3Q 2011 Partner Briefing Presentation - Sales Presentation (Released 8)

3Q11 Quarterly Partner Briefing
Your Cloud. Intelligent Virtual Infrastructure. Delivered Your Way

Partner Readiness Team
Release 8
2010 VMware Inc. All rights reserved
Agenda

VMware vCloud Initiative Cloud Infrastructure Launch New Licensing Model For vSphere
Whats New Including Business Value

Competition Pricing and Packaging Program Updates
8-2
Copyright 2011 VMware, Inc. All rights reserved. This product is protected by U.S. and international copyright and intellectual property laws. VMware products are covered by one or more patents listed at http://www.vmware.com/go/patents. VMware is a registered trademark or trademark of VMware, Inc in the United States and/or other jurisdictions. All other marks and names mentioned herein may be trademarks of their respective companies.
VMware vCloud Initiative

IT Needs Cloud To Enable Efficiency and Agility
8-3
The Business has Strict Demands of IT

As the CIO, I provide business with the Through Cloud I am services it needs, able to cost effectively Supplier when it needs it, provision IT services to within my resource my business customers constraints. others will if I dont! Cloud services enable new and improved business models so that I can maximize windows of opportunity before others do! As the CEO, its my responsibility to create sustainable value whilst being Consumer a dynamic responsive to market, changing workforce, and business environment.
Efficiency
Govern costs, get best from resources
IT as a Service
Agility
Anticipate and respond to change
Competitive Advantage
Competitive Advantage
Right Service at Right Price

8-4
Right Capability at Right Time
Business Agility is the Top Driver for Cloud Computing

Q9: Which of the following are top drivers of cloud computing initiatives at your organization? (Please check all that apply)
Drivers of Cloud Computing Initiatives at Organization
Business agility (faster time to market, increased user satisfaction) Reducing IT infrastructure investment 56% 75%
Reducing IT management and maintenance resources Increasing capacity/availability (data center, storage etc.) Increasing productivity of IT
53%
50%
46%
Disaster recovery/business continuity
40%
Improving IT control
32%
Industry regulatory changes
17%
Base: 636 Total respondents; 234 US respondents; 202EMEA respondents; 200 APAC respondents Source: CIO Global Cloud Computing Adoption Survey January 2011 8-5 Copyright 2011 VMware, Inc. All rights reserved. This product is protected by U.S. and international copyright and intellectual property laws. VMware products are covered by one or more patents listed at http://www.vmware.com/go/patents. VMware is a registered trademark or trademark of VMware, Inc in the United States and/or other jurisdictions. All other marks and names mentioned herein may be trademarks of their respective companies.
VMware vCloud Initiative

Evolving Virtualized Datacenters to a Cloud Infrastructure
8-6
Evolve Your Existing Datacenter to a Private Cloud
Private Cloud
Cloud Infrastructure
Automation Management
Integrated Security Compute Storage Networking
8-7
Only VMware Offers the Best of Both Worlds with Hybrid Cloud
Apps
Apps
Common platform
Common management
Common security
Private Cloud
VMware Enterprise Hybrid Cloud Security

Management
vCloud Service Provider
Cloud Computing Moves from a Technology Discussion to a Business Decision

8-8 Copyright 2011 VMware, Inc. All rights reserved. This product is protected by U.S. and international copyright and intellectual property laws. VMware products are covered by one or more patents listed at http://www.vmware.com/go/patents. VMware is a registered trademark or trademark of VMware, Inc in the United States and/or other jurisdictions. All other marks and names mentioned herein may be trademarks of their respective companies.
Cloud Infrastructure Launch

Your Cloud. Intelligent Virtual Infrastructure. Delivered Your Way
8-9
In 2011 VMware is Introducing a Major Upgrade of the Entire Cloud Infrastructure Stack
vCloud Director 1.5 vCloud Director
New
Cloud Infrastructure Launch

(vSphere, vCenter,Operations 1.0 Director) vCenter vShield, vCloud
vCenter Management vCenter SRM 5.0 vSphere 5.0 vSphere
vSphere vSphere
vShield Security vShield 5.0
8-10
VMware Cloud Infrastructure
Apps
Run Business Critical Apps with Confidence
Agility
Respond to Business Faster
Trust
Trust Your Cloud
Scalability and Performance High Availability and Disaster Recovery Broad Industry Support
Intelligent Policy Management Resource Elasticity Flexible Hybrid Cloud Management
Visibility into Sensitive Data

Efficient Protection Against Network Intrusions, and Viruses Performance Guarantees
8-11
Enterprises Can Save Money with New Cloud Infrastructure

Cloud Infrastructure Features
Example Datacenter Scenario

CapEx 100 Hosts 1,000 VMs
100GB storage per VM 200GB storage per protected VM
$5/GB
vSphere Auto Deploy vSphere Profile Driven Storage vCloud Director Linked Clones vSphere Replication
vShield
vSphere Storage Appliance
Total Benefit
OpEx
CapEx $1,310,000
total datacenter CAPEX savings
33 server refresh deployment 200 config change deployments 300 security policy shifts 1,500 cloned provisions
$75/HR
OpEx 395 person/days

total time savings per year
$496,614
total datacenter OPEX savings per year
8-12
New Cloud Infrastructure Capabilities Deliver Business Value
CapEx Savings
$131,002 100 VMs $49,661
$1,310,020 1,000 VMs $491.614
OpEx Savings
100 VMs
1,000 VMs
Time Savings
40 Person Days 100 VMs
395 Person Days 1,000 VMs
Estimates assume 1000 VM environment

Trust Your Cloud

8-14
Better Platform For Business Critical Apps
Improve App Quality of Service
Cost-effective HA and automated DR for all apps Scale dynamically to ensure SLAs
Improve App Efficiency
Achieve 5X - 10X server consolidation for large apps Reduce software licensing costs
Accelerate App Time-to-Market
Reduce provisioning times from weeks to minutes Self-service provisioning
8-15
ESXi Convergence
Overview
vSphere 5.0 exclusively utilizes the thin

ESXi hypervisor: 144MB footprint versus
2GB for VMware ESX with the service

console
vSphere ESXi ESX Benefits
Smaller security footprint Streamlined deployment and configuration Simplified patching and updating model
8-16
vSphere 5.0 Monster VMs

Overview
Create virtual machines with up to: 32 vCPU 1 TB of RAM Network >36 GB/s 1,000,000 IOPS
Benefits
4x
4x size of previous vSphere versions Run even the largest applications in

vSphere, including very large databases
8-17
Welcome Home, Massive Databases
One massive database with 2 billion transaction per day.
.fits in a single VM with 32-vCPU, 1 TB RAM
8-18
Broadest Software and Hardware Support in the Industry

Over 1400 ISV Partners Supporting over 2500 Applications on VMware 10 out of Top 10 Healthcare ISVs 10 out of Top 10 Finance ISVs Broadest ISV and IHV Support
Majority ISVs Support VMware SAP and IBM have clear support statements for running their software on VMware
Oracles official support policy (Document

ID #249212.1) states they will support Oracle Databases, applications & middleware virtualized on VMware
5 out of Top 5 Telecom ISVs
Microsoft fully supports all leading

applications on VMware (and recently extended support for Exchange 2010 DAG)
4 out of Top 5 Retail ISVs
Broadest x86 Hardware Support The broadest choice of x86 hardware
8-19
Trust Your Cloud

8-20
Responding Faster Means Different Things For Different Workloads
75% of provisioning is
Test & Dev for Test/Dev
Give me a VM fast
Fast Provisioning of new VMs
Provisioning doesnt
Production happen often
But change happens

fast and often
Ability to continuously meet SLAs with little human intervention
8-21
Fast Provisioning Using Linked Clones (vCloud Director 1.5)

Overview
Provisions new VMs from a template

without replicating the entire image Saves only VM deltas separately
Benefits
vmdk vmdk vmdk
Dramatically speeds up provisioning time

from >2 minutes to <5 seconds Reduces storage footprint (and cost) by over 60%
vmdk
Template
8-22
Linked Clones Reduce Storage Footprint and Provisioning Time
Provisions Cloned VMs from a Linked Base to Avoid Storage Duplication

Before After 40 GB)
New average size per VM
CapEx
(100 GB
Old average size per VM
$5.00
Cost per GB
$300
Cost savings per VM
1,000
Datacenter VMs
$300,000
Total Datacenter Savings
Before
After
(5 min
1 min)
New provisioning time
4 min
Time savings per VM
15,000
Cloned provision per Year
125 days
Total Datacenter Time per Year
OpEx
Old provisioning time
$5
Cost savings per Cloned VM
15,000
Cloned provisions per Year
$75,000
Total Datacenter Savings per Year
8-23
Cross Cloud Management for Your Hybrid Cloud

