VMware Compete Playbook

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VMware Compete Playbook

Compete

This playbook provides guidance on how to compete with VMware

Why organizations are rethinking infrastructure

struggle to manage hybrid operations and take advantage of advanced cloud-based technologies. That’s why Microsoft offers multiple levels of consistency between on-premises offerings and Azure cloud-based services. Also, Windows Server 2016 with Hyper-V now overtakes VMware on physical and virtual scale, a critical factor if using modern app architectures that require virtual scale to improve app availability and performance.

Your customers are facing infrastructure decisions as part of an organizational movement focused on digital transformation. IT is part of the answer, but it’s caught between two competing goals: the need to support efficiency and growth and the need to keep all systems safe and secure. The need for growth dominates, which means executives will be driving big IT decisions: 70% of CIOs say they would increase risk to reduce IT costs and accelerate business agility. Outside the IT organization the sentiment is similar: The use of shadow IT continues to grow and 50% of IT spend will be on shadow IT by 2020.

Feature

VMware vSphere 6.5 Enterprise Plus

Windows Server 2016 Standard and Datacenter

Organizations are trying to keep up with the times and build business-changing apps faster and more successfully. 75% of developer teams have adopted agile methodologies. More companies continue to evaluate or undertake DevOps initiatives.

Physical (Host) Memory Support

Up to 6 TB per physical server (12 TB for specific OEM certified platforms)

Up to 24 TB per physical server

Meanwhile, efficiency and security get attention mostly during crises. On-premises infrastructure is complex and costly to maintain. It takes on average 200 minutes to diagnose and repair a production issue and the average hourly cost of infrastructure failure is $100,000 per hour, according to 2016 IDC and Gartner research. Cyber hacks continue to fill the news.

Physical (Host) Logical Processor Support

Up to 480 LPs

Up to 512 LPs

VM memory support

Up to 4 TB per VM

Up to 12 TB per virtual machine

VM virtual processor support

Up to 128 VPs per VM

Up to 240 virtual processors per VM

Reasons to convert VMware customers now For years, organizations built best-of-breed IT infrastructures that centered around running workloads on Windows Server operating systems that were virtualized on the VMware hypervisor. VMware hosts then integrated with storage, networking, and security components from multiple vendors, including VMware parent company EMC.

Your strategy: Promote Microsoft offerings that provide superior value and a clear path to cloud computing and digital transformation. Every VMware customer you migrate to Hyper-V is also more likely to move to Azure later.

Recent VMware actions have created the best set of opportunities for Microsoft to compete effectively. You can help at the executive level, bypassing embedded VMware loyalists to make the case for Microsoft. • • •

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The year 2016 was a year of contradictions for VMware. It achieved record revenue with sales of its software-defined datacenter (SDDC) solutions, vSAN and NSX, even as it struggled with its direction. Additionally, Dell’s acquisition of parent company EMC and departures of key executives shook customers and raised doubts about the company’s ability to define and execute a coherent strategy. More recently, VMware has begun to abandon its vCloud Air public cloud and announced a partnership with AWS that looks good mostly on paper. It appears to be a co-lo play versus a path to a wide variety of services that can enable true digital transformation. Worse, the latest release of its flagship product, vSphere 6.5, was largely incompatible with other VMware products where customers had major investments. VMware is expected to address this over time, but customers that want advanced functionality must undergo a significant and costly upgrade.

How to compete •

The game has changed. VMware’s biggest challenge as an on-premises powerhouse is remaining relevant without a clear cloud strategy. Traditional on premises IT becomes less important as customers

June 2017. For internal Microsoft use only. Microsoft makes no warranties, express or implied.

Customer thinks VMware is costly

That moment in time where customers are reevaluating infrastructure

VMware to Microsoft (Azure and/or Hyper-V)

Take customers here and bring in migration tools and guidance

Based on customer goals, talk about flexibility and choice for the future—something VMware cannot offer. Pitch this as a VMware to Microsoft migration that will save money and set them up for flexibility and choice. Let them know: Move to Microsoft and you have two options for each workload: Azure or Hyper-V, which you already own. Migrate based on what makes sense now and you can always adjust in the future as business needs change. Take advantage of tools and offers, including Azure Hybrid Use Benefit. • Use Safe Passage proven assets aligned to sales cycle to identify, accelerate and win competitor migration opportunities: http://aka.ms/safepassage • Questions? Get answers at [email protected] 1

VMware Compete Playbook

Compete

This playbook provides guidance on how to compete with VMware

Compete scenario and solutions Scenario

Relevant target

Cost reduction

Executives at VMware customer organizations

What you may hear them say • “I’m tired of paying VMware, but I’m not confident Hyper-V has feature parity.” • “VMware says they have a better TCO compared to Microsoft.”

