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DNS/IBM Graham Hunt IBM Alliance Manager UK&I

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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  1. DNS/IBMGraham HuntIBM Alliance Manager UK&I

  2. 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+

  3. 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

  4. 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

  5. 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 VMware Marketshare “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.

  6. 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

  7. Drag on other practices 3X to 5X drag on other practices Consulting Services Growing 4X to 6X VMware-related Services Licenses Growing 2X to 4X Adoption Standardize What Is The Market Opportunity For Partners? Deployment Size Large

  8. VMware is Committed to Driving Channel Success Accelerate revenue with your virtualization practice Accelerate yourvirtualization expertise Accelerate virtualization opportunities to customers of all sizes

  9. ACCELERATING YOUR VMWARE VIRTUALIZATION EXPERTISE 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

  10. ACCELERATING VMWARE VIRTUALIZATION OPPORTUNITIESTO COMPANIES OF ALL SIZES Extensive Product Portfolio for Companies of all Sizes Exclusive Partner Communications Free Sales & Marketing Tools Partner Central – Exclusive Partner Portal Partner-Specific Events

  11. 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

  12. ü ü ü Q1 2008 Coming Soon Disaster Recovery Software Lifecycle Enterprise Desktop VDI SolutionTrack Training Benefits Sales Kit Solutions Training Virtual Infrastructure

  13. “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

  14. Virtual Infrastructure Whiteboard - Business

  15. Virtual Infrastructure Whiteboard - Technical

  16. 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

  17. 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

  18. 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

  19. 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

  20. VI Editions After VI 3.5/3i Launch VI Enterprise VI Standard VI Foundation VI Starter ESX Server 3i

  21. New VI Editions DRS DPM Resource Management Power Management VMotion™ Storage VMotion Live VM Migration Live VM Disk File Migration Availability High Availability High Availability Backup Consolidated Backup Consolidated Backup Consolidated Backup Patch Management Update Manager Update Manager Update Manager Central Mgmt VC Agent VC Agent VC Agent VMFS Virtual SMP™ ESX Server 3i VMFS Virtual SMP™ ESX Server 3i OR ESX Server VMFS Virtual SMP™ ESX Server 3i OR ESX Server VMFS Virtual SMP™ ESX Server 3i OR ESX Server Storage Virt. Enterprise VMs Next Generation Hypervisor VI Enterprise VI Standard VI Foundation ESX Server 3i

  22. 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

  23. VI 3.5 Upgrade Components Products Included From To • HA VI Standard VI Foundation VI Foundation VI Enterprise • HA • VMotion +Storage VMotion • DRS + DPM VI Standard VI Enterprise • VMotion +Storage VMotion • DRS + DPM

  24. New VI Bundles

  25. Summary • 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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