1. 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

2. VMware Sales Byte Overview
Customer Challenge
Partner Opportunity
VMware Solution Overview
Customer Profile
Next Steps

3. Top Of Mind For Customers - Opportunities For Partners
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
BYOD
85% SMBs surveyed stating employees use personal devices for work.
Disaster Recovery
43% never re-open after disasters and 29% close within 2 years
Resources
IT departments focus 70% of resources on maintenance leaving little for innovation
Infrastructure
Virtualization IT projects create the opportunity for Server, Storage and network infrastructure.
Services
Partner opportunity to position services like consulting, installation, configuration, management, etc….

4. 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

5. Business Continuity Threats and Impact
Source of an Outage
Impact Of An Outage
Natural Disaster
Man Made
Externally Facing Service
Loss of customers to competitors
Loss of revenue
Impact to reputation
Attack
Internally Facing Services
Decrease in employee productivity
Slip in project schedules
Increase in project costs
Decrease in output quality IT
Service Demand

6. 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?
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
% critical or high priority
Source: Forrsights Budgets And Priorities Tracker Survey, Q2 2012

7. 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
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)

8. 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
Improve hardware utilization and reduce footprint
Reduced hardware requirements at recovery site
Use recovery hardware to run low-priority apps
Consolidation
vSphere
I want to review 3 key features of virtualization that lead to better disaster recovery.
Encapsulation. Because virtualization captures everything about a server into just a few files on disk, the real benefit here is mobility. The ability to move your VMs wherever you want. You can back them up in the same way you currently protect your other files. You can also replicate them to your disaster recovery site, so that they will be available when you need to recover from an outage.
Consolidation. Server consolidation means doing more with less. You’re reducing your physical footprint, which also means you can streamline your disaster recovery plans and standardize your recovery process.
Hardware Independence. This means being able to recover onto any x86 hardware. So, you have the flexibility to buy different servers for your recovery site, or even fewer servers. Continuing to virtualize your production site will free up additional machines that can then be moved over to your recovery site.
Flexible Infrastructure
Leverage a pool of servers to avoid failures
Eliminate need for identical hardware across sites
Enable waterfalling of equipment to recovery site
Hardware Independence
vSphere

9. VMware Managed Virtualization
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
Capabilities
Before Virtualization
After Virtualization
Reduce CapEx, improve resource utilization, reduce IT management complexity
Simplify backup and recovery infrastructure and processes
Improve SLAs for virtualized applications
Enable maintenance with zero downtime
Simplify disaster recovery
Benefits
VMware Solution Options
vSphere with Operations Management Enterprise Plus
vSphere with Operations Management Standard
vSphere Essentials Plus

10. Operations Management
Immediate Problems
Future Problems
Opportunities to Optimize
Integrated management capabilities
Identify immediate problems across the virtualized environment
Resource utilization recommendations
Insight into future capacity requirements
Capabilities
Increase IT efficiency and reduce OpEx
Improve resource utilization and reduce CapEx
Minimize downtime for critical applications
Proactively plan for future capacity
Benefits
Operations
Immediate problems
What is happening right now?
What do I need to pay attention to?
Short And Long Term Capacity
Forward Looking
Are there areas that I should be concerned about from a capacity perspective?
Have I deployed my VI in the most efficient manner?

11. vSphere Data Protection
Simplify backup and recovery with integrated data protection
Capabilities
VMware vSphere
Data deduplicated
And stored on VDP appliance
VDP
Integrated backup and recovery
Included in vSphere Essentials+ and above
Based on EMC Avamar technology
Benefits
Highly efficient global deduplication across all VMs
Simple setup and management through vCenter
Speedy recovery of VMs
vSphere Data Protection (VDP), an entirely new backup and recovery solution included with vSphere 5.1. It replaces vSphere Data Recovery and included with all editions of vSphere Essentials+ and above.
First, VDP is very space efficient. The usage of a variable-length deduplication algorithm ensures minimum amount of disk space is used and reduces ongoing backup storage growth.
Data is deduplicated across all Virtual Machines (VMs) associated with the VDP virtual appliance. A change at a beginning of a file will be processed to find that change – not considered as an entire file change. This type of algorithm has the highest rates of deduplication with an average of 99% seen in file systems and 96% in databases.
Second, VDP reduces the load on hosts and required network bandwidth. Through tight Storage APIs for Data Protection (VADP) integration, VDP leverages Changed Block Tracking, sending only daily unique changes over the network in order to minimize traffic. The process is transparent and automated, enabling up to eight VMs to be backed up concurrently. Since VDP resides in a dedicated virtual appliance, backup processes are offloaded from production VMs.
VDP is very easy to use and tightly integrated with vCenter, allowing users to quickly set up backup policies. And everything can be managed directly from the vSphere Web Client. Setting backup schedules is simple and efficient, since administrators can define different policies based on specified retentions and schedules. Policies are applied to groups of virtual machines, based on business needs and data types.
Finally, VDP is based on EMC Avamar and provides numerous capabilities and performance optimizations for VMware Virtual Machine backup and recovery. The underlying technology found in VDP has been successfully deployed at over 6000 customers, so you can rest assure your data is reliably protected.
This initial version of VDP is ideally suited to protect smaller environments with up to 2TB of deduplicated storage or 100VMs. Larger environments can be protected by scaling out multiple VDP virtual appliances.
VMware Solution Options
vSphere Data Protection
vSphere Data Protection Advanced

