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

20. HAPPY SELLING
