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  Customer Solution Battle Card       Power Person : CIO Customer Solution Name

Customer Solution Battle Card


Power Person : CIO

Customer Solution Name

SDDC - Network Virtualization


Influencers: VP/Architect of IT Infrastructure, CISO, VP of IT Operations


Business Issue(s)

SECURITY - Existing network and security solutions are rigid, complex, often vendor-specific, and operationally infeasible for managing threat propagations in the data center AGILITY - Limited workload placement and mobility due to physical topology and manual provisioning EFFICIENCY - Inflexible, dedicated, and time-consuming manual configuration and physical topology that prevent network architecture optimization, capacity utilization, and innovation


Customer Solution Description

VMware’s vision for the Software Defined Data Center (SDDC) abstracts, pools, and automates all Data Center infrastructure through the virtualization of compute, networking, and storage resources. Network virtualization with VMware NSX delivers the operational model of a virtual machine to the Data Center network, across the existing physical network hardware.


Target Market Description

Network virtualization is critical for global and large enterprises, government agencies, and smaller organizations that are transforming their infrastructure with the SDDC. Target organizations place a priority on time-to-market and flexibility & agility within their IT infrastructure. NSX is most frequently adopted in environments of 500 VMs or more.

Target Profile:

- Data Centers with 500+ VMs

- Dynamic data center environments that change and re-provision workloads often


- Ideal for these types of customers:

1. Innovative, multi-tenant cloud environments

2. Large enterprise private and R&D clouds

3. Government agencies

4. Multi-hypervisor cloud environments


Anxiety Question

Is IT able to deliver and modify applications and services with the flexibility and pace that the business requires? Are workloads moving outside of IT’s visibility and control due to agility or speed requirements? Can IT adequately address increasing security requirements within the Data Center network?


Problem Probing Questions

Solution Probing Questions

Customer Value Probing Questions

PP1: Microsegmentation - In the event of a security breach in your perimeter, is protection of internal applications from lateral threat propagation an operational challenge?

SP1: Microsegmentation - If you could provide complete isolation between applications and tenants without costly hardware firewalls or operational complexity, would your security posture be significantly improved? What if you could apply security policies at every virtual interface in the data center , without adding physical or virtual firewalls?

VP1: Microsegmentation - If this capability is available without any change or upgrade in your network and firewall platforms are you interested in proving the value in your environment?

PP2: Are you concerned that change tickets in the network space are complex, increasing in volume and could cause major application outages if done in error?

SP2: Would it improve your service availability if volume of move/add/change in your physical network is reduced by >50% AND reduce human error factor due to inaccurate change implementation?

VP2: SDDC customers are benefitting from completing ten times the number of “moves, adds and changes” when compared with existing hardware-defined solutions. How would your environment benefit from such increase in capacity and reduction in complexity?

PP3: Are you seeing operational challenges in meeting your internal customers’ growing demands for application environments often with no advance notice?

SP3: Would you consider a new IT service where complex application environments can be provisioned within seconds – with no change to existing physical hardware?

VP3: If new application environments can be created on demand and at the speed of business priorities, would IT become the preferred service provider to lines of business and deliver a competitive advantage.

PP4: Are you seeing demand from business to improve service levels in supporting multiple unique environments for application owners – even after virtualization?

SP4: What if you could completely replicate your production environment in software and shift applications between test/dev and production within minutes, without changing IP address.

VP4: If IT was able to offer robust add/change/expand/promote environment services to application owners, would that significantly reduce their time-to-market and increase overall business agility?

PP5: Are you having to constantly budget for ‘new’ network hardware in order to be able to use added capabilities? Are you looking for ways to extend the life of your existing hardware infrastructure?

SP5: Would it be a desirable objective to only invest in hardware for purposes of capacity expansion, rather than replacing partially depreciated assets in order to get new functionality?

VP5: If you could implement the same or better L2-L7 functionality using software-based network virtualization without investing in new network hardware, would it improve your asset utilization and make is easier to deliver new capability improvements over time?

PP6: Are looking for a way to scale-out firewalling capacity without adding physical appliances?

SP6: What if you could scale-out your DMZ firewall capacity without adding expensive hardware firewalls?

VP6: Network virtualization platform delivers 20Gb/s scale-out firewalling capacity per host. What is the impact of that saving in overall capacity?

PP7: Are you having to over-provision capacity to account for unforeseen (tactical) demand for compute resources?

SP7: Would it provide more operational flexibility if you could place any workload, anywhere within the DC and be certain that the entire network and security configuration moves with it?

VP7: Would your CAPEX budget be lowered if you treat your entire physical infrastructure as a virtual pool of compute, network and security resource?


Success Stories

eBay: World’s largest online auction house Challenges: Deploying multi-tier networks took eBay 30 days, limiting their ability to take applications from test/dev into production. Benefits: Able to provision a multi-tier network within 2 minutes with completely replication of the application environment in test/dev and production environments. This reduces their time to market drastically Starbucks : Global coffee company and retailer Challenges: Challenged to deliver micro-segmentation with hardware or vCNS due to performance constraints. Benefits: Have been able to provide multi-tenant isolation within the Data Center at scale & performance. This alone provided the justification for purchasing NSX. Westjet : Canadian airline Challenges: Challenged to deliver network and security functionality with massively increased server-to-server “east-west” traffic. Benefits: Have been able to provide rich networking and security features, keeping much of it within the hypervisor, thereby avoiding costly upgrades of the physical network. AT&T : Worldwide service provider Challenges: Needed to deliver competitive public-cloud services to businesses requiring ITaaS offerings. Benefits: Have been able to automate the provisioning of complex network and security services. Vmware NSX is becoming the de-facto standard amongst AT&T’s public cloud offerings.

Competitor Positioning

The primary competitor to Vmware’s SDDC strategy is the status quo, namely “Hardware-Defined Data Center” solutions. In the network area the primary competitor is Cisco Systems, who are positioning their Application Centric Infrastructure (ACI) solution. ACI also promises to deliver the automated provisioning of Data Center networking and security services, with the significant difference that these services are delivered in Cisco hardware. VMware’s SDDC solution is clearly differentiated through the ability to completely abstract services from the underlying hardware. By implementing services in the hypervisor, we provide a high-performance distributed solution with the operational model of a virtual machine. This enables VMs to be placed anywhere within the DC and move within or across DCs whilst maintaining all existing services.

Objection Handling

Do I have to invest in new hardware? No – VMware’s network virtualization runs over your existing hardware. Do I have to throw-away my existing firewalls? No – you still need these appliances for “north-south” traffic entering and exiting the Data Center. Will my networking team be out of a job? Absolutely not! Your networking team can carry out the daily moves, adds & changes with much greater efficiency, enabling them to focus more on design and planning activities. Vmware offers a number of certifications that enable your network engineers to build a future career path. Overlay networks mean a lack of visibility – We provide best-of-breed instrumentation and operational tools that give you an unprecedented level of visibility into how VMs are connected to and through the virtual and physical network.

give you an unprecedented level of visibility into how VMs are connected to and through the