How To leverage VMware solutions for Manageability & Security of Desktop. Matteo Uva Channel Manager Italy and Greece

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1 How To leverage VMware solutions for Manageability & Security of Desktop Matteo Uva Channel Manager Italy and Greece

2 Agenda 1. What is VDI & How can it help my customers? 2. Building a VDI solution 3. Key Customer Use Cases 4. Sales Process & SKUs

3 State of the Enterprise Desktop Heterogeneity High Management Costs > 70% of TCO ($6,800* / user/ year) ) Admin Inefficiencies Security Threats Need for preventive/ proactive measures Software Compliance Risks Internal -IDC Low Resource Utilization -IDC Data Theft Virus / Malware Upgrades Patches Phishing Hacking External Threat of Licensing Audits!! The desktop is the least utilized resource on the network!

4 Need for New Capabilities Disasters Quickly recover, re-provision & re-establish user access to complete desktop environments to ensure business continuity Need for Instant Desktop Recovery & Provisioning Alt. Workspace Need to be able to support a virtual work environment where users have alternative access to complete desktop resources while working remotely Need for Alternative Workspace Access Outsourcing Compliance Need to secure data and resources within the corporate data center and provide secure access to outsourcing / offshore developers or transaction workers Need for Secure, Controlled Access by Outsourcing Entities Need to contain desktop proliferation and build a standardized, centrally managed desktop environment that adheres to internal and external compliance guidelines Need for Desktop Consolidation & Standardization

5 What is VDI? PARTNERS VDI: Enables server-hosted enterprise desktops. Unlike other solutions it delivers full desktop environments that are always on, accessible from anywhere, and centrally managed.

6 Market validation for VDI Hosted Virtual Clients Will Become More Widely Deployed as Client/PC Workloads Begin to Migrate to Servers That Host Multiple Client. Several elements will combine to accelerate this trend, including corporate security initiatives; the move to back up and archive business data that resides on PCs and client desktops, largely for purposes of legally mandated regulatory compliance; and the need to simplify IT management of desktops installed across large enterprises. IDC Top 10 Predictions, Enterprise Computing 2006

7 Best of both worlds Benefits of Server-based Computing Benefits of Virtualization Centralized Management Data Security Lower Costs Remote Access Scalability User Management Desktop Lifecycle Management + Remote access to full desktops (Always on, Always connected ) Hardware independence Full application compatibility Complete user isolation Instant provisioning Dynamic resource management Disaster recovery Desktop standardization = Virtual Desktop Infrastructure

8 VDI Benefits Centralization (1) Close to IT Operations Virtual Machines (VMs) located in Data Center - close to the support staff that tends to them. Management tools can access desktop VMs over high-speed local networks for patching & system maintenance. Application Performance Close proximity to servers maintains application performance regardless of where the client is located. Security All data resides on a secure network inside the corporate firewall. Remote users only view data so it never gets transferred to insecure devices - that can be lost, stolen, or hijacked.

9 VDI Benefits Compatibility (2) Real Desktop Operating Systems VMs run Win XP just like physical hardware so applications work normally without modification. Applications can make system level changes such as registry writes & DLL replacements where necessary offering desktop feel Existing corporate desktop configurations can be easily imported. Isolation Each VM runs separately, so a crashed VM or a poorly behaving application does not affect other users on same server. VDI is suitable for developers because any type of change can be made to a VM without affecting other users.

10 VDI Benefits Virtualization (3) Homogenous Virtual Hardware All VMs use the same virtual hardware. One base image can be used for many different VMs driver management is greatly simplified. Templates can be created in Virtual Center to aid rapid deployment of new VMs VDI is Virtual Infrastructure VI3 Servers & Virtual Center are the core components. Virtualized Server and Desktop spaces - leverage same hardware, architecture, & infrastructure. Automatic Load-Balancing and High Availability through VMware HA, DRS, & VMotion features.

11 Building a VDI solution & positioning

12 VDI- How Does it work? 1 Virtual desktops hosted on VMware Virtual Infrastructure Virtual Infrastructure optimizes and manages servers to deploy desktops Clients can be a desktop, a laptop or a specialized thin client Displays desktop of remote virtual machine Secure Data Center VirtualCenter Virtual Desktops 1 2 ESX Server Connection using remote display software (e.g. RDP, VNC, etc.) 3

13 VDI - The Building Blocks The VMware Virtual Desktop Infrastructure Devices Operating Systems Desktops Laptops Thin Clients VMware VIM SDK Remote Access Protocol (RDP) User Management (Connection Brokering / Session Management) VMware Virtual Center Systems Integration Services VMware ESX Server Enterprise Server Infrastructure

14 The VDI Alliance - Ecosystem System Integration Thin Clients Management Virtualization VMware ESX Server Server Hardware

15 VDI Implementations: Workgroup or Enterprise VDI customers typically have workgroup or enterprise implementations. 1) Workgroup: VDI implementations where a user connects to the same VM each time on log-in and administrators manage VDI VMs using their own tools. Typically require basic third party offering. 2) Enterprise: Large scale offerings that vary based upon the customer s unique business needs. (Desktop on Demand, Pooled Desktops) Require user/session management involving a third party partner in the VDI Alliance or VMware PSO for a complete implementation.

