Winning the SMB Market with Zimbra

Email and Collaboration

TUSHAR DESHPANDE

Agenda
Overview: VMware Zimbra Email & Collaboration Suite
Zimbra key features

Q&A

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VMware Zimbra Momentum

90M+ paid mailboxes

2000+ new customers in 2011-12
Over 250,000 organizations using Zimbra as SaaS, 110 Countries
Currently #3 in total paid mailboxes behind only Microsoft and IBM
One of the only 4 solutions in the world to have a Positive Rating in the
Gartners Report for email messaging.

40%+ mailbox growth in commercial and government

Product integrations ongoing: Project Horizon, VMware HA, SRM, DRS

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VMware Zimbra Product Overview

iPhone

Zimbra Web Client

Zimbra
Server

Zimbra Desktop

BES
Tablets

SOAP

MS Outlook

Apple Desktop

Android

Windows

ActiveSync, Mobile Browser

Standards Clients

Active
Directory

MAPI

BlackBerry

POP, IMAP, CardDAV, CalDAV

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Exchange
Server

LDAP, WebDAV

VMware Zimbra: Best-in-Class Email and Collaboration App

Zimbra web experience leaps past traditional email clients
Lightning-fast search
Same user experience on IE/Chrome/Firefox/Safari
Full mobile & desktop support

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Zimbra Briefcase, Collaboration and Sharing

Integrated file management and location-independent storage

Easily share files and jointly manage with peers
Check in/out all file types with version control

More efficient, intuitive day-to-day collaboration

Share and delegate access to Inboxes, Contacts, Schedules, Folders
Publish publicly or to internal groups
Email workflow integration

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Extensible Framework and Workflows

Zimlets enable 3rd party web services and new applications to be

integrated directly in Zimbra

Customers and partners may develop their own or use existing

from the open source community

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Customized Experiences

Change available features and quotas per user or group

with class-of-service

Completely re-brand and re-theme the experience

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Simple, Powerful Administration of IT as a Service

Proven open technologies, web-scalable

architecture streamlines administration
On-demand user provisioning and policy management
Delegated role-based administration
Class-of-service and multi-tenancy
Quota and storage policy management (HSM)
Dumpster
Automated service monitoring, failover and data backup

Critical infrastructure integration

LDAP, Active Directory
Archiving and Discovery
Anti-spam/virus

On average, 33% less time is

spent administering
Zimbra than MS Exchange*

* Source: University of Pennsylvania case study Nov 09

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Flexible Storage Options

Disks
Disks

Fiber
channel
Fiber
channel
SATA
SATA
SAS
SAS
SSD
SSD

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Connectivity
Connectivity

iSCSI
NFS
iSCSI
Fiber
NFS
Channel
Fiber
Channel
Direct
Direct

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Types
Types

SAN
NAS
SAN
DAS
NAS
SOS*
DAS
VSA**
SOS*
VSA**

Flexible Storage Options

Leverage existing relationships and expertise with storage vendors
Exchange pushes customers to Direct Attached Storage
Build competencies in new storage options and best of breed
solutions

Scale out Storage, Virtual Storage Appliances

No limitations on storage technology

No limitations on snapshot, replication, HA technology
No limitations on de-duplication or auto-tiering technology
Only recommendations for configuration and performance

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* Source: University of Pennsylvania case study Nov 09

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Zimbra Application Scalability

Written in Java for high transactional throughput
Multiplex within single process, avoid process swapping and IPC
Low CPU utilization at scale

Efficient storage architecture to support Large (>30GB) mailboxes

Zimbra Collaboration Server

Message and File Store API

Database
Reliability

3Rd Party
Storage
System

Zimbra
Journaling

Zimbra Primary

Zimbra Secondary

HSM

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Search

Meta Data

Index

DB

Extending Security for Zimbra

Anti-spam & anti-virus
SpamAssassin
Clam AV

Security Partners in VMware Ready Program

http://www.vmware.com/partners/programs/vmware-ready/mail-security-partnerships.html

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Confidential

Fine to Coarse Grain Backup with vSphere

Item Level
End user, Self service recovery
Admin enabled/disabled

Mailbox Level
D2D based built into Zimbra

No 3rd party agents or software required

No limitations on storage technology

Use
3rd partyreplication,
to vault to
media
No limitations on
snapshot,
HAexternal
technology
No limitations on de-duplication or auto-tiering technology
Only recommendations for configuration and performance

VM Level
Snapshot backups using VMware Data Recovery

3rd party HW/SW solutions using vStorage APIs

Crash consistency built into Zimbra
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Integrated High Availability with vSphere

VMware HA, Application Monitoring API
Monitors Critical Zimbra Services
Sends heartbeat every 15 seconds

