At-a-glance cheat sheet to help you better identify the opportunity to sell VMware End-User Computing solutions and vSphere with Operations Management. Learn about the benefits, your customer challenges and get insight into the questions to ask.

1. vSpherewith Operations Management
WHATIS IT?
vSpherewith Operations Management combinestheworld’s leading
virtualisation platformwith best-in-class management capabilities.This new
solution enables usersto gain operational insight into avSphere environment
while optimising capacity.
TARGETAUDIENCE
> AnyexistingvSphere customerwithvSphere Essentials Plus orhigherand
interested in maximisingthe capacityand performance oftheirexisting
vSphere environment
> AnyexistingvSphere customerwithvSphere Essentials Plus interested
in expandingtheirvirtualisation deployment
> Whitespaceornewprospectswithover20 hostsinhigh-endSMBsegments
CUSTOMER CHALLENGES
> Operational challenges caused byrapid deployment orexpansion
ofvirtualisation
> Lack ofoperational insight intotheirenvironment
> Visibilityofcapacityto avoidwastedtime and money
> Protection ofVM’s and availabilityinthe event ofadisasteroroutage
BENEFITS
> Reducethe downtime ofapplications by36%
> Reduce diagnostics and problem resolutiontime by26%
> ImproveVMwarecapacityutilisationby40%andconsolidationratiosby37%
> Doublethe ITsavings ofvSphere
QUESTIONSTOASK
> Would it be ofvalueto be ableto restart aVM in lessthan 5 minutes?
> Howdoyou protectyourVM’sfromfailure?
> Areyou planningto expandyourvirtualisationfootprint beyond 3 nodes?
> Is it avalueto have continuous availabilityofyourVM’s? (e.g. secondVM
always readytotake overifprimarydies)
> Wouldyoufindvalue in load balancing and improved sharing between
vSphere hosts?
> Areyou interested in non-disruptive storage migration?
> Would you find value in improving the management ofyour
virtualisation network?
> Is maintaining regulatorycompliance importanttoyourbusiness?
HorizonView
WHATIS IT?
VMwareHorizonView™deliversdesktopservicesfromyourcloudtoenable
end-userfreedom and ITmanagementandcontrol. Enablesecure,scalable,and
reliabledesktop services unmatchedbyphysicalPC’sallwithoutcompromising
onuserexperience.
TARGETAUDIENCE
> Organisations upto 250 users
> Targetverticals include Healthcare, Public Sectorand Financial Services
CUSTOMER CHALLENGES
> Traditional desktops are costlyand difficultto maintain
> Proliferation ofnewdevices, platforms and applications creates
additional complexity
> Securityand compliance concerns
> End-usersmoremobileandhavehigherexpectationsonhowtobeproductive
> Demandsforbusiness agilityand responsivenessto competitive pressure
> Time consuming desktop and application patching
BENEFITS
> Simplified ITmanagement
> Increased securityand control
> Reduced ITcosts
> Increased end-useraccess andflexibilityforWindows desktop services
> Enable secure accessformobile/remoteworkers
> Superiorexperienceforeveryuserpersona
QUESTIONSTOASK
> Areyourusers expecting accesstothe systemstheyusefrom new
platforms? Doyou needto securelyfacilitatethese users?
> Doesyourorganisation have ageographicallydisperseworkforce?
> Wouldyou like an economical and securewayforthemto use
yoursystems overthe LAN,WAN and public infrastructure?
> Whattypes ofuserpersonas does ITsupport inyourorganisation?
> Which personas areyou consideringfordesktopvirtualisation?
> WoulditbehelpfultolearnhowdesktopvirtualisationcanreducedesktopTCO?
> Would it be helpfulto learn howdesktopvirtualisation can enforce
policies, enforce datacompliance and enable more datasecurity?
Horizon Mirage
WHATIS IT?
VMwareHorizonMirageisanimagemanagementsolutionthatseparatesthePC
intologicallayersthatareownedandmanagedbyeitheryourITorganisationor
theend-user.YoucanupdateIT-managedlayerswhilemaintainingend-userfiles
andpersonalisation.Tomaximiseend-userproductivity,snapshotsandbackups
oflayereddesktopimagesenablequickrecoveryorrollbackincaseoffailure.
TARGETAUDIENCE
> TraditionalViewcustomersegments
> Anyorganisationthat is usingVieworotherVDI solution is atarget asthey
mayunderstandthe benefits ofcontrol but mayhave usersthat cannot
practicallyusetraditionalVDI
> Customersthat have been hesitantto useVDI because of the backend
datacentre requirements
CUSTOMER CHALLENGES
> Executives, professionals and poweruserswanttotailor theirPC’s
> Locking down PCswith Group Policyorothertechniques is not an option
forsome users
> VDI notviableforsome users
> Spending considerabletime and resourcestriaging PC’s
> Time consumingto upgrade OS and applications
> ITtasks are disruptiveto end-users and decreasetheirproductivity
> Costlysupportforbranch offices
Sales Cheat Sheet
vSphere with Operations Management & End-User Computing

2. arrowecs.co.uk
BENEFITS
> Centralised image managementwith local execution
> The creation ofvirtual “layers”onthe PC including OS, apps and data
withoutthe use ofahypervisor
> An alternativetotraditionalVDIforcertain use
> Seamless ITOS and application updateswithout end-userdisruption
> End-userempowermentto remediate issues ontheirown
> An alternativeto manual and laborious OS (WinXPtoWin7) and other
application upgrades
> Asimple disasterrecoverysolution
QUESTIONSTOASK
> Doyou have userswhowere not goodfitsforVDI?
