Portfolio Summary

and Competitive Guide

500,000 customers can’t be wrong! VMware accelerates our
customers’ digital transformation journey by enabling them
to master a software-­defined approach to business and IT.

v2018-01 CONFIDENTIAL NOTE: VMware Field and Partners Only

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

How to Use this Guide:

Use this Portfolio Summary and Competitive Guide to ensure that you never miss out on an opportunity.
Position VMware products or solutions, no matter what your level of expertise or comfort is with any item in
our large portfolio.

1. Use the Keyword Glossary on pages 9-13 to help you quickly identify a relevant VMware product or solution
when a customer mentions something.

2. Each product page is designed to help you have a quick conversation about the solution and its value with
your customer. NOTE: the sooner you are able to position a viable VMware solution to your customer, the
better you will be able to drive an opportunity.

3. Each product page contains key “talk track” categories to make it easy to position the solution, even if it is
the first time you are positioning the product. The categories are Value Prop, Key Benefits, Strategic Benefits,
Helpful Links, Primary Competitors, and Competitive Differentiators — enough to make you an “instant
expert” for any of your customers!

What’s New:
Updated information on all product pages in this doc. A new section was added to cover the strategic
priorities and top sales plays.

2 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

Need Competitive Help?

There are two easy ways to get help from the competitive experts at VMware:

1. Bookmark the Competitive Selling page on Partner Central: https://vmware.com/go/PartnerCompete.

2. Join the “Partner Competition Queries” group on Partner Link today. This is one of the most
engaged groups at VMware, with over 2,500 users and experts actively helping each other
with competitive situations.

3 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

TABLE OF CONTENTS

PRODUCTS SOLUTIONS

SDDC & Hybrid Cloud 14 Cloud Services 40 Modernize Data Centers & 60
Cloud Foundation 15 VMware Cloud on AWS 41 Integrate Public Clouds
Cost Insight 43 HCI-Powered Private Cloud 61
Cloud Management Platform 16 Discovery 44 Hyper-Converged Infrastructure 62
vRealize Suite 17
Pivotal Containe Service 45 Operational Efficiency 63
vRealize Operations 18
Wavefront by VMware 46 Cloud Migration 64
vRealize Automation 1 9
Multi-Cloud Operations 65
vRealize Business for Cloud 20 Digital Workspace 47
vRealize Log Insight 21 Workspace ONE 48 Transform Networking & Security 66
vRealize Code Stream 22 AirWatch 50 Consistent Networking for Cloud/ 67
vRealize Orchestrator 23 Data Center/Edge
Desktop and Application Virtualization 52
vCloud Suite 24 Modern Security for Distributed Apps 68
Horizon 53
App Agility through Network Automation 69
Data Center & Cloud Infrastructure 25 Horizon Apps 55
vSphere 26 Horizon Cloud 56 Empower Digital Workspace 70
vSphere with Operations Management 28 App Volumes 58 Digital Workspace Transformation 71
vCenter Server 30 Modern Management for Desktop 72
Windows as a Service on Azure 73
Networking & Security 31 Leverage/Expand with Office 365 74
NSX 32
vRealize Network Insight 33
AppDefense 34
COMPETITIVE
Storage & Availability 35
Competitor Summaries 75
Site Recovery Manager 36
Citrix 76
Hyper-Converged Infrastructure 37 Microsoft 77
vSAN and vSAN ReadyNodes 38 Nutanix 78
Turbonomic 79

NOTE: The latest version of this guide can always be found here. https://vmware.com/go/PartnerCompete
Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

Think of this as an “all

Our Vision of the above” approach
A software-defined digital foundation built on VMware to a cloud and business
strategy.

Empower Any Device If your customer is unsure

Digital
Workspaces or uncertain about their
cloud strategy, VMware is
by far their best choice
Transform Any Application because of our unique
Networking
Traditional Apps Cloud-Native Apps SaaS Apps and flexible hybrid and
and Security
public cloud options for
their future.
Edge
Integrate Computing
Public No “dead ends” here...
Clouds
Only a growing list of
Private Clouds Public Clouds
seamless cloud options,
Any Cloud capabilities and
Modernize destinations!
Data Centers
Telecommunications This all means excellent
Networks
investment protection!

5 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

Our differentiated customer value proposition:

VMware software connects, manages, automates and secures the world’s digital infrastructure to reliably deliver the apps, services and
How VMware Helps
experiences transforming business and society.

With VMware, you can accelerate your digital journey today. Our interoperable cloud, mobility, networking and security solutions form a
digital foundation for delivering the apps that power business innovation.
VMware Value
You can experiment with business models, apps and experiences, where you create value, without having to experiment with
infrastructure, which introduces risk. This means you can disrupt your competitors without disrupting your own business.

With VMware, organizations can operate more efficiently, create more value, and dramatically save cost and time spent on day-to-day
Outcome
technology operations.

VMware compute, cloud, mobility, networking and security software forms a dynamic, consistent digital foundation to deliver the apps
Digital business that power business innovation.
requires a digital
foundation VMware streamlines the journey to digital business by unlocking value from today’s technologies while enabling the integration of
tomorrow’s.

6 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

VMware Offers the Broadest Portfolio of Solutions in the Industry

The VMware product portfolio helps customers build upon previous investments and will continue to solve business challenges today, tomorrow and into the future!

VMWARE PROVIDES THE FOUNDATION FOR ANY CLOUD FUTURE

AirWatch End-User Computing Workspace ONE

Easily manage access to services, applications and data for any device

Horizon Horizon Apps Horizon Cloud App Volumes

Public Clouds Other Private

or Hybrid Cloud VMware Cloud
(AWS, IBM, Azure, Provider Partners
Google) Data Centers

Cost Insight Wavefront by VMware

Hybrid and Public Cloud
Seamlessly extend your data center
into any public or managed cloud
Pivotal Container Service Discovery
VMware Cloud
HCX Technologies
on AWS

vSAN Ready Nodes

Hyper-Converged and Cloud-Ready VMware
Simplify and accelerate the deployment of SDDC and hybrid cloud Cloud
Foundation

Software-Defined Data Center

Virtualize the entire data center for the most flexible cloud future

Compute Storage & Availability Network & Security Management & Automation

vRealize
vSphere vSphere ROBO vSAN vSAN ROBO NSX vCenter Server vCloud Suite
Network Insight
vSphere with Operations Management Site Recovery Manager AppDefense vRealize Suite

Want to use this graphic in your presentation? Grab the slide here.
https://vmware.com/go/PartnerCompete

7 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

Prescriptions to Deliver on Strategic Priorities

Digital Transformation
Strategic Priorities

Digital Transformation
Transform Empower
Modernize Integrate
Networking & Digital
Data Centers Public Clouds
Security Workspace
IT Initiatives

Software Embrace Unify the Secure Unify Simplify

Defined Hybrid Agility by Next Gen Secure App
Cloud Branch / Access Endpoint Windows
Private Cloud Automation Applications Infra
Networking Edge Mgmt Mgmt Delivery
Cloud

•  Operational efficiency •  Consistent networking for cloud/DC/edge •  Digital workspace transformation

Sales Plays

•  Hyper-converged Infrastructure
•  Cloud Migration •  Modern security for distributed apps •  Modern management for desktop
•  App agility through network automation •  Windows as a service on Azure
•  HCI powered Private Cloud
•  Leverage/Expand w/ Office 365
•  Multi cloud

8 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

GLOSSARY
Accelerate Deployment vRealize Automation CA Automic vRealize Code Stream
All-In-One Solution Hyper-Converged Infrastructure Software CA Technologies vRealize Operations
Amazon Web Services (AWS) VMware Cloud on AWS Centralized Management vCenter Server
vCloud Suite
Cisco Cloud Center vRealize Automation
Ansible vRealize Orchestrator
Cisco Director & CIAC vRealize Automation
App Intended State AppDefense
Cisco Hyperflex vSAN
Application Attestation AppDefense
Cisco ONE Enterprise vRealize Suite
App Layering App Volumes
Cisco Systems vRealize Network Insight
Application Availability Site Recovery Manager
Cisco Systems (ACI) NSX
App Delivery Workspace ONE
Cisco UCS Director vRealize Automation
Application Dependency Mapping vRealize Operations
Citrix Competitive Summary
Application Development vRealize Code Stream
Citrix/Unidesk App Volumes
Application Management vRealize Suite
Citrix on AWS Horizon
Application Release vRealize Automation
Citrix on Azure Horizon
Application Security AppDefense
Citrix Hypervisor vSphere
Application Virtualization Horizon Apps vSphere with Operations Management
Automated Orchestration Site Recovery Manager Citrix Workspace Services Workspace ONE
Automated Service Delivery vCloud Suite Citrix XenApp Horizon Apps
Horizon
Automation (Storage) vSAN
Citrix XenDesktop Horizon
AWS Workspaces Horizon Cloud
Citrix XenMobile AirWatch
Axcient BC/DR Site Recovery Manager
Cloud VMware Cloud on AWS
Blackberry/Good AirWatch
Cloud Application Monitoring Wavefront
BMC vRealize Operations
CloudBees Jenkins Enterprise vRealize Code Stream
Build Automation vRealize Code Stream
Add CloudBolt vRealize Automation
Business Alignment vRealize Suite
Cloud Comparison vRealize Business for Cloud
Business Continuity Site Recovery Manager
Cloud Computing vRealize Business for Cloud
Business/IT Alignment vCloud Suite
Cloud Cost Cost Insight
Capacity Management vRealize Operations
Cloud Costing vRealize Business for Cloud
Capacity Optimization vRealize Operations
Cloud Foundation VMware Cloud on AWS

9 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

GLOSSARY
Cloud Health Cost Insight Data Center Migration Site Recovery Manager
Cloud Hosted Desktops Horizon Cloud Data Replication vSAN
Cloud Inventory Discovery Desktop-as-a-Service (DaaS) vRealize Automation
Horizon Cloud
Cloud Inventory Search Discovery
Development Metrics Wavefront
Cloud Management vRealize Log Insight
Horizon Cloud DevOps vRealize Code Stream
Cloud Management Platform (CMP) vRealize Suite DevOps Metrics Wavefront
Cloud Metrics Discovery Disaster Recovery Site Recovery Manager
Cloud Migration Cost Insight East-West Traffic vRealize Network Insights
Cloud Monitoring Wavefront Efficiency vSphere with Operations Management
Cloud Planning vRealize Business for Cloud Electric Cloud vRealize Code Stream
Cloud Search & Organization Discovery Embiotics vCommander vRealize Automation
Cloud Spend Cost Insight Endpoint Detection & Response AppDefense
Cloud Visibility Discovery Enterprise Mobility Management (EMM) AirWatch
Cost Insight Workspace ONE
Cloudability Cost Insight Enterprise Private Cloud vCloud Suite
CloudCheckr Cost Insight Fault Tolerance vSphere
Cloudyn (now Microsoft Azure Cost Management) Cost Insight Firewalls NSX
Compliance Management vRealize Operations Forecasting vSphere with Operations Management
Compliance Monitoring vCloud Suite GKE Pivotal Container Service
Compute Virtualization vSphere Guidance vSphere with Operations Management
vSphere with Operations Management
Hardware Consolidation vSAN
Conditional Access Workspace ONE vSAN ReadyNodes
Containers Pivotal Container Service High Availability vSphere
Continuous Delivery vRealize Code Stream High Availability for Big Data vCloud Suite
Converged Infrastructure VMware Cloud Foundation Hosted Apps Horizon Apps
Cost Comparisons Cost Insight HP CSA vRealize Automation
Cost Monitoring Cost Insight HP Helion vRealize Automation
Cost Savings vSAN HP Operations Orchestration vRealize Automation
Cross-Cloud VMware Cloud Foundation HP Operations Orchestrator vRealize Operations

10 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

GLOSSARY
HPE OneSphere vRealize Automation Management vCenter Server
vSphere with Operations Management
Huawei ManageOne vRealize Suite
Management Platform vRealize Suite
Hybrid Cloud vRealize Suite
VMware Cloud Foundation Metrics Monitoring Wavefront
vRealize Business for Cloud
Micro-Segmentation NSX
VMware Cloud on AWS
vRealize Network Insights
Hyper-Converged Infrastructure (HCI) vSAN
Microsoft NSX
VMware Cloud Foundation
vSAN
Hyper-Converged Infrastructure Appliance vSAN ReadyNodes vSphere
vRealize Network Insights
Hypervisor vSphere
Competitive Summary
vSphere with Operations Management
vCenter Server Microsoft Azure VMware Cloud on AWS
VMware Cloud Foundation
Microsoft Azure Automation vRealize Automation
IBM vRealize Operations
Microsoft Azure Cost Management Cost Insight
IBM UrbanCode vRealize Code Stream
Microsoft EM+S Workspace ONE
Identity Management Workspace ONE
Microsoft Hyper-V vSphere
Illumio NSX
Microsoft Intune AirWatch
Incident Response AppDefense
Microsoft OMS vRealize Suite
Infrastructure-as-a-Service (IaaS) vRealize Automation
Microsoft RDS Horizon
Infrastructure Management vRealize Suite Horizon Apps
Intelligent Workload Placement vRealize Operations Microsoft SCOM vRealize Operations
Infrastructure Virtualization vCloud Suite Microsoft System Center vRealize Suite
Inventory Collection Discovery Microsoft System Center Orchestrator vRealize Automation
Isolate Networks NSX Microsoft System Center + Hyper-V vCenter Server
vSphere with Operations Management
IT Automation vRealize Orchestrator
vCloud Suite
IT Workflow vRealize Orchestrator
Microsoft TFS vRealize Code Stream
Kubernetes Pivotal Container Service
Mobile Application Management (MAM) AirWatch
Liquidware Labs Profile Unity App Volumes Workspace ONE
Load Balancers NSX Mobile Cloud AirWatch
Log Analysis vRealize Log Insight Mobile Device Management (MDM) AirWatch
Workspace ONE
Log Management vRealize Log Insight
MobileIron AirWatch

11 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

GLOSSARY
Morpheus Data vRealize Automation Policy-Based Governance vCloud Suite
vRealize Suite
Policy-Based IT Operations vCloud Suite
Multi-Cloud VMware Cloud on AWS
Predictive Analytics vRealize Suite
Network Virtualization NSX
Private Cloud vCloud Suite
Networking NSX vSphere
VMware Cloud Foundation
Network Analytics vRealize Network Insight
Proactive Remediation vRealize Operations
Network Best Practices vRealize Network Insight
Proactive Resource Management vSphere with Operations Management
Network Compliance vRealize Network Insight
Public Cloud VMware Cloud on AWS
Network Performance vRealize Network Insight
VMware Cloud Foundation
Network Planning vRealize Network Insight
Published Apps Horizon Apps
Network Security vRealize Network Insight Workspace ONE
Network Visibility vRealize Network Insight Real-Time Application Delivery App Volumes
Horizon
NSX Deployments vRealize Network Insight
Red Hat CloudForms vRealize Automation
Nutanix vSAN vRealize Suite
VMware Cloud Foundation
Competitive Summary Red Hat Cloud Infrastructure vCloud Suite
Nutanix Calm vRealize Automation Red Hat Virtualization vSphere
vSphere with Operations Management
Octopus Deploy vRealize Code Stream
Remote Users Workspace ONE
OpenStack vCloud Suite
Remote Office vSphere
OpenStack w/ non-VMware components vCloud Suite vSAN
Operations Management vRealize Operations vCenter Server
vSphere with Operations Management Replication vSAN
Optimization vSphere with Operations Management Site Recovery Manager
Orchestration Site Recovery Manager Resource Optimization vSphere with Operations Management
Performance Monitoring vSphere with Operations Management RightScale vRealize Automation
Pivot3 vSAN Root Cause Analysis vRealize Log Insight
Pivotal Pivotal Container Service Routers NSX
Platform-as-a-Service (PaaS) vRealize Automation Routing NSX
Policy Management vRealize Operations RPO/SAN vSAN
Policy-Based Disaster Recovery vCloud Suite Scale Out in Minutes vSAN

12 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

GLOSSARY
SDDC VMware Cloud Foundation Turbonomic Competitive Summary
vRealize Operations
Secure Manifest Store AppDefense
Unified Endpoint Management Workspace ONE
Secure VM vSphere AirWatch
Security NSX Unified Metrics Analytics Wavefront
AppDefense
Usage Metering vCloud Suite
Security Policies NSX
vCloud Automation Center vRealize Automation
Self-Driving Operations vRealize Operations
Veeam Site Recovery Manager
Server Consolidation vSphere
Veeam ONE vRealize Operations
Server Virtualization vSphere
vSphere with Operations Management Virtual Apps Horizon
Horizon Apps
Service Costing vCloud Suite
Virtual Apps & Desktops Horizon
ServiceNow vRealize Automation Workspace ONE
vRealize Suite
Virtual Desktop Horizon
Simplivity vSAN
Virtual Desktop Infrastructure (VDI) Horizon
Single Sign-On Workspace ONE
AirWatch Virtual Infrastructure VMware Cloud Floundation
Smart Alerts vRealize Suite Virtual Machines vSphere
Software-Defined Data Center (SDDC) VMware Cloud Foundation Virtual Networking NSX
SolarWinds vRealize Operations Virtualization vSphere
Sophos AirWatch Virtualization Management vCenter Server
vSphere with Operations Management
SOTI AirWatch
VM vSphere
Splunk vRealize Log Insight
vMotion vSphere
Status Quo - the traditional legacy NSX
3-tier physical network architecture VM Encryption vSphere
Storage Automation vSAN VMware Cloud VMware Cloud on AWS
Storage Policies vSAN VPN NSX
Storage Virtualization vSAN vSphere Optimization Assessment vSphere with Operations Management
Streamline IT Tasks vRealize Orchestrator Workspot Horizon Cloud
Switches NSX Xebia Labs vRealize Code Stream
Switching NSX Zerto Site Recovery Manager
System Administration vRealize Orchestrator

13 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

SDDC & Hybrid Cloud

VMware Cloud Foundation • Gain up to 6-8x faster time to market

• Increase admin productivity by up to 2x

• Reduce overall TCO of private cloud

deployments by up to 30-40%

14 VMware Field and Partners Only Back to TOC

 SDDC & Hybrid Cloud

VMware Cloud Foundation

KEYWO RDS:
Hybrid Cloud Converged Infrastructure Hypervisor Private Cloud Public Cloud
Virtual Infrastructure Cross-Cloud SDDC Hyper-Converged Infrastructure

VA LUE P RO P :
VMware Cloud Foundation™ is VMware’s unified Software-Defined Data Center (SDDC) platform for the private and public cloud. It brings together VMware’s vSphere®, Virtual
SAN™ and NSX® into a natively integrated stack, delivering enterprise-ready cloud infrastructure with unique automation and management capabilities for a consistent
operational experience across clouds. VMware Cloud Foundation drastically simplifies the path to the hybrid cloud while increasing admin productivity and reducing overall TCO.

