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Infrastructure-as-a-Service
with
Comprehensive
Management
and
Security
...................................................................
4
2.
4.
5.
Questions ..................................................... 12
Infrastructure-as-a-Service
with
Comprehensive
Management
and
Security
VMware
vCloud
Suite
is
an
integrated
solution
for
building
and
managing
a
complete
cloud
infrastructure
that
meets
ITs
most
critical
needs.
vCloud
Suite
fulfills
the
promise
of
the
software-defined
datacenter
by
pooling
industry-standard
hardware
and
running
each
layer
of
the
datacenter
as
software-defined
services.
It
creates
pools
of
servers,
storage
and
networking
with
dynamically
configurable
security,
availability
and
management
services
which
can
meet
the
needs
of
any
and
all
applications.
Built-in
self-service
portal
and
catalog,
policy-based
infrastructure
and
application
provisioning
and
automated
operations
management
help
to
complete
the
picture.
StandardizedHomogeneous
infrastructure
delivered
across
pools
of
standard
x86
hardware,
to
eliminate
unnecessary
complexity.
HolisticA
unified
platform
optimized
for
the
entire
datacenter
fabric,
to
support
any
and
all
workloads.
AdaptiveSelf-programmable
infrastructure
that
dynamically
configures
and
reconfigures
the
environment
according
to
changing
application
demands.
AutomatedA
management
framework
with
built-in
intelligence
to
eliminate
complex
and
brittle
scripting,
for
cloud-scale
operations
with
less
manual
effort
and
significant
cost
savings.
ResilientA
software-based
architecture
that
compensates
for
failing
hardware,
delivering
unprecedented
resiliency
at
minimum
cost.
Exercise
1:
Analyze
the
Customer
Situation
_______________________________________
2) ____________________________________
_______________________________________
Instructions:
1) In
your
group,
read
the
case
study
together
and
discuss
the
companys
business
objectives.
2) In
Step
1
of
the
Customer
Value
Framework,
write
down:
3) ____________________________________
_______________________________________
Business
Objectives:
1) ____________________________________
2) ____________________________________
_______________________________________
_______________________________________
3) ____________________________________
_______________________________________
External Drivers:
1) ____________________________________
_______________________________________
2) ____________________________________
_______________________________________
3) ____________________________________
_______________________________________
5
1 1
External Drivers
Internal Challenges
Business Issue:
2
3
Problem Questions
Solution
Questions
Value
Questions
VMware
Successes
(References)
Business Objectives
Company
Background
Astro
Pharmaceutical
is
one
of
the
worlds
largest
and
fastest
growing
drug
companies.
In
addition
to
developing
and
marketing
a
broad
portfolio
of
branded
and
generic
drugs,
they
recently
extended
into
a
new
line
of
business
through
the
acquisition
of
a
company
focusing
on
consumer
health
and
personal
care
products.
These
products
are
currently
driving
30%
of
Astros
revenues.
The
remaining
70%
of
Astros
revenue
comes
from
bringing
proprietary
drugs
to
market.
They
currently
have
three
major
drugs
in
clinical
trials,
all
expected
to
launch
next
year.
Astros
success
depends
greatly
on
these
new
blockbusters
as
patent
protection
on
a
number
of
high
revenue
generating
and
very
profitable
drugs
is
due
to
expire.
Over
the
past
three
years
Astro
has
acquired
a
number
of
companies
with
promising
new
drugs
under
development.
This
acquisition
spree
has
created
an
IT
challenge,
resulting
in
a
complex
landscape
and
rigid
and
siloed
processes.
They
currently
support
9,000
servers
spread
across
17
locations
worldwide,
of
which
around
40%
are
virtualized.
The
physical
and
virtual
environments
are
heterogeneous
and
highly
complex.
They
have
been
working
with
VMware
for
over
5
years
and
have
seen
dramatic
capital
expenditure
savings
through
virtualization.
Astro
recently
completed
a
Journey
Assessment
with
their
VMware
sales
rep.
Your
sales
rep
has
determined
that
they
are
in
phase
3
and
are
virtualizing
business
critical
applications.
This
has
not
come
without
its
challenges.
There
have
been
concerns
around
the
performance
of
one
of
Astros
customer
Big
Opportunities
With
its
most
recent
acquisition,
Astro
has
entered
the
market
for
consumer
health
and
personal
care
products.
Among
its
offerings
is
a
line
of
mobile
medical
devices
aimed
at
consumers.
If
Joe
is
to
succeed
in
his
new
role,
he
is
conscious
that
he
must
actively
partner
with
the
new
LOB
and
deliver
new
IT
business
solutions
driving
innovations
and
enterprise
growth.
8
Behind
the
scenes,
Joe
is
concerned
about
how
Astro
uses
traditional
methods
to
manage
its
landscape.
Many
different
tools
troubleshoot
problems
in
the
environment
and
although
Joe
finds
the
data
useful,
he
also
feels
the
data
is
not
used
very
efficiently.
In
a
recent
Gartner
report,
Joe
read
that
IT
operations
teams
experimenting
with
and
effectively
adopting
emerging
IT
operations
analytics
technologies
can
achieve
at
least
a
10%
reduction
in
IT
service
outage
minutes.
He
is
excited
about
what
these
new
technologies
can
potentially
do
for
Astro,
and
intends
to
brief
his
team
accordingly.
_______________________________________
The Ask
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
9
Exercise
2:
Know
Your
Customer
10
11
Questions
A)
Identify
3
business
issues
of
each
Astro
power
person
that
you
think
will
have
a
direct
bearing
on
your
sales
effort.
