RADICALLY SIMPLE HIGHEST PERFORMANCE LOWEST COST R E ADY FO R ANY APP, ANY SCALE

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1 CHEAT SHEET INTERNAL USE ONLY VMware Virtual SAN Internal and Partner Use Only What is VMware Virtual SAN? VMware Virtual SAN is radically simple, software-defined storage. Seamlessly integrated with VMware vsphere and vcenter Server, the single software stack forms VMware Hyper-Converged Software (VMware HCS) and enables the lowest cost and highest performance hyper-converged infrastructure (HCI) solutions. Uniquely embedded in the market-leading hypervisor, Virtual SAN delivers flash-optimized, high-performance enterprise-class storage. It leverages commodity x86 components that easily scale to drastically lower TCO by up to 50%. Seamless integration with the entire VMware stack makes it the simplest storage platform for virtual machines whether running business-critical applications, virtual desktops or remote IT apps. Virtual SAN 6.2, the fourth generation of the enterprise-class storage solution in VMware HCS, delivers the industry s best storage value with cost-efficient performance, radically simple management and a future-proof roadmap. Customers can increase all-flash storage capacity utilization by as much as 10x through new data efficiency features like inline deduplication, compression and erasure coding, enabling a flash-first policy by delivering 50% less all-flash $/GB versus leading hybrid HCI solutions. Virtual SAN Quality of Service controls allow mission-critical applications to receive the necessary SLAs while enhanced monitoring and reporting capabilities simplify management through existing vsphere tools. Value Proposition Summary RADICALLY SIMPLE HIGHEST PERFORMANCE LOWEST COST R E ADY FO R ANY APP, ANY SCALE 1 integrated software stack Over 100K IOPs per node Up to 50% lower TCO 6M IOPs per cluster Automation and integrated management >100 pre-certified Ready Nodes, the most flexible building block <1 ms latency with all-flash systems Up to 1.5x 5x greater performance over competitor HCI systems Up to 10x greater storage efficiency with inline dedupe, compression & erasure coding Flash-optimized, enterprise performance without traditional enterprise costs 1 platform for critical apps, Openstack and Containers Grow-as-you-go scaling: granular scale up/out Go Virtual SAN All-Flash first 50% less than competing hybrid HCI solutions Virtual SAN All-Flash via the Virtual SAN Advanced Edition features Inline Deduplication and Erasure Coding to provide the best performance and space efficiency for better value over Virtual SAN Hybrid configurations from the Virtual SAN Standard Edition. VIRTUAL SAN ALL FLASH 48% lower cost for Virtual SAN All-Flash versus leading competitor s hybrid HCI solution 60% lower cost than leading all-flash storage arrays or all-flash HCI alternatives Increase useable capacity up to 10x with inline deduplication, compression and erasure coding >100K IOPS per node with sub-millisecond latency Enable all-flash storage efficiency features with minimal impact on CPU and memory overhead VIRTUAL SAN HYBRID Low $/GB is a priority Mixed R/W workloads Up to 30K IOPS/Host Other hybrid solutions are in place or under consideration CHEAT SHEET / 1

2 Targeting and Prospecting Information Target Segment Target Buyers and Stakeholders Key Sales Triggers Pain Points All verticals for midmarket and enterprise customers with 50+ vsphere VMs or multiple ROBO sites Entry Point/Primary User: VI Admin (champion), Infrastructure Admin, IT Manager Decision Maker: IT Director, VP of Infrastructure Key Influencers: Enterprise Architect, Storage Lead/Admin External Storage or Server Refresh Evaluating midrange, all-flash or hyper-converged storage solutions (e.g. Nutanix) New vsphere deployment or project that needs shared storage (VDI, Expanding Tier I or II workloads, ROBO etc.) Upcoming storage expansion/upgrade/renewal Management complexity with their storage Time-consuming and cumbersome VM storage provisioning Storage management is too complex (fragmented) Under-utilized storage assets Scalability issues with their storage Expensive to deliver high Performance; Storage is not performing well enough Cost issues with their storage Increasing storage cost to meet requirements has become too high Difficulties in budgeting & forecasting storage consumption Expensive to implement high availability use cases such as Stretch Clusters IT staff resource constraints Indicators of Buying Propensity Interest/existing workloads in one or more of the following use cases VDI Business critical apps (i.e., Exchange, SQL, Oracle, any OLTP workload) Management Cluster Remote Server Rooms/ROBO Departmental IT Disaster Recovery (DR) Existing Virtual SAN customer drive Virtual SAN expansion, new workloads on Virtual SAN Have or willing to buy/upgrade to six or more vsphere/vcloud Suite/vSOM 6.0 (U1 & above) licenses How are VMware HCS powered HCI solutions different from other HCI Vendors? Hypervisor-embedded architecture provides the confidence to virtualize any application Single HCI software stack with single-pane-of-glass management reduces OPEX Low 50% less TCO ensures budgets can be used for strategic investments Highest Performing HCI up to 5x, delivers the ability to meet performance demands of any application Most flexible HCI building blocks allow broadest choice of infrastructure Policy-based management provides automation that reduces operational risk and uniquely simplifies day-to-day management CHEAT SHEET / 2

