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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!
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