INTRODUCTION OPPORTUNITY PROSPECTING QUALIFICATION SIZING IMPLEMENTATION CASE STUDIES RESOURCES

AND SOLUTION
VIRTUAL DESKTOP INFRASTRUCTURE

INTRODUCTION OPPORTUNITY AND PROSPECTING QUALIFICATION

SOLUTION

SIZING IMPLEMENTATION CASE STUDIES RESOURCES

© 2013 VCE Company, LLC. All rights reserved. VCE, VCE Vision, Vblock, and the VCE logo are registered trademarks or trademarks of VCE Company
LLC or its affiliates in the United States and/or other countries. All other trademarks used herein are the property of their respective owners.
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 INTRODUCTION OPPORTUNITY PROSPECTING QUALIFICATION SIZING IMPLEMENTATION CASE STUDIES RESOURCES
AND SOLUTION
VIRTUAL DESKTOP INFRASTRUCTURE

Introduction
Virtual desktop infrastructure (VDI) is rapidly emerging, as organizations seek to implement solutions to more
effectively manage end-user devices, enhance security and data protection and facilitate compliance with
privacy regulations.

Vblock™ Systems provide an enterprise-class IT infrastructure for VDI rollouts, ensuring the response times,
security, availability and agility IT requires. Moreover, our factory-integrated systems accelerate deployment
and provide performance at scale for the most demanding applications, simplifying purchase, streamlining
provisioning and decommissioning and reducing deployment risk.

This playbook details how VCE Desktop Virtualization Solutions can contribute to your success.
Use it as your “one-stop-shop” to learn more about:

OPPORTUNITY PROSPECTING QUALIFICATION SIZING IMPLEMENTATION CASE STUDIES RESOURCES

AND SOLUTION

Note: While this playbook has been designed to provide key information and resources for effective selling of VCE Desktop Virtualization
Solutions, you should always refer to the VCE Partner Portal (http://www.vcepartnerportal.com), by definition an up-to-the-minute resource,
when and if you require additional or more detailed information.

© 2013 VCE Company, LLC. All rights reserved. VCE, VCE Vision, Vblock, and the VCE logo are registered trademarks or trademarks of VCE Company
LLC or its affiliates in the United States and/or other countries. All other trademarks used herein are the property of their respective owners.
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 INTRODUCTION OPPORTUNITY PROSPECTING QUALIFICATION SIZING IMPLEMENTATION CASE STUDIES RESOURCES
AND SOLUTION
VIRTUAL DESKTOP INFRASTRUCTURE

Opportunity and Solution Virtualized Desktops

by the Numbers

Market Situation A 2011 Forbes Magazine article

reported that combined 2010 shipments
End users are accessing data and files in many different ways—via tablets, cell phones of smartphones and tablets exceeded
and other devices. And with this variety now the norm, the workspace is experiencing a
those of PCs.
rapid evolution and making IT management increasingly difficult. The growing costs,
complexities and security concerns created by this diversity is fueling interest in flexible
In 2012, Mobilesafe reported that 60%
desktop solutions. One such option is a virtual desktop infrastructure, which:
of its enterprise survey participants
• Improves the company-wide security posture by keeping critical information within the were initiating BYOD projects within the
corporate data center
calendar year.
• Reduces costs through centralized desktop management
By the end of 2016, 30% of
• Encourages user mobility and flexibility by facilitating their access and seamless organizations with more than 1,000
movement from nearly anywhere and any device, including smartphones and tablets users will have deployed virtual
Today, desktop virtualization is a $7.5 billion business that is projected to reach desktops to at least 20% of users.
$13.3 billion by 2015. With deployment of associated Vblock Systems and a sweet spot
within the enterprise market, average deal size for VCE Desktop Virtualization Solutions On average, lost or stolen endpoints
is $2 million. and data costs a company $495,000
per year. And, managing BYOD devices
can cost as much as 20% more than
support of company-allocated devices.

Sources: IDC, 2012; Morgan Stanley, 2011; Gartner,

2012; Forrester, 2012; Pew, 2011.

© 2013 VCE Company, LLC. All rights reserved. VCE, VCE Vision, Vblock, and the VCE logo are registered trademarks or trademarks of VCE Company
LLC or its affiliates in the United States and/or other countries. All other trademarks used herein are the property of their respective owners.
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 INTRODUCTION OPPORTUNITY PROSPECTING QUALIFICATION SIZING IMPLEMENTATION CASE STUDIES RESOURCES
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VIRTUAL DESKTOP INFRASTRUCTURE

