Introducing VMware Site Recovery Manager Jon Bock, Sr. Product Marketing Manager February 5, 2008

Disaster Recovery Market Opportunity Market Size Estimates Organizations spend >$5B annually on disaster recovery software Total disaster recovery spending expected to reach $23.3B by 2012 (Frost & Sullivan) 39% of executives polled gave their plans a letter grade of C or worse (Harris Interactive) Replication $2.3B Disaster Recovery $5B Data Protection Clustering $2.7B $1.6B Source: IDC 2006 estimates

Requirements for Disaster Recovery Minimize Downtime Minimize Risk Control Cost 93% of companies that lost their data center for ten days or more due to a disaster filed for bankruptcy within one year of the disaster. --National Archives and Records Administration 92% of users surveyed acknowledged that their companies would face serious consequences if they had to implement their disaster recovery plans. --Dynamic Markets Ltd. 73% of executives expressed concern with the costs associated with maintaining a secondary data centre --Beacon Technology Partners Key Points: Disaster recovery is a must-have for organizations However, organizations generally find it difficult to achieve the levels of disaster recovery protection that they need—they find it difficult to ensure rapid recovery, eliminate the risk that recovery will fail to meet requirements, and providing disaster recovery protection at an acceptable cost Script: We’re all aware that having an effective disaster recovery plan is no longer a luxury for organizations. For one, organizations want to minimize downtime. They are aware that the consequences of extended downtime can be severe, not only in terms of lost business and lost productivity, but for many smaller businesses even in terms of the survival of the organization. Organizations are also looking to minimize risk. Not having a disaster recovery plan introduces an unacceptable level of risk for an organization. But as indicated by the survey mentioned here, just having a disaster recovery plan doesn’t eliminate that risk if you can’t be certain that the plan is reliable. And organizations continue to look to control costs. Traditional disaster recovery plans are often limited in scope because of the cost—the cost associated with building and maintaining a recovery site, the cost associated with training in disaster recovery processes, the cost associated with testing disaster recovery processes, etc. In sum, even though everyone realizes the importance of having an effective disaster recovery plan, organizations find themselves hard-pressed to achieve the level of disaster recovery protection that they need. Effective disaster recovery is a business imperative, but is very difficult to achieve

Traditional Disaster Recovery Challenges Failure to meet continuity requirements Recovery takes days to weeks Recovery tests often fail Significant IT time and resources consumed Complex recovery processes and infrastructure Dependent on perfect training, documentation, and execution ? ? ? ? ? ? Disaster recovery is at the core of IT service continuity. Traditional disaster recovery plans depend on a very complex set of processes and infrastructure: duplicate datacenters, duplicate server infrastructure, processes for getting data to a recovery site, processes for restarting servers, processes for reinstalling operating systems, and so on. Because disaster recovery can be some complex, organizations often find themselves unable to provide good protection to more than a privileged few of their production workloads, leaving other workloads (e.g. file/print servers, internal web servers, departmental applications) unprotected or poorly protected. Because of the complexity of disaster recovery plans and infrastructure, organizations are heavily dependent on significant amounts of personnel training, on the accuracy and completeness of thick paper “runbooks” that document the recovery process, and on perfect execution of the recovery process when an outage does occur. Because testing is disruptive and expensive, organizations have a limited ability to ensure that all of their training, documentation, and execution is practiced and can successful recover their IT services. As a result of these challenges, tests of recovery plans often fail; basic recovery of critical workloads – if successful at all – often takes days or weeks; and a significant amount of IT time and resources are consumed by managing and maintaining recovery plans. In short, most firms fail to meet the continuity requirements set by their organizations. ? ? 4

