V Cloud Suite Whiteboard

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Sales SolutionTrack:vCloud Suite Whiteboard


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Whiteboard Study Guide

Cloud Infrastructure SuiteVersion 4.0

Generated by:

WhiteboardSelling, LLC

for

VMware

Generated on

August 13, 2012

VMware Proprietary & Confidential - Distribution Strictly Prohibited


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Cloud Infrastructure Suite

CIO Perspective

Need for Software Defined Datacenter Services

VMware Value for Future Goals

Pillar #1 - A Complete Suite

Pillar #2 - Extending IT Ops

Pillar #3 - Delivering Trusted SLAs

How - People and Process

Next Steps

Final Whiteboard Image

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CIO Perspective Step ScriptSales ScriptInstead of using PowerPoint today, I would like to leverage

the whiteboard so we can make this an interactivediscussion.

CIO PERSPECTIVE:

CIOs and their teams are under increasing pressure toincrease their agility so that the business can respond toboth opportunities and challenges. They are also lookingfor ways to lower their exposure to the various risks thatexist with operating their business today.

Simply being agile is not enough. CIOs are also tellingVMware that they must be able to establish with theircustomers Service Level Agreements (SLA) that aretrusted and that can be managed against.

And all of this must be done while controlling costs. Ifyou delivered an agile business but it cost more than thevalue it provides, you have a problem.

VALUE:

One area where we deliver value is within IT. We find thatIT needs the most efficient and effective way to deliver

Cloud solutions.

The other side of this is the Business User. In many waysthe users are not as concerned about how their criticalapplications and services are being delivered. What theyare interested in is the quality of service they receive andthat the service provider (IT) is delivering based on ServiceLevel Agreements that have been agreed to.

Lets discuss what Business Problems have been solvedand how VMware is positioned to help address todaysProblems...

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Key Questions1. What are the main drivers from your perspective?



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Need for Software Defined Datacenter Services Step ScriptSales Script

PAST PROBLEMS AND VALUE:

In the past, when the business required a new businessservice or application IT would go out and order physicalservers which was quite time consuming and costly.

VMware transformed the way that provisioninginfrastructure was done and as a result, we can now delivera Virtual Machine (VM) in much less time, and at a muchlower cost than ever before.

TODAYS BUSINESS PROBLEM:

The reality is that this only goes so far. What we are reallydeploying to the business users are applications (services)that require mapping to datacenter services such as the

right storage, the right network and the required security.We also need the services that deliver the right level ofavailability based on the Service Level Agreements thatare in place.

To deliver a useful application that will meet SLAs, the VMmust be mapped to these datacenter services. In the lab,

this happens quickly. In a real application developmentprocess, many decisions must be made by numerouspeople to successfully deliver the application.

For example, what else is on the infrastructure you want touse, when will that infrastructure fill up? Will it be able tohandle growth of your application? Similar questions mustbe answered on network and security decisions. Whathappens here is that human beings are getting more andmore manually involved in these decisions. As a result,we see costs and time increasing. What we need isautomation to ensure that we are able to efficiently deliverdatacenter services without the scripting andcomplexity that a manual approach can create.

The source of this complexity in the datacenter is that theservices are based on physical infrastructure. VMware has

been working on addressing this problem just as we haveaddressed the past problems with the physical machines.

One solution to reducing the complexity of IT is to deliver

the full set of datacenter services as "Software DefinedDatacenter Services." Let's talk about where this is takingus as we move forward to our future goals...

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Key Questions

1. What is the impact to your time and cost when adding datacenter services?



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VMware Value for Future Goals Step ScriptSales Script

FUTURE OBJECTIVES:

Looking into the future, we need to deliver these physicaldatacenter services as software. We see that manypeople want to deploy the cloud by scripting the decisionsadministrators make every day. While people often call this"orchestration," the problem is that you end up with "hard-coding" of your datacenter.

To be able to address this we need a new construct.We need to create the Virtual Datacenter (VDC). The VDCshould have the full set of services mapped to it as

software. We call this "Software Defined DatacenterServices."

Now you can map the required level of services and

over time, have the ability to change them. The result isdramatic as you can start to deliver lower OpEx andpotentially lower CapEx. This increases an organizationsagility while providing metrics into expected costs andtheir time to market for critical business services.

Let's now discuss how VMware is helping customers to

reach these future objectives. There are three keyelements to the Cloud Infrastructure Suite that I would liketo discuss...

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Key Questions

1. What would a software defined approach mean to your organization? What value could yousee being delivered?



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Pillar #1 - A Complete Suite Step ScriptSales Script

COMPLETE SUITE:

With this release, VMware is launching a complete suite.The suite is a set of integrated products, which allow usto deliver the "Software Defined Datacenter Services" wediscussed earlier.

This is available to you in one easy package that willbe delivered in three different versions depending on yourspecific business needs.

This is a vision that leverages not only VMware's

solutions but is supported by a full ecosystem. Ourpartners are building a broad set of solutions that integratewith this architecture. This includes professional services,our partner community as well as support and

education options that are flexible based on your specificrequirements.

Let's now discuss the specific value this has for ITOperations...