The VCE Solution VMware-based VCE Desktop

Virtualization Solutions
For companies looking to securely and cost-effectively support geographically distributed
users and a wide-range of devices and user preferences, VCE delivers desktop
VCE Desktop Virtualization Solutions can
virtualization solutions on the world’s most advanced converged infrastructure. VCE
leverage VMware technology to offer:
Desktop Virtualization Solutions simplify acquisition, streamline implementation and
reduce risk via:
Mobile Secure Workspace: This is a
Simplified procurement with transparent pricing: One SKU handles the complete desktop reference architecture, developed via
virtualization platform, including VMware Horizon View software. partnership between VMware and VCE, that
offers a secure mobile desktop solution. The
Modular and scalable virtual desktop growth: IT managers can support thousands of users
on a single platform with room for easy growth. VMware Horizon View Mobile Secure Desktop
is validated on Vblock Systems and provides
Resilient and validated architecture: Elastic properties accommodate unplanned events, an innovative and cost-effective solution for
such as spikes and boot storms, to ensure high availability and a consistent user customers adopting BYOD initiatives.
experience.
AlwaysOn Point of Care: A validated
Enhanced security: An enterprise-class solution delivered on best-of-breed technology
improves security management and overall protection of user desktops and data. solution architecture developed jointly by
VMware and VCE, this offering was built to
Seamless support extended to VMware Horizon View: VCE’s industry-leading VCE™ meet the specific needs of healthcare
Core Support, featuring a single point of contact and 24x7 availability, covers the VMware
organizations. It combines VMware Horizon
desktop virtualization environments we deploy.
View, VCE and ecosystem products and
services to meet stringent vertical requirements
for availability, security, elastic scaling, rapid
Virtual Desktop Infrastructure on Vblock Systems and automated provisioning, high capacity and
Mobile Secure Workspace low latency with no single point of failure.
AlwaysOn Point of Care Workspace Solution Architecture

© 2013 VCE Company, LLC. All rights reserved. VCE, VCE Vision, Vblock, and the VCE logo are registered trademarks or trademarks of VCE Company
LLC or its affiliates in the United States and/or other countries. All other trademarks used herein are the property of their respective owners.
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 INTRODUCTION OPPORTUNITY PROSPECTING QUALIFICATION SIZING IMPLEMENTATION CASE STUDIES RESOURCES
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VIRTUAL DESKTOP INFRASTRUCTURE

Prospecting
On a broad level, drivers for VDI solutions include:

• Improved end-user flexibility

• Centralized and streamlined desktop management
• Rapid desktop deployment, provisioning and refresh
and migration
• High availability desktops
• Efficient resource management
• User data security
• User-transparent backup and recovery

“VCE Desktop Virtualization Solutions include software and converged

infrastructure (CI) configured, validated and optimized for a wide range of virtualized
solution deployments. Moreover, Vblock Systems for VMware Horizon View are
primed for configuration at the factory, significantly increasing time to value by
accelerating deployment and ensuring performance at scale.”

© 2013 VCE Company, LLC. All rights reserved. VCE, VCE Vision, Vblock, and the VCE logo are registered trademarks or trademarks of VCE Company
LLC or its affiliates in the United States and/or other countries. All other trademarks used herein are the property of their respective owners.
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 INTRODUCTION OPPORTUNITY PROSPECTING QUALIFICATION SIZING IMPLEMENTATION CASE STUDIES RESOURCES
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VIRTUAL DESKTOP INFRASTRUCTURE

Compelling Events and Issues

Translating broad company goals into easily identifiable targets requires additional information. To be more successful in your prospecting
efforts, look for the underlying compelling event or issue influencing these drivers. (They also help internal champions justify the project
spend and effort.) The following compelling events and issues represent best-bet opportunities for VCE Desktop Virtualization Solutions:

Windows 7 migrations Business process outsourcing (BPO) Remote office/branch office

• Reduce costs associated with the effort • Reduce costs by centrally managing desktop •
• Minimize application incompatibility applications and users
• Extend the life of desktop software • Centrally control sensitive data
• Streamline desktop and application
deployment
Mobile users BYOD and third-party access
• Enable desktop access regardless of network • Deploy and manage a desktop image on
connection employee-owned assets
• Extend security and control to offline users • Centrally control desktops and data
• Allow users to access local device resources • Ensure separation between corporate and
personal desktops
Reduce costs by centrally managing desktop
applications and users
• Centrally control sensitive data
• Streamline desktop and application
deployment
BC and DR
• Support end users working from remote
locations
• Ensure desktops are available 24x7
• Quickly provision new desktops

© 2013 VCE Company, LLC. All rights reserved. VCE, VCE Vision, Vblock, and the VCE logo are registered trademarks or trademarks of VCE Company
LLC or its affiliates in the United States and/or other countries. All other trademarks used herein are the property of their respective owners.
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 INTRODUCTION OPPORTUNITY PROSPECTING QUALIFICATION SIZING IMPLEMENTATION CASE STUDIES RESOURCES
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The VCE Difference Speaking the VCE Language

