2. Hyper-Converged Infrastructure (HCI)
Customer demand, customer pull, customer interest!
“By 2017 one-third of organizations will deploy Virtual SAN for at least 30% of their total storage capacity...”
60% CAGR
“94% of enterprise respondents are interested, planning or already implementing hyper-convergence in their data centers...”
Source: IDC Hyperconverged Systems Forecast

3. WHY ARE CUSTOMERS INTERESTED IN HCI?
Different customer – different drivers
ENTERPRISE
MIDMARKET
Extend VMware SDDC experience to their distributed edge without compromise
Specific point workloads
Stop making continuous IT decisions
Creation of silos is a concern
General purpose workloads
Rapid time to value
Spend less time planning growth
Starting small and growing over time (or not)
Predictability in price, M&O, performance, troubleshooting, and expansion

4. Don’t build what you can buy
OUR COMPLETE SOLUTION
Solutions Stacks:
Enterprise Hybrid Cloud
Native Hybrid Cloud
Business Data Lake 3
Ways to Buy:
On/Off Premises
You/We Run
CAPEX/OPEX 3
Infrastructure Layers:
Network Fabric for scaling
Management Layer 2
Types of Infrastructure:
Blocks
Racks
Appliances 3

5. EMC CONVERGED INFRASTRUCTURE strategy
ENTERPRISE Hybrid Cloud
BUSINESS
DATA LAKE
NATIVE Hybrid Cloud
End User Computing
RACKS
BLOCKS
APPLIANCES
So let’s look at how workloads deploy on Blocks, Racks and Appliances

6. Ci PLATFORM for distributed enterprise
Available only from vce
Data Center
Alternate Data Center
Only EMC Converged Platforms from VCE can deliver such a sophisticated end-to-end approach bringing together Vblock, VxRack, VxRail together with complementing solutions.
At the core, with Vblock and VxRack.
At the edge with VxRail.
All connected through Vscale and monitored by VCE Vison.
This is the ultimate in Distributed Enterprise architecture – only available from VCE.
Remote Office
Regional Office
Regional Office
Regional Office

7. VCE VxRail™ HYPER-CONVERGED appliance
EXCLUSIVE partnership between emc and vmware
VIRTUAL DESKTOPS
Deploy hundreds of desktops in minutes on one appliance
SERVER WORKLOADS
Standardize and consolidate infrastructure for all remote/departmental workloads
HYBRID CLOUD
Seamless backup and replication to the cloud
DISTRIBUTED ENTERPRISE Manage and Orchestrate across locations with no downtime
EMC and VMware jointly announce the VCE VxRail hyper-converged appliance – an exclusive partnership to deliver the ultimate appliance delivering virtualization, compute, storage, networking and data protection in an agile, scalable, easy to manage 2U, 4-Node, SDDC Building Block.
VxRail Appliances create certainty in any deployment, including:
Virtual Desktops – with very rapid deployments from very few to many.
Server Workloads - with standardization and consolidation of infrastructure specifically in enterprise departmental and remote sites.
Hybrid Cloud - with backup and burst capacity into the cloud along with replication.
Distributed Enterprise - with management and orchestration across locations with no downtime, along with two elements of management centrally (VCE Vision for visibility and vCenter to manage multiple operations) which is what our customers have been asking for.
VxRail Appliances are highly configurable and scale, offering the flexibility of a broad set of configuration options at a variety of price and scale points.
VxRail is better architected than other hyper-converged appliances which bolt on Virtualization or require you to buy their hypervisor. VxRail has deep integration with VMware virtualization – VMware Virtual SAN 6.1 is integrated at the kernel level and is managed with vSphere 6.0, the de-facto standard for converged infrastructure, enabling higher performance, automated scaling, and wizard-based upgrades.
Data Services for Efficiency
Integrated Replication
And VxRail provides a single vendor solution with single vendor support for hyper-converged VMware environments.
Unlike VSPEX BLUE, we now come out with a thing – an appliance – something to sell. We now offer a portfolio of different appliances that are highly configurable and scale. We can execute a non-disruptive software-defined scale out which means there is no more tech refresh and the environment stays evergreen. As a side note, it is interoperable with VSPEX BLUE should that be the case. No customer is exposed – it is a complete future proof solution for our customers. It will offer Data Services for efficiency, and comes with integrated replication, disaster recovery, and backup. That’s VxRail in a nutshell. I just want to emphasize again that this is an exclusive partnership between EMC and VMware – and that means [we fully collaborate on one roadmap, one strategy, one communication to deliver the best appliance on the market].
Customers want configurability, and now they can get almost any combination desired (just as they can from a server company). Different workloads require more memory, more CPUs, more or less capacity, optical or copper connectivity. We also offer Hybrid Node or All Flash Node configurations. It is paramount that a HCIA be fit to a customer need. And even better, there is an appliance to fit almost any customer budget range.
MULTIPLE CONFIGS
AND SCALE POINTS
NON-DISRUPTIVE
SDDC SCALE OUT
DATA SERVICES FOR EFFICIENCY
INTEGRATED REPLICATION