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Key Questions

1. How many vendors are you currently working with today that are "cloud" providers?



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Pillar #2 - Extending IT Ops Step ScriptSales Script

IT OPERATIONS VALUE:

Moving over to the left where we earlier discussed value toIT, one benefit is that you will see complexity reducedthrough the deployment of significant automation whichcan reduce the costs often associated with manualorchestration.

OPEX: Replacing existing manual tasks withautomation can help to lower CapEx. This will also providemore reliability to the provisioning process with a lowerTime To Market (TTM). Reducing operational expenses

through automation can allow you to apply budget toinnovation as opposed to budget which is focused on"keeping the lights on."

NETWORKING AND SECURITY: One of the inhibitorsin delivering a fully virtualized datacenter has been inproviding the needed networking and security forspecific applications. We need the ability for VMs to talkto one another. We need to be able to easily move a VM

from one set of hosts to another. We also need logicalisolations between applications or the infrastructure that

serves different groups. Having the ability to automate thenetwork and security services required to do this isessential. VMware delivers this automation to ensure that

you can deliver your services.

STORAGE: As with the other datacenter services,knowing what storage you need and how much isrequired for service delivery is critical. As we moveforward, organizations will be able to leverage internal discsinstead of having to potentially rely on 3rd party arrays forall of their storage needs. This will help deliver scalability at

a lower cost. This is a great fit for a range of use casesincluding Big Data.

Let's now talk about delivering better SLAs on the businessuser side of the whiteboard...

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Key Questions

1. What other "IT Complexities" do you see in your organization?



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Pillar #3 - Delivering Trusted SLAs Step ScriptSales Script

SLA:

Looking at the right hand side, lets discuss how we canhelp to deliver and maintain better SLAs for the businessuser.

PERFORMANCE: First, we must have visibility into theapplications you are delivering in the Virtualized Datacenter(VDC). With visibility, we can accurately increase a VMsamount of memory, CPU etc. to tackle the needs of ourbiggest and most critical applications. VMware has alsoadded technology to support the most active applications

that require increased performance and high availabilitybased on business demand and usage.

MANGEMENT: Regarding management in the VDC,

how can we go from simply reacting to problems topredicting them? VMware delivers predictivemanagement capabilities to ensure there is lower impactto not only what is happening now but also allowing you torespond to potential problems you may experience in the

future. Essentially, it is not enough to deliver the cloud. Wemust be able to manage the cloud.

CAPACITY: To deliver on our SLAs we may needchanges to an application itself. Being able to add

capacity such as compute resources to an application orthe entire environment is critical in delivering servicelevels. Having the agility to add a host quickly or additionalresources to a specific application can help maintain qualityof service even when significant demands are put on thebusiness service or application.

While these elements are all critical, we also need to

discuss the impact to your people and processes...

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Key Questions

1. Are your SLA's trusted today? Are they leveraged to determine the quality of servicesdelivered to the Business Users?



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How - People and Process Step ScriptSales Script

PEOPLE AND PROCESS:

Being able to deliver against future efficiency and SLAdemands will require more than just changes to yourtechnology. We have to help customers understand andleverage their people and processes. When we wentfrom physical to virtual, we could essentially keep thingsthe same regarding people and processes. As we move tothe cloud, we have the opportunity and need to movepeople to more strategic activities. VMware has beeninvesting in services to help customers make thistransformation. The focus is on leveraging everything

necessary to deliver against the goals for both IT and theEnd User.

Understanding your current processes and calculating how

change will impact them can ensure that we know how ourbusiness and mission critical services will deliver value tothe business users. You first must know how theseprocesses are delivering value today. Then we mustunderstand what changes are needed (and what the

impacts will be) to deliver services to our customers.

So, we have discussed the complete suite, the value to ITand the Business User. We also discussed People andProcess. I would like to now discuss the Next Steps that

we have found work best for delivering value...

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Next Steps Step ScriptSales Script

CONTINUE:

As a first next step, we recommend that you continue onthe path you are already on. Virtualization is a prerequisitefor cloud, the more aggressively you virtualize the moreready you will be for cloud. We recommend thatorganizations aggressively identify and virtualizeapplications that are key to the business.

MANAGEMENT:

Management of this environment is critical. With

management you have a greater agility and capability toaggregate and better provision your datacenterresources. When this is combined with additional visibilityand automation it can help to further reduce OpEx and

delivery higher SLAs.

Management will also allow you to translate the informationyou have within the datacenter into actionable insights thatcan improve Service Delivery to the End User

Community.

TEST/DEV:

Finally, you should specifically target Test / Dev workloads

for cloud. One way to start your journey to cloud is to builda self service environment for Test Dev. Not only will thisdeliver value with both Time To Market and CostControls, but you will be able to substantially reduce thetime your admins spend deploying workloads to thoseusers.

[CONFIRM NEXT STEPS BASED ON THE DISCUSSION

THAT YOU HAVE HAD WITH THE CUSTOMER]

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Key Questions

1. What applications do you see as being potential targets for virtualization?



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Final Whiteboard Image Step ScriptSales Script

FINAL WHITEBOARD IMAGE


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