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VMware Sales ByteExisting CustomersSeamlessly Extend to the Cloud with vCloud Hybrid Service

Chris Spencer – Product Line Marketing Manager

VMware Sales Byte Overview

Customer Challenges

Partner Opportunity

VMware vCloud Hybrid Service Overview

Customer Profile

Next Steps

Bridging the Gap Between the Business and IT

Line of Business

Requires speed, agility and the ability to innovate

IT Team

Focused on maintainingreliable, secure infrastructure

Two Key Challenges

Growing chasm between Business and IT due to lack of agility

Lack of trust for business-critical workloads in the public cloud

Common Challenges For Considering Cloud

Flat or Declining IT

Budget

1 • Consume IT vs. construct IT• Deliver redundancy without having to build

on premise infrastructure • Predictable billing that can fit into an

organizations budgeting process

2 • Decrease management overhead by deploying anywhere, yet managing once

• Eliminate additional training by leveraging the same tools you are familiar with

• Provide a consistent and scalable IT with one place to call – VMware

Need to Consume

Quickly, Yet Securely

3

“We have a cloud mandate, but our staff is stretched thin and

we don’t have the budget to hire more.”

“I need a cloud as secure and

accessible as my internal

environment.”

Cloud allows you to:Customer problems:

• Deliver IT resources and applications to the business on demand

• Support existing workloads and new application development

• Offer secure multi-tenancy and organization isolation

“I need the agility to scale IT services to meet the needs of the business, but have no budget to

do it with.”

Limited IT Staff and

Resources

Challenges Extending the Private Cloud to the Public Cloud

ProprietaryPlatform

Optimized for New Apps

Only

Limited NetworkIntegration

SeparateManagement

Tools

SeparateProcesses, Skillsets,

Your Data Center / Private Cloud

The PublicCloud

Leads to increased OpEx due to the additional staff and training required to manage all these disparate tools.

Seamlessly Extend To The Cloud with vCloud Hybrid Service

VMware vCloud Hybrid Service

Your Data Center Software-Defined Data Center

VMware vSphere & vCloud Suite

Existing & New Apps

Seamless Networking

Common Management

One Support call

The Ready-to-Run Cloud. Any Application. No Changes.

IaaS cloud owned and operated by VMware based on VMware software

Partner Opportunity: Increase Reach, Maintain Relationship

• Enhance your role as a strategic advisor • Focus on value-added services• Differentiate from your competition• Benefit from a recurring revenue business model• Continue to own the relationship with your customers:

pricing, billing, and services

BillBill

vCloud HybridService Customer

Partners

vCHS Provides All the Cloud Infrastructure Required

vCHS Delivery Components

Customers bring their own tools, VMs, and licenses.

We do the rest.

Deploy Today’s and Tomorrow’s Applications

2,200+ ISV Tech Partners

5700+ Apps Certified on VMW

Platform

Top 5 Telecom AppsTop 10 Finance AppsTop 10 Healthcare Apps

New Cloud Applications

Design, build, and run new cloud-native

applications

APIs and automation

PaaS integration

Your Existing Applications

Next Generation Hybrid Applications

Evolve from traditional applications to next

generation applications (Spring, Ruby on Rails)

to deliver on any platform, anywhere

5 Use Cases for Hybrid Cloud

Dev/Test

Take a low-risk first step and free up

valuable on-premises data center capacity by hosting dev/test workloads in hybrid

cloud

Packaged Applications

Facilitate pre-production

testing for upgrades and host new apps,

e.g., Microsoft Exchange in hybrid

cloud

New Enterprise Applications

Build and host business-critical

applications and virtual desktops in hybrid

cloud, including new applications in

traditional 3-tier architectures (Java)

Disaster Recovery

Deliver disaster recovery and extend

the data center for dev/test, seasonal workloads, and additional geo

locations

Get on the road to hybrid cloud, start at any point

vCloud Hybrid Service Key Differentiators

Direct vSphere

Integration

Leverage Existing

Tools

Leverage Existing Skillsets

The Same Platform Used On-Premises

Seamless Network

Integration

Advanced Network

Virtualization

Extend Beyond Your Current Data

Center

Drive Down Risk and Cost of Ownership

The Fastest Path to Cloud

Broadest OS & App

Support

Reliable Security &

Performance

Compatible Platform for New Apps

Existing & New Apps Seamless Networking Common Management1 2 3

2014: Action by Region

1. Passively probe your customer base2. Capture opportunities3. Direct customers to vcloud.vmware.com to learn

more information4. Download customer facing content to assist in

presenting to your customer

USA

Rest of World

*Exception: Multi-national company looking for a data center in the United States and will transact in US dollars.For vCHS Sales Inquiries (Vmware partners): vCHS-PartnerSales@vmware.com