Overview
Cross-Cloud Catalogs
Single pane of glass to visualize

resources across hybrid cloud Manage VMs, vApps and templates across private and public vClouds from the vSphere Client
Cross-Cloud Resource View & Management
Benefits
Provide near limitless resources by

Private Cloud vCloud Service Provider
allowing IT to leverage public cloud resources Ensure consistency of service level across public and private clouds Deliver enterprise level security
8-24
Trust Your Cloud

8-25
Security and Compliance are Key Cloud Computing Concerns

Q.What are the top challenges or barriers to implementing a cloud computing strategy?
Concerns about security Concerns about access to information Concerns about information governance Concerns about the ability to meet enterprise and/or industry standards Difficulty measuring ROI Lack of clear strategy or help from key vendors in adapting their applications Business leaders are not receptive Employees are not receptive 14% 11% 41% 37% 31% 30% 24% 67%
Source: 2010 IDG Enterprise Cloud-based Computing Research, November 2010

Sensitive Data Visibility to Meet Standards & Regulations New

Overview
More than 80 pre-defined templates for

country/industry specific regulations Accurately discover and report sensitive data in unstructured files with analysis engine Segment off VMs with sensitive data in separate trust zones
Benefits
!
Quickly identify sensitive data exposures Reduce risk of non-compliance and

reputation damage Improve performance by offloading data discovery functions to a virtual appliance
(vSphere, vCenter, vShield, vCloud Director)
8-27
Strong and Efficient Protection Against Network Intrusions

Overview
New
Leverage 3rd party intrusion detection

solutions (IDS) to identify network based threats Automatically isolate compromised VMs
Quarantine
Benefits
IDS
Partner Product
Contain network intrusions and prevent

them from spreading in the environment
8-28
Strong and Efficient Protection Against Malware

Overview
Offloaded anti-virus protection Leverage 3rd party anti-virus solutions

AV Storm!
USE
Agent
Agent
Agent
Agent
Agent
Agent
Benefits
AV
Agent Agent Agent Agent Agent Agent
Partner Product
Eliminate anti-virus storms increase VM

density by 30-100%* Reduce risk and improve performance by eliminating agents susceptible to attack Lower cost and complexity to protect virtual machines against malware
* Depending on whether workload stresses the AV solution Source: Tolly Group 2010
vShield Reduces Cost and Complexity To Deliver Security
Virtual Appliance that Provides Firewall, VPN, and Load Balancing

Before After $150)
Cost per VM with virtual security
CapEx
$500
Cost per VM with physical security
$350
Cost savings per VM
1,000
VMs per Datacenter
$350,000
Before
After
(45 min
20 min)
Time per VM with virtual security
3
Policy shifts per Datacenter
75 min
Time savings per VM
1,000
VMs per Datacenter
156 days
OpEx
Time per VM with physical security
$156
Cost savings per VM
1,000
VMs per Datacenter
$281,250
Total Datacenter Savings per Year
8-30
What Products and Features Make This Possible?
Trust Your Cloud
vSphere 5.0 Auto Deploy, Storage DRS, vSphere 5.0 VMs Scale Profile-Driven Storage vShield App 5.0 Visibility into Sensitive (32 vCPU , 1 TB Intelligent Policy RAM), ESXi Hypervisor vCenter Operations 1.0
Management
Data
vSphere 5.0 New HA Cloud Director 1.5 Linked Clones SRM 5.0 Replication, Failback Resource Elasticity App 5.0 Efficient Protection vShield vSphere Storage Appliance 1.0 Against Network HA and vMotion for all customers Heartbeat 6.4 Intrusions, and Viruses Flexible Hybrid Cloud vCloud Connector Management 5.0 - Network andvSphere 5.0 Web Client, Server vSphere vSphere 5.0 Appliance on Linux, iPad Client for Storage IO Control vSphere Performance
Guarantees
8-31
Go to Partner University to see the full vmLive calendar!

Cloud Infrastructure: Understanding the Cloud Infrastructure launch Cloud Infrastructure: Pricing, Packaging and Licensing for Cloud
Infrastructure
Understanding Your Customers Readiness for Cloud Cloud Infrastructure: Whats New Features, Functions and Benefits VMware Q3 Promotions Update Cloud Infrastructure: Site Recovery Manager - Expanding New Market
Opportunities for Partners
What's New in vSphere Platform Cloud Infrastructure: What's new in vSphere - Management and HA:
vCenter server appliance, Heartbeat, vSphere HA
Cloud Infrastructure: New VMware Storage Appliance - What every SMB

customer wants today!
Cloud Infrastructure: Competitive Update Cloud Infrastructure: vShield - Paving the Way for Cloud Security and
Compliance
Cloud Infrastructure: What's new in vCD : scalability, networking,

automation
Cloud Infrastructure: vCloud Director - What's New

New Licensing Model for vSphere
8-33
vSphere 5.0 Licensing
Per processor licenses with new entitlements

We removed the restrictive CPU core and Physical Memory per Server
entitlements and replaced them with a single virtualization-based entitlement, vRAM
vRAM is the amount of memory configured to a virtual machine
Why we are Making This Change

Physical Entitlements are Restrictive - Customers are limited to specific
hardware configurations, pay for full capacity of server regardless of utilization
vRAM Entitlement Enables Cloud Computing Closely ties costs to

consumption, enables pooling of resources across virtualized servers
Non-Disruptive Change - preserves existing licensing, purchasing, budgeting

processes
The Bottom Line

The balance between enabling flexibility and limiting disruption is achieved by
incorporating vRAM entitlements while preserving the per-CPU licensing model
8-34
What is vRAM?
vRAM (virtual RAM) is the total memory configured to virtual machines.
You must assign a certain amount of vRAM in the creation of a VM (virtual machine).
8-35
Key vRAM Concepts
Each vSphere 5 processor license comes with certain amount of vRAM entitlement
2
3
Pooled vRAM Entitlement
Consumed vRAM
Sum of all processor license entitlements
Sum of vRAM configured into all powered on VMs
Compliance = 12 month rolling average of Consumed vRAM < Pooled vRAM Entitlement
8-36
Key concepts - Example

Each vSphere Enterprise Edition license entitles to 64GB of vRAM. 4 licenses of vSphere Enterprise Edition provide a vRAM pool of 256GB (4 * 64 GB)
vRAM Pool (256GB)
Consumed vRAM = 80 GB
64GB 64GB 64GB 64GB
Customer creates 20 VMs with 4GB vRAM each
vSphere Ent
vSphere Ent
1
CPU
1
CPU
1
CPU
1
CPU
Host A
Host B
Compliance = 12 month rolling average of Consumed vRAM < Pooled vRAM Entitlement
The New vSphere 5 Licensing
vSphere 4.x Licensing Unit Processor =
vSphere 5 Processor
Cores per proc

Physical RAM per host vRAM entitlement Pooled vRAM entitlement Max vRAM per VM counted Compliance policies
Restricted
Restricted NA NA NA High watermark
<
<
Unlimited
Unlimited Amount of vRAM per vSphere license Amount of vRAM pooled across entire environment
96GB a powered on VM will count for a
maximum of 96GB against the pool regardless of its actual configured amount
12 months rolling average of daily high watermark
8-38
The New vSphere 5 Licensing
vSphere 4.x Licensing Unit

No Change Preserves IT budgeting processes and partners sales motions
vSphere 5 = Processor
Processor
Cores per proc

Physical RAM per host vRAM entitlement Pooled vRAM entitlement Max vRAM per VM counted Compliance policies
Restricted Frees HW Choice

Restricted NA
More Flexible vRAM entitlements are pooled, i.e. shared, across hosts and can be easily redistributed according to needs. Capped vPAM enables monster VMs Customers can plan investments for new HW technologies
<
<
Unlimited
Unlimited Amount of vRAM per vSphere license Amount of vRAM pooled across entire environment
96GB a powered on VM will count for a
maximum of 96GB against the pool regardless of its actual configured amount
NA NA
Built in Monitoring vCenter provides real-time monitoring of vRAM usage integrated with vCenter alertsystem
High watermark
12 months rolling average of daily high watermark
8-39
vSphere 5 editions vRAM entitlements
vSphere edition
vSphere Enterprise+ vSphere Enterprise
vRAM entitlement 96 GB 64 GB
vSphere Standard
vSphere Essentials+ vSphere Essentials Free vSphere Hypervisor
8-40
32 GB
32 GB 32 GB 32 GB
This limit is GB of physical RAM per physical server
Calculate vRAM based on 12 month average vs high water mark
Calculating a 12-month average of vRAM configured to all

powered-on VMs allows for short lived spikes
High water mark Average vRAM configured
850 800 750 700 650 600 550 500
8-41
vSphere 5 Licensing In Action