8. PURPOSE-BUILT VMWARE SOLUTION
Designed as one with EMC|VCE and Vmware Hyper-Converged Software
Managed through the familiar VMware vCenter interface
STORAGE IN FRONT
plugs into existing VMware M&O tools: vCops, vRealize
SOFTWARE INSIDE
With hyper-converged appliances, what used to take a whole rack of servers and storage is now possible in just 2 rack units. So what is possible inside just 2 rack U? There are up to twenty four flash or magnetic drives in the front. And four independent nodes of compute in the back.
But all of this hardware doesn’t actually do anything without the right software and the industry has picked VMware as the standard. VxRail the industry’s only hyper-converged infrastructure that is fully-integrated with VMware. Customers want a non-disruptive way to move forward to hyper- converged and they want an environment that is familiar.
VxRail is built on the foundation of VMware Hyper-Converged Software and managed through the familiar vCenter Server interface, VxRail provides existing VMware customers an experience they are already familiar with. And seamless integration with existing VMware tools such as vRealize Operations lets customers leverage and extend their existing IT tools and processes while providing a platform to deploy the latest VMware solutions such as NSX and HorizonAir Hybrid Mode. Additionally, the VxRail Appliance is discoverable and visible in VCE Vision for a comprehensive IT core to edge management ecosystem.
VxRail uniquely comes from EMC and VMware. One team, one product.
PLATFORM FOR the newest VMware SDDC technology
COMPUTE IN BACK

9. VxRail 4-NODE APPLIANCE
Each appliance can contain up to 4 independent nodes. Each node contains a set of compute, memory, storage, and network ports. Nodes can be ordered in multiple configuration options.
Minimum 4 node starting point

10. VxRail 4-NODE APPLIANCE
REAR NODE ACCESS

11. CONFIGURATIONS TO MATCH ANY USE CASE
MAX PERFORMANCE AND SCALE
APPS THAT DEMAND LOW LATENCY
BLEND PERFORMANCE AND COST
LOW COST ENTRY CONFIGURATIONS
ALL FLASH NODES
HYBRID NODES 12 16 20 24 28 6 12 16 20
Cores
256GB
512GB
64GB
128GB
192GB
256GB
512GB
Memory
7.6TB
11.4TB
15.2TB
19TB
3.6TB
4.8TB
6TB
10TB
8TB
Storage
With VxRail, there is a configuration to match any use case!
With a family of appliances (VxRail 60*, 120, 160, and 200 in Q1 2016, named based on the number of cores), each is highly configurable as shown per node, sold as 4-node appliances.
In Q2, we will add all-flash configurations for maximum performance and scale. Similar to the hybrid configurations, the capacity is going to be impressive – in fact it is the most dense flash configuration EMC offers on any product at this point in time.
With VxRail also comes advances in clustering capability. Customers can scale with single node upgrades (available in Q2 2016), and for increased flexibility customers can mix VxRail models with in a cluster as long as all of the nodes in the appliance match.* Finally, to support existing VxRail deployments, VxRail can add VSPEX BLUE appliances as well.
*Notes:
VxRail 60 will be orderable in Q1 and ship in Q2 as an entry point for those customers whose CPU and memory requirements are not as extensive, or who may not have 10GB ethernet in their remote location (VxRail 60 supports 1G ethernet).
Clusters of multiple appliances CAN contain different types of nodes.
Nodes of differing CPU/Memory/Storage are allowed except…
All Flash and Hybrid nodes cannot be mixed in the same cluster (doing so would create highly unbalanced performance)
All nodes within the cluster must have the same license type (Full License or BYO/ELA)
VSPEX BLUE appliances CAN be deployed in the same cluster with VxRail Appliances but EVC (Enhanced VMotion Compatibility) must be set to align with VSPEX BLUE for the whole cluster
VxRail 60 cannot be mixed with other appliance models due to complex network configuration (mixing 1GbE & 10GbE), but can be requested via RPQ for further qualification by EMC.
Copper
Optical
Copper
Optical
Network
Nodes are homogenous within an appliance; appliances can be mixed in a cluster
Nodes are homogenous within an appliance; appliances can be mixed in a cluster

