1. © 2012 VMware Inc. All rights reserved Infrastructure Strategies in the Cloud Era Mike Brunner Director, US Mid-market Field Sales

2. Agenda 2 VMware – more than the world’s leading Hypervisor Updates from VMworld Cloud Whiteboard – Public, Private, Hybrid Software Defined Datacenter Journey to the Cloud – what we’re seeing across our customer base vCloud Suites MicroAge – VMware Premier Partner

3. 2012 Gartner Magic Quadrant 3 As of mid-2011, about 81% of installed VMs are VMware-based Gartner, June 2011 As of mid-2011, about 81% of installed VMs are VMware-based Gartner, June 2011

4. What You Missed at VMworld 2012  Official CEO Executive hand off Paul Maritz to Pat Gelsinger  Repeal of vRAM Pricing Priced per CPU – easy to license, install, use  vCloud Infrastructure Suite v5.1 The 1st solution for the software-defined datacenter that brings together the components customers need to build, operate and manage a cloud infrastructure

5. Your Cloud Vision - Whiteboard 5 AgilityCostComplianceSecurityControl Managed Leverage Existing Investments 60% Capex 30% Opex 80% Energy Secure & Compliant PrivatePublicHybrid Pooling Elasticity Automation Self-Service Existing Data Center Optimized Portable Scalable YOUR CLOUD

6. A New Approach to Cloud The Software Defined Datacenter

7. 7 Percentage of Fortune 100 companies using VMware software 100%

8. 8 Percentage of Global Fortune 100 companies using VMware software

9. 9 Worldwide VMware Customers 400,000+

10. The Customer Journey Phase 1: Server Virtualization Phase 1: Server Virtualization Using virtualization to deliver a solution that reduces TCO & produces a more efficient way of running applications in the data center

11. Policy Based Workload Management 11 Hardware Resources Managed Resource Pool Hardware Resources Managed Resource Pool Hardware Resources Managed Resource Pool vMotion Distributed Resource Scheduler (DRS) High Availability (HA) Fault Tolerance

12. Logical Security Networks 12 Hardware Resources Managed Resource Pool Distributed Network Resources DMZComplianceTenantVDI DMZ

13. The Customer Journey Phase 1: Server Virtualization Phase 1: Server Virtualization Using virtualization to deliver a solution that reduces TCO & produces a more efficient way of running applications in the data center Phase 2: Tier 1 Apps Phase 2: Tier 1 Apps Enhancing the virtual Converged cloud infrastructure to handle the demands of tier 1 applications – Automation, Performance, Availability, Compliance, & Control

14. 14 ~60% Percentage of the world’s x86 server workloads that are now virtualized (up from ~25% in 2008)

15. Business Critical Application Virtualization The Niche Apps (LOB apps, Tier 2 DB, etc.) The Easy Apps (infrastructure, file, print) Exchange SQL Oracle SharePoint Custom Java Apps 30% Virtualized >60% Virtualized SAP Accelerate App Time to Market Improve App Quality of Service Improve App Efficiency vSphere

16. 38% 43% 53% 25% 18% % of Workload Instances Running on VMware in Customer Base MS Exchange MS SQL MS SharePoint Oracle Middleware Oracle DB SAP Source: VMware customer survey, Jan 2010 and April 2011 interim results, Data: Total number of instances of that workload deployed in your organization and the percentage of those instances that are virtualized Jan 2010 …Customers Making Great Progress Apr 2011 42% 47% 67% 34% 28%

17. The Customer Journey Phase 1: Server Virtualization Phase 1: Server Virtualization Using virtualization to deliver a solution that reduces TCO & produces a more efficient way of running applications in the data center Phase 2: Tier 1 Apps Phase 2: Tier 1 Apps Enhancing the virtual Converged cloud infrastructure to handle the demands of tier 1 applications – Automation, Performance, Availability, Compliance, & Control Phase 3: Disaster Recovery Phase 3: Disaster Recovery Leveraging the virtualized Converged cloud infrastructure to deliver automated Disaster Recovery and enhance application availability

18. Automated Disaster Recovery  San Antonio Boardroom “We don’t care about business continuity or disaster recovery,... …as long as everything is up and available all of the time …”  Recovery after 2 days  Recovery after 2 weeks  What does a Disaster Recovery Plan look like? List of Virtual Machines and Priority Groups Order in which they are to come back online Dependencies

19. Automated Disaster Recovery 19 Hardware Resources Primary Virtual Datacenter Distributed Network Resources Hardware Resources Secondary Virtual Datacenter Distributed Network Resources Array-Based Replication Bi-Directional Support With Site Recovery Manager, replication is available both at the virtual machine level as well as the array level with third-party adapters. VM-Based Replication In the event of a disaster, your automated Site Recovery Manager run-book will execute to plan, ensuring that your critical applications are configured properly and powered on for continued business operations. Your automated run-book can be configured specifically to the needs of your business, with availability for bi-directional support.

20. Disaster Recovery Testing & Execution 20 Steps in Recovery Plan Status and Time Stamps Execution Plan Confirmation Messages Site Recovery Manager allows you to test your automated disaster recovery run-book quickly, easily, and during business hours.

