1. © 2012 VMware Inc. All rights reserved Confidential VMware Sales Byte Virtualization Expansion for Simplified Desktop Management

2. 2 Confidential VMware Sales Byte Overview Customer ChallengePartner OpportunityVMware Solution OverviewCustomer ProfileNext Steps

3. 3 Confidential Desktop Challenges For IT How do I manage all of these new devices and apps? 43% of workforce using 3+ devices Large number of images to manage How do I manage all of these new devices and apps? 43% of workforce using 3+ devices Large number of images to manage How do I secure IP and data & maintain compliance? $459K/year spent due to lost/stolen data and endpoints Only ½ of personally owned devices are encrypted Only 20% of personally owned devices are running anti- malware software How do I secure IP and data & maintain compliance? $459K/year spent due to lost/stolen data and endpoints Only ½ of personally owned devices are encrypted Only 20% of personally owned devices are running anti- malware software How do I contain costs? ~6-10 hours to provision a new desktop Helpdesk calls consume over 50% of all inbound calls 80% of time just spent managing endpoints How do I contain costs? ~6-10 hours to provision a new desktop Helpdesk calls consume over 50% of all inbound calls 80% of time just spent managing endpoints

4. 4 Confidential Desktop Challenges For Users Performance is a factor Log on times for older PC (8 yrs+) can take several minutes Accessing files across the WAN can be slow and cumbersome Performance is a factor Log on times for older PC (8 yrs+) can take several minutes Accessing files across the WAN can be slow and cumbersome Impact to productivity Average downtime per user per year is ~5.9hr or $340/employee in lost productivity New application requests can take weeks to fulfill Impact to productivity Average downtime per user per year is ~5.9hr or $340/employee in lost productivity New application requests can take weeks to fulfill Traditional desktop model too rigid Mobile workers lose 1h/day of productivity having to come back to the office for paperwork. Traditional desktop model too rigid Mobile workers lose 1h/day of productivity having to come back to the office for paperwork.

5. 5 Confidential Desktop Challenges Are Not Going Away Sources: Gartner 2012, Morgan Stanley 2012, IDC 2012, Forrester 2013, IDC 2011, Dimensional Research 2013 IT works nights & weekends to perform maintenance without impacting users For every $1 spent on hardware an additional $3 is spent managing In Person Support is the largest category of IT support cost 75% customers will be on Win7 by the end of 2013 84% use desktops 63% use laptops 84% use desktops 63% use laptops PC refresh plans are constant

6. 6 Confidential Partner Opportunity Simplify Desktop Management VMware Horizon View – virtualize to simplify desktop and application management, increase security and control VMware Horizon Mirage – centralize to simplify desktop image management Simplify Desktop Management VMware Horizon View – virtualize to simplify desktop and application management, increase security and control VMware Horizon Mirage – centralize to simplify desktop image management Complimentary VMware Solutions vCenter Operations Manager for View Complimentary VMware Solutions vCenter Operations Manager for View $ Other Technologies & Opportunities Server, Storage, Network, Load Balancer, VPN solutions Infrastructure branch offices: Servers, Storage, Network, etc… Professional Services/Consulting/Installation & Configuration/Migrations Managed services (e.g. health monitoring, risk assessment, capacity planning & patch management) Other Technologies & Opportunities Server, Storage, Network, Load Balancer, VPN solutions Infrastructure branch offices: Servers, Storage, Network, etc… Professional Services/Consulting/Installation & Configuration/Migrations Managed services (e.g. health monitoring, risk assessment, capacity planning & patch management)

7. 7 Confidential Centrally managed deployed on devices Datacenter hosted virtual desktops Horizon View Horizon Mirage Security Remote & Roaming Access Offline Flexibility Native Performance Synchronization Horizon View & Mirage Transform Windows Desktops Thin/zero clientsTabletsPCsLaptopsMacs

8. 8 Confidential Deliver: Empower your workforce with secure, roaming access to your same desktop across devices Broker: Manage and secure virtual desktops from a single admin console while removing data off endpoints Horizon View Virtualizes Desktops Into A Central Service Transform: Simplify desktops and apps into the datacenter with virtualization

9. 9 Confidential Streamline Desktop Management Fewer desktop images to manage Provision desktops in minutes not hours Single admin console to simplify desktop management Streamline application patches & updates Enhance Security & Compliance Secure brokering and management to other platforms Simplify Antivirus deployment and management Ensure secure local and remote access Simplify Desktop Delivery and Improve Control For IT Reduce Desktop Management Costs Reduce helpdesk calls Reduce cost and complexity of migrations

10. 10 Confidential Improve End User Experience Improved Flexibility Mobility with access across locations like in the office, at home or on the go Consistent user experience across devices like desktops, laptops and tablets Improved Performance Consistent desktop performance across locations Native desktop experience with support for multi- media, 3D, USB, unified communications, etc… Ability to personalize the desktop environment Improved Service Levels Impact of downtime is minimized or eliminated Faster response times from IT

