Disclaimer CONFIDENTIAL 2

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Jessica Hart
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2 Disclaimer This presentation may contain product features that are currently under development. This overview of 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 have not been determined. CONFIDENTIAL 2

3 Hervé Clement Sr. Manager, Partner GTM Readiness, SDDC CONFIDENTIAL 4

4 In this Session 5

5 3 SDDC Tools which can make a difference ENGAGE With CUSTOMER EXTEND the OPPORTUNITY with PoC DELIVER What you SOLD vsphere Optimization Assessment SDDC Deployment Toolkit Professional Services IP

6 Showing the Value of Software-Defined Datacenter Engage Install Show Sell vsphere Optimization Assessment Cost Savings Application Performance Capacity Planning 7

7 How Does the Optimization Assessment Work? Four Easy Steps: CONFIDENTIAL 8

8 One-Stop Shop on Partner Central All That You Need For Success Program overview video Overview flyer Technical Training Call script campaigns Customer Assets And more. 9

9 Intelligent/Operational Dashboard Shows Value Immediate Problems Future Problems Opportunities to Optimize 10

vsphere Optimization Assessment Report 20-page customizable report template with: Executive Summary with customer challenges Explanations and screenshots of key metrics

10 vsphere Optimization Assessment Report 20-page customizable report template with: Executive Summary with customer challenges Explanations and screenshots of key metrics and reports Recommendations to partners for how to populate template and more NEW! VOA report now includes vrealize TM Operations Insight TM for deeper visibility and control

11 Easiest deal I ve ever closed. Partner closed a $60K vsom deal in three weeks using the VOA

12 Tom Stephens Principal Technical Marketing Manager, SDDC Suite CONFIDENTIAL 13

13 3 SDDC Tools which can make a difference ENGAGE With CUSTOMER EXTEND the OPPORTUNITY with PoC DELIVER What you SOLD vsphere Optimization Assessment SDDC Deployment Toolkit Professional Services IP

14 The SDDC Deployment Toolkit 16

15 Common Questions about the SDDC Deployment Toolkit Where can I get it? Are we planning on giving this to customers? I wish 18

16 David Percy Sr. Director, Professional Services Engineering CONFIDENTIAL 19

17 3 SDDC Tools which can make a difference ENGAGE With CUSTOMER EXTEND the OPPORTUNITY with PoC DELIVER What you SOLD vsphere Optimization Assessment SDDC Deployment Toolkit Professional Services IP

18 Standardised Professional Services Another Tool In The Toolbelt David Percy Wednesday 15 Oct 2014

19 Agenda 1 Who is Professional Services Engineering? 2 Why Is This Necessary? 3 What Are Our Current Offerings? 4 How Do We Create It? 5 What Are Our Current Offerings (part II)? 6 How Do You Get It? 22

20 Agenda 1 Who is Professional Services Engineering? 2 Why Is This Necessary? 3 What Are Our Current Offerings? 4 How Do We Create It? 5 What Are Our Current Offerings (part II)? 6 How Do You Get It? 23

21 Who Is Professional Services Engineering? Dedicated, global team focused on best practices, standards and methodologies Corporate group with strong links to all parts of VMware Highest concentration of VCDXs and Principal Architects in VMware

22 Agenda 1 Who is Professional Services Engineering? 2 Why Is This Necessary? 3 What Are Our Current Offerings? 4 How Do We Create It? 5 What Are Our Current Offerings (part II)? 6 How Do You Get It? 25

Lets Take A Trip Back In Time Features: Supports IDE disks up to 128Gb Up to 24 VMs per host Experimental support for Windows XP Requirements: 400Mhz Pentium II, III or 4 256Mb RAM

23 Lets Take A Trip Back In Time Features: Supports IDE disks up to 128Gb Up to 24 VMs per host Experimental support for Windows XP Requirements: 400Mhz Pentium II, III or 4 256Mb RAM (512Mb Recommended) We have saved $250,000 by using VMware [software] to consolidate the workload of nine servers in our application development and testing lab to just three servers."

