Grow Your Business - Novell€¦ · Grow Your Business Your Opportunity with PlateSpin Recon for...

Grow Your BusinessYour Opportunity with PlateSpin Recon for Assessments

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© Novell, Inc. All rights reserved.2

What You W ill Learn

How your business can drive more profit from your data center and virtualization practices

The benefits your customers can realize from a data center assessment from you

How to differentiate your company from your competitors in the virtualization market

How PlateSpin products can help you realize these benefits

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Your Business Opportunity


Huge Virtualization Market GrowthSo, what’s the catch?

• 28% annual growth through 2013 (to $6.2 billion)*• However:

• 90% of enterprises have already adopted virtualization**

• 54% say their deployment is complete**

• 6.7 million servers with Windows Server 2008 shipping with Integrated Hyper-V in 2010 +

• 2 million Linux servers shipping with integrated hypervisors +

• Where’s the opportunity with YOUR customers?

* Gartner, Feb 4 2009 (G00165225); also see IDC report #212142

** “Server Virtualization Life Cycle Report” CDW LLC, Jan 2010

+ IDC report #211606


Customer Pain = Opportunity

• New workloads: only 16% of workloads virtualized today – rising to 50% by end of 2012*

• How far are your customers into their virtualization project?

• Inhibitor is not knowing which applications are suitable candidates**

• More applications virtualized; increased need for virtual & physical server management+

• Server virtualization management: 38% growth per yearthrough 2013 (to $4.6 billion)++

• Integrated physical and virtual management processes and tools is priority

• Multi-hypervisor environments are inevitable +

* Gartner Symposium, October 2009

** “Server Virtualization Life Cycle Report” CDW LLC, Jan 2010

+ IDC report #216623

++ Gartner, 4 Feb 2009 (G000165225)


Virtualization Maturity LifecycleFour Stages of Infrastructure Virtualization Maturi ty

Stage 1: Acclimation• Get comfortable with it as a concept and tool• Deploy for test/dev• Deploy for non-business-critical DR• Some production deployments — but tactical• No change to operations processes• Limited virtualization tool deployments

Stage 2: Strategic consolidation• Comfortable with concept, use, maturity, stability

• Shift mindset from server to virtual server• Spread production deployments widely• Begin deployment for some business-critical DR• Painfully transition from server sprawl to virtual server life-cycle management

• Experimenting with live V2V migrations and automated load balancing

Stage 3: Process improvement• Using live V2V migrations, starting to trust automated load balancing

• Can utilization rates be increased?• Deploy for business-critical DR• Begin bifurcating applications between priority and nonpriority

• Developing new operational efficiencies• Process improvement spreading/butting up against network, storage, security, development

Stage 4: Pooling and automation• Trust automated load balancing• Implementing production policies for automation• Some mission-critical DR deploys• Pooling and internal cloud development• Chargeback/utility tracking• SLA and QoS focus

Source: Forrester Research, Inc.


Aligned to Infrastructure Virtualization Maturity

Stage 1:Acclimation

Stage 2:Strategic

Consolidation

Stage 3:Process

Improvement

Stage 4:Pooling and Automation

Source: Assess Your Infrastructure Virtualization Maturity, Forrester Research Inc., July 10, 2009

•Getting comfortable with concept

•Non-business-critical apps

•Limited virtualization tools

•Number of VMs grows dramatically = sprawl

• Deploying business-critical apps & DR

•Virtual life-cycle management crucial

•Client self-service, leading to internal cloud

•Deploying mission-critical apps & DR

•Chargeback tracking & policy-based automation

•“Virtual first” policy; must justify physical

•Wider deployment across apps

•Dabble in virtual server management


Revenue Opportunities at Each Stage

Stage 1:Acclimation

Stage 2:Strategic

Consolidation

Stage 3:Process

Improvement


•Virtualization Strategy Engagement

•Virtual & Physical Lifecycle Management Engagement

• ITIL Consulting Engagement

•Chargeback, SOA Engagement

•Management Tool Integration Engagement

•Cloud Infrastructure Engagement

•Server Consolidation Engagement

•Disaster Recovery Engagement

Most Assessment

Tools


Help Customers Move to Next Stage

Stage 1:Acclimation

Stage 2:Strategic

Consolidation

Stage 3:Process

Improvement


Most Assessment

Tools

PlateSpin Recon for Assessments

•Virtualization Strategy Engagement

•Virtual & Physical Lifecycle Management Engagement

• ITIL Consulting Engagement

•Chargeback, SOA Engagement

•Management Tool Integration Engagement

•Cloud Infrastructure Engagement

•Server Consolidation Engagement

•Disaster Recovery Engagement

Customer Benefits


Customer Challenges

When Moving from Stage 2 to Stage 3

• Planning initial deployment of virtual infrastructure (including P2V migrations): minimize cost & risk, maximize performance

• Visibility into physical and virtual infrastructure

• Ongoing optimization of virtual infrastructure as workloads change in number, utilization and resource requirement

• Manage virtual capacity to ensure that VMs and virtual hosts are “right-sized” and resources are neither wasted (under-allocated) nor constrained (over-allocated)


Customer BenefitsHow PlateSpin Recon for Assessment Differs

• Helps at any stage of infrastructure maturity:

• Consolidation planning, ongoing capacity management, detailed reporting, chargeback

• Single product for assessments• VMware, Hyper-V, Virtual Iron, Xen; Windows, Linux,

NetWare, Solaris; Physical and virtual infrastructure

• Scalable to 4 times as many workloads per collector server than other tools

• Less hardware to deploy at customer site

• Fully configured and controlled by the partner• Assessment data not sent to VMware or Novell; own your

customers and data• Get at the data you want – customizable reports, flexible

charts

Competitive Differentiation


What does Novell Provide?

