VMware and IBM IBM Total Solution Business Partner Event Atlanta, GA Jesse Crespo Corporate Account

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VMware and IBM IBM Total Solution Business
Partner EventAtlanta, GAJesse CrespoCorporate
Account ManagerJune 2007
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Agenda

• VMware overview
• Pricing and processes
• IBM VMware Business Relationship
• IBM/VMware Differentiators
• Did you know?
• Field Engagement

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VMware Powerful Momentum in 2006
709

• VMware Infrastructure Emerged as De Facto
  Industry Standard
• 83 revenue growth over 2005
• Fifth consecutive quarter of accelerating growth
• Customer Adoption Accelerating
• Approx. 20,000 new customers in 2006
• Customer Profile
• 100 of Fortune 100
• 87 of Fortune 500
• Total Employees 3,000
• Operating Structure
• Independent subsidiary of EMC
• IPO portion of VMware in 2007

VMware Revenue (MM)
387
218
lt100
2001
2002
2003
2004
2006
2005
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VMware overview

• Virtualization More Responsive IT at a Lower
  Cost
• VMware Infrastructure delivers Key Customer
  Solutions
• Business Continuity Disaster Recovery and High
  Availability
• Server Consolidation and Server Containment
• Development and Test Environments
• Enterprise Desktops
• Value to IBM partners
• VMware solutions are highly relevant to your
  customers and complement IBM technologies
• VMware drives high end systems, storage, software
  and services
• Addresses critical customer issues with space,
  power, and cooling

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Key Features of Virtualization
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VMware is.Beyond Partitioning

• Revolutionizing the way IT runs a Datacenter
• Capacity On Demand (i.e. rapid provisioning)
• Always On (i.e. HA, Disaster Recovery, Planned
  downtime)
• Policy Driven Automation (i.e. DRS)
• Resource Pooling
• Top Reasons to Virtualize (Gartner and VMworld
  survey)
• Improve Server utilization 65
• Server Reduction 62
• Improve DR/BC 55
• Lower Datacenter Operation Cost 42

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Delivering Real ROI for Real Customers

• Customer Scenario Need to replace 92 Windows
  servers

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Just Scratching The Surface
74 of VMware Infrastructure customers stated
its ready to run mission-critical applications
76 of VMware Infrastructure customers report
extensive use of VMware products
43 of VMware customers are standardizing on
VMware Infrastructure
of Servers Virtualized
15
40
2
6
1
2004
2008
2010
2005
2007
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Agenda

• VMware overview
• Pricing and processes
• IBM VMware Business Relationship
• IBM/VMware Differentiators
• Did you know?
• Field Engagement

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VMware Infrastructure 3 Packaging
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Packaging and Pricing Info

• Capacity pricing per two sockets
• Subscription now a separate SKU no longer bundled
  with license
• Full and Limited Subscription options
• Part number conversion document

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VMware Infrastructure 3 A-La-Carte Offerings
Per Server
Per 2 sockets
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VMware/IBM Infrastructure 3 Subscription Options

• LS - Limited Subscription
• LS Includes Minor Upgrades Only
• Customers choosing LS cannot upgrade to Full
  Subscription (before the next major release)
• FS - Full Subscription
• FS includes Minor and Major Upgrades

Major vs. Minor Release - Example
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License Fulfillment

• Customers receive an Activation Code (one per
  order)
• Activation Code is entered on vmware.com
  Web-based License Activation portal
• Customer chooses product version
• Same fulfillment process for upgrades and new
  orders

New Customer Places Order for N Licenses
Customer Visits VMware Website to
Redeem Activation Codes
VMware / partner Emails Activation Code Valid
for N Licenses
Customer Chooses Product Version
VMware Infrastructure 3
ESX 2.x / VC 1.x
Existing Customer Entitled to Upgrades for N
Licenses
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Centralized Licensing
ESX Servers
License server(a Windows binary)
VirtualCenter MS 2.0
License file

• Centralized license server - FlexNet
• Installed and configured on the same system as
  VirtualCenter 2
• All licenses in a single license file
• Centrally managed licenses can be tracked, and
  dynamically allocated/re-allocated to servers in
  2-socket increments
• Once configured, VirtualCenter and ESX Servers
  remain fully functional during periods of license
  server unavailability

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Agenda

• VMware overview
• Pricing and processes
• IBM VMware Business Relationship
• IBM/VMware Differentiators
• Did you know?
• Field Engagement

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IBM VMware Business Relationship

