1. © 2010 VMware Inc. All rights reserved Confidential Successfully Selling – Part 2

2. 2 Confidential Agenda  Successfully Selling Overview  The Traditional Datacenter: A Review of Ancient History  vSOM: Managing vSphere with Operations Management  Horizon: A Futurist Guide to End User Computing  Hybrid Cloud: The Partner’s New Best Friend  Q & A

3. 3 Confidential Successfully Selling Overview  We talked about: The SMB Market Identifying Opportunities Customer Presentation SMB Pricing and Packaging Handling Objections  Register for Successfully Selling

4. 4 Confidential Ancient History: The Evolution of the Datacenter  The Traditional Datacenter - Caveman Separate physical machines High Capital Expense Costly upkeep High Operating Expense Manage each machine independently OS tied to hardware

5. 5 Confidential The Story of Virtualization  Basic Virtualization – Great White Ape Move existing physical machines into virtual environment Dramatically reduce Capital Expense (-%60 CapEx) Reduce amount of hands on for maintenance management (-%32 OpEx) Greater insight into your workload performance (but not that good) Expand, Backup and DR, move VM workloads dynamically, live maintenance 1 :1 Many :1

6. 6 Confidential The Future of IT: VMware’s Vision  Software Defined Datacenter: Virtualize Everything – Networking and Security, Storage, and Compute Automate Everything – Self-service, self-manage and auto-deploy  End User Computing: Virtual and Physical Desktop Management Secure Data and Application delivery via HTML 5 Browser In short: Tools you need, when and where you need them  Hybrid Cloud: Flexibility to move workloads from the cloud and back Leveraging partnerships by enabling them to provide cloud services to customers.

7. 7 Confidential vCenter Operations Management Immediate Problems Future Problems Opportunities to Optimize  Proactively manage performance and improve availability for vSphere environments  Understand performance trends across VMs, clusters, and farms  Optimize capacity by reclaiming and rightsizing VMs  Reduce false alerts through patented analytics Optimizes Infrastructure Performance; Lowers Cost

8. 8 Confidential Health -  Health is the overall view of the monitored environment Monitoring the current health and immediate problems in the environment  Workloads Datacenter-wide Heatmap shows the overall health of the environment.  Anomalies Uncharacteristic Activity in the environment.  Faults Immediate problems with hardware availability, configuration and failures

9. 9 Confidential Risk -  Risk shows the analysis showing potential issues in the future An overall score of time to failure, stresses and capacity analysis  Time Remaining Time remaining before resources are consumed and unavailable  Capacity Remaining An analysis of capacity and shows how many more VMs can be allowed before failure  Stress Showing patterns of long-term or chronic strain of VM resources Resolve issues before they become obvious

10. 10 Confidential Efficiency -  Efficiency analyzes the datacenter for reclaimable waste and density This analysis gives insight into your potential to optimize  Reclaimable Waste A review of all used resources and determines which VMs can be removed and right-sized to better utilize existing capacity  Density Compares current consolidation ratios to the ideal consolidation ratios Determines your potential capacity for future growth

11. 11 Confidential Operations Management Pricing & Licensing Price (per CPU, license only) Entitlements (VM / Core / vRAM) Unlimited vCPU / VM 8-way32-way64-way Features Health Monitoring and Performance Analytics Data Protection and vSphere Replication vMotion Storage vMotion Storage APIs for Array Integration, Multipathing Distributed Resource Scheduler and Distributed Power Management Distributed Switch Host Profiles and Auto Deploy Storage DRS and Profile-Driven Storage vShield Endpoint High Availability and Fault Tolerance (1 vCPU) Capacity Management and Optimization Operations Dashboard and Root Cause Analysis I/O Controls (Network and Storage) and SR-IOV vSphere Standard vSphere Standard vCenter Operations Management Suite Standard vSphere Enterprise vSphere Enterprise vCenter Operations Management Suite Standard vSphere Enterprise+ vSphere Enterprise+ vCenter Operations Management Suite Standard $1,745$3,625$4,245 vSphere with Operations Management Standard EnterpriseEnterprise+

