Bringing Business Critical Applications to the Cloud Whiteboard

STEP 1: Back Office to Critical Application Transformation

Talking Points
Good afternoon, my name is with VMware and I would like to spend the next 30 minutes with you to discuss VMwares unique value proposition for enabling business application transformation leveraging virtualization. I would like to use the whiteboard to be interactive. CIOs today are facing a significant challenge where IT is expected to not only provide and maintain infrastructure, but also to create additional business value. VMware, the market leader in virtualization and cloud infrastructure, is working with organizations like to enable and accelerate this transition. I would like to use the whiteboard today to outline not only VMwares unique value but also understand your current business drivers and objectives. At the conclusion of our session, I would like to make some recommendations for where we go from here. Great, lets get started. 1] Most customers start their virtualization journey with the typical infrastructure servers such as file/print primarily to reduce costs by consolidating hardware. 2] After 20-30% of their datacenter has been virtualized this way they realize that this technology can actually be much more strategic to their business and thats when they virtualize their business critical applications such as Exchange, Oracle, SQL and other Custom Applications which increases business agility while reducing cost. 3] According to an in-depth customer survey conducted by VMware, 42% of Exchange instances, 28% of all Oracle DB and middleware deployments, and 47% of SQL deployments are currently running on virtualized infrastructure. So what are some of the key drivers that are motivating this direction?

Questions to Ask
We understand that you have virtualized about X% of your infrastructure. What benefits have you gotten from this effort? Were there any challenges? Do you have specific concerns about virtualizing Business Critical Applications?

STEP 1: BACk OffiCE TO CriTiCAl APPliCATiOn TrAnSfOrmATiOn

VMware

Back Office Infra. Svcs Legacy Applications

Business Critical Applications

Exch/Ora/SQL Custom 42% 28% 47%

STEP 2: What is Driving Critical Applications Transformation?

Talking Points
Application owners understand the value in HW consolidation, but are measured by how they deliver on the SLAs with their customers. They have found that virtualized applications provide them with cost benefits, but are also more reliable and flexible, while providing the performance they need. This provides real value in a number of areas: 1] QOS: For business critical applications, the real value lies in the improved Quality of Service that comes with the dynamic scalability and built-in availability that virtualization provides at the infrastructure level. 2] AGILITY: Virtualization brings the benefits of cloud to existing legacy applications in your datacenter and helps you accelerate the application time-to-market by provisioning in minutes. 3] EFICIENCY: The reason customers moved to virtualize their business critical applications, was because they were more reliable and efficient in a virtual environment. And VMware delivers all these benefits while lowering your application costs thanks to the significant hardware and software (license) cost reductions and operational simplicity that come with consolidation. One of our customers actually said Its not just about saving money on hardware, but also about simplifying things like application provisioning, maintenance, high availability and disaster recovery. Thanks to VMware, my wife and kids see me more often!

Questions to Ask
Has it been difficult assuring high uptime and performance for your applications? Has there been pressure to reduce the cost structure for maintaining and improving your applications?

STEP 2: WhAT iS Driving CriTiCAl APPliCATiOnS TrAnSfOrmATiOn?

QOS Agility Efficiency

VMware

Back Office Infra. Svcs Legacy Applications

Business Critical Applications

Exch/Ora/SQL Custom 42% 28% 47%

STEP 3: Challenges and Opportunities

Talking Points
1] Todays application deployments are very complex. A single application can reside on multiple tiers that are distributed across more than one physical server. Individual servers may host components from many different applications, meaning that a single server failure can impact a large number of applications. Optimal availability and recovery is difficult to maintain for these applications. Customers might use different technologies in each tier, with varying levels of complexity and cost. Clustering and mirroring can significantly improve service levels for business critical applications but require specialized knowledge and experience to properly implement. Only the most critical applications use these solutions. With the complexity and interdependencies of multi-tiered applications, every application should be made highly available, but that is not the case today. 2] These interdependent applications also make Performance management very difficult. Because components from many applications can reside on the same server, resource constraints on a single server can have a large impact on the business. In this environment, determining the impact of deploying a new application or new users is very challenging. Most organizations simply buy bigger systems than they actually need because they cant adequately estimate capacity needs. Combine this with an inability to monitor end to end application performance to determine where bottlenecks are occurring and the business is exposed to breaches in their SLAs.

