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Training Kit

VMware and EMC SMB/SME
     Virtualization
The VMware and EMC virtualization
 bundles enable SMBs and SMEs to
 quickly and consistently deploy a
    virtualized infrastructure to
  consolidate their application and
      file share environments.
Our Benefits
•   Branding/differentiation opportunity
•   Higher value deals; shorter sales cycle
•   Customer retention
•   Leverage across the line card
Our Benefits
• Easy to config/quote/sell
• Simple to demo
• Built for applications that run our customers’
  businesses
• No storage expertise required to sell or
  implement
• Deployment guide to enable rapid, and
  repeatable implementations
Profitable
• Higher value deals and short sales cycle
• Recurring revenue through add-on sales
  (capacity, servers, software)
• Services revenue at the point of sale and over
  the life of the solution
• Supporting collateral, simplified pricing,
  order & config process = lower costs
Bundle Components
• vSphere Essentials Plus, Standard
  Acceleration Kit or Midsize Acceleration Kit
• EMC VNXe series storage
• Distributor selected network connectivity
• Distributor selected server
• Distributor or VAR selected value add
  software
Bundle Options
•   Consolidation: Optimized for 5-10 servers
•   Availability: optimized for up to 20 servers
•   Scalability: optimized for up to 50 servers
•   Automation: optimized for 50+ servers
Target Market
• SMB/SME organizations <1000 users
• Customer doesn’t have a storage expert
• Main buying criteria are price, simplicity &
  application affinity
• Horizontal solution for all industries
Customer Pain Points
• Application Availability
  – Application downtime has a direct and negative
    impact on the bottom line
• Data Protection and Recovery
  – Data protection is complex and recovery can be
    time consuming and unreliable
Customer Pain Points
• Infrastructure Costs
  – 1 server for 1 application is inefficient causing
    proliferation of lightly used servers with captive
    islands of storage; wastes power, space and
    cooling expenses
• IT Productivity
  – Up to 70% of IT budgets are allocated to
    maintenance so fewer resources can be allocated
    to innovation that drive business ROI
Key Customer Messages
• High Application Availability
  – Zero application downtime for failed servers
  – In-service migration of live virtual machines (VMs)
    for maintenance or load balancing
• Lower Physical Infrastructure Cost
  – Consolidate an application & file sharing
    infrastructure into a 6RU package w/HA
  – Advanced       enterprise-class   features and
    functionality
Key Customer Messages
• Greater Efficiency Lower TCO
  – Full consolidation solution with HA is space efficient
    (requires just 6 rack units)
  – Automated diagnosis and one-click support
  – Optimal unified storage consolidation solution for file
    and block applications
• Automated Data Protection and Rapid Data
  Recovery
  – Data recovery in minutes with single file granularity
  – Data protection hosted at a remote site
Key Customer Messages
• Increased Productivity
  – Save time by provisioning 1TB application storage
    in less than 10 minutes
• Reduced Application Deployment Time
  – Decrease application deployment cycle time from
    weeks to days
• Proven Best-of-Breed Technologies
     Virtualization bundles tested and documented
     for rapid deployment
Elevator Pitch
• VMware and EMC SMB/SME virtualization bundles deliver high
  application availability while lowering physical infrastructure costs
  and overall TCO.

• Designed for IT managers who are not dedicated storage experts,
  the bundles include VMware vSphere, EMC VNXe series of unified
  storage, and the customer’s choice of server and network
  connectivity.

• The bundles have been tested and documented to ensure optimal
  performance and rapid deployment.

• Whether a customer is starting with virtualization or has plans for a
  fully virtualized infrastructure, the bundles meet existing
  requirements and scale for future growth
Customer Characteristics
• SMB/SME organizations across all verticals
• Server-based storage & file servers that are
  ideal for storage consolidation
• Virtualizing MS applications Requirement for
  Internet Protocol (IP) (NAS and/or iSCSI)
  connectivity only
Qualifying Questions
• What core applications are you running and
  what do they do for your business?
• Do you have any applications experiencing
  performance challenges?
• What is your current strategy around
  application availability? Have you recently
  experienced an outage?
• What do you plan to virtualize? How many
  VM’s do you plan to deploy?
Qualifying Questions
• What is the breakdown of structured vs.
  unstructured data (database vs. file)?
• How do you plan to protect your data & what
  is your protection retention policy?
• Are you planning to add another server to
  your environment?
• Would you like a demonstration of EMC
  VNXe storage integration with VMware?
Bundle Recommendations
    Identify the right bundle for your customer by asking
                          these questions
•    How many servers/applications do you plan to
     consolidate?
•    Are any of these applications mission critical?
•    If any are mission critical, do not recommend the
     Consolidation bundle
•    Use # applications the customer is consolidating to
     recommend the right bundle
•    Expect the Availability bundle to be the best fit for
     most customers
Bundle Positioning
                  Customer Needs                   # Servers to Consolidate   Starting Point



• Complete business continuity solution                  More than 50          Automation
• Interested in advanced VMware features such as
DRS/SPM, Storage vMotion



• Requires HA but not zero downtime                        Up to 50             Scalability
• Consolidate onto 4 or fewer physical servers


• Requires HA but not zero downtime                        Up to 20            Availability
• Consolidate onto 3 or fewer physical servers