12. VxRail CONFIGURATIONS: Q2 2016
COMPUTE/ PROCESSOR
6 Cores Per Node
Intel Xeon E v GHz
12 Cores Per Node
Dual Intel Xeon E v GHz
16 Cores Per Node
Dual Intel Xeon E v GHz
20 Cores Per Node
Dual Intel Xeon E v GHz
MEMORY/ RAM
64GB
(4x16GB)
128GB or 192GB or 256GB
(8x16GB) or (12x16GB) or (16x16GB)
256GB or 512GB
(16x16GB) or (16x32GB)
256GB or 512GB
(16x16GB) or (16x32GB)
Per node
STORAGE RAW / HDD TB TB TB TB
NETWORK CONNECTION
4 Port 1G
RJ45
Dual Port 10G
SFP+ or RJ45
Dual Port 10G
SFP+ or RJ45
Dual Port 10G
SFP+ or RJ45
nodes per cluster
MINIMUM
MAXIMUM
INCREMENTS
4 Nodes
64 Nodes
1 Node
4 Nodes
64 Nodes
1 Node
4 Nodes
64 Nodes
1 Node
4 Nodes
64 Nodes
1 Node
The portfolio continues to grow in Q2 with the addition of an extra small appliance, which is orderable in Q1 but will not ship until Q2.
The addition of Flash and single node scaling deliver even greater flexibility and customer choice with more of a build to order model.
The extra small option (VxRail 60) and single node scaling also create additional flexibility in terms of initial purchase as well as upgrade costs.
*Additional 200GB (VxRail60) or 400GB-800GB cache SSD per node also included

13. VxRail all flash: Q2 2016 VxRail 120F VxRail 160F VxRail 200F
COMPUTE/ PROCESSOR
12 Cores Per Node
Dual Intel Xeon E v GHz / 15M Cache
16 Cores Per Node
Dual Intel Xeon E v GHz / 20M Cache
20 Cores Per Node
Dual Intel Xeon E v3
2.6 GHz / 25M Cache
24 Cores Per Node
Dual Intel Xeon E v3
2.5 GHz / 30M Cache
28 Cores Per Node
Dual Intel Xeon E v3
2.00 GHz / 35M Cache
MEMORY/ RAM
256GB
(16x16GB)
256GB or 512GB
(16x16GB) or (16x32GB)
256GB or 512GB
(16x16GB) or (16x32GB)
256GB or 512GB
(16x16GB) or (16x32GB)
256GB or 512GB
(16x16GB) or (16x32GB)
Per node
STORAGE RAW / HDD
TB*
TB*
TB*
TB*
TB*
NETWORK CONNECTION
Dual Port 10G
SFP+ or RJ45
Dual Port 10G
SFP+ or RJ45
Dual Port 10G
SFP+ or RJ45
Dual Port 10G
SFP+ or RJ45
Dual Port 10G
SFP+ or RJ45
nodes per cluster
MINIMUM
MAXIMUM
INCREMENTS
4 Nodes
64 Nodes
1 Node
4 Nodes
64 Nodes
1 Node
4 Nodes
64 Nodes
1 Node
4 Nodes
64 Nodes
1 Node
4 Nodes
64 Nodes
1 Node
*Additional 400GB-800GB cache SSD per node also included

14. More FLASH, MORE POWER 76 TB RAW FLASH FLASH OPTIMIZED 112 CPU CORES
- DEDUPE & COMPRESSION
- ERASURE CODING
112 CPU CORES
Imagine a 76 TB flash system with Dedupe, Compression, and Erasure coding with 112 Cores in a 2U form factor. That’s a lot of flash and compute power in a 2U appliance!
Well, with VxRail, it’s a reality.
All flash models have up to 19TB raw storage (SSD) PER NODE - a single 4 node appliance has 76TB flash! Also, the max VxRail flash config has 28 cores PER NODE – so a single 4 node appliance can pack up to 112 CPU cores in a 2U config. Amazing.
2 RACK UNITS

15. START SMALL – SCALE ON DEMAND
3,200VMs
1,600VMs
800VMs
400VMs
Up to 200VMs
START SMALL – SCALE ON DEMAND
Strongly consider
VxRack™ System if this is your
destination
Initial order of more than 32 nodes requires an RPQ