How does it work?
Each CPU must have at least one vSphere license
assigned Cores and physical RAM do not matter Each processor license managed by a vCenter or multiple vCenters in Linked mode contributes an amount of vRAM capacity to the total vRAM pool Example: 4 vSphere Ent. Licenses create a vRAM pool of 256GB of vRAM (4 x 64GB) Each vSphere Edition creates a separate pool that must be kept in licensing compliance vRAM pool is shared among powered-on VMs running on all hosts in a vCenter Example: 20 VMs with 4GB of configured vRAM consume a total of 80GB vRAM It doesnt matter how many VMs you run and on which hosts you run them. vMotion, DRS, HA do not require additional licenses At any point in time the 12 month rolling average of daily high watermark of consumed vRAM must be equal or less to the vRAM pool capacity Compliance is at the vCenter level not the host level vRAM pool can be extended by: Upgrading all CPUs to higher end vSphere Edition Adding processor licenses to the same set of CPUs Adding a new host with new licenses
vRAM Pool (using 80 GB out of 256GB)
vSphere 5.0
VMware vCenter Server vSphere Ent vSphere Ent
1
CPU
1
CPU
1
CPU
1
CPU
Host A
Host B
1
VM Processor (4GB vRAM) License
8-42
Tools for Tracking vRAM Entitlement vs Usage
Before upgrading to vSphere 5, customers can use a

separate free utility that analyzes a VI3 or vSphere 4 environment, and determines vRAM consumed
The tool will be available later in Q3 2011
After upgrading to vSphere 5:

1. vRAM licensing monitoring and reporting tool built into vCenter 5 2. Free add-on to vCenter for in-depth historical trending analysis
8-43
When Does the vSphere 5 Licensing Model Apply?

For ELA customers
Customers with active ELA will continue to be subject to the terms of their
contracts for the duration of their contract, independent of which vSphere version they deployed
ELA customers may contact their VMware sales representatives to update the
terms of their ELAs to the new vSphere 5 licensing model For customers without ELAs
The new model applies only to vSphere 5 licenses. Prior versions of

vSphere will continue to be based on their respective licensing model
The new vSphere 5 licensing model will apply upon acceptance of the
vSphere 5 EULA (necessary condition to upgrade to vSphere 5)
Customers who purchase vSphere 5 licenses and decide to downgrade to

older versions of vSphere will be subject to the EULA terms and licensing model of the vSphere version they downgrade to
vSphere Desktop is a new edition for VDI deployments
Can be used only for hosting desktop virtualization or desktop

management and monitoring tools
Provides unlimited vRAM entitlements and the feature set of

vSphere Enterprise Plus
Licensed on a total number of Powered On desktop virtual

machines
Available only for new purchases in pack size of 100 at a license list price of $6,500
USD
Can be purchased also as part of all VMware View end to end bundle
Can be used to run 3rd party desktop virtualization solutions
8-45
License Fulfillment New and Improved Portal
vSphere 5.0 licenses will be automatically pushed to customers via the

VMware Licensing Portal
Customers will receive a new vSphere 5.0 license key for each vSphere 4.x
key they own
Customers can choose to upgrade from vSphere 4.0 to vSphere 5.0 at their
convenience even from the portal without rebuilding their license key
Customers with active SnS contracts will be able to upgrade to vSphere

5.0 at no additional cost according to the entitlement path for the vSphere 4.x edition they own (see vSphere 5 Pricing and Packaging section)
When vSphere 5.0 is released, customers will only be able to purchase

vSphere 5.0 SKU. Those customers who want to deploy additional licenses of earlier vSphere versions can downgrade vSphere 5 licensing using the VMware Licensing Portal
It will be possible to downgrade vSphere 5 to vSphere 4.x or VI 3.5 Downgraded vSphere 5 licenses will be subject to the licensing model and
EULA of the version they have been downgraded to
Compelling upsell opportunity from Ent to Ent+

If one calculates cost per GB of vRAM (calculate the vSphere licensing cost for fully loading a
given hw configuration and divide by total amt of vRAM), Ent+ is cheaper for all hardware configurations with more than 128GB of RAM
Example
vRAM limit Licensing costs for fully loading 2CPU, 192GB of RAM server Cost per GB of RAM
Ent
64GB 3 licenses x $2,875 = $8,625 $8,625 / 192GB = $44.92 per GB of vRAM
Ent+
96GB 2 licenses x $3,495 = $6,990 $6,990 / 192GB = $36.41 per GB of vRAM
Any customer who is planning to deploy on vSphere on a server with

more than 128GB of RAM, is better off with Ent+
Price per GB of vRAM
$60.00
$55.00 $50.00 $45.00 $40.00 $35.00 $30.00
128 160 192 256 384 512 ENT+ @ 96GB ENT @ 64GB
GB of RAM per 2-CPU server

8-47
vSphere 5 Extends the Benefits of Pooling from the Technical to the Business Side of IT
Simplicity Removes two physical constraints (core and
physical RAM) replacing them with a single virtual entitlement (vRAM) Customers now have a clear path to license vSphere on next-gen hardware configurations
Flexibility Extends the concept of resource pooling from

technology to the business of IT by allowing aggregation and sharing of vRAM entitlement across a large pool of servers
Fairness Better aligns cost with actual use and value

derived rather than hardware configurations and capacity.
Evolution without disruption Allows customers to evolve to a cloud-like "pay

for consumption" model without disrupting established purchasing, deploying and license management practices and processes
8-48
Introducing
The Best Platform for Cloud Infrastructures
8-49
What is vSphere?
Industrys Most Complete and Robust

Virtualization Platform
vSphere Provides:
Infrastructure Services (Compute, Storage, Network) Application Services (Availability, Security, Scale,
Performance)
Management Services (Basic/Remote Management,

Patching)
What Does vSphere Solve for Customers?

Streamlines IT Operations
Provides a Powerful Disaster Recovery Strategy

Supports Running Mission-Critical Applications Delivers the Most Flexible Building Block for Leveraging
the Cloud
8-50
VMware vSphere 5.0: Whats New?

vCenter Server
New HA
Virtual Appliance Web Client
Architecture
vMotion over higher latency links
ESXi Firewall
32 way SMP 1 TB VMs
Application Services
Availability Security Scalability
VMware vSphere 5
Compute Storage Network
Infrastructure Services
ESXi Convergence Auto Deploy HW version 8 Storage DRS Profile-Driven Storage VMFS 5 Storage I/O Control (NFS) Network I/O Control (per VM controls) Distributed Switch (Netflow, SPAN, LLDP)
8-51
Intelligent Policy Management: Auto Deploy

Overview
vCenter Server with Auto Deploy
Image Profiles Host Profiles
Deploy and patch vSphere hosts in

minutes using a new on the fly model
Coordination with vSphere Host Profiles
Benefits
Rapid provisioning: initial deployment and

patching of hosts
vSphere vSphere vSphere
Centralized host and image management Reduce manual deployment and patch
processes
8-52
Adding Capacity Has Just Gotten Much Easier
Before
vSphere vSphere vSphere
After
vSphere
Time: 30 mins
Time: 30 mins
Time: 30 mins
...Repeat 37 more times
Total time: 20 Hours!
Total time: 10 Minutes!
8-53
Auto Deploy Saves Time By Configuring Groups of Hosts
Enables Template-based Deployment of Multiple Hosts
Before 30 -
After 3
Min. to configure Host with Auto Deploy
27
Minutes Saved per Host
233
Total Hosts to Configure/Year
13 days
Total Datacenter Time/Year
OpEx
Min. to configure Host without Auto Deploy
$33.75
Cost savings per Host
233
Total Hosts to Configure/Year
$7,863
Total Datacenter Savings/Year
8-54
Intelligent Policy Management: Storage DRS and Profile-Driven Storage