16 VDI Workgroup 1. Users always connect to the same VM using RDP connection to static IP address over secured local network 2. Admin track users & VMs in spreadsheet or other simple database tool. 3. Workgroup customers are not seeking the flexibility of auto-generating VM when the user walks up to a remote desktop. 4. They mapping each virtual desktop user to their own personal VM, which they use always. 1 to 1 relationship Customer can use thin client or basic connection broker, i.e Wyse Customer examples: Bell Canada

17 VDI Enterprise 1. Workers want to walk up to any desktop & VM ( virtual desktop back in the data center) that is available on the backend is assigned to them. 2. Workers all share the same VM. They are not guaranteed the same VM each time they access it from remote device. 3. Shared storage maintains the files specific to each user outside of the VM. Customer requires 3 rd party connection broker from VDI Alliance Partners i.e Propero, Leostream, Citrix, Dunes Customer examples: Prudential UK.

18 VDI - Positioning With Citrix Background: Windows Terminal Services or Citrix environments, multiple users share single instances of operating system & applications, running on a server in the data center. VDI - each user gets their own desktop environment, running on a server in the data center. Positioning: VDI is not a replacement Citrix. VDI used to host desktops while customers run Citrix for managing terminal services sessions (as a front-end management layer for VDI). Key VDI differentiators: VDI can be a viable alternative to Citrix/TS for scenarios where TS/Citrix has limitations, i.e Application compatibility Extension of the full desktop Full user isolation Citrix supports the VDI initiative. Citrix has released a Desktop Broker available free to existing Presentation Server 4 customers

19 Customer Use Cases

20 VDI - Business Use Cases Disaster Recovery Alternative Workspaces Ensure desktop continuity by redirecting user access to alternate desktop infrastructure while helping quickly and reliably recover desktops and data in the main data center In the event of a pandemic outbreak, ensure remote access to complete desktop environments and resources for users safely located away from infected areas Outsourcing/ Offshoring Secure corporate assets within your own data centers while providing controlled access to external transaction workers Desktop Consolidation Consolidate, standardize and centrally manage desktops distributed across the enterprise (incl. branches) within corporate data centers

21 Customer Example: Call Center Problem Needed to expand service center Business mandate to reduce costs through off-shoring Performance of running applications over WAN unacceptable Solution Service center desktop environments hosted on ESX Server infrastructure in UK Users connect remotely to desktops running in UK Deployed to 850 users in new India call center Why VMware Enabled resource sharing between UK and India users Optimized power and space Ability to deploy rapidly

22 Providing Evaluations Are they new to VMware and ESX? Are they a Citrix terminal services customer looking to get their applications running under VDI? Do they want to set up their evaluation themselves in their own environment? Do they want to deploy a pilot? Naturally, if they re a new customer to VMware, they should run an ESX evaluation. Refer them to ESX evaluation URL: Use VDI to deploy applications that aren t running in Citrix terminal services or to deploy a full desktop environment to each user. Customers can use Citrix Presentation Server as a front-end management layer by publishing VDI RDP connections in Presentation Server. Citrix connection broker is now also available. 1. Download & set up ESX evaluation on a server 2. Create a desktop VM 3. Have users experiment with usability using RDP into the VM from a PC or other device. Or use VDI Alliance partner offerings. VMware Professional Services has a pilot SKU customers can order that includes help in setting up a rollout of up to 25 desktop users running VDI. Or work with VMware VDI Alliance Partner to build solution

23 VDI SKUs Is the customer going to be deploying a workgroup or enterprise VDI implementation? When do I sell a VDI SKU versus a general VMware ESX or VMware Infrastructure SKU? What are the VDI SKUs that I sell? When do I sell the VDI Standard versus the VDI Enterprise SKU? In both cases, sell the customer VMware VDI or VMware Infrastructure SKUs Workgroup: Customer will require basic connection broker Enterprise: Assess & scope out the implementation. Customer will require 3 rd party connection broker from VDI Alliance Partner. VMware has provided VDI specific pricing on a per VM basis. However customer doesn t have to purchase VDI SKUs. Customers can implement a hosted desktop environment using regular VMware Infrastructure software. A. VDI Pilot SKU: Includes 6 day services engagement, VC Mgmt Server and 25 VMs for $18,000 (Not mandatory) B. VDI Standard: 100 VMs, VC Mgmt Server, and VDI Pilot for $17,500 C. VDI Enterprise: 100 Enterprise VMs, VC Mgmt Server, and the other advanced features of Virtual Infrastructure for $27,500. D. PSO standalone: $18,000 E. Regular VI SKUs The VDI Enterprise bundle includes the VMware Infrastructure Enterprise products including VMotion, DRS, HA, and Consolidated Backup.

24 VDI SKUs VDI (Virtual Desktop Infrastructure) Options Standard Pilot Bundle including PSO VDI Pilot engagement, 25 VMs, VirtualCenter Management Server Enterprise Pilot Bundle including PSO VDI Pilot engagement, 25 VMs, VirtualCenter Management Server 100 Standard VMs (limited to desktop operating systems and for desktop hosting) on up to 16 processors 100 Enterprise VMs (limited to desktop operating systems and for only desktop hosting) on up to 16 processors Price $27,375 $29,875 $17,500 $27,500 VDI SKU licensed on per virtual machine basis, restricted to desktop operating systems and desktop hosting only VDI is a solution set allowing customers the flexibility to choose hardware, software, and service providers (i.e. VDI Alliance) to build enterprise Virtual Desktop Infrastructure on VMware software.

25 Summary Desktop client virtualization projects are growing in popularity VDI is another usage scenario for Virtual Infrastructure 3. VI3 is the core product which hosts the virtualized desktops VDI will allow your customers to improve desktop manageability, data protection, and resource utilisation. VDI Alliance extends delivery & deployments options (i.e Citrix, Wyse, Propero, IBM etc..) Demos, customer success stories & resources keep coming. Keep your eyes on these locations: VDI:

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