Questions to Ask
We understand that your current available solutions are X Have they been as successful as you would like? I understand you are doing capacity planning with X. Have you experienced performance problems due to lack of resources on a physical server?

STEP 3: ChAllEngES AnD OPPOrTuniTiES

QOS
Availability Recovery

Agility

Efficiency

VMware

Manage Application Performance

Back Office Infra. Svcs Legacy Applications

Business Critical Applications

Exch/Ora/SQL Custom 42% 28% 47%

STEP 4: Challenges and Opportunities Part 2

Talking Points
New applications designed with modern multi-tier architectures require the provisioning of multiple production servers including web servers, application servers, database servers, messaging servers, and even caching servers. In addition, separate development and QA environments must be built that mimic this production architecture to eliminate incompatibilities and ensure software quality. This can double or triple the cost of hardware, software licenses, and manpower necessary to just provide the application infrastructure. This represents a critical barrier to innovation in the form of endless cost justification analysis delays and many great application ideas simply never get off the ground as a result. TCO. In order to meet the business service level requirements, IT traditionally requisitioned additional hardware and upgraded to enterprise level software, and additional availability licensing. This has resulted in under-utilized physical systems and increased operating system and application availability licensing cost, as well as increased OPEX for maintenance of the application stack. Now that we have covered the challenges, lets discuss how VMware is helping organizations realize the business value of transforming applications.

Questions to Ask
What is your perspective on the amount of time it takes to make a new system available into your physical infrastructure? Have you ever NOT deployed an application because the infrastructure cost justification could not be made?

STEP 4: ChAllEngES AnD OPPOrTuniTiES PArT 2

QOS
Availability Recovery

Agility

Efficiency

VMware

Manage Application Performance

Back Office Infra. Svcs Legacy Applications

Business Critical Applications

Applications Lifecycle

Exch/Ora/SQL Custom 42% 28% 47%

TCO

STEP 5: Business Continuity

Talking Points
1] Traditionally, business critical application availability and disaster recovery has been handled via application specific technologies, like clustering or database mirroring, that require application owner management and expertise. As applications are virtualized, they are able to take advantage of a uniform set of technologies that reside in the virtualized infrastructure that provide application availability. These technologies provide fault tolerance, automatic local and remote restart of failed virtual machines and the elimination of planned hardware maintenance downtime, all of which can be enabled or disabled based on the SLA of the application. The complexity and cost of application clustering are removed and replaced by infrastructure that provides local site availability and remote disaster recovery that is transparent to the application. This means that all applications are protected by the same set of technologies, managed by the infrastructure team and require no application owner management. 2] A large automobile manufacturer was able to increase the uptime and reduce maintenance in their SAP environment by replacing MSCS with HA and eliminating single points of failure that existed in their physical production environment.

Questions to Ask
What percent of applications are protected by clustering? Are there multiple clustering technologies in use to protect those applications?

STEP 5: BuSinESS COnTinuiTy

QOS
Availability Recovery

Agility

Efficiency

VMware
Bus. Contin. Uptime

Manage Application Performance

Back Office Infra. Svcs Legacy Applications

Business Critical Applications

Applications Lifecycle

Exch/Ora/SQL Custom 42% 28% 47%

TCO

11

STEP 6: Application Performance

Talking Points
1] In a virtualized environment, the aggregate resources from the physical infrastructure are pooled together. Individual applications will be provided only the resources they actually need. Additional resources can be dynamically allocated as application demand increases. These resources can be added either through scaling up of a single virtual machine without introducing application downtime or by quickly provisioning additional virtual machines to provide scale out performance. Performance management is now about ensuring that resource capacity is available in the large resource pools, rather than on a server by server basis. Monitoring of application performance is done by looking at all the components of an individual service, across application tiers, and determining potential bottlenecks before they result in a breached SLA. 2] A large electronics retailer was able to mitigate a potential disaster on Black Friday. Due to unexpectedly high web traffic, their physical web servers were critically low on capacity. Without additional physical boxes available to resolve the congestion, the company asked for help from the VMware team. They were able to quickly provision virtual machines to their front end load balancer and resolved the congestion. 3] The company now uses virtual machines for their web servers and have templates staged to scale out as congestion issues arise. In this case VMware was able to quickly provide scale out performance during this companys single most crucial day of the year.