Overview
High IO Throughput
Tier storage based on performance

characteristics (i.e. datastore cluster) Simplify initial storage placement Load balance based on I/O Resource alignment with SLAs
Tier 1
Tier 2
Tier 3
Benefits
Eliminate VM downtime for storage

maintenance Reduce time for storage planning/configuration Reduce errors in the selection and management of VM storage Increase storage utilization by optimizing placement
8-55
Profile Driven Storage Saves Time Through Intelligent Automation Eliminates the Complexity of Managing Individual VM Data Stores
(3
27)
Minutes saved per VM on patching
25
Minutes saved per VM on on-going maintenance
106
Minutes per VM time saving
1,000
Datacenter VMs
221 days
OpEx
Times per year to patch 1 VM
$132.50
Cost savings per VM
1,000
Datacenter VMs
$132,500
Total savings per Year
8-56
Intelligent Policy Management: Performance Guarantees Network and Storage I/O Control
3. w/ Other VMs can 2. I/O controls, give VIP VMs are starved preferential access for resources
1. VM requests more resources
Overview
Set up SLAs for use of storage and
network resources Added per virtual machine settings for Network I/O Control Added NFS support for Storage I/O Control
Benefits
Eliminate the noisy neighbor problem More granular SLA settings for network
traffic
Extend Storage SLAs to more VMs
8-57
New Virtual Machine Capabilities
Richer Desktop Experience
3D graphics
Client-connected USB devices

Broader Device Support USB 3.0 Smart Card Readers
Multi-core virtual CPUs (in GUI) Additional Enhancements Extended VMware tools compatibility
Mac OS X server support
8-58
Automated Operations Management for vSphere 5.0

VMware vCenter Operations provides an integrated approach and patented analytics to transform how IT ensures service levels in dynamic environments
Delivers integrated performance, capacity and

Designed for vSphere 5.0
configuration management
Ships as virtual appliance, deploys in 15 minutes! Affordable pricing as low as $50 per VM
Market Recognition & Demand
Phenomenal customer demand after one quarter Named Product of the Year by InformationWeek
Relevant to every vSphere customer segment
Installed Base Opportunity
from SMB to Enterprise
Seed your installed base, free 60-day trial license:

http://www.vmware.com/go/try-vcenter-ops
Partners can learn more: http://tinyurl.com/VCOPsQuickStart

The Best of the Rest
Platform
Hardware Version 8 EFI
virtual BIOS
Availability
vMotion with higher latency links Data Recovery Enhancements
Network
Distributed Switch (Netflow,
SPAN support, LLDP)
Management
vCenter Server Appliance (Linux) vCenter Web Client Inventory Extensibility
Solution Installation and
Management
Network I/O Controls (per VM),

ESXi firewall
Storage
VMFS 5 iSCSI UI Storage I/O Control (NFS) Array Integration for Thin Provisioning Swap to SSD, 2TB+ VMFS datastores Storage vMotion Snapshot Support
8-60
iPad client
vCenter Heartbeat 6.4?
What does it help protect against?

High Availability for vCenter Server
Failures that occur with Hardware,
Networks, OS, Applications
Loss of key vSphere features and functions

if vCenter is unavailable
Enhanced architecture allows the

active and standby nodes to be reachable over the network at the same time, enabling both to be patched and managed
Supports VMware vCenter Server v5.0

and VMware View Composer v5.0
Supports Microsoft SQL Server 2008

R2
Simple and Reliable DR with Site Recovery Manager 5
8-62
Improving Business Continuity At All Levels
Local Site
Failover Site
vSphere
vSphere
vSphere
vSphere
vSphere
Improved in 2011
Local Availability
vSphere High Availability vSphere Fault Tolerance vMotion and Storage vMotion
Data Protection
Improved in 2011
Disaster Recovery
vCenter Site Recovery Manager Includes vSphere Replication

New in 2011
vSphere Data Recovery Storage APIs for Data Protection
Improved in 2011
8-63
SRM Momentum
Introduced in Q2 2008 125,000+ units sold 5,000+ customers

50% annual growth in 2010
If your organization is already taking advantage of virtualization, then adding Site Recovery Manager to handle disaster recovery is a no-brainer. Jerry Wilkin
Senior Systems Administrator, Dayton Superior Corp
8-64
Whats New In Site Recovery Manager 5.0?

vSphere Replication Bundled with SRM at no additional cost Provides simple, cost-efficient replication
between vSphere clusters
Expand DR coverage to Tier 2 apps and smaller sites
Automated failback Bi-directional recovery plans Automates failback to original site Planned migration New workflow that can be applied to any
recovery plan Ensures no data-loss, application-consistent migrations of virtual machines
Streamline planned migrations (for disaster avoidance, planned maintenance, )
Others More granular control over VM startup order Protection-side APIs IPv6 support
DR Coverage Often Limited Due To High Protection Costs

Tier 1 Apps - Protected
APP OS APP OS APP OS
Need to expand DR protection
Tier 2 / 3 applications in larger datacenters

Small and medium businesses
APP
Tier 2 / 3 Apps Backup only

APP APP OS OS APP OS APP OS APP APP OS
OS
OS
Remote office / branch offices
Small Sites Backup only
Corporate Datacenter
Small Business Remote Office / Branch Office
8-66
SRM Provides Broad Choice of Replication Options

Site A (Primary) vCenter Server Site Recovery Manager Site B (Recovery) vCenter Server Site Recovery Manager
vSphere
vSphere
vSphere Replication
Storage-based replication
vSphere Replication Simple, cost-efficient replication for Tier 2 applications and smaller sites Storage-based Replication High-performance replication for business-critical applications in larger sites
vSphere Replication For Cost-Efficient, Simple Replication
Cost-efficient
Reduce storage costs by 2X Support for heterogeneous storage across sites, including non-replicating storage Use lower-end or older storage at failover site
Simple
Manage replication directly from vCenter Eliminate complex interactions with storage teams Manage replication at the individual VM level
Powerful
15 minute RPOs Set RPOs between 15 minutes and 24 hours Efficient network utilization Replicate only changed disk areas Highly scalable 500 virtual machines Limitations No automated failback File-level consistency only (except planned migration)
Eliminate replication software costs vSphere Replication included with Site Recovery Manager at no additional cost
Eliminate need for complicated VM-to-LUN mapping
No FT, templates, linked clones, physical RDMs
8-68
Beyond DR: Disaster Avoidance And Planned Migrations
3 typical use-cases for SRM

Disaster Failover
Recover from unexpected site failure Full or partial site failure
Disaster Avoidance
Anticipate potential datacenter outages For example: in case of planned hurricane, floods, forced evacuation, etc. Initiate preventive failover for smooth migration Leverage SRM planned migration to ensure no data-loss Automated failback enables easy return to original site
Planned Migration
Most frequent SRM use case Planned datacenter maintenance Global load balancing Streamline routine migrations across sites Test to minimize risk Execute partial failovers Leverage SRM planned migration to ensure no data-loss Automated failback enables bi-directional migrations
The most critical but least frequent use-case Unexpected site failures do not happen often When they do, fast recovery is critical to the business
8-69
vSphere Replication Reduces Storage Costs
New Replication Enables Cheaper Heterogeneous Storage Across Sites

Before ($2.5
Old replication software costs/GB
After $0)
vSphere replication costs/GB
200 GB
Average size per VM
$500
Replication savings per VM
CapEx
($5
Old storage costs/GB
$2)
New storage costs/GB
200 GB
Average size per VM
$600
Stroage savings per VM
$1,100
Total savings per VM
600
Protected VMs
$660,000
8-70
vSphere Storage Appliance Shared Storage for Everyone
8-71
Introducing: vSphere Storage Appliance Shared Storage for Everyone

VMware vSphere Storage Appliance (VSA)
Lowers capital costs to get to

virtualized IT
Drops knowledge barrier for

virtualization adoption
Enables more SMBs to benefit

from unique vSphere capabilities (e.g., vMotion, High Availability, automated resource management)
Revolutionary software that delivers shared storage capabilities without the cost and complexity
8-72
vSphere Storage Appliance Shared Storage for Everyone

What is VSA?
VMware vSphere Storage Appliance (VSA)
Customer Benefits
Install in minutes Easy to use Saves money
Five click simplicity
High Availability without the need for shared storage hardware
Survive server failures No more planned downtime
Revolutionary software that delivers shared storage capabilities without the cost and complexity
World-class datacenter capabilities even for small environments
Set and forget automation Get more out of your hardware
8-73
vSphere Storage Appliance Customer Benefits

