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© 2014 VMware Inc. All rights reserved.
August 2016
IBM Partnership PlaybookDelivering Next-Generation IT Solutions Powerful Client Conversations
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Partnership Overview, Opportunity, How we Engage
Agenda
Solution: Hybrid Cloud
Sales Process
Case Studies
Resources
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CONFIDENTIAL 3CONFIDENTIAL
Hybrid CloudMobile
Networking and Security
IBM and VMware Partnership Overview
We help enterprises transform IT service delivery
Long-term strategic relationship – A go to market partnership with more than 14 years of experience combining IBM’s vast services resources with VMware’s flexible next-generation platforms.
Unmatched global scale –The scale and resources of the world’s largest IT services company combined with the world’s largest virtualization technology company.
Transformational capabilities – A shared vision and commitment to enabling enterprise organizations to easily embrace the hybrid cloud
End-to-end expertise – IBM works with VMware to offer customers market-leading technologies to create a software-defined enterprise to enable next-generation IT.
Leading-edge technology at a lower price –Customers gain the cost-saving benefit of IBM Service’s discount on VMware technologies without compromising service quality.
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Robert LeBlanc, SVP, IBM Cloud VMware CEO Pat Gelsinger
“We understand that clients want to be more digital and lead with technology that drives enterprise-wide innovation, revenue, customer value and growth.
In this partnership, the customer is the winner.”
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The Benefits of Partnership
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• Expand virtualization and cloud offerings for enterprise customers
• Reduce implementation risks with direct access to VMware
• Product design collaboration to address customer needs
Benefits to IBM
• Gain access to C-suitedecision makers
• Leverage reach of IBM to reach new markets/ customers
• Showcase how VMware’s technology can help in digital transformation
Benefits to VMware
VMWare and IBM working together to open doors to new sales opportunities and increase revenue.
Benefits to our Joint Customers
ü Increase competitiveness and enable new growth business models
ü Increase productivity through mobile solutions
ü Improve financial efficiency through agile and secure delivery models
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The Opportunity: $33B+ TAM for IBM and VMware (2020)
Source: Analysts Data and VMware internal analysis H2 2015
Hybrid Cloud• Softlayer• Cloud Builder
Security and Networking• NSX
Mobility• Digital Workspace (Workspace One)• Virtual Desktop (Horizon)• Device Management (Airwatch)
Hybrid Cloud$91B+
Sources: The Radicati Group, Research and Markets, Infonetics
Hybrid Cloud $91B+
Network and Security$8B+
Mobility $4B+
SDDC $100B+
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VMware Solutions on the IBM CloudSeamlessly integrate, expand or migrate your on-premises VMware workloads onto IBM Cloud
60%
ü Consistent Management • Provision, access, manage, and monitor your
hybrid environment while leveraging familiar VMware tools and the skills
ü Unique Pricing • Cost-effective CPU-based pricing of VMware
software provide simple and predictable billing
ü Global Infrastructure • With 46 cloud data centers across North
America, Europe, and Asia, customers can provision cloud resources where they need them
ü Best-in-Class Network Architecture • Built from best-in-class networking infra-
structure and software with exceptional bandwidth and connectivity for the highest speed and reliability
Public or Managed
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IBM and VMware Hybrid CloudJoint Solution Details
Key Drivers to Adopt Technology
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Drivers for Adopting Cloud Challenges for Enterprise IT
How can I ensure operational consistency and simplicity while preventing cloud siloes?
How do I get maximum leverage out of my existing investments in skill sets and tooling?
How can I better control, manage, and secure this environment and my workloads?
How do I provide enterprise-class application SLAsacross private and public clouds ?
How do I ensure compatibility with applications between on and off-premises
Agility/Speed
66%
12%
10%
7%5%
Improve Qualityof Service
BusinessAlignment
Defend IT
Reduce Costs
Source: ”Name of Source Here," XYZ Organization, XYC, 12, 2016
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Embrace the Cloud, Preserve Existing Investments
VMware/IBM Deliver TOGETHERCustomers Want
Secure, high-performance cloud compute, network and storage resources on demand.
Ability to expand hybrid cloud footprint with enterprise-class data centers around the world.Consistent control and automation of operations on-premises and in the cloud.
Speed to deploymentTo meet ‘time to market’ demands.
Scale to growAnd tackle new growth opportunities .
Seamless controlTo minimize business risks
Eliminates the need to re-architect applications.
