VMware Cloud

Foundation (VCF)
Partner Cheat Sheet

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 VMware Cloud Foundation VMware Cloud Foundation Edge
VMware Cloud Foundation – Executive Summary Customer Challenges
vSphere Enterprise Plus vSphere Enterprise Plus
(includes TKGs, vCenter) (includes TKGs, vCenter)
VMware Cloud Foundation is a private cloud platform that Fragmented Infrastructure – Poor visibility and control across
different GEOs. Lack of confidence that all security gaps have vSAN Enterprise per TiB vSAN Enterprise per TiB
delivers infrastructure as a service with integrated, best of
breed compute, networking, storage, management, been addressed. Costly routine infrastructure maintenance. Aria Suite Enterprise vSphere for vSAN Witness
security, spanning across on-premises, private cloud, Sluggish Innovation – Slow app development and TTM. Aria Suite Enterprise
NSX Networking for VCF
public cloud, partner clouds, sovereign clouds, edge, and Shortage of skills and talent in cloud native methods. NSX Networking for VCF
colocation. Additionally, VCF contains built-in automated HCX Enterprise
Inadequate Security – Org is unable to keep up with cyber HCX Enterprise
lifecycle management to simplify administration from
threats. Exposure from ransomware attacks. Lack of overall Aria Operations
initial deployment to patching and upgrading. Aria Operations
disaster recovery mechanism for Networks Enterprise
for Networks Enterprise
Data Services Manager Data Services Manager
SDDC Manager SDDC Manager

Customer Benefits Sales Triggers Discovery Questions

Modernize Infrastructure • Server or storage purchase, expansion, or refresh • Do you have an upcoming server or storage
• New in VCF 5.2 – VCF Import – Enables import of vSphere and vSAN environments to deliver the full stack • Aging server and storage hardware assets in the purchase or refresh?
value of VCF data center • Are you experiencing any performance related
• Transition from vSphere/VSAN HCI deployments to full private cloud non-disruptively, enabling integrated full • Virtual machine performance issues either at the issues in your environment either at the
stack lifecycle management compute or storage level(s) of the infrastructure compute or storage layer?
• Automation workflows to rapidly provision and maintain infrastructure to allow IT staff to focus on new • How much time are you spending managing
revenue streams rather than maintaining legacy infrastructure your existing storage?
Target: vSphere installed customers with vSphere ENT+, vSAN

Cloud Experience for Developers

• Cloud repatriation, cost of public cloud to expensive • What are your biggest struggles when it comes
• New in VCF 5.2 – Independent TKG service, simplified adoption of virtual networks and bringing workloads back on premises to managing and deploying your cloud-native
• Decouples TKG updates to upstream Kubernetes updates from vCenter enabling asynchronous updates to • Organizations that are beginning to develop cloud- apps
the latest version from the CNCF (Cloud Native Computing Foundation) site native apps and systems • How are you currently managing and
• Simplifies the management process by using vSphere services to manage TKG versions, offering a • Sophisticated organizations experienced with cloud- provisioning your cloud native applications
centralized platform for orchestrating Kubernetes deployments and enhancing operational efficiency. native apps that are using a patchwork of tools • Do you have challenges securing or monitoring
Target: vSphere customers with TKG deployments your cloud native applications

VCF Edge
• Inability to choose and deploy infrastructure • Is customer concerned about latency, bandwidth
• New in VCF 5.2 – Brings optimized configurations of VCF to the edge, addressing the demand for scalable, components per customer needs costs, or real-time decision making at the edge?
cost-effective edge infrastructure will automate deployments and remote lifecycle management.
• Inability to integrated edge sites with central • Do they face challenges while integrating edge
• Scalable, flexible edge infrastructure: Choose full stack or individual components; start small and scale datacenter sites with central datacenter and cloud?
seamlessly as needed.
• Increased security risk due to dispersed • Do they have limited/no iT staff to deploy and
Target: Retail, Distribution Centers, Banking, Branch offices, Energy, Utilities, Federal Tactical Edge, Healthcare, infrastructure and accessible edge devices manage infrastructure at the edge?
Transportation, Manufacturing Factory Automation