Five click simplicity Install in minutes Easier than setting up your wireless router Easy to use: Manage all your storage resources right within vCenter Server Saves money: Less than half the cost of any storage hardware alternatives
High Availability without the need for shared storage hardware
Survive server failures Implement auto-restart for all applications and get continuous availability for the for the most important applications No more planned downtime Migrate virtual machines from host to host, with no service disruption
World-class datacenter capabilities even for small environments
Set and forget automation Use unique vSphere capabilities like vMotion, High Availability, and DRS to guarantee application service levels Get more out of your hardware Increase utilization by pooling workloads across your IT environment
8-74
vSphere Storage Appliance Reduces Storage Cost and Provisioning Time for SMB Customers Inexpensive Direct Attached Storage Pooled as Virtual Shared Storage
Before After $250)
VSA (S/W and H/W) cost per VM
CapEx
$500
Old hardware cost per VM
$250
Cost savings per VM
30
VMs
$7,500
Total Savings
Before
After
(30 min
2 min)
New provisioning time
28 min
Time savings per VM
90
Provisions per Year
7 days
Total Time per Year
OpEx
Old provisioning time
$35
Cost savings per VM
90
Provisions per Year
$3,150
Total Savings per Year
8-75
Competition
8-76
Competitive Landscape Virtualization Platforms
Recognized Virtualization Leader
Lacks advanced storage and network management, BC/DR
Copies vSphere features, just years later
Poor CPU scalability; difficult to manage
Outdated product; still lacks SVVP support
Most Proven, Trusted Solution
Drawbacks from reliance on general purpose Windows OS
Stuck at single-digit market share
Declared niche player by Gartner
Non-existent market share
Most Flexibility and Choice
Only supports 14 guest OSs biased towards Windows
Limited HCL: ~100 storage, ~100 NICs ~200 Servers
Very limited partner ecosystem
No partner ecosystem support
8-77
vSphere 5 Respond to the Business Faster

vSphere 5 Hyper-V R2 SP1 XenServer 5.6 FP1
Intelligent Server Resource Load Balancing Intelligent Storage Resource Load Balancing Intelligent Power Management Faster Patching of Hosts and Virtual Machines Faster Provisioning of Multiple Hosts Faster Storage Provisioning Faster Network Configuration & Simplified Management More Effective I/O QoS Management
More Choice in Management Tools

More Choice in Cloud Service Providers Real Hybrid Cloud for Greater Flexibility
8-78
Logical resource pools VMware Storage DRS VMware DPM: Cluster level power management Auto VM upgrades Transparent host patching vSphere Auto Deploy Profile-Driven Storage: Automates assignment of VMs to tiered storage 3 party virtual switch VMware Distributed Switch Storage I/O Control VMware Network I/O and vSphere Web Client vCenter Server Appliance Service Providers Over 4,000 vCloud vCloud ensures mobility and federation across clouds
VMware DRS
rd
x x x ~ ~
No logical pools
~ x ~ x x
WLB is complex; separate mgmt reqd; no logical pools Nothing comparable Lack of affinity rules minimizes its usefulness Host patching, but no auto guest patching Nothing comparable
Nothing comparable No cluster-level power management In-depth setup required in Config Mgr In-depth setup required in Config Mgr Nothing comparable
x
x x
x
~
Nothing comparable vSwitch req separate mgmt and CLI; single point of failure WLB is complex; separate mgmt reqd
Nothing comparable PRO lacks quality of service guarantee
~ x
x x
x
x x
Thick Windows mgmt client only

Azure is proprietary, users locked-in Apps in Azure dont come back out
Thick Windows mgmt client only

Citrix OpenCloud lacks traction and customers Citrix OpenCloud lacks traction and customers
vSphere 5 Business Critical Applications with Confidence

Run More Apps on a Host
Run Larger Apps in a VM Keep Apps Online through Faster Server Maintenance Keep Apps Online through Storage Maintenance Keep Apps Online through VM Failures
160 logical cores 2 TB RAM 32-way vCPU 1 TB vRAM VMware vMotion with Maintenance Mode
(up to 8 VMs at a time per host)
x x
64 logical cores 1 TB RAM 4-way vCPU only on limited number of OSs 64 GB vRAM Only one VM at a time per host Quick Storage Migrate has downtime No VM-level protection Relies on network vendor to provide Only for host failure Up to 16 nodes; complex 14 OSs supported; Windows biased Uses Windows drivers; Potential driver issues Requires Citrix Essentials or manual Opalis scripts No built-in replication
x x
64 logical cores 512 GB RAM 8-way vCPU 32 GB vRAM Only one VM at a time per host Nothing comparable
VMware Enhanced Storage vMotion VMware Fault Tolerance Integrated NIC teaming with dynamic load balancing
~ x
x
~ x
x ~ ~ x
Requires 3rd-party NIC teaming supported, but limited configurability Only for host failure Up to 16 nodes 24 OSs supported
Keep Apps Online through

NIC Failures Protect Apps through Host or VM Failures Support More Apps with Broad Guest OS Support Support More Apps with Broad Hardware Support Automated Disaster Recovery and Planned Migration for Tier 1 Apps Cost Effective Disaster Recovery for Tier 2 Apps
8-79
VMware HA Up to 32 nodes; Simple to setup Over 70 OSs supported; More Windows than MS Large HCL: >850 HBAs, >400 NICs, >1600 Servers Site Recovery Manager 5*: Automated DR plan, test, execution, and failback vSphere Replication*: Built-in SW replication w/ any storage
x
~ x ~ x x
x
~ x
Limited HCL: ~100 storage, ~100 NICs,~200 Servers

Citrix Site Recovery: only works with 5 SANs; VMs must be static No built-in replication
Copyright 2011 VMware, Inc. All rights reserved. This product is protected by U.S. and international copyright and intellectual property laws. VMware products are covered by*one or more patents listed at http://www.vmware.com/go/patents. VMware is a registered trademark or trademark of VMware, Inc Purchased separately in the United States and/or other jurisdictions. All other marks and names mentioned herein may be trademarks of their respective companies.
vSphere 5 The Most Trusted Virtual Infrastructure

Most Trusted Hypervisor Architecture

Most Secure Thin Hypervisor
Most Reliable Hypervisor
Most Efficient Hypervisor
Most Trusted Scalable Environment
True purpose-built, bare-metal hypervisor VMware vSphere 144 MB disk footprint patch in hypervisor No Windows/Linux to model optimized Direct driver drivers w/ Hot-add vCPU, vRAM Hot-add/extend virtual disk
x
x x
Hyper-V part of Windows Server OS

Hyper-V w/ Server Core >3 GB disk footprint Unrelated patching due to general purpose OS Indirect driver model; parent OS becomes bottleneck No hot-add vCPU No hot extend virtual disk Ballooning only No storage APIs;
x
x x
XenServer requires Linux OS

XenServer >1 GB disk footprint Unrelated patching due to general purpose OS Indirect driver model; dom0 becomes bottleneck No hot-add vCPU, vRAM No hot add or hot extend virtual disk Very static ballooning, no sharing StorageLink only supported by 24 storage arrays 4% market share (according to analysts) Next-tier category (according to analysts) Far fewer ISVs support XenServer
x
x ~ x ~ ~ ~
x
x ~ ~ x ~ x
Most Trusted Memory Management
Ballooning Transparent page sharing Memory compression Storage APIs supported by 150+ arrays 84% market share (according to analysts) Leader category (according to analysts) ISVs support vSphere 1st 1,400 ISV partners2,500 applications
Most Trusted Storage Management
Most Trusted by Customers
relies on 3rd party

11% market share (according to analysts) Next-tier category (according to analysts) ISVs prioritize vSphere over Hyper-V
Most Trusted by Analysts
Most Trusted by ISV Partners
8-80
vSphere 5 Packaging and Pricing
8-81
vSphere 5 Editions
` New in vSphere 5.0
Essentials
Essentials Essentials Plus

$83 32 GB 8 way
Essentials Standard Plus

$749 32GB 8 way
Standard Advanced
$995 32 GB 8 way
Enterprise
$2,875 64 GB 8 way
Enterprise Plus
$3,495 96 GB 32 way
Price per proc (license only) vRAM Entitlement per proc vCPU Features Hypervisor High Availability Data Recovery vMotion Virtual Serial Port Concentrator Hot Add vShield Zones Fault Tolerance Storage APIs for Array Integration Storage vMotion Distribute Resource Scheduler & Distributed Power Management Distributed Switch I/O Controls (Network and Storage) Host Profiles Auto deploy Profile-Driven Storage Storage DRS

$7,995
All editions include: Thin Provisioning, Update Manager, Storage APIs for Data Protection, Image Profile, and SLES (except Ess and Ess +)
8-82
vSphere 5 Acceleration Kits

` New in vSphere 5.0 Price per proc (license only) Includes Entitlements per CPU license
vRAM Entitlement
Essentials
$495
6 CPUs
Essentials Plus
$4,495
6 CPUs
Standard Standard AK
$10,000
8 CPUs
Enterprise Enterprise AK
$17,495
6 CPUs
Enterprise Plus AK Plus

