Simplifying the management of virtualised and cloud infrastructures Why customer should use the technology and the challenges the new solution suites will address. Verite Warriss, EMEA Enterprise Management Business Manager, VMware

1. Simplifying the management of virtualised
cloud infrastructure
Name: Verité R Warriss – Partner Business Manager
© 2011 VMware Inc. All rights reserved

2. VMware Cloud Infrastructure & Ops Mgmt
Your Goals and Challenges:
“Zero touch”
Mgmt Tools & Complexity
Operating Costs & Efficiency

 Automated
Infrastructure Private Cloud – How?  Operations
Resource Efficiency More Apps Higher Proactive Perf. Mgmt
DRS, DPM & Thin Prov. & Services QoS  False alerts, incidents
 Pwr, Cooling, Storage End User/LOB  Visibility + Control
Built-in Availability Cap Analytics/Planning
“Your Cloud” Right-size + Reclaim
HA, FT & SRM vApp
 Downtime
vApp vApp 5:1  30:1 VMs/ESX
1 2 Custom
 Costs
Virtual
Self-Provisioning Change & Config Mgmt
Std. + Policies  Automated Patch + Change
Physical
Workflows Compliance 
Cost Metrics
 #VMs/admin More VMs
& Change
VI/Infra Ops Team Time &
 Efficiency SLA?
Team QOS
& Scale
Budget:  Innovation
75% maint. More Value!
2

3. VMware Infrastructure & Ops Mgmt
Your Goals and Challenges:
“Zero touch”
Mgmt Tools & Complexity
Operating Costs & Efficiency

 Automated
Infrastructure Private Cloud – How?  Operations
Resource Efficiency More Apps Higher Proactive Perf. Mgmt
DRS, DPM & Thin Prov. & Services QoS  False alerts, incidents
 Pwr, Cooling, Storage End User/LOB  Visibility + Control
vSphere
Site Recovery Mgr Cap Analytics/Planning
Built-in Availability “Your Cloud”
HA, FT & SRM vCenter
Right-size + Reclaim
vApp vApp vApp 5:1  30:1 VMs/ESX
 Downtime 1 2 Custom Operations
 Costs
Management Suite
Virtual
Self-Provisioning Change & Config Mgmt
vCloudPolicies 
Std. + Director
Physical Automated Patch + Change
Workflows
vCenter Chargeback Compliance 
vServiceMetrics CP
Cost Manager
 #VMs/admin More VMs
& Change
VI/Infra Ops Team Time &
 Efficiency SLA?
Team QOS
& Scale
Budget:  Innovation
75% maint. More Value!
3

4. vCenter Operations Management Suite Packaging – NEW
Automated Operations Management
Small and Mid-size Business Enterprise
Smaller Larger Virtual and cloud Virtual, cloud and
vSphere vSphere infrastructure heterogeneous
environments environments environments
Standard Advanced Enterprise Enterprise Plus
Edition Edition Edition Edition
Maximize the Ensure best Ensure service Everything you
performance, performance, levels, enforce need to ensure
workload and highest resource configuration optimal
health of vSphere. efficiency and plan compliance and performance,
for future capacity optimize for efficiency and
needs. efficiency and cost. compliance in the
infrastructure and
inside the guest.
4

5. vCenter Operations Management Suite Packaging – NEW
Automated Operations Management
Small and Mid-size Enterprise
Standard Advanced Enterprise Enterprise
Edition Edition Edition Plus Edition
vCenter Operations Manager 1
vCenter Configuration Manager 2
vCenter Infrastructure Navigator
vCenter Chargeback Manager
Extensible to Adapters for 3rd
3rd party party tools
data sources. included.
1… Performance only
2… Compliance for vSphere hosts
5

6. Entitlement Path for Existing Customers
Customers who …will receive
have this… this…
Key New Functionality
vCenter Operations Standard VC Ops Mgmt Suite
Alerting
Standard Edition (vApp)
vCenter CapacityIQ VC Ops Mgmt Suite Alerting, performance
Advanced Edition (vApp) management
vCenter Operations Advanced
(Bundle)
VC Ops Mgmt Suite Alerting, App dependency
vCenter Operations Enterprise Enterprise Edition (vApp) mapping, Chargeback
Standalone for VM
vCenter Operations Enterprise VC Ops Mgmt Suite App dependency mapping,
(Bundle) Ent Plus Edition (vApp) Chargeback
vCenter Operations Fully integrated capacity
Manager 5.0 (vApp) management
vCenter Operations Enterprise
Standalone
vCenter Operations
------------
Manager 5.0 (Installer FF)
Pricing and Packaging changes effective Q1 2012. Entitlements will be fulfilled at the time of GA in Q1 2012.
Data and/or Dashboards saved during upgrade
Data and/or Dashboards NOT saved during upgrade
6

7. Thank you
7

8. VMware Management Partners
Sales Tools, Resources and Incentives
Verité R Warriss – Partner Business Manager
© 2011 VMware Inc. All rights reserved

9. VMware Management – The Partner Opportunity
 Grow New Revenue Streams
 Drive Incremental vSphere Sales
 Increase Virtualization Adoption
 Access Cloud Initiatives and Customer Budget
 Gain Long-Term, Strategic Account Control
 Upsell to Current Install Base
 Expand Conversations & Target Beyond VM Admins
9

10. “Virtual Partner Platform”
Enablement Portal Featuring VMware Management Solutions
• Video presentations from product experts, access to resource & demos
Create an account: http://tinyurl.com/go-vmware-management
10