Charlie Sopra
_______________________________________
1) ____________________________________
_______________________________________
_______________________________________
_______________________________________
2) ____________________________________
_______________________________________
_______________________________________
_______________________________________
3) ____________________________________
_______________________________________
_______________________________________
_______________________________________
Alex
Hagger
1) ____________________________________
_______________________________________
_______________________________________
2) ____________________________________
_______________________________________
_______________________________________
_______________________________________
3) ____________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
12
Exercise
3:
Customer
Value
Framework
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
Notes:
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
13
Exercise
4:
Customer
Value
Framework,
Cloud
Management
Notes:
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
14
Exercise
5:
Role
Play
Instructions
to
Sales
Team
15
16
Notes:
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
Part
3
-
Feedback
Instructions
for
Astro
Executives
_______________________________________
_______________________________________
_______________________________________
Part
4
-
Class
Review
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
17
Appendix
1:
Value
Driver
Summary
Value
Driver
Description
1.
Support
Business
Innovation
and
Drive
IT
Agility
2.
Drive
IT
Efficiency
3.
Manage
IT
Compliance
and
Controls
to
Mitigate
Risk
Keep
up
with
diverse
security
and
compliance
policies
and
requirements
in
virtual
and
Cloud
environments
while
maintaining
flexibility
and
the
ability
to
scale
rapidly,
while
providing
superior
solutions
to
what
can
be
achieved
in
the
physical-only
world.
4.
Reduce
IT
Complexity
5.
Deliver
High
Quality
of
Service
Deliver
and
exceed
agreed
QoS
SLAs
while
reducing
operating
costs
and
increasing
overall
IT
efficiency
through
automation
and
intelligent
policy
management.
18
Pain
Legacy
systems
not
optimized
for
Cloud
Manual,
slow,
inefficient
processes
Stuck
in
a
reactive
KTLO
mode
Positive Outcome
Required
Capabilities
Cloud-optimized
IT
management
Policy-based
automation
VMware Advantage
Unhappy
customers
proliferate
Shadow
IT
Extensibility
to
enable
new
use
cases
IT
is
not
a
strategic
business
partner
IT
is
a
competitive
advantage
OOTB
functionality
supports
fast
time
to
value
Standardized
services,
tools
and
policies
across
teams
and
platforms
19
2. Drive
IT
Efficiency
Improve
utilization
of
IT
resource
through
the
adoption
of
Cloud,
self-service,
and
automation
to
significantly
reduce
operational
expenses
and
capital
expenditures
while
maintaining
governance
and
control.
Pain
Positive Outcome
Required
Capabilities
VMware Advantage
Automation
and
management
of
physical,
virtual
&
public
cloud
IT
services
meet
or
Integrated
performance,
Leverage
vSphere
while
exceed
industry
configuration,
capacity,
supporting
multi-vendor
benchmarks
compliance
across
platforms
domains
Simplified
user
access
to
Personalized,
end-user
OOTB
functionality
IT
services
self-service
supports
fast
time
to
value
Real-time
visibility
into
IT
cost
lowers
risk
20
Pain
Positive Outcome
Required
Capabilities
VMware Advantage
Lack
of
visibility
increases
risk
Centralized,
continuous
view
of
status,
posture,
&
risk
Comprehensive
regulatory,
operational
and
security
content
Ad-hoc
compliance
is
resource
intensive
Lack
of
controls
increases
risk
Compliance is a liability
Compliance
is
a
competitive
differentiator
Automated,
policy-
driven
compliance
User-centric,
business-
aware
governance
model
Audits
increasingly
difficult
Provisioning,
reporting
and
auditing
Manage
compliance
across
physical,
virtual
and
private/public
cloud
At-a-glance
view
of
compliance
posture
via
a
real-time,
consolidated
score
Enforce
and
Secure,
personalized
demonstrate
separation
self-service
capability
of
duties
Continuously
refreshed
OOTB
content
21
4. Reduce
IT
Complexity
Reverse
the
sprawl
of
physical
IT
growth
(server,
storage
network)
and
corresponding
management
tools
that
leads
to
increased
rigidity,
complexity,
higher
operational
and
administrative
costs,
and
diminishing
infrastructure
productivity.
Pain
Positive Outcome
Specialized
tools,
processes
and
teams
are
inefficient
Bogged
down
with
customized
service
requests
Automate
frequently
performed
tasks
Standard
services
available
via
a
self-
service
portal
Quicker
time-to-value
for
business
initiatives
Self-learning
algorithms
creates
dynamic
thresholds
which
enable
proactively
alerts
IT
of
potential
problems
Extensibility
to
enable
new
use
cases
22
Required
Capabilities
VMware Advantage
Pain
Unhappy
customers
proliferate
Shadow
IT
Positive Outcome
Required
Capabilities
VMware Advantage
Auto-scales
resources
in
real
time
to
meet
changing
application
demands
Self-learning
algorithms
proactively
highlight
potential
problems
Inability
to
demonstrate
SLA
performance
Proper
allocation
of
infrastructure
&
human
resources
Unified
performance,
capacity,
configuration
monitoring
Application,
infrastructure
and
transaction
performance
monitoring
23
Integrated,
actionable
recommendations
Appendix
3:
Common
Objections
and
Suggested
Responses
Objection
Response
24
Appendix
4:
Partner
Resources
http://www.vmware.com/partners/programs/
http://www.vmware.com/partners/partners.html
http://www.vmware.com/partners/solution-
competencies.html
http://www.vmware.com/events/