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We’ll get started shortly All lines have been muted. www.vmwarepartnerexchange.com. Disclaimer. This session may contain product features that are currently under development.

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  1. We’ll get started shortly All lines have been muted www.vmwarepartnerexchange.com

  2. Disclaimer This session may contain product features that are currently under development. This session/overview of the new technology represents no commitment from VMware to deliver these features in any generally available product. Features are subject to change, and must not be included in contracts, purchase orders, or sales agreements of any kind. Technical feasibility and market demand will affect final delivery. Pricing and packaging for any new technologies or features discussed or presented are subject to change.. “These features are representative of feature areas under development. Feature commitments are subject to change, and must not be included in contracts, purchase orders, or sales agreements of any kind. Technical feasibility and market demand will affect final delivery.”

  3. Agenda • VMware vSphere® Data Protection Advanced • VMware vSphere® with Operations Management™ • Partner Link • Promotions

  4. What’s New in vSphere Data Protection?Introducing vSphere Data Protection Advanced Mauricio Barra – Product Marketing Manager Q1 2013

  5. NOTICE: NDA PROTECTED INTELLECTUAL PROPERTY Non-Disclosure Agreement for All VMware Partners.The VMware vShpere with Operations Management and the VDP Advanced, Packagingand Licensing information that is being provided today to you, our partner, is under a Non-Disclosure Agreement which is in effect until 1st Quarter 2013. No part of this information should be shared with any other third party unless permission is obtained from VMware in writing. CONFIDENTIAL INFORMATION.  “Confidential Information” means any information disclosed by one party to the other pursuant to this Agreement that is marked “Confidential,” “Proprietary,” or in some similar manner.  Each party shall treat as confidential all Confidential Information of the other party and shall not use such Confidential Information except to exercise its rights or perform its obligations under this Agreement.  Each party shall not disclose such Confidential Information to any third party during the term of this Agreement and for a protection period of three (3) years beyond such term.  The terms and conditions of this Agreement shall be Confidential Information subject to the provisions of this Section 6, whether or not marked confidential.  This paragraph will not apply to any Confidential Information that: (a) was rightfully in possession of either party prior to receipt of such Confidential Information from the other party; (b) is or becomes a matter of public knowledge through no fault of the party receiving such Confidential Information hereunder; (c) is rightfully received from a third party without a duty of confidentiality; (d) is independently developed by the other party without breach of any confidentiality obligations; or (e) is disclosed by either party with the other party’s written approval; or (f) the recipient is required to disclose by applicable law or court order.  The parties acknowledge that breach of this Section 6 will cause irreparable damage to the disclosing party for which monetary damages will be an inadequate remedy.   Accordingly, either party will be entitled to seek and obtain injunctive and any other relief (legal or equitable) to restrain any breach or anticipated breach of this Sec

  6. Virtualization and Data Protection are Top IT Priorities Virtualization and Data Protection are top IT priorities for the majority of organizations Source: ESG “2012 IT Spending Intentions Survey”, January 2012

  7. Data Protection for Virtual Environments Presents Several Challenges Customers need a backup solution conceived and designed for virtual environments that addresses these business challenges

  8. VMware vSphere Data Protection Advanced powered by EMC AvamarA new backup solution designed for vSphere environments

  9. VMware Introduces vSphere Data Protection Advanced for Midsize vSphere Environments NEW!

  10. Two Different Ways to Purchase VDP Advanced $ VDP Advanced (1 procs) 1 $1,095 VDP Advanced Edition Per CPU SKU, unlimited protected VMs $ 2 Included in ENT and ENT+ Acceleration Kits vSphere with Operations Management AKs vSOM Std AK $9,995 vSOM Ent AK $22,995 vSOM Ent + AK $27,995 vCenter Std vCenter Std vCenter Std vSOM Std(6 procs) vSOMEnt(6 procs) vSOMEnt +(6 procs) VDP Adv (6 procs) VDP Adv (6 procs) VDP Advanced included

  11. vSphere Data Protection is Proven, Best-in-Class Backup for VMware vSphere VDP Advanced 5.1 Overview • Built for VMware vSphere– market leading virtualization platform • Powered by EMC Avamar – market leading backup and recovery solution • The underlying backup technology in VDP is successfully deployed at over 8,800 EMC customers. • VDP downloaded by over 10,000 VMware customers in just 3 months.

