
●
Operations Dashboard and Root Cause Analysis
●
●
●
●
●
●
●
●
●
HA only
●
●
●
Data Protection and vSphere Replication
●
●
●
●
vShield Endpoint
●
●
●
●
Distributed Resource Scheduler and Distributed
Power Management
●
●
Storage APIs for Array Integration, Multipathing
●
●
Entitlements (VM / Core / vRAM)
vCPU / VM
Features
vSphere
vCenter Operations Management Suite
Health Monitoring and Performance Analytics
vMotion
●
Storage vMotion
High Availability and Fault Tolerance (1 vCPU)
Distributed Switch
●
Storage DRS and Profile-Driven Storage
●
I/O Controls (Network and Storage) and SR-IOV
●
Host Profiles and Auto Deploy
●
● New in vSphere with Operations Management
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Note: This is a partial listing of available features. Please see vmware.com
for the complete list.
vSphere Data Protection Options
VDP
VDP Advanced
Scalability Limits
Max Deduplicated Storage per appliance
2TB
8TB
Unlimited
Unlimited
Agent-less
+
+
Variable-length deduplication
+
+
CBT for backup and restore
+
+
vSphere Web Client management
+
+
Self-service backup and recovery
+
+
Full VM and File-level recovery
+
+
Integrity check and rollback mechanism
+
+
Max protected VMs per CPU
Features
Dynamic storage provisioning
+
Exchange and SQL Server agents
+
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Next Steps
Prepare for the customer conversation
 Print out the BCDR ValuePrompter (Slide 16)
 Get the Sales Toolkit - www.vmware.com/go/salesbytes
 Identify a customer to walk through a BCDR Conversation
Leverage Current Promotions
 Use the VMware Promotion app on your mobile device
 Point your browser to: www.vmware.com/go/promoapp
Keep up with the latest from the VMware SMB Team
• VMware SMB Blog - http://blogs.vmware.com/smb
• VMware SMB on Twitter - @VMwareSMB
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