Questions to Ask
Do you have seasonal changes in the usage for any of your business critical applications? What is the peak usage growth rate for your applications; what efforts are required to assure high performance as demands increase?

STEP 6: APPliCATiOn PErfOrmAnCE

QOS
Availability Recovery

Agility

Efficiency

VMware
Bus. Contin. Uptime

Manage Application Performance

APPLICATION. PERFORMANCE Business Critical Applications

Scale

Back Office Infra. Svcs Legacy Applications

Applications Lifecycle

Exch/Ora/SQL Custom 42% 28% 47%

TCO

13

STEP 7: Application lifecycle and Acceleration

Talking Points
1] In a virtualized environment, these multi-tier architectures can be templatized for consistency and provisioned within minutes taking advantage of unused capacity on existing hardware and even reusing per-CPU software licenses across multiple software projects. This enables IT organizations to focus on bringing application ideas to life more quickly and drastically reduces the barriers to innovation. Once the application is produced, these templates can be reused to quickly and easily scale the production environment as necessary for your most successful applications. 2] A large oil company in South America virtualized over 300 Oracle database instances and reduced provisioning times for new instances from several days to a few minutes.

Questions to Ask
How quickly are you able to satisfy provisioning requests to support application development, or in establishing multiple application instances in production?

STEP 7: APPliCATiOn lifECyClE AnD ACCElErATiOn

QOS
Availability Recovery

Agility

Efficiency

VMware
Bus. Contin. Uptime

Manage Application Performance

APPLICATION. PERFORMANCE Business Critical Applications

Scale

Back Office Infra. Svcs Legacy Applications

Applications Lifecycle

Exch/Ora/SQL Custom 42% 28% 47%

TCO

Application Acceleration South Am. Oil Co. 300 ORCL DB virt. Days Minutes

15

STEP 8: Consolidation - Addressing Total Cost

Talking Points
1] By leveraging virtualization and features inherent in our platform, customers are able to address the business requirements of providing highly available solutions while controlling expenses and reducing complexity of the infrastructure. Virtualization decreases CAPEX and power/cooling costs by consolidating multiple physical servers onto fewer physical servers and by allowing customers to leverage OS and application licensing to their advantage. Customers are able to design for todays requirements, dynamically expand as capacity requirements demand and eliminate complex high-availability solutions from the infrastructure. Virtualization reduces OPEX by allowing IT Staff to work on productive, high-level tasks instead of spending time managing break / fix situations and reduces the need to hire staff with specialized application availability expertise. 2] For example a large medical device company virtualized exchange and saw 5:1 server consolidation with $1.1 in infrastructure, power and admin savings over three years.

Questions to Ask
What cost savings do you estimate per year from the applications you have already virtualized? What areas for cost savings have been the most significant?

STEP 8: COnSOliDATiOn - ADDrESSing TOTAl COST

QOS
Availability Recovery

Agility

Efficiency

VMware
Bus. Contin. Uptime

Manage Application Performance

APPLICATION. PERFORMANCE Business Critical Applications

Scale

Back Office Infra. Svcs Legacy Applications

Applications Lifecycle

Exch/Ora/SQL Custom 42% 28% 47%

TCO

Application Acceleration South Am. Oil Co. 300 ORCL DB virt. Days Minutes CONSOLIDATION 1.1M 5.1 3YR

17

STEP 9: Secure and managed Platform for Transformation

Talking Points
1] As you can see from the previous examples, we have shown how VMware is well positioned to run your most demanding business critical applications. The key enabler of the VMware value proposition is our industry leading virtualization platform. It not only provides you with the confidence to run your business critical applications, but it does so without sacrificing the security or management capabilities you would expect. In fact, once an application has been virtualized, many customers have reported a significant increase in QOS, up-time and performance. It is not uncommon for them to say that applications actually run better in a VM due to the inherent capabilities of the platform. 2] For example, security policies configured within the platform can be enabled so as to protect individual VMs or sets of VMs from interfacing with other applications much like a traditional firewall policy. 3] Additional features such as availability, mobility and enhanced resource management can be added to any application with a simple right click and check of a check box providing enhanced capabilities to any existing application.