What they are looking for • Want to reduce overall spend on vSphere, vRealize, and vSAN storage and see VMware as too costly. • Want to avoid the massive, confusing, expensive VMware upgrade ahead.

What to sell Hyper-V with Windows Server 2016 Datacenter edition provides the features most enterprises need for less (many VMware features are unused by enterprises). Adding Software Assurance enables customers to unlock savings on VMs in Azure.

Tools and path • Use TCO calculator.

• Use Azure Hybrid Use Benefit to save up to 40% on VMs in Azure, using Windows Server licenses with Software Assurance. • Next steps: Agree on a Hyper-V or Azure pilot project. Even if the organization is not cloud-ready, every VMware customer you migrate to Hyper-V is more likely to move to Azure later. Request C+E BIF/CIF for the service(s) needed to move the opportunity forward (Migration, POC, etc.).

Modern datacenter

Cloud strategy

Executives

Line of business, DevOps teams and start-ups

Hybrid Nearly all IT management departments today

• “My IT team invested in VMware for their career and they’re comfortable with it.” • “I’m not ready to move production to the cloud.”

• “VMware and AWS are partners now, so I should move to AWS.”

• “My IT team invested in VMware for their career and they’re comfortable with it.” • “VMware and AWS are partners now, so I should move to AWS.”

• Want Integrated infrastructure and ops teams. • Looking for request-based IT services • Need datacenter standardized and automated. • Want hardware assets as software (Compute | Storage | Network).

Windows Server 2016 Datacenter delivers a complete software-defined datacenter and modern application platform, appealing to executives who want cloud-scale efficiency and a path to faster, more successful cloud-based apps. Customers who want software-defined benefits faster can buy Windows Server Software-Defined solutions through Microsoft partners.

• Use TCO calculator.

• Use Azure Hybrid Use Benefit to save up to 40% on VMs in Azure, using Windows Server licenses with Software Assurance. • Next steps: Show how cost of adding Software Assurance to Windows Server licenses, which enables AHUB benefit, is balanced out with big savings from leaving VMware. Request C+E BIF/CIF for the service(s) needed to move the opportunity forward (Migration, POC, etc.).

• Adopting loosely coupled apps, and microservices architectures. • Want to move to PaaS. • Trying to achieve developer independence. • Looking to integrate infrastructure code with app code. • Standardize cloud practice (usage, billing, identity, etc.).

Microsoft Azure services maximize developer speed and innovation.

• Convert / migrate existing VMware workloads with Azure Site Recovery (free for first 31 days).

Customers can take advantage of the rich Azure ecosystem, including applications from the Azure Marketplace.

• Use Azure Hybrid Use Benefit to save up to 40% on VMs in Azure, using Windows Server licenses with Software Assurance.

• Already running hybrid operations and using public cloud and SaaS services. • Want consistency between on-premises infrastructure and cloud activities to minimize complexity. • Want an end-to-end view of their environment.

Hyper-V and Azure offer true consistency for hybrid operations. Customers also can add Azure management and security services to get a bigpicture view of different application components and infrastructure services, that includes the ability to drill down, act on insights and resolve issues quickly.

• Convert / migrate existing VMware workloads with Azure Site Recovery (free for first 31 days).

June 2017. For internal Microsoft use only. Microsoft makes no warranties, express or implied.

• Next step: Request C+E BIF/CIF for the service(s) needed to move the opportunity forward (Migration, POC, etc.).

• Use Azure Hybrid Use Benefit to save up to 40% on VMs in Azure, using Windows Server licenses with Software Assurance. • Next step: Request C+E BIF/CIF for the service(s) needed to move the opportunity forward (Migration, POC, etc.).

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