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VMware Sales ByteVirtualization Expansion for Simplified Desktop Management

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VMware Sales Byte Overview

Customer Challenge

Partner Opportunity

VMware Solution Overview

Customer Profile

Next Steps

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Desktop Challenges For IT

How do I manage all of these new devices and apps?

• 43% of workforce using 3+ devices

• Large number of images to manage

How do I secure IP and data & maintain compliance?

• $459K/year spent due to lost/stolen data and endpoints

• Only ½ of personally owned devices are encrypted

• Only 20% of personally owned devices are running anti-malware software

How do I contain costs?

• ~6-10 hours to provision a new desktop

• Helpdesk calls consume over 50% of all inbound calls

• 80% of time just spent managing endpoints

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Desktop Challenges For Users

Performance is a factor• Log on times for older PC (8 yrs+) can take several minutes

• Accessing files across the WAN can be slow and cumbersome

Impact to productivity• Average downtime per user per year is ~5.9hr or

$340/employee in lost productivity

• New application requests can take weeks to fulfill

Traditional desktop model too rigid• Mobile workers lose 1h/day of productivity having to

come back to the office for paperwork.

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Desktop Challenges Are Not Going Away

Sources: Gartner 2012, Morgan Stanley 2012, IDC 2012, Forrester 2013, IDC 2011, Dimensional Research 2013

IT works nights & weekends to

perform maintenance without impacting

users

For every $1 spent on hardware an

additional $3 is spent managing

$£ ¥€

In Person Support is the largest category of IT support cost

75% customers will be on Win7 by the

end of 2013

84% use desktops 63% use laptops

PC refresh plans are constant

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Partner Opportunity

Simplify Desktop Management

• VMware Horizon View – virtualize to simplify desktop and application management, increase security and control

• VMware Horizon Mirage – centralize to simplify desktop image management

Complimentary VMware Solutions• vCenter Operations Manager for View$Other Technologies & Opportunities

• Server, Storage, Network, Load Balancer, VPN solutions

• Infrastructure branch offices: Servers, Storage, Network, etc…

• Professional Services/Consulting/Installation & Configuration/Migrations

• Managed services (e.g. health monitoring, risk assessment, capacity planning & patch management)

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Centrally managed

deployed on devices

Datacenter hosted virtual

desktops

HorizonView

HorizonMirage

SecurityRemote &

Roaming Access

Offline FlexibilityNative Performance

Synchronization

Horizon View & Mirage Transform Windows Desktops

Thin/zero clients Tablets PCs Laptops Macs

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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

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Streamline Desktop Management• Fewer desktop images to manage• Provision desktops in minutes not hours• Single admin console to simplify desktop management• Streamline application patches & updates

Enhance Security & Compliance• Secure brokering and management to other platforms

• Simplify Antivirus deployment and management

• Ensure secure local and remote access

Simplify Desktop Delivery and Improve Control For IT

Reduce Desktop Management Costs• Reduce helpdesk calls• Reduce cost and complexity of migrations

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Improve End User Experience

Improved Flexibility• Mobility with access across locations like in the office,

at home or on the go

• Consistent user experience across devices like desktops, laptops and tablets

Improved Performance• Consistent desktop performance across locations

• Native desktop experience with support for multi-media, 3D, USB, unified communications, etc…

• Ability to personalize the desktop environment

Improved Service Levels• Impact of downtime is minimized or eliminated

• Faster response times from IT

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Horizon View Solutions Address Key Use Cases

Policy-driven access to applications and

data across locations and devices-including

BYOD

Mobile-Secure Desktop

Streamlined, secure access to telephony

and compute for offshore or outsourced employees

Business ProcessDesktop

Central image management and

WAN optimization for remote and branch

offices with less than 250 employees

Branch OfficeDesktop

Highly available access to data and

applications for employees that

require zero downtime

Always On Desktop

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VMware Competitive Advantage

Tight integration with VMware vSphere

• Leverage existing infrastructure knowledge

• Common tools to manage across virtualized server and desktop environments

• Higher consolidations ratios and storage enhancements = less cost

End-to-end desktop management

• Only VMware can support virtualized machines, physical endpoints and unmanaged VMs

to help you streamline image management and enhance workplace productivity

Greater Customer Value

• 19% fewer servers and 42% less storage than Citrix XenDesktop

• 30-67% less than XenDesktop VDI, Enterprise, or Platinum.

• vFast Track Reference Architectures - Well understood, tested and validated solutions

significantly reducing cost and time to deployment ** See the Technical Resource section at http://www.vmware.com/go/view

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Customer Profile – VMware Desktop Solutions

Who to talk to • Decision Maker: Head of IT

• Influencers: CIO/CSO, Server/Desktop teams, VMware champion

• Key Industries: Healthcare, Gov, Financial, Education

What to look for Customers with:

• Minimum of 250 desktops

• Existing VMware vSphere environment

• Challenges managing desktops (resources & cost)

• BYOD and/or Multi-device users

• Compliance requirements

Questions to ask • Do you find it challenging to effectively manage your desktops?

• Do employees use their own devices for work?

• What is your plan to reduce desktop support costs?

• How do you secure data on laptops and tablets?

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Initiatives Driving Desktop Projects

Workforce or Business Transformation Initiatives• Bring Your Own Desktop (BYOD)

• Workplace mobility

• Outsourcing & offshoring

• Workforce expansion

Reduce IT Burden/Reduce OpEx & CapEx• Reduce maintenance and provisioning costs

• Extend desktop lifecycles

• Simplify OS and device migrations

• Improve and simplify disaster recovery

Security and Compliance Mandates• Regulatory standards (HIPAA, SYPR, PCI)

• Protecting sensitive data on distributed, contractor or offshore desktops

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Target Verticals and Key Opportunities

Government

US Federal Data Center

Consolidation Initiative goal to

consolidate 1,186 data centers

by 2015

Education

15% attach with vSphere-high

propensity to buy. Many have one-to-one student to PC mandates that they

can’t afford to hit

Financial

Mean average of 45% of servers

virtualized,the highest across

any industry

Healthcare

EHR compliance required by 2015

with penalties kicking in by 2016 in

the US

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Horizon View Pricing and Packaging Overview

Horizon View

Bundle Add-onAdd-on to

Bundle Upgrade

vSphere Desktop

Target Customer Those who want all components for an end-to-

end deployment

Those who want to use existing vSphere and

vCenter

Those with View Add-ons wishing to

upgrade to the full bundle

Those who want to use a 3rd party

broker

vSphere Desktop vCenter Standard Desktop

View Manager

View Composer

Persona Management

Local Mode

vShield Endpoint

ThinApp Suite

Pricing per Concurrent User $250 $190 $70 $65

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Horizon Mirage Pricing and Packaging Overview

Horizon MirageHorizon Mirage

Migration ProjectTerm License

Upgrade: Term to Perpetual

Mirage

ThinApp

Fusion Pro Pricing per Named User $150 $80 $77

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Next Steps

Keep up with the latest from the VMware• VMware SMB Blog - http://blogs.vmware.com/smb

• VMware SMB on Twitter - @VMwareSMB

• VMware EUC Blog - http://blogs.vmware.com/euc/

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Prepare for the customer conversation Print out the EUC Value Prompters Get the Sales Toolkit - www.vmware.com/go/salesbytes Identify a customer to walk through an EUC Conversation