© 2013 Cisco Systems, Inc. and VMware 1 Cisco and VMware: Transforming Desktops into End-User Workspaces UCS Solution Accelerator Pak with VMware Horizon.

© 2013 Cisco Systems, Inc. and VMware 1

Cisco and VMware: Transforming Desktops into End-User Workspaces

UCS Solution Accelerator Pak with VMware Horizon View

How to Sell Guide / Playbook

Desktop Virtualization with Cisco UCS and VMware Horizon View

January 2014

2© 2013 Cisco and VMware


Agenda

1. What is VDI / VMware Horizon View2. Why Sell VMware View + Cisco UCS?3. Greenfield Opportunity for You! / Targeting the Server for View4. Accelerating Your Pipeline: UCS + View SmartPlay Bundle5. Positioning the Bundle Against Customer Pain Points6. Cisco and VMware: Better Together, for VDI



Why Sell VMware Horizon View and Cisco UCS Solutions?

30%

90%

vSphere virtualization = ripe for View

View upsell opportunity from vSphere install base

3X VDI growth forecasted by Gartner

11X Drag in View deals

Cisco UCS upsell opportunity with View

UCS + View bundles are up to 15% less than a la carte

3X



Deliver: Empower your workforce with secure, roaming access to your same desktopacross devices

Broker: Manage and secure virtual desktops from a singleadmin console whileremoving data off endpoints

Horizon View virtualizes desktops into a central service

Transform: Simplify desktops and apps into the datacenter with virtualization

Reduce Costs Enhance Security Provide High Availability Better Support More Users

Across More Devices



New Dedicated Infrastructure for VDI Means Greater Opportunities for You!

Greenfield UCS Opportunity!

Virtual Desktops

VDI Client / user

VDI Client / user

Legacy / Existing Infrastructure

Email

ERP/CRM

Web

?



Cisco Unified Computing SystemIdeal Platform for Desktop Virtualization

• Lower cost for compute + network infrastructure

• Greater virtual desktop density withoutperformance impact

• Simple Operation —start in minutes, scalein seconds

• Massive Scalability —scales easily to 1000’s ofdesktops per UCS system

• Expansive memory and I/O to avoid desktopvirtualization bottlenecks

Mem

ory

CPU

I/O Unified Fabric (FCoE)



Targeting the Server Platform for View

competitors

Cisco UCS

Why is Cisco UCS Better for View than competing platforms? Simplified/Rapid/Stateless,

“zero-touch” operations vs. competitors

Unified, single point of management with less cabling, switches, and chassis management

Predictable Performance with Linear Scalability

Granular visibility and management of VM-level flows

Customer choice: wide array of storage ecosystem solutions and optimization



Target Profile

View: • Minimum vSphere Standard

customer approx 30% virtualized

• Min 50-100 desktops

UCS: • May or may not have UCS

place• Opportunity to displace

competitors• VDI is typically greenfield

infrastructure opportunity

Target Audience



Intercepting the Opportunity & Accelerating Your Pipeline: Special Bundle Offer



Customer Pain Points

VDI is too expensive! • Don’t have budget!• I just need to get into a small

pilot or PoC

VDI is too complex!• Too many disparate components• How do I manage it all?

VDI performance is sub-par!• How do I scale?• My users won’t be happy

Great Opportunities to start the conversation



Truly Scalable, Cost-Effective VDI with VMware Horizon View & Cisco UCS

Mid-Market(400+ Users)

Discounted Bundles for targeted customer segments: Unparalleled Price to Performance Ratios Pre-validated Solutions to accelerate sales and implementation Contact your Cisco Channel Partner to find out more Brochure: http://bit.ly/YExWBP

SMB(100

Users)

Branch Office (30

Users)

UCS B200 w/ 400 View UCS C240 w/ 100 View UCS E-Series ISR G2 w/ 30 View

Cisco UCS Solution Accelerator Pak with VMware Horizon View - Solution Bundles

UCS-SL-VDI-B200-02 UCS-SL-VDI-C240-01

Convenient single-SKU ordering!

UCS-E160D-M1VDI/K9

Validate how many user licenses with this SKU



Value of the Bundle to Customers

Customer Pain Points Solution Accelerator Paks with Horizon View + UCS - Bundle Benefits

I just need to get a Pilot / Proof of Concept going quickly

Offers quickest path to implementing an initial infrastructure that can grow in the future as demands increase

VDI is complex, difficult to manage

Includes both hardware and software licensing, and can be easily managing from a single pane of glass

I’m concerned about poor desktop performance moving to this technology

Based on UCS+View Reference Architecture that’s been validated to perform and linearly scale without issue, especially as users are added

I don’t have budget to spend on VDI

Aggressively discounted by Cisco and VMware = improved ability for partners to lower TCO while protecting margins



How Do I Know Which Bundle is Best For Me?

