ILT ViewTechExpress 01SellingView VV4.5 v1.0

7/28/2019 ILT ViewTechExpress 01SellingView VV4.5 v1.0

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2010 VMware Inc. All rights reserved


Selling DesktopVirtualization

Solutions

> Business Benefits ofVMware View

> View Four Step SellingProcess

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 desktopvirtualization 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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OPEXCAPEX

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

$1

$3

$3.80-

Sources: IDC Study 2009 and VMware

The Cost of Desktop Management Is Staggering

Inc

reasing

IT

costs


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VMware View Helps Reduce Desktop-related IT Costs

VMware View

reduces desktopTCO by up to 50%Source: IDC White Paper, 2009

OPEX Savings

Reduce help desk calls

Improve desktop management efficiency Simplify security and compliance

Provision users & deploy desktops inminutes

CAPEX Savings

Delay hardware refreshes Reduce storage requirements

Improve desktop consolidation ratios

Improve backend user density

OPEX Savings

Reduce help desk calls

Improve desktop management efficiency

Simplify security and compliance

Provision users & deploy desktops inminutes

Increased Productivity

Reduce end-user downtime

Automate desktop and data backup

Simplify desktop for end-users


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VMware View TOTAL COST OF OWNERSHIP

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

OPEXCAPEX

$1$3$1.30

Sources: IDC Study 2009 and VMware


8/29 2010 VMware Inc. All rights reserved

Windows 7 Migration Journey with View

Phase 0Assessment

Application

Desktop

Phase IIModernizeDesktops

Phase IVirtualizeApplications



Migrate To Windows 7 With VMware View at Cost andTime

Assessment ApplicationsOS +

ProfilesDeployment

Increased CapEx many customers willneed to buy new hardware

Increased OpEx - complex desktop

architecture increases IT dependenciesTraditional migration methods prone to

errors as well as roadblocks likeapplication compatibility

Traditional Migration

Save up to 50% compared to traditionalmigration methods

Migrate desktops up to 2x faster

Minimize applications compatibilityconcerns

Enjoy the benefits of modern next-gendesktop delivery

Migrate With View

Applicationcompatibility andRemediation

Test and Deploy



Selling VMware View



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 by2012

56% of market using VMware View today

Key Verticals

FinancialInsurance

ManufacturingRetail

HealthcareFederal

EducationState and Local



VMware View 4.5 Sales Playbook

The Sales Playbook is anew INTERACTIVE

sales aid Description of the

recommended salesprocess, with detailedaction items at each

stage 66 pages of resources Features 7 View Sales

Plays: Windows 7Migration, Healthcare,

Education, ThinApp,Federal (Teleworking,COOP, TrainingCenters)



The Sales Process: Four Steps to Success

1. Qualify

2. Engage

3. Review

4. Close



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 desktopassessment

THEN:

You reduce the chances of getting stuck in an elongated salescycle

Li k N d t C biliti L d With OPEX B C



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

IF:You link needs to capabilities and lead with OPEX, the businesscase, and ROI

THEN:

Customers will see how VMware View can address their pressingoperational needs



Position Yourself as a Problem Solver

IF:You share insights, expertise, and value, and position yourself as aproblem solver

THEN:

You will become a trusted advisor and build a highly profitablelong-term customer relationship



Qualify With Caution!

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

End users who need to support 3D applications

Customers who need support for VoIP or video conferencing integratedwith 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

Walk away if

The company has highly sophisticated and well-managed desktopenvironment with no desire to move to a thin client or hosted desktopenvironment

A high percentage of the companys workforce requires on-the-go mobilityor spends large amounts of time offline

If CAPEX payback is the primary factor motivating funding for allinfrastructure projects



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



View Qualification: Sponsors

VP/DirectorIT Operations

CEO

GM/VPLine of Business

CFOCIO

SystemAdmins

VP/DirectorDesktop

DesktopAdmins

VP/DirectorApplications

VP/DirectorSecurity

Decision Maker

Influencer

GM/VPLine of Business



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



Run a Sales Play

The sales plays in the Playbook can help you approach potential customers, get tothe 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



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

Assessment ApplicationsOS +

ProfilesDeployment

Increased CapEx many customers willneed to buy new hardware

Increased OpEx - complex desktop

architecture increases IT dependenciesTraditional migration methods prone to

errors as well as roadblocks likeapplication compatibility

Traditional Migration

Save up to 50% compared to traditionalmigration methods

Migrate desktops up to 2x faster

Minimize applications compatibilityconcerns

Enjoy the benefits of next-gen desktopdelivery

Migrate With View

Audit/AssessmentApplications

Compatibility &Remediation

Hardware/SoftwareAcquisition

OS + App + DriverInstallation

Test & DeployRestore User/AppData & Train Users



Healthcare IT

View Sales Plays: Healthcare

Fast access to applicationsand data from any terminal

Ability to roam their sessionas they move

High availability Familiar look and feel

Secure remote access

Simplify management

Quickly roll out newapplications or servicesEMR/EHR

Maintain compliance andprotect sensitive data

Satisfy end users

Reduce costs

Streamline ClinicianWorkflow with

Follow Me Desktop(Tap and Go)

Caregivers



View Sales Plays: Education

Classroom and Labs Distance LearningRemote Campuses

Provision new desktopsquickly

Ensure consistent userexperience acrosssessions

Improve security withcentralized control andmanagement

Reduce cost ofmanaging the desktopenvironment

Manage all desktopscentrally from acommon datacenter

Standardize desktopimages for allcampuses

Deliver a secure,reliable user experienceto remote end-users

Centralize managementof desktop environment

Deliver desktops to avariety of locations

Ensure consistentexperience across users

Reduce cost ofsupporting a diversestudent population



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



Claims Adjuster/Field Agent

View Sales Plays: Financial Services

Centrally manage desktops andkiosks in corporate datacenter

Deliver consistent desktopexperience to a range of devicesand end-users

Minimize IT footprint at remotebranch offices

Centrally manage desktops forremote workers

Deliver easy to use mobile desktopand applications

Deliver built-in desktop business

continuity Ensure security with centralized

control and management

Reduce costs and increase control

Point of Sale/Kiosks


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Sales Plays: Federal Government

Training CentersCOOP/EmergencyPreparednessWork-at-a-Distance

Rapidly provision desktops

Ensure security withcentralized control andmanagement

Reduce costs and increasecontrol

Support distance learningand lab environments

Ensure high productivity byproviding always-onavailability

Enable immediate andflexible access to desktopsand applications

Deliver a consistent andfamiliar user interface,eliminating the need toretrain remote users

Deliver continuouslyavailable desktops andapplications in the event ofa pandemic or catastrophicor disruptive event

Bring VMware vSphere HAand DR capabilities to the

desktop Quickly provision

personalized desktops tofirst responders regardlessof location


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View Sales Play: Dont Lose to Business as Usual

If you try to take it all down atonce, 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 Viewplatform

Utilize the 4-step sales process to increase your success with

View

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