VM Ware Market Analysis

Successfully Selling Virtualization To SMBs Musheer Ahmad Infrastructure Practice

Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],The SMB Virtualization Opportunity is Growing… 1. Source: Forrester Research, Inc., “The State of Emerging SMB Hardware Trends: 2008 To 2009,” February 29, 2009. $25B Market Oppty

The Problem ,[object Object],[object Object],[object Object]

Virtualization Mission – “Make the Plumbing Disappear!” ,[object Object],[object Object],[object Object],[object Object]

SMB Sales Approach ,[object Object],[object Object],[object Object],[object Object],New

How does Virtualization Solve My Problems? Spend less of your budget on hardware, power, maintenance and administration Spend less time worrying about and reacting to downtime VMware virtualization will get you 10x productivity on your servers ,[object Object],[object Object],[object Object]

How Do I Get 10x Productivity On My Servers? Hardware Virtualized World Physical World ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

VMware Impact on Small and Midsized Businesses Increase Staff Productivity Increase Application Availability Reduce Physical Infrastructure Cost 1 Increase Data Protection 2 3 4 3-Yr Cost Savings Opportunity* * VMware TCO Calculator 20 Servers 50 Servers $290k $774k 1 month Payback 3 month Payback

Immediate Savings on Server Consolidation ATER VMware Before VMware With VMware More applications per server = less servers to buy, power, and maintain Reduce Physical Infrastructure Cost 1 $200k+ 3-Yr Cost Savings! Source: VMware TCO Calculator – www.vmware.com Before VMware With VMware Savings in $ Savings in % Servers 20 3 Utilization 8% 80% Server HW 3 -Yr Cost $208,000 $49,918 $158,082 76% Networking 3 -Yr Cost $17,649 $4,412 $13,237 75% Real Estate, Power & Cooling $97,000 $36,141 $60,819 74% ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Total 3 Yr Capital Costs $322,649 $119,181 $203,468 $63% VMware VMware VMware

Get More Done with Existing Staff % of IT Staff Time Spent on Maintenance With VMware 24% ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Increase Staff Productivity 2 72% $85k+ 3-Yr Productivity Savings! Source: VMware TCO Calculator – www.vmware.com Before VMware With VMware Savings in $ Savings in % Servers 20 3 Utilization 8% 80% Server Provisioning 3 -Yr Cost $26,065 $1,954 $24,111 93% Server Administration 3 -Yr Cost $139,971 $120,374 $19,597 14% Automated Patching with VMware Update Mgr $57,375 $15,501 $41,874 73% Total 3 Yr Staff Operating Costs $223,411 $137,829 $85,582 $38%

Keep Your Business Running Automatic detection and restart of failed servers Increase Application Availability 3 Detects server failures and initiates the new virtual machine restart on a different physical server without human intervention Average Downtime Costs* * Assumes company with 150 employees, 20 servers and $37.5m a year in sales (lost revenue is 10% of affected server time) How much does down time cost your business? Typical downtime per failure 4 hours Lost revenue per hour $14k* Lost staff productivity per hour $50/hour Average failures per year 2 Savings per Year $120k

Ensures Data is Available and Recoverable Increase Data Protection 4 ,[object Object],[object Object],[object Object],[object Object],[object Object]

Seamless Storage Integration NAS, iSCSI or SAN Storage NFS or VMFS Virtual machine data can be stored on local disks Storage can be shared between multiple virtual machines Local Storage Shared Storage (NAS, iSCSI or SAN) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],ESX OS APP OS APP OS APP ESX OS APP OS APP OS APP

Which Package is Right for Your Customer?

Selecting the Right Package ,[object Object],[object Object],Customer Needs Recommended Product ,[object Object],[object Object],[object Object],or ,[object Object],or Vmware Advanced Acceleration Kit Microsoft Hyper-V Microsoft Hyper-V VMware Enterprise Plus Acceleration Kit

What Puts VMware Ahead of Microsoft? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

All My Eggs in One Basket? ,[object Object],[object Object],[object Object],[object Object]

I’m Already Using Open Source, Why Buy? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Plan for 2011 $ $ ??? K $ $ ??? K Business Performance $ ??? K plan for 2011 Direct Staffing Projects Rajat Akash + Prosoft Team VMware Microsoft ??? consultants @ 100/hr ??? Projects @ ??K

VM Ware Market Analysis

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