1. Virtustream The cloud company of Dell Technologies
EMC Ready

3. Agenda Part I Market overview Compensation Call to Action Part II
Virtustream – The sales pitch

4. Cloud – IaaS Projections
(Gartner, IDC)
$61.9B
2020
IaaS TAM
$43.6B
Gartner1
IDC2
51% market growth in 2015
56% of 2015 revenue went to Top 10 vendors
IaaS price wars losing intensity
Value perception shifting from cost reduction to business agility and speed enablement
1 Gartner Forecast Analysis: Public Cloud Services, Worldwide, 1Q16 Update, Jul 2016
2 Worldwide Public Cloud Infrastructure as a Service Forecast, , IDC, Jul 2016

5. Cloud Storage Providers Impactful 2017++
Public storage cloud spend to more than double in next 2 years
Source: 451 Research
Which vendor do you expect your organization will spend the most with on storage in 2 years?
The Players
Amazon Web Services and Microsoft to become one of the top 5 strategic storage suppliers by 2017 (from sub 5% share in 2015)
Source: 451 Research, Voice of the Enterprise: Storage, Q4 2015

6. The Shift In Cloud Adoption
$36.8 billion
$12.1 billion
Virtustream is enterprise-class clouds.
Looking at the marketplace where Virtustream resides, a marked shift is underway from what 451 Research calls phase 1 or on-demand infrastructure to phase 2: manage of cloud environments. Phase 1 was characterized by the availability of low-cost IT infrastructure which suited project-based development including the needs of DevOps types. Public cloud providers dominated here. The second phase we’ve entered shows the acceptance of cloud by Enterprise IT and an interest in realizing the economic benefits of cloud without sacrificing enterprise-class qualities such as security and resiliency. The net is a shift up the stack with an increased emphasis on application availability and assurance, as well as the return of managed cloud. This shift promises greater investments in the second phase compared with the first with a compounded annual growth rate (CAGR) of 25% for the cloud market from
Source: 451 Research Cloud Computing Market Overview, May 2015

7. Why Google is Now Pivotal’s Best Cloud partner
VMware on AWS: A one-way ticket to the cloud
IBM launches object storage for hybrid clouds, updates on VMware partnership
VMware launches Cloud Foundation software bundle, coming to IBM first
Virtustream & VMW launch public cloud with embedded NSX

8. Partnering In Cloud Is A Necessity
Every customer is going to have multi-cloud
Dell, VMware, Pivotal, Dell EMC all need to be cloud-connected
Dell EMC products underpin every Public Cloud in some capacity – coopetition is everywhere
Azure is coming!!
Virtustream is Dell EMC’s public cloud for mission-critical workloads – guaranteeing service levels for applications
Virtustream ‘contracts’ for service levels, unattainable with AWS, Azure, Google, Softlayer (Bluemix), HEC
Virtustream runs on Dell EMC & VMWare
Dell Technologies, through Dell EMC, VMWare & Virtustream provide a total Hybrid Cloud solution

9. Virtustream Compensation
Virtustream Enterprise Cloud (VEC): 100% quota/commission on total committed contract value, up to 3 years per CSP criteria
Termination for convenience clause waived with committed contract
Default ACV without committed contract
Virtustream Storage Cloud (VSC): 100% quota/commission on total committed contract value
12 months with subscription
Up to 36 months with committed contract
Virtustream Software: 100% quota/commission on booking value (via EMC Select)
FULL commission/quota on net new contracts

10. Q4 Additional Incentives FY16
Virtustream Enterprise Cloud Bonus – Flat bonus ($10,000 USD) payout program for first 15 Virtustream Enterprise Cloud
Registered & Close post October 12, 2016 / Approved as “incremental”
Minimum ACV of $500,000
Virtustream Storage Cloud Bonus – Flat bonus ($5,000 USD) payout program for first 20 of each:
Cloud Array + Virtustream Storage Cloud Deals
Isilon Cloud Pools + Virtustream Storage Cloud Deals
Data Domain Cloud + Virtustream Storage Cloud Deals
Virtustream Storage Cloud Multiplier – Commission rate multiplier of 5x for all
Virtustream Storage Cloud not eligible for Virtustream Storage Cloud Bonus
Virtustream Storage Cloud Multiplier and Virtustream Storage Cloud Bonus are mutually exclusive
For role level eligibility on each program – please refer to the FAQ on the GSC Inside Dell Page at

