Federal Partner Enablement Day Featured Speakers: Bill Rowan, Vice President - Federal Sales; Jake Sidell, EUC Sales Specialist; Matt Cooley, Networking and Security Specialist; and Steve Tuomey, vSAN Storage Specialist
Sehar WahlaPartner Sales Manager – Federal
[email protected]: 703-889-9824
Wednesday, January 24, 2018
Agenda – January 24, 2018
CONFIDENTIAL 2
Time Session
10:00amIntroduction
Bill Rowan, Vice President - Federal Sales
Sales Track 1 Technical Track 1
10:15am
Server Virtualization:
vSphere & vSphere with Optimization Assessment (VOA)
Sehar Wahla, Partner Sales Manager (Carahsoft)
Server Virtualization:
vSphere & vSphere with Optimization Assessment (VOA) Demo
Nick Wager, VMware Technical Specialist (Carahsoft)
Sales Track 2 Technical Track 2
11:00am
End-User Computing (EUC):
Workspace ONE, Airwatch, & EUC Test Drive
Jake Sidell, Partner Sales Specialist- EUC
End-User Computing (EUC):
Workspace ONE, Airwatch, & EUC Test Drive Demo
Nick Wager, VMware Technical Specialist (Carahsoft)
11:45am Work Break/Working Lunch
Sales Track 3 Technical Track 3
12:00pm
Network Virtualization:
Securing The Digital Workspace
Matt Cooley, Networking and Security Specialist
Network Virtualization:
vRealize Network Insight (vRNI) Demo
Ethan Palmer, VMware Technical Specialist (Carahsoft)
Sales Track 4 Technical Track 4
12:45pm
Storage/Hyper Converged Infrastructure:
vSAN
Steve Tuomey, vSAN Storage Specialist
Storage/Hyper Converged Infrastructure:
vSAN
Ethan Palmer, VMware Technical
Specialist (Carahsoft)
1:30pmClosing Remarks
Sehar Wahla, Partner Sales Manager
Proprietary & ConfidentialCarahsoft Technology Corp.
Territory Update: Carahsoft Federal Sales TeamWill Jones
SVP - VMware703.871.8525
Chris HiebertDOD Sales Director
703.871.8565
Molly TomeviMarketing
Paige KeeneySr. Account Manager
703.871.8551
Jenny RyalsCIV Team Lead703.871.8682
William GraessleAccount Manager
703.230.7538
James MalgieriAcct. Representative
703.673.3571
Rafaela PinillosMarketing
Maggie WilderAcct. Representative
703.871.8623
DOC, OPM, Courts
Ethan PalmerTechnical Specialist
703.230.7542
DOS, USAID
HHS 2, DHA, VADOE, NASA
NavyAir Force
Brynne McMackinNavy Program Mgmt.
703.581.6709
James WellsAccount Manager
703.673.3528
Amanda PalmieriOrder Mgmt.
Lindsay ChilesMarketing
Aaron MatlockOrder Mgmt.
Sehar WahlaPartner Sales Manager
703.889.9824
Matt ModicaAcct. Representative
703.673.3571
Tina ChiaoCIV Sales Director
703.871.8579
Mason JollyAccount Manager
703.889.9751
Financials, HHS 1 Army
Steve KachelDefense Team Lead
703.230.7407
Defense Agencies
Braden VoorheesAccount Manager
703.889.9884
Peter PellicaniAcct. Representative
703.673.3589
DOJ/FBI/DHS
Daniel LockbaumSr. Account Manager
703.871.8538
Michelle CarlTeam Lead, Intel
Intel
Andrew OffenAcct. Representative
FSI
Daniela FioreAccount Manager
703.230.7459
Independents
Independents, Legislative, DOI
Dillon CoxAcct. Representative
703.581.6606
Brandon Toye
Army Support
Ebtehal Al ShamiChannel Marketing
Kathleen O’Connor Acct. Representative
Proprietary & ConfidentialCarahsoft Technology Corp.
LIVE! Weekly Customer Facing SDDC Assessment Webcasts Hosted by Carahsoft
vSphere Optimization Assessment (VOA)
– Available every Tuesday at 11:00AM and 2:00 PM ET
– Full Customer Delivery, Install & Support by Carahsoft – for Free!
– The vSphere Operations Assessment is a best-practice assessment that shows how to proactively address the health, performance, and capacity management of IT services through automated datacenter operations.