Protects all mail components

MBS, MTA, LDAP, Proxy, Archive,

+3rd

Party

Critical Zimbra Services

Resource Pool

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VMware ESXi

VMware ESXi

VMware ESXi

Operating Server

Failed Server

Operating Server

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Integrated Business Continuity with vSphere & SRM

Site A (Primary)

Z
MBS

Z
LDA
P

Z
MTA

Z
Proxy

Choose your RPO

15 minutes SRM with Host Based Replication
< 15 minutes SRM with 3rd party HW/SW replication

VMware vSphere

Protects all mail components

MBS, MTA, LDAP, Proxy, Archive, +3rd Party

Test failover without production interruption

Servers
Site B (Recovery)

Site Recovery
Manager

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Zimbra & Cisco Clients Together Offer Strong Competitive Solution

Voice Mail in ZWC

WebEx Meeting
Presence

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Leverage Each Clients Strengths

Integrate for Strong, Competitive
Solution

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Call Management
IM
Video
Calendar Integration
Email Integration

VMware Zimbra v8: Unified Communications

Unified Communications via Zimbra web client:

Click-to-call
Visual Voicemail
Presence/IM integration
WebEx integration
Call records

Available out-of-the-box with Cisco & Mitel, and APIs for other UC providers

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Zimbra 8: Virtual Appliance

Multi-Node Appliance
Feature parity with ZCS including scaling, multi-tenancy & CLI access
Rolling Upgrades
Minimal service disruption to perform upgrades.
Less than 60 seconds downtime per mailbox in a mailbox move

One-click to enable
VMware HA Clustering

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Zimbra Virtual Appliance: Best-of-Class Out-of-the-Box Email

Simple Deployment: OVF to deploy and scale in minutes

Simple Provisioning: web setup with no OS or application installation
Simple Administration: web management with no OS admin;
AD integration for account provisioning & auth

Simple Ops: vSphere for HA/BU/DR, VMDK storage management

Lifecycle Management: automated maintenance and upgrades

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Zimbras Strong TCO vs. MS Exchange & Google

Osterman Research studied TCO of business email solutions
(webinar: http://files.zimbra.com/website/webinars/zimbra_osterman_tco.mp4)

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Key Partner Information.

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Zimbra Case Studies

SMB Case Studies

DNA Media, Mumbai

Hinduja Hospitals, Mumbai

AP Mahesh Bank, Hyderabad
Many more at
http://www.vmware.com/a/customers/pr
oduct/20/VMware+Zimbra

Competitive Info

Zimbra vs. MS Exchange / Office

365 & Google Apps -- on-demand
webinars & comparison docs

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Confidential

Why Sell Zimbra ?

New Opportunities
Grow your share off wallet at existing customers
Uncover new server and virtualization opportunities
Introduce a leading-edge product to your customers that
your competitors arent selling

Services Revenue
$15 drag (services + complementary products) for every $1 in Zimbra licensing sold
Customers spend less $$ on software licensing, more on your services

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Confidential

Zimbra Sales Process

1. Target the right customers

MS Exchange 2007 or older, Lotus Domino 7 or older

Novell GroupWise, Sun, Oracle, Sendmail or other open source

2. Introduce the product, watch the online demo

with your prospect

3. Discuss availability and vSphere

4. Register opportunity
5. Engage your Zimbra sales specialist:

send email to tdeshpande@vmware.com

include customer name, HQ location (state), # of mailboxes, ORTN #

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Zimbra: Qualifying Questions

Key Zimbra segments include
SMB, SME, government, and
service providers.

Questions
What email using today?

Normal distribution across

geographies, and especially
strong in emerging markets.

How much Microsoft in your infrastructure?

Four+ favorable responses to

these questions indicate a
strong prospect.

How many users need smartphone / blackberry access?

Do you have many Mac users?

Are you users of VMware vSphere virtualization?

Are you doing BYOD?
Is cost a key concern?

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Zimbra - VMware Channel Alignment

Zimbra products = VMware products

available through VMware distribution worldwide

Partner Margins
same margins as core VMware products (e.g. vSphere)

Advantage +
Zimbra products eligible for Advantage + (deal registration), same rules apply

IUL & NFR

Zimbra Internal Use License (IUL) available at 50% discount (Partner Central)
Zimbra Not for Resale (NFR) license for lab/demo purposes, email partner-help@zimbra.com

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Confidential

For further information / demo / pricing:

Tushar Deshpande
tdeshpande@vmware.com
+91 9663304327
Or
For Any Technical Queries:
Piyush Mathur
mathurp@vmware.com
+91-9899695779

Thank you.