1. Actively probe customer base for hybrid cloud opportunities

2. Capture leads 3. ACTION: Leverage vcloud.vmware.com and

Partner Central to learn more

Rest of World: *Phased roll-out in 2H2014

UK

Focus on the Targets for Success

Public Cloud Triggers

Cloud Mandate

Mergers & Acquisition

New Applications

Fast Time to Market

H/W Lease or Refresh

Data Center Capacity

Limited IT Resources

Business Continuity/ Disaster Recovery

Packaged Applications Exchange, SharePoint, SAP, Oracle, Microsoft, Data Analytics, Business Intelligence

Web Hosting/eCommerce 3-Tier Web Apps, Mobile App Development, Content Delivery Solutions

Backup/Archiving/StorageSecondary backup and archiving site

Outsourced Data CenterOn demand data center expansion

Test/QA/DevelopmentNew application development, pre-production testing

Customers that have:

vCenter Server w/Heartbeat

+ View

+ vSphere

Are likely candidates to adopt Hybrid Cloud

Use Cases Product Combination

2013 Market Basket Analysis Adjacency Study by VMware

Data from existing VMware Public Cloud Customers

Qualifying Questions

Are you considering public cloud or have a public cloud initiative/mandate?

Who is responsible for selecting which public cloud services to use or to consider?

What public clouds are you using today? Is IT involved?

What workloads are being placed in the public cloud today or being considered for the future?

Are there any imminent projects or initiatives (within IT or LOB) that have a need for public cloud?

In Summary: Extend Your Workloads into the Hybrid Cloud with VMware

Infrastructure as a Service (IaaS) cloud owned

and operated by VMware

Built on the trusted foundation of vSphere with

support for 90+ operating systems and 3,800+

applications

vCloud Hybrid Service is the Software-Defined Data Center for Rent

Supports existing workloads, third party applications and new application

development

We give IT control back with common management, unified networking and

security for extending into the public cloud

One place to call for support from the VMware you know and trust

vCHS Offers Two Services: Choose One or Both

• Sold in monthly, yearly & ELA terms

• Customer use cases:

• Steady state, predictable performance for production workloads

• Dedicated compute for mission critical and security/compliance-driven applications

• e.g. SAP, Oracle, Exchange, CRM, HR, payroll, new application development, etc.

• Sold in monthly, yearly & ELA terms

• Customer use cases:

• Burst workloads, smaller deployments, short-term projects that don’t require a dedicated infrastructure

• Workloads that can be deployed on a variable, lower performance platform

• e.g. Test/dev, Web/mobile apps, marketing campaigns, development environment, etc.

Physically isolatedYour own private cloud instance

120GB vRAM*30GHz vCPU*

6 TB* 50 Mbps allocated*1 Gbps burstable*3 Public IPs*

Dedicated Cloud

Logically isolatedFully private networking

20GB vRAM*5GHz vCPU (burst to 10 GHz)*

2 TB* 10 Mbps allocated*50 Mbps burstable* 2 Public IPs*

Virtual Private Cloud

*Minimum capacities listed. All compute, storage and networking capacities can be increased.

vCloud Hybrid Service Add-ons Direct Connect: A private, direct, high-throughput path between two

endpoints

Data Protection: an agentless, policy-driven free data protection service for virtual workloads across both Dedicated Cloud and Virtual Private Cloud service tiers.

Offline Data Transfer: enables data to be exported securely from one cloud to another.

OS & Application Catalog: Purchased through the VMware Marketplace, OS and application licenses can be purchased.

Next Steps

Keep up with the latest on vCloud Hybrid Service• Partner Central - http://www.vmware.com/go/vcloudhybridservice

• Facebook - https://www.facebook.com/vmwarevcloud

• Blog - http://blogs.vmware.com/vcloud/

• Twitter - @vCHS

Prepare for the customer conversation Get the Sales BYTES Toolkit - www.vmware.com/go/salesbytes

Print out the vCloud Hybrid Service ValuePrompter Get more information about the service: http://vcloud.vmware.com Identify customers for a vCloud Hybrid Service Conversation