  12. VDP Advanced Delivers Enhanced Capabilities to Protect Larger vSphere Environments Proven and Reliable • Built for VMware vSphere – market-leading virtualization platform • Powered by EMC Avamar – market leader in backup and recovery • Over 8,800 EMC Avamar customers • Over 10,000 VMware users of VDP in just 3 months Efficient • Variable-length, Global, Client-side deduplication • Up to 95% less storage and up to 99% less bandwidth consumption • Changed Block Tracking for backup and restore • Reduces backup and recovery times Simple • Integrated with vSphere • Fully integrated with vCenter and managed through vSphere Web Client • Easy to use • Wizard-driven backup and recovery configuration Application Aware • Application-consistent backup of MS SQL Server and Exchange • Recovery of individual databases • Options to restore mailboxes and messages • Options for log recovery

  13. VDP Advanced Stands Apart from Other Solutions “Single Pane of Glass” Storage and Network efficient Fast Recovery Agent-based protection Business-Critical Apps vSphere + Backup

  14. “Sweet-spot” Positioning are Large SMBs and Commercial With 100 to 600 VM Environments VAPD+ 3rd Party Solution ENT 600 VMs* COMM VDP Advanced SMB 100 VMs VDP ESS ESS+ STD ENT ENT+ STD ADV ENT Essentials vSphere / vSOM vCloud Suite * Based on 3 virtual appliance deployment, and average VM backup storage and retention requirements

  15. Make Your Deal and Profit Grow with VDP Advanced Example 100VMs @ 5:1 consolidation ratio = 20 CPUs vSphere Deal 20 x $1K = $20K Combined Deal 20 x $1.1K = $42K vSphere Margin Up to 20% = $4K Combined Deal Margin Up to 26% = $10.5K 10%* +165%* +110%* 16%* 26%* 20%* Potential to increase deal size by up to 110% and profit margin by up to 165% *Percentages represent maximum available through Advantage Plus and Solution Rewards programs. *Benefits can vary by Partner and Geo

  16. Selling VDP Advanced Successfully Use Cases Main Targets • SMB/Comm Local Availability • ROBO • Test / Dev • Standalone • Whitespace: Any new SMB and Commercial vSphere customer – “Everybody needs backup!” • Installed Base: VDR and VDP users in need for greater scalability • Customers that need to protect Microsoft SQL and Exchange • Up-sell high-end vSOM AKs • Virtualization + Backup – “Everything you need to get started!” Key Sales Triggers • Tech refresh • Application migration • Support renewals • Disaster event occurrence

  17. VMware vSphere®with Operations Management™

  18. NOTICE: NDA PROTECTED INTELLECTUAL PROPERTY Non-Disclosure Agreement for All VMware Partners.The VMware vShpere with Operations Management and the VDP Advanced, Packagingand Licensing information that is being provided today to you, our partner, is under a Non-Disclosure Agreement which is in effect until 1st Quarter 2013. No part of this information should be shared with any other third party unless permission is obtained from VMware in writing. CONFIDENTIAL INFORMATION.  “Confidential Information” means any information disclosed by one party to the other pursuant to this Agreement that is marked “Confidential,” “Proprietary,” or in some similar manner.  Each party shall treat as confidential all Confidential Information of the other party and shall not use such Confidential Information except to exercise its rights or perform its obligations under this Agreement.  Each party shall not disclose such Confidential Information to any third party during the term of this Agreement and for a protection period of three (3) years beyond such term.  The terms and conditions of this Agreement shall be Confidential Information subject to the provisions of this Section 6, whether or not marked confidential.  This paragraph will not apply to any Confidential Information that: (a) was rightfully in possession of either party prior to receipt of such Confidential Information from the other party; (b) is or becomes a matter of public knowledge through no fault of the party receiving such Confidential Information hereunder; (c) is rightfully received from a third party without a duty of confidentiality; (d) is independently developed by the other party without breach of any confidentiality obligations; or (e) is disclosed by either party with the other party’s written approval; or (f) the recipient is required to disclose by applicable law or court order.  The parties acknowledge that breach of this Section 6 will cause irreparable damage to the disclosing party for which monetary damages will be an inadequate remedy.   Accordingly, either party will be entitled to seek and obtain injunctive and any other relief (legal or equitable) to restrain any breach or anticipated breach of this Sec

