View
4
Download
0
Category
Preview:
Citation preview
Disclaimer
• This presentation may contain product features that are currently under development.
• This overview of new technology represents no commitment from VMware to deliver these features in any generally available product.
• Features are subject to change, and must not be included in contracts, purchase orders, or sales agreements of any kind.
• Technical feasibility and market demand will affect final delivery.
• Pricing and packaging for any new technologies or features discussed or presented have not been determined.
CONFIDENTIAL 2
Hervé ClementSr. Manager, Partner GTM Readiness, SDDC
CONFIDENTIAL4
In this Session…
5
3 SDDC Tools which can make a difference
ENGAGE
With CUSTOMER
EXTEND the OPPORTUNITY
with PoC
DELIVER
What you SOLD
vSphere
Optimization
Assessment
SDDC
Deployment
Toolkit
Professional
Services IP
7
Engage
vSphere Optimization Assessment
Install Show Sell
Cost Savings
Application Performance
Capacity Planning
Showing the Value of Software-Defined Datacenter
How Does the Optimization Assessment Work?
CONFIDENTIAL 8
www.vmware.com/go/vsphereoptimization
Four Easy Steps:
One-Stop Shop on Partner Central
9
• Program overview video
• Overview flyer
• Technical Training
• Call script
• Email campaigns
• Customer Assets
• And more…….
All That You Need
For Success
Intelligent/Operational Dashboard Shows Value
Immediate
ProblemsFuture Problems
Opportunities
to Optimize
10
vSphere Optimization Assessment Report
20-page customizable report template with:
– Executive Summary with customer challenges
– Explanations and screenshots of key metrics and reports
– Recommendations to partners for how to populate template and more
NEW!
– VOA report now includes vRealizeTM Operations InsightTM
for deeper visibility and control
“Easiest deal I’ve ever closed.”
Partner closed a $60K
vSOM deal in three weeks
using the VOA
Tom StephensPrincipal Technical Marketing Manager, SDDC Suite
CONFIDENTIAL13
3 SDDC Tools which can make a difference
ENGAGE
With CUSTOMER
EXTEND the OPPORTUNITY
with PoC
DELIVER
What you SOLD
vSphere
Optimization
Assessment
SDDC
Deployment
Toolkit
Professional
Services IP
The SDDC Deployment Toolkit…
16
Common Questions about the SDDC Deployment Toolkit
18
• Where can I get it?
• Are we planning on giving this to customers?
• I wish…
David PercySr. Director, Professional Services Engineering
CONFIDENTIAL19
3 SDDC Tools which can make a difference
ENGAGE
With CUSTOMER
EXTEND the OPPORTUNITY
with PoC
DELIVER
What you SOLD
vSphere
Optimization
Assessment
SDDC
Deployment
Toolkit
Professional
Services IP
Standardised Professional ServicesAnother Tool In The Toolbelt
David Percy
Wednesday 15 Oct 2014
Agenda
1 Who is Professional Services Engineering?
2 Why Is This Necessary?
3 What Are Our Current Offerings?
4 How Do We Create It?
5 What Are Our Current Offerings (part II)?
6 How Do You Get It?
22
Agenda
1 Who is Professional Services Engineering?
2 Why Is This Necessary?
3 What Are Our Current Offerings?
4 How Do We Create It?
5 What Are Our Current Offerings (part II)?
6 How Do You Get It?
23
Who Is Professional Services Engineering?
• Dedicated, global team focused on best practices, standards and methodologies
• Corporate group with strong links to all parts of VMware
• Highest concentration of VCDXs and Principal Architects in VMware
Agenda
1 Who is Professional Services Engineering?
2 Why Is This Necessary?
3 What Are Our Current Offerings?
4 How Do We Create It?
5 What Are Our Current Offerings (part II)?
6 How Do You Get It?
25
”We have saved $250,000 by using VMware [software] to consolidate the
workload of nine servers in our application development and testing lab to just
three servers."
Features:
• Supports IDE disks up to 128Gb
• Up to 24 VMs per host
• Experimental support for Windows XP
Requirements:
• 400Mhz Pentium II, III or 4
• 256Mb RAM (512Mb Recommended)
Lets Take A Trip Back In Time…
Fast-forward to Today…
27
Why Is This Necessary?