21. The Customer Journey Phase 1: Server Virtualization Phase 1: Server Virtualization Using virtualization to deliver a solution that reduces TCO & produces a more efficient way of running applications in the data center Phase 2: Tier 1 Apps Phase 2: Tier 1 Apps Enhancing the virtual Converged cloud infrastructure to handle the demands of tier 1 applications – Automation, Performance, Availability, Compliance, & Control Phase 3: Disaster Recovery Phase 3: Disaster Recovery Leveraging the virtualized Converged cloud infrastructure to deliver automated Disaster Recovery and enhance application availability Phase 4: End User Computing Phase 4: End User Computing Moving from device management to end user management by leveraging a new set of solutions to provide better end user experience and productivity while maintaining security and compliance

22. The Way We Work is Rapidly Evolving OSACCESS APPS ACCESS: 37% use do-it-yourself tech 97% carry > 2 devices DEVICES: 2010 Shipments Tablets + Smartphones > PC 2015 shipments 1.1B cell phones, 300M tablets APPS: 2015 Mobile App Market $38B Sources: Morgan Stanley 2011, Gartner 2011, Forrester 2010, Pew 2011 DEVICES

23. VMware View for Desktop Virtualization Platform VMware vSphere for desktops Platform VMware vSphere for desktops User Experience PCoIP Print Multi-monitor display Multimedia USB redirection User Experience PCoIP Print Multi-monitor display Multimedia USB redirection Management VMware View Manager Vmware View Composer VMware ThinApp Management VMware View Manager Vmware View Composer VMware ThinApp

24. The Customer Journey Phase 1: Server Virtualization Phase 1: Server Virtualization Using virtualization to deliver a solution that reduces TCO & produces a more efficient way of running applications in the data center Phase 2: Tier 1 Apps Phase 2: Tier 1 Apps Enhancing the virtual Converged cloud infrastructure to handle the demands of tier 1 applications – Automation, Performance, Availability, Compliance, & Control Phase 3: Disaster Recovery Phase 3: Disaster Recovery Leveraging the virtualized Converged cloud infrastructure to deliver automated Disaster Recovery and enhance application availability Phase 4: End User Computing Phase 4: End User Computing Moving from device management to end user management by leveraging a new set of solutions to provide better end user experience and productivity while maintaining security and compliance Cloud: IT as a Service Cloud: IT as a Service Leveraging Highly Virtualized Infrastructure, Modern Development Approaches and Anywhere, Anytime Access by End Users

25. IT As a Service vCloud Director

26. VMware vCloud Director vCloud Director Introduces New Multi-tenant Resource Abstractions Secure Private Cloud Organization: MarketingOrganization: Finance Organization VDCsCatalogs Organization VDCsCatalogs VMware vSphere VMware vCenter Server Resource PoolsDatastoresPort Groups (Gold) (Bronze) Provider Virtual Datacenters (Silver) Users & Policies VMware vCenter Server

27. Operational Efficiency 27 Hardware Resources Managed Resource Pool Distributed Network Resources ImmediateActionableOptimized Performance issues in the infrastructure can be hard to pinpoint and correct properly without insight into your operations. Maintain current health and welfare, mitigate future risks, and optimize your environment with actionable dashboard analytics in vCenter Operations Manager.

28. Critical Application Management

29. The new vCloud Suite vSphere Enterprise+ Virtualization Platform vCloud Director IaaS & Hybrid Cloud Connectivity vCloud Connector vCloud Networking and Security Cloud Networking and Security vCenter Operations Management Suite Automated Operations Management for the Cloud vFabric Application Director Cloud-enabled Application Provisioning vCloud Suite Components of a Complete, Integrated Cloud Infrastructure Licensed exactly as vSphere: per-CPU  Unlimited vRAM, Unlimited VMs of each component on each vCloud Suite licensed CPU  Not a bundle – cannot break apart components of one license to run on multiple CPUs vCenter Site Recovery Manager Disaster Recovery Automation

30. vCloud Suite Edition Lineup $4,995$7,495$11,495 Cloud Infrastructure Price (per CPU, license only) Virtualization vSphere Enterprise Plus Virtualized infrastructure with policy-based automation vCloud Director & vCloud Connector Virtualized datacenters with multi-tenancy and public cloud extensibility vFabric Application Director Multi-tier application service catalog publishing and provisioning vCenter Operations Management Suite - Performance monitoring and alerting - Capacity planning, reporting, and optimization Standard vCloud Networking and Security Software defined networking, security, and ecosystem integration vCenter Infrastructure Navigator Application discovery, dependency mapping, and management vCenter Chargeback Manager Metered chargeback reporting and accountability vCenter Configuration Manager Configuration and compliance management of virtual infrastructure Operations Management Advanced vCloud Networking and Security Continuous firewall and network availability vCOps AdvancedvCOps Enterprise vCenter Site Recovery Manager Enterprise Automated disaster recovery planning, testing, and execution vCNS Advanced vCNS Standard vCenter SRM vCloud Suite Standard vCloud Suite Advanced vCloud Suite Enterprise

31. Through December 15 th

32.  Simplify your acquisition of VMware software through a standardized purchasing program.  Receive financial incentives when you purchase VMware products in volume with discounts on eligible license products.  Achieve budget predictability with discounts that are guaranteed for up to two years.  Register for free on our easy online portal: http://www.VMware.com/go/vpp- enrollhttp://www.VMware.com/go/vpp- enroll Volume Purchasing Program 32 LevelPoint RangeDiscount L1250-5994% L2600-9996% L31000-17499% L41750+12%

33. Move The Needle: Mid Market Industry Average vs. Peers Source: VMware Customer Benchmarking Study, World Wide Report, 8/2012 Average # of employees: 200

34. 34 ~125K Number of VMware Certified Professionals VCPs (up from ~25K in 2008)

35. 35 Only Premier with Headquarters in Arizona BC/DR, Desktop and Infrastructure Competencies Large VSP and VCP roster

36. 36

37. Summary 37 VMware’s Vision and Commitment to our Customers VMware’s Software Defined Datacenter Your Cloud Journey Partnership with MicroAge to help you execute

38. THANK YOU!