Winning the SMB Market with Zimbra

Email and Collaboration

TUSHAR DESHPANDE

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Agenda

• Overview: VMware Zimbra Email & Collaboration Suite

• Zimbra key features

• Q&A

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VMware Zimbra Momentum

90M+ paid mailboxes

2000+ new customers in 2011-12

Over 250,000 organizations using Zimbra as SaaS, 110 Countries

Currently #3 in total paid mailboxes behind only Microsoft and IBM

One of the only 4 solutions in the world to have a ‘Positive Rating’ in the

Gartner’s Report for email messaging.

40%+ mailbox growth in commercial and government

Product integrations ongoing: Project Horizon, VMware HA, SRM, DRS

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Zimbra Web Client

Zimbra Desktop

SOAP

VMware Zimbra Product Overview

Exchange

Server

LDAP, WebDAV

Active

Directory

Standards Clients Apple Desktop

POP, IMAP, CardDAV, CalDAV

MS Outlook

MAPI

BES

BlackBerry

ActiveSync, Mobile Browser

iPhone

Android Windows Tablets

Zimbra

Server

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VMware Zimbra: Best-in-Class Email and Collaboration App

Zimbra web experience leaps past traditional email clients

• Lightning-fast search

• Same user experience on IE/Chrome/Firefox/Safari

• Full mobile & desktop support

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Zimbra Briefcase, Collaboration and Sharing

Integrated file management and location-independent storage

• Easily share files and jointly manage with peers

• Check in/out all file types with version control

More efficient, intuitive day-to-day collaboration

• Share and delegate access to Inboxes, Contacts, Schedules, Folders

• Publish publicly or to internal groups

• Email workflow integration

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Extensible Framework and Workflows

Zimlets enable 3rd party web services and new applications to be

integrated directly in Zimbra

Customers and partners may develop their own or use existing

from the open source community

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Customized Experiences

Change available features and quotas per user or group

with class-of-service

Completely re-brand and re-theme the experience

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Simple, Powerful Administration of IT as a Service

Proven open technologies, web-scalable

architecture streamlines administration

• On-demand user provisioning and policy management

• Delegated role-based administration

• Class-of-service and multi-tenancy

• Quota and storage policy management (HSM)

• Dumpster

• Automated service monitoring, failover and data backup

Critical infrastructure integration

• LDAP, Active Directory

• Archiving and Discovery

• Anti-spam/virus

* Source: University of Pennsylvania case study Nov 09

On average, 33% less time is

spent administering

Zimbra than MS Exchange*

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Flexible Storage Options

Disks

• Fiber channel

• SATA

• SAS

• SSD

Connectivity

• iSCSI

• NFS

• Fiber Channel

• Direct

Types

• SAN

• NAS

• DAS

• SOS*

• VSA**

Disks

• Fiber channel

• SATA

• SAS

• SSD

Connectivity

• iSCSI

• NFS

• Fiber Channel

• Direct

Types

• SAN

• NAS

• DAS

• SOS*

• VSA**

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Flexible Storage Options

* Source: University of Pennsylvania case study Nov 09

Leverage existing relationships and expertise with storage vendors

• Exchange pushes customers to Direct Attached Storage

Build competencies in new storage options and “best of breed”

solutions

• Scale out Storage, Virtual Storage Appliances

No limitations on storage technology

No limitations on snapshot, replication, HA technology

No limitations on de-duplication or auto-tiering technology

Only recommendations for configuration and performance

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Zimbra Application Scalability

3Rd Party Storage System

Zimbra Primary DB Index Zimbra

Journaling

Zimbra Collaboration Server

Message and File Store API Meta Data Search Database

Reliability

Zimbra Secondary

Written in Java for high transactional throughput

• Multiplex within single process, avoid process swapping and IPC

• Low CPU utilization at scale

Efficient storage architecture to support Large (>30GB) mailboxes

HSM

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Extending Security for Zimbra

Anti-spam & anti-virus

• SpamAssassin

• Clam AV

Security Partners in VMware Ready Program

http://www.vmware.com/partners/programs/vmware-ready/mail-security-partnerships.html

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Fine to Coarse Grain Backup with vSphere

No limitations on storage technology

No limitations on snapshot, replication, HA technology

No limitations on de-duplication or auto-tiering technology

Only recommendations for configuration and performance

Item Level

• End user, Self service recovery

• Admin enabled/disabled

Mailbox Level

• D2D based built into Zimbra

• No 3rd party agents or software required

• Use 3rd party to vault to external media

VM Level

• Snapshot backups using VMware Data Recovery

• 3rd party HW/SW solutions using vStorage APIs

• Crash consistency built into Zimbra

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Integrated High Availability with vSphere

