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© 2013 Cisco Systems, Inc. and VMware 1
Cisco and VMware: Transforming Desktops into End-User Workspaces
UCS Solution Accelerator Pak with VMware Horizon View
How to Sell Guide / Playbook
Desktop Virtualization with Cisco UCS and VMware Horizon View
January 2014
2© 2013 Cisco and VMware
Cisco and VMware: Transforming Desktops into End-User Workspaces
Agenda
1. What is VDI / VMware Horizon View2. Why Sell VMware View + Cisco UCS?3. Greenfield Opportunity for You! / Targeting the Server for View4. Accelerating Your Pipeline: UCS + View SmartPlay Bundle5. Positioning the Bundle Against Customer Pain Points6. Cisco and VMware: Better Together, for VDI
3© 2013 Cisco and VMware
Cisco and VMware: Transforming Desktops into End-User Workspaces
Why Sell VMware Horizon View and Cisco UCS Solutions?
30%
90%
vSphere virtualization = ripe for View
View upsell opportunity from vSphere install base
3X VDI growth forecasted by Gartner
11X Drag in View deals
Cisco UCS upsell opportunity with View
UCS + View bundles are up to 15% less than a la carte
3X
4© 2013 Cisco and VMware
Cisco and VMware: Transforming Desktops into End-User Workspaces
Deliver: Empower your workforce with secure, roaming access to your same desktopacross devices
Broker: Manage and secure virtual desktops from a singleadmin console whileremoving data off endpoints
Horizon View virtualizes desktops into a central service
Transform: Simplify desktops and apps into the datacenter with virtualization
Reduce Costs Enhance Security Provide High Availability Better Support More Users
Across More Devices
5© 2013 Cisco and VMware
Cisco and VMware: Transforming Desktops into End-User Workspaces
New Dedicated Infrastructure for VDI Means Greater Opportunities for You!
Greenfield UCS Opportunity!
Virtual Desktops
VDI Client / user
VDI Client / user
Legacy / Existing Infrastructure
ERP/CRM
Web
?
6© 2013 Cisco and VMware
Cisco and VMware: Transforming Desktops into End-User Workspaces
Cisco Unified Computing SystemIdeal Platform for Desktop Virtualization
• Lower cost for compute + network infrastructure
• Greater virtual desktop density withoutperformance impact
• Simple Operation —start in minutes, scalein seconds
• Massive Scalability —scales easily to 1000’s ofdesktops per UCS system
• Expansive memory and I/O to avoid desktopvirtualization bottlenecks
Mem
ory
CPU
I/O Unified Fabric (FCoE)
7© 2013 Cisco and VMware
Cisco and VMware: Transforming Desktops into End-User Workspaces
Targeting the Server Platform for View
competitors
Cisco UCS
Why is Cisco UCS Better for View than competing platforms? Simplified/Rapid/Stateless,
“zero-touch” operations vs. competitors
Unified, single point of management with less cabling, switches, and chassis management
Predictable Performance with Linear Scalability
Granular visibility and management of VM-level flows
Customer choice: wide array of storage ecosystem solutions and optimization
8© 2013 Cisco and VMware
Cisco and VMware: Transforming Desktops into End-User Workspaces
Target Profile
View: • Minimum vSphere Standard
customer approx 30% virtualized
• Min 50-100 desktops
UCS: • May or may not have UCS
place• Opportunity to displace
competitors• VDI is typically greenfield
infrastructure opportunity
Target Audience
9© 2013 Cisco and VMware
Cisco and VMware: Transforming Desktops into End-User Workspaces
Intercepting the Opportunity & Accelerating Your Pipeline: Special Bundle Offer
10© 2013 Cisco and VMware
Cisco and VMware: Transforming Desktops into End-User Workspaces
Customer Pain Points
VDI is too expensive! • Don’t have budget!• I just need to get into a small
pilot or PoC
VDI is too complex!• Too many disparate components• How do I manage it all?
VDI performance is sub-par!• How do I scale?• My users won’t be happy
Great Opportunities to start the conversation
11© 2013 Cisco and VMware
Cisco and VMware: Transforming Desktops into End-User Workspaces
Truly Scalable, Cost-Effective VDI with VMware Horizon View & Cisco UCS
Mid-Market(400+ Users)
Discounted Bundles for targeted customer segments: Unparalleled Price to Performance Ratios Pre-validated Solutions to accelerate sales and implementation Contact your Cisco Channel Partner to find out more Brochure: http://bit.ly/YExWBP
SMB(100
Users)
Branch Office (30
Users)
UCS B200 w/ 400 View UCS C240 w/ 100 View UCS E-Series ISR G2 w/ 30 View
Cisco UCS Solution Accelerator Pak with VMware Horizon View - Solution Bundles
UCS-SL-VDI-B200-02 UCS-SL-VDI-C240-01
Convenient single-SKU ordering!
UCS-E160D-M1VDI/K9
Validate how many user licenses with this SKU
12© 2013 Cisco and VMware
Cisco and VMware: Transforming Desktops into End-User Workspaces
Value of the Bundle to Customers
Customer Pain Points Solution Accelerator Paks with Horizon View + UCS - Bundle Benefits
I just need to get a Pilot / Proof of Concept going quickly
Offers quickest path to implementing an initial infrastructure that can grow in the future as demands increase
VDI is complex, difficult to manage
Includes both hardware and software licensing, and can be easily managing from a single pane of glass
I’m concerned about poor desktop performance moving to this technology
Based on UCS+View Reference Architecture that’s been validated to perform and linearly scale without issue, especially as users are added
I don’t have budget to spend on VDI
Aggressively discounted by Cisco and VMware = improved ability for partners to lower TCO while protecting margins
13© 2013 Cisco and VMware
Cisco and VMware: Transforming Desktops into End-User Workspaces
How Do I Know Which Bundle is Best For Me?