28
Increases In Complexity
Risk Of Customer Dissatisfaction
Decreasing Rate Of Incremental Sales
Increasing Risk Of Shelfware
Agenda
1 Who is PSE?
2 Why Is This Necessary?
3 What Are Our Current Offerings?
4 How Do We Create It?
5 What Are Our Current Offerings (part II)?
6 How Do You Get It?
CONFIDENTIAL 29
From custom every time…
CONFIDENTIAL 30
… to standard, with options
Lack of Cohesive, Interlocked, Modular Delivery
Custom, One-off Solutions Unity
1. Customization for each project – Not repeatable!
2. Every engagement is an open-ended proposition – What’s the end-state?
3. Is it high performing? Scalable? Full production ready?
4. Each engagement a stand-alone effort without relationship to those before
5. Engagements only serve themselves – Are we ready for the future?
Assess
Design
DeployValidate
KX
Service Classes
• Assessment
– Provides an assessment to understand a customer’s current state and where you’re going to take them (i.e. target state) to identify gaps and provide recommendations (example: Health Check).
– Health check ~ 5 days, DC Assessment ~ varies
• Accelerator
– Targeted to pre-production environments, focused on limited use cases with pre-validated design, and are tight in scope and duration.
– ~2-4 weeks
• Design & Deploy
– Production-ready and comprise of a comprehensive set of use cases to align to specific customer requirements
– Varies (typically 10 weeks)
Assessment Accelerator Design & Deploy
Service Types
33
SDDC Hybrid Cloud EUC
Operations Transformation
Customer-facing Services Catalog
34
• Simple list of all services
• Available to customers on vmware.com
• http://www.vmware.com/consulting/technology-consulting-services.html
Agenda
1 Who is Professional Services Engineering?
2 Why Is This Necessary?
3 What Are Our Current Offerings?
4 How Do We Create It?
5 What Are Our Current Offerings (part II)?
6 How Do You Get It?
35
VMware Professional
Services
Customers
VMware Business Units
Partners
Our Stakeholders
36
Professional Services
Engineering
Working closely with stakeholders inside and externally to VMware align to company strategy and industry demand
Repeatability Framework
Scope
MaturityEmerging Repeatable Standard
Engagement Variance
New
Outcome is Validated, Best Practice, Standardised Services
38
Agenda
1 Who is Professional Services Engineering?
2 Why Is This Necessary?
3 What Are Our Current Offerings?
4 How Do We Create It?
5 What Are Our Current Offerings (part II)?
6 How Do You Get It?
39
Service Categories
40
SDDC Hybrid Cloud
VirtualisationMigration
BCDRCloud Automation
Coming Soon!
EUC
VirtualisationDesktop Migration
Mobility ManagementDaaS
Vertical Solutions
Operations Transformation
WorkshopsCloud Automation
Operations ManagementFinancial Management
EUC
Sales Materials
41
Customer-facing sales doc
Sales FAQ
Customer-facing presentation
Level of Effort Calculator
Delivery Materials
42
Project plan and methodology Delivery Reference Guide Workshop Templates
Sample Workflows Reference Architecture Knowledge Transfer Kits
Agenda
1 Who is Professional Services Engineering?
2 Why Is This Necessary?
3 What Are Our Current Offerings?
4 How Do We Create It?
5 What Are Our Current Offerings (part II)?
6 How Do You Get It?
43
Locating Services IP
44
Step 1
Step 2
Step 3
Services IP
45
Sales Materials
– Reference SOW
– Level of Effort Calculator
– Scoping guide
– Datasheet
Delivery Materials
– Service Kit
– Reference Architectures
– Methodology Materials
What Does This Cost?
46
47
Resources
• Partner Central:
– http://www.vmware.com/go/partnercentral
• Specific links for the tools:
– vSphere Optimization Assessment http://www.vmware.com/go/vsphereoptimization
– SDDC Deployment Toolkit – sdtfeedback@vmware.com
• Partner Central > Sales > Services IP > SDDC Deployment Toolkit
– Professional Services IP: Partner Central > Sales Tools > Services IP
48
THANK YOU!
• Q&A
• Feedback?
49
Recommended