16. VxRail Appliance is NOT VSPEX BLUE 2.0
Available Direct or Channel
EMC & VMware Exclusive
Competitively Priced
No Special Pricing Process
Config to Order
Increased Capacity
All Flash & Hybrid
Rich Data Services
Full Value Compensation
Channel Only
Multiple Similar OEM Offerings
High Price
Complex Special Pricing
Only Two Configs
Limited Capacity
Hybrid Only
Limited Data Services
Software Only Comp

17. FULLY LOADED – EVERYTHING INCLUDED
…AND MANAGED THROUGH EXISTING TOOLS
REPLICATION
BACKUP
CLOUD
VxRail comes fully loaded with everything included:
RecoverPoint for VMs provides Replication, data protection, and advanced disaster recovery , and 15 licenses of RecoverPoint for VMs comes with each appliance.
VMware Data Protection and optional Data Domain for centralized de-duplicated backup and recovery
EMC CloudArray allowing for storage capacity expansion from the appliance with scalable cloud-based storage to the public cloud (our own or others). 1TB appliance storage comes with each appliance.
And, a Market where pre-loaded applications exist for customers to extend the value of their appliance, and will be populated over time with more and more applications.
MARKET

18. RECOVERPOINT Provides DVR-like, ANY point-in-time access to data
Minimize RPO and RTO
CONTINUOUS
8AM
10AM
12PM
2PM
4PM
6PM
8PM
10PM
12AM
3:27PM
1 Min
SNAPSHOTS
8AM
11PM
1PM
6PM
2+ Hrs
12AM
12AM
1st Click – shows corruption time
2nd Click – shows 12+ hrs RPO arrow
3rd Click – shows “Snapshots” box. With 2+ Hrs RPO arrow
4th Click – shows “ Continuous” replication box
5th Click – shows the rest of the animation, 1 Min RRP & Text box…. Minimize RPO & RTO.
12+ Hrs
BACKUP
DATA CORRUPTION OCCURS AT 3:28pm

19. RecoverPoint: How It Works
Fail-Back
Fail-Over
Local
Protection
Host
Remote
Protection
Host
WAN
Sync / Async
IP or FC
RecoverPoint Appliance (RPA) cluster
RPAs (cluster)
Splitter
Splitter
Local
Copy
r A
r C
r B
Remote
Copy
r A
r C
r B
How RecoverPoint works:
1st Click – shows local replication
The splitter copies incoming WRITE commands from the host and sends them to the RecoverPoint Appliance (RPA). The RPA updates a Journal which stores all the changes made to the data. The Journal enables RecoverPoint to recover to ANY POINT IN TIME.
2nd Click – shows remote replication
3rd Click – Fail over to remote site
4th Click – Fail back to primary site
Journal
Journal

20. Protect with BACKUP AND recovery
Familiar vCenter web client and powered by EMC Avamar
Easily protect every application or VM
One-step recovery with verification
Enterprise deduplication
Shrinks backup windows by 90%
Less backup storage by up to 30x
Reduces network bandwidth by 95%
Faster recovery by 30% from disk
VMWARE DATA PROTECTION INCLUDED
Efficient Backup and Recovery
Most businesses today require some kind of backup, but that doesn’t mean it needs to be complex. With VMware Data Protection, and optional Data Domain, for VxRail backup and recovery is simplified should you ever need to recover a complete virtual machine or application or user data. VMware Data Protection is based on EMC’s flagship Enterprise Deduplication Backup & Recovery Software – Avamar. VMware Data Protection provides enterprise deduplication so your backups only backup unique data meaning a 90% reduction in your backup windows. With VMware Data Protection you’ll realize 30% faster recovery that are simple and from disk rather than antiquated and slow tapes. And for customers who deploy VxRail to multiple Remote offices VMware Data Protection and Data Domain is ideal as data is deduplicated before sending, meaning you can have a central point of protection for all your data.
Powered by EMC Avamar
Familiar vSphere Web Client management
Disk-based backup and recovery delivered simply via Wizards
Store backup data to EMC Data Domain systems
Network-efficient replication to EMC Avamar and to VDP
Deployed as virtual appliance, up to 8TB capacity
Built-in deduplication for rapid backups
Built-in deduplication reduces network bandwidth by 95%
Shrink backup windows by 90%
Reduce backup storage by 10-30x
One-step recovery with verification
Fast predictable recovery with network efficient, secure, backup data replication
Accelerate recovery 6x with Changed Block Tracking technology
Fast, reliable disk-based restores from Data Domain