$21,995
6 CPUs
32 GB (192 GB max)
32 GB (192 GB max)
32 GB (256GB per kit)
64 GB (384 per kit)
96 GB (576 per kit)
vCPU
8 way
8 way
8 way
8 way
32 way
Features Hypervisor High Availability Data Recovery vMotion Virtual Serial Port Concentrator Hot Add vShield Zones Fault Tolerance Storage APIs for Array Integration Storage vMotion Distribute Resource Scheduler & Distributed Power Management
Distributed Switch I/O Controls (Network and Storage) Host Profiles Auto deploy Profile-Driven Storage Storage DRS
All editions include: Thin Provisioning, Update All rights Storage APIs for Data Protection, Image by U.S. and international copyright +) Copyright 2011 VMware, Inc. Manager, reserved. This product is protected Profile, and SLES (except Ess and Ess and intellectual property laws. VMware
8-83
products are covered by one or more patents listed at http://www.vmware.com/go/patents. VMware is a registered trademark or trademark of VMware, Inc in the United States and/or other jurisdictions. All other marks and names mentioned herein may be trademarks of their respective companies.
Cisco Nexus 1000V Licensing and Pricing

Licensing
VM VM VM VM
Pricing
Cisco Nexus 1000V
Nexus 1000V vSphere
List Price
$695
+
Nexus 1000V
vSphere 5 Enterprise Plus w/ Cisco Nexus 1000V
List Price
$3,895
The Nexus 1000V is licensed on a per CPU

basis (just like vSphere editions and kits)
vSpheres most powerful edition combined with advanced networking capabilities!
8-84
Entitlement Paths for current vSphere 4.x customers

vSphere 4.x vSphere 5.0
Enterprise Plus
Enterprise Plus
Enterprise
Enterprise
Advanced
Standard
Standard
Essentials Plus
Essentials Plus
Essentials
Essentials
8-85
Upgrade Paths for vSphere Editions and Kits
Enterprise
Enterprise Plus
Enterprise Plus Standard Enterprise
Essentials Plus
Any one of the Acceleration Kits
Any one of the Acceleration Kits

Essentials Essentials Plus
8-86
VMware vSphere Hypervisor 5
Entry level free product for single server virtualization

Full-featured hypervisor
Based on VMwares next generation hypervisor architecture, ESXi
Provides the same performance, reliability and robustness of the ESXi included with paid versions of VMware vSphere
Basic virtualization capabilities for a single host
Cannot be centrally managed with vCenter Server Individual vSphere Hypervisor hosts can be remotely managed with the vSphere Client Provides only basic server consolidation capabilities
Free
Entitles to 32GB of vRAM per server and can be used on servers with up to 32GB of physical RAM Can be easily upgraded to paid vSphere editions for central management and advanced capabilities
8-87
vSphere Desktop
Pricing and Packaging
8-88
vSphere Desktop
Pricing and licensing
Licensed on a total number of Powered On
For server virtualization
For desktop virtualization only
desktop virtual machines
Available in pack size of 100 at a license list

price of $6,500 USD
Included with View Bundles
Eligibility
All commercial, academic and government
customers
SKUs: VS5-DT100VM-C, VS5-DT100VM-A,
VS5-DT100VM-F
vSphere Ess, Ess+, Standard, Enterprise, Enterprise + vSphere Desktop
Restrictions
For hosting desktop virtualization ONLY New purchases only Existing vSphere licenses (on SNS) being
used for VDI may be upgraded to corresponding vSphere 5.0 edition and have access to unlimited vRAM entitlement
8-89
Updates to View 4 Add-on and Bundles Pricing

View Enterprise Bundle View Enterprise Add-on* View Premier Bundle View Premier Add-on* View Premier Upgrade
vSphere for Desktop vCenter Server Standard for Desktop View Manager View Composer
Local Mode
vShield Endpoint ThinApp (Client + Packager) Pricing (per concurrent connection) $150
(no change)

$190

$100
(no change)
$90
$250
(no change)
* vSphere 5 licenses purchased separately to run View Enterprise Add-on and View Premier Add-on will be subject to the per processor pooled vRAM entitlement licensing
vSphere Storage Appliance 1.0

8-91
vSphere Storage Appliance - Shared Storage for Everyone


Shared storage capabilities, without the cost and complexity Price Licensing $5,995 Per instance (up to 3 nodes)
+
1
Five click simplicity Install in minutes Easy to use Saves money Survive server failures No more planned downtime
vSphere Essentials Plus w/ vSphere Storage Appliance

Price $7,995
High Availability without the need for shared storage hardware World-class datacenter capabilities even for small environments
Set and forget automation Get more out of your hardware
vSphere Storage Appliance available at 40% off when purchased with vSphere Essentials Plus
US pricing only. Pricing outside the US might vary

VMware vCenter Site Recovery Manager 5.0

8-93
SRM 5 Editions Lineup

SRM 5
Standard Price per protected virtual machine (license only) $195 Enterprise $495
Scalability Limits Maximum protected VMs 75 virtual machines

(1)
Unlimited(2)
Features Support for storage-based replication Centralized recovery plans Non-disruptive testing
Automated DR failover
vSphere Replication Automated failback Planned migration
1. 2.
Maximum of 75 VMs per site and per SRM instance Subject to the products technical scalability limits
New in SRM 5.0

Entitlement Paths For Current SRM Customers

SRM 1 and SRM 4 SRM 5
5 licenses
SRM Processor license SRM Enterprise SRM Enterprise SRM Enterprise VM license SRM Enterprise VM license SRM license VM 5 Enterprise VM license VM license
SRM VM license
SRM 5 Enterprise VM license
SRM 5 Standard VM license
8-95
VMware vShield 5.0

8-96
vShield 5.0 Lineup

vShield 5.0
vShield Zones Price per VM (license only List Price (license only) Included licenses Included w/vSphere vShield Endpoint $50 $1,250 25 VMs vShield Edge $150 $3,750 25VMs vShield App (Incl. Endpoint) $150 $3,750 25VMs vShield App with Data Security $200 $5,000 25VMs vShield Bundle $300 $7,500 25VMs
Features Anti-virus performance improvement, 3rd party policy services Security groups, user defined policies, flow monitoring, hypervisor level firewall Firewall, VPN, LB, NAT, DHCP Role based access control Trusted segmentation in cloud - L2 Firewall, Overlapping IP/MAC, Visibility into orgs Sensitive data discovery Flow monitoring, Firewall, Container level policy

8-97
New in vSphere 5.0
Entitlement Paths for Current vShield 1.0 Customers

vShield 1.0 vShield 5.0
End Point
End Point
App + End Point
App + End Point
Edge
Edge
8-98
Upgrade Paths for vShield Products
No upgrade SKU to full Bundle
vShield Bundle
Edge
Edge
App + End Point + Data Security
App + End Point
App + End Point
App + End Point End Point End Point
8-99
VMware vCloud Director 1.5

8-100
vCloud Solution Pricing & Promotions Summary

vCloud Director
vCloud Director Pricing and Licensing Price Per VM (license only) List Price (license only) Included Licenses $150 $3,750 25 VMs vCloud Chargeback $50 $1,250 25 VMs vShield Edge $150 $3,750 25 VMs Solution Promo $250 $7,750 $6,250 25 VMs Jumpstart Promo $250 $108,000 $75,000 300 VMs + PSO
Products & Features vCloud Connector vCenter Chargeback vCloud Plug-in Library vCloud Director Engine vCloud Director User Interface vCloud Director Linked Clones vCloud Director Extensions vShield Networking Services vShield Stateful Firewalls vShield Network Isolation for N1kv vShield Edge VPN vShield Edge Load Balancer vCloud Jumpstart PSO Service

8-101
New feature in 2011 H2
Improved feature in 2011 H2
VMware vCenter Heartbeat 6.4

8-102
vCenter Server & vCenter Server Heartbeat Lineup

vCenter Server
Foundation Price (license only) $1,495 Standard $4,995 Price (license only)
vCenter Server Heartbeat

$9,995
Entitlements One License Protects Host Limitation up to 3 Hosts unlimited
vCenter Server and its database (can be on same or different hosts)
Features Unified management of all vSphere Hosts and virtual machines vCenter Server Appliance (vCSA) vSphere Web Client
Features Protection from application, configuration, OS and hardware related outages vSphere Client Plug-in
vCenter Orchestrator
Linked Mode Protects vCenter Server 5.0 Microsoft SQL View Composer 5.0

8-103
New in vCenter Server 5.0 / Heartbeat 6.4
There are two new Solution Competencies coming up

