The Value of Dell and VMware

The Value of Dell and VMware

VMware and Dell: A Strong Partnership VMware Overview > $2.4 billion trailing 4 qtr revenue Over $2 billion in cash 25%+ operating margins ~8,000 employees worldwide 5th largest infrastructure software company in the world Proven in the Trenches 190,000+ VMware customers 100% of Fortune 100 & Global 100 97% of Fortune 1000 94% of Fortune Global 500 The Dell/VMware Partnership 9+ years strong Tightly integrated engineering and testing efforts beginning with pre-beta code Largest total number of vsphere certified server/storage solutions of any Tier 1 OEM Dell IT operates one of the largest production installations of VMware in the world Substantial Investment in VMware Training for Dell sales and services personnel Dell is the 1st Tier One Hardware Partner to join the VMware View OEM program Legions of satisfied joint customers

Only the Efficient Thrive: Efficiency is Being Redefined by the Current Economy PREMIUM ON EFFICIENCY + Economic uncertainty + Increasing demands on IT + Focus on TCO + Expansion in Emerging Economies CONSOLIDATION AND VIRTUALIZATION + Do more with less + Scale flexibly + Extended refresh cycles + Increase staff productivity WORKFORCE TRANSFORMATION + Web 2.0 + Mobility + Consumerization + Millennials + Desktop follows the user vs. the device CLOUD SERVICES + Managed & Modular Services + IT-on-demand + Applications on-demand

Numerous Pressures Affect Company CIOs Demands on IT continue to expand Budgets are flat to down Strategic investments limited to running the business

Increasing Efficiency of Today s IT Operations is the Key to Unlocking Tomorrow s IT Possibilities TODAY S IT REALITY TOMORROW S IT POSSIBILITIES 20% Strategic spending to improve the company Maintaining legacy IT environment 50% Strategic spending to improve the company 80% 50% Maintaining legacy IT environment 80% of $1.2 trillion is spent annually just to keep the lights on.

Labor Costs Represent the Majority of Costs within Today s IT Operations Data Center Operations Costs 20% 50% LABOR Plan 5% Deploy 10% Operate 25% Support 10% Strategic: Innovate processes and out-task to improve labor efficiency 80% Facilities 7% Network 11% SW 9% HW 23% Maintenance: Upgrading to newer/ greener hardware will reduce operating and labor requirements

Dell and VMware Will Help You Unleash Innovation by Improving your IT Efficiency $200B IN IT SAVINGS 1% <50% AN INDUSTRY COMMITMENT A COMMITMENT TO BUSINESS EFFICIENCY A COMMITMENT TO IT EFFICIENCY 7

Phase 1 Consolidation and Virtualization Building a Solid Foundation CONSOLIDATION AND VIRTUALIZATION + Do more with less + Scale flexibly + Extended refresh cycles + Increase staff productivity

VMware vsphere Provides the Software Foundation for the Efficient Enterprise

Dell Delivers vsphere Optimized Virtual Infrastructure Solutions Integrated Solution Integrated & Open Management: Dell & Partners Networking partnership with Cisco VMware vstorage Ready iscsi SANs Server Embedded Management vsphere Optimized Infrastructure vsphere Optimized, Non-proprietary Platforms Collaborative development: Dell & VMware Fault Tolerant Certification DELL FACTORY Accelerate ROI Validated Reference Architectures Collaborative & Flexible Consulting Open Knowledge Transfer to IT Staff Deployment Ready from Factory DELL CONFIDENTIAL 10

Dell PowerEdge Servers Help You Build a Strong Foundation T610 2S Tower R610 & R710 2S Racks M610 & M710 Half & Full Height Blades Unprecedented RELIABILITY and COMMONALITY Distinguished, PURPOSEFUL Design; Industry leading system EFFICIENCY Optimized for VIRTUALIZATION

Dell EqualLogic iscsi Storage Enhances Your Virtual Environment Virtual storage architecture enables: Efficient Enterprise Scalability Seamless scaling of both performance and capacity Powerful & Simplified Management Intelligent and automated management Perpetual self-optimization Automated load balancing across disks, RAID sets, connections, cache and controllers All inclusive functionality Enterprise software capabilities included, no addon licenses