  19. vSphere Management Market Still Largely Untapped 80% VMware customers with only vSphere Grow Your Base Opportunity 80% and only 50% physical servers virtualized Seize White Space Opportunity

  20. VMware vSphere® with Operations Management™ Why is this the Right Move for VMware and Our Partners? VMware vSphere® with Operations Management™ Accelerate Transactional Business • Easy to sell: vSphere with Operations Management sells exactly like vSphere (per CPU) • Upsell opportunity for existing accounts • Stronger value proposition for new accounts and targets • Grow our business: with higher ASPs • Deliver more value: Provide customers with vC Ops Standard capability as they start their virtualization journey • Continues vSphere selling motion concept • World’s best virtualization platform • Plus: • Operational insight into your virtual environment – for monitoring and performance • Optimized capacity management DOUBLE the IT savings from vSphere!

  21. vSphere with Operations Management = SAVINGS+EFFICIENCY! vCenter Operations amplifies vSphere value • Improve infrastructure and application availability • Reduce the downtime of applications by 36% • Reduce diagnostics and problem resolution time by 26% • Reduce cost • Double IT savings of vSphere • Improve capacity utilization • Improve VMware capacity utilization by 40% and consolidation ratios by 37% +50% +28% IT Cost Savings WithoutVMware With vSphere& VC Ops WithvSphere Management Insights Customer Survey, September 2012

  22. vCenter Operations Management Optimizes Infrastructure Performance; Lowers Cost Immediate Problems Future Problems Opportunities to Optimize • Proactively manage performance and improve availability for vSphere environments • Understand performance trends across VMs, clusters, and farms • Optimize capacity by reclaiming and rightsizing VMs • Reduce false alerts through patented analytics

  23. VMware vSphere® with Operations Management™ VMware vSphere®with Operations Management™ vSphere vCloudSuite Run applications in the world’s best virtual platform Gain Operational Insights to Improve Availability and Performance – and – Optimize Capacity and Grow Virtual Environments with Confidence Integrated solution for building and managing a complete cloud infrastructure • Monitor the Environment– Provides a simple, visual, and holistic view of the entire virtual environment • Understand Trends – diagnose performance data across VMs, clusters, and farms to form intelligent trends and insights • Action and Availability -Proactively manage performance and improve availability for vSphere • Optimization – Reclaim unused VMs and right-size over-provisioned VMs • Improve Utilization - Improve capacity and utilization and increase consolidation ratios • Plan for the Future – Understand VM, cluster, and system limitations to plan and design future systems with confidence

  24. How Does This Fit in with Existing Sales Motions? vCloud Suite ENT vSphere with Operations Management (vSOM) per CPU vCloud Suiteper CPU vF App Dir SRM ENT vCloud Suite ADV vCAC vCOPs ADV vCOPs ENT vCloud Suite STD vCNS STD vCNS ADV vCNS ADV vCC ADV vCC ADV vCC ADV vCD vCD vCD vSphereEnterprise Plus vSphereEnterprise Plus vSphereEnterprise Plus $4,995 $7,495 $11,495 Current theme (2013) Segment Sales model Offering design approach • Virtualization • SMB / Commercial; Enterprise-Emerging • Transactional / Low touch • Applicable to large majority of transactional business customers • Single SKU • High volume • High ASP • Server Consolidation, BCDR • Cloud • Enterprise-All; SMB/Commercial – Premier • ELA / High touch transactional • New transformational offerings aligned with forward-looking vision • Technology for early-adopters with large budgets • Deployments may require PSO engagement • BCA, Cloud vSOM Std vSOMEnt vSOM Ent+ vCOps Std vCOps Std vCOps Std vSphere Std vSphere Ent vSphere Ent+ $1,745 $3,625 $4,245 • Key Use Cases

