Business decision maker presentation for service provider

1. © 2014 VMware Inc. All rights reserved.
VMware: Delivering Desktops and
Apps as a Service (DaaS)
Business Decision Maker Presentation for
Service Provider
1

2. Agenda
• Market Trends
• Market Opportunity
• Platform Overview
• Solution Overview
• Use Cases
• Competitive Positioning
• How to Buy
• Additional Information
2

3. Market Trends
3

4. 43%
of workforce using
3+ devices
74%
of employees use consumer
technologies, due to a lack of
alternatives from IT
2010
The year the number of
non-Windows based apps
exceeded Windows apps
4

5. How do I secure IP and data
and maintain compliance?
• $459K/year spent on losses
associated with lost or stolen data
and endpoints
How do I manage all of these
new devices and apps?
• Up to 8 hours for device deployment
per user
• Over 4.5 hours spent patching
applications per user
How do I contain costs?
• Managing BYOD typically costs
companies about 17-20% more
than supporting company
allocated devices
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6. How Virtual Desktops Solve this problem
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End-users will
continue to win
the battle of
choice
IT will be able to
securely offer
end-users access
to their data and
apps from
anywhere
With a strategic
control point, IT
will be able to
offer higher
agility to the
business
To regain control,
IT will use a
strategic control
point for managing
all desktops, apps
and data

7. How DaaS Works
7
VMware Horizon™ DaaS® Platform is purpose-built for delivering virtual
desktops in the cloud…a quickly deployed, affordable cloud-based virtual
desktop solution.
Cloud Provider
Virtual Desktop: User profile,
applications, OS and optional
user data
End User Devices
Use your own or choose to have
SP provide thin clients with or
without MSFT licenses
Corporate OfficeRemote Office
Corporate
Wi-Fi
Mobile
Workers

8. Benefits of DaaS
8
Fast & Flexible (Low Risk) – Easy to try &
easy to buy. Start small and grow. Get desktops
immediately when needed.
No CapEx – All OpEx. No upfront costs.
No Operational Skills Needed – Consume
desktops as a monthly subscription service and pay
for desktop SLA.
Multiple Datacenters – Desktops are hosted in
the nearest datacenter.
Hybrid Model – Deploy VDI for some locations and
cloud for others.

9. Why DaaS Now?
• DaaS solves many real and
perceived desktop virtualization
challenges.
• No upfront CAPEX: OPEX model of
utility based pricing
• Burstability: Scale up/down
(flexibility)
• Minimal internal expertise required
• Remote locations where building
data center capacity is impossible
• Customers are becoming more
comfortable moving IT workloads
to the cloud. Why not virtual
desktops?
• Cloud providers are looking to add
more cloud subscription services
and to differentiate in the market.
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10. Market Opportunity
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11. 66%Use DaaS now or
plan to use DaaS
We currently
use both VDI
and DaaS, 15%
We currently
use VDI and
plan to use
DaaS, 21%
We currently
use VDI but
have no plans to
use DaaS, 34%
We have plans
to use both VDI
and DaaS, 19%
We currently
use DaaS and
plan to use VDI,
9%
We currently
use DaaS but
have no plans to
use VDI, 3%
Which of the following statements is most accurate?
(Percent of respondents, N=158)
Cisco Sponsored Survey with ESG
Group: Organizational Usage and
Plans for VDI and DaaS
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12. Latest IDC Market Sizing
12
Worldwide Hosted Workspace as a Service by Segment, 2008-2016 ($M)
Hosted 2008 2009 2010 2011 2012 2013 2014 2015 2016
2011
Share
(%)
2011-
2016
CAGR
(%)
2016
Share
(%)
Centralized
virtual
desktop
$0.0 $0.0 $2.9 $10.2 $26.8 $52.1 $91.8 $151.5 $220.4 33.2 84.8 33.3
Distributed
virtual
desktop
$0.0 $0.0 $0.0 $0.1 $0.3 $0.8 $1.9 $4.0 $6.1 0.3 125.8 0.9
User state
virtualization
$0.0 $0.0 $0.8 $3.1 $9.1 $18.8 $33.2 $48.9 $62.9 10.0 82.8 9.5
Virtual user
session
$0.0 $0.0 $7.8 $16.3 $41.4 $83.0 $153.5 $233.2 $310.3 52.7 80.3 46.9
Total 0.0 0.0 12.0 30.9 87.3 174.6 311.1 481.6 661.1 100.0 84.6 100.0
Source: IDC
• 84.6% CAGR over 5 years
• Software license revenue only – services pull through not included