11. 11 Confidential Horizon View Solutions Address Key Use Cases Policy-driven access to applications and data across locations and devices-including BYOD Mobile-Secure Desktop Streamlined, secure access to telephony and compute for offshore or outsourced employees Business Process Desktop Central image management and WAN optimization for remote and branch offices with less than 250 employees Branch Office Desktop Highly available access to data and applications for employees that require zero downtime Always On Desktop

12. 12 Confidential VMware Competitive Advantage Tight integration with VMware vSphere Leverage existing infrastructure knowledge Common tools to manage across virtualized server and desktop environments Higher consolidations ratios and storage enhancements = less cost End-to-end desktop management Only VMware can support virtualized machines, physical endpoints and unmanaged VMs to help you streamline image management and enhance workplace productivity Greater Customer Value 19% fewer servers and 42% less storage than Citrix XenDesktop 30-67% less than XenDesktop VDI, Enterprise, or Platinum. vFast Track Reference Architectures - Well understood, tested and validated solutions significantly reducing cost and time to deployment * * See the Technical Resource section at http://www.vmware.com/go/viewhttp://www.vmware.com/go/view

13. 13 Confidential Customer Profile – VMware Desktop Solutions Who to talk to Decision Maker: Head of IT Influencers: CIO/CSO, Server/Desktop teams, VMware champion Key Industries: Healthcare, Gov, Financial, Education What to look for Customers with: Minimum of 250 desktops Existing VMware vSphere environment Challenges managing desktops (resources & cost) BYOD and/or Multi-device users Compliance requirements Questions to ask Do you find it challenging to effectively manage your desktops? Do employees use their own devices for work? What is your plan to reduce desktop support costs? How do you secure data on laptops and tablets?

14. 14 Confidential Initiatives Driving Desktop Projects Workforce or Business Transformation Initiatives Bring Your Own Desktop (BYOD) Workplace mobility Outsourcing & offshoring Workforce expansion Workforce or Business Transformation Initiatives Bring Your Own Desktop (BYOD) Workplace mobility Outsourcing & offshoring Workforce expansion Reduce IT Burden/Reduce OpEx & CapEx Reduce maintenance and provisioning costs Extend desktop lifecycles Simplify OS and device migrations Improve and simplify disaster recovery Reduce IT Burden/Reduce OpEx & CapEx Reduce maintenance and provisioning costs Extend desktop lifecycles Simplify OS and device migrations Improve and simplify disaster recovery Security and Compliance Mandates Regulatory standards (HIPAA, SYPR, PCI) Protecting sensitive data on distributed, contractor or offshore desktops Security and Compliance Mandates Regulatory standards (HIPAA, SYPR, PCI) Protecting sensitive data on distributed, contractor or offshore desktops

15. 15 Confidential Target Verticals and Key Opportunities Government US Federal Data Center Consolidation Initiative goal to consolidate 1,186 data centers by 2015 Education 15% attach with vSphere-high propensity to buy. Many have one-to- one student to PC mandates that they cant afford to hit Financial Mean average of 45% of servers virtualized, the highest across any industry Healthcare EHR compliance required by 2015 with penalties kicking in by 2016 in the US

16. 16 Confidential Horizon View Pricing and Packaging Overview Horizon View BundleAdd-on Add-on to Bundle Upgrade vSphere Desktop Target Customer Those who want all components for an end-to- end deployment Those who want to use existing vSphere and vCenter Those with View Add- ons wishing to upgrade to the full bundle Those who want to use a 3 rd party broker vSphere Desktop vCenter Standard Desktop View Manager View Composer Persona Management Local Mode vShield Endpoint ThinApp Suite Pricing per Concurrent User $250$190$70$65

17. 17 Confidential Horizon Mirage Pricing and Packaging Overview Horizon Mirage Migration Project Term License Upgrade: Term to Perpetual Mirage ThinApp Fusion Pro Pricing per Named User $150$80$77

18. 18 Confidential Next Steps Keep up with the latest from the VMware VMware SMB Blog - http://blogs.vmware.com/smb VMware SMB on Twitter - @VMwareSMB VMware EUC Blog - http://blogs.vmware.com/euc/ Keep up with the latest from the VMware VMware SMB Blog - http://blogs.vmware.com/smb VMware SMB on Twitter - @VMwareSMB VMware EUC Blog - http://blogs.vmware.com/euc/ Leverage Current Promotions Use the VMware Promotion app on your mobile device Point your browser to: www.vmware.com/go/promoappwww.vmware.com/go/promoapp Leverage Current Promotions Use the VMware Promotion app on your mobile device Point your browser to: www.vmware.com/go/promoappwww.vmware.com/go/promoapp Prepare for the customer conversation Print out the EUC Value Prompters Get the Sales Toolkit - www.vmware.com/go/salesbytes Identify a customer to walk through an EUC Conversation Prepare for the customer conversation Print out the EUC Value Prompters Get the Sales Toolkit - www.vmware.com/go/salesbytes Identify a customer to walk through an EUC Conversation