VMware Vision for Disaster Recovery Rapid Automate recovery Eliminate failures due to hardware dependencies Eliminate slow manual recovery steps Reliable Enable easier, more frequent testing Turn manual, inconsistent processes into pre-programmed, repeatable processes Manageable Centralize and simplify management of recovery plans Make disaster recovery protection a property of virtual infrastructure Key Points: VMware’s goal is to leverage virtualization to make disaster recovery rapid, reliable, manageable, and affordable As we’ll demonstrate in the remainder of this presentation, VMware virtualization solutions make it possible to address many of the challenges of traditional disaster recovery Script: VMware’s goal is to make disaster recovery rapid, reliable, manageable, and affordable. VMware has made and is continuing to make significant investments in ensuring that the VMware platform is the safest place to run applications, including the best platform on which to provide disaster recovery protection. The key elements required in that vision for disaster recovery: Rapid recovery: virtualization makes it possible to automate recovery, eliminate failures due to hardware dependencies, and tie together different components of disaster recovery protection that were extremely difficult or impossible in traditional physical disaster recovery solutions Reliable recovery: virtualization also enables disaster recovery solutions that are easier to test more frequently, and it makes it possible to turn the complex and manual processes common in traditional disaster plans into automated processes that are easily maintained as part of your virtual infrastructure Manageable recovery: VMware has a unique opportunity to make disaster recovery more manageable by making disaster recovery an integrated part of how you manage your environment, not just an add-on that you try to fit on top of and in with your infrastructure Affordable recovery: VMware provides a dramatically more affordable platform for disaster recovery by reducing not only the hardware costs (by providing easy consolidation and hardware independence so that you don’t need an identical recovery site) but also the management costs associated with maintaining a disaster recovery plan Affordable Eliminate need for an identical recovery datacenter Eliminate idle recovery hardware Eliminate dependencies on physical infrastructure

Disaster Recovery is Driving VMware Adoption

Introducing VMware Site Recovery Manager Site Recovery Manager leverages VMware Infrastructure to transform disaster recovery Simplifies and automates disaster recovery workflows: Setup, testing, failover, failback Turns manual recovery runbooks into automated recovery plans Provides central management of recovery plans from VirtualCenter Key Points: VMware is building on the core properties of VMware Infrastructure that make it so useful for disaster recovery with a new product—VMware Site Recovery Manager Site Recovery Manager is a product that simplifies and automates disaster recovery Site Recovery Manager helps organizations to directly address the challenges of disaster recovery that were mentioned earlier: meeting RTO requirements, reducing cost, and reducing risk Site Recovery Manager is a separate product from VMware Infrastructure Script: VMware has been working to leverage the disaster recovery features and capabilities of the VMware Infrastructure platform with a new product developed specifically for disaster recovery. This new product will simplify and automate the key elements of disaster recovery: setting up disaster recovery plans, testing those plans, executing failover when a datacenter disaster occurs, and failing back to the primary datacenter. This new product, VMware Site Recovery Manager, will make it possible for customers to provide faster, more reliable, and more affordable disaster recovery protection than previously possible. Although not a part of VMware Infrastructure, Site Recovery Manager works closely with VMware Infrastructure to manage and automate disaster recovery for virtual environments.

VMware Infrastructure Key Components Site Recovery Manager Manages and monitors recovery plans Tightly integrated with VirtualCenter VirtualCenter Site Recovery Manager VMware Infrastructure Requires ESX Server 3.0.2 or later Requires VirtualCenter 2.5 or later Virtual Machines VMware Infrastructure 3rd-Party Replication Integrated via replication adapters Replication adapters certified and supported by replication vendor Servers Key Points: Site Recovery Manager installs a DR management service alongside VirtualCenter that tightly integrates with VirtualCenter Site Recovery Manager also requires that third-party storage-based replication (also known as array-based replication) be installed and configured Script: When Site Recovery Manager is installed, it installs a management service that takes care of managing, updating, and executing disaster recovery plans. This service links very tightly with VirtualCenter. It can even be installed on the same server (or VM) as the VirtualCenter management server. Site Recovery Manager relies on third-party storage-based (also called array-based) replication to replicate the data on disk to the recovery site. Site Recovery Manager communicates with the 3rd-party replication via storage replication adapters that plug into Site Recovery Manager and are certified and supported by the storage replication provider. Note that Site Recovery Manager 1.0 is not designed to be able to use server-based (also called host-based) replication software. Site Recovery Manager is targeted to work with a broad set of storage replication systems, both iSCSI and FibreChannel SAN. Customers should work with their storage vendor to ensure that replication adapters for that system’s replication software are available. VMware will also communicate to customers when adapters for specific storage platforms are available. New support for FC and iSCSI arrays can be added by VMware and partners asynchronously without waiting for a new release of Site Recovery Manager since the adapters are plug-ins to Site Recovery Manager. Storage Partner Replication