13. Why Service Providers Want to Offer DaaS…
13
Easy try & buy
model - cloud
Huge market potential
- getting customer
demand (pull)
High switching
costs - DaaS is
anchor tenant
Lowers cost of desktop
management & support
Recurring
revenue stream
IaaS commoditization -
need to differentiate
Additional
infrastructure &
services drag
Unique position to ‘own’
many VDI market
segments vs. on-premise
deployments

14. Sample Revenue Drag with Each Desktop Sold
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Desktop
Management
Services Backup Anti-virus App Hosting
Migration
Services
Document
Storage
$1 Desktop sold = 5X Additional Products & Services Sold
Up-sell Products/Services
$30-50 $10-100 $ MSRP
$30-$150
Virtual Desktop
*sample

15. Platform Overview
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16. VMware Horizon DaaS Platform Differentiators
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The only virtual desktop platform purpose built for service providers and
cloud delivery
Multi-tenancy Scalability Lower Cost
DaaS
Platform • Grid-based
Architecture
• All open source -
no MSFT license
costs
• Unified
Platform

17. VMware Horizon DaaS Platform
Workspace Models for All Use Cases, All User Types
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Economically balanced Business & Personal objectives
80% 15% 5%
• Replace XenApp Farm
• Terminal Services – “just an app”
• Published Apps – via an icon
• Students, Virtual Labs
• Shared Desktop
• Shift Workers
• Desktop Replacement –
“My Desktop”
• Thick to Thin Client “flip”
+ + 100%=
Provision & Manage
Entitlements – single console
RDS
Desktops
RemoteApp
RDS
Win 7/8/XP, Win
Server Dedicated
VDI Desktops
Persistent or
Non-persistent
Desktop
Shared
Desktops
Published
Applications
From VDI or
RDS Pools
*sample

18. Solution Overview
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19. Enabling the Business of VMware Horizon DaaS
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VMwareHorizonDaaSStack
Data Center
Service Provider
Hardware Options
Go to Market
Business Operations
SW Operations
Horizon DaaS Platform
Hardware
+1 Value-adds
BLUEprint

20. VMware Horizon DaaS Solution Components
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VMware Horizon DaaS Bundles
Horizon DaaS Bundle – VDI Edition
Horizon DaaS Bundle – RDSH Edition
Compute
Rack Mount or Blades
Storage
NFS
Network
VLAN and VRF Support

21. Alignment of Responsibilities
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Management, devices, apps, OS
• Desktop management
• Access devices (end-point) – PC, laptop, tablet, etc.
• Applications – Word, Excel, LOB apps, antivirus, etc.
• Image creation, deployment and maintenance
• Operating system licenses – Windows clients/server
CAN BE PROVIDED BY:
END CUSTOMER
SERVICE PROVIDER
SOLUTION PROVIDER
Software
• DaaS software
• Server/data store
• SW patching
and administration
• Support and
maintenance
Hardware
• Servers
• Storage (RAID protected)
• Networking infrastructure
• Hardware administration
• Support and maintenance
Facilities
• Data center
• Racks
• Power and cooling
• Security
Support
• 7 x 24 x 365 L2+ support for desktop admin
• DaaS Platform — certified
• support personnel
• Integrated incident, service
request and escalation
management system
PROVIDED BY
SERVICE PROVIDER
• 24 x7 Enterprise ITIL
Support
• Enterprise Security
• Enterprise Class
Data Center
Operations

22. The only multi-tenant desktop
virtualization platform in the
market with many DaaS specific
features including:
Unique Architecture:
Multi-tenant, Multi Data Center
Mgmt, Multi-desktop Model, Role
Separation, Grid-Scale, Security, etc.
Technology
Front to back services blueprint
for quick time to market
Tested and highly optimized
Solution Blueprint
Best practices for building,
operating and monitoring
VMware DaaS Platform
100% Channel Model
vCAN Usage Model
Per user/per month pricing
Sales, Marketing & Prod
Management
Pricing, Packaging, Positioning, Lead
Gen, etc.
Built from Day 1 for Service Providers
and as a Service Delivery
Operational Expertise GTM Model
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23. Super EASY To Try
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3 Clicks to a Virtual Desktop
Create Virtual
Desktop
1 2 Assign to
Users
3 User Login