  25. Identifying and Qualifying OpportunityvSphere with Operations Management Target Profile Audience • SMB, Commercial, Enterprise –Emerging • Transactional buyer (primary) • vSphere with Ops Mgmt: for vSphere Standard, Ent and Ent Plus; Sweet spot = 50VM • IT Admin and IT Ops – Identify and resolve issues quickly • Head of IT Infrastructure – Infrastructure cost to meet demand • Head of IT Ops – OpEx efficiency Customer Pain Key Triggers • Ineffective resource planning and allocation (over or under provisioning) • Challenge in managing performance and capacity of virtual environment • Cannot meet SLAs cost-effectively • Inability to identify, isolate and resolve issues • Increasing CapEx and OpEx • Production applications • Virtualization expansion initiative • Downtime or performance issues

  26. Partner Rewards: March 2013 – advantage+ Accelerator NEW PROMOTION: +5% discountfor eligible vSphere with Operations Management product sales • March 14, 2013 through September 15, 2013 • Additional discount via Distribution on eligible vSOM SKUs only • Active advantage+ ORANs eligible, regardless of approval date, as long as Program terms met • Discount will be in a new field in the ORAN Search tool, so Distis can continue to rely on that to determine which ORANs qualify • Discounts will be in the pricebook advantage+ column and the eligibility matrix available on Partner Central* • Review advantage+ Program T&Cs at launch for complete details, including eligible products • *Impacts Price Lists effective March 2013

  27. Three major product lines: vSphere with Operations Management, vSphere and vCloud Suite New in Q1 2013 Standalone adjacencies per VM per CPU vC Ops Ent vC Ops Adv VDP Adv vCloud Suiteper CPU vC Ops Std Other (e.g., vCD) vSphere with Operations Management Acceleration Kitsper Kit (soft-bundle) vFabric App Dir vCenter Svr Std vCenter Svr Std vCenter Svr Std VDP Adv VDP Adv X 1 X 6 X 6 X 1 X 1 SRM ENT vSOM Std vSOM Ent+ vSOM Ent X 6 X 6 X 6 vCAC vCOPs ADV vCOPs ENT vSOM Std AK $9,995 vSOM Ent AK $22,995 vSOM Ent+ AK $27,995 vCNS STD vCNS ADV vCNS ADV vSphere with Operations Managementper CPU vCC ADV vCC ADV vCC ADV vCOps Std vCOps Std vCOps Std vCD vCD vCD vSphereEnterprise Plus vSphereEnterprise Plus vSphereEnterprise Plus vSphere Std vSphere Ent vSphere Ent+ vSOM Std $1,745 vSOM Ent $3,625 vSOM Ent+ $4,245 vCloud Suite STD $4,995 vCloud Suite ADV $7,495 vCloud Suite ENT $11,495 Q2/Q3 Upgrade Promo vSphere (Standalone)per CPU vSphereESS vSphere ESS+ vSphere Std vSphere Ent vSphere Ent+ $495($83/CPU) $4,495($749/CPU) $995 $2,875 $3,495

  28. vSphere Standard with Operations ManagementAcceleration Kits (AKs) replace vSphere AKs vSphere with Operations Management Acceleration Kitsper Kit (soft-bundle) • To start new customers on vSphere with Operations Management, vSphere Acceleration Kits (AKs) are retired and replaced by vSOM AKs • vSOM AK promotion: 15% off list price • Upgrades from vSphere Ess/Ess+ are now to any vSOM AK vCenter Svr Std vCenter Svr Std X 1 X 1 vCenter Svr Std VDP Adv VDP Adv X 1 X 6 X 6 vSOM Std vSOM Ent vSOM Ent+ X 6 X 6 X 6 vSOM Std AK vSOM Ent AK vSOM Ent+ AK $9,995 $22,995 $27,995 $8,496 $19,546 $23,796 Promo: 15% off Acceleration Kits vSphere Acceleration Kitsper Kit (soft-bundle) Retired at Q1 Launch vCenter Svr Std vCenter Svr Std vCenter Svr Std X 1 X 1 X 1 vSphere Std vSphere Ent vSphere Ent+ X 6 X 6 X 6 VSA VSA VSA X 1 X 1 X 1 vSphere Std AK vSphere Ent AK vSphere Ent+ AK $6,995 $17,000 $21,995 • Acceleration Kits: • For midsize and commercial • 6 x CPU licenses, 1 x instance vCenter Server Standard • Scalable

