VCE VxRail Appliance

Proof of Concept Process Guide

Rev 1.0
Mar 2016

2016 VCE COMPANY, LLC. ALL RIGHTS RESERVED.

VCE CONFIDENTIAL

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Table of Contents
REVISION HISTORY

INTRODUCTION

PRODUCT OVERVIEW

ROLES AND RESPONSIBILITIES

VXRAIL POC/EVAL PROCESS STEPS

RESOURCES

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Revision History
The following table presents the revision history of this document.

REVISION

DATE

DESCRIPTION

1.0

3/14/16

First Version

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Introduction
The VxRail Proof of Concept (POC) Process Guide is intended for sales and pre-sales teams to understand the requirements and
logistics associated with a POC for qualified large and/or strategic VxRail opportunities. For a POC (also referred to as an Evaluation
or Eval), EMC will provide a VxRail Appliance which can then be used for a customer onsite evaluation to perform a number of
appliance management and usage scenarios to demonstrate and provide assurance that VxRail meets the customer needs. For other
ways of demonstrating the VxRail appliance, please see the Resources section.

Product Overview
The VCE VxRail Appliance is the only fully integrated, preconfigured, and tested HCI appliance powered by VMware HyperConverged Software (HCS) and is the easiest and fastest way to stand up a fully virtualized software-defined data center (SDDC)
environment. With the power of a whole SAN in just two rack units, it provides a simple, cost effective hyper-converged solution for a
wide variety of applications and workloads.

Figure 1: VCE VxRail Appliance

For more information on VxRail, please visit the product page: http://www.vce.com/products/hyper-converged/vxrail
For detailed information related to test cases, customer prerequisites, out of scope elements, and more please refer to the VCE
VxRail Appliance Proof of Concept Guide.

Roles and Responsibilities

EMC
EMC Account Team must qualify the opportunity. POC/Evals are reserved for large (>50 units) or strategic opportunities. Complete
the Pre-Approval/Justification form for Business Operations Manager approval (optional).
EMC Professional Services will provide pre-deployment project planning and resource(s) to execute the POC. EMC will also assist
customer with completion of VxRail Pre-installation site checklist.
VCE must work with EMC Account Team to sponsor and process VxRail POC/Evals.

Partner
Partners must work with EMC Account Team to sponsor and process VxRail POC/Evals.
Partner should assist customer with completion of VxRail Pre-installation site checklist.
EMC Professional Services will provide resource(s) to execute the POC unless the partner is Delivery and Implementation certified.

Customer
Customer must complete, sign, and return the Basic Eval Agreement (BEA).
Customer must provide access to setup and run the POC environment, per the VCE VxRail Appliance Proof of Concept Guide.
Customers have option to purchase, and therefore continue use of, their VxRail POC appliance after the 60 day trial period.

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VXRAIL POC/EVAL PROCESS stePS

1. Qualify the Opportunity
EMC Account Team must qualify the opportunity. POC/Evals are reserved for large (>50 units) or strategic opportunities. Complete
the Pre-Approval/Justification form for Business Operations Manager approval (optional).

2. Customer completes Basic Evaluation Agreement (BEA)

Customer must return a completed Basic Eval Agreement (BEA). The purchase price on the Eval Agreement must match the value of
the quote.

3. Create a Duplicate Quote for POC/EVAL Submission

Use the duplicate quote (that the customer will NOT have listed on their PO when it arrives for the Eval). This eliminates the need
for a customer email when booking the sale.

4. Create SFDC Opportunity linked to Quote

Customer must return a completed Basic Eval Agreement (BEA). The purchase price on the Eval Agreement must match the value of
the quote.

5. Place Order for POC/Eval

A VxRail POC/Eval does not require a PO. Order Type needs to state EV-EVAL.
Include Professional Services (PS-BAS-HCIAINS Installation for VxRail Single Appliance). This SKU must be on EVERY VxRail
POC/Eval to alert EMC Professional Services of the need for delivery resources, unless mandatory PS will be delivered by a VxRail
Delivery & Implementation (D&I) enabled partner.
If the customers order included software, a Partner Activation License (PAC) Letter will be emailed to the customer and included in
the shipment. Ensure customer does NOT ACTIVATE it unless it converts to a sale. If they activate the PAC, they will be charged
for the software.

6. Execute POC/Eval at customer site

The POC/Eval will be performed at the customer location per the VCE VxRail Appliance Proof of Concept Guide.

7. Convert to Revenue Sale

VxRail runs on a 60 day software trial license- the trial begins from the day of the appliance provisioning.
Convert to a sale before the 60 day trial period to avoid any interruption of the use of the appliance by applying a permanent license
key. If the eval license runs out, the appliance will require a re-set.
An RMA# will be auto-generated and will close out once converted to a sale.

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Resources
VxRail Demonstrations
Interactive On-Demand Demo: http://interactivedemos.emc.com/vxrail/
EMC vLab "VXRAIL BUILD AND MANAGE YOUR OWN HCI APPLIANCE": https://portal.demoemc.com
Global Solution Centers: Coming soon in Hopkinton, Cork, and Singapore!
Partner Hosted: Please check with your EMC Authorized partner for availability.

VxRail Enablement Center

(https://www.emc.com/auth/rpage/ec-for-vce-vxrail.htm)
Includes training, data/spec sheets, FAQ, competitive info, customer presentations, solution briefs, top reasons docs, and more.
Ordering & Licensing Guide: http://www.emc.com/auth/rcoll/salesprocessmaterial/vxrail-ordering-licensing-guide.pdf
Sizing Tool: https://www.emc.com/auth/rcoll/tool/vxrail-3-0-sizing-calculator.xlsx

VxRail EMC Community

(https:/community.emc.com/community/products/vxrail)

ABOUT VCE
VCE, an EMC Federation Company, is the world market leader in converged infrastructure and converged solutions. VCE accelerates the
adoption of converged infrastructure and cloud-based computing models that reduce IT costs while improving time to market. VCE
delivers the industry's only fully integrated and virtualized cloud infrastructure systems, allowing customers to focus on business
innovation instead of integrating, validating, and managing IT infrastructure. VCE solutions are available through an extensive partner
network, and cover horizontal applications, vertical industry offerings, and application development environments, allowing customers
to focus on business innovation instead of integrating, validating, and managing IT infrastructure.
For more information, go to vce.com.

Copyright 2010-2016 VCE Company, LLC. All rights reserved. VCE, VCE Vision, VCE Vscale, Vblock, VxBlock, VxRack, VxRail, and the VCE logo are registered
trademarks or trademarks of VCE Company LLC. All other trademarks used herein are the property of their respective owners.
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