• IBM SKUs for VMware products
• System x part number (recognized as System x
  option)
• IBM and VMware dedicated full time resources
• IBM revenue in 2007 will be approximately 75M in
  North America
• IBM sells bundled solutions and strategic volume
  sales
• VMware ESX is IBM Server Proven
• IBM is single contact for VMware support issues
• SupportLine and Remote Telephone Support
• VMware Solutions are IBM System Storage Proven

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IBM VMware Business Relationship

• Strategic Team
• WW Senior Director
• Alliances Manager for System x, Storage, SWG, IGS
• Dedicated technical resources for each brand
• Dedicated partner engineering resources
• Dedicated World-Wide Marketing team
• NA Sales and SE Team
• 5 Dedicated Sales Professionals
• 3 Dedicated System Engineers

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Agenda

• VMware overview
• Pricing and processes
• IBM VMware Business Relationship
• IBM/VMware Differentiators
• Did you know?
• Field Engagement

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IBM/VMware Differentiators

• X3 Chipset
• Faster than any other for Intel CPUs. Up to 32
  socket scalability
• Makes overall system faster to get more workload
  or more VMs on a single server
• IBM Virtualization Manager
• Free plug-in to IBM Director
• Lets you manage VMs like you would manage a
  native server, plus system management actions
  unique to a VM
• Tivoli Usage and Accounting Manager
• Support Line
• NO competitor can compete with Support Line cost
• One stop customer support agreement (IBM Server,
  VMware, VI3, IBM applications, OS, and
  middleware)

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VMware/IBM Joint Technology Initiatives

• Embedded VMware High probability VMware will be
  pre-installed on System x Servers
• Enterprise Workload Manager Dynamically
  monitors and manages distributed heterogeneous
  workloads in an On Demand Environment.
  Statistics can show how well business goals are
  being met as well as isolate performance
  problems.
• Capacity Planner Capacity planner tool to be
  integrated with CDAT
• Power Executive Senses and responds to real-time
  changes in the environment, calibrating cooling
  and system processing to optimize power usage.
• VDI/VCS Integration of Enterprise Desktop
  Solution
• Large Memory VMware supports 64GB on a server.
  Teams are testing 128GB and 256GB

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Agenda

• VMware overview
• Pricing and processes
• IBM VMware Business Relationship
• IBM/VMware Differentiators
• Did you know?
• Field Engagement

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DID YOU KNOW? VMware-IBM Alliance Info

• VMware Enterprise License Agreements (ELAs) can
  be executed by an IBM partner
• VMware Acct Managers get credit for sales through
  IBM
• VMware is sold Unbundled with IBM/VMware RD
  approval
• 88 of VMware ships from IBM within 3 days of
  order receipt by IBM
• IBM is shipping a FREE VMware Evaluation license
  with every 2 way system and above through the end
  of 2007

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DID YOU KNOW? VMware-IBM Alliance Info

• Customers buying VMware for IBM x460s can
  receive 8CPU licenses for the price of 4CPU
  machines
• Special Bid required
• Downloaded evaluations allow unbundled purchases
  for those servers
• CDAT Studies (80 Close Rate)
• Free 2-day ESX Jumpstart
• IBM offering up to 8.5 through a combination of
  three IBM promotions (Brian Kielty)
• MDF Funds are available to all Partners Selling
  VMware

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Agenda

• VMware overview
• Pricing and processes
• IBM VMware Business Relationship
• IBM/VMware Differentiators
• Did you know?
• Field Engagement

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VMware Resources for IBM and Partners
TECHNICAL
SALES

• Dick Franchi, WW Alliance Manager
• 919-791-9488 or dfranchi_at_vmware.com
• Neil Tantingco, West, Texas Louisiana
• 650-842-9254 or neil_at_vmware.com
• Jon Gilbert, Southeast/Mid-Atlantic/LATAM
• 678-343-6779 or jgilbert_at_vmware.com
• Laura Duplisea, Northeast, Federal, Canada
• 781-424-4642 or lduplisea_at_vmware.com
• John Hoppa, North Central South Central
• 314-503-8748 or jhoppa_at_vmware.com

Peter Escue, Global Staff Systems Engineer
817-875-9907 or pescue_at_vmware.com Eric
Hardcastle, Sr. Systems Engineer
(East) 919-796-6990 or ehardcastle_at_vmware.com Dav
id Jiang, Sr. Systems Engineer (West) 817-875-9907
or djiang_at_vmware.com
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