11. Virtustream Opens New Markets = More $

12. Sample H1 Wins 12

13. Call to Action Position our Managed Cloud Platform VEC & VSC
Selling cloud secures on-prem wins
Bid Virtustream for all x86, virtualized Enterprise Apps
Private Cloud with Public Cloud attributes
AWS, Azure, Google & Softlayer are bidding in every account
Learn our differentiation, proactively insert our propositions

14. Virtustream The public cloud company of Dell Technologies
[NAME]

15. What are customers saying?
We need Digital agility
Personalization / Service / Speed / Security (defend their market position)
Cloud First
We’re implementing a “cloud first” policy, everything to “the cloud”
We are unclear where to start
Help me realise the business benefits as fast as possible

16. Why?

17. Need To Embrace A Digital World
7 Billion CONNECTED PEOPLE
44 Zettabytes OF DATA
30 Billion CONNECTED DEVICES

18. Front-to-back Digital Agility
Dynamic, Intuitive Customer Experience
Analytics & Real-Time Insight
End-to-End Business Processes
System-centric
User Centric
Systems Of Insight
3+ year app lifespan
Systems Of Record
7+ year app lifespan
Systems Of Engagement <2 year app lifespan
EMC WORLD 2016

19. “Cloud First” – What is “Cloud”?

20. Cloud Is Not About Location!
On-premise makes sense
Off-premise makes sense
Cloud
Computing
Hybrid Cloud requires operational changes for delivering IT

21. “Cloud” is … “Cloud” is not something you buy, it’s something you do
… cloud is an operational model for delivering IT as a Service

22. Rapidly Changing Belief
Public vs. Private
Hybrid
Infrastructure
Applications
Server Deployment
Service Delivery
Self-Service
Managed Services
Supply Utility
Deliver Business Value

23. Cloud = ITaaS Hybrid Applications Service Delivery Managed Services
Deliver Business Value

24. Dynamically Serving Variable Resource Needs

25. Cloud Computing – Dynamic IT
Services are sourced via ‘platforms’ and are “somewhere”
Services are elastic and dynamically shrink & grow according to demand
Reliability & capacity logic is hidden giving an illusion of infinite capacity
Service charges are consumption based, allegedly no upfront investment
The underlying systems are typically multi-tenant, possibly multi-locale
© 2011 Accenture All Rights Reserved

26. Cloud Transforming Enterprise IT
Analyst consensus: Enterprise cloud has reached a tipping point
40%
88%
80%
% IT budgets allocated to cloud
% orgs with
a “cloud first”
strategy
% orgs with
hybrid arch. by 2020
“Big uptick” in inquires about moving core business apps to cloud
Second wave of cloud will be “propelled by systems of record and new analytics”
“Enterprise adoption of public cloud is faster than expected”
2015 IaaS growth outpaced expectations; increasing forecasts

27. What?

28. Cloud First Is Different Depending Where You Start
Dynamic, Intuitive Customer Experience
Analytics & Real-Time Insight
End-to-End Business Processes
System-centric
User Centric
Systems Of Insight
3+ year app lifespan
Systems Of Record
7+ year app lifespan
Systems Of Engagement <2 year app lifespan
EMC WORLD 2016

29. Cloud First Is Different Depending Where You Start
Cloud-native
Dynamic, Intuitive Customer Experience
Systems Of Engagement <2 year app lifespan
System-centric
User Centric
EMC WORLD 2016

30. Cloud First Is Different Depending Where You Start
Traditional
End-to-End Business Processes
Systems Of Record
7+ year app lifespan
System-centric
User Centric
EMC WORLD 2016

31. Cloud Has To Address Both Needs
Traditional
Cloud-native
SYSTEMS OF RECORD
SYSTEMS OF ENGAGEMENT
Apps are bought / Infra is built
Apps are Built / Infra is Bought
System-centric
User Centric
EMC WORLD 2016

32. Coexisting IT paradigms
Traditional
Cloud-native
Client-server
scale-up apps
Distributed
scale-out apps
Infrastructure
resiliency
Application
resiliency
ITIL-based
IT processes
DevOps based
IT processes
Coexisting IT paradigms
EMC WORLD 2016

33. Traditional Cloud-native OFF-PREM ON-PREM
Apps are bought / Infra is built
Apps are Built / Infra is Bought
System-centric
User Centric
EMC WORLD 2016