Business Ready Configurations Dell/VMware Pre-defined and tested Virtualization Building Blocks Large Enterprise Components: PowerEdge MD1000e and M610 servers, Dell EqualLogic PS6000 storage, Cisco Network Switches, VMware (VI3 or vsphere 4), PlateSpin Migrate V2P (no charge) and P2V, and ProSupport for IT SMB Components: PowerEdge 510, PowerEdge R410 (Management Node), EqualLogic PS4000 SAN, PowerConnect Networking, VMware vsphere 4, and ProSupport for IT Several Different Configurations to Choose from Based on Customer Size and Business Needs: www.dell.com/virtualization/businessready (LE) http://content.dell.com/us/en/enterprise/d/virtualization/business-ready-small-medium- VMware-vSphere.aspx (SMB) 13

Dell Offers Services to Help You Design, Manage, and Operate VMware-based Virtual Data Centers Complete end to end services: Virtualization Readiness Assessments, Health Checks, and Optimization Projects Limited duration, high impact Clear phases and decision points Flexible, modular approach

Phase 2 Workforce Transformation Enabling a Mobile and Distributed Workforce WORKFORCE TRANSFORMATION + Web 2.0 + Mobility + Consumerization + Millennials + Desktop follows the user vs. the device

The desktop dilemma: User Freedom vs IT control User IT Anytime, anywhere access Increasing IT costs Device, OS and apps diversity Security and compliance risks

VMware View-based Dell Virtual Remote Desktop Solutions End-User Flexibility and IT Control Delivered Centralized VMware View Virtual Desktops I/O Connection Broker VMware vsphere Remote Desktop Data and Processing Centralized One Image Any Device Approach To End User Computing

Dell Virtual Remote Desktop Solution featuring VMware View 4.0 Applications vsphere ThinApp ViewManager Images View Composer OptiPlex Purpose built for desktop delivery FX160 Latitude View Clients Designed for the LAN or WAN OptiPlex FX160 Latitude View Clients Scalable across large enterprises

Dell Optimized, Purpose-Built Hardware for Viewbased VRD Deployments CLIENT HARDWARE Dell OptiPlex clients address a wide range of workload, security and remote access challenges SERVER HARDWARE Dell PowerEdge servers are designed to provide a simplified, cost-effective, high performance platform for enterprise data centers STORAGE HARDWARE Dell EqualLogic Storage is designed to exceed the needs of virtualization environments in medium to large enterprises OptiPlex FX100 & FX160 Flexible Computing Client Embedded OS for simple virtual desktop implementations (XP Embedded and Linux) PowerEdge Servers We ve optimized for virtualization across the entire portfolio, not just on blades, to meet your density, flexibility and performance needs without locking you in to proprietary infrastructures. EqualLogic Storage Virtual storage for virtual servers. This iscsi array virtualizes the entire SAN, creating a scalable storage pool that maximizes performance and simplifies deployment and ongoing management.

Dell Offers Services to Help You Make the Transition to View-based VRD Managed Services Understand customer s pains/needs and study feasibility and fit Profile end users based on mobility, workload, and data needs Validate solution through Proof of Concept and scalability test Provide Single Point Of Contact support for the entire solution

Benefits of delivering desktops as a managed service IT Control Desktops and data are secure in datacenter Manage from a central location Reduced Costs Persona Apps OS End-User Freedom Desktops tied to end user identity not devices Applications and data available 24/7 Rich desktop experience

Phase 3 Cloud Services Using Automation to Increase Flexibility and Reduce Costs CLOUD CONSOLIDATION SERVICES AND VIRTUALIZATION + Managed Do more with & Modular less Services Scale flexibly + Extended IT-on-demand refresh cycles + Applications Increase staff on-demand productivity

Automate VMware vcenter Management Manage SLAs, Not Infrastructure The Datacenter Security Availability Mgmt VMware vsphere Compute Storage Network VMware vcenter Management Configuration management Auto provisioning Policy-driven high availability Availability Security Disaster recovery Optimized resource management Performance Private Cloud

Dell EqualLogic PS Series Enables VMware Site Recovery Manager Simplifies and Automates Disaster Recovery Workflows Affordable enterprise disaster protection and recovery Auto replication coordinates directly with SRM Seamless integration of virtualized iscsi SAN further simplifies the virtual datacenter All-inclusive feature of PS Series arrays Simplifying IT: Streamlining disaster recovery management and automation Ethernet Network Production Site EqualLogic Wide Area Network Auto-Replication R1 R2 R3 R4 Ethernet Network R1R2R3R4 Recovery Site The SRM software automated the process of creating a recovery script, which would have taken us at least a day to do manually. We re able to implement a customized recovery plan approximately 75 percent faster than we estimate it would take us without the PS Series and SRM. Donald Wilkins, IT Director Navicure Inc.

