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DNS/IBM Graham Hunt IBM Alliance Manager UK&I. Technology Partners. ~500. Channel Partners. Nearly 10,000. VMware Certified Professionals. 15,000+. Fortune 100 / Fortune 1000 Customers. 100 / 924. VMware Infrastructure Customers. 20,000+. VMware Workstation Licenses Sold. 1,000,000+.

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DNS/IBM Graham Hunt IBM Alliance Manager UK&I

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DNS/IBMGraham HuntIBM Alliance Manager UK&I

  • Technology Partners

  • ~500

  • Channel Partners

  • Nearly 10,000

  • VMware Certified Professionals

  • 15,000+

  • Fortune 100 / Fortune 1000 Customers

  • 100 / 924

  • VMware Infrastructure Customers

  • 20,000+

  • VMware Workstation Licenses Sold

  • 1,000,000+

  • 2007 Revenue

  • $1.33 B

  • 2006 Year-Over-Year Growth

  • 88%

VMware By the Numbers

  • Year Founded

  • 1998

  • Employees

  • ~5,000+

Is It Too Late to Embrace Virtualization?

IDC Doesn’t Think So

2006 Estimate

2010 Forecast

1.0MInstalled Servers with Virtualization

5.6MInstalled Servers with Virtualization

26.5M Installed Servers without Virtualization

35.6M Installed Servers without Virtualization

Award-Winning Technology

• VMware VirtualCenter

• VMware Converter

• VMware Capacity Planner

• VMware Site Recovery Manager

• VMware Virtual Desktop Infrastructure

• VMware ACE

• VMware Lab Manager

• VMware DRS with DPM

• VMware High Availability

• VMware Consolidated Backup

• VMware Storage VMotion

• VMware VMotion

• VMware Update Manager

• VMware ESX Server

• VMware ESX Server 3i

• VMware Virtual SMP

• VMware VMFS

• VMware Server

• VMware Workstation

• VMware Fusion

• VMware Player

Market leadership

Partner leadership

Technology leadership

Robust partner ecosystem supporting our customers

“VMware holds an estimated 80% of the market for virtual-machine software that runs on computers powered by industry-standard microprocessors.”

More than 30 awards for product excellence in past year

March 2007



“The clear brand leader in virtualization."

Gordon HaffIlluminata, Feb 2007

Strategic partner of world’s leading server, processor, storage, networking and software vendors

“The market leader.”

InfoWorld, July 2006

Holds U.S.Patent # 6397242

for the approach of virtualization

Extensive certifications

200 hardware platforms

60 operating systems

Leading driver of Open Standards

“The dominant playerin the x86 server virtualization space.”

Galen Schreck

Jan 2007

Nearly 10,000 channel partners

Leading distributors, resellers, x86 system vendors and SIs

Founding member of power-conservation alliance

Clear, consistent leadership.

VMware Values Partners

Virtualization is a strategic initiative for your business and for your customers

VMware can be a profitable line for you

VMware software and solutions are proven technology leaders in the industry

Virtualization is being driven by customer demand

VMware is committed to the channel

We derive >75% of our revenue from our channel partners

Drag on other practices

3X to 5X drag on other practices

Consulting Services

Growing 4X to 6X

VMware-related Services


Growing 2X to 4X



What Is The Market Opportunity For Partners?

Deployment Size


VMware is Committed to Driving Channel Success

Accelerate revenue with your virtualization practice

Accelerate yourvirtualization expertise

Accelerate virtualization opportunities to customers of all sizes


Comprehensive Partner Training Curriculum

Free Online Sales and Technical Training

VMware Sales Model Encourages Partner Led Services

Partner Resource Center (PRC)

On-line Partner Training Helpdesk

Resource Library


Extensive Product Portfolio for Companies of all Sizes

Exclusive Partner Communications

Free Sales & Marketing Tools

Partner Central – Exclusive Partner Portal

Partner-Specific Events

Expanded SolutionTrack - Objectives

  • Create a strategic, integrated go-to-market approach with partners around Virtual Infrastructure and key solution areas

  • Penetrate new accounts by “teaching partners to fish” for new VMware opportunities

  • Differentiate top partners who demonstrate key solutions skills; intermediate training—builds on foundation training and skills