Hands-On Look at VMware vRealize Network Insight
– Available every Thursday at 11:00AM ET
– A free NSX network assessment to help customers visualize datacenter traffic flow instantly with a more comprehensive analysis over 1-3 days.
– VMware understands that traditional network management tools are inadequate for modern virtual networks. Administrators require tools that can cross both virtual and physical networks for fast troubleshooting, repair, and planning. This need is what VMware vRealize Network Insight (vRNI) aims to solve.
End-User-Computing (EUC) TestDrive
– Available every Wednesday at 2:00PM ET
– A free 5-day demo of the entire EUC portfolio – Horizon, AirWatch, and Workspace ONE
– The EUC TestDrive is a hands-on demo that shows how the Workspace Suite allows Any App, to function on Any Device, at Any Location –while still maintaining security compliance in the customer’s actual environment
vSphere Optimization Assessment (VOA)Full Customer Delivery, Install & Support – for Free!
What is it?
A best-practice assessment that showscustomers how to proactively address health,performance and capacity management of ITservices through streamlined and automateddatacenter operations.
Benefits:
• Re-engage with your vSphere install base
• Fast entry into new accounts positioning vSphere with Operations Management, vRealize Operations, or even vRealize/vCloud Suite
• Cements your role as valued business trusted-advisor
• Creates services attach
How Does it Work?
• ENGAGE your customer (targets 50+ VMs and/or at least 3 nodes), explain the value of visibility and control through vSOM, vROps, vRS/vCS
• INSTALL vROps eval, choose the best-fit through a VOA flexible customer schedule time between 5-30 days to monitor and run reports
• SHOW customer the savings they can gain using our easy Assessment Reports & Templates
• SELL easily and quickly because you’ve solved customer problems
Everything You Need
• Located in Partner Central
• http://www.vmware.com/partners.html
• Training Videos
• Partner Testimonials
• Campaign Materials
• Sales Tools, Use Cases
• Email Templates
• Customer Assets
• Impactful Assessment Reports & Templates
Virtual Network AssessmentTransformative Operations for NSX based Software-Defined Data Center
Optimize Network
Performance with 3600
Visibility & Analytics
Offers Best Practices,
Health and Availability of
NSX Deployment
Plan Micro-Segmentation
Deployment and Audit
Security Compliance
Across Virtual, Physical and Cloud
EUC Test Drive
What is it?A free trial-run of all the various products contained within Workspace ONE.
You’ll be able to see VMware’s portfolio in action, both virtually and realistically, to determine whether the ROI is high enough for your EUC needs.
How Does it Work?Via a cloud-hosted environment, you’ll have anytime, anywhere access to your demo!
• Enroll in the TestDrive portal by contacting me.
• View the real data collected from your environment
• Hands On feel for product, with the ability to get a feel for the benefits of Workspace ONE
Confidential & Proprietary
In just one week, the tool can:
- Collect data from your existing vSphere
storage environment, and
- Generate technical and business
recommendations needed for Virtual SAN
Install Show Purchase1)Identify VMs for Virtual SAN –Hybrid or All Flash
2)Sizing and hardware recommendations
3)TCO analysis and comparison
Benefits
www.vmware.com/go/VSANassessment
vSAN Assessment
Get Rewarded For Uncovering an Assessment
$200 for the first FOUR partners to REGISTER an assessment opportunity:
– vSphere Optimization Assessment (VOA) – 1 GIFTCARD AVAILABLE
– End User Computing (EUC) Test Drive– 1 GIFTCARD AVAILABLE
– Virtual Network Assessment (VNA) – 1 GIFTCARD AVAILABLE
– vSAN Assessment– 1 GIFTCARD AVAILABLE.
*ORAN must be submitted by May 2nd, 2018, and a copy of approved ORAN, and Assessment Proof of Delivery must be sent to [email protected] to be eligible for gift card. Only one gift card per partner company.
