VMware EUCEmpowering the Digital Workspace

Jake Sidell

EUC Sales – Channel & Distribution

VMware Americas Partner Organization

jsidell@vmware.com

6 December 2017

What is End-User Computing?

CONFIDENTIAL 2

Desktop Mobility IdentityEnd-User Computing

Industry Evolution from Connectivity to Transformation

3

Busin

ess V

alu

e

Device Centric

Connectivity

Wi-Fi | VPN | Email

Mobile Device Management

Mobile Apps

App Store | Content Browser | Collaboration

Vertical Apps

Data and App Centric

Workflows

SSO | Any App | Any Device

User Centric

Digital Workspace

Mobile App Management

MDM

EMM

UEM

Digital Workspace Emerging: Any App on Any Device Requires SSO for User Experience & BYOD

CONFIDENTIAL 4

Any Device

Unified Endpoint Management

Any App

Mobile Cloud Web Win

Digital

Workspace

Any IAM

Single Sign-on

Requires Various Management Tools to Accomplish

5

Client Management

Application Suites

Device Management

Identity Management

Virtualization

Desktops and Apps From a Single Platform

6CONFIDENTIAL

Deliver

Applications

Manage

Applications

Support for

Windows and

Linux

The ability to efficiently and cost-effectively deliver, manage and monitor

virtual desktops and published applications to end users who may not need

access to a full desktop.

DESKTOPS APPLICATIONS

Enable Easy Access to Any App with Workspace ONE

7

Install Workspace

ONEAuto

Discover

Branded Login

Experience

Access

Any App

Keep Barriers Between Work and Personal

8

Separate work and personal apps

Prevent data flow between work

and personal apps

Allow IT to only manage and secure the

work apps and data

Create Secure In-app VPN Tunneling

between work apps and data

Manage All Endpoints in a Single Solution

9

Any Endpoint Any Use Case

Knowledge

workerCorporate | BYO

Task workerLine of Business

No userKiosk | IOT

Modern Management Framework

Out of box

configuration

Policies and

security settings

Over-the-air

management and

updates

Asset

tracking

Full lifecycle

management

Integrate with the Best-of-breed Solutions

10

ContentIdentityApps and Dev Platforms

Security

Driving the Digital Workspace

11

EnterpriseSecurity

ConsumerSimplicity

Any Cloud

Any DeviceVMware Workspace ONE™ Desktop Mobile Identity

Any ApplicationTraditional Apps Cloud-Native Apps SaaS Apps

Integrate

Public

Clouds

Transform

Security

Empower

Digital

Workspaces

Modernize

Data

Centers

Software-Defined Data Center

VMware Cross-Cloud Architecture™

Private Cloud Hybrid Cloud Public Cloud

VMware Cloud Foundation™

VMware vRealize® Cloud Management

VMware vCloud Air

VMware vCloud®

Air™ Network

Enabled with VMware’s Integrated Architecture

12

F

VMware Cross-Cloud Services™

$60B+ OVERALL TAM FOR VMWARE IN 2017; $11B EUC

13

Source: Analyst Data and VMware Internal Analysis

Workspace ONE: Combining Industry-leading Horizon & AirWatch

14

Other Considerations:

Horizon Cloud (Hosted)

Horizon Cloud on Azure

Horizon Cloud Hybrid

$4/device $6/user per month

$50/device, $90/user perpetual

$6/device $10/user per month

$90/device, $180/user perpetual

$24/user per month

$400/user perpetual

Business Triggers for Digital Workspace

15

Business Transformation

Security Breach, Data Loss

Discarding paper processes, switching from PC-centric device to mobile centric to increase the interaction with customers (Retail)

Employees are using their own devices for work, which is cheaper and faster than the old model of IT-managed devices.

Work from Anywhere Programs

Employees need the ability to work anywhere, to be productive outside of the traditional work hours and work places.

Mergers and Acquisitions

Both organizations have access to systems on both sides to rapidly realize revenue and cost synergies.

ADVANTAGE+ADVANTAGE+ ELA

Preferred

Enhanced Rewards

Solution Provider Premier and Corporate

Resellers

Solution Provider Enterprise

Solution Provider Professional

Current State Future State

Transactional ELA Transactional & ELA

Minimum deal size = $6K*Airwatch, minimum = $1K

Minimum deal size = $10K*Airwatch only, minimum = $1K

N/A Not eligible

N/A

Solution Rewards Solution Rewards

5% / 10% / 15% Rebate

By Product | Competency Required

5% Rebate

By Competency Required

+2% Solution Reward Premier Bonus

12% Discount10%

Protection

3%

Rebate

2% Discount

Elig

ible 10%

Protection

3%

Rebate

N/A

OEM Partner N/A N/A

Product Accelerators

10% Discount

Discount by Product

10% to 30%

Thank You!