DNS/IBM
Graham Hunt
IBM Alliance Manager UK&I
VMware By the Numbers
Year Founded
Employees
Technology Partners
Channel Partners
~5,000+
~500
Nearly 10,000
VMware Certified Professionals
15,000+
Fortune 100 / Fortune 1000 Customers
100 / 924
VMware Infrastructure Customers
VMware Workstation Licenses Sold
2007 Revenue
2006 Year-Over-Year Growth
2
1998
20,000+
1,000,000+
$1.33 B
88%
Is It Too Late to Embrace Virtualization?
IDC Doesn’t Think So
3
2006 Estimate
2010 Forecast
1.0M Installed Servers with Virtualization
5.6M Installed Servers with Virtualization
26.5M Installed Servers without
Virtualization
35.6M Installed Servers without
Virtualization
Award-Winning Technology
• VMware VirtualCenter
• VMware Converter
• VMware Capacity Planner
• VMware Site Recovery Manager
• VMware Virtual Desktop Infrastructure
• VMware ACE
• VMware Lab Manager
• VMware DRS with DPM
• VMware High Availability
• VMware Consolidated Backup
• VMware Storage VMotion
• VMware VMotion
• VMware Update Manager
• VMware ESX Server
• VMware ESX Server 3i
• VMware Virtual SMP
• VMware VMFS
• VMware Server
• VMware Workstation
• VMware Fusion
• VMware Player
4
Clear, consistent leadership.
Market leadership
Partner leadership
“VMware holds an estimated
80% of the market for
virtual-machine software
that runs on computers powered by
industry-standard microprocessors.”
Robust partner ecosystem
supporting our customers
Technology leadership
More than 30 awards for
product excellence
in past year
March 2007
“The clear brand leader in virtualization."
Gordon Haff
Illuminata, Feb 2007
“The market leader.”
InfoWorld, July 2006
VMware
Marketshare
5
“The dominant player
in the x86 server
virtualization space.”
Galen Schreck
Jan 2007
Strategic partner of world’s leading
server, processor, storage, networking
and software vendors
Extensive certifications
200 hardware platforms
60 operating systems
Nearly 10,000 channel partners
Leading distributors, resellers,
x86 system vendors and SIs
Holds U.S. Patent # 6397242
for the approach of virtualization
Leading driver of Open Standards
Founding member of
power-conservation alliance
VMware Values Partners
Virtualization is a strategic initiative for your business and for
your customers
VMware can be a profitable line for you
VMware software and solutions are proven technology leaders
in the industry
Virtualization is being driven by customer demand
VMware is committed to the channel
We derive >75% of our revenue from our channel partners
6
What Is The Market Opportunity For Partners?
Drag on other practices
3X to 5X drag on other practices
Deployment Size
Large
Consulting Services
Growing 4X to 6X
VMware-related Services
Licenses
Growing 2X to 4X
Adoption
Standardize
7
VMware is Committed to Driving Channel Success
Accelerate revenue with your virtualization practice
Accelerate your virtualization expertise
Accelerate virtualization opportunities to customers of all sizes
8
ACCELERATING YOUR VMWARE
VIRTUALIZATION EXPERTISE
Comprehensive Partner Training Curriculum
Free Online Sales and Technical Training
VMware Sales Model Encourages Partner Led Services
Partner Resource Center (PRC)
On-line Partner Training Helpdesk
Resource Library
9
ACCELERATING VMWARE VIRTUALIZATION
OPPORTUNITIES
TO COMPANIES OF ALL SIZES
Extensive Product Portfolio for Companies of all Sizes
Exclusive Partner Communications
Free Sales & Marketing Tools
Partner Central – Exclusive Partner Portal
Partner-Specific Events
10
Expanded SolutionTrack - Objectives
Create a strategic, integrated go-to-market approach with
partners around Virtual Infrastructure and key solution areas
Penetrate new accounts by “teaching partners to fish” for new
VMware opportunities
Differentiate top partners who demonstrate key solutions skills;
intermediate training—builds on foundation training and skills
Accelerate partner selling and delivery skills around key
solutions
Maintain WW consistency of messaging between VMware
demand generation and partner training by geo
11
Q1 2008

Virtual Infrastructure
Coming Soon


SolutionTrack Training Benefits
12
NEW – Virtual Infrastructure SolutionTrack
“I’ve been selling VMware for several years but this is
the first time I’ve been able to tell the complete story around
VMware” – VI SolutionTrack attendee
“What I especially liked was the “Selling the Value of
Virtual Infrastructure” whiteboard flipbook… I
believe this has got to be the best sales training tool
I’ve ever seen, because it’s something that
continues to be valid after the training, in the real
world
- Jack Perry – ergogroup
13
Virtual Infrastructure Whiteboard - Business
14
Virtual Infrastructure Whiteboard - Technical
15
NEW – SolutionTrack Online
SolutionTrack whiteboard presentation with voice-overs and flash
Available globally and translated. Sample – www.solutiontracks.com
DR English - Feb 13th, translated for EMEA and APAC - Feb 25th
VI (English) - Feb 25th
16
ESX Server 3i / VI 3.5 Launch Summary
ESX Server 3i
Next generation hypervisor architecture
Small form factor
Delivered