KEY BENEFITS:
STRATEGIC BENEFIT: Flexible deployment options which give you choice of hardware or even the potential to eliminate hardware costs when consumed as a service in the public
cloud. Think about how easy this can be if your cloud strategy changes in the future - you’re already prepared for whatever direction your business decides to go!
Gain up to 6-8x faster time to market by eliminating complex processes around system design, testing, bring-up, and configuration.
Increase admin productivity by up to 2x by automating Day 2 operational tasks such as patching, updates, and monitoring.

Reduce overall TCO of private cloud deployments by up to 30-40%.

HELPFUL LINKS: COMPETITIVE DIFFERENTIATORS:

VMware Cloud Foundation Public Page Natively Integrated Software-defined Stack – VMware Cloud Foundation uniquely integrates compute, storage, and
networking into a single layer of software, ensuring full interoperability of the entire software stack to deliver the easiest
VMware Cloud Foundation Page on Vault path to deploy a virtualized infrastructure for a SDDC.

VMware Partner Central Cloud Foundation Page None of our competition can provide the same solution completeness with the same level of integration and most
require the installation of a Controller Virtual Machine on every host. This consumes additional host resources (up to 33%)
Datasheet and will severely limit the number of VM workloads that can be supported per host.

Next Generation Hyper-convergence – VMware Cloud Foundation takes hyper-convergence to the next level by
PRIMARY COMPETITORS: extending the convergence of compute and storage with network virtualization with VMware NSX. This allows for simpler
network management, something our competitors cannot do. And NSX is on Gartner’s magic quadrant for networking!
Microsoft Azure Stack and Cloud Platform System
Nutanix and Other HCI Appliances Common Platform Across Clouds – VMware Cloud Foundation serves as the platform for leading cloud providers to run
in the public cloud—the very VMware technology that customers run on premises. This establishes a common operational
model between private and public clouds that leverages existing administration skillsets, tools, and processes. This is a
HUGE advantage over every other HCI offering since they are so reliant of very specific hardware. Only VMware can give
you the unique flexibility of running a true SDDC both on-premises and in the cloud, with no conversion necessary!

Automated Lifecycle Management – VMware Cloud Foundation comes with VMware SDDC Manager that radically
simplifies the day 0 to day 2 operations of the entire software—stack, automating deployment, configuration, patching
and upgrading processes.

15 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

Cloud Management Platform

vRealize Suite • Assure high performance, manage capacity,
control costs and intelligently remediate
vRealize Operations
issues across multiple clouds
vRealize Automation

vRealize Business for Cloud • Automate day-to-day operations with

vRealize Log Insight a single solution across vendors

vRealize Code Stream

• Simplified process to deploy a new app
vRealize Orchestrator
as easily as you deploy a new VM
vCloud Suite

• Define groups of VMs as one service

16 VMware Field and Partners Only Back to TOC

 Cloud Management Platform

vRealize Suite
KEYWO RDS:
Management Platform Hybrid Cloud Application Management Infrastructure Management
Business Alignment Cloud Management Platform (CMP) Predictive Analytics Smart Alerts

VA LUE P RO P :
VMware vRealize® Suite is an enterprise-ready cloud management platform purpose-built for the hybrid cloud, delivering and managing infrastructure and applications quickly
while maintaining IT control. It provides a comprehensive management stack for IT services on VMware vSphere® and other hypervisors, physical infrastructure, containers,
OpenStack and external clouds such as VMware Cloud on AWS, Azure, and Amazon Web Services, all with a unified management experience.

KEY BENEFITS:
STRATEGIC BENEFIT: Speed up IT services delivery, while increasing the efficiency of IT staff and the utilization of data center resources reducing both OpEx and CapEx. Being
able to proactively identify and solve emerging issues with predictive analysis and smart alerts will ensure performance, availability and true business alignment.
Intelligent operations – Proactively address health, performance and capacity management of IT services across heterogeneous and hybrid cloud, multi-cloud environments in
order to improve efficiency, performance and availability.
Automation – Automate the delivery and ongoing management of production ready infrastructure and application components across multi-cloud, multi-cloud environments in
order to reduce the time it takes to respond to requests for IT resources and to improve the ongoing management of provisioned resources.
Business insight – Provide transparency into the operations and cost characteristics of IT services which helps drive better IT and business alignment.

HELPFUL LINKS: COMPETITIVE DIFFERENTIATORS:

VMware vRealize Suite Public Page Against “Big 4” Legacy Enterprise Management System Vendors (HP, IBM, CA Technologies, BMC):
• Designed for Cloud – Big 4 Management Systems were built to manage legacy physical infrastructure.
VMware Partner Central vRealize Suite Page • Time to value – “Re-platforming” existing solutions by traditional management vendors makes their tools
incomplete and highly complex. VMware vRealize Suite does not require re-platforming and delivers immediate
value by building on VMware’s existing technology and toolsets.
Datasheet
• Open Platform – With open APIs, management packs, orchestration tools, and SDK, VMware vRealize Suite offers
unique capabilities to extend management to third-party systems and leverages existing investments in monitoring
PRIMARY COMPETITORS: and management tools.
Against Platform Vendors (like Microsoft):
Microsoft System Center Microsoft OMS
• Designed for Cloud – Microsoft System Center Operations Manager (SCOM) is built on an architecture designed to
Morpheus Data Cisco ONE Enterprise manage legacy physical infrastructure.
• Heterogeneous and Hybrid – While optimized for VMware vSphere® environments, VMware vRealize Suite can
Red Hat CloudForms ServiceNow provision and manage physical resources as well as other hypervisor platforms such as Microsoft Hyper-V and Red
Hat KVM. It extends a unified management experience to external cloud service providers such as Amazon Web
Huawei ManageOne Services (AWS) or to OpenStack-based private and public clouds.
Against Niche Vendors Targeting the SMB/Commercial Segment:
• Breadth of capability - VMware vRealize Suite delivers a comprehensive set of operations, automation, and
business insight capabilities and a unified management experience across virtual, physical and cloud infrastructure
– from vSphere to Microsoft Hyper-V, Amazon Web Services (AWS) and physical systems, while these other
competitors only provide niche solutions with limited visibility and data.

17 VMware Field and Partners Only Back to TOC

 Cloud Management Platform

vRealize Operations
KEYWO RDS:
Operations Management Policy Management Capacity Management Application Dependency Mapping
Compliance Management Self-Driving Operations Intelligent Workload Placement Proactive Remediation

VA LUE P RO P :
VMware vRealize® Operations™ delivers self-driving operations from applications to infrastructure to optimize, plan and scale SDDC and multi-cloud deployments. This highly
scalable, extensible and intuitive operations platform automates and centralizes management for SDDC and cloud, delivering continuous performance optimization based on
intent, efficient capacity management, proactive planning and intelligent remediation.

KEY BENEFITS: COMPETITIVE DIFFERENTIATORS:

STRATEGIC BENEFIT: With vRealize Operations, IT organizations of all sizes Against niche vendors targeting the SMB/commercial segment (e.g., Veeam, SolarWinds,
can improve performance, avoid disruption, and become more efficient with Turbonomic):
comprehensive visibility across applications and infrastructure in one place. • Predictive analytics – vRealize Operations uses self-learning performance analytics, super
Proactive identification and remediation of emerging performance, metrics, and smart alerts that proactively notify IT managers of emerging issues, virtually
capacity, and configuration issues. eliminating alert storms and false positives associated with traditional monitoring tools.

Comprehensive visibility across applications and infrastructure in a single • Best for vSphere – Unlike tools from third-party vendors, vRealize Operations is designed to
console. optimally enhance vSphere performance and capacity utilization, reclaim overprovisioned VMs,
and enforce security-hardening guidelines. Optimally maintain a right-sized infrastructure.
Automated capacity optimization and planning.
• Breadth of capability – vRealize Operations delivers a comprehensive set of performance,
Intelligent workload placement and balancing to resolve resource capacity, and configuration management capabilities and a unified management experience
contention and enable performance. across the entire stack of virtual, physical, and cloud infrastructure—from vSphere to Hyper-V,
Enforcement of standards for continuous compliance. Amazon Web Services (AWS), and physical systems.
Open and extensible platform that leverages existing investments, with
third-party management packs for Microsoft, SAP, and more. Against platform vendors (Microsoft):
• Designed for cloud – Microsoft System Center Operations Manager (SCOM) is built on an
HELPFUL LINKS: architecture designed to manage legacy physical infrastructure. The vRealize Operations 6.0
is purpose-built for virtual, physical, and cloud infrastructure, delivering intelligent
VMware vRealize Operations Public Page operations, policy-based automation, and unified management.
VMware Partner Central vRealize Operations Page
Against “Big 4” enterprise management system vendors (HP, IBM, CA Technologies, BMC):
Datasheet
• Designed for cloud – Big 4 management systems, like Microsoft, were built to manage
legacy physical infrastructure. vRealize Operations 6.0 is purpose-built for virtual, physical,
PRIMARY COMPETITORS: and cloud infrastructure, delivering intelligent operations, policy-based automation, and
Microsoft SCOM CA Technologies unified management.
HP Operations Orchestrator BMC • Time to value – vRealize Operations is delivered as a virtual appliance and works out of the
IBM SolarWinds box, delivering key insights into the health, risk, and efficiency of vSphere, virtualized
applications, and “app to storage” visibility.
Veeam ONE Turbonomic

18 VMware Field and Partners Only Back to TOC

 Cloud Management Platform

vRealize Automation
KEYWO RDS:
IaaS PaaS DaaS
vCloud Automation Center Application Release Accelerate Deployment

VA LUE P RO P :
VMware vRealize™ Automation™ empowers IT to accelerate the delivery and ongoing management of personalized, business-relevant infrastructure, application, and custom
services while improving overall IT efficiency. Policy-based governance and logical application modeling assures that multivendor, multicloud services are delivered at the right
size and service level for the task that needs to be performed. Full lifecycle management assures resources are maintained at peak operating efficiency. vRealize Automation
turns IT into business enablers.

KEY BENEFITS:
STRATEGIC BENEFIT: vRealize Automation accelerates the deployment and management of applications and compute services, thereby improving business agility and
operational efficiency.
Agility – Automate IT service delivery (applications, infrastructure, desktops, and any IT service) to rapidly respond to business needs.
Control – Personalized, business-relevant policies enforce application deployment standards, resource quotas and service levels.
Choice – Protect investments in current and future technologies through broad multi-vendor, multi-cloud support, and extensible design.
Efficiency – Automate IT service delivery to increase application availability while lowering costs.

HELPFUL LINKS: COMPETITIVE DIFFERENTIATORS:

VMware vRealize Automation Public Page Comprehensive Purpose-Built Functionality – vRealize Automation is designed to deliver and
manage private and hybrid cloud services, based on a broad range of deployment use cases from
VMware Partner Central vRealize Automation Page the world’s most demanding enterprise environments.
Datasheet Personalized, Business-Aware Governance – Enable IT administrators to apply their own way of
doing business in the cloud without changing organizational processes or policies. Enterprises gain
the flexibility needed for business units to have different service levels, policies and automation
PRIMARY COMPETITORS: processes for their needs, as appropriate.
Microsoft Azure Automation Microsoft System Center + Hyper-V Container Management – Enable application teams with self-service provisioning for container
ServiceNow Microsoft System Center Orchestrator applications and container hosts. Design traditional, container or hybrid (VM + Container)
applications. Discover and manage container hosts and containers.
Cisco UCS Director HP CSA
Provision and Manage Application Services – Accelerate application deployment by streamlining the
Cisco CloudCenter HP Operations Orchestration delivery process and eliminating duplication of work using reusable components and blueprints.
Nutanix Calm HPE OneSphere
Infrastructure Delivery and Life-Cycle Management – Automate the end-to-end deployment of multi-
RightScale Red Hat CloudForms vendor infrastructure, breaking down internal organizational silos that slow down IT service delivery.

CloudBolt Morpheus Data Extensible by Design – Provides a full spectrum of extensibility options that empower IT personnel
to enable, adapt and extend their cloud to work within existing IT infrastructure and processes,
Embotics vCommander thereby eliminating expensive service engagements while reducing risk.

19 VMware Field and Partners Only Back to TOC

 Cloud Management Platform

vRealize Business for Cloud

KEYWO RDS:
Cloud Costing Cloud Comparison Cloud Planning Hybrid Cloud Cloud Computing

VA LUE P RO P :

VMware vRealize® Business™ for Cloud delivers the insight IT infrastructure and operations teams need to most efficiently deploy and manage cloud environments. The cost,
consumption, comparison, and planning capabilities in vRealize Business for Cloud provide an easy on-ramp for organizations just getting started with cloud computing.
Essential for effectively managing hybrid cloud environments, the business management features in vRealize Business for Cloud accelerate time to value.

KEY BENEFITS:
STRATEGIC BENEFIT: VMware vRealize Business for Cloud automates cloud costing, consumption metering, and cloud comparison, delivering the cost visibility and business
insight customers need to efficiently deploy and manage cloud environments.

Track Cloud Costs in One Place – View total cloud spend for private, public, and hybrid clouds.

Optimize Cloud Spend – Easily identify areas to improve, including resource management and sourcing.

Analyze Cloud Consumption – Quickly understand which business groups, applications, or services are using cloud services and how much they are consuming.

Rapid Time to Value – Quickly collect data from VMware vSphere® and public clouds, and compare with virtual infrastructure expenses.

HELPFUL LINKS: COMPETITIVE DIFFERENTIATORS:

VMware vRealize Business for Cloud Public Page

Automatic costing of hybrid cloud through a single pane of glass.

VMware Partner Central vRealize Business Page

Auto-generated pricing policies for hybrid cloud.
Datasheet

More granular analysis of costs and cost drivers.

PRIMARY COMPETITORS:

Individual cloud providers that don’t offer cost Tight integration with vRealize Automation and vRealize-operations.
transparency

20 VMware Field and Partners Only Back to TOC

 Cloud Management Platform

vRealize Log Insight

KEYWO RDS:
Cloud Management Log Management Root Cause Analysis Log Analysis

VA LUE P RO P :
VMware vRealize® Log lnsight™ delivers heterogeneous and highly scalable log management with intuitive, actionable dashboards, sophisticated analytics and broad third-
party extensibility, providing deep operational visibility and faster troubleshooting across physical, virtual, and cloud environments.

KEY BENEFITS:
STRATEGIC BENEFIT: The scale of machine generated data is increasing exponentially as enterprises span out infrastructure and applications deployments across physical,
virtual, and cloud environments. But at the same time, because of the data volume and distribution, it’s become overly complicated to make any sense of it. Log Insight
provides the ability to make sense of all the log data. Log Insight solves all these issues by utilizing its predictive analytics, machine learning, and root cause analysis tools
across physical, virtual and multi-cloud environments for faster problem resolution.

Rapid troubleshooting and root cause analysis, within seconds. In recent internal testing, Log Insight was found to be three times faster than leading solutions in query tests
across terabytes of data.

Intuitive and easy-to-use graphical interface for simple interactive searches as well as deep analytical queries.