24. Use Cases
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25. DaaS Use Cases
General Desktop
Replacement
Disaster
Recovery
Remote Offices/
Field Workers
Seasonal and
Contract
Employees
Mobile
Employees
Reduce
Management
Effort & TCO
Include
Desktops
in DR Plans
Centralize
Desktop
Management
Improve Data
Security & Load
Changes
Full Desktop
to Any
Device
Special
Desktop Needs
Flexible
Configuration
Access to
desktops
applications and
data across
locations and
devices-including
BYOD without data
residing on
endpoint
Flexibility to
increase or
decrease
workforce based
on seasonal needs
- may have their
own end-point
devices (e.g.
M&As)
Central image
management and
for remote, branch
offices and call
centers
Central image
management and
for remote, branch
offices and call
centers
Central image
management and
for remote, branch
offices and call
centers
Access to
desktops
applications and
data across
locations and
devices-including
BYOD without data
residing on
endpoint
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26. DaaS Use Case for Disaster Recovery
Desktop
• Enables partners to deliver a secure corporate desktop
that can be accessed by customers from any device,
anywhere.
Desktop DR
• Enables partners to ensure workforce continuity with a
secure corporate desktop that can be accessed by
customers from any device, anywhere.
26
Horizon
DaaS
Bundles*
Partner delivers virtual
desktop as a service
(DaaS) from cloud
HOT
Desktop
Reservation
Capacity
Horizon
DaaS
Bundles*
or
Partner reserves
desktop capacity in cloud
for the number of users
the customer wants to
have “insurance” for
Partner “turns on”
desktops sitting in
reserve in case of
disaster event
COLD HOT
New
* VMware Horizon DaaS Bundle – VDI Edition, VMware Horizon DaaS Bundle – RDSH Edition

27. Competitive Positioning
27

28. Competitive Environment
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Microsoft & Amazon Citrix Aggressively Pushing DaaS

29. VMware vs. Amazon
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VMware Horizon DaaS Amazon WorkSpaces
Meets Enterprise Customer Requirements
Desktop/Workspace Options
Windows XP Genuine Desktop
Windows 7 Genuine Desktop
Windows 8 Genuine Desktop
Windows Server 2008 R2
Windows Server 2012
Windows Server 2008 R2 with RDSH
Windows Server 2012 With RDSH
Linux
Windows Apps Publishing
Works with Zero Clients
Soft 3D Capable
Shared GPU Capable
ThinApp Compatibility
Works with all existing management and security tools
Managed value added services available on top of base offering
Can be offered by existing service provider of choice
Available free trials and POCs (Proof of Concept)
Live 24x7 support options
Security and compliance assurances
Service Level Agreement

30. VMware vs. Citrix
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VMware Horizon DaaS Citrix Avalon
Unified platform for VDI, RDS desktops & RDS applications
Multi-tenant ability
Scales to multiple data centers
Grid-based architecture (no single point of failure)
Platform deployed as HA by default
Scale model for 100s of 1,000s of desktops & apps
ThinApp Compatibility
Does not require MS-SQL and WinServer licenses
Role separation between desktop administrator and service provider
Does not need Active Directory trust
Isolated tenant broker repositories
Proven mature cloud delivery platform
World-class hypervisor: vSphere
High-definition end-user experience: View Agent Connect
RESTful API for custom integration
Available now

31. How to Buy
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32. VMware Horizon DaaS Solution Go-To-Market
• Partner Requirements
– 10,800 point VMware Service Provider Program (vCAN) rental contract
– Partner skill sets, business model, and pipeline assessment
– Paid proof-of-concept
– VMware Horizon DaaS Bundle(s) for vCAN
– Paid professional deployment & training services
– Hosting customer monthly usage reporting
• Routes-to-Market
– Direct (vCAN partner sells to end-customer)
– vCAN partner sells thru reseller (end-customer deal goes on reseller’s paper)
– Referral (deal goes on vCAN partner’s paper)
• vCAN partner pays referral partner a referral fee when deal closes
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33. Additional Information
• VMware Horizon DaaS Platform and FREE TRIAL
– http://www.vmware.com/products/daas
• VMware Service Provider Program
– http://www.vmware.com/partners/service-provider.html
• VMware Products
– http://www.vmware.com
– partnernetwork@vmware.com
– +1-877-4-VMWARE (North America)
– +1-650-427-5000 (Outside North America)
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34. Thank You
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