VMware HA, Application Monitoring API

• Monitors Critical Zimbra Services

• Sends heartbeat every 15 seconds

Protects all mail components

• MBS, MTA, LDAP, Proxy, Archive, +3rd Party

VMware ESXi VMware ESXi VMware ESXi

Resource Pool

Failed Server Operating Server Operating Server

Critical Zimbra Services X

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Integrated Business Continuity with vSphere & SRM

Choose your RPO

• ≥15 minutes – SRM with Host Based Replication

• < 15 minutes – SRM with 3rd party HW/SW replication

Protects all mail components

• MBS, MTA, LDAP, Proxy, Archive, +3rd Party

Test failover without production interruption

VMware vSphere

Site Recovery

Manager

Site A (Primary)

Site B (Recovery)

Servers

Z MTA

Z MBS

Z

Proxy

Z LDA

P

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Zimbra & Cisco Clients Together Offer Strong Competitive Solution

1

7

Voice Mail in ZWC

WebEx Meeting

Presence

Call Management

IM

Video

Calendar Integration

Email Integration

• Leverage Each Clients’ Strengths • Integrate for Strong, Competitive

Solution

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VMware Zimbra v8: Unified Communications

Unified Communications via Zimbra web client:

• Click-to-call

• Visual Voicemail

• Presence/IM integration

• WebEx integration

• Call records

Available out-of-the-box with Cisco & Mitel, and APIs for other UC providers

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Zimbra 8: Virtual Appliance

Multi-Node Appliance

• Feature parity with ZCS including scaling, multi-tenancy & CLI access

Rolling Upgrades

• Minimal service disruption to perform upgrades.

• Less than 60 seconds downtime per mailbox in a mailbox move

One-click to enable

VMware HA Clustering

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Zimbra Virtual Appliance: Best-of-Class “Out-of-the-Box” Email

• Simple Deployment: OVF to deploy and scale in minutes

• Simple Provisioning: web setup with no OS or application installation

• Simple Administration: web management with no OS admin;

AD integration for account provisioning & auth

• Simple Ops: vSphere for HA/BU/DR, VMDK storage management

• Lifecycle Management: automated maintenance and upgrades

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Zimbra’s Strong TCO vs. MS Exchange & Google

Osterman Research studied TCO of business email solutions

(webinar: http://files.zimbra.com/website/webinars/zimbra_osterman_tco.mp4)

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Key Partner Information….

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Zimbra Case Studies

SMB Case Studies

• DNA Media, Mumbai

• Hinduja Hospitals, Mumbai

• AP Mahesh Bank, Hyderabad

• Many more at http://www.vmware.com/a/customers/product/20/VMware+Zimbra

Competitive Info

• Zimbra vs. MS Exchange / Office

365 & Google Apps -- on-demand

webinars & comparison docs

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Why Sell Zimbra ?

New Opportunities

• Grow your share off wallet at existing customers

• Uncover new server and virtualization opportunities

• Introduce a leading-edge product to your customers that

your competitors aren’t selling

Services Revenue

$15 drag (services + complementary products) for every $1 in Zimbra licensing sold

Customers spend less $$ on software licensing, more on your services

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Zimbra Sales Process

1. Target the right customers

• MS Exchange 2007 or older, Lotus Domino 7 or older • Novell GroupWise, Sun, Oracle, Sendmail or other open source

2. Introduce the product, watch the online demo with your prospect

3. Discuss availability and vSphere

4. Register opportunity

5. Engage your Zimbra sales specialist: • send email to tdeshpande@vmware.com • include customer name, HQ location (state), # of mailboxes, ORTN #

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Zimbra: Qualifying Questions

Questions

What email using today?

How much Microsoft in your infrastructure?

Do you have many Mac users?

How many users need smartphone / blackberry access?

Are you users of VMware vSphere virtualization?

Are you doing BYOD?

Is cost a key concern?

Key Zimbra segments include

SMB, SME, government, and

service providers.

Normal distribution across

geographies, and especially

strong in emerging markets.

Four+ favorable responses to

these questions indicate a

strong prospect….

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Zimbra - VMware Channel Alignment

Zimbra products = VMware products

available through VMware distribution worldwide

Partner Margins

same margins as core VMware products (e.g. vSphere)

Advantage +

Zimbra products eligible for Advantage + (deal registration), same rules apply

IUL & NFR Zimbra Internal Use License (IUL) available at 50% discount (Partner Central)

Zimbra Not for Resale (NFR) license for lab/demo purposes, email partner-help@zimbra.com

Thank you.

For further information / demo / pricing:

Tushar Deshpande

tdeshpande@vmware.com

+91 9663304327

Or

For Any Technical Queries:

Piyush Mathur

mathurp@vmware.com

+91-9899695779