• PR-ASSES-NFR sku created specifically for this program

• Free NFR PlateSpin Recon for Assessments license• Use for a 30-day assessment• Unlimited servers, workloads, CPU cores• Full product functionality (except connectors)

Product

• Assessments will be treated as evaluations

• Support available to participating partners only, not end users

Support

• Only for Novell partners in good standing

• PlateSpin Recon for Assessments is not available to end users

Exclusivity


Goals of Novell Assessment ToolCompetitive Differentiation By Offering More Services

• RfA collects, exposes and reports information to drive revenue-generating services engagements in virtualization and other areas:

• Virtualization projects

• Migration projects

• “Cloud preparedness” projects

• Inventory & audit projects

• Consolidation projects

• Server hardware refresh projects

• License management projects

• UNIX system & application inventory and discovery

• Application/OS/hypervisor version management & control

• Ongoing virtual infrastructure optimization

• Virtual capacity management initiatives


Novell Products for Each Stage

Stage 1:Acclimation

Stage 2:Strategic

Consolidation

Stage 3:Process

Improvement


Most Assessment

Tools

•PlateSpin Recon

•PlateSpin Migrate


• PlateSpin Recon Enterprise

•PlateSpin Protect

•PlateSpin Recon Enterprise


•PlateSpin Protect

•Novell Cloud Security Service

•Novell Cloud Manager

•PlateSpin Recon Enterprise



Offer Overview

• Recommendations from assessment lead to upsellopportunities:� Server consolidation opportunities using PlateSpin Migrate

� Improved DR capabilities with PlateSpin Protect

� Virtual capacity management using PlateSpin Recon Enterprise

• Easy upsell paths (via discounts) to Novell products: � PlateSpin Migrate: Incremental 20% discount (SPR)

� PlateSpin Protect: Incremental 20% discount (SPR)

� PlateSpin Recon Enterprise: Tiered “site licenses” (NPA)

• Within 90 days of Recon for Assessment license


Partner Competitive AdvantagesPlateSpin Recon for Assessments

• PlateSpin Recon for Assessments has limitless opportunities:

• Supports multiple platforms, operating systems and hypervisors

• Adds many different engagement opportunities

• Differentiates you from “one-trick ponies” as a provider of multiple services

• Creates “stickiness” with your clients

• Longer, deeper engagements; more engagements

Get Started NOW...


Getting Started:What are our next steps?

•Step 1 - Secure approvals from all levels of organization,

•Step 2 - Create marketing/partner plan with Novell representative

•Step 3 - Train sales & technical teams

•Step 4 - Identify opportunities for assessments

•Step 5 - Joint sales calls/assessment engagements

•Step 6 - Use assessment results to drive additional engagements

Unpublished Work of Novell, Inc. All Rights Reserve d.This work is an unpublished work and contains confidential, proprietary, and trade secret information of Novell, Inc. Access to this work is restricted to Novell employees who have a need to know to perform tasks within the scope of their assignments. No part of this work may be practiced, performed, copied, distributed, revised, modified, translated, abridged, condensed, expanded, collected, or adapted without the prior written consent of Novell, Inc. Any use or exploitation of this work without authorization could subject the perpetrator to criminal and civil liability.

General DisclaimerThis document is not to be construed as a promise by any participating company to develop, deliver, or market a product. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. Novell, Inc. makes no representations or warranties with respect to the contents of this document, and specifically disclaims any express or implied warranties of merchantability or fitness for any particular purpose. The development, release, and timing of features or functionality described for Novell products remains at the sole discretion of Novell. Further, Novell, Inc. reserves the right to revise this document and to make changes to its content, at any time, without obligation to notify any person or entity of such revisions or changes. All Novell marks referenced in this presentation are trademarks or registered trademarks of Novell, Inc. in the United States and other countries. All third-party trademarks are the property of their respective owners.


PlateSpin Migrate Promo

• Server Consolidation Assessment� Opportunities to virtualize physical servers

• Value proposition – PlateSpin Migrate:� Accelerate virtualization adoption initiatives� Faster, more robust, less risky P2V conversions

• Flat 20% discount on PlateSpin Migrate perpetual workload licenses (through SPR)� Additional incremental discount to current program� Available only within 90 days of an RFA assessment

64%20%80%20%100%PlateSpin Migrate

Partner promo cost

Promo discount

Partner Cost

Program discountList Priceexample


PlateSpin Protect Promo

• Consolidation/Capacity Management Assessment� Leverage excess virtual capacity to protect physical servers

• Value proposition – PlateSpin Protect� Improve RPO and RTO for tier 2 & 3 servers vs tape backup� Leverage excess capacity found in virtual infrastructure

• Flat 20% discount on PlateSpin Protect perpetual workload licenses (through SPR)� Additional incremental discount to current program� Available only within 90 days of an RFA assessment

64%20%80%20%100%PlateSpin Protect

Partner promo cost

Promo discount

Partner Cost

Program discountList Priceexample


PlateSpin Recon Enterprise Promo

• Consolidation/Capacity Management Assessment� Opportunities to right-size VMs

• Value proposition – PlateSpin Recon Enterprise� Reclaim allocated but unused virtual capacity� Redeploy virtual capacity to postpone hardware purchases

• Tiered “site license” approach to encourage full data center coverage� License entire data center - match common DC sizes

333310000$180,000

13334000$75,000

4001200$30,000

App. number of servers Max. number of CPU

cores in DCMSRP for Data Center site license

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