Dell Leverages VMware to Deliver Hosted Virtual Service Offerings Customer Managed Dell Managed Buy Build Services Only Dedicated Infrastructure Cloud Hosted Dedicated assets Customer owned Capital expense Hardware products Software products Dedicated assets Customer owned Capital expense Hardware, Software ProConsult Tailored reference architecture Deploy / Implement Dedicated assets Customer owned Capital expense Risk of under/over utilization Dedicated assets Dell owned Operational expense Pay-for-use Subject to minimum buys Cloud infrastructure Dell owned Operational expense Pay-for-use Linear, ondemand scaling Customer Data Center Customer or Dell Data Center Dell Data Center Custom Architecture Optimized Platform Standard Architecture Globally Consistent Service Delivery Model

Dell s Cloud-based Services Delivered from a Secure, Global Data Center Network Selected Dell ProManage Services TODAY Configure and Deploy Operate and Manage Protect Distributed Image Management Server Image Management Distributed Device Management Virtual Server Management EMS Email Continuity Crisis Management and Alerting App Packaging and Remediation Windows Server Replication Virtual Managed Desktop (DaaS) Data Center Backup Management EMS Email Archive Laptop Tracking and Recovery Asset Tagging and Reporting HW/SW/BIOS Integration Software Inventory and Usage Mgmt Storage Optimization and Management EMS Email Security Laptop Data Delete Server and Storage Deployment Laptop and Desktop Deployment Infrastructure Monitoring Online Backup and Restore Laptop Data Encryption Dell ProManage Services Directional Automated Discovery Online Asset Tagging Automatic Workload Balancing ITSM OPaaS End User Automated Deployment Automated Analytics Cloud-enabled Security ImageDirect Server Virtual Managed Desktop (DaaS) Services Factory API Integration SDK/API

Dell & VMware: End-to-End Solutions Dell Services: A flexible delivery model that suits unique needs and goals Do It Yourself Build and Transfer Build and Operate As-a-Service Business Ready Configs Reference Architectures Platforms Dell helps you do it Dell does it for you Customer Managed On Premise Dell managed Fully offsite Dell managed

Dell IT A Model of Virtualization Dell IT ranks Top 5 Globally in VMware server virtualization with 7200 virtual servers Over $150M in cost avoidance by adopting a virtualize first strategy Dell Services made it happen Replaced old servers with up to a 20:1 conversion ratio, reducing power consumption by 95% Dell IT standardizes on VMware Infrastructure 3.5 and Dell PowerEdge R900 Servers powered by Intel Xeon processors Application deployment time reduced from 45 days to 4 (average) www.dell.com/casestudies DELL CONFIDENTIAL

Dell has Already Returned 30% to Strategic Spending and is on Track to Achieve to 50/50 by 2010 Strategic spending to improve the company Maintaining legacy IT environment 20% 80% START 2006 STANDARDIZE + Moved 97% of systems to x86 + Used only two primary server images (.Net/Windows and Oracle/Linux) + Single global client image SIMPLIFY + Reduced application footprint by 25% per year over three years + Replaced multiple regional systems with single global instances + Aggressively deployed virtualization in production environment + Virtual first for all new applications AUTOMATE + Image and deploy servers in hours, not days or weeks + Reimaged client systems self service in about an hour + Managed 130,000 servers and clients from one console 50% 50% EXITING CY2010

Dell and VMware Deliver Efficient Virtualization Solutions from the Desktop-Datacenter-Cloud PREMIUM ON EFFICIENCY + Economic uncertainty + Increasing demands on IT + Focus on TCO + Expansion in Emerging Economies CONSOLIDATION AND VIRTUALIZATION + Do more with less + Scale flexibly + Extended refresh cycles + Increase staff productivity WORKFORCE TRANSFORMATION + Web 2.0 + Mobility + Consumerization + Millennials + Desktop follows the user vs. the device CLOUD SERVICES + Managed & Modular Services + IT-on-demand + Applications on-demand

Dell and VMware have legions of satisfied customers worldwide

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