  29. Easy to sell PAID Upgrade paths vSOM= VMware vSphere® with Operations Management™ vSphere Essentials &vSphere Essentials Plus ANY vSOMAcceleration Kit UPGRADE - UPGRADE - UPGRADE - UPGRADE - UPGRADE - ANY vSphere edition ANY higher vSphere editionANY vSOM package ANY vCloud Suite edition ANYvSOM package ANY higher vSOM packagevCloud Suite AdvancedvCloud Suite Enterprise ANY vCloud Suite edition ANY highervCloud Suite Edition

  30. Increase Revenue and Customer Value 1 Increase your profitabilityup to 25% by combining existing and limited-offer partner rewards • Additional 5% up front discount with advantage+ Accelerator * • Additional 10% with VMware Management Competency, bringing total up to 35% * 2 Grow revenues within your VMware customer base and prospects • $825 per vSphere host opportunity with upgrades (VMware) • 20% higher avg deal size compared to standalone vSphere (ESG Partner Study, June 2012) 3 • 31% in incremental IT savings compared to standalone vSphere (Management Insights Customer Study, Sept 2012) • Enhanced availability, performance, and optimized capacity Maximize the value of vSphere for your customers * Solution Reward offer valid March 14 – September 30, 2013, Advantage Plus Accelerator valid March 14 – September 15, 2013. Both valid with eligible vSphere with Operations Management products.

  31. Handling Objections Customer Objection • Adding management istoo costly • Already have a different management solution • Already use vCenter now for management • Takes too long to get value from management • Adding management will make things worse, not better for us Response • Management Foundation lets you start at No Cost • Designed for cloud and virtual environments with patented analytics and integrated capacity and configuration management • vCenter Operations Management shows you more and does more • 78% of customers see ROI in < 3 months • Frees internal IT up to be proactive, not reactive

  32. Partner Launch Kit – Available February 12th on Partner Central Sales BYTES: “How to Sell” ppt, call script, etc. Product Assets: Cheatsheets, Datasheets, etc. Complete index of GTM assets, sales enablement opportunities, etc.

  33. Join Partner Link Today To activate your account, visit: vmware.com/go/partnerlink Partner Central account required Partner Link is the new secure social platform within Partner Central, that connects our partners to the knowledge, ideas, and resources they need from the broad VMware Partner Network community.You are invited to pilot this community, which will not be available to the entire VPN community until March. • Join the VMware Product Launch Readiness Group within Partner Link to… • Share feedback and ask questions on the launch material presented today • Connect with VMware subject matter experts • Receive links to important launch documents, enablement opportunities, and sales materials

  34. Virtualization and Data Protection are Top IT Priorities Virtualization and Data Protection are top IT priorities for the majority of organizations Source: ESG “2012 IT Spending Intentions Survey”, January 2012

  35. The Management Opportunity Is Large ~25 Million Unmanaged vSphere Hosts Untapped Opportunity • Enterprise Penetration: 14% • Commercial Penetration: 9% • SMB Penetration: 3% Source: VMware research

  36. Partner Incentives for vSphere with Operations Management Through September 15th earn accelerated advantage+ rewards Management Competency Partners can earn Solution Rewards 10% 10% +10% +10% OR New Customer Bonus First Time Sale Bonus NEW +5% vSphere with Operations Management Accelerator • Program terms & conditions apply, benefits represent maximum available through the programs • New Customer and First Time Sale bonus rewards cannot be combined • For complete details visit Partner Central • Available 3/14 – 9/15/2013

  37. Take Action Schedule Customer Meetings Download Sales BYTES to quickly get up to speed on how to discuss vSphere with Operations Management with your customers, vmware.com/go/salesbytes Review your pipeline and existing customer base, and schedule customer meetings 1 Leverage marketing and sales assets Download Partner Launch Kit, vmware.com/go/launch 2 3 Take advantage of the latest training courses Visit Partner University TV, vmware.com/go/partneruniversity

  38. www.vmwarepartnerexchange.com

  39. Thank you

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