Protected virtual machines VMware Infrastructure VMware Infrastructure Key Components Production Disaster Recovery VirtualCenter Site Recovery Manager Site Recovery Manager Site Recovery Manager VirtualCenter Virtual Machines Virtual Machines Protected virtual machines VMware Infrastructure VMware Infrastructure Servers Servers Key Points: Site Recovery Manager requires a running VirtualCenter management server instance and a running Site Recovery Manager service instance on each site Site Recovery Manager also requires that third-party storage-based replication (also known as array-based replication) be installed and configured Script: Site Recovery Manager will require that a customer have access to a recovery site (in some cases it could be a hosted or co-location site). At the recovery site, the customer will need to have: A separate VirtualCenter management server up and running Site Recovery Manager installed The minimum number of ESX Server hosts needed to provide sufficient resources for recovery Storage that is used as the target for the replication software Site Recovery Manager operates on paired sites, e.g. one site protects another. For each pair of sites that are protected, the above requirements apply. Additional requirements: Applications being protected must be able to tolerate active/passive failure VMFS is used for all replicated virtual machines (RDMs are only supported experimentally in 1.0) In order to communicate with storage replication, storage replication credentials must be provided to the VirtualCenter management server Storage Storage Partner Replication

Site Recovery Manager Key Capabilities Centralized management of disaster recovery plans Dramatically easier to build and update recovery plans Disaster recovery automation Eliminate complex, manual runbooks and accelerate recovery Non-disruptive testing Ensure that recovery plan will work when you need it Key Points: Site Recovery Manager provides a central point of management, via VirtualCenter, for disaster recovery plans for virtual environments It also allows you to automate disaster recovery plans—you can configure the recovery process in advance and that have them executed in an automated fashion by Site Recovery Manager Site Recovery Manager helps simplify the setup and implementation of recovery plans by simplifying the task of leveraging storage replication with virtualized environments and by simplifying management of how recovery site resources will be allocated and used Script: What does Site Recovery Manager provide to deliver disaster recovery management and automation? Centralized management: for one, it provides a central place to create, test, update, and execute recovery plans for the different parts of your virtual environment. From a single place, you can manage the bulk of your disaster recovery plans for your virtualized environment. Site Recovery Manager works hand-in-hand with VirtualCenter so that you have a unified management view of your virtual infrastructure and the recovery plans for it. Automation: Site Recovery Manager also provides automation of key aspects of disaster recovery. For one, it has an intuitive interface that helps you to specify the recovery process in advance of a disaster event. It then automates execution of tests of that recovery process so that you can ensure that it is complete and reliable. When you actually have a site failure, Site Recovery Manager then automates the recovery process so that you can eliminate many of the manual processes and associated errors that slow recovery or lead to failures. Simplified setup and integration: Site Recovery Manager also simplifies setup and integration of several aspects of disaster recovery. For one, it makes it simple to specify how you want to divide up and use resources at the recovery site. It also ensures that all of the key information about your environment is replicated to the recovery site: Provides simple integration with leading storage replication technologies from leading providers Ensures that important information about your virtual infrastructure (e.g. VirtualCenter management information) is sent to the recovery site and kept up to date.