> Ifyou are not usingVDI,what ifyou could get manyofthe benefits but
withoutthe network and datacenterresource requirements?
> HaveyoutriedlockingdownPC’swiththingslikeGroupPolicy?Wasitsuccessful?
> Would it be helpful ifsome users could install some personal appswhile
corporate standard OS, apps, dataand settingswere always maintained?
> Doesthe help desk and desktop support spendtoo muchtime chasing
down userissues caused bychangesthe users madetotheirPC’s?
> Would it be helpful ifend-users could restoretheirPC’swhentheybreak
something dueto achangethattheymade and avoid calling someone?
> Wouldyou benefitfrom asolutionthat could help speed upyourremaining
Windows XPmigration?
> Do users expectyourorganisationto restoretheirPC image iftheirPC is
stolen/lost/broken?
HorizonWorkspace
WHATIS IT?
VMware HorizonWorkspace simplifiesthe end-userexperience and reduces
ITcosts bycombining applications and datainto asingle enterprise-class
aggregatedworkspace, securelydelivered on anydevice. Forthe administrator,
the result is simpler, centralised, policy-based management and end-users gain
freedom ofmobilitythrough anytime, anywhere access.
TARGETAUDIENCE
> Organisations upto 250 users
> Organisationsexperiencingmultipledeviceproliferationacrosstheorganisation
CUSTOMER CHALLENGES
> NewDevices and Platforms ofaMulti-DeviceWorkplace
> Proliferation ofSaaS, MobileApplications and aneedto provide legacy
enterpriseweb applications is increasing management complexity
> File collaborationwith colleagues, customers and partners
> Newsecurityand compliance requirementsfordataand applications
availabletothe mobileworkforce
BENEFITS
> Enables anewand improvedwaytoworkforboth ITand end-usersviaan
aggregatedworkspace
> Allowseasy,secureandflexibleaccesstoallapplications,dataanddesktops
> Greatercontrolviacentralised policies, useridentity, andvisibility
> Lowercosts ofmanagingthe end-userenvironment
> End-users enjoyhighlyavailable and easyaccessto applications and data
from anymobile device
QUESTIONSTOASK
> Doyou subsidise orallowyourusersto purchasetheirown device,
programs, orservices?
> Areyou leftwith increased burdens ofaccess, support and security?
> Doyou have challenges delivering consistent userexperiences across
avarietyofdevices and platforms?
> Doyou have needto provide mobile datasharingtoyourworkforce?
> Doyoufindyourworkforce applyingtoo manyunsecured orcloud-based
document sharing services such as DropBox?
> Areyou concernedwith dataleakage orunsecureforms offile sharing?
> Doesyourbusiness handle sensitive information such as: intellectual
property, legal documents, personallyidentifiable information,financial
data, orgovernment classified data?
> Areyou required by3rd partycompliance, government regulations oraudit
policiesto demonstrate secure accessto sensitive information?
Horizon Suite
WHATIS IT?
VMware Horizon solutionstransformtraditionalWindows PC’s into centralised
servicesto simplifyITcontrolwhile extending desktop servicesto newplaces.
HorizonViewvirtualises desktops intothe datacentreto enable roaming
accessto centralised desktop services and increased securityand compliance
byremoving dataand applications offthe endpoint. Horizon Mirage enables
centralised management ofWindows desktop imagesthat are deployed locally
onto desktops and laptops.
TARGETAUDIENCE
> vSphere customerbasewith approx 30%virtualisation
> Minnimum of250 desktops
> Previous HorizonViewcustomers
> Manydistributed sites/branches
> Offline and Roaming Laptop users
> Existing HorizonViewcustomers
> PreviouslylostViewopportunity
> KeyverticalsincludeFinancialServices,Government,EducationandHealthcare
CUSTOMER CHALLENGES
> Challengeswith image management and migration complexity
> Needto delivereffective cost management,while maintaining high levels
ofbusiness agilityduring aWindows 7 Migration
> Difficultiesdeliveringend-usersupportformultipledevices,OSandappsinuse
> Seek cost efficienciesthrough BYOD initiatives and enabling newdevices
such as Macs and iPads
> Cost Control and ITOpEx efficiency
> Time and resources devotedto being ontop ofSecurityand Compliance
requirements
BENEFITS
> Streamline and simplifyoperations byturning disparate operating systems,
applications and datainto centralised services
> Centralised services mean end-userassets can be managed, secured,
backed up and kept currentfrom asingle place
> Empoweruserswiththefreedomto choosethe right deviceforeachtask
> Galvanise productivitybydelivering aconsistent, intuitive and collaborative
computing experience across all devices
QUESTIONSTOASK
> Howareyou enabling devicesforthe corporate network?
> Howareyou providing secure mobile accessforyourworkforce?
> What’s preventingyoufrom reducing desktop costs orstoppingyou doing
morewiththe same/less resources?
> Howquicklycanyou deployadesktopto aworkerin anothercountry?
> HowmuchITtouchandinfrastructureisrequiredtomanagebranchoffices?
> Howmuch downtime doyourremote employees experience dueto
desktop issues?
> Howreliable isyourcurrent desktop environment?
> Howcanyou provide continuous availabilityto desktops even inthe event
ofadisaster?
For more support selling vSphere with Operations Management or End-User Computing solutions contact your Arrow ECS Account Manager,
email vteam@arrowecs.co.uk or call 0118 913 0690