2011 Talking Points and Go-To-Market Themes

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1 2011 Talking Points and Go-To-Market Themes

2 Who is? is the global leader in virtualization and cloud infrastructure. s mission: To dramatically reduce the complexity of IT. The result: enables its customers to transform IT by reducing the complexity of their IT environments, while dramatically lowering costs and enabling a flexible, agile IT service delivery model that better supports both users and business needs. What do we sell? delivers products and services that accelerate an organization s evolution to cloud computing. s unrivaled experience with more than 250,000 customers, working in combination with a large and diverse partner ecosystem, helps organizations move beyond current IT limitations to accelerate IT, which in turn accelerates meaningful results for their businesses. Why are we valuable to customers? Virtualization is the technical foundation for cloud computing. s unique expertise in this area 85 percent of all virtualized workloads run on enables customers to evolve from physical datacenters to virtualization to full cloud computing, while leveraging their existing infrastructure, expertise and investments. is the only vendor approaching cloud computing as a model that must be flexible and adaptive to the specific needs of each customer. Each individual business will approach cloud computing with unique goals, assets, timelines and budgets. Our message to customers is clear: It s not about moving your business to somebody else s cloud. It s about moving your business forward with your cloud. provides a comprehensive portfolio of solutions spanning cloud infrastructure and management, cloud application platforms and end-user computing, supporting and accelerating cloud adoption with our customers. 1

3 Public cloud? Private cloud? No, your cloud! Cloud computing is well understood as a profound shift in the IT model, evolving over time and having long-lasting implications for how IT builds applications, runs and delivers those applications, and how end users consume applications across an ever-expanding range of devices. Cloud has the potential to change everything about IT, allowing enterprise IT to create competitive advantage by intelligently and dynamically anticipating and responding to business needs Marketing Themes Your Cloud. Accelerate IT. Accelerate Your Business. But each organization s needs are different. At, we believe that your cloud needs to be: Designed for the specific needs of each enterprise not a one-cloudfits-all approach like most cloud offerings Uniquely aligned to each enterprise s business and its approach to IT Able to leverage the investment in existing IT resources Flexible enough to securely use both on- and off-premise resources An incremental, not wholesale, change 2 3

4 The New IT Stack Cloud computing is a new model for IT, and a new IT stack of technologies is emerging to support and accelerate cloud adoption with customers. is the only vendor that delivers the complete solution stack for the new model of IT today. s unique offering enables customers to evolve their businesses to the enterprise hybrid cloud a secure, managed, compliant model of IT that shares resources across public and private cloud sources. Each layer in the stack creates new approaches and opportunities for IT to serve and anticipate business needs: Cloud Infrastructure and Management: How IT will run and deliver applications. Cloud Application Platform: How organizations will build, run and scale applications. End-User Computing: How users will consume applications. 4 5

5 Cloud Infrastructure and Management Your Cloud. Intelligent Virtual Infrastructure. Delivered Your Way. The foundation for a new, evolutionary IT model, based on virtualization, unifying private and public cloud resources with consistent security, compliance, management and quality of service. Key use cases: Solutions for running critical business applications with higher reliability, at lower cost Solutions to help bring enterprise capabilities to cloud computing security, quality of service, portability and choice Zero-touch infrastructure management to dramatically reduce operational cost and increase reliability Key technologies: vsphere vcenter management product family vcloud Director vcloud services vshield security product family Cloud Application Platform Your Cloud. Modernize Today s Apps. Build For Tomorrow s. Enabling developers to rapidly build and run modern cloud applications while deploying on premise or off for maximum flexibility. Deliver applications that intelligently leverage underlying infrastructure for highest application performance, quality of service and resource utilization. Key use cases: New cloud-era capabilities for existing applications Modern, horizontally scalable services for cloud-era applications Application modernization Agile application deployment with Platform-as-a-Service (PaaS) Key technologies: vfabric Spring framework vfabric Hyperic vfabric GemFire vfabric tc Server RabbitMQ 6 7

6 End-User Computing Your Cloud. End-User Freedom. IT control. Creating a modern, user-centric approach to personal computing that delivers secure access to applications and data from any device, where and when a user needs it. Enabling freedom of choice of devices for end users, while making it easier for IT to provision and securely manage users and sensitive data themes: Desktop Modernization: Reduce TCO Desktop Modernization: Secure Apps and Data Moving Beyond Devices to Managing Users The Journey to Your Cloud As customers transition to cloud computing, has identified three distinct, evolutionary steps: starting by achieving higher degrees of IT production and cost savings, followed by increased reliability and quality of service for critical business applications, and eventually moving to an on-demand approach for consumption of IT as more and more automation capabilities are brought online. While each customer s path to cloud computing will be unique, understanding this basic framework helps customers and business partners understand how to plan for this transition. Key technologies: View ThinApp Project Horizon Zimbra 8 9

7 Enterprise Hybrid Cloud Defined Enterprise: For a cloud to be enterprise class, it must be secure, managed and compliant. Hybrid: The flexibility to leverage public and private resources and services based on both the business requirements of the organization and the performance and security needs of an application. Cloud: A generational shift in IT that promises to change how IT anticipates and serves the needs of the business. At its core, cloud leverages the efficient pooling of virtualized infrastructure, consumed on-demand. Why? Why now? Cloud computing is THE top CIO priority for 2011 (up from #14 two years ago), with the cloud-enabling technology virtualization the second most important priority. Gartner, Inc., IT Leaders Priorities & Challenges, J. Baylock, December, 2010 is viewed as a key vendor today and long-term in cloud: By 2013, there will be AT MOST two vendors perceived to be leaders in both cloud computing and enterprise computing Microsoft and. Gartner, Inc., Predicts 2011: Cloud Computing Is Still at the Peak of Inflated Expectations, David Mitchell Smith, November 23, 2010 Customers are rapidly adopting cloud TODAY: 76% of enterprises will be pursuing a private cloud computing strategy by Gartner, Inc., Private Cloud Computing: The New Virtualization, Tom Bittman, December 2010 Customers are looking to to deliver solutions and expertise TODAY: is the first vendor that enterprises think of in regard to private cloud computing. Gartner, Inc., and Private Cloud Computing, Tom Bittman, November 30, 2010 Our expertise is essential to the emergence of cloud: The x86 server virtualization infrastructure market is a foundation for two extremely important market trends: infrastructure modernization and cloud computing. Gartner, Inc., Magic Quadrant for x86 Server Virtualization Infrastructure, Tom Bittman, Philip Dawson, George J. Weiss, May 26,

8 Virtualization adoption is accelerating: There will be more VMs deployed in 2010 than combined. Gartner, Inc., Server Virtualization: From Virtual Machines to Clouds, Tom Bittman, December 2010 is the clear leader in virtualization: At least 85% of installed VMs are -based. is even more dominant in Global 500 enterprises. Gartner, Inc., Server Virtualization: From Virtual Machines to Clouds, Tom Bittman, December 2010 And loyalty to is growing: Surveys and inquiries continually show little interest in switching from to Hyper-V. Gartner, Inc., Server Virtualization: From Virtual Machines to Clouds, Tom Bittman, December

9 2011, Inc. All rights reserved. This product is protected by U.S. and international copyright and intellectual property laws. products are covered by one or more patents listed at Item number: VMW-PKTGUIDE-WWKO FOR INTERNAL USE ONLY

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