Disaster Recovery with VMware Fast Recovery in hours, not days or weeks Reliable Runbook of manual, error-prone processes becomes automated recovery and testing plan Manageable Create, monitor, and update recovery plans from VirtualCenter The net impact of Site Recovery Manager on an organization’s ability to deliver IT Service Continuity: Recovery is significantly faster—recover in hours rather than the days or weeks it took in the physical environment. Recovery is far more reliable—by making it possible to test recovery plans frequently and easily and by eliminating error-prone manual recovery steps, organizations can ensure that their recovery plan will succeed when they need to rely on it. Recovery is also manageable—unlike in the physical world where it took significant IT time and resources to monitor and maintain recovery plans, with Site Recovery Manager organizations have centralized management of their recovery plans, integrated with the management of their virtual infrastructure. All of this builds on top of the disaster recovery benefits of VMware Infrastructure—making recovery affordable by slashing the total cost for servers and infrastructure needed for recovery, making recovery hardware-independent, and simplifying the recovery process. Affordable Create, monitor, and update recovery plans from within VirtualCenter 11

Target Customers for Site Recovery Manager Enterprise Primary targets for Site Recovery Manager 1.0 are enterprise and commercial customers Most likely to have array-based replication, recovery site, and sufficient bandwidth Commercial Most SMB customers will continue to be served by solutions leveraging third-party technology partners, but developments among storage and hosting providers are starting to open up this market also SMB

Ways to Sell Site Recovery Manager Sell as part of production VI deployment Complementary addition to VMware Infrastructure licenses Helps customer build a resilient virtual datacenter Sell as part of disaster recovery implementation Often part of a larger organizational mandate or initiative Can help encourage broader deployment of virtualization Site Recovery Manager VMware Infrastructure VMware Infrastructure Site Recovery Manager VMware Infrastructure VMware Infrastructure

Identifying Site Recovery Manager Opportunities Does that plan reliably meet their recovery requirements and cover all their important x86 systems? Does customer have a timeframe and owner for improving their disaster recovery plan? Does customer have or plan to have necessary infrastructure for Site Recovery Manager? Site Recovery Manager + VI opportunity Yes No Yes Does customer have a DR plan for their x86 servers? Yes VMware Infrastructure opportunity No Yes No Does customer recognize impact of not being able to recover systems?

Purchasing Site Recovery Manager Separate product from VMware Infrastructure Works with all editions of VI Available a la carte and bundled with other VMware products Licensed similarly to VMware Infrastructure Purchased for each protected site Site Recovery Manager deployment requirements VMware Infrastructure at both sites VirtualCenter at both sites Site Recovery Manager at each protected site Virtual Center Site Recovery Manager VMware Infrastructure VI Enterprise VI Standard VI Foundation ESX Server 3i

Site Recovery Manager Momentum Storage Partners Customers Customers designing for Site Recovery Manager now Over 1800 attendees at VMworld sessions Large VMware customer: Site Recovery Manager will justify expanding and accelerating virtualization of their datacenter

Disaster Recovery Drives More than VI Licenses $1 of VMware software... Leads to... $3 of Storage Hardware and software Site Recovery Manager $2 of Server Hardware VMware Infrastructure $1 - $3 of Services

VMware Investments in Driving New Business Tools & Training Collateral, sales guides, deployment guides, technical and sales training Campaigns One of key 2008 themes Advertising, e-mail templates, seminar kits for resellers to leverage Partnerships Marketing investments with leading storage partners

Timeline Q1 Q2 Q3 Site Recovery Manager beta Site Recovery Manager sales tools available Q1 Site Recovery Manager GA Disaster recovery campaign in support of Site Recovery Manager release Site Recovery Manager Jumpstart VAC offering available Q2 Site Recovery Manager Plan & Design VAC offering available Training classes available for customers and partners Q3

Summary Disaster recovery is a huge market opportunity for VMware and its partners that is a proven driver of partner business Customers are already excited about the unbeatable combination of Site Recovery Manager + VMware Infrastructure VMware and industry leaders are investing to ensure that disaster recovery with VMware will be a key driver of partners’ business

Start developing opportunities What You Can Do Next Learn more about Site Recovery Manager Available today: www.vmworld.com: Session recordings: BC31 (product overview), BC29 (technical architecture) PartnerCentral: Overview presentation and customer FAQ Coming soon to PartnerCentral: This month: technical presentation, recorded demo Next month: targeting and sales guides, product collateral, whitepapers Start developing opportunities Identify your top 5 prospects for Site Recovery Manager Learn about their needs and plans for disaster recovery Introduce them to VMware Infrastructure + Site Recovery Manager

Questions?