21. Integrated Backup and Recovery (VDP)
OVERVIEW
Integrated backup and restore capability managed within vCenter
Encrypted and compressed replications for offsite backup
VM, Application and File Level Restore
BENEFITS
Backup and recovery of VM’s is point and click using existing tools
Seamlessly move backups offsite for retention
Application aware
Easily restore VMs or even individual files

22. EMC CLOUDARRAY INCLUDED
Extend to the clouds
EMC CLOUDARRAY INCLUDED
CLOUD READY
EMC CloudArray – Customers who want to expand their storage capacity beyond VxRail can do so easily with EMC CloudArray. EMC CloudArray software provides scalable cloud based storage with your choice of many leading cloud providers enabling limitless Network Attached Storage, offsite backup and disaster recovery and the ability to support both Block and File simply. CloudArray provides a simple solution to cloud storage with a sophisticated bandwidth scheduler and data reduction technology that minimizes network impact and keeps your VxRail running optimally.
Each VxRail Appliance is being offered with 1 TB of local cache and up to 10TB of cloud based storage extending VxRail to the cloud. Additional licenses available to expand as needed.
INCREASE MANAGED CAPACITY
COST-EFFICIENT COLD STORAGE
ACCESSIBLE ONLINE ARCHIVE

23. ACTIVE-ACTIVE Stretched ClustersQ2
ACTIVE-ACTIVE Stretched Clusters
witness
OVERVIEW
Site level protection with zero data loss and near instantaneous recovery
Automated failover in case of site failures
Witness VM resides in the cloud
3rd data center, vCloud Air or COLO
Contains only metadata and runs no VMs
BENEFITS
Disaster avoidance
Planned maintenance
Zero RPO
100Mbps
200ms RTT L3
5ms
VMware vSphere & Virtual SAN
5ms RTT, 10GbE

24. VDS and NSX for network virtualization
OVERVIEW
HCIA default deployment uses vSphere Distributed Switch
Provides core elements for vSphere Network I/O Control (NIOC)
Maintains network runtime state for VMs as they move across hosts
Enables inline monitoring and centralized firewall services
Ready for NSX integration
BENEFITS
Workload isolation
Multi-tenant workloads
Advanced network services

25. Create Certainty in KEY USE CASES
Server
Workloads
VDI
Distributed Enterprise
Virtual Private Cloud
Easily scale up to 16 appliances –1280 cores & 384TB
QoS eliminates noisy neighbors!
Guarantee uptime with industry leading DP & HA from EMC & VMware
Building block for the SDDC
Deploy hundreds of VDTs in minutes, up to 600 per appliance*
Easily handles peak performance requirements (boot, login, read/write storms)
Predictably expand with non-disruptive upgrades
Tailor compute & capacity deployment for each remote location
Simple, standard set up reduces IT staff need
Quickly migrate applications with RecoverPoint for VMs
Single management solution for all appliances
Fully integrated with VMware vRealize for automation and self service
Predictable pay-as-you- grow deployment
Auto load balancing ensures consistent performance
Flexible endpoint solution
* Number of VDI’s varies based on sizing and hardware specifications

26. VXRAIL Prelim Sizing: Q1 2016
COMPUTE/ PROCESSOR
6 Cores
Single Intel Xeon E v GHz
12 Cores
Dual Intel Xeon E v GHz
16 Cores
Dual Intel Xeon E v GHz
20 Cores
Dual Intel Xeon E v GHz
MEMORY/ RAM
64GB
(8x8GB)
192GB
(12x16GB)
512GB
(16x32GB)
512GB
(16x32GB)
Per node
STORAGE RAW / HDD
6TB
6TB
6TB
6TB
# of VMs
(per appliance) 40 85
115
140
nodes per cluster
MINIMUM
MAXIMUM
INCREMENTS
Here are the multiple available configurations starting in Q1 of this year. You can see that there are many new configurations beyond the two that were available with VxRail. Scaling is still in 4 node increments with a maximum of up to 64 nodes.
4 Nodes
4 Nodes
4 Nodes
4 Nodes
Assumes a VM is (2vCPU, 4GB RAM, 60GB VMDK, 4vCPU/core)