24 Fast-forward to Today 27

25 Why Is This Necessary? Increases In Complexity Increasing Risk Of Shelfware Risk Of Customer Dissatisfaction Decreasing Rate Of Incremental Sales 28

26 Agenda 1 Who is PSE? 2 Why Is This Necessary? 3 What Are Our Current Offerings? 4 How Do We Create It? 5 What Are Our Current Offerings (part II)? 6 How Do You Get It? CONFIDENTIAL 29

27 From custom every time to standard, with options CONFIDENTIAL 30

Lack of Cohesive, Interlocked, Modular Delivery Assess Custom, Oneoff Solutions KX Unity Design Validate Deploy 1. Customization for each project Not repeatable! 2.

28 Lack of Cohesive, Interlocked, Modular Delivery Assess Custom, Oneoff Solutions KX Unity Design Validate Deploy 1. Customization for each project Not repeatable! 2. Every engagement is an open-ended proposition What s the end-state? 3. Is it high performing? Scalable? Full production ready? 4. Each engagement a stand-alone effort without relationship to those before 5. Engagements only serve themselves Are we ready for the future?

29 Service Classes Assessment Provides an assessment to understand a customer s current state and where you re going to take them (i.e. target state) to identify gaps and provide recommendations (example: Health Check). Health check ~ 5 days, DC Assessment ~ varies Accelerator Targeted to pre-production environments, focused on limited use cases with pre-validated design, and are tight in scope and duration. ~2-4 weeks Design & Deploy Assessment Accelerator Design & Deploy Production-ready and comprise of a comprehensive set of use cases to align to specific customer requirements Varies (typically 10 weeks)

30 Service Types SDDC Hybrid Cloud EUC Operations Transformation 33

31 Customer-facing Services Catalog Simple list of all services Available to customers on vmware.com nology-consulting-services.html 34

32 Agenda 1 Who is Professional Services Engineering? 2 Why Is This Necessary? 3 What Are Our Current Offerings? 4 How Do We Create It? 5 What Are Our Current Offerings (part II)? 6 How Do You Get It? 35

company strategy and industry demand Customers

33 Our Stakeholders VMware Business Units Working closely with stakeholders inside and externally to VMware align to company strategy and industry demand Customers Professional Services Engineering Partners VMware Professional Services 36

34 Repeatability Framework Scope Engagement Variance New Emerging Repeatable Standard Maturity

35 Outcome is Validated, Best Practice, Standardised Services 38

36 Agenda 1 Who is Professional Services Engineering? 2 Why Is This Necessary? 3 What Are Our Current Offerings? 4 How Do We Create It? 5 What Are Our Current Offerings (part II)? 6 How Do You Get It? 39

Management DaaS Vertical Solutions Operations

37 Service Categories SDDC Virtualisation Migration BCDR Cloud Automation Hybrid Cloud Coming Soon! EUC Virtualisation Desktop Migration Mobility Management DaaS Vertical Solutions Operations Transformation Workshops Cloud Automation Operations Management Financial Management EUC 40

38 Sales Materials Customer-facing sales doc Customer-facing presentation Level of Effort Calculator Sales FAQ 41

39 Delivery Materials Project plan and methodology Delivery Reference Guide Workshop Templates Sample Workflows Reference Architecture Knowledge Transfer Kits 42

40 Agenda 1 Who is Professional Services Engineering? 2 Why Is This Necessary? 3 What Are Our Current Offerings? 4 How Do We Create It? 5 What Are Our Current Offerings (part II)? 6 How Do You Get It? 43

41 Locating Services IP Step 1 Step 3 Step 2 44

42 Services IP Sales Materials Reference SOW Level of Effort Calculator Scoping guide Datasheet Delivery Materials Service Kit Reference Architectures Methodology Materials 45

43 What Does This Cost? 46

44 47

45 Resources Partner Central: Specific links for the tools: vsphere Optimization Assessment SDDC Deployment Toolkit Partner Central > Sales > Services IP > SDDC Deployment Toolkit Professional Services IP: Partner Central > Sales Tools > Services IP 48

46 THANK YOU! Q&A Feedback? 49

VMware vcloud Air Accelerator Service

DATASHEET AT A GLANCE The VMware vcloud Air Accelerator Service assists customers with extending their private VMware vsphere environment to a VMware vcloud Air public cloud. This Accelerator Service engagement