And…
Stick around today for a chance at winning one of TWO $200 gift cards being raffled
Aligning Higher Discounts to Partner Investment
How to Identify New VMware Opportunities within your Existing Customer Install Base: vSphere Optimization Assessment (VOA)
Sehar WahlaFederal Partner Sales Manager
[email protected]: 703-889-9824
Ethan PalmerVMware Technical Specialist | [email protected]: 703-230-1724
Who we are looking to talk to…
12
• Minimum Target Customer Core Criteria:
– Already running a minimum of 3 hosts or 50+ VM’s
– vSphere Standard, Enterprise, or Enterprise+ installed
• Situations for when a customer would want to enroll in a vSphere Customer Optimization assessment:
– New or Existing IT Projects:
• Is your customer adding new VMs? Purchasing new server or storage hardware? Are they in the middle of a datacenter refresh? Have they recently attempted to consolidate their datacenter environment?
– Lack of a comprehensive IT alerting system / datacenter management tools:
• Does the customer the use vCenter to monitor their environment? Are they having trouble tracking or configuring the minute details of their datacenter? Do they want or need to be automatically notified if a critical issue has occurred? Would they like the ability to more easily monitor their entire datacenter environment from a single pane of glass?
– Lack of visibility to in datacenter assets:
• Would the customer be interested in the ability to right-size their environment and save $$$ by reducing resource waste?
– Need for better datacenter reporting
• Does the customer need a more professional reporting tool that easily can and more comprehensively examine the Configuration, Performance, and Capacity of their entire datacenter environment– especially to help justifying new IT recommendations to executive level management?
Any Device Business Mobility: Applications | Devices | Content
Any Application Traditional | Cloud Native
One Cloud Software-Defined Datacenter (SDDC)
Cloud Management Platform
1 vRealize Suite components2 Included with vSphere Ent+
Compute Networking
& SecurityStorage Hybrid Cloud
Virtual / Cloud Infrastructure
vRealize Automation1
VMware IntegratedOpenStack (VIO)2
vRealize Operations1
vRealize Log Insight1
vRealize Network
Insight (Arkin)
vRealize Business1
DevOps
Extensibility
vRealize Code Stream
Management Packs
Cloud Management is a Key Part of the SDDC
Intelligent Operations
Meet SLA Commitments Use Resources Efficiently Provide a Unified View
VMware’s Approach to Intelligent Operations
• Understand capacity usage and constraints across the environment
• Be alerted to risk of capacity shortfalls for deployed workloads
• Model future needs and plan for additional capacity
Capacity
• Leverage workload placement analytics to optimize use of resources
• Continuously cost infrastructure to support financial decision making
• Compare private vs public cloud costs when determining best placement
Resource
Optimization
Performance and
Availability
• Predictive analytics and smart alerts eliminate alert storms
• Intuitive dashboards unify management across infra and apps; hybrid clouds
• Log analytics provide meaningful insights into app and infra performance
What’s a VOA, What’s new, How VOA can help to open door in your next SDDC deal?
vSphere Optimization Assessment (VOA)
What is it?
A best-practice assessment that showscustomers how to proactively address health,performance and capacity management of ITservices through streamlined and automateddatacenter operations.
Benefits:
• Re-engage with your vSphere install base
• Fast entry into new accounts positioning vSphere with Operations Management, vRealize Operations, or even vRealize/vCloud Suite
• Cements your role as valued business trusted-advisor
• Creates services attach
How Does it Work?
• ENGAGE your customer (targets 50+ VMs and/or at least 3 nodes), explain the value of visibility and control through vSOM, vROps, vRS/vCS
• INSTALL vROps eval, choose the best-fit through a VOA flexible customer schedule time between 5-30 days to monitor and run reports
• SHOW customer the savings they can gain using our easy Assessment Reports & Templates
• SELL easily and quickly because you’ve solved customer problems
Everything You Need
• Located in Partner Central
• http://www.vmware.com/partners.html
• Training Videos
• Partner Testimonials
• Campaign Materials
• Sales Tools, Use Cases
• Email Templates
• Customer Assets
• Impactful Assessment Reports & Templates
www.vmware.com/go/vsphereoptimization
The vSphere Optimization Assessment Opens Doors!