27. VXRAIL Prelim Sizing: Q1 2016
COMPUTE/ PROCESSOR
6 Cores
Single Intel Xeon E v GHz
12 Cores
Dual Intel Xeon E v GHz
16 Cores
Dual Intel Xeon E v GHz
20 Cores
Dual Intel Xeon E v GHz
MEMORY/ RAM
64GB
(8x8GB)
192GB
(12x16GB)
512GB
(16x32GB)
512GB
(16x32GB)
Per node
STORAGE RAW / HDD
6TB
6TB
6TB
6TB
# of VDIs
(per appliance)
115
259
345
432
nodes per cluster
MINIMUM
MAXIMUM
INCREMENTS
Here are the multiple available configurations starting in Q1 of this year. You can see that there are many new configurations beyond the two that were available with VxRail. Scaling is still in 4 node increments with a maximum of up to 64 nodes.
4 Nodes
4 Nodes
4 Nodes
4 Nodes
Assumes a VDI is: (Task-based Worker: linked-clone 24GB OS master, 5GB user data, 1 vCPU, 2GB RAM, 6vCPU/core)
Assumes Horizon View and Active Directory deployed external to VxRail cluster

28. QUALIFYING THE OPPORTUNITY
Is it a pro-VMware shop?
If yes, full speed ahead
If no, this isn’t the answer unless you can change their mind. Consider bringing in VMware Team
Do they have a VMware ELA for vSphere?
Remember the appliance pricing is lower for vSphere ELA customers
Are there other HCIA vendors being evaluated? Are they installed? Will they be following you?
Have your battle card handy (available on Enablement Center)
Leave a few traps behind for them
Remember VMware account teams are paid and retire quota on YOUR VxRail Appliance sale so reach out for help, we are together in this!

29. Start small to grow the deal in volume
Field best Practices
Schedule a
Demo
Seeing is believing. Demonstrate an appliance in action
Proof of Concept
Let the customer test drive the appliance with an evaluation in their own environment
Start small to grow the deal in volume
Often wins start small with 1-4 appliances before expanded deployment

30. Key COMPETITIVE points to remember
No integration with the hardware and VMware software stack
Performance inhibiting VSA architecture
VxRail Appliance data services are as good or better
Split support model
VxRail Appliance list prices are ~25% below Nutanix
Dell Nutanix future is doubtful
No integration w/ VCE Vision™ software and VMware M&O stack
Requires more nodes to get to same result
Proprietary, closed data protection
Elevate conversation to business outcomes
Avoid very small ROBO opportunities
Cisco partnership unwinding – SpringPath
Cloud computing promises not only a more efficient IT infrastructure but also a greater level of agility – allowing IT to be more responsive to business requirements. At EMC, we now offer 3 paths to the private cloud:
Build Your Own – The ultimate in customizability, enabling customers to select the specific best of breed parts they want. It gives them unmatched flexibility allowing them to design a solution to their exact specifications. It provides for ultimate flexibility, but requires a significant amount of expertise, overhead and time to deploy and manage.
Vblock – converged infrastructure – offers single point of management, support and is pre-integrated. The high degree of standardization inherent to Vblock platforms makes Vblock an ideal infrastructure foundation for large enterprise, service providers and public sector customers, allowing them to transform to virtualized environments based upon VMware, Cisco and EMC technologies. It is the most transformative and simplest to manage option available on the market. For customers looking at some of the benefits that converged infrastructure offers, we have Vblock.
VSPEX – VSPEX is a complimentary offering to Vblock, offering choice to customers from fully pre- integrated, manufactured and supported Vblock to more open solution built on proven Infrastructure. While VCE is doing extremely well, some customers have requirements for both Vblock and VSPEX, and other customers simply want the flexibility that we are offering with VSPEX. VSPEX significantly enhances EMC’s ability to offer customers true choice in terms of the hypervisor layer to servers and networking components. VSPEX offers some of the benefits of a converged infrastructure while offering customers the flexibility to choose best of breed components that fit their existing IT infrastructures.
In nother words, VNX out flex’s the FlexPod (form NetApp) – we offer more choice (and not just Cisco servers and switches)
Again, let me point out, all storage that is sold for VSPEX is VNX or VNXe….that is 100%! And since VSPEX GA last year, in under 12 months we have sold over 2100 VSPEX units.
And Garner just named VCE the #1 provider of converged infrastructure. That’s with Vblocks. And I bet you did not know, that the majority of Vblocks are VNX based.
So, whether your customer wants to do it themselves with best of breed components, our utilize a partner delivered VSPEX solution or go with a converged Vblock infrastructure, VNX with MCx and the FLASH 1st strategy, have you covered.
Note; 100% of all VSPEX solutions are VNX or VNXe. Over 80% of all Vblocks sold since VNG GA’ed are VNX based.