Q4 11
Virtualization Business Critical Applications (VBCA) Competency

VMware Products
vSphere
Site Recovery Manager /SRM
vShield Apps
vCenter Ops Advanced (vCenter + CapIQ)
Competency Goals
Enables Partners to move customers to 80% virtualized Prepares Partners for successful virtualization of business critical applications
Q1 12
vCloud Competency
VMware Products
vSphere
vCloud Director
vShield Edge
vCenter Chargeback
Competency Goals
Enables partners to deliver VMware vCloud solutions and services Drive successful transformation of customer organizations as they adopt the Cloud
8-104
VMware Partner Network Updates
8-105
NA Partner Lighthouse Dashboard
Last Updated: June 23, 2011
Lighthouse
vCenter Chargeback, AppSpeed, CapIQ Virtualization Management VCOPs Std & Adv vShield
Geo, # of Partners
Current Phase Active Selling

Effective:Jul10 - 12/31/11
Partner Enrollment
Goals**
$1M revenue (Sep->Mar) 40 ad+ deal regs created by EOQ1
NAM
31 Partners
Closed
Closed Closed
NAM
78 Partners
Active Selling
Effective: Apr11 - 10/31/11
$.7M revenue (Jun-Oct) 35 ad+ deal regs created by EOQ4
NAM
12 partners
Enablement
Effective: June11 8/30/11
$360k incremental revenue by end of 2011

st
Cloud Computing VCD, ChargeBack, Edge
NAM
72 Partners (incl. 15
VSPPs)
Active Selling
Effective: May11 - 12/1/11
Closed
Build 1 customer success : 20 customers stories in 2011 w/ VCD running in prod (use case basis) 25 Go-To Partners in AMER and EMEA. $100K incremental revenue by end of 2011. $200K incremental revenue by June 2012
Zimbra
NAM
25 Partners
Partners Applying
Effective: June11 12/31/11
Open Q3
vFabric Targeting SISOs
WW
Launching Q3
Effective: TBD
TBD
* all Lighthouses partners get training for FREE & are eligible for Solution Rewards (10% backend rebate) ** all Lighthouses include qualitative measures of enablement content
8-106
Partner Rewards Overview of all VMware Partner Incentives and availability by Partner Tier
Incentive Programs
Desktop Virtualization Business Continuity VMware vCenter Site Recovery Manager Licenses VMware vCloud Director, VMware vShield, VMware vCenter Operations
MDF MDF
VMware View & VMware ThinApp Licenses
Potential Benefits
Lighthouse
Registered
Professional
Enterprise
Premier
24% +
of product list price
8-107
Solution Enablement Toolkits (SETs) aligned to Competencies

Competencies
Infrastructure Virtualization
Desktop Virtualization
Business Continuity
vSphere Jumpstart Solution Enablement Toolkits MS Exchange on VMware
Desktop Virtualization Assessment
SRM Jumpstart
View Pilot View Plan and Design
SRM Plan and Design
SAP on VMware
SRM Pilot
SQL Solutions on VMware Oracle on VMware vSphere Plan & Design
Windows 7 Upgrade on View
ThinApp Plan and Design
ThinApp Jumpstart Launched in Q211
Virtualization Assessment
GEO Field Ops Updates
8-109
Placeholder GEO 1
8-110
Go to Partner University to see the full vmLive calendar!

Cloud Infrastructure: Understanding the Cloud Infrastructure launch Cloud Infrastructure: Pricing, Packaging and Licensing for Cloud
Infrastructure
Understanding Your Customers Readiness for Cloud Cloud Infrastructure: Whats New Features, Functions and Benefits VMware Q3 Promotions Update Cloud Infrastructure: Site Recovery Manager - Expanding New Market
Opportunities for Partners
What's New in vSphere Platform Cloud Infrastructure: What's new in vSphere - Management and HA:
vCenter server appliance, Heartbeat, vSphere HA
Cloud Infrastructure: New VMware Storage Appliance - What every SMB

customer wants today!
Cloud Infrastructure: Competitive Update Cloud Infrastructure: vShield - Paving the Way for Cloud Security and
Compliance
Cloud Infrastructure: What's new in vCD : scalability, networking,

automation
Cloud Infrastructure: vCloud Director - What's New

Confidential
2009 VMware Inc. All rights reserved
Appendix
vSphere 5.0 Licensing Detailed Examples
8-113
Customer Scenario
How do I license a host with vSphere 5? How much vRAM do I get with my vSphere 5 licenses? What is the vRAM pool? How many VMs can I run with my vRAM pool? How many VMs can I power on a host? What if my VMs move to a different host with vMotion or DRS? What is my vRAM pool if I have multiple vCenter Servers?
What is my vRAM pool if I have more than one vSphere edition?

How do I expand my vRAM pool? How do I license an new host and join it to my vRAM pool? What are the benefits of the vSphere 5 licensing model? Will vSphere 5 be more expensive for vSphere 4.x customers?
8-114
How Many vSphere Licenses Do I Need?

Answer
In this example: Licensing Host A with vSphere 5 requires the same number of licenses as with vSphere 4.x Licensing Host B with vSphere 5 requires half the licenses of vSphere 4.x (2 vs. 4) because vSphere 5 does not limit the number of cores per processor Like in vSphere 4.x, each CPU requires at least one license vSphere 5 licensing does not impose limits on number of cores per processor and physical RAM per server
Example
vSphere Ent vSphere Ent
Summary Hosts CPUs vSphere Licenses 2 4 4
1
CPU
1
CPU
1
CPU
1
CPU
Host A
Host A 2 sockets, 4 cores per CPU, 48GB RAM
Host B
1
VM (4GB vRAM) Powered-off VM Processor License
Host B 2 sockets, 12 cores per CPU, 64GB RAM
8-115
How Much vRAM Do I Get with My vSphere Licenses?

Answer
Each vSphere Enterprise Edition license entitles to 64GB of vRAM. Each vSphere 5 processor license includes a vRAM entitlement
Edition Enterprise Plus vRam per License 96GB 64GB 32GB 32GB (192GB max) 32GB (192GB max)
64GB
64GB
64GB
64GB
Enterprise Standard Essentials Plus
vSphere Ent
vSphere Ent
Essentials
1
CPU
1
CPU
1
CPU
1
CPU
Host A
Host B
1
8-116
What is the vRAM pool?

4 licenses of vSphere Enterprise Edition provide a vRAM pool of 256GB (4 * 64 GB)
Answer
When managing vSphere hosts with vCenter, vRAM entitlements are pooled vRAM pool capacity is the max capacity that can be used with the current set of licenses
64GB
vRAM Pool (256GB) 64GB 64GB 64GB
Example
License the following servers with vSphere Enterprise Edition:
Summary
1
CPU
1
CPU
1
CPU
1
CPU
CPUs vSphere Licenses
4 4 256
Host A
Host B
1
Pooled vRAM (GB)
8-117
How Many VMs Can I Run with My vRAM pool?

24 powered on VMs each with 4GB of configured vRAM consume a total of 96GB
Answer
You can run as many VMs as you want as long as the consumed vRAM capacity is equal or less than the vRAM pool Only powered on VMs consume vRAM capacity
Powered off VMs do not consume vRAM capacity
Example
User creates 32 VMs with 4GB of configured vRAM and powers on only 24
Summary
1
CPU
1
CPU
1
CPU
1
CPU
4 4 256 96
Host A
Host B
1
Pooled vRAM (GB) Consumed vRAM (GB)
8-118
How Many VMs Can I Power-on a Host?

By running 36VMs on host B the user consumes a total of 144GB on Host B The two Enterprise Ed. Licenses used for Host B contributes a total of 128GB of vRAM to the pool
Answer
You can power on as many VMs as you as you want on a host as long as the total consumed vRAM is less or equal to available vRAM pool If necessary, you can increase the available vRAM pool capacity by adding more proc. licenses to a CPU
Example
User deploys 40 VMs each with 4GB of configured vRAM distributing 4 VMs on Host A and 36 on Host B
Summary A B 2 36 144 128 Pool 4 40 160 256
1
CPU
1
CPU
1
CPU
1
CPU
vSphere Lic.
2 4 16 128
Host A
Host B
1
VMs Consumed vRAM (GB) vRam Pool (GB)
8-119
What if My VMs Move to a Different Host with vMotion or DRS?

Answer
Any VM can run on any host within a vRAM pool. Since vRAM is pooled across all hosts of the same vSphere edition under a vCenter Server, the movement of VMs cannot cause more vRAM to be needed.
Example
1
CPU
1
CPU
1
CPU
1
CPU
VMs on one host can vMotion to another without impacting the consumed or available vRAM capacity. All VMs can even run on a single host, in effect borrowing the vRAM capacity of the other host.
Summary CPUs 4 4 256 128
Host A
Host B
1
vSphere Licenses Pooled vRAM (GB) Consumed vRam (GB)
8-120
What is My vRAM Pool if I Have Multiple vCenter Servers?

