Selling Desktop Virtualization Solutions

> Business Benefits of VMware View > View Four Step Selling Process

ViewTE_Module01
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Overview
This module provides you with the basic prospecting and sales strategies you need to sell VMware View-based desktop virtualization solutions effectively

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Module Outcomes
Objectives Explain the general business benefits provided by the View platform Utilize the 4-step sales process to increase your success with View

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The Business Benefits of VMware View

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The Cost of Desktop Management Is Staggering

For every $1 spent on hardware, companies spend $3.80 to manage.

$3 $3.80 -

$1
CAPEX OPEX
Sources: IDC Study 2009 and VMware

Increasing IT costs
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VMware View Helps Reduce Desktop-related IT Costs

OPEX Savings Reduce help desk calls Improve desktop management efficiency Simplify security and compliance Provision users & deploy desktops in minutes

VMware View reduces desktop TCO by up to 50%

Source: IDC White Paper, 2009

OPEX Savings Productivity Increased Reduce help desk calls Reducedesktop end-user downtime efficiency Improve management Automate desktop and data backup Simplify security and compliance Simplify desktop end-users Provision users & for deploy desktops in minutes

CAPEX Savings Delay hardware refreshes Reduce storage requirements Improve desktop consolidation ratios Improve backend user density

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VMware View TOTAL COST OF OWNERSHIP

For every $1 spent on hardware, companies spend $1.30 to manage.

$3 $1.30 $1

CAPEX

OPEX
Sources: IDC Study 2009 and VMware

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Windows 7 Migration Journey with View

Phase 0
Assessment Application Desktop

Phase I
Virtualize Applications

Phase II
Modernize Desktops

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Migrate To Windows 7 With VMware View at Cost and Time

Assessment

Applications

OS + Profiles

Deployment

Application compatibility and Remediation

Test and Deploy

Traditional Migration
Increased CapEx many customers will need to buy new hardware Increased OpEx - complex desktop architecture increases IT dependencies Traditional migration methods prone to errors as well as roadblocks like application compatibility

Migrate With View

Save up to 50% compared to traditional migration methods Migrate desktops up to 2x faster Minimize applications compatibility concerns Enjoy the benefits of modern next-gen desktop delivery

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Selling VMware View

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Market Opportunity
Gartner Research Outlook Desktop virtualization market to grow to $2.6 billion by 2014 60% of all PC configurations will use desktop virtualization by 2012 56% of market using VMware View today

Key Verticals
Financial Insurance Manufacturing Retail Healthcare Federal Education State and Local

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VMware View 4.5 Sales Playbook

The Sales Playbook is a new INTERACTIVE sales aid Description of the recommended sales process, with detailed action items at each stage 66 pages of resources Features 7 View Sales Plays: Windows 7 Migration, Healthcare, Education, ThinApp, Federal (Teleworking, COOP, Training Centers)

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The Sales Process: Four Steps to Success

1. Qualify 2. Engage 3. Review 4. Close

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Accelerate Your Sales Cycle Address Pain

IF: You address the customers goals, pain points, and business drivers, and conduct due diligence up front, including a desktop assessment THEN: You reduce the chances of getting stuck in an elongated sales cycle

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Link Needs to Capabilities, Lead With OPEX Bus. Case, ROI

IF: You link needs to capabilities and lead with OPEX, the business case, and ROI THEN: Customers will see how VMware View can address their pressing operational needs

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Position Yourself as a Problem Solver

IF: You share insights, expertise, and value, and position yourself as a problem solver THEN: You will become a trusted advisor and build a highly profitable long-term customer relationship

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Qualify With Caution!