Extensible across physical, virtual and cloud environments, enables administrators to connect to everything in their environment, e.g., OS, apps, storage, network devices,
providing a single location to collect, store, and analyze logs at scale.

Built-in knowledge and native support for VMware vSphere®, making Log Insight the best solution for VMware environments.

HELPFUL LINKS: COMPETITIVE DIFFERENTIATORS:

VMware vRealize Log Insight Public Page Maximized Speed – Over 6X faster than the leading solution in query tests across millions of log messages.

Enhanced Searches – Intuitive, easy-to-use, graphical interface for simple interactive searches as well as deep
VMware Partner Central vRealize Log Insight Page
analytical queries providing quick insights, enabling fast time to value and improved operational efficiency.

Datasheet Built-in Knowledge – Native support for VMware vSphere®, making vRealize Log Insight the solution best suited for
your VMware environment.
Intelligent and Extensible – Integrates with vRealize Operations and many other vendors to provide proactive
PRIMARY COMPETITORS: management capabilities to infrastructure and applications across physical, virtual and cloud environments.

Highly Scalable – Analyzes massive amounts of log data generated in dynamic, heterogeneous infrastructures in near
Splunk real-time and applies sophisticated analytics to solve complex IT problems.

Intuitive and Affordable – Provides powerful built-in and customizable dashboards with easy to understand problem
analysis and meaningful, actionable results with an unlimited data pricing structure.

21 VMware Field and Partners Only Back to TOC

 Cloud Management Platform

vRealize Code Stream

KEYWO RDS:
Application Development DevOps Continuous Delivery Build Automation

VA LUE P RO P :
VMware vRealize® Code Stream™ automates and accelerates application releases to increase business agility. Acting as the glue between Continuous Integration, Test,
Provisioning, Configuration Management, and Operations tools, it provides teams with unparalleled visibility, automation, and control across the Software Development Lifecycle.

KEY BENEFITS:
Deliver Applications Faster – Become more responsive to business needs while empowering new business opportunity and competitive advantage.

Deliver More Reliable Applications – Track artifacts and automate deployment configuration to ensure correct versions are used in all delivery stages from development
through production.

Leverage Existing Tools and Processes – Adapts to an organization’s evolving release automation maturity by orchestrating a combination of automated and manual tasks.

Improve Governance and Visibility – Facilitate cross team collaboration via consolidated views and status across all stages in the pipeline.

HELPFUL LINKS: COMPETITIVE DIFFERENTIATORS:

VMware vRealize Code Stream Public Page New applications and workloads may struggle with the larger, legacy and less-extensible solutions from these
legacy vendors. Modern apps function best on lighter-weight, more modern and fully extensible tools such as
vRealize Code Stream.
VMware Partner Central vRealize Code Stream Page
VMware offers a newer set of tools with the ability to address developer and LOB adoption while also
Solution Brief providing the subscription, SLAs, certifications, and assurance central IT expects. IBM and other competitors
are often encumbered by their business partner network in delivering a total solution.

PRIMARY COMPETITORS: Remember, since VMware has fully embraced containers, developers are significantly able to speed up their
Microsoft TFS IBM UrbanCode development cycles on our fully-integrated and efficient platforms.

CA Automic CloudBees Jenkins Enterprise VMware can deploy faster than these competitors, speeding time to market and increasing developer
efficiency. What’s more, VMware has deeper ties in developer organizations. In a head to head bake-off,
Electric Cloud Xebia Labs VMware is very competitive on price and performance.

Octopus Deploy Take advantage of integration with legacy infrastructure and process, which usually includes VMware.
Focus efforts beyond software development and more on IT operations, where most of the disruption of
DevOps is occurring (Chef and Puppet).
Help assure customers that you will help to drive efficient use of your software, including license management.
Talk efficiency and ROI in addition to cost savings.

22 VMware Field and Partners Only Back to TOC

 Cloud Management Platform

vRealize Orchestrator
KEYWO RDS:
IT Automation System Administration Streamline IT Tasks IT Workflow

VA LUE P RO P :
VMware vRealize® Orchestrator™ (formerly vCenter® Orchestrator™) is a drag-and-drop workflow software that simplifies the automation of complex IT tasks. It integrates
with VMware vCloud Suite® and vRealize Suite components to adapt and extend service delivery and operational management, thereby effectively working with existing
infrastructure, tools and processes. It enables administrators to develop complex automation tasks, then quickly access and launch workflows from the VMware vSphere®
client, various components of VMware vCloud Suite, vRealize Suite, or other triggering mechanisms.

KEY BENEFITS:
STRATEGIC BENEFIT: vRealize Orchestrator provides powerful management capabilities to help customers drive greater business impact by letting system administrators
and IT operations staff streamline tasks and remediation actions across their infrastructure, while also integrating these functions with third-party IT operations software.

Rapidly accelerate IT operations by integrating VMware solutions into your IT environment and processes.

Reduce IT operating expenses and total cost of ownership of VMware solutions.

Automate management and operational tasks across both VMware and third-party applications, tools and infrastructure.

HELPFUL LINKS: COMPETITIVE DIFFERENTIATORS:

VMware vRealize Orchestrator Public Page Workflow creation – Design and automate complex, customized workflows in just a few clicks. Take advantage of the
extensive workflow library which contains prebuilt tasks that solve specific challenges and perform common
Datasheet administrative actions.

Scalable performance – Execute hundreds or thousands of concurrent workflows on single or distributed

PRIMARY COMPETITORS: architectures.
Ansible
Powerful management – Ensure proper change control across the environment with centralized access to scripts and
process-related primitives. Integrate new types using Dynamic XaaS, and easily export workflows and manage
inventory for better reuse and collaboration.

Extensibility – Extend the capabilities of other VMware products, including vRealize Automation and vRealize
Operations, and increase the ROI of existing infrastructure, tools and processes.

23 VMware Field and Partners Only Back to TOC

 Cloud Management Platform

vCloud Suite
KE YWORDS:
Enterprise Private Infrastructure Automated Service High Availability for Big Policy-Based IT Policy-Based
Cloud Virtualization Delivery Data Operations Governance
Policy-Based Disaster
Compliance Monitoring Service Costing Usage Metering Private Cloud Recovery Business/IT Alignment

VALUE P RO P :
VMware vCloud Suite® is an enterprise-ready, cloud management platform that delivers the industry’s most complete solution for managing a heterogeneous, hybrid cloud. vCloud
Suite supports companies addressing cloud management requirements across day-one and day-two operations for compute, storage, network and application level resources.
vCloud Suite is an integrated offering that brings together VMware’s industry-leading vSphere hypervisor and VMware vRealize Suite multi-vendor hybrid cloud management
platform.

KEY BENEFITS:
STRATEGIC BENEFIT: The integration across vRealize Suite management domains means that VMware can provide a holistic and integrated approach to the management
of a SDDC. VMware’s CMP technologies are also natively integrated with other VMware SDDC solutions. For instance, VMware NSX® constructs such as networking and
firewalling are natively available for inclusion in service templates created using VMware’s CMP. This means that virtual networks, load balancers, and firewalls can be
instantiated on demand when provisioning resources.

Agility – Speed up the IT Services delivery allowing IT to fully meet the expectations of their internal business customers and partners.
Efficiency – Increase the efficiency of IT staff and the utilization of data center resources, reducing both OpEx and CapEx.
Optimize – Proactively identify and solve emerging issues with predictive analytics and smart alerts, ensuring optimum performance and availability.

Control – Deliver the right level of control to support the needs of IT teams balancing objectives across the dimensions of agility, risk and cost.

Business/IT Alignment – Provide transparency into the operations and cost characteristics of IT services, which helps drive better IT and business alignment.

HELPFUL LINKS: COMPETITIVE DIFFERENTIATORS:

VMware vCloud Suite Public Page Up to 90% Lower OpEx and 49% lower CapEx costs than their solutions. vCloud Suite provides complete and automated
private cloud capabilities that competitors like Microsoft Hyper-V and Amazon Web Services (AWS) don’t have.
VMware Partner Central vCloud Suite Page
High availability and fault tolerance for your applications are automatically built-in to our platform. Amazon Web
Datasheet Services (AWS), in comparison has no private cloud solution and their public cloud offering only guarantees availability
of their service, not your specific apps or workloads. Microsoft, like Amazon Web Services (AWS), forces customers to
build their own high availability rules from scratch and they don’t even offer the in-memory, real-time availability
PRIMARY COMPETITORS: capability from our fault tolerance capability that your Tier-1 apps demand.

Microsoft System Center + Hyper-V Microsoft forces customers into a risky and challenging patch cycle as their private cloud solution requires customers to
install a full version of Windows Server before they can even virtualize their workloads. Don’t get caught in the
repetitive and archaic process of Microsoft’s “update Tuesday” cycle that forces customers to reboot their entire data
Red Hat Cloud Infrastructure center every time a new patch comes out.

24 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

Data Center &

Cloud Infrastructure

vSphere • Best Host VM densities in the industry

• Robust security with intelligent operations

vSphere with Operations Management guidance and automation

• Industry-leading compute
vCenter Server
virtualization platform

25 VMware Field and Partners Only Back to TOC

 Data Center & Cloud Infrastructure

vSphere
KE YWORDS:
Virtualization Server Virtualization Server Consolidation VM Virtual Machines High Availability
Private Cloud Fault Tolerance vMotion Secure VM VM Encryption Compute Virtualization

VA LUE P RO P :
VMware vSphere®, the industry-leading virtualization platform, empowers users to virtualize any application with confidence, redefines availability and simplifies the virtual
data center. The result is a highly available, resilient, on-demand infrastructure that is the ideal foundation of any cloud environment and provides the best VM density, high
availability, and useful automation in the industry.
vSphere 6.7 elevates the customer experience to an entirely new level. It provides exceptional management simplicity, operational efficiency, and faster time to market. As
the ideal platform for apps, cloud, and business, vSphere reinforces the customer’s investment in VMware. vSphere is one of the core components of VMware’s SDDC and
a fundamental building block for VMware’s cloud strategy. With vSphere, customers can now run, manage, connect, and secure their applications in a common operating
environment, across clouds and devices. vSphere 6.7 introduces vCenter Server Hybrid Linked Mode, which makes it easy and simple for customers to have unified visibility
and manageability across an on-premises vSphere environment running on one version and a vSphere-based public cloud environment, such as VMware Cloud on AWS,
running on a different version of vSphere. This ensures that the fast pace of innovation and introduction of new capabilities in vSphere-based public clouds does not force the
customer to constantly update and upgrade their on-premises vSphere environment.

KEY BENEFITS:
STRATEGIC BENEFIT: Freedom of choice = excellent negotiating power - with the largest list of compatible hardware in the industry, along with the ability to deploy
on-premises, in the cloud or through any of our 1000’s of partners, you will always be in a position to ensure you have the control you need!
Secure data with VM-level encryption capability designed to protect against unauthorized data access. When used with vSphere vMotion, this capability safeguards both
data at rest and data in motion. Right-click to encrypt and even encrypt vMotion across different vCenter instances and versions. vSphere also adds a secure boot model to
make sure images have not been tampered with and to prevent the loading of unauthorized vSphere components.
Efficiency through utilization and automation – Achieve consolidation ratios of 15:1 or more and improve hardware utilization from 5–15% to as much as 80% or more—
without sacrificing performance. New configuration maximums support even the largest app environments for unprecedented scale. vSphere 6.7 eliminated one of the reboots
normally associated with major upgrades and also introduces vSphere QuickBoot which allows you to restart the hypervisor without rebooting the physical host.
Maximize uptime across your cloud infrastructure – Reduce unplanned downtime and eliminate planned downtime for server and storage maintenance. Our average
customer reports a whopping 54% decrease in downtime, on average!
Dramatically lower IT costs – Customers have trusted vSphere for their mission-critical workloads for over a decade and have reported phenomenal benefits such as a
2.4x ROI within a year and a 53% reduction in IT costs.
Agility with control – Respond quickly to changing business needs without sacrificing security or control, and deliver zero-touch infrastructure with built-in availability,
scalability, and performance guarantees for all business-critical applications running on vSphere.

HELPFUL LINKS: PRIMARY COMPETITORS:

VMware vSphere Public Page Microsoft Hyper-V

VMware Partner Central vSphere with Operations Management Page Citrix Hypervisor

Datasheet Red Hat Virtualization

26 VMware Field and Partners Only Back to TOC

 Data Center & Cloud Infrastructure

vSphere (continued)
COMPETITIVE DIFFERENTIATORS:
STRATEGIC ADVANTAGE: vSphere is the best option for any customer that wants a flexible future. With Microsoft, the only future they want is for customers to move to
Azure and ONLY Azure. In fact, their recent licensing price increases have made it obvious that they want to push people to Azure as fast as possible. VMware vSphere
customers will always have flexible options for their future including the World’s best hardware ecosystem for on-premises and a growing list of hybrid cloud options,
including AWS, IBM, and over 4,300 cloud provider partners!

High-availability and fault tolerance for your applications are automatically built-in to our platform. Microsoft and most cloud providers force customers to build their own
high availability rules from scratch and they don’t even offer the in-memory, real-time availability capability from our fault tolerance feature that your Tier-1 apps demand.

Microsoft forces customers into a risky and challenging patch cycle since their private cloud solution forces customers to install a full version of Windows Server before
they can even virtualize their workloads. Don’t get caught in the repetitive and archaic process of “Microsoft Windows Update Tuesday” cycle that forces customers to
reboot their entire data center every time a new patch comes out.
VMware offers the most complete and flexible portfolio of high impact virtualization solutions in the industry. Reduce risk and provide superior investment protection for
the future by showing your customers than an investment in vSphere gives them access to unique innovation and solutions that Microsoft doesn’t have such as vSAN, NSX,
Horizon, VMware Cloud Foundation, VMware Cloud on AWS, VMware Hyper-Converged Software, vRealize Suite and more.

One is greater than eight! vCenter, VMware’s one single management interface with end-to-end visibility and centralized automation is far better than the eight interfaces
and powershell scripting required to manage Microsoft Hyper-V with System Center. Recent announcements by Microsoft around Operations Management Suite (OMS) and
Azure Stack have only added to the confusion on what their defined standard for management will be in the future.

vSphere has far greater VM density (the # of VMs you can fit into a host server) due to our superior memory management techniques, all enabled and managed
automatically. Dynamic Memory, Microsoft’s one approach to VM memory management is manual and not reliable for production workloads, forcing customers to fully
reserve the RAM assigned to each VM. By not being able to overcommit and “share” memory across VMs, Hyper-V customers simply cannot fit as many VMs on a host when
compared to VMware.

This memory management is a big deal! Microsoft Hyper-V customers will be forced to purchase more hardware and licensing (higher CapEx) to deploy the same number of
VMs and will have to manage many more hosts and complexities due to their inferior VM density (# of VMs that fit on a host). VMware’s higher VM density simply just requires
less “stuff” (hardware, licensing) to purchase and manage to deploy the same number of VMs. This VM density difference is the biggest “gotcha” that customers encounter
when considering Microsoft. You can quickly show the TCO impact of this to your customers via http://vmware.com/go/tcocalculator.

vSphere continues to innovate on features that Microsoft doesn’t even have, such as long-distance and cross-vCenter vMotion capability between remote data centers,
distributed resource scheduling, fault tolerance, proactive resource management and more.

vSphere has the most supported operating systems - 95 vs approximately 30 for most of our competition. Think about what this means for the next workload you try to
virtualize; odds are far better that it will be supported on our vSphere platform.

vSphere has a small attack surface (141 MB disk footprint) vs Hyper-V, which requires a 15 GB full install of Windows Server.

Customers looking to grow and expand to remote or branch locations can leverage low-cost vSphere ROBO licensing to save a significant amount of expense by utilizing
their existing vCenter install to centrally manage and optimize all workloads across all of their locations. Microsoft requires customers to fully license each location with
expensive System Center and restrictive WIndows Server licensing, forcing them to spend considerably more money, which does not even result in the fully centralized
approach that VMware provides.

27 VMware Field and Partners Only Back to TOC

 Data Center & Cloud Infrastructure

vSphere with Operations Management

KE YWORDS:
Virtualization Guidance Optimization Resource Optimization Forecasting Management
Management
Performance vSphere Optimization Proactive Resource
Operations Management Efficiency Compute Virtualization
Monitoring Assessment Management

VA LUE P RO P :
VMware vSphere® with Operations Management™ can help achieve your unique business needs by delivering compute virtualization with consistent management, purpose-
built to get the best performance, availability and efficiency from your infrastructure and applications from day one.

KEY BENEFITS:
STRATEGIC BENEFIT: VMware vSphere with Operations Management is designed to help you achieve your unique business needs by providing better insights and better IT. It
helps you improve your performance and avoid disruption, with intelligent operations from apps to storage providing simplified availability and comprehensive visibility in one
place. And it helps free up time so you can focus on more strategic tasks by safely automating workload placement and resource optimization on your terms, with increased
control based on pre-set customizable templates.