3 Packaging: Editions and Add-Ons VIRTUAL SAN STANDARD VIRTUAL SAN ADVANCE D VIRTUAL SAN ENTERPRISE Overview Use this edition for data center workloads Must license all CPUs in cluster Includes All Flash, Deduplication, Compression and Erasure Coding Must license all CPUs in cluster Includes QoS and Stretched Cluster features Must license all CPUs in cluster Licensing Per CPU or per CCU Per CPU or per CCU Per CPU or per CCU VSAN Licensing Guide Per VM (VSAN for ROBO* only) Also included in Horizon ADV/ENT Features Storage policy based management Read / Write SSD Caching Distributed RAID Virtual Distributed Switch Virtual SAN Snapshots & Clones Rack Awareness Replication ( 5 Min RPO) Software Checksum All Flash Deduplication & Compression (All Flash only) Erasure Coding (RAID 5/6) Stretched Cluster QoS IOPS Limits * Virtual SAN for ROBO Licensing is a per-virtual machine-licensing model like vsphere for ROBO. Virtual SAN for ROBO licenses are sold in packs of 25. A pack can be used in a single site or across multiple sites. For example, five sites running five virtual machines at each location can be licensed with a single pack of 25 licenses. A site with 30 virtual machines, as an example, requires Virtual SAN Standard or Advanced licenses. If a site starts with VSAN for ROBO licensing and grows beyond the 25 virtual machine licensing limit, the upgrade to Virtual SAN Standard or Advanced licenses is easily performed with no virtual machine downtime. All Virtual SAN license editions require a minimum of 3 nodes or 2 nodes with a datacenter witness. Learn more: VSAN ROBO Solution Brief CHEAT SHEET / 3

4 Common Objections & Responses Virtual SAN is not enterprise ready Why should I choose your HCI solution over my current SAN/ NAS external storage? Virtual SAN is not proven Virtual SAN is expensive Virtual SAN 6.2, the 4th generation of VMware software-defined storage provides New data efficiency features like inline deduplication, compression and erasure coding Quality of Service controls ensure mission-critical applications receive the necessary SLAs Enhanced monitoring & reporting capabilities simplify management through existing vsphere tools Enterprise Availability features like Stretched Cluster with zero RPO and % uptime Over 2,000 customers of all industries and sizes trust Virtual SAN to run their most mission critical applications to Decrease Risk and Increase Availability Cut Storage Spend with No Tradeoffs Enable Business Agility Futureproof IT Infrastructure The 4th generation of Virtual SAN delivers enterprise performance and up to 50% lower TCO. Network services, advanced automation and robust availability capabilities are all built into the platform. To showcase a winning Virtual SAN TCO VMware HCS and Virtual SAN is best suited for ~50+ VMs and cost 50% less than competitors Include the cost for compute and SnS for both sides or don t include at all Virtual SAN s granular pay as you grow approach allows you to better manage the storage costs Do not pick overly expensive components for Virtual SAN hardware Pre-Sales Tools CUSTOMER FACING Hands-on Labs (HOL) vmware.com/go/try-vsan-en Virtual SAN TCO & Sizing Tool vsantco.vmware.com Virtual SAN HCL & Ready Nodes vmware.com/go/virtualsan-hcl Virtual SAN Feature Walkthroughs Public Customer Stories Adobe, IBC Bank, OSU, Tribune Media & more Technical White Papers and Reference Architectures Virtual SAN POC Guide Virtual Blocks Storage Blog latest from VMware experts Contact: Virtual SAN PM/PMM: vsan-team@vmware.com SALES R E SOURCES Virtual SAN Assessment Tool & Internal: Virtual SAN Vault (FAQs, customer deck, POC kit, technical guide, etc.) Customer References via RefView Competitive Assets on Vault Partner: Virtual SAN Partner Central SDS Competency & SDS SET VSAN Customer Campaigns via Partner Demand Center Contact: VMware SDS Sales Specialists: SDSsales@vmware.com CHEAT SHEET / 4