31. AGGRESSIVELY PRICED TO TAKE SHARE
Q2 Enterprise Edge Attack Platforms
Why such a large pricing advantage?
Nutanix can still counter our 4 node offering with a 3 node alternative at roughly 25% less and upgrade to 4 nodes after the fact.
These are floor prices and we don’t necessarily need to sell at the floor every time so this tells us that we have ROOM to discount.
The strategy was to come in under Nutnaix and in some configurations the advantage is less (as little as 6% and as much as 36% but on average we should have a 24% advantage.
Both of these models have slightly less capacity
VX60
VX120
VX160
VX200
Nutanix 1000 Series
Nutanix 3000 Series

32. VxRail appliance SERVICES
RAPID DEPLOYMENTS
CROSS PRODUCT INTEGRATION
TRUSTED SUPPORT
DEPLOY
Expert Installation and Implementation
Fixed Price, Fixed Scope Simplicity when applicable
Custom Scope to meet specific customer requirements
EXTEND
VxRail Appliance Capabilities
Implementation for RecoverPoint for Virtual Machines
Implementation For vSphere Data Protection
Implementation For CloudArray
One Call 24x7 Global Support
Remote Monitoring, Diagnostics and Repair with EMC Secure Remote Services (ESRS)
EMC Parts Retention
VxRail will be sold with Expert Installation and Implementation services (like our competitors) to ensure a positive customer experience and a smooth integration into the customer’s network. Additional professional services are available to help with implementation of RecoverPoint for VMs, VDP, or CloudArray.

33. VxRail Partner SERVICES Enablement
Training Course
Target Audience
Modality
Availability
Time
VxRail 3.0 Technology Overview
Pre Ga All Audiences
eLearning
1hr
VxRail 3.0 Solution Design
Delivery Enabled
Q2 2016
~1.5 days
@ cost of $
VxRail 3.0 Deployment and Implementation
VxRail 3.0 Administration and Management
Implementation test
Implement Enabled
VxRail 3.0 Component Replacement + Test
Support Enabled
Q1 2016
Enablement Paths will be available in Q when training is available to Authorized and Implement partners
VxRail Appliance Deployment Enablement will require the following:
Complete all Delivery Enablement modules
Successful completion of VxRail Appliance Product Test
Partner Recognition in Partner Finder
Same enablement path with VCE & EMC
Extend Services Available to Implement Partners
Partner Support Enablement
Out Of Radius support at GA
BPP Support Enablement planned for 2H 2016

34. Implement Supporting Technologies
Fixed Price/Scope Services – Simple Positioning, Pricing, Booking
Implementation for RecoverPoint Virtual Machines
Implements EMC RecoverPoint solution for VxRail Appliance environments
Enables point-in-time recovery of VxRail Appliance
Replicates VMs for automated Disaster recovery orchestration
Implementation For vDPA
Implements vSphere Data Protection backup and recovery solution
Deduplication
Application-aware backups
Minimizes backup storage requirements by up to 75%
Implementation For CloudArray
Scale VxRail Appliance to the cloud with CloudArray public and private cloud capabilities
1TB local, 10TB cloud capacity
Scale up as needed
Service results in operational EMC CloudArray for VxRail Appliance
Contact the Partner Support Center for custom services to meet specific requirements

35. VxRail APPLIANCE SUPPORT: Major Differentiator1 2 3
SINGLE POINT OF SUPPORT
FOR HARDWARE & SOFTWARE
DIAL HOME TWO-WAY
SECURE REMOTE CONNECTION
CHAT & WEB-BASED
SERVICE OPTIONS
VxRail provides the ultimate appliance support on the market:
Single point of support for both the hardware and software: In the case of VMware you have multiple support contracts and multiple points of contact to debug problems
Product cannot dial home in context off all of the embedded components (ESRS)
Chat and web based service
ESRS is a two-way, secure remote connection between your EMC environment and EMC Customer Service that enables remote monitoring, diagnosis, and repair - assuring availability and optimization of your EMC products. It’s secure, high speed, and included in all Enhanced and Premium support agreements at no additional cost.
With ESRS, EMC can periodically monitor the appliance and will be notified of failure enabling support to take preventative measures to help avoid downtime. When coupled with ESRS, EMC 24x7 Support is incredibly simple. All appliance issues regardless of whether they are hardware or software are handled by EMC. Support can be reached directly from the VxRail Manager where a user can research the issue via the online support community, by chat with EMC support or by phone getting issues resolved quickly.
Proactive two-way remote connection that is secure, high speed and operates 24x7
Heartbeat ensures continuous monitoring, notification, and remote troubleshooting for 15% higher levels of availability
Fast remote diagnosis and repair of potential problems before impact to business resulting in 5X faster service event resolution
Receive support updates seamlessly and automatically
Customer Environment
ESRS
EMC Global Support