12. 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
Increase solution confidence and predictability
Cost effective DR site infrastructure
Flexible deployment options
VMware Solution Options
vCenter Site Recovery Manager
DR To The Cloud (vCloud Service Provider)

13. vSphere BCDR Capabilities
Integrated Backup and Recovery
vSphere Data Protection – Integrated, simple, cost effective backup and recovery for virtual machines.
Management and Monitoring
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
vShield Zones - simplify security management
vShield Endpoint - centralized anti-virus and anti- malware for virtualized environments
Simplified/Cost Effective Shared Storage
vSphere Storage Appliance (VSA) - use locally attached disks to enable shared storage
Protection from Site Level Failures
vSphere Replication - replication of VMs across LAN or WAN
vCenter Site Recovery Manager – simplify and automate disaster recovery.
Zero Downtime Maintenance
vSphere vMotion - move running VMs between hosts
vSphere Storage vMotion - move live VM disk files between storage arrays

14. VMware Leads The Market
Industry analysts estimate that over 80% of all virtual machines in the world already run on VMware.
80%
VMware offers lower capital and operational costs than Microsoft due to VMware’s higher scalability and greater levels of administrative automation.
20%
91%
Scalability
OpEx
VMware delivers and enables solutions that provide extensive application insight, to enable IT to deliver on business-level SLAs.
VMware VMotion performs 5 times faster than today’s Microsoft Live Migration. 5X
VMware HA (High Availability) works even when half or more hosts in a cluster go down; Microsoft "HA" doesn’t. HA

15. 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?

16. Title to edit Master title style
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.
Title to edit Master title style
ANXIETY QUESTION
What is the impact on your company objectives or employee productivity when you can’t quickly restore your critical applications and services in the event of an outage?
For more information, visit
© ValueSelling Associates, LLC
P R O B L E M
S O L U T I O N
Click to edit Master text styles
First level
Second level
Third level
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…
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 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 ....
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
Probe
Confirm
OPEN
Probe
Confirm
V A L U E
P O W E R
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…
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?
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
Probe
Confirm
OPEN
Probe
Confirm
Copyright © 2002 by ValueVision Associates, LLC

17. vSphere Options Features 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
Entitlements (VM / Core / vRAM)
Unlimited
vCPU / VM
8-way
32-way
64-way
Features
vSphere
Essentials Plus
Standard
Enterprise
Enterprise Plus
vCenter Operations Management Suite
Foundation
Health Monitoring and Performance Analytics ●
Capacity Management and Optimization
Operations Dashboard and Root Cause Analysis
vMotion
Storage vMotion
High Availability and Fault Tolerance (1 vCPU)
HA only
Data Protection and vSphere Replication
vShield Endpoint
Distributed Resource Scheduler and Distributed Power Management
Storage APIs for Array Integration, Multipathing
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
Note: This is a partial listing of available features. Please see vmware.com for the complete list.

18. vSphere Data Protection Options
VDP
VDP Advanced
Scalability Limits
Max Deduplicated Storage per appliance
2TB
8TB
Max protected VMs per CPU
Unlimited
Features
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
Dynamic storage provisioning
Exchange and SQL Server agents
vSphere Data Protection (VDP) is an entirely new backup and recovery solution included with vSphere 5.1. It replaces vSphere Data Recovery (VDR) and it’s included with all editions of vSphere Essentials+ and above.
VDP is very storage space efficient. The usage of variable-length deduplication algorithms ensures minimum amount of disk space is used and reduces ongoing backup storage growth.
Data is deduplicated across all Virtual Machines (VMs) associated with the VDP virtual appliance. A change at a beginning of a file will be processed to find that change – not considered as an entire file change. This type of algorithm has the highest rates of deduplication with an average of 99% seen in file systems and 96% in databases.
Second, VDP reduces the load on hosts and required network bandwidth. Integrated to the vStorage APIs for Data Protection (VADP), VDP leverages Changed Block Tracking (CBT), sending only daily unique changes over the network in order to minimize traffic. The process is transparent and automated, enabling up to eight VMs to be backed up concurrently. Since VDP resides in a dedicated virtual appliance, backup processes are offloaded from production VMs.
VDP is very easy to use and tightly integrated with vCenter, allowing users to quickly set up backup policies. And everything can be managed directly from the vSphere Web Client. Setting backup schedules is simple and efficient, since administrators can define different policies based on specified retentions and schedules. Policies are applied to groups of virtual machines, based on business needs and data types.
Finally, VDP is based on EMC Avamar and provides numerous capabilities and performance optimizations for VMware Virtual Machine backup and recovery. The underlying technology found in VDP has been successfully deployed at over 6000 customers, so you can rest assure your data is reliably protected.
This initial version of VDP is ideally suited to protect smaller environments with up to 2TB of deduplicated storage or 100VMs. Larger environments can be protected by scaling out multiple VDP virtual appliances.

19. Next Steps Prepare for the customer conversation
Print out the BCDR ValuePrompter (Slide 16)
Get the Sales Toolkit -
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:
Keep up with the latest from the VMware SMB Team
VMware SMB Blog -
VMware SMB on Twitter