Introducing VMware Site Recovery Manager

Jon Bock, Sr. Product Marketing Manager

February 5, 2008

Disaster Recovery Market Opportunity

Organizations spend >$5B annually on disaster recovery software

Total disaster recovery spending expected to reach $23.3B by 2012 (Frost & Sullivan)

39% of executives polled gave their plans a letter grade of C or worse (Harris Interactive)

Replication

$2.3B

Data Protection

$2.7B

Clustering

$1.6B

Source: IDC 2006 estimates

Market Size Estimates

Disaster Recovery

$5B

Requirements for Disaster Recovery

Minimize Downtime

93% of companies that lost their data center for ten days or more due to a disaster filed for bankruptcy within one year of the disaster.

--National Archives and Records Administration

Control Cost

Minimize Risk

73% of executives expressed concern with the costs associated with maintaining a secondary data centre

--Beacon Technology Partners

92% of users surveyed acknowledged that their companies would face serious consequences if they had to implement their disaster recovery plans.

--Dynamic Markets Ltd.

Effective disaster recovery is a business imperative, but is very difficult to achieve

Traditional Disaster Recovery Challenges

Complex recovery

processes and infrastructure

Complex recovery

processes and infrastructure

Failure to meet continuity

requirements

Recovery takes days to weeks

Recovery tests often fail

Significant IT time and resources consumed

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Dependent on perfect training, documentation, and execution

Dependent on perfect training, documentation, and execution

VMware Vision for Disaster Recovery

Rapid> Automate recovery

> Eliminate failures due to hardware dependencies

> Eliminate slow manual recovery steps

Reliable> Enable easier, more frequent testing

> Turn manual, inconsistent processes into pre-programmed, repeatable processes

Manageable> Centralize and simplify management of recovery plans

> Make disaster recovery protection a property of virtual infrastructure

Affordable> Eliminate need for an identical recovery datacenter

> Eliminate idle recovery hardware

> Eliminate dependencies on physical infrastructure

Disaster Recovery is Driving VMware Adoption

Simplifies and automates disaster recovery workflows:

Setup, testing, failover, failback

Turns manual recovery runbooks into automated recovery plans

Provides central management of recovery plans from VirtualCenter

Introducing VMware Site Recovery Manager

Site Recovery Manager leverages VMware Infrastructure to transform disaster recovery

Key Components

Storage

Servers

VMware Infrastructure

Virtual Machines

VirtualCenterSite

Recovery Manager

Site Recovery Manager> Manages and monitors recovery plans

> Tightly integrated with VirtualCenter

3rd-Party Replication> Integrated via replication adapters

> Replication adapters certified and supported by replication vendor

Partner Replication

VMware Infrastructure> Requires ESX Server 3.0.2 or later

> Requires VirtualCenter 2.5 or later

Key Components

Storage

Servers

VMware Infrastructure

Virtual Machines

VirtualCenterSite

Recovery Manager

Storage

Servers

VMware Infrastructure

VirtualCenterSite

Recovery Manager

Partner Replication

Site Recovery Manager

Protected virtual machines

Virtual Machines

Production Disaster Recovery

Site Recovery Manager Key Capabilities

Centralized management of disaster recovery plans

Dramatically easier to build and update recovery plans

Disaster recovery automationEliminate complex, manual runbooks and accelerate recovery

Non-disruptive testingEnsure that recovery plan will work when you need it

Disaster Recovery with VMware

FastRecovery in hours, not days or weeks

ReliableRunbook of manual, error-prone processes becomes automated recovery and testing plan

ManageableCreate, monitor, and update recovery plans from VirtualCenter

AffordableCreate, monitor, and update recovery plans from within VirtualCenter

Target Customers for Site Recovery Manager

Enterprise

Commercial

SMB

Primary targets for Site Recovery Manager 1.0 are enterprise and commercial customers

• Most likely to have array-based replication, recovery site, and sufficient bandwidth

Most SMB customers will continue to be served by solutions leveraging third-party technology partners, but developments among storage and hosting providers are starting to open up this market also

Ways to Sell Site Recovery Manager

Site Recovery Manager

VMware Infrastructur

e

VMware Infrastructur

e

VMware Infrastructur

e

VMware Infrastructur

e

Sell as part of production VI deployment

• Complementary addition to VMware Infrastructure licenses

• Helps customer build a resilient virtual datacenter

Site Recovery Manager

Sell as part of disaster recovery implementation

• Often part of a larger organizational mandate or initiative

• Can help encourage broader deployment of virtualization

Yes

No

YesNo

Yes

Identifying Site Recovery Manager Opportunities

Does customer have a DR plan for

their x86 servers?

Does that plan reliably meet their recovery

requirements and cover all their important x86

systems?

Does customer recognize impact of not being able to recover

systems?

Does customer

have a timeframe and owner

for improving

their disaster recovery

plan?

Does customer

have or plan to have

necessary infrastructure

for Site Recovery Manager?

No

YesSite Recovery Manager + VI opportunity

VMware Infrastructure opportunity

Purchasing Site Recovery Manager

Separate product from VMware Infrastructure

Works with all editions of VI

Available a la carte and bundled with other VMware products

Licensed similarly to VMware Infrastructure

Purchased for each protected site

Site Recovery Manager deployment requirements

VMware Infrastructure at both sites

VirtualCenter at both sites

Site Recovery Manager at each protected site

VMware Infrastructure

Site Recovery Manager

VI EnterpriseVI

StandardVI Foundation

ESX Server 3i

Virtual Center

Site Recovery Manager Momentum

Storage Partners

Customers

• Customers designing for Site Recovery Manager now

• Over 1800 attendees at VMworld sessions

• Large VMware customer:

• Site Recovery Manager will justify expanding and accelerating virtualization of their datacenter

Disaster Recovery Drives More than VI Licenses

VMware Infrastructure

Site Recovery Manager

$1 of VMware software...

$3 of Storage Hardware and software

$2 of Server Hardware

$1 - $3 of Services

Leads to...

VMware Investments in Driving New Business

Tools & Training

Collateral, sales guides, deployment guides, technical and sales

training

Campaigns

One of key 2008 themes

Advertising, e-mail templates, seminar kits for

resellers to leverage

Partnerships

Marketing investments with leading storage partners

Timeline

Site Recovery Manager beta

Site Recovery Manager sales tools available Q1

Q2

Q3

Site Recovery Manager GA

Disaster recovery campaign in support of Site Recovery Manager release

Site Recovery Manager Jumpstart VAC offering available

Site Recovery Manager Plan & Design VAC offering available

Training classes available for customers and partners

Summary

Disaster recovery is a huge market opportunity for VMware and its partners that is a proven driver of partner business

Customers are already excited about the unbeatable combination of Site Recovery Manager + VMware Infrastructure

VMware and industry leaders are investing to ensure that disaster recovery with VMware will be a key driver of partners’ business

What You Can Do Next

Learn more about Site Recovery ManagerAvailable today:

www.vmworld.com: Session recordings: BC31 (product overview), BC29 (technical architecture)

PartnerCentral: Overview presentation and customer FAQ

Coming soon to PartnerCentral:This month: technical presentation, recorded demo

Next month: targeting and sales guides, product collateral, whitepapers

Start developing opportunitiesIdentify your top 5 prospects for Site Recovery ManagerLearn about their needs and plans for disaster recoveryIntroduce them to VMware Infrastructure + Site Recovery Manager

Questions?