36. VxRail APPLIANCE SUPPORT OPTIONS
ENHANCED
PREMIUM
24x7 Support for Production Environments
Mission Critical Support for Fastest Resolution 
Installation of operating environment updates  
24x7 remote monitoring and repair
On-site response with parts installation
NBD*
24x7x4**
Replacement parts delivery
NBD
24x7x4**
Global technical support***
24x7
24x7
EMC is offering complete support of both hardware and software.
Depending on your requirements enhanced or premium support is selected at the time of sale to optimize your VxRail experience. 
Rights to new releases of software   
24x7 access to online support tools
* Non-CRU (customer replaceable units) only
** Severity 1 issues (sev 2 = same day, sev 3/4 = NBD – next business day)

37. VXRAIL FOR THE WIN What to do Position the portfolio
Lead with Rack and Rails
Fall back to Block if that’s clearly the correct play
Sell the value, not a price point
OPEX savings through set up and upgrade
Uses existing M&O tools NOT a Silo
Config flexibility
Flash Flash more Flash
Remember data protection
Snaps/Replicas/Backup/Archiving/Cloud
Best portfolio the market and NOT proprietary (no silos)
Don’t go negative
But doubt is OK
Position the portfolio
Lead with Rack and Rails
Fall back to Block if that’s clearly the correct play
Sell the value, not a price point
OPEX savings through set up and upgrade
Uses existing M&O tools NOT a Silo
Config flexibility
Flash Flash more Flash
Remember data protection
Snaps/Replicas/Backup/Archiving/Cloud
Best portfolio the market and NOT proprietary (no silos)
Don’t go negative
But doubt is OK
VXRAIL FOR THE WIN

38. WHAT NOT TO DO Price compare to bare metal servers
Position value not a price point
Don’t invite a “sum of the parts” discussion
Small Retail <$30K
Target distribution centers, but not individual retail stores
GPU-heavy VDI
VxRail is not designed for high graphics processing capabilities (yet)
Multi-hypervisor environments
For Multi-Hypervisor sell VxRack
Or engage VMware sales to to help and be prepared for a VERY heavy lift and long fight
While VxRail fits a wide range of customer opportunities, there are a few situations you should avoid. It’s not to say that we can’t change the conversation and win, but you can expect some very long sales cycles and challenges along the way.
Small retail where the price point dips below $30,000 per appliance
And while VDI is a strong use case for us, avoid opportunities that require heavy graphics processing
Finally, as VxRail is a fully-VMware-based appliance, opportunities that are completely Hyper-V or KVM should be avoided. While VxRail can be used as the tip of the spear to begin to insert VMware into an account, it’s a very heavy lift.

39. WHAT NOT TO DO
Don’t chase high capacity low compute requirements with scale out
A customer needs 20 cores and 300TB of usable capacity? Think about adding an array
How much capacity do I get REALLY?
Understand VSAN Usable Capacity
For a hybrid config. with FTT=1 usable is closer to 50% of RAW, use the sizing tool, don’t set someone up for disappointment
Flash capacity is MUCH higher and has data reduction as well
Dollars per VM or Desktop is only relevant when you are doing an all in TCO
While VxRail fits a wide range of customer opportunities, there are a few situations you should avoid. It’s not to say that we can’t change the conversation and win, but you can expect some very long sales cycles and challenges along the way.
Small retail where the price point dips below $30,000 per appliance
And while VDI is a strong use case for us, avoid opportunities that require heavy graphics processing
Finally, as VxRail is a fully-VMware-based appliance, opportunities that are completely Hyper-V or KVM should be avoided. While VxRail can be used as the tip of the spear to begin to insert VMware into an account, it’s a very heavy lift.

40. Summary 1 2 3 Huge Market Opportunity Increased Profitability
Best of Breed Portfolio
Customer demand, pull & interest
80% of your customers rely & build on VMware
YOU set the margin in channel only segment
Leverage our salesforces
Repeat business & services opportunity
Seamlessly integrated with CI
Fully integrated, fully supported solution
Taking proven solutions to mid-market
Contact your local Partner Sales Manager or vArchitect or