Ensure application performance by aligning resources to business demands. vSOM’s new Proactive Resource Management capabilities use VMware self-learning analytics to
identify the dynamic thresholds for every customer, along with 100’s of super-metrics and our unique predictive analytics to ensure that VM’s always have what they need to
keep up with business demand.

53% reduction in cost of IT infrastructure management.

54% decrease in downtime of tier-one applications.

30% improvement in visibility, availability, capacity utilization, and user satisfaction with IT.

Tangible business value within 30 minutes, with increased impact as it continues to learn each customer’s unique environment.

78% of customers see a full ROI within 90 days.

Manage up to 60% more VMs per admin with vSOM due to the phenomenal guidance and efficiency that the platform provides.

HELPFUL LINKS: PRIMARY COMPETITORS:

VMware vSphere with Operations Management Public Page Microsoft System Center + Hyper-V

VMware Partner Central vSphere with Operations Management Page Red Hat Virtualization

Datasheet Citrix Hypervisor

28 VMware Field and Partners Only Back to TOC

 Data Center & Cloud Infrastructure

vSphere with Operations Management (continued)

COMPETITIVE DIFFERENTIATORS:
STRATEGIC BENEFIT: vSphere is the best option for any customer that wants a flexible future. With Microsoft, the only future they want is for customers to
move to Azure and ONLY Azure. In fact, their recent licensing price increases have made it obvious that they want to push people to Azure as fast as possible. VMware
vSphere customers will always have flexible options for their future including the World’s best hardware ecosystem for on-premises and a growing list of hybrid cloud options,
including AWS, IBM, and over 4,300 cloud provider partners!

High availability and fault tolerance for your applications are automatically built-in to our platform. Microsoft, like Amazon Web Services (AWS), forces customers to build their
own high availability rules from scratch and they don’t even offer the in-memory, real-time availability capability from our fault tolerance feature that your Tier-1 apps demand.

Microsoft forces customers into a risky and challenging patch cycle since their private cloud solution forces customers to install a full version of Windows Server before
they can even virtualize their workloads. Don’t get caught in the repetitive and archaic process of Microsoft’s “update Tuesday” cycle that forces customers to reboot their
entire data center every time a new patch comes out.

vSphere has far greater VM density (the # of VMs you can fit into a host server) due to our superior memory management techniques, all enabled and managed
automatically. Dynamic Memory, Microsoft’s ONE approach to VM memory management is manual and not reliable for production workloads, forcing customers to fully
reserve the RAM assigned to each VM. By not being able to overcommit and “share” memory across VMs, Hyper-V customers simply cannot fit as many VMs on a host when
compared to VMware.

This memory management is a big deal! Microsoft Hyper-V customers will be forced to purchase more hardware and licensing (higher CapEx) to deploy the same number of
VMs and will have to manage many more hosts and complexities due to their inferior VM density (# of VMs that fit on a host). VMware’s higher VM density simply just requires
less “stuff” (hardware, licensing) to purchase and manage to deploy the same number of VMs. This VM density difference is the biggest “gotcha” that customers encounter
when considering Microsoft. You can quickly show the TCO impact of this to your customers via http://vmware.com/go/tcocalculator.

vSphere continues to innovate on features that Microsoft doesn’t even have, such as long-distance and cross-vCenter vMotion capability between remote data centers,
distributed resource scheduling, fault tolerance, proactive resource management and more.

vSphere has the most supported operating systems – 95 vs approx 30 for most of our competition. Think about what this means for the next workload you try to virtualize;
odds are far better that it will be supported on our vSphere platform.

vSphere has a small attack surface (141 MB disk footprint) vs Hyper-V, which requires a 15 GB full install of Windows Server.

Microsoft System Center Operations Manager (SCOM) is built on an architecture designed to manage legacy physical infrastructure and relies on static, historical data, while
vSphere with Operations Management was purpose-built to manage a virtual infrastructure, delivering centralized intelligence and resource management, policy-based
automation and dynamic, forward-looking data that allows an admin to be proactive and highly efficient in identifying risks before they become an issue to their business.

Customers looking to grow and expand to remote or branch locations can leverage low-cost vSphere ROBO licensing to save a significant amount of expense by utilizing
their existing vCenter install to centrally manage and optimize all workloads across all of their locations. Microsoft requires customers to fully license each location with
expensive System Center and restrictive WIndows Server licensing, forcing them to spend considerably more money, which does not even result in the fully centralized
approach that VMware provides.

29 VMware Field and Partners Only Back to TOC

 Data Center & Cloud Infrastructure

vCenter Server
KEYWO RDS:
Virtualization Management Centralized Management Management

VA LUE P RO P :
VMware vCenter Server™ provides a centralized and extensible platform for managing virtual infrastructure. vCenter Server manages VMware vSphere® across hybrid cloud
environments, giving IT administrators simple and automated control over the virtual environment to deliver infrastructure with confidence.

KEY BENEFITS:
STRATEGIC BENEFIT: vCenter Server provides centralized management of virtualized hosts and virtual machines from a single console. It gives administrators deep visibility
into the configuration of the critical components of a virtual infrastructure—all from one place. With vCenter Server, virtual environments are easier to manage; a single
administrator can manage hundreds of workloads, more than doubling typical productivity when managing physical infrastructure.

Analyze and remediate issues quickly with visibility into vSphere virtual infrastructure.

Deliver the security and availability of vSphere through automated proactive management features such as automated load balancing and out-of-the-box automation workflows.

Extend virtualization capabilities using third party ecosystem solutions.

Solve problems faster with best in class VMware Log Management.

Native HA now included with 1-step migration capabilities along with a 2x increase in scale and 3x increase in performance!

HELPFUL LINKS: COMPETITIVE DIFFERENTIATORS:

VMware vCenter Server Public Page Designed for Cloud – Microsoft System Center Operations Manager (SCOM) is built on an architecture designed to
manage legacy physical infrastructure, while vCenter was purpose-built to manage a virtual infrastructure, delivering
VMware Partner Central vCenter Server Page centralized intelligence and resource management, and policy-based automation.

Datasheet In reality, Microsoft requires the installation of eight separate management components plus Powershell scripting to
gain even a semblance of the overall capabilities that vCenter provides. Customer will have to install, configure and
manage a very complex list of Microsoft products – many that were designed in an era of physical-only data centers and
PRIMARY COMPETITORS: retrofitted for virtualization. These eight complex Microsoft management components are Virtual Machine Manager,
Failover Cluster Manager, Disk Manager, Hyper-V Manager, Network Control Panel Admin, NIC Teaming, Data Protection
Manager, and Orchestrator.
Microsoft System Center + Hyper-V
Customers looking to grow and expand to remote or branch locations can leverage low-cost vSphere ROBO
licensing to save a significant amount of expense by utilizing their existing vCenter install to centrally manage and
optimize all workloads across all of their locations. Microsoft requires customers to fully license each location with
expensive System Center and restrictive Windows Server licensing, forcing them to spend considerably more money,
which does not even result in the fully centralized approach that VMware provides.

30 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

Networking & Security

NSX • Create entire networks in software

• Help customers realize the true potential
vRealize Network Insight of a Software-Defined Data Center
• Lower TCO 30-50% with virtualized
networking
AppDefense
• Bring security inside the data center
with micro-segmentation and automated
policies at the VM level

31 VMware Field and Partners Only Back to TOC

 Networking & Security

NSX
KEYWO RDS:
Networking Network Virtualization Micro-Segmentation Security Switches Routers Firewalls
Load Balancers VPN Virtual Networking Security Policies Isolate Networks Switching Routing

VA LUE P RO P :
VMware NSX® is the network virtualization platform for the Software-Defined Data Center (SDDC), delivering the operational model of a virtual machine for entire networks.
With NSX, network functions including switching, routing, and firewalling are embedded in the hypervisor and distributed across the environment. This effectively creates a
“network hypervisor” that acts as a platform for virtual networks and services. Similar to the operational model of virtual machines, virtual networks are programmatically
provisioned and managed independently of underlying hardware. NSX reproduces the entire network model in software, enabling any network topology—from simple to
complex multitier networks—to be created and provisioned in seconds. Users can create multiple virtual networks with diverse requirements, leveraging a combination of the
services offered via NSX to build inherently more secure environments.

KEY BENEFITS:
STRATEGIC BENEFIT: VMware NSX delivers a completely new operational model for networking that forms the foundation of the Software-Defined Data Center. Because NSX
builds networks in software, organizations can achieve levels of agility, security, and economics that were previously unreachable with physical networks.
Benefit from non-disruptive deployment over existing physical networks or next generation topologies. You can use your existing network hardware with NSX.
Reduce network provisioning time from days to seconds and improve operational efficiency through automation.
Lower TCO 30-50% with virtualized networking.
Securely isolate VM’s from other VM’s with micro-segmentation inside the data center.
Easily assign policies to groups of virtual machines and as more virtual machines are added to the group, the policy is automatically applied to the virtual machine.
Workload mobility independent of physical network topology within and across data centers Workload mobility independent of physical network topology within and
across data centers—even for cloud-native workloads.
Deploy on any hypervisor and consume through any cloud management platform.
Enhanced security and advanced networking services through an ecosystem of leading third party vendors.

HELPFUL LINKS: COMPETITIVE DIFFERENTIATORS:

VMware NSX Public Page Network configurations are contained within the VM, allowing for ease of portability and flexible
deployment. With competing solutions, the network is generally configured outside the VM.
VMware Partner Central NSX Page Network configuration and security policies automatically move with the VM even when a VM is moved to
another data center or the Cloud, unlike the competition.
Datasheet Cisco ACI requires the customers purchase expensive Nexus 9000 series switches to achieve even a
semblance of software defined networking.
PRIMARY COMPETITORS: Cisco believes that the control point for the Cloud should be the network layer whereas VMware believes
that the application should be the control point for any Cloud resources, hence we have enabled the VM to
Cisco Systems (ACI) Microsoft Illumio directly control what it needs from a network and security standpoint.
Microsoft networking and security is largely done outside the VM, with little visibility or understanding of
Status Quo - the traditional legacy 3-tier physical network the specific requirements of each VM. Because of this, there is very limited network automation in a
architecture Microsoft virtual data center. Plus, with Microsoft, customers are forced to rewrite network, security and
firewall policies when they move workloads around their data center or to the Cloud.

32 VMware Field and Partners Only Back to TOC

 Networking & Security

vRealize Network Insight

KEYWO RDS:
Network Performance Network Analytics Network Security Network Compliance Micro-Segmentation
Network Planning Network Best Practices NSX Deployments East-West Traffic Network Visibility

VA LUE P RO P :
VMware vRealize® Network Insight™ delivers intelligent operations for software-defined networking and security. It helps optimize network performance and availability with
converged visibility across virtual and physical networks, provides planning and recommendations for implementing micro-segmentation based security, and provides
operational views to quickly and confidently manage and scale VMware NSX® deployment.

KEY BENEFITS:
STRATEGIC BENEFIT: By being able to quickly and accurately analyze. plan and deploy a security + micro-segmentation strategy, with a modern and simple interface, while
also being able to leverage their existing network investments, customers can find almost immediate benefit from this innovative technology.

East-west traffic analytics for security and micro-segmentation design.

Micro-Segmentation Planning, Recommendations and Compliance – Comprehensive netflow assessment and analysis with unprecedented scale lets you model security
groups and firewall rules. Recommendations make micro-segmentation easier to deploy. Continuously monitor and audit compliance postures over time
Optimize Network Performance with 360 Visibility – Get virtual and physical network topology mapping and performance optimization across overlay and underlay.
Ensure Health and Availability of NSX Deployment – The Intuitive UI and natural language search helps you quickly pinpoint issues and accelerate troubleshooting. Get best
practices for deployment and compliance.
Control and tracking to meet audit and compliance requirements for virtual distributed firewalls.

Natural Language Search and enhanced user experience for rapid troubleshooting.

HELPFUL LINKS: COMPETITIVE DIFFERENTIATORS:

Fast time to value – Increase speed and accuracy of micro-segmentation deployment and rapidly operationalize NSX
VMware vRealize Network Insight Public Page
environments with out-of-the-box best practice.
Ease of use – Modern, simple, Google-like search with easy access to NSX activities and security events.
Datasheet
Leverage your existing investments – Integrates with all major 3rd party network vendors with out-of-the-box discovery
of virtual & physical topology and quickly onboards existing teams to operate NSX easily.
PRIMARY COMPETITORS:
GREAT customer momentum – vRealize Network Insight continues to impress customers and analysts. Awards include
Winner of Best of VMworld Finalist, Cyber Defense Magazine - Most Innovative Enterprise Security Solution and Gartner
Cisco Systems Microsoft
awarded it their Cool Vendor for Enterprise Networking.

33 VMware Field and Partners Only Back to TOC

 Networking & Security

AppDefense
KEYWO RDS:
Endpoint Detection and Response Security Application Attestation Incident Response
Application Security Secure Manifest Store App Intended State

VA LUE P RO P :
VMware AppDefense™ is a data center endpoint security product that protects applications running in virtualized environments. Rather than chasing after threats,
AppDefense understands an application’s intended state and behavior, then monitors for changes to that intended state that indicate a threat. When a threat is detected,
AppDefense automatically responds.

KEY BENEFITS:

STRATEGIC BENEFIT: VMware AppDefens is a data center endpoint security product that protects applications running in virtualized environments. Unlike existing endpoint
security solutions that chase threats, AppDefense focuses on monitoring applications against their intended state – what they’re supposed to do – and automatically
responding when they deviate from that intended state, indicating a threat.

Authoritative knowledge of application intended state – when you know what’s good, you can detect what’s bad and streamline application security reviews.

Automated, precise threat response – the right response at the right time.

Isolation from the attack surface – protect the protector. Simplify data center endpoint security.

HELPFUL LINKS: COMPETITIVE DIFFERENTIATORS:

VMware AppDefense Public Page Security Software: Implementing security as an agent in the guest – A software agent in the guest benefits from
fantastic context; you can see the application, the user, the configuration, changes, etc. The problem is a completely
vulnerable spot. It is in the same “trust domain” as the attacker. If an attacker compromises the machine, it can
Datasheet manipulate or disable the security agent. This happens all the time. If the security solution is successful in stopping the
attacker, eventually the attacker goes after the security control. Endpoint agents have context but no isolation.

PRIMARY COMPETITORS: Security Hardware: Implementing security as a box on the wire – When you implement security as a box on the wire, you
have isolation. It’s in a separate trust domain so if the guest is compromised, the box still works. That doesn’t mean it can’t
Security Software Security Hardware be compromised (that box is also made up of software). But the attacker can’t just disable it from their position in the guest.
(agent in the guest) (box on the wire) They need a second ”break-in”. But that box on the wire has no context. It doesn’t see the application, the user, the config,
etc. Any context it gets it has to reverse engineer with heavy computational cycles. Many times it’s guessing.

The hypervisor is in a unique position to have both context and isolation – The hypervisor host is also a separate trust
domain. It is isolated from the guest, and that isolation is reinforced by hardware primitives in the intel chipset. But it also
has incredible visibility into the guest to provide context.

34 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

Storage & Availability

Site Recovery Manager • Radically simple, policy-based automation

• Zero-downtime app mobility

• Reduce recovery time to minutes

35 VMware Field and Partners Only Back to TOC

 Storage & Availability

Site Recovery Manager

KEYWO RDS:
Disaster Recovery Orchestration Business Continuity Replication
Application Availability Automated Orchestration Data Center Migration BC/DR

VA LUE P RO P :
VMware Site Recovery Manager™ is the industry leading disaster recovery management solution providing a common platform across on-premises and hybrid cloud
environments. Site Recovery Manager is an automation software that integrates with an underlying replication technology to provide policy-based management, non-
disruptive testing, and automated orchestration of recovery plans for all virtualized applications. It can integrate natively with VMware vSphere® Replication™ and support a
broad range of array-based replication solutions available through all major VMware storage partners.

KEY BENEFITS:
STRATEGIC BENEFIT: TheAchieve zero-downtime application mobility orchestrating live migration of virtual machines at scale across sites when used for data center
migration. For DR, reduce recovery time to minutes with reliability using automated orchestration workflows.
Can be consumed as a service on AWS: VMware Site Recovery
Decrease DR costs by 21% eliminating replication software.
Lower the total cost of ownership for DR by up to 50%.
Perform frequent non-disruptive testing, even during business hours, to ensure predictable recovery objectives.
Achieve automated DR failover with RTO as low as 30 minutes.
Zero-downtime app mobility-- move live virtual machines at scale between sites over metro distances.
Provide app-agnostic solution to protect any virtualized app.
Offer synchronous storage replication options for zero RPO.