5 Pricing VMware Virtual SAN 6 Enterprise for 1 processor 1 Processor License** ST6-EN-C $5, Year Production SnS ST6-EN-P-SSS-C $1, Year Basic SnS ST6-EN-G-SSS-C $1, VMware Virtual SAN 6 Enterprise for Desktop 10 Pack (CCU) 10 CCU License** ST6-EN-D10-C $1, Year Production SnS ST6-EN-D10-P-SSS-C $ Year Basic SnS ST6-EN-D10-G-SSS-C $ VMware Virtual SAN 6 Enterprise for Desktop 100 Pack (CCU) 100 CCU License** ST6-EN-D100-C $12, Year Production SnS ST6-EN-D100-P-SSS-C $3, Year Basic SnS ST6-EN-D100-G-SSS-C $2, VMware Virtual SAN 6 Advanced for 1 processor 1 Processor License** ST6-AD-C $3, Year Production SnS ST6-AD-P-SSS-C $ Year Basic SnS ST6-AD-G-SSS-C $ VMware Virtual SAN 6 Advanced for Desktop 10 Pack (CCU) 10 CCU License** ST6-AD-D10-C $1, Year Production SnS ST6-AD-D10-P-SSS-C $ Year Basic SnS ST6-AD-D10-G-SSS-C $ VMware Virtual SAN 6 Advanced for Desktop 100 Pack (CCU) 100 CCU License** ST6-AD-D100-C $10, Year Production SnS ST6-AD-D100-P-SSS-C $2, Year Basic SnS ST6-AD-D100-G-SSS-C $2, VMware Virtual SAN 6 for Remote Office Branch Office (25 VM pack) 25 VM Pack License** ST6-RB-25VM-C $12, Year Production SnS ST6-RB-25VM-P-SSS-C $3, Year Basic SnS ST6-RB-25VM-G-SSS-C $2, VMware Virtual SAN 6 Standard for 1 processor 1 Processor License** ST6-VSAN-C $2, Year Production SnS ST6-VSAN-P-SSS-C $ Year Basic SnS ST6-VSAN-G-SSS-C $ CHEAT SHEET / 5

6 VMware Virtual SAN 6 Standard for Desktop 10 Pack (CCU) 10 CCU License** ST6-VSDT10-C $ Year Production SnS ST6-VSDT10-P-SSS-C $ Year Basic SnS ST6-VSDT10-G-SSS-C $ VMware Virtual SAN 6 Standard for Desktop 100 Pack (CCU) 100 CCU License** ST6-VSDT100-C $5, Year Production SnS ST6-VSDT100-P-SSS-C $1, Year Basic SnS ST6-VSDT100-G-SSS-C $1, UPGRADES From: VMware Virtual SAN 6 Advanced for 1 processor To: Upgrade: VMware Virtual SAN 6 Advanced for 1 processor to Virtual SAN 6 Enterprise for 1 processor ST6-AD-EN-UG-C $1, From: VMware Virtual SAN 6 Advanced for Desktop 10 Pack (CCU) To: Upgrade: VMware Virtual SAN 6 Advanced for Desktop to Virtual SAN 6 Enterprise for Desktop : 10 Pack (CCU) ST6-ADEN-D10-UG-C $ From: VMware Virtual SAN 6 Advanced for Desktop 100 Pack (CCU) To: Upgrade: VMware Virtual SAN 6 Advanced for Desktop to Virtual SAN 6 Enterprise for Desktop : 100 Pack (CCU) ST6-ADEN-D100-UG-C $2, From: VMware Virtual SAN 6 Standard for 1 processor To: Upgrade: VMware Virtual SAN 6 Standard for 1 processor to Virtual SAN 6 Enterprise for 1 processor ST6-ST-EN-UG-C $3, From: VMware Virtual SAN 6 Standard for Desktop 10 Pack (CCU) To: Upgrade: VMware Virtual SAN 6 Standard for Desktop to Virtual SAN 6 Enterprise for Desktop : 10 Pack (CCU) ST6-STEN-D10-UG-C $ From: VMware Virtual SAN 6 Standard for Desktop 100 Pack (CCU) To: Upgrade: VMware Virtual SAN 6 Standard for Desktop to Virtual SAN 6 Enterprise for Desktop : 100 Pack (CCU) ST6-STEN-D100-UG-C $7, CHEAT SHEET / 6

7 UPGRADES From: VMware Virtual SAN 6 Standard for 1 processor To: Upgrade: VMware Virtual SAN 6 Standard for 1 processor to Virtual SAN 6 Advanced for 1 processor ST6-STD-AD-UG-C $1, From: VMware Virtual SAN 6 Standard for Desktop 10 Pack (CCU) To: Upgrade: VMware Virtual SAN 6 Standard for Desktop to Virtual SAN 6 Advanced for Desktop : 10 Pack (CCU) ST6-STAD-D10-UG-C $ From: VMware Virtual SAN 6 Standard for Desktop 100 Pack (CCU) To: Upgrade: VMware Virtual SAN 6 Standard for Desktop to Virtual SAN 6 Advanced for Desktop : 100 Pack (CCU) ST6-STAD-D100-UG-C $5, VMware, Inc Hillview Avenue Palo Alto CA USA Tel Fax Copyright 2016 VMware, Inc. All rights reserved. This product is protected by U.S. and international copyright and intellectual property laws. VMware products are covered by one or more patents listed at VMware is a registered trademark or trademark of VMware, Inc. in the United States and/or other jurisdictions. All other marks and names mentioned herein may be trademarks of their respective companies. Item No: VMW7065-CHS-vSAN-GLOBAL-USLET /16