Be cautious about investing too much time and consider qualifying out when you encounter:

End users who need to support 3D applications Customers who need support for VoIP or video conferencing integrated with their virtual desktop Branch locations with end users sharing low-bandwidth connections Customers with a well-managed or locked-down client environment Customers with end users outside of the firewall The company has highly sophisticated and well-managed desktop environment with no desire to move to a thin client or hosted desktop environment A high percentage of the companys workforce requires on-the-go mobility or spends large amounts of time offline If CAPEX payback is the primary factor motivating funding for all infrastructure projects

Walk away if

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Key Trigger EventsPain Prompters

Desktop HW and/or SW refreshes Extend the life of hardware and simplify migration (Win 7) Security & Compliance initiatives Simplify security and control of desktops and data Mandates to Do more with less Streamline IT operations Opening branch or offshore facilities Enable workers while keeping data/desktops central and secure Mergers and Acquisitions Standardize on desktop images & quickly provision new end-users

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View Qualification: Sponsors

Decision Maker Influencer

CEO
Line of Business

GM/VP

CIO
VP/Director Desktop VP/Director Applications

CFO
VP/Director Security

VP/Director IT Operations

System Admins

Desktop Admins

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Pinpoint Likely Pain Points

Pain drives change! Before you engage deeply, develop an understanding of the companys probable pain points and business drivers Research its mission and goals, including: Initiatives linked to one or more sales plays IT budget Operational goals Potential business drivers Before you invest more time: Do an Opportunity Assessment Worksheet Review the Qualify with Caution criteria Choose a Sales Play for the customer

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Run a Sales Play

The sales plays in the Playbook can help you approach potential customers, get to the heart of their challenges, and show them how VMware View is the ideal solution Sales plays are available for: Windows 7 Healthcare Education Application Virtualization Financial Services Federal Government

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View Sales Play: Windows 7 Migration With VMware View/ThinApp

Assessment

Applications

OS + Profiles

Deployment

Audit/Assessment

Applications Compatibility & Remediation

Hardware/Software Acquisition

OS + App + Driver Installation

Test & Deploy

Restore User/App Data & Train Users

Traditional Migration
Increased CapEx many customers will need to buy new hardware Increased OpEx - complex desktop architecture increases IT dependencies Traditional migration methods prone to errors as well as roadblocks like application compatibility

Migrate With View

Save up to 50% compared to traditional migration methods Migrate desktops up to 2x faster Minimize applications compatibility concerns Enjoy the benefits of next-gen desktop delivery

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View Sales Plays: Healthcare

Caregivers Healthcare IT

Streamline Clinician Workflow with Follow Me Desktop (Tap and Go)

Fast access to applications and data from any terminal Ability to roam their session as they move High availability Familiar look and feel Secure remote access
Simplify management Quickly roll out new applications or services EMR/EHR Maintain compliance and protect sensitive data Satisfy end users Reduce costs

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View Sales Plays: Education

Classroom and Labs
Remote Campuses

Distance Learning

Provision new desktops quickly Ensure consistent user experience across sessions Improve security with centralized control and management Reduce cost of managing the desktop environment

Manage all desktops centrally from a common datacenter Standardize desktop images for all campuses Deliver a secure, reliable user experience to remote end-users

Centralize management of desktop environment Deliver desktops to a variety of locations Ensure consistent experience across users Reduce cost of supporting a diverse student population

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View Sales Play: Application Virtualization

VMware ThinApp: Encapsulates applications; Lets multiple versions of applications run on a single desktop without conflict Provides a central point of management for applications Eases application patching and upgrades

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View Sales Plays: Financial Services

Claims Adjuster/Field Agent Point of Sale/Kiosks

Centrally manage desktops for remote workers Deliver easy to use mobile desktop and applications

Centrally manage desktops and kiosks in corporate datacenter Deliver consistent desktop experience to a range of devices and end-users Minimize IT footprint at remote branch offices

Deliver built-in desktop business continuity

Ensure security with centralized control and management Reduce costs and increase control

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Sales Plays: Federal Government

Training Centers
Work-at-a-Distance

COOP/Emergency Preparedness

Rapidly provision desktops Ensure security with centralized control and management Reduce costs and increase control Support distance learning and lab environments

Ensure high productivity by providing always-on availability Enable immediate and flexible access to desktops and applications Deliver a consistent and familiar user interface, eliminating the need to retrain remote users

Deliver continuously available desktops and applications in the event of a pandemic or catastrophic or disruptive event Bring VMware vSphere HA and DR capabilities to the desktop Quickly provision personalized desktops to first responders regardless of location

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View Sales Play: Dont Lose to Business as Usual

If you try to take it all down at once, you will not succeed.
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Summary and Conclusion

You should now be able to:

Explain the general business benefits provided by the View platform Utilize the 4-step sales process to increase your success with View

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