Triggers Consider
Need a pilot or PoC for a couple hundred seats but want to scale quickly in the future without forklift
B-Series Bundle for Ultimate VDI Scalability. Starter kit starts at 400 users (with expansion blades) in a single chassis
Small or medium sized office (or business), no SAN in place, prefers rackmount form-factor solution for a couple hundred seats
C-Series Bundle for Economical Small-Footprint VDI.Supports 100 users, and includes over 7TB of installed disk storage
Branch offices with 30 users or less
E-Series Bundle for Branch Services with VDI.Integrates 30 seats with premises router for IT consolidation at the branch
14© 2013 Cisco and VMware
Cisco and VMware: Transforming Desktops into End-User Workspaces
Matching Customer IT Environment to Server SolutionsCustomer Environment / Needs Server Solution
Prefers blade compute form-factor B-Series
Needs truly scale-out capacity (100’s to 1000’s of seats)
B-Series
Prefers rack-mount compute form factor C-Series
Needs medium-sized scale, ex: 100 seats
C-Series
Prefers local storage, no SAN in place
C-Series – includes 7TB of disk installedB-Series – with Option 1 upgrade for floating desktops
Has Cisco ISR-G2 Branch Office Router in place
E-Series
30 users or less at remote or branch office
E-Series
15© 2013 Cisco and VMware
Cisco and VMware: Transforming Desktops into End-User Workspaces
Cisco UCS with VMware Horizon ViewDelivering an Accelerated Path to VDI ROI
Desktop Virtualization 400 User Starter Kit for View
(2) Cisco UCS 6296UP 96-Port Fabric Interconnects(1) Cisco UCS chassis with 2
Cisco 2208 IOM Modules(2) Cisco UCS B200
controller blade server• CPU: 2 x 2.20-GHz Intel
Xeon processors E5-2660 v2
• Memory: 8 x 16 GB (128 GB total)
• Cisco UCS Virtual Interface Card VIC 1240
(4) Cisco B200 desktop workload blade servers• CPU: 2 x 2.80-GHz Intel
Xeon processors E5-2680 v2
• Memory: 16 x 16 GB (256 GB total)
• Cisco UCS VIC 1240(4) VMware View Premier 100 Packs
UCS-SL-VDI-B200-02
100 User SMB Bundle for View
(1) Cisco UCS C240 rack server• CPU: 2 x 2.80-GHz Intel Xeon
processors E5-2680 v2• Memory: 16 x 16 GB (256 GB
total)• HDD: 24 x 300 GB SAS• Cisco UCS VIC 1225(1) VMware View Premier 100 Pack
UCS-SL-VDI-C240-01
100 User Expansion Bundle for View
(1) Cisco B200 hosting blade server• CPU: 2 x 2.80-GHz Intel Xeon
processors E5-2680 v2• Memory: 16 x 16 GB (256 GB
total)• Cisco UCS VIC 1240(1) VMware View Premier 100 Pack UCS-SL-VDI-B200-05
UCS On-Board Storage Expansion Options
(1) Cisco B200 hosting blade server• CPU: 2 x 2.80-GHz Intel Xeon
processors E5-2680 v2• Memory: 16 x 16 GB (256 GB total)• Cisco UCS VIC 1240(1) VMware View Premier 100 Pack
With Fusion-io 785GB, 100 users:• UCS-SL-VDI-B200-03With LSI 400GB, 100 users:• UCS-SL-VDI-B200-04
Cisco UCSVMware
Horizon View
NEW!
Graphics Intensive Apps Upgrade Options
(1) Cisco UCS C240 hosting rack server• CPU: 2 x 2.80 GHz Intel Xeon
processors E5-2680 v2• Memory: 16 x 16 GB (256 GB)• Cisco UCS VIC 1225• 2 x 300GB SAS
NVIDIA K1: UCS-SL-VDI-C240-K1 NVIDIA K2: UCS-SL-VDI-C240-K2
16© 2013 Cisco and VMware
Cisco and VMware: Transforming Desktops into End-User Workspaces
+ : Better Together, for VDI
We’re jointly attacking the VDI pain points and…Delivering and Accelerated Path to ROI with VDI
Uncompromised VDI Performance Compute infrastructure purpose built for VMware vSphere aware networking, security and QoS Consistent experience for users, across locations and
devices
Simplified VDI Management Fully integrated with vCenter Provision and deploy desktops in minutes
Best Price to Performance Ratio for VDI environments of ALL sizes Easily scale from 1 desktop to 1000’s Backed by Reference Architectures / CVD’s Optimized balance of Memory, IO, and CPU performance
CISCO VMFEX
CISCO NEXUS 1000V
17© 2013 Cisco and VMware
Cisco and VMware: Transforming Desktops into End-User Workspaces
Learn More
LEARN MORE: Cisco UCS with VMware Horizon View
Solution Overview: http://cs.co/9004eB0G
Get Started Today for Less - Promo Bundle Flyer: http://cs.co/9005eB0H
For sales support – Kristine Eckenrode, [email protected]
18© 2013 Cisco and VMware
Cisco and VMware: Transforming Desktops into End-User Workspaces
Thank You!