Introducing Customers into the SDDC Journey
• vROps is the technology foundation that allows to achieve the IT Outcomes of “Streamlined and Automated Data Center Operations”
• VOA assessment (based on vROps) will give you the possibility to engage at early stage of your customers’ sales cycle with a methodology to build a case for intelligent operations within their datacenter
Sell more servers
• Right sizing virtual machines leads to predictable growth and server refresh cycles
• Project modeling help customers forecast and plan for growth
Sell more storage
• Capacity trend analysis leads to forecast-able storage purchases
• Project modeling help customers forecast and plan for growth
Sell more professional Services
• Build custom dashboards for infrastructure and application monitoring improving SLAs
• Cloud migration recommendations and services
Qualification Process for PartnersTo identify the best-fit schedule time based on customer’s environment/outcomes
As with any Proof of Concept, there’s a resource investment required on both ends for VOA
Gain a clear understanding of the customers’ pain points and desired outcome
Make sure vRealize Operations is the right solution for your customer
Showcase 3 stages of VOA sample reports
Discuss and agree on exactly what you are going to deliver in the POC
Keep your sales counterpart involved from the beginning
Benefits for Partners:
• Gives you a compelling reason to upsell your “naked” vSphere install base to vSphere
with Operations Management (vSOM) or vRealize Suite (vRS)
• Opens up more hardware/software sales, services, and consulting opportunities as you
identify new business optimization options
• Reinforces your VMware trusted advisor role to existing accounts
• Makes closing the deal fast and easy because the customer-data collected is so
compelling
How VOA delivers Business Value to your customers
In high-density environments customers still purchase vR Ops/vSOM for the value:Better visibility, proactive management and increased automation
Cost savings calculations based on actual customer data after a vSphere Optimization Assessment (VOA)
Run VOA VOA Findings Estimated Savings
Cloud Management Market OpportunityWhy You Should Care
Why Partners should care about Cloud Management
1 Source: Worldwide Cloud Systems Management Software Forecast 2015-2019, IDC, July 2015;
2 Results from VMware vSphere with Operations Management Customer Benchmark Study by Management Insights, comparing the added benefits of vSphere with Operations Management over vSphere.
3) Terms & Conditions apply, see Partner Central for complete details
34% Incentives 3– +22%
over vSphere
28.9% market growth1
78%of customers achieve
full ROI on cost of
upgrade in 3 months2
$8B+market
opportunity1
SDDC gives you a Powerful Framework for Customer-Centric Storytelling
• Abstracts the SDDC products and services into the outcomes that customers care about
• Simplifies SDDC Explanations to a Broader Audience
Provides the Ability to have both Forest and Tree Conversation
• Business buyers understand the “forest” story and context.
• Technical gatekeeper, or product people, understand the “tree” story.
Helps You Monetize the SDDC Opportunity Faster
• Once you get the customer to care early on, buy-in becomes easier.
Why your customers care?
Maximize utilization with capacity monitoring analytics across compute, network, and storage and automate reclamation and rightsizing
Gain visibility into virtual + physical environments
Proactively identify and remediate issues with predictive analytics and smart alerts
Policy-based automation for IT operational processes, standards, capacity, and storage provisioning
Optimize resource utilization through a unified console
Designed for your business, for
better insights, and for better IT
Executing the Process
Progression of a VOA
• Initial Outreach: After determining a list of target customers, reach out to create interest and schedule a Q&A with a technical expert
• VOA Primer: Answer customer questions, highlight the benefits of the free VOA, and either schedule a VOA demo for further education or move straight into the VOA
• VOA Demo: Walk customer through the vRealize Operations appliance, answering questions and highlighting practical features
• VOA Install: Schedule a one-hour installation (online or on-site) with a technical resource to walk the customer through properly standing up the appliance – can either be delivered by Carahsoft on your behalf or by your own team of technical experts
• VOA Report Review: One month of after installation, schedule a follow-up appointment with the same technical resource to review the results of the assessment and demonstrate the value of the VOA
• Deliver a Quote based on detailed information learned through the VOA.
• Close the Opportunity!
26
VOA - Setting Expectations
• Understand pain points
• Is vROps the right solution?
• Is eval needed vs. HOL, etc?
• Understand time & resources required on both sides
• Uncover competition
• Consider timing
• Gain decision-maker level sponsorship
• Agree on high-levelobjectives
• Remote or Onsite?
• Short or Long eval?
• Set clear goals and deliverables
• Confirm a date to present findings to decision-makers
• Document and sign mutually agreed expectations
• Prevent “scope creep”
• Review tech requirements
• Outline required resources
• Agree on start & end date
• Install required components
• Stick to the plan
• Run product generated VOA reports
• Document & prioritize findings
• Collect screenshots for custom PPT (optional)
• Create customized PPT (optional)
• Present results to decision makers
Qualify Define Deliver
VOA Deployment Methods
One-on-One Remote:
The most scalable option but not as personal. Great for getting products installed and configured & for confirming evaluation requirements
One-on-One Onsite: Step by step detailed installation and scoping with the customer. Best method for discovering services and other potential opportunities
One-to-Many Event:
Use a workshop style event to walk customers through remotely installing the vApp. This is a great way to cast a wide net. Then follow up 1x1 after data collection.