Triggers Consider

Need a pilot or PoC for a couple hundred seats but want to scale quickly in the future without forklift

B-Series Bundle for Ultimate VDI Scalability. Starter kit starts at 400 users (with expansion blades) in a single chassis

Small or medium sized office (or business), no SAN in place, prefers rackmount form-factor solution for a couple hundred seats

C-Series Bundle for Economical Small-Footprint VDI.Supports 100 users, and includes over 7TB of installed disk storage

Branch offices with 30 users or less

E-Series Bundle for Branch Services with VDI.Integrates 30 seats with premises router for IT consolidation at the branch



Matching Customer IT Environment to Server SolutionsCustomer Environment / Needs Server Solution

Prefers blade compute form-factor B-Series

Needs truly scale-out capacity (100’s to 1000’s of seats)

B-Series

Prefers rack-mount compute form factor C-Series

Needs medium-sized scale, ex: 100 seats

C-Series

Prefers local storage, no SAN in place

C-Series – includes 7TB of disk installedB-Series – with Option 1 upgrade for floating desktops

Has Cisco ISR-G2 Branch Office Router in place

E-Series

30 users or less at remote or branch office

E-Series



Cisco UCS with VMware Horizon ViewDelivering an Accelerated Path to VDI ROI

Desktop Virtualization 400 User Starter Kit for View

(2) Cisco UCS 6296UP 96-Port Fabric Interconnects(1) Cisco UCS chassis with 2

Cisco 2208 IOM Modules(2) Cisco UCS B200

controller blade server• CPU: 2 x 2.20-GHz Intel

Xeon processors E5-2660 v2

• Memory: 8 x 16 GB (128 GB total)

• Cisco UCS Virtual Interface Card VIC 1240

(4) Cisco B200 desktop workload blade servers• CPU: 2 x 2.80-GHz Intel

Xeon processors E5-2680 v2

• Memory: 16 x 16 GB (256 GB total)

• Cisco UCS VIC 1240(4) VMware View Premier 100 Packs

UCS-SL-VDI-B200-02

100 User SMB Bundle for View

(1) Cisco UCS C240 rack server• CPU: 2 x 2.80-GHz Intel Xeon

processors E5-2680 v2• Memory: 16 x 16 GB (256 GB

total)• HDD: 24 x 300 GB SAS• Cisco UCS VIC 1225(1) VMware View Premier 100 Pack

UCS-SL-VDI-C240-01

100 User Expansion Bundle for View

(1) Cisco B200 hosting blade server• CPU: 2 x 2.80-GHz Intel Xeon

processors E5-2680 v2• Memory: 16 x 16 GB (256 GB

total)• Cisco UCS VIC 1240(1) VMware View Premier 100 Pack UCS-SL-VDI-B200-05

UCS On-Board Storage Expansion Options

(1) Cisco B200 hosting blade server• CPU: 2 x 2.80-GHz Intel Xeon

processors E5-2680 v2• Memory: 16 x 16 GB (256 GB total)• Cisco UCS VIC 1240(1) VMware View Premier 100 Pack

With Fusion-io 785GB, 100 users:• UCS-SL-VDI-B200-03With LSI 400GB, 100 users:• UCS-SL-VDI-B200-04

Cisco UCSVMware

Horizon View

NEW!

Graphics Intensive Apps Upgrade Options

(1) Cisco UCS C240 hosting rack server• CPU: 2 x 2.80 GHz Intel Xeon

processors E5-2680 v2• Memory: 16 x 16 GB (256 GB)• Cisco UCS VIC 1225• 2 x 300GB SAS

NVIDIA K1: UCS-SL-VDI-C240-K1 NVIDIA K2: UCS-SL-VDI-C240-K2



+ : Better Together, for VDI

We’re jointly attacking the VDI pain points and…Delivering and Accelerated Path to ROI with VDI

Uncompromised VDI Performance Compute infrastructure purpose built for VMware vSphere aware networking, security and QoS Consistent experience for users, across locations and

devices

Simplified VDI Management Fully integrated with vCenter Provision and deploy desktops in minutes

Best Price to Performance Ratio for VDI environments of ALL sizes Easily scale from 1 desktop to 1000’s Backed by Reference Architectures / CVD’s Optimized balance of Memory, IO, and CPU performance

CISCO VMFEX

CISCO NEXUS 1000V



Learn More

LEARN MORE: Cisco UCS with VMware Horizon View

Solution Overview: http://cs.co/9004eB0G

Get Started Today for Less - Promo Bundle Flyer: http://cs.co/9005eB0H

For sales support – Kristine Eckenrode, [email protected]

http://cs.co/9004eB0G

http://cs.co/9004eB0G

http://cs.co/9005eB0H

http://cs.co/9005eB0H



Thank You!

© 2013 Cisco Systems, Inc. and VMware 1 Cisco and VMware: Transforming Desktops into End-User Workspaces UCS Solution Accelerator Pak with VMware Horizon.

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