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 Guidance for Sellers Objection Handling

“We don’t need “We have a “We already have VCF Edge
Pitch VCF Discover Build and Demonstrate Close Sale anything besides mandate or Cisco ACI. Why do
Customer Validate Customer vSphere and initiative to move to I need NSX?” “Edge “VCF does not “Edge infrastructure
Does YES • Start with decision Projects/Use Solution Value Proofpoint vCenter” the cloud.” infrastructure scale well” needs deployments at
Company makers, then work Case
VCF addresses Cisco requires locations where there is
with stakeholders • Contact • Hands-On Lab There is a Consider VMware ACI limitations with VCF edge
Profile fit lightweight provides no network connectivity.
Highlight VCF • Highlight VCF Broadcom Seller • VCF Exp Day significant value public cloud add-ons like micro deployment multiple How does VCF satisfy
VCF? • Value Prop using • Top 3 Use to size VCF and to operations solutions, which segmentation, and less than that requirement?”
• Holodeck deployment
customer deck Cases ROl assessment management deliver the full advanced load- 3 hosts”
using VVM Customer models VCF Edge supports
>20 Servers references (Aria Operations), capabilities of balancing,
NO software-defined VMware Cloud and advanced security With VCF depending on both standalone Edge
>200 VMs • Analysts reports storage (vSAN), Foundation across features. VCF’s Edge, you can customer scale and air-gapped
software-defined all major public distributed software have multiple requirements. deployment
>$250K networking cloud providers. defined L2-7 design options Customers can modes with SDDC
Budget Pitch VVF Leverage VVM Position VMware Close Deal Position Value- (NSX), and SDDC Evaluate the networking architecture that will allow tailor them to Manager and vCenter,
Tool Add-ons added Services manager to appropriateness of into a full-stack, you to use as fit their needs so customers
>1 or more
update and a private cloud automated private low as 1 or 2 (e.g., using can tailor their
VMware • Leverage VVF • Pitch vSAN to replace
VVM Tool to existing storage maintain your strategy to provide cloud without the need nodes at the vCenter to deployment model
Solution entire SDDC the benefits of to update your edge. scale). based on their
demonstrate • Pitch VLR to augment
solution value stack. public and private hardware, including requirements
ransomware recovery
clouds. Cisco ACI.

Personas Decision Makers – C-Level/VP Executive Champions – IT Manager/Architect Influencers – App Dev/DevOps

Triggers • Business alignment/ROI • Data security/recovery • System integration • IT collaboration • APIs and workflows • Agile methodologies
• Drive innovation • Compliance • Cybersecurity/defense • Agile development • Self-service IaaS • Container integration
• Reduce costs Monitoring/management • Observability

Outcome • Private-cloud platform with integrated enterprise-class • Lower Cap-Ex through hardware consolidation across • Implement private AI
Positioning compute, networking, storage, management, and security compute, storage, and networking • Increased developer productivity via embedded
• Faster time to market, increased innovation, predictable cloud • Protect against cyberattacks accomplished through Kubernetes runtime with self-service access
costs with 51% lower TCO, and reduced carbon footprint distributed firewalling and security
• Workload consolidation and improved performance,
• Enterprise-grade resilience • Fully automated platform to lower FTE requirements agility and scalability across all cloud endpoints.
to support deployments and maintenance
• Deep security protection aligned with corporate • Automated self-service infrastructure platform to
compliance and governance deploy VMs/containers apps for developer agility
• Automated policy enforcement and management

Assessment Tools VCF Hands-On Lab VCF Experience Program HOLODECK Toolkit VMware Value Modeler (VVM)
Click the links
to access HOL provides a quick and easy way to A customer-focused, expert-lead VCF Holodeck toolkit is designed to provide a Data driven tool to help customers
access VMWare solutions, test use lab which provides structured education scalable, repeatable way to deploy nested calculate TCO and ROI asset
cases, ad learn about the latest and direct hands on with live VCF labs VCF hands-on environment directly on a generation. Please contact your
features with no installation required. for up to 25 individuals per session. single VMware ESXi host. Broadcom sellers to demo this tool

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