34. Most Customers Start Cloud Native Pilots
OFF PREMISE
ON PREMISE
EMC WORLD 2016

35. Superior digital experiences must be built, they can’t be bought.

36. Then Add On-Premise Scale & Control $
Cloud-native
OFF PREMISE
ON PREMISE
EMC WORLD 2016

37. While Core Enterprise Systems Remain Non-Cloud
Traditional
OFF PREMISE
ON PREMISE
EMC WORLD 2016

38. Hence The Development Of Virtustream
Traditional
Enterprise Cloud (VEC)
OFF PREMISE
ON PREMISE
EMC WORLD 2016

39. Public Cloud With Private Cloud Attributes
Application Performance
Tuned for mission-critical apps
Run enterprise apps up to 2x faster
SLAs for application performance
Blueprint-based app deployment
Lifecycle Application Automation
Deeper insight into utilization
Agility & Efficiency
360-degree risk view
Comprehensive platform security
Continuous compliance monitoring
Security & Compliance
Superior Economics
Pay for what you use
Lower your infrastructure costs by 30% or more
Application automation yielding substantial labor efficiencies

40. How?

41. Virtustream: Three Offerings
1. Managed Services
2. Managed Cloud Platform Q4
Managed Infra Services (MIS)
(On premise)
Managed Application Services (MAS)
(Off-premise)
Platform 3 Apps
Enterprise Cloud (VCFC)
Object Storage, Core Storage Tethers
Storage Cloud (VSC)
Mission-Critical Applications
Enterprise Cloud (VEC)
3. Software
Cloud Security & Continuous Compliance
(Viewtrust)
ON PREMISES
OFF PREMISES

42. Virtustream: Managed Enterprise Cloud
1. Managed Services
2. Managed Cloud Platform
Managed Application Services (MAS)
(Off-premise)
Mission-Critical Applications
Enterprise Cloud (VEC)
OFF PREMISES

43. Purpose-built Cloud For Enterprise Apps
Runs core monolithic applications
IO intensive
Acute need for Database persistence
Stateful (‘tethered’ / bound by HW / Infra)
Unaware of typical cloud triggers
Enabling SLA’s for Availability & Application Performance
Lift and shift any x86 Virtualized app
Dynamic consumption model, maximizing efficiency, improves TCO
Guaranteed application performance
True consumption economics
Application automation
Security, governance & compliance
Managed Services
We have solved the engineering challenge of running mission-critical apps in a multi-tenanted cloud

44. Supported Compliance Frameworks
ISO 27000:2013 and Shared Assessments
SSAE16, ISAE3402, SOC2
FISMA
FedRAMP
ISO 9001:2008
PCI 3.0
HIPAA/HiTECH
Cloud Security Alliance STAR
ITAR/EAR
Open Data Center Alliance
NIST (US Government)
DIACAP (US Dept of Defense)
ICD503 (Intelligence)
G-Cloud (UK Government)
SSAE16, SAS70 (Audit)
GLBA
Basel III
Sarbanes-Oxley (SOX)

45. µVM: The Cloud Kilowatt
Optimization, Assurance & Utility Economics
Usage analytics
Intelligent workload placement
Proactive infrastructure optimization
SLAs for application performance
Fewer hosts, better utilization
Consumption-based billing
1 µVM
200 MHz CPU
40 IOPs
768 MB RAM
2 Mb/s Bandwidth

46. Changes The Way We Use System Resources
1st Generation
Virtual Machine (VM) Based – Allocation Method
Fixed VM sizes
Mirrors wasted resource model of physical environment
Paying for more than you use
Hard to track actual resources needed
Processor
Memory

47. Improves Performance of Un-utilized Resources
2nd Generation
Micro VM(µVM) Based – Consumption Method
Smaller unit of measure (µVM)
Removes artificial sizing boundaries
Processor
Memory

48. Reconfigures According To Demand
2nd Generation
Micro Virtual Machine (µVM) Based – Consumption Method
Smaller unit of measure (µVM)
Removes artificial sizing boundaries
Easy to track resources consumed
Less wasted resources = Savings
Paying for what you use
Processor
Memory

49. Provides Application Performance
2nd Generation
Micro Virtual Machine (µVM) Based – Consumption Method
Smaller unit of measure (µVM)
Removes artificial sizing boundaries
Easy to track resources consumed
Less wasted resources = Savings
Paying for what you use
VM Overhead Saved
Processor
Memory

50. µVM Delivers Sustained Lower Unit Cost
µVM is similar to the Kilowatt in electricity – a true unit of consumption
$, Pay per RI / VM
Resources Consumed
$, Pay per µVM
Last 30 Days

51. Reduces Cost & TCO 5 - 15% 10 - 20% 20 – 65% Savings 5 - 30%
Savings Due to µVM
Resource Consolidation
Savings due to µVM
Consumption Billing
Time (i.e., Past 30 Days)
Resource Optimization
Resources Consumed 1 2 3
5 - 15% %
5 - 30%
Approx TCO
Reduction
Benefit Stream
Of µVM Architecture
20 – 65%
Savings