12. 12 Confidential Partner Incentives for vSphere with Operations Management (vSOM) and vSphere Data Protection (vDP) Partners have more ways to earn accelerated margins on vSOM and vDP New (1) vSphere Data Protection starting on May 1, 2013 Terms & Conditions apply, rewards per competency cannot be combined, see Partner Central for complete details New Customer Bonus vSOM and vDP Accelerator (1) NEW Solution Rewards Enhancements April 1 – Sept 30, 2013

13. 13 Confidential A New Horizon: A Futurist’s Guide to End User Computing  A Brave New World With the advent of the Tablet, the Smartphone and the ultrabooks, the End User can no longer support the traditional IT management model.  When was the last time you: Shared files from your personal computer via 3 rd party Cloud Storage? Edited documents through an web browser based application? Streamed music from an online music repository? Accessed or shared your desktop via an Internet connection? Perused email from your mobile phone?  Most importantly, when did you do your entire job from a mobile device that, 6 years ago, didn’t exist?

14. 14 Confidential The Changing Face of Computing It’s clear that the way you work has changed? Shouldn’t business tools also change to accommodate? Along these lines, here are some definitions to be familiar with: End User Computing: Or “EUC”, gives users the fully managed tools that they need to get their jobs done, anytime and anywhere. Desktop Solutions: A combination of fully managed physical, virtual and web-based computing solutions that can act in place of traditional desktop hardware.

15. 15 Confidential End-user Computing Complete: The Horizon Suite is an end to end toolset that answers these current questions around End-user Computing. Integrated: We’ve combined all of our End-user Computing solutions under the Horizon family name. Together, or purchased separately, each product in the family fulfills a need that the current and future workforce demands. High-value: The total toolset constitutes a comprehensive local and remote user experience with a surprising ease of licensing … all for a reasonable cost.

16. 16 Confidential VMware View Composer VMware ThinApp VMware View Clients VMware View Manager Horizon Product Family Overview  Layered Windows image management  Centralize management, backup and recovery  Native physical computer performance  Single workspace for users to securely access corporate assets on any device  Centralized, policy-based management and for IT  Virtualize desktops and applications into the datacenter  Simplify management and reduce TCO  Secure, roaming access to virtual desktops Horizon View Manage & Execute Centrally Horizon Mirage Manage Centrally, Execute Locally Horizon Workspace Manage Data & Application Access

17. 17 Confidential Horizon View: Manage & Execute Centrally Manage centralized virtual desktops Users remotely access from various devices Security & Compliance Anywhere Access Business Agility Mobile & BYOD Access OPEX Savings Highly efficient remote protocol

18. 18 Confidential Manage a single image Business as usual for users Horizon Mirage: Manage Centrally, Execute Locally Highly efficient de-duplication & synchronization (even over WAN) Native Performance Endpoint Backup & DR PC Refresh $ Savings Break/Fix $ Savings Centralized Image Mgmt.

19. 19 Confidential Centrally managed Windows images deployed locally on devices Datacenter hosted virtual desktops Horizon View Horizon Mirage Security Remote & Roaming Access Offline Flexibility Native Performance Synchronization Horizon View & Mirage For Windows Desktops & Applications Thin/zero clientsTabletsPCsLaptopsMacs

20. 20 Confidential Horizon Workspace: Manage Data & Application Access Manage policies for apps, data & more Users access workloads across devices Secure Syncing, Sharing & Remote Access Security & Compliance Anywhere Access Multi-Device Access BYOD Mobile Mgmt. Collaboration

21. 21 Confidential EOA Products Upgrade Paths Summary View Enterprise ThinApp Horizon Mobile Horizon Application Manager Horizon View Horizon Workspace Windows Migration Horizon Mirage Horizon Suite Paid Upgrade Free Upgrade Paid Upgrade Free Upgrade