HELPFUL LINKS: COMPETITIVE DIFFERENTIATORS:

VMware Site Recovery Manager Public Page Create automated recovery plans for an entire site with multiple protection groups, VM priority levels, and VM start
orders. Zerto can provide Virtual Protection Groups to protect groups of VMs but they do not provide a fully
customizable recovery plan like SRM. Veeam does not let you automate your recovery plan.
VMware Partner Central Site Recovery Manager Page
Customize scripts extensively such as post boot-up, during testing, as well as in-guest and on the recovery server
while Zerto only has the option to run one external script before the recovery and then one after. Veeam has no
Datasheet comparable capability.
Easily orchestrate the failover of your data center’s IP addresses, network and security policies by pairing SRM with
NSX. Neither Veeam nor Zerto has such a capability or integration to make this easy.
PRIMARY COMPETITORS:
Gain zero-time app mobility with centralized recovery plans, nondisruptive testing and automated orchestration when
Zerto paired with stretched storage clusters, while Veeam and Zerto have no such capabilities at all. With SRM, this approach
substantially reduces the recovery time by up to 40% since it does not need to re-configure IP addresses or security policies.

Veeam Access granular policy based management at the VM level for compute, storage and BC/DR, which lowers operating costs
by seamlessly provisioning the correct policy during VM creation in a DR event. Zerto and Veeam have no comparable
policy-based management approach, forcing much of the work to be a risky and manual process in the event of a disaster.

36 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

Hyper-Converged
Infrastructure

vSAN and vSAN ReadyNodes • Combine compute, network, storage,

and management into a hyper-converged
infrastructure appliance to deliver a smart,
cost efficient, resilient all-in-one solution.

• Simple, scalable, low TCO

• Deploy an entire SDDC in a fraction

of the time.

37 VMware Field and Partners Only Back to TOC

 Hyper-Converged Infrastructure

vSAN and vSAN ReadyNodes

KEYWO RDS:
Storage Virtualization Replication SAN Storage Policies Hyper-Converged Infrastructure (HCI)
Storage Automation Automation (Storage) Cost Savings Data Replication

VA LUE P RO P :
VMware vSAN™ provides a new HCI experience by addressing three key needs: simplified management, application consistency and proactive support. Uniquely embedded in
the hypervisor, vSAN delivers flash-optimized, high performance storage for hyper-converged infrastructure.

KEY BENEFITS:
STRATEGIC BENEFIT: The VMware HCI strategy, built on the power of vSAN, helps customers seamlessly extend virtualization to storage with a native, secure hyper-
converged solution that simply works with the overall VMware environment. vSAN lowers the total cost of ownership (TCO) and can scale to tomorrow’s hardware, next-gen
applications and multi-cloud paradigms.

Cost Savings - vSAN leverages commodity x86 components that easily scale to drastically lower TCO by up to 50%, while also delivering all-flash solutions for as low as half
the price of competitive hybrid HCI systems. Seamless integration with VMware vSphere® and the entire VMware stack makes it the simplest storage platform for virtual
machines—whether running business-critical applications, virtual desktops or remote IT applications.

Scale to tomorrow - Enjoy a common storage platform for your applications, whether running on-premises or in the cloud. When combined with NSX, a vSAN powered SDDC
can extend on-premises storage and management services across different public clouds ensuring a consistent experience.

Great ROBO use cases - For other use cases like small deployments and Remote Office/Branch Office (ROBO), vSAN 6.7 helps reduce hardware costs up to 20% for 2-node
deployments with the Direct Connect feature.

Evolve without risk - vSAN reduces the risk of modernizing your infrastructure by leveraging existing tools, skillsets, hardware preferences and software solutions. Address
growing security concerns with the first native HCI security solution, providing data-at-rest protection against unwanted access to data.

HELPFUL LINKS: PRIMARY COMPETITORS:

VMware vSAN Public Page Nutanix Microsoft

VMware Partner Central vSAN Page Simplivity Cisco Hyperflex

Datasheet Pivot3

38 VMware Field and Partners Only Back to TOC

 Hyper-Converged Infrastructure

vSAN and vSAN ReadyNodes (continued)

COMPETITIVE DIFFERENTIATORS:
Lower TCO and Growth Flexibility – Configurations are often half the cost (or less) than Nutanix configurations. Plus, Nutanix forces customers to grow one large $25k+ node
at a time whereas vSAN lets customers choose how to grow - add a drive or two or another server - the flexibility and choice is up to you!

Choice – vSAN Ready Nodes are available in 200+ OEM configurations, which is over 5X more than Nutanix offers. This VMware advantage means less disruption to existing
procurement processes, faster adoption, less training and lower risk

Nutanix positions features like deduplication and compression but customers would need to achieve absurd deduplication rates of 20:1 or greater to even justify the cost
difference vs vSAN.

Superior Performance – vSAN is already built into our vSphere hypervisor and does not require any extra storage appliance VMs which take resources and limit IO. Nutanix
requires a virtual storage appliance on EVERY NODE, which can require 32GB+ of RAM, severely impacting the number of VMs that they can deploy on their hardware.

Over 10,000 customers are using vSAN, with everything from small ROBO sites to large, business-critical clusters realizing the benefits and cost savings on this platform.

vSAN is mature technology - Storage solutions like Microsoft Storage Spaces Direct are actually first-gen software solutions that require the full installation of Windows
Server and are completely separate from the VM, providing nowhere near the hypervisor-level integration of vSAN. Think of this Microsoft solution as a “build it yourself” SAN,
running on Windows Server, which has all of the risks, patching, security issues and challenges that come from running Windows Server. Is this really the platform you want
managing your storage?

vSAN is actually part of our vSphere hypervisor for the highest levels of efficiency and integration - Nutanix and other HCI solutions are more “bolted-on” types of
architectures, with storage implemented through a separate Virtual Storage Appliance (VSA), which leads to lower resource efficiency, inferior VM density and possible
feature tradeoffs, since it is not part of the core hypervisor.

Single HCI software stack with single-pane-of-glass management reduces OpEx.

Delayed feature support - Integration and testing of 3rd party solutions like Nutanix add delays to when new features will be supported versus the native stack of vSAN.

Highest Performing HCI—up to 5x—delivers the ability to meet performance demands of any application.

vSAN is part of a FULL SDDC stack, available today - Nutanix and other HCI offerings do not offer robust solutions for compute, storage, networking, and management,
with big limitations on network virtualization.

vSAN is a vSphere-integrated architecture that provides the confidence to virtualize any application - It is an all-in-one-solution, with no additional appliances or VSA needed.
Optimized I/O path (hypervisor communicates directly with hardware) eliminates additional network hops. Less memory, less CPU impact (<5%) leading to higher efficiency and
consolidation. Evolve compute virtualization software to HCI software in 2 clicks. No additional software needed. Managed entirely through existing vSphere tools.

Complete workflow interoperability - Compute, storage, and networking are all managed through the vSphere Web Client. Critical features like HA, vMotion, and DRS work
seamlessly across the VMware HCI software stack. Such high level of integration is unattainable by any other HCI solution and in some cases, such solutions require customers
to switch off important vSphere functionality. For example one product that relies on data locality illogically requires customers to turn off DRS!

39 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

Cloud Services

VMware Cloud on AWS • Protect, extend, or replace on-premises data

center infrastructure

Cost Insight
• Built-in high availability ensures reliability,
even during peak consumption
Discovery
• No rewrites necessary with 2-way
app portability
Pivotal Container Service

• Leverage existing vSphere investment for

Wavefront by VMware lower TCO

40 VMware Field and Partners Only Back to TOC

 Cloud Services

VMware Cloud on AWS

KEYWO RDS:
Public Cloud Hybrid Cloud Amazon Web Services (AWS) Multi-Cloud
Cloud Foundation VMware Cloud Cloud

VA LUE P RO P :
VMware Cloud on AWS enables customers to run, manage and secure applications in a production-ready, simple and consistent hybrid IT environment with access to
innovative AWS services. With the ability to continue using existing VMware tools to manage VMware Cloud on AWS environments, without having to purchase custom
hardware, rewrite applications or modify their operating model, the service provides access to the broad range of AWS services, together with the functionality, elasticity, and
security customers have come to expect from the AWS Cloud.

KEY BENEFITS:
STRATEGIC BENFIT: Delivered as a true service from VMware. Zero infrastructure lifecycle management required! VMware takes care of it for you, while you retain control of
managing and operating your applications! VMware manages and operates the service including all VMware SDDC software components and delivers service status with
notifications and world-class 24x7 service support.

Zero retraining of staff for frictionless and rapid hybrid cloud adoption. Customers can manage their VMware Cloud on AWS infrastructure with familiar tools such as
vCenter, the vSphere API, PowerCLI and the modern HTML5-based vSphere Client. This ensures simple and consistent operations for rapid time to value by accelerating
hybrid cloud deployments and reducing complexity.

Maintain and expand with regional capacity for DR and backup, seamlessly consolidate and migrate critical applications where they best meet the needs of your business and
provide great workload flexibility for all types of workloads (including test/dev) via cyclic capacity.

Compute: Predictable and optimized high-performance AWS instances through VMware vSphere, the most trusted virtualization platform, with capabilities such as integrated
high availability and vMotion.

Storage: Proven, high-performance, enterprise-class storage delivered through VMware vSAN, the leading software for hyper-converged infrastructure that delivers self-
healing and resilient storage even lets you enforce storage SLAs on a per-application basis through Storage Policy-Based Management.

Networking & Security: Automate network & security services and policies, consistent with on-premises deployments, delivered through NSX, the transformational network
virtualization platform.

Disaster Protection: Simplify disaster protection with support for proven, cloud-optimized technologies that include VMware Site Recovery Manager and VMware vSphere®
Replication, delivered as an optional cloud service.

AWS Integration: Enable granular VM-level control over access to native AWS services with Identity & Access Management (IAM) policies and deliver secure, low-latency
network connectivity for VMs running in VMware Cloud on AWS to native AWS services.

HELPFUL LINKS: PRIMARY COMPETITORS:

Public Website: VMware Cloud on AWS Microsoft Azure

41 VMware Field and Partners Only Back to TOC

 Cloud Services

VMware Cloud on AWS (continued)

COMPETITIVE DIFFERENTIATORS:

VMware Cloud on AWS enables customers to run VMware’s market-leading compute, storage, and network virtualization solutions directly on AWS without giving up any of
the functionality, elasticity, and security they have come to expect from the AWS cloud.

Customers can utilize common operating environment based on familiar VMware software while also leveraging the broad and deep portfolio of AWS services (90+) in
storage, databases, analytics and more. The partnership between VMware and Amazon Web Services (AWS) brings significant value to customers.

The combined hybrid cloud solution was developed as a joint project between VMware and AWS. It offers the greatest flexibility when it comes to deploying workloads with
agility and scale to the environment of choice while maintaining confidence and control.

With VMware Cloud on AWS customers will be able to seamlessly leverage native AWS services to modernize applications in a frictionless manner, without complex
conversions, refactoring, or re-architecting. This customer-centric offering combines the broadest portfolio of cloud services (90+) via AWS with compelling industry-leading
VMware SDDC capabilities such as built-in High Availability, policy-based automation, vMotion, DRS, micro-segmentation, and cross-cloud vMotion – all of which combine to
offer a flexible and capable hybrid cloud offering.

Microsoft’s approach to hybrid cloud differs quite a bit from the VMware + AWS strategy. Microsoft’s cloud focus appears to be more about driving increased Azure adoption
instead of providing customers the ability to strategically choose where they want to run their applications.

In addition to this difference in cloud strategy, customers may often face significant feature limitations and complexity in refactoring their applications to move them into
Azure. This complexity arises from limited policy-based automation for virtualized compute, storage or networking and the need to re-architect their applications’ network,
security and availability policies when they decide to move them to Azure.

42 VMware Field and Partners Only Back to TOC

 Cloud Services

Cost Insight
KEYWO RDS:
Cloud Cost Cost Monitoring Cloud Visibility
Cost Comparisons Cloud Spend Cloud Migration

VA LUE P RO P :
VMware Cost Insight is a cost monitoring and optimization service for public and private clouds that provides IT visibility into cloud spend, and helps IT to discover savings
opportunities and communicate the cost of cloud services to the line of business. Capabilities extend across AWS, Azure, VMware Cloud on AWS and vSphere-based
private clouds.

KEY BENEFITS:
Cost Visibility - Get comprehensive cloud visibility and enable accountability. Provides IT granular visibility into public and private cloud costs as well as the ability to
attribute them to end users and applications. With a better understanding of their total costs as well as key cost drivers, Cost Insight equips IT leaders to make more educated
investment decisions, enable cost accountability, and communicate the value of services delivered to the business.

Cost Optimization – Run cloud at optimal costs and avoid overruns. Provides the comprehensive visibility necessary to monitor, compare and optimize all costs, whether
public or private. Gain cost efficiency –quickly identify cost savings opportunities within their public and private cloud so that they can lower public cloud spend and free up
data center capacity. Identify powered off virtual machines and unused cloud storage resources.

Effective cloud migration planning – Feasibility and cost analysis for application migration. Provides application centric discovery of infrastructure resources, recommends
applications to migrate based on cost, network dependencies, utilization, and calculates total cost of migration to public clouds that includes cloud and network costs.

HELPFUL LINKS: PRIMARY COMPETITORS:

Cost Insight Public Web Page Cloudability Microsoft Azure Cost Management (formerly Cloudyn)

CloudCheckr CloudHealth

43 VMware Field and Partners Only Back to TOC

 Cloud Services

Discovery
KEYWO RDS:
Cloud Inventory Inventory Collection Cloud Metrics

Cloud Visibility Cloud Inventory Search Cloud Search & Organization

VA LUE P RO P :
VMware Discovery delivers a secure and efficient approach for automatically detecting your public and private cloud inventory, making it easier to organize and search cloud
resources. It brings together inventory information from multiple clouds and makes it easy to search and identify workloads. Using native cloud tags and properties that have
already been defined, Discovery helps you organize your cloud resources in ways that mirror business needs.

KEY BENEFITS:

Visibility Across all Clouds - Every cloud has a unique way of sharing data. Discovery understands the intricacies of different public and private clouds and automates the
tedious process of building those cloud integration points. Within minutes you get a holistic view of all cloud resources.

Continuous and Automated Collection - Once configured, Discovery continuously monitors different clouds for any changes in inventory. With Discovery, you will never lose
sight of your cloud resources.

Customizable Cloud Views - Discovery gives you the flexibility to organize cloud resources into custom groups. You can review your cloud inventory and associated insights
in ways that mirror your business needs.

HELPFUL LINKS:

Discovery Public Web Page

44 VMware Field and Partners Only Back to TOC

 Cloud Services

Pivotal Container Service

KEYWO RDS:
Containers Kubernetes GKE Pivotal

VA LUE P RO P :
Deploy and consume container services with production-grade kubernetes for multi-cloud enterprises and service providers. Pivotal Container Service has built-in fault tolerance with
routine health checks and self-healing capabilities for Kubernetes clusters to enable high availability. Advanced networking and security are provided via deep integration with NSX-T
for advanced container networking including micro-segmentation, load balancing and security policies. Workloads are also readily portable between vSphere and GKE environments.

KEY BENEFITS:

Higher Developer Productivity - Pivotal Container Service provides a robust Kubernetes offering, which increases developer productivity and enables them to focus on
application development with the resources they need at their fingertips.

Faster Time to Value - An enterprise can take innovations to production faster with Pivotal Container Service leveraging VMware SDDC as a unified infrastructure for
containers and VMs. Shorten time-to-value with production-grade features such as automation, HA, advanced networking and security.

Enhanced Operational Efficiency - Pivotal Container Service greatly enhances operational efficiency by automating and streamlining Day 1 and Day 2 operational tasks,
improving the overall performance.

Lower OpEx - Pivotal Container Service is designed to run large Kubernetes clusters that need production capabilities such as rolling upgrades, auto-scaling, health checks
and self-healing. It minimizes downtime, manual intervention, DIY scripting, and troubleshooting.

HELPFUL LINKS:

Pivotal Container Service Public Web Page

45 VMware Field and Partners Only Back to TOC

 Cloud Services

Wavefront by VMware
KEYWO RDS:
Cloud Monitoring Unified Metric Analytics Metrics Monitoring

Cloud Application Monitoring DevOps Metrics Development Metrics

VA LUE P RO P :
Wavefront by VMware provides metrics driven analytics at massive scale to find hidden operational and performance issues in the dynamic hybrid cloud environments. Unlike
legacy monitoring tools designed for static environments, or “starter metrics” tools limited in performance and reliability, only Wavefront provides the speed, flexibility, scale
and economics required for delivering modern, highly distributed and dynamic applications on public, private, and hybrid cloud infrastructures--particularly those deployed
with microservices, containers, and automation.

KEY BENEFITS:
STRATEGIC BENEFIT: Wavefront by VMware provides metrics monitoring and analytics to optimize modern cloud-native applications by delivering real-time operational
insights from millions of data points per second. DevOps engineers and developers can interrogate real-time telemetry streams to resolve production issues faster, identify
resource bottlenecks sooner and understanding business impact.