• HA is a future requirement                               Up to 10           Consolidation
• Consolidating Tier 2/3 apps
• Non-disruptive upgrade path to grow
HAPPY SELLING
     

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Smb Sme Virtualization_Bundles - EMC - Accel

  • 1. Training Kit VMware and EMC SMB/SME Virtualization
  • 2. The VMware and EMC virtualization bundles enable SMBs and SMEs to quickly and consistently deploy a virtualized infrastructure to consolidate their application and file share environments.
  • 3. Our Benefits • Branding/differentiation opportunity • Higher value deals; shorter sales cycle • Customer retention • Leverage across the line card
  • 4. Our Benefits • Easy to config/quote/sell • Simple to demo • Built for applications that run our customers’ businesses • No storage expertise required to sell or implement • Deployment guide to enable rapid, and repeatable implementations
  • 5. Profitable • Higher value deals and short sales cycle • Recurring revenue through add-on sales (capacity, servers, software) • Services revenue at the point of sale and over the life of the solution • Supporting collateral, simplified pricing, order & config process = lower costs
  • 6. Bundle Components • vSphere Essentials Plus, Standard Acceleration Kit or Midsize Acceleration Kit • EMC VNXe series storage • Distributor selected network connectivity • Distributor selected server • Distributor or VAR selected value add software
  • 7. Bundle Options • Consolidation: Optimized for 5-10 servers • Availability: optimized for up to 20 servers • Scalability: optimized for up to 50 servers • Automation: optimized for 50+ servers
  • 8. Target Market • SMB/SME organizations <1000 users • Customer doesn’t have a storage expert • Main buying criteria are price, simplicity & application affinity • Horizontal solution for all industries
  • 9. Customer Pain Points • Application Availability – Application downtime has a direct and negative impact on the bottom line • Data Protection and Recovery – Data protection is complex and recovery can be time consuming and unreliable
  • 10. Customer Pain Points • Infrastructure Costs – 1 server for 1 application is inefficient causing proliferation of lightly used servers with captive islands of storage; wastes power, space and cooling expenses • IT Productivity – Up to 70% of IT budgets are allocated to maintenance so fewer resources can be allocated to innovation that drive business ROI
  • 11. Key Customer Messages • High Application Availability – Zero application downtime for failed servers – In-service migration of live virtual machines (VMs) for maintenance or load balancing • Lower Physical Infrastructure Cost – Consolidate an application & file sharing infrastructure into a 6RU package w/HA – Advanced enterprise-class features and functionality
  • 12. Key Customer Messages • Greater Efficiency Lower TCO – Full consolidation solution with HA is space efficient (requires just 6 rack units) – Automated diagnosis and one-click support – Optimal unified storage consolidation solution for file and block applications • Automated Data Protection and Rapid Data Recovery – Data recovery in minutes with single file granularity – Data protection hosted at a remote site
  • 13. Key Customer Messages • Increased Productivity – Save time by provisioning 1TB application storage in less than 10 minutes • Reduced Application Deployment Time – Decrease application deployment cycle time from weeks to days • Proven Best-of-Breed Technologies Virtualization bundles tested and documented for rapid deployment
  • 14. Elevator Pitch • VMware and EMC SMB/SME virtualization bundles deliver high application availability while lowering physical infrastructure costs and overall TCO. • Designed for IT managers who are not dedicated storage experts, the bundles include VMware vSphere, EMC VNXe series of unified storage, and the customer’s choice of server and network connectivity. • The bundles have been tested and documented to ensure optimal performance and rapid deployment. • Whether a customer is starting with virtualization or has plans for a fully virtualized infrastructure, the bundles meet existing requirements and scale for future growth
  • 15. Customer Characteristics • SMB/SME organizations across all verticals • Server-based storage & file servers that are ideal for storage consolidation • Virtualizing MS applications Requirement for Internet Protocol (IP) (NAS and/or iSCSI) connectivity only
  • 16. Qualifying Questions • What core applications are you running and what do they do for your business? • Do you have any applications experiencing performance challenges? • What is your current strategy around application availability? Have you recently experienced an outage? • What do you plan to virtualize? How many VM’s do you plan to deploy?
  • 17. Qualifying Questions • What is the breakdown of structured vs. unstructured data (database vs. file)? • How do you plan to protect your data & what is your protection retention policy? • Are you planning to add another server to your environment? • Would you like a demonstration of EMC VNXe storage integration with VMware?
  • 18. Bundle Recommendations Identify the right bundle for your customer by asking these questions • How many servers/applications do you plan to consolidate? • Are any of these applications mission critical? • If any are mission critical, do not recommend the Consolidation bundle • Use # applications the customer is consolidating to recommend the right bundle • Expect the Availability bundle to be the best fit for most customers
  • 19. Bundle Positioning Customer Needs # Servers to Consolidate Starting Point • Complete business continuity solution More than 50 Automation • Interested in advanced VMware features such as DRS/SPM, Storage vMotion • Requires HA but not zero downtime Up to 50 Scalability • Consolidate onto 4 or fewer physical servers • Requires HA but not zero downtime Up to 20 Availability • Consolidate onto 3 or fewer physical servers • HA is a future requirement Up to 10 Consolidation • Consolidating Tier 2/3 apps • Non-disruptive upgrade path to grow