Integrated with hardware starting November 2007 OR

Sold standalone
New products and features in VI3.5
Storage VMotion: non disruptive migration of virtual machine disks
Distributed Power Management (part of DRS): reduces power consumption
through intelligent workload balancing
Update Manager – automates patch and update management for VMware
ESX Server hosts and virtual machines
Guided Consolidation (part of VirtualCenter Management Server): enables
companies to get started with server consolidation in a step-by-step tutorial
fashion
17
What is ESX Server 3i?
Next generation, thin hypervisor integrated in server systems
Thin architecture:
Unparalleled security and reliability
Compact 32MB footprint
Only OS-independent design focused on virtualization
Integrated in server systems:
Easiest way to deploy and manage virtualization
Hardware is certified and ready-to-run
Intuitive start up experience that dramatically reduces
deployment time
Optimized for central management
18
Upsell Opportunity with ESX Server 3i
Up sell to the Automated, On Demand Data Center
Up sell to Departmental Consolidation
Up sell to Central Management
VI Enterprise
VI Standard
VI Foundation
Broad Market seeded with readily available and easy-to-use hypervisor
19
ESX Server 3i
VI Editions After VI 3.5/3i Launch
VI Enterprise
VI Standard
VI VI
Foundation
Starter
ESX Server 3i
20
New VI Editions
Resource Management
Power Management
DRS
DPM
Live VM Migration
Live VM Disk File Migration
VMotion™
Storage VMotion
Availability
High Availability
High Availability
Consolidated Backup
Consolidated Backup
Consolidated Backup
Update Manager
Update Manager
Update Manager
VC Agent
VC Agent
VC Agent
VMFS
Virtual SMP™
VMFS
Virtual SMP™
VMFS
Virtual SMP™
VMFS
Virtual SMP™
ESX Server 3i
ESX Server 3i OR
ESX Server
ESX Server 3i OR
ESX Server
ESX Server 3i OR
ESX Server
ESX Server 3i
VI Foundation
VI Standard
VI Enterprise
Backup
Patch Management
Central Mgmt
Storage Virt.
Enterprise VMs
Next Generation
Hypervisor
21
VI 3.0 to VI 3.5 Entitlements
VI3 customers
will receive new
3.5 functionality
at no extra
charge as part
of their valid
subscription
agreements, as
outlined here
VI3.0
VI3.5
Changes
VI3 Starter
VI Foundation
Add ESX Server (Remove CPU Limits,
Remove Memory Limits, remove storage
connectivity limits)
Add ESX Server 3i
Add VSMP
Add VCB
Add Update Manager
VI3 Standard
VI Standard
Add ESX Server 3i
Add VCB
Add Update Manager
Add HA
VI3 Enterprise
VI3 Enterprise
Add ESX Server 3i
Add Update Manager
Add Storage VMotion
22
VMotion
VMotion + Storage
VMotion
Add Storage VMotion
DRS
DRS+DPM
None (DRS and DPM will be a single license)
HA
HA
None
VCB
VCB
None
VC for Server
VC Foundation
None – must notify customers of change in
entitlement + ability to manage 3 VI suites
VI 3.5 Upgrade Components
From
23
To
Products Included
•
HA
VI Enterprise
•
•
•
HA
VMotion +Storage VMotion
DRS + DPM
VI Enterprise
•
•
VMotion +Storage VMotion
DRS + DPM
VI Foundation
VI Standard
VI Foundation
VI Standard
New VI Bundles
VI Foundation
Acceleration Kit
VI Standard HA
Acceleration Kit
VI Midsize
Acceleration Kit
VI Enterprise
Acceleration Kit
(existing bundle)
Components
 VI Foundation for
6 processors
 VI Standard for 4
processors
 VI Enterprise for 6
processors
VI Enterprise for 8
processors
 VirtualCenter
Foundation
 VirtualCenter
Foundation
 VirtualCenter
Foundation
VirtualCenter
 30 PSO credits
Support
Mandatory for first year for all bundles
Purchased separately
Rationale
24
Gold:
$629
Platinum:
$749
Managed VI for
smaller
environment
Gold:
Platinum:
$1,259
$1,499
HA solution for SMB
and ROBO markets
Gold:
Platinum:
$2,414
$2,874
VI Enterprise for
smaller
environment
Gold:
Platinum:
$4,879
$5,809
Existing SKU – SnS
now sold separately
Summary
ESX Server 3i is a single node entry point and is separate from VI
suites
ESX Server 3i will seed market and create upsell opportunity
Updated VI suites follow a similar pricing and packaging model
VirtualCenter Foundation allows lower entry point for SMBs and
provides an entry point for enterprises
New VI suites and bundles are designed as attractive entry points for
companies of all sizes including SMBs
VI Enterprise adds significant new functionality and remains the gold
standard for virtual infrastructure
25