Realize massive scale to real-time, metrics driven analytics for digital enterprises requiring the highest performance and reliability. Wavefront supports ingestion and
instant visualization of high-velocity metrics at millions of data points per second. Developers can add and vary new code metrics in a snap, while DevOps practitioners can
monitor their cloud environments and optimize resources for growth.

Increase DevOps collaboration as you visualize, alert upon, and troubleshoot modern cloud-native applications, deployed with microservices, containers, and automation.
Smart proactive alerts can pinpoint code issues early before their customers are impacted.

Deploy production code faster, quickly roll-out self-service metrics to thousands of developers and DevOps engineers.

Get started immediately with over 80 integrations and prepackaged dashboards, collect and analyze metrics from everywhere, including real-time business metrics.

Query-Driven Analytics: over 100 analytical functions that help developers quickly see code performance anomalies in production across the entire stack. It helps DevOps
teams customize metrics-driven queries to their unique cloud services/platform environments.

HELPFUL LINKS:

Wavefront by VMware Public Web Page

46 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

Digital Workspace
Workspace ONE • Any app on any device

AirWatch • Complete workspace environment

management for lower OpEx

• Enterprise security and management

at scale

• Flexible delivery including hybrid

cloud and offline

47 VMware Field and Partners Only Back to TOC

 Digital Workspace

Workspace ONE
KEYWO RDS:
Enterprise Mobility Management (EMM) Single Sign-On Unified Endpoint Management (UEM) Mobile Application Management (MAM)

Mobile Device Management (MDM) Identity Management Conditional Access Published Apps

VA LUE P RO P :
VMware® Workspace ONE™ is an intelligence-driven digital workspace platform that simply and securely delivers and manages any app on any device by integrating access
control, application management and multi-platform endpoint management.

KEY BENEFITS:
STRATEGIC BENEFIT: Attract and retain top talent with tools that give employees freedom to be productive while maintaining the right data security and compliance. Consumer
simple, enterprise secure.

Allow organizations to securely embrace SaaS, mobile apps while supporting existing enterprise applications.

Adaptive data security and endpoint compliance with conditional access ensures the right level of security based on authentication strength, data sensitivity, user location,
and device posture.

One-touch single sign-on to all users’ apps with the choice to use any device, employee or corporate owned.

Onboard a new employee with all of his or her apps and devices in under an hour without tickets and help desk calls.

Provision a new corporate laptop out of the box, anywhere in the world, from the cloud within minutes.

HELPFUL LINKS: PRIMARY COMPETITORS:

VMware Workspace ONE Public Page Citrix Workspace Services Microsoft EM+S

VMware Partner Central Workspace ONE Page Microsoft Intune MobileIron

Datasheet Citrix XenMobile Blackberry/Good

SOTI Sophos

JAMF IBM MAS360

48 VMware Field and Partners Only Back to TOC

 Digital Workspace

Workspace ONE (continued)

COMPETITIVE DIFFERENTIATORS:
Most comprehensive digital workspace solution that offers four areas of innovation and competitive differentiation:

Unified Endpoint Management

Unified Endpoint Management (UEM) allows users to configure and manage their digital workspaces as well as track operations and automate certain IT workflows. VMware
UEM provides four key differentiators:
• Cradle-to-grave control over operating system and applications – Lifecycle management allowing IT to centrally deploy, upgrade, and end-of-life their most changeable
assets.
• Asset analytics for tracking and inventory provides key insights into the systems and operations information resulting in higher SLAs.
• IT automated workflows provides structure and tracking of process requirements for compliance and remediation.
• PCLM capabilities – Windows drop ship and macOS Bootstrap for a streamlined out-of-box management experience for Windows and macOS.

Security and Identity-Defined Workspace

Workspace ONE prevents user data loss, keeps corporate data secure, and integrates with Horizon and Citrix products. Horizon provides secure access to Citrix XenApp and
XenDesktop in addition to Horizon Apps and Desktops. VMware NSX® provides an easy to deploy and manage software firewall. Its advantages over other products in the
market include providing security within the hypervisor, no additional hardware requirement, and integration with VMware vSphere®. Further, NSX paired with VMware
vRealize Automation™ automates configuration and enforces governance and control.

Comprehensive Cloud Service

VMware has the advantage in delivery of desktops and apps from the cloud—the ability to deliver any type of workspace from any cloud: public, cloud service provided,
or private.

Trusted Platform for the Entire Organization

The VMware software-defined data center (SDDC) is the only platform provides the following unique advantages:
• Reduced CapEx and streamlined management
• Trusted brand with leading statistics for reliability, performance, robustness, and security
• Reduced support costs and increased uptime
The industry’s leading virtualization platform brings together three critical technologies under one umbrella: storage (vSAN), computing (vSphere), and networking (NSX).
Tailored integration with EUC results in real benefits, including 50 percent reduction in storage costs, simplified network provisioning and micro-segmentation, and extensive
3D graphics support. Further, Horizon and VMware Cloud Foundation™ deliver a secure and simple-to-deploy complete solution that reduces deployment time up to 8x with
hyper-convergence. VMware leads in innovation with Instant-Clone Technology. This revolutionary capability, built into vSphere, allows a booted-up parent virtual machine
(VM) to be quiesced and “hot-cloned” to produce derivative VMs rapidly. Instant Clone leverages the same disk and memory of the parent, with the clone starting in an
already “booted-up” state. This process bypasses the cycle time incurred with traditional cloning where several power cycle and reconfiguration calls are usually made.

49 VMware Field and Partners Only Back to TOC

 Digital Workspace

AirWatch
KEYWO RDS:
Enterprise Mobility Management (EMM) Single Sign-on Unified Endpoint Management (UEM)
Mobile Application Management (MAM) Mobile Device Management (MDM)

VA LUE P RO P :
AirWatch® is an industry leading enterprise mobility management solution and powers VMware Workspace ONE. This comprehensive platform is built to manage any
endpoint including smartphones, tablets, laptops, rugged, printers, wearables and IoT devices across all major operating systems in a single management console throughout
the device lifecycle. The advantage of managing mobility through AirWatch is the ability to uniquely support these use cases within a single solution, including full device
management, app-level management for BYOD or line of business use cases such as kiosk or shared devices.

KEY BENEFITS:
STRATEGIC BENEFIT: AirWatch provides users a seamless experience across multiple devices, delivering a secure digital workspace for business-critical applications, safely
enabling BYOD and establishing a platform that scales to support new processes to serve a more mobile workforce.
Unifies management of every endpoint - Manage the entire lifecycle of any endpoint, across all major operating systems in a single management console. Support your
varied use cases within a single solution, including full device management, app-level management for BYOD or line of business use cases such as kiosk or shared devices.
Supports the complete app lifecycle - Seamlessly deploy and manage any app – native, web or remote – through a single app catalog across every device with built-in single
sign-on.
Protects corporate apps and data on any network - AirWatch provides a layered security approach that encompasses the user, endpoint, app, data and network. All security
settings and policies can be configured using a single platform for a comprehensive security model.

Increases mobile productivity with engaging business apps - The VMware Workspace ONE productivity apps suite available with AirWatch provides frictionless access to
business apps with inherent security for employee productivity.

Automated compliance engine to monitor against threats

Integrated technology ecosystem and extensible API framework

HELPFUL LINKS: PRIMARY COMPETITORS:

AirWatch Web page Microsoft Intune MobileIron

Competitive Microsite Citrix XenMobile Blackberry/Good

VMware Partner Central AirWatch Page SOTI Sophos

JAMF IBM MasS360

50 VMware Field and Partners Only Back to TOC

 Digital Workspace

AirWatch (continued)
COMPETITIVE DIFFERENTIATORS:

All major analyst reports (Gartner, Radicati Group, IDC, 451 Research, etc.) show Airwatch as the undisputed LEADER in Enterprise Mobile Management and Security.

MobileIron’s cloud and on-premises products are two completely different code bases. Their on-premises solution cannot be separated for security (Console, End Point
MAG, DB separation). They call this flexibility “Complex.” MobileIron has no true multitenancy and only offers roles-based admin rights. MobileIron heavily depends on partner
for identity management.

Microsoft requires two expensive products (SCCM and InTune) to achieve what AirWatch does with one. Remember, SCCM implementations are complex, time consuming
and require a significant amount of additional infrastructure and licensing. In addition, Microsoft has a poor track record for Day Zero support for new OSes or mobile OS
updates. Can you afford to wait 90 to 120 days for a product update?

Remember why AirWatch is the best-rated solution in this category:

• Unparalled multitenancy with a highly scalable and redundant architecture.
• Built from the ground up on a true single platform with one code base only.
• Single console to manage any device anywhere in the world.
• Security focus at the core of product development ensures device-level security and seamless access to corporate networks.
• Seamless integration with existing enterprise systems provides significant risk-reduction and CapEx and OpEx savings.
• Flexible deployments with full functionality in the Cloud or on-premises and infinite scalability that grows with the organization.

51 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

Desktop and Application

Virtualization
Horizon • Reduce OpEx 63%

• 30x faster imaging

Horizon Apps

• Instant app delivery

Horizon Cloud
• Zero downtime updates

App Volumes • Configure in less than half the

steps and time

52 VMware Field and Partners Only Back to TOC

 Desktop and Application Virtualization

Horizon
KEYWO RDS:
Virtual Desktop Infrastructure Virtual Desktop Virtual Apps Real-Time Application Delivery

VA LUE P RO P :
VMware Horizon® centralizes end users’ desktops and applications in the datacenter, so IT can efficiently provision new clients, centralize desktop management, and improve
security and compliance. The solution provides the ability to efficiently and cost-effectively deliver, manage, and monitor virtual desktops and published applications to end
users who may not need access to a full desktop.

KEY BENEFITS:
STRATEGIC BENEFIT: Horizon allows IT to centrally manage images to streamline management, reduce costs, and maintain compliance, all accessed from one unified
workspace to provide end users with all of the resources they want, at the speed they expect, with the efficiency their business demands.

Delivers Desktops and Applications through a Single Platform

Transform static desktops into secure, digital workspaces that can be delivered on demand. Provision virtual or remote desktops and applications through a single VDI and
app virtualization platform to streamline management and easily entitle end users.

Dramatically Improves ROI

Dynamically allocate resources with virtual storage, virtual compute and virtual networking to simplify management and drive down costs. Reduce day-to-day operations
costs with a single platform that allows you to extend virtualization from the data center to your devices.

Secures Data and Simplifies Compliance

Consolidate control, delivery and protection of end user compute resources with policies that dynamically adapt to the end user’s computing environment. Leverage virtual
networking to simply and dynamically protect data center infrastructure and workloads.

Simplifies Desktop and Application Management

Take advantage of a modern desktop and application delivery architecture that delivers desktops in seconds, reduces storage and operational costs with truly stateless
desktops and ensure painless application packaging and installation.

HELPFUL LINKS: PRIMARY COMPETITORS:

Horizon Web page Citrix XenDesktop / XenApp Microsoft RDS
Citrix Competitive Datasheet
Microsoft Competitive Datasheet
IDC MarketScape Names VMware Horizon a Leader
Competitive Microsite
VMware Partner Central Horizon Page

53 VMware Field and Partners Only Back to TOC

 Desktop and Application Virtualization

Horizon (continued)
COMPETITIVE DIFFERENTIATORS:

Most comprehensive digital workspace solution that offers four areas of innovation and competitive differentiation:

1. Unified Endpoint Management (UEM) allows users to configure and manage their digital workspaces as well as track operations and automate certain IT workflows
where competing offerings lack many of our UEM features and are not as proven at scale.

2. The Leading Platform for Delivery of all Types of Virtual Apps and Desktops - Horizon offers persistent, non-persistent, session-based, hosted, and just-in-time
desktops. In addition to every type of desktop, Horizon also offers every type of application: containerized, hosted, remote, and just-in-time applications. Citrix has some
capabilities in these areas, but their products are either not fully developed or lack the capability altogether, as in the case of app virtualization where they refer
customers to Microsoft App-V, which still lacks the full-range of features and capabilities when compared to our platform.

3. Security and Identity-Defined Workspace - VMware Identity Manager is simple to set up and customize, easily integrates with Citrix XenApps and Microsoft RDSH apps,
includes a self-service app store, integrates with VMware AirWatch®, and is available as a cloud or on-premises solution.
• Citrix StoreFront is limited to Citrix products and apps cannot be deployed from other sources such as Microsoft RDSH apps or VMware Horizon RDSH apps.
• Microsoft Azure AD lacks key features that VMware Identity Manager offers such as adaptive management, mobile SSO, device posturing (compliance),
on-premises deployment, and SSO for Horizon and Citrix apps.

4. Comprehensive Cloud Service - VMware has the advantage in delivery of desktops and apps from the cloud—the ability to deliver any type of workspace from any cloud:
public, cloud service provided, or private. The VMware comprehensive cloud service strategy is a true hybrid solution.
• Citrix does not have a true hybrid cloud solution, offering only on-premises deployment. Cloud desktop and app deployments may be done on Microsoft Azure
or Amazon Web Services (AWS) in limited use cases but require an incremental management platform limited to managing only Citrix deployments.
• Microsoft does not offer a true hybrid cloud solution. They offer on-premises or cloud deployment and the two are not linked.

54 VMware Field and Partners Only Back to TOC

 Desktop and Application Virtualization

Horizon Apps
KEYWO RDS:
Virtual Apps Hosted Apps Application Virtualization Published Apps

VA LUE P RO P :
Horizon Apps gives end users quick and easy access to all of their published apps, SaaS apps, and mobile apps through a single unified workspace. These published apps run
securely in the data center and can all be accessed from one digital workspace from any device, anywhere. Built on JMP, VMware’s next-gen desktop and application delivery
platform, Horizon Apps raises the bar for published applications, delivering Just-in-Time applications that makes apps simple and brings speed, scale, savings, and simplicity
to app delivery, while enabling access to apps on any device, anywhere.

KEY BENEFITS:
STRATEGIC BENEFIT: Drawing on the best of mobile and cloud, Horizon Apps radically transforms app virtualization, giving you unprecedented simplicity, security, speed
and scale—all at lower costs. Horizon Apps helps you get up and running up to 30x faster while cutting costs over traditional solutions by as much as 50%.

Deliver Virtual Applications Securely to Any Device, Anywhere - Horizon Apps securely publishes Windows apps in the data center and delivers end users all their apps—
including virtualized applications, apps packaged and isolated with VMware ThinApp, SaaS apps, and mobile apps—in one unified digital workspace on any device, anywhere.

Secures data and simplifies compliance - With Horizon Apps, IT can support real-time validation, streamlined identity management across identity sources like active
directory and LDAP, and provide end users with contextual and customizable access to resources through a single unified workspace.

Simplifies Application Management by providing organizations with a single and scalable solution that leverages existing infrastructure.

Additional business benefits include:

• Lower operating costs – modernized management tools, leveraging Just-in-Time apps and one-to-many provisioning, drastically reducing storage and operational costs
• Increased productivity – end users can easily and securely access their business-critical apps from any device, anywhere
• Enhanced security - work at the speed of light while sensitive apps and data are secured in the data center

HELPFUL LINKS: COMPETITIVE DIFFERENTIATORS:

Horizon Apps Web page
Just-in-Time Delivery Rapidly deploys brand-new RDS hosts and capitalizes on zero downtime rollouts by leveraging JMP
Competitive Microsite technologies, which include Instant Clones, App Volumes, and User Environment Management.
VMware Partner Central Horizon Apps Page

Built for and is tightly integrated with our Software-Defined Data Center, which includes vSphere, vSAN and NSX. This
PRIMARY COMPETITORS: integration provides a seamless turnkey solution, eliminating the need to build, test and support disparate storage,
virtualization and networking products.
Citrix XenApp Microsoft RDS

55 VMware Field and Partners Only Back to TOC

 Desktop and Application Virtualization

Horizon Cloud
KEYWO RDS:
Desktop-as-a-Service (DaaS) Cloud Hosted Desktops Cloud Management

VA LUE P RO P :

VMware Horizon® Cloud delivers feature-rich virtual desktops and applications using a purpose-built cloud platform that is scalable across multiple deployment options,
including on-premises infrastructure or cloud hosted. The service supports a cloud scale architecture that makes it easy to deliver virtualized, feature-rich Windows desktops
and applications to any device, anytime. And, with a flexible subscription model and turnkey solutions, organizations can easily get up and running and scale quickly.

KEY BENEFITS:
STRATEGIC BENFIT: Cost and complexity refined - Horizon Cloud radically transforms traditional desktop and application virtualization with a predictable cost model that
lets you pay as you grow to eliminate costly capital investments by shifting to a flexible subscription model, speed your time to value by getting users up and running with
desktops in minutes and enjoy predictable costs as you scale with turnkey solutions from a growing ecosystem of trusted partners.

VMware Horizon Cloud enables the delivery of cloud-hosted or on-premises virtual desktops and apps to any device, anywhere, from a single cloud control plane.
1) Horizon Cloud with hosted infrastructure delivers cloud-hosted virtual desktops and applications without the hassle and cost of managing your own infrastructure.
2) Horizon Cloud with on premises infrastructure enables unified management of on-premises virtual desktops and applications through a single cloud control plane.