52. Pricing AWS Instance vs Virtustream uVM w/o DR
AWS Pricing based on Windows instances out of US-East on 3/24/2016.
In cases where the assigned memory value wasn’t available as a single AWS instance, two smaller instance prices were summed to get the cost (e.g. A 24GB RAM AWS Instance is not available, the sum of an 8GB Instance and a 16GB instance were used)
VS uVMs calculated using standard algorithms (60% mem utilization, 35% sharing) and a list price of $40/uVM

53. Pricing AWS Instance vs Virtustream uVM w/ DR
AWS has no underlying IaaS DR, so we need to double the amount of RAM assigned to AWS since we’ll have to run duplicate instances in another availability zone
Used a Core uVM Price of $52/month/uVM
This does NOT include the cost of any software necessary to synchronize applications and data on aws nor orchestrate a failover.

54. Virtustream: Managed Storage Cloud
2. Managed Cloud Platform
Object Storage, Core Storage Tethers
Storage Cloud (VSC)
OFF PREMISES

55. EMC Archive/LTR or S3 Object Store
Cloud Native Apps / IoT
Object Store (S3)
S3 Compatible Object Store
Cloud Tiering for Cold Data
VMAX, VNX XTREMIO, & UNITY
VMAX - Cloud Array
Vx-Rail/Rack – Cloud Array
Unity Cloud Tiering – Dec.
LTR of Backups to the Cloud
DATA DOMAIN/
DATA PROTECTION SUITE
Cold Storage to the Cloud
ISILON
Cloud Boost for Networker
Cloud Tiering for Data Domain
Virtustream Storage Cloud
Cloud Pools

56. Competitive In All Segments
Premium
Standard
IA - Stnd
$0.01
$0.06
$0.02
$0.03
$0.04
$0.05
Price per GB/Mo
S3: 1.25₵
VSC: 1.25₵
S3/Azure: 2.95₵
VSC: 2.95₵
Azure: 5.99₵
VSC: 5.80₵
Google Nearline: 1.00₵
Google: 2.60₵
IA - Prem
VSC: 2.50₵
50TB Capacity price point (does not include cost of network egress or transactions)
Capacity is most often cited /compared price point

57. Annual Price/GB Of VSC Storage Classes
TB’s
Standard Infrequent Access
Premium Infrequent Access
Standard
Premium 5
$768
$1,536
$1,812
$3,564 10
$3,072
$3,624
$7,128 50
$7,760
$15,360
$18,120
$35,640
100
$30,720
$35,016
$70,044

58. Virtustream: Three Offerings
2. Managed Cloud Platform Q4
Platform 3 Apps
Enterprise Cloud (VCFC)
Object Storage, Core Storage Tethers
Storage Cloud (VSC)
Mission-Critical Applications
Enterprise Cloud (VEC)
OFF PREMISES

59. PCF as a Service – GA 2017 One Enterprise PCF customer: AI
Network
Storage
vCenter
Compute hosts
One Enterprise PCF customer:
Customer App Instances
Virtual Infrastructure
Pivotal Cloud Foundry Foundation
Backing
Shared
Dedicated
Managed
Service
Instances AI

60. We Address Our Customers Priorities
We need Digital agility
Personalization / Service / Speed / Security (defend their market position)
Cloud First
We’re implementing a “cloud first” policy, everything to “the cloud”
We are unclear where to start
Help me realise the business benefits as fast as possible
TRANSFORM YOUR APPLICATIONS
Cloud-enable traditional apps; provide platform for cloud-native C B
AUTOMATE YOUR OPERATIONS
Bring cloud automation and agility to enterprise apps & ops
MODERNIZE YOUR INFRASTRUCTURE
Platform to assure efficiency, resiliency, performance & agility A

61. Customers Who Trust Virtustream

62. Hybrid Clouds To Deliver Both IT Needs
Traditional
Cloud-native
Storage Cloud
Object Store (S3)
Cloud Arrays
Cloud Boost
Cloud Pools
Native Cloud
Enterprise Cloud
OFF PREMISE
Systems Of Record
7+ year app lifespan
Systems Of Insight
3+ year app lifespan
Systems Of Engagement <2 year app lifespan
Storage Servers & Systems
Servers, Storage & Systems
ON PREMISE
Traditional / System-centric
Cloud-native / User Centric
EMC WORLD 2016

63. Thank you.
VST.CORP