11. Start the VMware Management Conversation
3 Easy steps to Develop an Upsell & Cross-Sell Business
DEMAND LAND EXPAND
Create Technology Upsell &
Customer Trial Cross-Sell
Interest Program New Solutions
GRID Demand Free Trial Licenses Demo Series for
Gen Campaign for plus seeding customers
11

12. Call to Action – Land and Expand Strategy
 Start Conversations with IT Ops, App Ops & LOB
 Leverage VMware promotions and incentives
• Chargeback 2.0 Customer Seeding Promo
• vCenter Operations Customer Seeding Promo
• VMware Sales Rewards Points for selling vCenter Operations
 View the full-length recorded Whiteboard exercise
• http://tinyurl.com/AutomatedOperationsWhiteboard
 Leverage free vCenter Operations 60-day customer trial license
• http://www.vmware.com/go/try-vcenter-ops
 Technical tools & demos
• https://na6.salesforce.com/apex/page?name=products.vcenter.operations
 Marketing & demand creation tools
• https://na6.salesforce.com/apex/page?name=marketing.virtualizationmanagem
entcampaign
12

13. Campaign Assets on Partner Central
Campaign assets featuring VMware’s “Management Masters”
DEMAND
Visit the Management Campaign Page on Partner Central:
https://na6.salesforce.com/apex/page?name=marketing.virtualizationmanagementcampaign
13

14. VMware GRID Partner Ready Campaigns for Lead Generation
Email demand generation campaigns
http://vmwaregrid.com/
Co-branded microsite
DEMAND Co-branded email series
VMware supplied content offers
14

15. QuickStart Technical Training Series
 3-part technical training series featuring vCenter Operations Suite
• Detailed sessions vCOPs Standard and Advanced (with CapacityIQ) & vCenter
Configuration Manager (VCM)
LAND
Partners may register: http://tinyurl.com/VCOPsQuickStart
View white board exercise: http://tinyurl.com/AutomatedOperationsWhiteboard
15

16. Install VMware Management in your Customer Demo Centers
Free vCenter Management “Not-for-Resale”
Demo License
LAND
Plus partners receive:
FREE vCenter Operations Advance
Internal Use License
for your IT Environment
VPN NFR Policy: https://na6.salesforce.com/apex/page?name=nfr
VPN IUL Policy: https://na6.salesforce.com/apex/page?name=iul
16

17. vCenter Operations Whiteboard
Prepare for your next customer conversation – learn how
to articulate the vCenter Operations Manager customer
value preposition
EXPAND
http://tinyurl.com/AutomatedOperationsWhiteboard
17

18. Customer Demonstration Series
Bi-weekly series where customers can view live product
demonstrations & learn from VMware product experts:
Register for upcoming live events:
vCenter Configuration Manager:
http://info.vmware.com/content/VCMSolutionsDemo
vCenter Operations:
http://info.vmware.com/content/vcOpsSolutionsDemo
On-demand playback of a past events:
vCenter Configuration Manager:
http://info.vmware.com/content/VcmSolutionsVideo
EXPAND vCenter Operations:
http://info.vmware.com/content/VcopsSolutionsVideo
18

19. VMware Compliance Checker for vSphere
 Use this free tool to upsell vCenter Configuration Manager
 Consider launching a Professional Service:
• Run compliance check on up to 5 ESX or ESXi servers
• Analyze compliance assessment results & make recommendations
EXPAND
http://communities.vmware.com/community/vmtn/vsphere/compliance-checker
19

20. Not-for-Resale Licenses &
Internal Use Licenses
20

21. Install VMware Management in your Customer Demo Centers
VMware Management Solutions are now available through the Not-
for-Resale (NFR) program – free Demo Licenses
Plus we’re giving you a FREE vCenter Operations Advance Internal
Use License (IUL)*
•NFR licenses are for use in customer
demo centers or for training purposes
•IUL licenses are discounted license with
SnS that can be deployed in your internal
environment
•50% off license; 10% off SnS
VPN NFR Policy & Eligibility: https://na6.salesforce.com/apex/page?name=nfr
VPN IUL Policy & Eligibility: https://na6.salesforce.com/apex/page?name=iul
*Request free vCenter Operations Internal Use License: partnernetwork@vmware.com
21

22. NFR Process – Some Enterprise Management Must be Requested
 Most Management NFR licenses are automatically sent to partners – your
company’s “License Administrator” should already have them
• Who has our license keys? Check name of your company’s “License Administrator” in
Partner Central or email partnernetwork@vmware.com.
• We don’t have a License Administrator? If no License Administrator is named, the “Primary
Contact” is the default and should have the license keys.
• I found our License Adminstrator, now what? Once you determine your company’s License
Administrator, ask them for the license keys.
• What if they don’t have them or I need more? If you need additional license keys for a
second branch office, send a request to partnernetwork@vmware.com.
 The following NFR licenses are available upon request only: vCenter
Configuration Manager (VCM) & VMware Service Manager (VSM)
• How do I order them? Send request to: partnernetwork@vmware.com
• How do I order NFRs for other Enterprise Management products? You don’t have to. They
were already sent to your company’s License Administrator.
 NFR Policy & Eligibility: https://na6.salesforce.com/apex/page?name=nfr
 IUL Policy & Eligibility: https://na6.salesforce.com/apex/page?name=iul
22

23. Thank You
23