Cross-cloud architecture - Designed specifically to support cloud deployments with a fully multi-tenant cloud-scale architecture, Horizon Cloud lets you deliver virtual
desktops and applications on your choice of infrastructure, whether public cloud, private cloud or a combination of the two.
Clear path to the future - Ensures that you can transition to the cloud on your terms, while getting the most out of your existing investments.
Easy-to-use migration tools - Make it a breeze to move from physical desktops or on-premises VDI environments to Horizon Cloud.

Digital Workspace experience - Horizon Cloud makes it easier than ever for end users to securely access their digital workspaces on any device, at any time, from anywhere.
Complete the digital workspace experience with single sign-on access to all of your desktops and applications with seamless Workspace ONE integration that supports the
broadest range of devices including smartphones, tablets, ultralow-cost PC’s, Mac’s, and more.

Leverage Horizon Cloud user licenses to easily move users between on-premises and cloud-hosted environments as needed.

HELPFUL LINKS: PRIMARY COMPETITORS:

Horizon Cloud Web page AWS Workspaces Citrix on Azure

Competitive Infographic Citrix on AWS Workspot

Competitive Microsite

VMware Partner Central Horizon Cloud Page

56 VMware Field and Partners Only Back to TOC

 Desktop and Application Virtualization

Horizon Cloud (continued)

COMPETITIVE DIFFERENTIATORS:

Ultimate Flexibility
VMware gives customers the ability to choose DaaS, on-premises desktops, or both. It supports shared desktops, shared apps, and persistent desktops. Customers can now
take advantage of these technologies to deliver non-persistent desktops with a persistent desktop experience and rapidly deploy virtual desktops in seconds with Instant
Clone technology in vSphere.

Enterprise-Grade Support and Security

Horizon Cloud provides 99.9% SLA and 24x7 support. Support is included with the subscription. Secure Network Separation (Multi-tenancy). Control where users can connect
from. Secure Access – direct connect, VPN for smaller deployments.

Lower Management Costs

Horizon Cloud Offers Flexible User-based Pricing. Seamlessly move users between on-premises and cloud environments without purchasing new licenses. Price includes
support and bandwidth charges – nothing is extra.

Best End-User Experience

Unity Touch provides ease of use beyond just gestures. Supports USB, multimedia, Single Sign-On to apps and desktops. Offers the broadest range of H.264 capable devices
including the industry’s lowest cost $99 PCs—with extended battery life. Choose between PCoIP or Blast Extreme.

57 VMware Field and Partners Only Back to TOC

 Desktop and Application Virtualization

App Volumes
KEYWO RDS:
Real-Time Application Delivery App Layering

VA LUE P RO P :
App Volumes is a portfolio of industry-leading application and user management solutions for Horizon, Citrix XenApp and XenDesktop, and RDSH virtual environments. These
solutions take desktop and application environments to the next level by providing radically faster application delivery, unified application and user management, while
reducing IT costs by up to 70%, and is a key component of JMP—the next generation of desktop and application delivery.

KEY BENEFITS:
STRATEGIC BENEFIT: Increase employee productivity and satisfaction, without increasing IT staff, by delivering personalized applications and user environments that drive
the business forward rather than maintain dated architectures.

Reduce IT costs by up to 70% with one-to-many provisioning, painless packaging, and stable installation
Free up crucial IT resources from repetitive application and user profile maintenance tasks, and decrease the time spent managing images by up to 95%.

Deliver Agile Services – Eliminate the pain in application packaging with instant delivery, update, and retirement of applications and user environment settings. Decoupling
operating system images and applications with App Volumes helps reduce the number of images being managed by up to 95%.

Dramatic Savings in Infrastructure, Support, and Operational Costs - Support a truly “stateless desktop” with no trade-off between user experience and costs. One-to-many
provisioning lowers storage and operational costs, while proactive monitoring reduces helpdesk costs.

Modern Architecture Enables Reliability and Flexibility – Built on a modern management and monitoring platform, App Volumes provides reliable application delivery and
user environment management with powerful workflows. Provision applications faster, deliver context-aware user policy, and isolate apps as needed, enabling “follow-me”
applications and user settings for a personalized and consistent user experience.

HELPFUL LINKS: PRIMARY COMPETITORS:

App Volumes Web page Citrix/Unidesk Liquidware Labs Profile Unity

Competitive Microsite

VMware Partner Central App Volumes Page

58 VMware Field and Partners Only Back to TOC

 Desktop and Application Virtualization

App Volumes (continued)

COMPETITIVE DIFFERENTIATORS:

General competitive advantages:

• Simple to set up
• Easy deployment to Citrix XenApp, Xen Desktop and VMware Horizon
• Strong integration with VMware vSphere
• Simple and quick app packaging
• Very little additions needed to infrastructure
• Can be used to deploy Thin Apps
• Above the OS layering decouples the OS from apps and allows for easier management

Citrix/Unidesk:
• Applications with App Volumes are attached based on user assignments with the option to also assign to a machine. Unidesk is unable to assign applications to users,
only to devices.
• User-installed applications and data follow the user across desktop sessions with App Volumes; not with Unidesk.
• Unidesk requires proprietary infrastructure limiting scalability.

Liquidware Labs Profile Unity:

• App Volumes can logically group applications and manage the entire lifecycle of that group, Liquidware must create extended application groups.
• Apps must be streamed, creating a performance bottleneck.

59 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

Solution:
Modernize Data Centers & Integrate Public Clouds
HCI-Powered Private Cloud • Accelerate time to market

Hyper-Converged Infrastructure • Manage with intelligent operations

Operational Efficiency • Half the costs and even less hassle

Cloud Migration • Flexibility to choose where to

run applications
Multi-Cloud
• Reduced operational expense

60 VMware Field and Partners Only Back to TOC

 Solution:
Modernize Data Centers & Integrate Public Clouds

MDC Solution: HCI-Powered Private Cloud

PROD UC TS:
VMware Cloud Foundation (with vRealize Suite automatically integrated)

VA LUE P RO P :
VMware’s solution for the private cloud is VMware Cloud Foundation, a single platform that delivers a complete set of integrated software-defined infrastructure and cloud
management services for enterprise applications. By implementing a private cloud, IT organizations can speed up application and infrastructure service delivery to their
developers and lines of business, through automation and policy-based self-service. Cloud Foundation uniquely leverages a standardized and validated SDDC architecture
that is scalable, repeatable, and that can also be consumed as a service on a choice of public cloud partners, enabling a true hybrid cloud experience.

KEY BENEFITS:

Common platform across the hybrid cloud with consistent operational model for managing the cloud environment on-premises and on public cloud partners. Customers can
leverage their existing investments and skillset and processes to manage workloads. Cloud Foundation is available as a service from third party service providers such as IBM Cloud,
CenturyLink, Rackspace and Fujitsu K5. Cloud Foundation is also the underlying software stack powering VMware Cloud on AWS.

Accelerate time to market – customers can achieve faster time to market by speeding up resource delivery to their internal users through automation and self-service.

Provide choice and flexibility to developers and lines of business to use the tools of their choice while leveraging the operational and management capabilities of the
underlying system.

Eliminate complex processes around system design, setting up, testing, patching etc. through automated lifecycle management of the entire SDDC stack from infrastructure
to management.

Support for running traditional and cloud native applications on the same platform, managing both VMs and containers.

HELPFUL LINKS:
Modernize Data Centers Public Web Page Modernize Data Centers Partner Central Page

61 VMware Field and Partners Only Back to TOC

 Solution:
Modernize Data Centers & Integrate Public Clouds

MDC Solution: Hyper-Converged Infrastructure

PROD UC TS:
HCI Kit with Operations Management (vSAN, vSphere, vRealize Operations)

VA LUE P RO P :
Successful organizations are aligning business and IT teams to accelerate business agility and innovation by modernizing their IT infrastructure-from data centers to edge to
cloud. To accomplish this, organizations need to build, secure and manage a cloud-ready IT platform that converges traditional IT infrastructure silos, removes complex
processes, and powers ANY application-from traditional apps to new cloud-native app. The solution is a data center modernization journey that starts with hyper-converged
infrastructure (or HCI). HCI combines the agility and power of software with the cost-efficiency of industry-standard servers to deliver enterprise-class infrastructure that uses
existing skillsets and familiar operating environments-while consuming less budget. HCI mitigates security risks with proven solutions and accelerates IT decision-making and
management with intelligent operations and global visibility.

KEY BENEFITS:
BUILD WITH EXISTING SKILLSETSAND LESS BUDGET
• Accelerate business responsiveness with faster deployment, easier operations, and better scalability of a hyper-converged and software-defined infrastructure.
• Evolve infrastructure without risk by converging compute and storage together on a familiar platform with automated lifecycle management that simply works with the existing
hardware, software and skillsets.
• Enjoy the best integration with key vSphere features, such as HA, DRS and vMotion, along with the strongest ecosystem of backup, data protection and security solutions.
• Lower total cost of ownership through efficient use of cost-efficient, industry-standard hardware, on-demand scaling, and native automation.
• Prepare for the hybrid cloud era with a solution that leverages a consistent architecture with common and familiar skills, tools and policies across private and public clouds.

SECURE WITH PROVEN SOLUTIONS

• Mitigate security risks for greater peace of mind with native encryption that protects against unwanted access to data and simplifies key management.
• With a software-defined approach to encryption, customers can deploy the storage hardware of their choice, avoiding the hefty premium customers often face for self
encrypting drives (SEDs).
• Deliver security-at-scale with policy-driven security that makes securing infrastructure operationally simple.

MANAGE WITH INTELLIGENT OPERATIONS

• Forecast capacity shortfalls that prevents downtime to ensure key infrastructure and applications are running.
• Accelerate decision making and problem resolution with greater visibility and insight across all resources.
• Maximize time spent by unifying data center monitoring and management, including data center performance, capacity optimization, real-time analytics, and cloud

HELPFUL LINKS:
Modernize Data Centers Public Web Page Modernize Data Centers Partner Central Page

62 VMware Field and Partners Only Back to TOC

 Solution:
Modernize Data Centers & Integrate Public Clouds

MDC Solution: Operational Efficiency

PROD UC TS:
vCloud Suite Std (vSphere ENT+, vRealize Suite Std.)

VA LUE P RO P :
Customers of all sizes can 1) slash costs in half and 2) continuously optimize software-defined IT infrastructure with market leading compute virtualization and self-driving
operations from VMware.

KEY BENEFITS:

THE MOST SECURE UNIVERSAL PLATFORM FOR TRADITIONAL AND NEXT GENERATION APPS
vSphere is the world’s most trusted, stable, and industry leading hypervisor and the universal platform to help run, manage, connect, and secure applications in a common
operating environment, across clouds and devices.

HALF THE COSTS AND EVEN LESS HASSLE

Customers can slash hardware costs by maximizing server consolidation, automatically balancing workloads to densify clusters and reclaiming wasted capacity. Cloud admins
will save time and hassle with self-driving operations that rely on artificial intelligence to close the loop and remove the guesswork.

REDUCE UNPLANNED DOWNTIME BY 75%

Self-driving operations means more uptime for applications that drive the business, as cloud admins can more easily automate based on policy and proactive alerts about
potential issues. Rich log data help pinpoint the root causes of problems so teams can solve problems before they become critical errors.

HELPFUL LINKS:
Modernize Data Centers Public Web Page Modernize Data Centers Partner Central Page

63 VMware Field and Partners Only Back to TOC

 Solution:
Modernize Data Centers & Integrate Public Clouds

MDC Solution: Cloud Migration

PROD UC TS:
VMware Cloud on AWS VMware Hybrid Cloud Extension

VA LUE P RO P :
Accelerate cloud adoption and integration without complex conversions with VMware’s enterprise class Software-Defined Data Center solution that is available both on-prem
and via VMware Cloud™ on AWS and VMware Hybrid Cloud Extension™.
With VMware Cloud on AWS, customers benefit from a consistent and enterprise-class cloud service, seamlessly connecting production applications across vSphere®-based
hybrid cloud environments, with optimized access to AWS services and robust disaster protection. With the same architecture and operational experience on-premises and in
the cloud, IT teams can manage their cloud-based resources with familiar VMware tools and quickly drive instant business value from use of a combined AWS and VMware
hybrid cloud experience.
VMware Hybrid Cloud Extension enables rapid, large-scale application migration with secure multisite interconnects between any vSphere version on-premises and VMware
Cloud on AWS.

KEY BENEFITS:

Ability to run, manage, and secure production applications in a seamlessly integrated hybrid IT environment without having to purchase custom hardware, rewrite
applications, or modify operating models means that a customer can extend innovation and serve a wider range of business use cases without all of the traditional
complexities, delays and risks typically associated with this effort.

Familiar skills, tools, and processes for managing private and public cloud environments so customers will not have to worry about the traditional cloud skills gaps and
retraining issues, while also gaining the benefit of consistent operations, improved productivity, and reduced costs.

Flexibility to choose where to run applications based on business need AND seamlessly move live workloads bi-directionally between vSphere-based private and public
clouds if needs change.

Rapid time to value with the ability to spin up an entire VMware SDDC in under two hours and scale host capacity in a few minutes to address the widest and most time-
sensitive customer business demands.

Leverage established on-premises enterprise security, governance and operational policies and extend that with the cloud scale and security that AWS Cloud brings.

HELPFUL LINKS:
Modernize Data Centers Public Web Page Modernize Data Centers Partner Central Page

64 VMware Field and Partners Only Back to TOC

 Solution:
Modernize Data Centers & Integrate Public Clouds

MDC Solution: Multi-Cloud Operations

PROD UC TS:
VMware vRealize Suite VMware Cloud Services

VA LUE P RO P :
VMware delivers consistent operations across a hybrid/multi-cloud environments that provide the highest levels of agility, efficiency and control for both traditional and cloud
native environments. Customers looking to achieve hybrid/multi-cloud operations have the option of leveraging multiple software delivery options including on-premises
software deployment or SaaS based offerings.

KEY BENEFITS:

Reduced operational expense associated with deploying and running cloud services.

Increase business agility, giving IT the ability to respond to business requirements at the speed that the business expects.

Reduce operational risk due to a simplified operating model for applications across clouds (less opportunity for human error).

Future proof application development investments by simplifying the deployment and ongoing operations across multiple clouds.

Non-disruptive approach to adopting multi-cloud management giving IT the ability to easily bring under management already deployed workloads.

SaaS and on-premises deployment options gives IT more control over when/how to experience CapEx or OpEx spending.

HELPFUL LINKS:

Modernize Data Centers Public Web Page Modernize Data Centers Partner Central Page

65 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

Solution:
Transform Networking & Security
Consistent Networking for Cloud/ • IT at the speed of business
Data Center/Edge
• Innovative security
Modern Security for Distributed Apps
• Simple, agile, & manageable Networking
App Agility through Network and Security
Automation

66 VMware Field and Partners Only Back to TOC

 Solution:
Transform Networking & Security

TNS Solution: Consistent Networking for Cloud/Data Center/Edge

PROD UC TS:
NSX Data Center VMware Cloud Network VNSX SD-WAN by VeloCloud NSX Hybrid Connect

VA LUE P RO P :
The VMware Enterprise Cloud Network addresses an extraordinary number of IT networking and security challenges and key business initiatives. The Enterprise Cloud
Network makes creating and managing entire networks in software a reality and fundamentally transforms the network operational model, like server virtualization did over 15
years ago. VMware provides enterprise-wide visibility, connectivity, security, and tooling for all apps, consistent networking and security policies across VMs and containers,
across sites, across clouds, and is a 100% software-driven solution.

KEY BENEFITS:

IT at the speed of business: VMware and NSX allows you to increase flexibility, manageability, and speed while also increasing security posture throughout the data
center. Functions are implemented and managed in software, abstracting network services from the physical hardware infrastructure, allowing for a more secure and more
responsive environment.

Cross-cloud: VMware Cloud Network is a networking and security service that allows you to deploy micro-segmentation in workloads running natively in the public cloud, in a
manner that is independent from the particular cloud provider of choice.

Improved Performance, Optimized Costs: Traditional WAN connectivity has not kept up with the bandwidth and agility needs of applications. NSX SD-WAN by VeloCloud
delivers better performance for apps in the data center and in the cloud, while allowing enterprises to restructure their WAN service costs.

HELPFUL LINKS:
Transform Networking & Security Public Web Page Transform Networking & Security Partner Central Page

67 VMware Field and Partners Only Back to TOC

 Solution:
Transform Networking & Security

TNS Solution: Modern Security for Distributed Apps

PROD UC TS:
NSX Data Center AppDefense vSAN

VA LUE P RO P :
VMware security solutions make security an intrinsic part of the infrastructure that applications and data live on, rather than a bolted-on afterthought. By leveraging the
unique properties of virtualization and cloud, VMware NSX, AppDefense, vSAN, and vSphere ensure consistent, data-centric security that is as scalable and agile as the
applications and data it protects. VMware provides intrinsic security as a component of infrastructure, rather than a bolted-on afterthought, data–centric security policies as
agile as the data and applications they protect, granular control without impeding performance, and a 100% software-driven solution.