  • Accelerate partner selling and delivery skills around key solutions

  • Maintain WW consistency of messaging between VMware demand generation and partner training by geo




Q1 2008

Coming Soon








SolutionTrack Training Benefits





Virtual Infrastructure

  • “I’ve been selling VMware for several years but this is the first time I’ve been able to tell the complete story around VMware” – VI SolutionTrack attendee

    • “What I especially liked was the “Selling the Value of Virtual Infrastructure” whiteboard flipbook… I believe this has got to be the best sales training tool I’ve ever seen, because it’s something that continues to be valid after the training, in the real world

    • - Jack Perry – ergogroup

NEW – Virtual Infrastructure SolutionTrack

Virtual Infrastructure Whiteboard - Business

Virtual Infrastructure Whiteboard - Technical

NEW – SolutionTrack Online

  • SolutionTrack whiteboard presentation with voice-overs and flash

  • Available globally and translated. Sample – www.solutiontracks.com

    • DR English - Feb 13th, translated for EMEA and APAC - Feb 25th

    • VI (English) - Feb 25th

ESX Server 3i / VI 3.5 Launch Summary

  • ESX Server 3i

    • Next generation hypervisor architecture

    • Small form factor

    • Delivered

      • Integrated with hardware starting November 2007 OR

      • Sold standalone

  • New products and features in VI3.5

    • Storage VMotion: non disruptive migration of virtual machine disks

    • Distributed Power Management (part of DRS): reduces power consumption through intelligent workload balancing

    • Update Manager – automates patch and update management for VMware ESX Server hosts and virtual machines

    • Guided Consolidation (part of VirtualCenter Management Server): enables companies to get started with server consolidation in a step-by-step tutorial fashion

What is ESX Server 3i?

Next generation, thin hypervisor integrated in server systems

  • Thin architecture:

    • Unparalleled security and reliability

      • Compact 32MB footprint

      • Only OS-independent design focused on virtualization

  • Integrated in server systems:

    • Easiest way to deploy and manage virtualization

      • Hardware is certified and ready-to-run

      • Intuitive start up experience that dramatically reduces deployment time

      • Optimized for central management

Upsell Opportunity with ESX Server 3i

Up sell to the Automated, On Demand Data Center

VI Enterprise

Up sell Opportunity

Up sell to Departmental Consolidation

VI Standard

Up sell to Central Management

VI Foundation

Broad Market seeded with readily available and easy-to-use hypervisor

ESX Server 3i

VI Editions After VI 3.5/3i Launch

VI Enterprise

VI Standard

VI Foundation

VI Starter

ESX Server 3i

New VI Editions



Resource Management

Power Management


Storage VMotion

Live VM Migration

Live VM Disk File Migration


High Availability

High Availability


Consolidated Backup

Consolidated Backup

Consolidated Backup

Patch Management

Update Manager

Update Manager

Update Manager

Central Mgmt

VC Agent

VC Agent

VC Agent


Virtual SMP™

ESX Server 3i


Virtual SMP™

ESX Server 3i OR

ESX Server


Virtual SMP™

ESX Server 3i OR

ESX Server


Virtual SMP™

ESX Server 3i OR

ESX Server

Storage Virt.

Enterprise VMs

Next Generation


VI Enterprise

VI Standard

VI Foundation

ESX Server 3i

VI 3.0 to VI 3.5 Entitlements

  • VI3 customers will receive new 3.5 functionality at no extra charge as part of their valid subscription agreements, as outlined here

VI 3.5 Upgrade Components

Products Included



  • HA

VI Standard

VI Foundation

VI Foundation

VI Enterprise

  • HA

  • VMotion +Storage VMotion

  • DRS + DPM

VI Standard

VI Enterprise

  • VMotion +Storage VMotion

  • DRS + DPM

New VI Bundles


  • ESX Server 3i is a single node entry point and is separate from VI suites

  • ESX Server 3i will seed market and create upsell opportunity

  • Updated VI suites follow a similar pricing and packaging model

  • VirtualCenter Foundation allows lower entry point for SMBs and provides an entry point for enterprises

  • New VI suites and bundles are designed as attractive entry points for companies of all sizes including SMBs

  • VI Enterprise adds significant new functionality and remains the gold standard for virtual infrastructure

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