Key Deliverable: Optimization Assessment Report
Touch# 1
Configuration
Report
Touch #2
Performance
Report
Capacity Report
Most Impactful Report
Driving product conversations
vSOMvROps
vRS
Engage with a VOA installation as soon as possible in the sales cycle:• Ensure Success• Bigger Deal
Increase Value with vRealize Log Insight:• Helps you sell
vSphere with Operations Management and vRealize Suite
Touch #3
Appointment Set
Up
• Set up Webexmeeting with your SE
• Present the capacity report and overall assessment recommendations as your selling motion
Partner
Logo
Partner
Logo
Partner
Logo
What’s Your Investment?Making VOA Successful
What is your effort requested* ?
Low
• Remote install and collection
• Low touch Sales and SE engagement model
• Out of the box
• Nothing custom
Medium
• Remote/Onsite install and collection
• Low touch Sales and SE engagement model
• Out of the box functionality
• Limited customization
High
• Onsite install and collection
• High touch Sales and SE engagement model
• Limited customization specific to the customer need
• Perhaps another component of the full suite
2-3 hours 4-5 hours 4-8 + hours
* Estimated total time investment required to execute the VOA
So What’s in it for You?Besides selling more VMware….
ADVANTAGE+ADVANTAGE+ ELA
Preferred
Enhanced Rewards
Solution Provider Premier and Corporate
Resellers
Solution Provider Enterprise
Solution Provider Professional
Old Program New Program – Launched Q3
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%
Target SDDC stack products and value
What is a potential VMware product outcome from the
VOA?
Start by positioning the SDDC. Then drive up
the stack!
Demonstrate Visionary leadership!
Number of
processors
upgraded from
vSphere Ent+
10 20 30 100
vSOMEnt+
$9,900 $19,800 $29,700 $99,000
vRealize
SuiteStandard
$37,450 $74,900 $112,350 $374,500
List prices only. NOT including SnS which adds additional margin opportunity
Register the opportunity in Ad+
• Partner must register the opportunity in Ad+
• Fill in “Project Name” with code = VOA-INSTALL
VOA-INSTALL
36
Get Started Today!
www.vmware.com/go/vsphereoptimization
Partner Central>Sales>Accelerate>Assessments
ENGAGE
• Learn Get your Management Operations VSP/VTSP
• Review PartnerCentral VOA Page
Take the VOA Hands-on Lab (HOL)
• Earn the new VOA Sales & Tech Badges
• Plan demand generation campaigns & events
• Identify Top 10 target customers “naked vSphere” or 50+ VMs
INSTALL
• Download The Technical Toolkit and VOA license keys
• Install The trial product at your customer site and define the VOA flex delivery
• Register The opportunity in Ad+ using code VOA-INSTALL in the Project field
• Submit Proof of Install to get Sales Region*/PartnerIncentives
SHOW
• Generate Reports from the product Reports tab
•Touch #1 Configuration
•Touch #2 Performance
•Touch #3 Capacity
• CreateExecutive Summary PowerPoint
SELL
• Set Up Final sales meeting; explain data
• PrepareRecommendation and Quote
• Close Deal
• Report Closed Won
• Get Sales Rewards*• *Not available in al regions
• Repeat process for next customer!
Call To Action
1. Identify Customers With:
– Already running a minimum of 3 hosts or 50+ VM’s
– vSphere Standard, Enterprise, or Enterprise+ installed
2. Invite Your Customer to Carahsoft’s Weekly Assessment Demos
3. Target Your Renewal Base via the Carahsoft Renewal Upsell Program
4. Register Via Advantage + Deal Registration Program
5. Be the 1st to register a VOA Assessment opportunity and win a $200 gift card
www.vmware.com/go/vsphereoptimization
Partner Central > Sales > Accelerate > Assessments
Thank YouEthan PalmerVMware Technical Specialist, VCP5-DCV, [email protected]: 703-230-7542
VMware Partner TeamVMware Team: 703-871-8585
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