Application portabilityTo public cloud
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VMware Cloud FoundationOn IBM Cloud
VMware vSphere®
On IBM Cloud
• Full Suite Bundle: vCenter, NSX, & vSAN• Simple Automated Provisioning on Bare Metal• Lifecycle Management Capabilities
Three ways to consume VMware; Full stack, vCenter or Custom Build
Transform Hybrid Cloud – What We Offer
VMware vCenter Server®
On IBM Cloud• vCenter Server on Bare Metal• Automated Provisioning• Optional NSX, vSAN & Management components
• Build your own• vSphere ESXi running on Bare Metal• Rent or BYO Licenses
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Use Case: Capacity Expansion and Consolidation
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Key Triggersü Support new growth
opportunities ü Reduce costs (hardware,
maintenance, cooling, energy)ü Move fringe apps,
test/development, etc. to the cloud
ü Keep sensitive/compliance controlled systems in house or on hosted private cloud
Customer Pain• Capacity constraints impact
performance and SLAs• Managing multiple data center
environments efficiently• Lack consistent governance or
security policies• IT needs to support mobility,
accessibility and security
Target Profile• Businesses looking to improve
IT agility• Support a large corporate
workforce and a distributed workforce structure
• Reduce CapEx footprint• Seasonal demands from
customers
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Use Case: Dev/Test Environment
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Key Triggersü No additional capacity other
than productionü Application developers in
separate regionsü New application development
frameworks needed
Customer Pain• Demand for Dev/Test
environments outpace ability to deliver
• Application Development needs to span regions
• Production environments require segregation from Dev/Test environments
Target Profile• Customers who want to deploy
new applications• Customers who want to test
new capabilities• Customers who want to develop
new features
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Use Case: Disaster Recovery and Back-Up
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Key Triggersü Need to mine data for legal
and compliance needsü Experienced event that
exposed limitations/flaws in current DR/back-up solution
Customer Pain• Security and compliance
concerns • Lengthy backup and restore
processes• High cost of backup storage
Target Profile• Businesses that need to
maintain compliance• Businesses that want to
eliminate the need to replicate production system in full at a secondary company managed data center
• Customers who want to reduce CAPEX while protecting against future natural and manmade disasters, and restore quickly
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Best in Class Public, Private and Multi-Cloud Solutions
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• Best-in-class private cloud powered by SDDC
• From HW / network virtualization to full scale automation
• Delivered on HCI-ready appliances, etc.
• Enable private cloud to be API-driven, programmable via OpenStack / VIO
• Support container-based modern apps via Photon, VIC
• Empower LoB to use public clouds
• Provide cross cloud management and networking
• Full visibility and transparency across public clouds)
• Enable seamless enterprise application workload migration to and between public/private clouds
• IBM, VCAN for workload extension to public clouds (vStream for SAP, etc.)
Make Public Cloud Work Better for Innovation
Modernize Infrastructure and Make “Innovation Ready”
Make Public Cloud Work Harder for Existing Apps
“Multi-Cloud” Public Cloud Private Cloud
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VMware on IBM Cloud is available on SoftLayer Infrastructurein Global IBM Cloud Data Centers
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Case StudiesCustomer proof points
We’re Helping Customers Transform
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Resources and Contacts
2020
Easy to Use: user-friendly design, simple navigation organized by product category. Use from any browser, on your desktop or mobile device.
The Latest and Greatest: your go-to place for the most up-to-date sales assets, trainings, news and events
Customized for IBM: built specifically for IBM sales partners, the hub speaks your language and will develop and grow with your needs and feedback.
Go to https://vmwhubibm.com/
Joint materials at your fingertipsThe Hub: Easy to Use, Up to Date, Customized for IBM Partners
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This new sales enablement portal specifically tailored for the IBM GTS to help you quickly and easily find the most up-to-date sales assets, training, learning and event information on the joint tracks supported by our alliance: Cloud, Systems, Networking, Mobility and Resiliency.
Note: IBM partners with emails structured [email protected] [email protected] currently the only eligible partners. If you would like to access the hub and do not have this email structure, please reach out to Steve Cole: [email protected]
Contacts
VMware Steve ColeVMware Global Business Development [email protected]
Byron LawsonVMware AMER Alliance Mgr. [email protected]
St. John Dyson VMware EMEA Alliance Mgr.sdyson@ vmware.com
Vivek KumarVMware APJ Alliance [email protected]
IBM Services
Greg CandelariaIBM GTS Global Alliance Manager – [email protected]
MilindTapaswiGTS Global Alliance Marketing [email protected]
The IBM and VMware Alliance team is here to connect you with resources in the field that can provide sales and technical support for your sales opportunities.
For help with IBM related questions, please send email to [email protected]
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