You must link the vCenter Servers to form a single vRAM pool. The resulting vRAM capacity is the sum of the two sites vRAM capacity.
Site 1 Site 2
Answer
The vRAM pool can extend across multiple linked vCenter Servers. vCenter Servers (Standard Edition) can be linked together using Linked Mode.
Example
Site 1 and Site 2 each contain a host with two licenses of Enterprise. Each site has 128GB of pooled vRAM capacity in a separate pool. When the vCenter Servers at each site are linked together, one vRAM pool is created with 256 GB of pooled vRAM capacity.
Summary Summary
VMware vCenter Server
vSphere Ent
vSphere Ent
1
CPU
1
CPU
1
CPU
1
CPU
Site 1 1 and 2 2 Site Site

CPUs CPUs vSphere Licenses vSphere Licenses
1
2 2 128 64
4 4 256
2 2 128 64
Host A
Host B
VM (4GB vRAM)
Powered-off VM
Processor License
Pooled vRAM (GB) Pooled vRAM (GB) Consumed vRam (GB) Consumed vRam (GB)
128
8-121
What is My vRAM Pool if I Have More Than One vSphere Edition?

Answer
Each edition of vSphere has a separate vRAM pool. Adding licenses for one edition will not add vRAM to other editions vRAM pool.
Example
vSphere Ent vSphere Ent vSphere Ent +
Host X is licensed with two licenses of Enterprise Plus. There are two separate vRAM pools: one for Enterprise with 256 GB, another for Enterprise Plus with 192 GB.
Summary Ent CPUs 4 4 256 128 Ent+ 2 2 192 96
1
CPU
1
CPU
1
CPU
1
CPU
1
CPU
1
CPU
Host A
Host B
Host X
1
VM (4GB vRAM)
Powered-off VM
Processor License
8-122
I Need More vRAM Capacity. How Do I Expand my vRAM Pool?

Answer
There are two ways you can expand your vRAM pool: 1) Upgrade all licenses to an edition with a higher vRAM entitlement
2) Add more licenses of the current edition

Example
All 256GB of vRAM capacity is consumed. Another 16 GB is needed for 4 additional VMs.
1
CPU
1
CPU
1
CPU
1
Summary
CPU
4 4 256 256
Host A
Host B
Pooled vRAM (GB)
1
Consumed vRam (GB)
8-123

Enterprise Plus is entitled to 96GB of vRAM. 4 licenses * 96GB = 384GB vRAM
Answer

Example
VMware vCenter Server vSphere Ent vSphere Ent + vSphere Ent vSphere Ent +
1
CPU
1
CPU
1
CPU
1
CPU
Upgrading all 4 licenses to Enterprise Plus would raise the Pooled vRAM capacity to 384GB.
Summary Summary CPUs CPUs 4 4 4 4 256 384 256 272
Host A
Host B
1
vSphere Licenses vSphere Licenses Pooled vRAM (GB) Pooled vRAM (GB) Consumed vRam (GB) Consumed vRam (GB)
8-124

One additional license of Enterprise will increase the vRAM pool by 64GB, yielding a total pooled vRAM capacity of 320GB.
Answer

Example
1
CPU
1
CPU
1
CPU
1
CPU
Adding one additional license of Enterprise would increase the pooled vRAM capacity to 320GB.
Summary CPUs 4 4 5 256 320 256 272
Host A
Host B
1
8-125
How Do I License a New Host and Join It to My vRAM Pool?

Answer
There are two ways to add a host: 1) Add additional licenses of the same edition. 2) If you have more licenses than CPUs, you can deploy those licenses to the new host. Pooled vRAM capacity will remain unchanged.
Example
vSphere Ent vSphere Ent
A new host, Host C, needs to be licensed.
1
CPU
1
CPU
1
CPU
1
Summary
CPU CPU
4 5 320 144
Host A
Host B
Host C
1
Pooled vRAM (GB) Consumed vRam (GB)
VM (4GB vRAM)
Powered-off VM
Processor License
8-126

Pooled vRAM capacity is increased by 64GB. As before, VMs can run on any of the three hosts.
Answer
There are two ways to add a host: 1) Add additional licenses of the same edition 2) If you have more licenses than CPUs, you can deploy those licenses to the new host. Pooled vRAM capacity will remain unchanged.
Example
VMware vCenter Server VMware vCenter Server
vSphere Ent vSphere Ent vSphere Ent
A new host, Host C, needs to be licensed. One additional license of Enterprise is added. This increases the pooled vRAM capacity to 384GB.
Summary
CPU
1
CPU
1
CPU
1
CPU
1
CPU
1
CPUs 4 5 5 6 320 384 144
Host A
Host B
vSphere Licenses
Host C
1
VM (4GB vRAM)
Powered-off VM
Processor License
8-127

Pooled vRAM capacity remains unchanged at 320GB. As before, the VMs can run on any of the three hosts.
Answer
There are two ways to add a host: 1) Add additional licenses of the same edition. 2) If you have more licenses than CPUs, you can deploy those licenses to the new host. Pooled vRAM capacity will remain unchanged.
Example
VMware vCenter Server VMware vCenter Server
vSphere Ent vSphere Ent vSphere Ent
A new host, Host C, needs to be licensed. No additional vRAM is needed and there are more licenses than CPUs. A license can be redeployed to Host C. Pooled vRAM capacity remains unchanged. Summary
1
CPU
1
CPU
1
CPU
1
CPU CPU
5 4 5 320 144
Host A
Host B
Host C
1
VM (4GB vRAM)
Powered-off VM
Processor License
8-128

3Q 2011 Partner Briefing Presentation - Sales Presentation (Released 8)

Загружено:

Сведения о документе

Исходное описание:

Оригинальное название

Авторское право

Доступные форматы

Поделиться этим документом

Поделиться или встроить документ

Параметры публикации

Этот документ был вам полезен?

Это неприемлемый материал?

Авторское право:

Доступные форматы

3Q 2011 Partner Briefing Presentation - Sales Presentation (Released 8)

Загружено:

Авторское право:

Доступные форматы

3Q11 Quarterly Partner Briefing

Your Cloud. Intelligent Virtual Infrastructure. Delivered Your Way

Whats New Including Business Value

VMware vCloud Initiative

The Business has Strict Demands of IT

Right Service at Right Price

Right Capability at Right Time

Business Agility is the Top Driver for Cloud Computing

Disaster recovery/business continuity

Industry regulatory changes

VMware vCloud Initiative

Evolve Your Existing Datacenter to a Private Cloud

VMware Enterprise Hybrid Cloud Security

vCloud Service Provider

Cloud Computing Moves from a Technology Discussion to a Business Decision

Cloud Infrastructure Launch

vCloud Director 1.5 vCloud Director

Cloud Infrastructure Launch

vShield Security vShield 5.0

VMware Cloud Infrastructure

Trust Your Cloud

Intelligent Policy Management Resource Elasticity Flexible Hybrid Cloud Management

Visibility into Sensitive Data

Enterprises Can Save Money with New Cloud Infrastructure

Example Datacenter Scenario

100GB storage per VM 200GB storage per protected VM

OpEx 395 person/days

New Cloud Infrastructure Capabilities Deliver Business Value

$131,002 100 VMs $49,661

$1,310,020 1,000 VMs $491.614

40 Person Days 100 VMs

395 Person Days 1,000 VMs

Estimates assume 1000 VM environment

VMware Cloud Infrastructure

Run Business Critical Apps with Confidence

Respond to Business Faster

Trust Your Cloud

Intelligent Policy Management Resource Elasticity Flexible Hybrid Cloud Management

Visibility into Sensitive Data

Better Platform For Business Critical Apps

Improve App Quality of Service

Improve App Efficiency

Accelerate App Time-to-Market

Reduce provisioning times from weeks to minutes Self-service provisioning

vSphere 5.0 exclusively utilizes the thin

2GB for VMware ESX with the service

vSphere ESXi ESX Benefits

vSphere 5.0 Monster VMs

4x size of previous vSphere versions Run even the largest applications in

Welcome Home, Massive Databases

One massive database with 2 billion transaction per day.

.fits in a single VM with 32-vCPU, 1 TB RAM

Broadest Software and Hardware Support in the Industry

Oracles official support policy (Document

5 out of Top 5 Telecom ISVs

Microsoft fully supports all leading

4 out of Top 5 Retail ISVs

Broadest x86 Hardware Support The broadest choice of x86 hardware

VMware Cloud Infrastructure

Run Business Critical Apps with Confidence

Respond to Business Faster

Trust Your Cloud