KEY BENEFITS:

IT at the speed of business: VMware and NSX allows you to move the intelligence to software, while simplifying hardware as pooled resources increasing flexibility,
manageability, and speed. Our track record shows value realized for our customers through virtualization, having delivered billions of dollars in savings.

Innovative security: NSX uses the kernel of the ESX hypervisor and vSphere, delivering an unparalleled level of granular security by attaching the policy at the virtual
machine level.

Flexible and easy: By employing functions like micro-segmentation and logical DMZ, NSX lets you scale security down or up to the level you need. It simplifies management
of controls, so you have greater visibility over the big picture.

Simplified operations: NSX allows you to align networking and security provisioning with compute and storage provisioning.

Greater agility: NSX lets IT enable your developers to get up and running faster through automated provisioning of network and security services.

HELPFUL LINKS:
Transform Networking & Security Public Web Page Transform Networking & Security Partner Central Page

68 VMware Field and Partners Only Back to TOC

 Solution:
Transform Networking & Security

TNS Solution: App Agility through Network Automation

PROD UC TS:
vRealize Network Insight NSX Data Center vRealize Automation

VA LUE P RO P :
The VMware Enterprise Cloud Network addresses an extraordinary number of IT networking and security challenges and key business initiatives. The Enterprise Cloud
Network makes creating and managing entire networks in software a reality and fundamentally transforms the network operational model, like server virtualization did over 15
years ago. VMware provides enterprise-wide visibility, connectivity, security, and tooling for all apps, consistent networking and security policies across VMs and containers,
across sites, across clouds, and a 100% software-driven solution.

KEY BENEFITS:

IT at the speed of business: VMware and NSX allows you to move the intelligence to software, while simplifying hardware as pooled resources increasing flexibility,
manageability, and speed. Our track record shows value realized for our customers through virtualization, having delivered billions of dollars in savings.

Visibility and Insight: vRealize Network Insight enables you to get a full and deep understanding of all your network traffic flows and security policies across data centers and
other environments. It can also be leveraged to help you plan an effective micro-segmentation strategy.

Simple, agile, & manageable Networking and Security: VMware and NSX allow you to increase flexibility, manageability, and speed while also increasing security posture
throughout the data center. Functions are implemented and managed in software, abstracting network services from the physical hardware infrastructure, allowing for a more
secure and more responsive environment.

Greater agility & Simplified operations: vRealize Automation, as part of vRealize Suite, allows you to align networking and security provisioning with compute and storage
provisioning. This lets IT enable your developers to get up and running faster through automated provisioning of network and security services. With centralized management
and automated processes, ongoing operations become easier and more responsive to the needs of the business.

HELPFUL LINKS:
Transform Networking & Security Public Web Page Transform Networking & Security Partner Central Page

69 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

Solution:
Empower Digital Workspace
Digital Workspace Transformation • Recognized leader in Unified Endpoint
Management
Modern Management for Desktop
• Real-time, over-the-air complete PC
Windows as a Service on Azure lifecycle management

Leverage/Expand with Office 365 • Multi-cloud Deployments

• Easily rolls out Office 365 apps and services

to any mobile device

70 VMware Field and Partners Only Back to TOC

 Solution:
Empower Digital Workspace

EDW Solution: Digital Workspace Transformation

PROD UC TS:
Workspace ONE (Focus on Workspace ONE Enterprise Cloud)

VA LUE P RO P :

A digital workspace strategy puts employees first, and it is the only viable way to meet the rising expectations of employees and business partners while securing apps and
data in a perimeter-free world. VMware is best positioned to help you navigate your journey with an intelligent, platform-based solution, Workspace ONE.

KEY BENEFITS:

Reduce the cost and complexity of managing with siloed tools and manual processes

Be a better partner to the business by concentrating on delivering digital experiences to employees rather than managing devices

Be a part of the security solution, rather than being pulled between the security office and lines of business

HELPFUL LINKS:
Empower Digital Workspace Public Web Page Empower Digital Workspace Partner Central Page

71 VMware Field and Partners Only Back to TOC

 Solution:
Empower Digital Workspace

EDW Solution: Modern Management for Desktop

PROD UC TS:
Workspace ONE

VA LUE P RO P :

Workspace ONE empowers IT with modern PC management that:

• Greatly reduces IT time and cost across traditionally cumbersome PCLM tasks, such as onboarding, patching, app distribution, and managing remote endpoints
• Secures Windows 10 devices in real-time even off the corporate network (e.g. always up-to-date policies and patches on any device)
• Delivers the best user experience with powerful self-service enablement to reduce help-desk costs and keep users productive

KEY BENEFITS:
Modern Management with VMware delivers security and user experience while dramatically reduces IT time and cost with real-time, over-the-air complete PC
lifecycle management.

Recognized leader in Unified Endpoint Management

Zero IT touch onboarding and configuration without imaging

Real-time, over-the-air complete PC lifecycle management

On demand policies, patching, updates, and apps

Reinvent security with always up-to-date patching and real-time compliance

Eliminate costly software distribution server infrastructure

Co-management with SCCM for any PC lifecycle task to ease transition

Speed and optimize remote and mobile user management

HELPFUL LINKS:
Empower Digital Workspace Public Web Page Empower Digital Workspace Partner Central Page

72 VMware Field and Partners Only Back to TOC

 Solution:
Empower Digital Workspace

EDW Solution: Windows as a Service on Azure

PROD UC TS:
Workspace ONE

VA LUE P RO P :

VMware’s digital workspace solutions offer frictionless access to all app types and data and consumer simple productivity that enables new experiences for the modern
workforce. Meanwhile, security is enhanced through powerful contextual policy enforcement that manages apps and data in motion and at rest to reduce the risk of
unauthorized access and data loss. By integrating Windows application and desktop virtualization into the solution, traditional Windows applications can be accessed from
any endpoint while the applications and data remain safe in the datacenter or cloud.

KEY BENEFITS:

Multi-cloud Deployments: VMware Horizon Cloud provides customers with the ability to choose between cloud capacity from VMware, and bring your own (Azure).

Lower Cost: Horizon Cloud on Microsoft Azure provides hourly billing for Azure capacity. Customers only pay for the infrastructure capacity they use.

Single Infrastructure Provider: Easily manage and deliver virtual apps from the same cloud provider used for other workloads.

Simplified Management: Horizon Cloud on Microsoft Azure enables upgrades in less than 5 minutes.

HELPFUL LINKS:
Empower Digital Workspace Public Web Page Empower Digital Workspace Partner Central Page

73 VMware Field and Partners Only Back to TOC

 Solution:
Empower Digital Workspace

EDW Solution: Leverage/Expand with Office 365

PROD UC TS:
Workspace ONE

VA LUE P RO P :

VMware Workspace ONE offers frictionless access to all app types and data with consumer simple productivity that enables new experiences for the modern workforce.
Meanwhile security is enhanced through powerful contextual policy enforcement that manages apps and data in motion and at rest to reduce the risk of unauthorized access
and data loss. Workspace ONE is offered as a subscription-based cloud service and also can be installed on-premises.

KEY BENEFITS:

Accelerates Office 365 deployments

Empowers employees to be productive by removing the traditional barriers to mobility

Enforces device-level data, data loss prevention, and wipe policies

Enables secure one-touch SSO from mobile devices

Frees the business to roll out new apps and services, confident that IT can support on day one

Blocks access from unmanaged or non-compliant devices

Easily rolls out Office 365 apps and services to any mobile device

HELPFUL LINKS:
Empower Digital Workspace Public Web Page Empower Digital Workspace Partner Central Page

74 VMware Field and Partners Only Back to TOC

Modernize Data Centers Integrate Public Clouds
Empower Digital Workspaces Transform Security

Competitor Summaries
Citrix • VMware has 20-year history of continuous
innovation and is the pioneer in virtualiza-
Microsoft tion as well as an innovator in cloud and
business mobility.
Nutanix
• VMware is the infrastructure platform choice
Turbonomic
of 100 percent of the Fortune 500 and more
than 500,000 customers globally.

• VMware has saved customers tens of billions

of dollars.

• Gartner, Forrester and IDC consistently

recognize VMware as a market leader.

75 VMware Field and Partners Only Back to TOC

 Competitor Summaries

Citrix
COMPETITOR’S VALUE PROP:
• Citrix is a multinational software company that provides server, application and desktop virtualization, networking, software as a service, and cloud computing
technologies. They promote that they enable business mobility through the secure delivery of apps and data to any device on any network.
• WorkspacePod is Citrix’s recent entry into the hyper-converged infrastructure market and consists of Citrix VDI and mobile infrastructure software delivered on partner
hardware; HP and DataON are initial hardware partners.
• Citrix attempts to cite lower per-session VDI costs due to lower storage and energy costs (but most industry studies show otherwise).

VMWARE POSITIONING:
Unified Endpoint Management is based on the VMware AirWatch® solution and uniquely provides management, analysis, automated workflows, and over-the-air configuration.

Leading Virtual Desktops & Apps is based on the VMware Horizon® solution and provides the market-leading app-delivery product, app lifecycle management, monitoring
and analytics, and user environment management.

Identity-Defined Workspace is based on the VMware Identity Manager™ solution and provides SSO, conditional access, a unified app catalog, and productivity apps.

Comprehensive Cloud Service is based on VMware Horizon Air™ and AirWatch EMM and provides more delivery options and capabilities than any other solution.

Security is based on multiple capabilities built into the platform such as micro-segmentation and DLM and through partnerships for endpoint security and CASB support.

VMWARE KEY DIFFERENTIATORS:

• VMware has 20-year history of continuous innovation: VMware NSX®, Instant Clone Technology, and VMware App Volumes™ are recent additions.
• Citrix is based on legacy and lacks innovation. CWC is simply XenApp and XenDesktop managed from the cloud.
• Past experience shows Citrix drops popular features and only brings them back under extreme customer demand.
• Citrix has a notoriously poor support reputation: at least 1-hour wait times for customer phone support.
• XenApp to XenDesktop trade-up program has hidden costs, some of which include:
- Customers must be fully up-to-date with Subscription Advantage (SA).
- SA costs could double.

76 VMware Field and Partners Only Back to TOC

 Competitor Summaries

Microsoft
COMPETITOR’S VALUE PROP:
• Microsoft competes with us across a wide breadth of our portfolio and has a rapidly growing mega-cloud offering via Azure.
• Microsoft uses specialized sales tools and savings calculators to attempt to attract VMware customers to their solutions.
• Microsoft is heavily promoting that public cloud is the only viable future for customers and that Azure is the best option available.

VMWARE POSITIONING:
VMware has the largest cloud eco system in the world with over 4,000 cloud provider partners in over 100 countries.
VMware provides added efficiency, automation, guidance and seamless portability for customers seeking to future-proof their hybrid cloud platform.
VMware vSphere provides four proven and production-ready memory management techniques that allow VMs to efficiently “share” memory and reduce wasted resources.
Even with Microsoft’s Azure Cloud service, customers are susceptible to the instability and risky nature of Windows, which still powers all of these cloud services.

Multi-cloud? Azure is only one option! Most customers want to keep their cloud options open and don’t want to get locked into a single cloud provider. VMware’s Cross-Cloud
Architecture enables customers to leverage the option for integrating numerous public cloud and vCAN services into their cloud strategy, without vendor lock-in. This is the
most risk free and flexible long-term plan when it comes to any type of cloud strategy.

VMWARE KEY DIFFERENTIATORS:

• Migration to Azure is a painful and error prone conversion process.
• Windows Azure does not support the necessary underlying network components to allow clients to easily configure a supported solution.
• VMware has been releasing and delivering powerful, yet reliably simplistic software for years!
• Fastest route to digital transformation by building on your existing foundation
- Cost effectively build on top of the foundation you already have in your environment and extend it into the cloud
• Optimize and Standardize to Reduce Cost and Risk
- Use vRealize to identify waste, and troublesome issues
- Standardize on VMware across all environments to reduce operational costs, waste, downtime and risk

77 VMware Field and Partners Only Back to TOC

 Competitor Summaries

Nutanix
COMPETITOR’S VALUE PROP:
• Nutanix is focused on competing against us in the hypervisor and cloud management market, not just HCI. Owning pieces of the cloud stack, such as the hypervisor, is key
to Nutanix’s goal in establishing itself as an enterprise cloud building block.
• Nutanix aggressively focuses on building Brand awareness and tries to position themselves as the market leader in hyper-converged infrastructure.
• High touch customer support focus (which many worry has the ability to scale).
• Attempt to position node and configuration options to provide flexibility to meet different business requirements.
• Nutanix Prism management software has some basic automation capabilities, but not to the level of VMware’s SDDC.

VMWARE POSITIONING:
Unified operations & common skills across IT estate
In-kernel architecture – vSAN & NSX built into vSphere
Maintain hardware vendor relationships and choice
Cross-cloud SDDC for the most flexible future

VMware has a significantly larger install base; more experts available

VMWARE KEY DIFFERENTIATORS:

• Nutanix has a distributed platform approach with their Controller VMs, which can take up considerable host resources, severely limiting host VM density. 32GB+ of RAM
can be consumed on a host before a single VM is even deployed!
• There are still many gaps and limitations in their approach, which offers nowhere near the breadth of capabilities, choice and flexibility of VMware’s proven and widely
adopted SDDC solutions across compute, storage, networking and management.
• VMware can be over 60% less expensive than Nutanix. Customers would need to achieve deduplication rates of over 20:1 to justify the cost difference with a typical
Nutanix solution.
• VMware vSAN ready nodes let customers build exactly what is needed and flexibly scale up and scale out, from as little as one hard drive at a time, all the way to adding
full nodes.
• Nutanix requires yet another management console with no direct integration to vCenter workflows and no vCenter storage policy management.

78 VMware Field and Partners Only Back to TOC

 Competitor Summaries

Turbonomic
COMPETITOR’S VALUE PROP:
• TURBONOMIC is a fast-growing software vendor with estimated revenues of $100m in 2017 and a contender in the operations management transactional business.
• The company’s flagship product Turbonomic ‘Operations Manager’ maintains cloud and virtualization environments in a healthy state by continuously analyzing real-time
metrics around performance, capacity and intelligently adjusts workload resources based on user defined service level priorities. This unique capability of automatically
adjusting workload resource allocations is their competitive differentiator.
• Turbonomic’s target market is both the Enterprise and Small/Medium business space. While their primary focus is the mid-market technical buyer with a feature/function
technical sales approach, they tend to sell more upstream and position their “economic scheduling engine” for multi-cloud use cases. Moreover, they compete on price as a
potential low-cost alternative to VMware vRealize Operations Manager and vSphere Enterprise and above.

VMWARE POSITIONING:
Best of Breed Technology – vRealize is designed for tight vSphere integration for critical IT management including proactive performance, capacity and configuration
management.

Highly Scalable - Designed for businesses of all sizes to run applications at high service levels and maximize hardware savings through higher capacity utilization and
consolidation ratios.

Greater Visibility - IT administrators gain better insight into virtual environments, proactively identify and remediate emerging performance issues, and optimize resource
utilization through a unified view.

Don’t turn off DRS! The first thing that Turbonomic will do is tell customers to disable Distributed Resource Scheduling (DRS). DRS is VMware’s integrated capability that
analyzes dozens of metrics to effectively and efficiently load balance the VMs in a customer’s data center. Turbonomic’s approach to “load balancing” VMs uses only a fraction
of the metrics that VMware’s DRS uses, which can often lead to an incorrect analysis of the needs of the VMs in a customer’s environment.

VMWARE KEY DIFFERENTIATORS:

• Winning over Turbonomic can start by simply raising awareness of VMware vRealize strengths and by positioning VMware’s strategic vision in SDDC (Software Defined
Data Center).
• Because Turbonomic provides actionable decisions based on small data samples sizes (~12 metrics) and over short periods of time, their accuracy is ALWAYS questionable!
• Turbonomic has NO ability to undo miscalculated actions (for example as in vRealize Operation Management configuration monitoring/management.)
• Turbonomic claims to be able to manage AND migrate workloads between on-premises vSphere and cloud providers like AWS or Softlayer. This is simply NOT the case.
Turbonomic can only recommend placing a workload or migrating one between platforms, but it has no ability out of the box to migrate workloads.

79 VMware Field and Partners Only Back to TOC

One CLOUD.
Any APPLICATION.
Any DEVICE.™

VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com
Copyright © 2018 VMware, Inc. All rights reserved. This product is protected by U.S. and international copyright and intellectual property laws. VMware products are covered by one or more patents listed at
http://www.vmware.com/go/patents. VMware is a registered trademark or trademark of VMware, Inc. in the United States and/or other jurisdictions. All other marks and names mentioned herein may be trademarks
of their respective companies. Version 1 - Q1 206 (Questions, comments or feedback about this guide? Email [email protected])