Questions to Ask
How quickly are you able to troubleshoot and remediate application configuration or capacity issues today? What concerns do you have about applications that are secured in a virtualized environment?

STEP 9: SECurE AnD mAnAgED PlATfOrm fOr TrAnSfOrmATiOn

QOS
Availability Recovery

Agility

Efficiency

VMware
Managed
Bus. Contin. Uptime

Manage Application Performance

APPLICATION. PERFORMANCE Business Critical Applications

Scale

Back Office Infra. Svcs Legacy Applications

Applications Lifecycle

Exch/Ora/SQL Custom 42% 28% 47%

TCO

Platform

Application Acceleration South Am. Oil Co. 300 ORCL DB virt. Days Minutes CONSOLIDATION 1.1M 5.1 3YR

Secure

19

STEP 10: integrated Platform to drive Business Acceleration

Talking Points
1] VMware continues to innovate and invest in the core capabilities of our platform by adding policy-based capabilities to deliver a zero touch infrastructure. Our ultimate goal is to reduce the time and energy spent managing and maintaining routine IT functions, thus shifting the time spent to more value-add tasks. 2] Rich features such as built in availability & recovery, fault tolerance and dynamic resource management give the consumers of IT (your end-users) the confidence that their critical business services are available, secure and meeting SLAs without concern about the underlying infrastructure. 3] These capabilities not only provide the foundation for virtualizing all applications today but also becomes the catalyst for true business acceleration or ITaaS.

Questions to Ask
What percentage of time does your IT admins spend managing and maintaining routine tasks? How confident are you that critical business services are available, secure and meeting SLAs today?

STEP 10: inTEgrATED PlATfOrm TO DrivE BuSinESS ACCElErATiOn

QOS
Availability Recovery

Agility

Efficiency

VMware
Managed
End User Business Critical Applications
Bus. Contin. Uptime

Manage Application Performance

APPLICATION. PERFORMANCE
Scale

Back Office Infra. Svcs Legacy Applications

BUS. Acceleration IT aas

Applications Lifecycle

Exch/Ora/SQL Custom 42% 28% 47% Infrastructure

TCO

Platform

Application Acceleration South Am. Oil Co. 300 ORCL DB virt. Days Minutes CONSOLIDATION 1.1M 5.1 3YR

Secure

21

STEP 11: Confirmation and next Steps

Talking Points
1] The goal of todays session was to provide you with a high level introduction to how VMware is helping companies be more agile, efficient, and deliver optimal quality of service by virtualizing their most critical business applications. There is obviously a lot of detail that we did not get a chance to discuss given the time allotted, however I would recommend: (Select one or more follow up actions from talking point two). 2] Seek sponsorship to discuss VMware value proposition for given solution to an executive or lob decision maker. For example, if you presented to the VMware team, perhaps you ask for sponsorship to speak with the applications vp or architect. Recommend a follow-up deep dive workshop with a solution specialist and the business/technical decision makers. If already at c-level request support/sponsorship to assist the customer with a busineess or technical assessment to assess impact for implementing the solution discussed (Paid or free). Other suggestions may include: setup a customer reference call, provide benchmark data, attend a VMware event, etc.

Questions to Ask
Do you feel that we have built a strong value proposition that you would recommend sponsorship at the next level? Would you like one of our technical specialists to cover a deep dive of how VMware technology will help your organization?

STEP 11: COnfirmATiOn AnD nExT STEPS

QOS
Availability Recovery

Agility

Efficiency

VMware
Managed
End User Business Critical Applications
Bus. Contin. Uptime

Manage Application Performance

APPLICATION. PERFORMANCE
Scale

Back Office Infra. Svcs Legacy Applications

BUS. Acceleration IT aas

Applications Lifecycle

Exch/Ora/SQL Custom 42% 28% 47% Infrastructure

TCO

Platform

Application Acceleration South Am. Oil Co. 300 ORCL DB virt. Days Minutes CONSOLIDATION 1.1M 5.1 3YR

Secure

NEXT STEPS -? -? -?

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