Certain prospect complaints directly map to the specific strengths of
To one degree or another, the previously discussed drivers VCE Desktop Virtualization Solutions.
and their implied benefits apply to all VDI solutions. While the
level of efficacy of individual solutions can be debated, it is Listen for Emphasize VCE’s
widely accepted that all VDI solutions deliver measurable
“We do not know how to build a VDI Pre-architected solutions
results around management, control and flexibility. But, VCE solution.”
Desktop Virtualization Solutions also simplify acquisition,
streamline implementation and reduce risk because of their “We want to deploy VDI in different Solution modularity
workgroups.”
unique market differentiation. Specifically, these solutions
combine software and converged infrastructure configured, “We don’t have several months. We need Ability to ensure that a factory-configured
validated and optimized for a wide range of virtualized VDI now.” Vblock System can deploy a VDI solution
within weeks rather than months
solution deployments.
“It is too difficult to manage the multiple Seamless, integrated support for both the
By taking a system-level viewpoint of CI and driving vendors of a typical VDI solution.” Vblock System and VMware Horizon View
standardization of best-of-breed technologies from industry
leaders Cisco, EMC, RSA and VMware, VCE Desktop
Virtualization Solutions can flexibly meet any processing, In addition, specific strengths of VCE Desktop Virtualization Solutions
bandwidth, transactional or capacity requirements—and resonate most with certain IT personas.
enable high concurrency rates typical of a virtual desktop
workload. Moreover, Vblock Systems for VMware Horizon Elevator pitch for the IT
Elevator pitch for the CIO/CTO manager/Desktop manager/EUC
View are primed for configuration at the factory, significantly
manager
increasing time to value by accelerating deployment and
ensuring performance at scale. “VCE Desktop Virtualization Solutions reduce “VCE Desktop Virtualization Solutions take
your time to deployment by eliminating up to the guesswork out of architecting virtual
12 weeks of IT testing. And like other VDI desktop environments. Each configuration is
offerings, they improve end-user security, pre-tested, pre-validated and ready to deploy.
efficiency and satisfaction, while increasing This helps to reduce risk and implementation
IT staff productivity.” costs and frees your staff up for more
strategic initiatives.”

© 2013 VCE Company, LLC. All rights reserved. VCE, VCE Vision, Vblock, and the VCE logo are registered trademarks or trademarks of VCE Company
LLC or its affiliates in the United States and/or other countries. All other trademarks used herein are the property of their respective owners.
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 INTRODUCTION OPPORTUNITY PROSPECTING QUALIFICATION SIZING IMPLEMENTATION CASE STUDIES RESOURCES
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Best Practices Tips

We recommend, that as part of your sales approach to selling

VMware Horizon View, you review and practice the information
contained in the VMware View 5 Sales Playbook and the VMware
Use Case Playbook for Small and Mid-sized Business located on
VMware Partner Central. These playbooks will help you to close
more VMware Horizon View deals and deliver a better overall
solution.

In addition to the playbooks referenced above, it is also

recommended that the appropriate individuals in your organization
complete the Sales, Technical Sales and Technical Post-Sales
Desktop Virtualization Competencies from the VMware Partner
University site. These competencies will help your organization
better deliver VMware End User Computing (EUC) solutions to
your customers—and increase your overall sales effectiveness.

Please note: You must log into VMware Partner Central first before you can
access the playbooks linked above.

© 2013 VCE Company, LLC. All rights reserved. VCE, VCE Vision, Vblock, and the VCE logo are registered trademarks or trademarks of VCE Company
LLC or its affiliates in the United States and/or other countries. All other trademarks used herein are the property of their respective owners.
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 INTRODUCTION OPPORTUNITY PROSPECTING QUALIFICATION SIZING IMPLEMENTATION CASE STUDIES RESOURCES
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VIRTUAL DESKTOP INFRASTRUCTURE

Qualification
In qualifying a VCE Desktop Virtualization Solution, two related
steps are essential. Because VDI solution success—and ultimate
customer satisfaction—are dependant upon effective project
scoping, it’s critical to involve both your VCE Client Services
Director (CSD) and VCE Partner Account Manager (vPAM) as early
in the deal as possible. They will, in turn, help you engage the
appropriate VCE Professional Services and investor resources to
effectively architect the best solution.
The VCE team will want the following questions answered to get
started (and the information will help shape your pricing and
engagement parameters):

Business questions Technical questions

• What are you trying to do/achieve
with VDI?
• What problems are you trying to
solve? Why do you think VDI is the
answer?
• What are the compelling events
and issues influencing your
interest?
• What are the challenges you are
looking to address?
• What are your use cases? For what kinds of desktops?
• How many desktops? How many remote sites? How many local sites?
• Are you going to have full desktop PCs or dumb terminals? How many different hardware versions do
you have in your current desktop environment?
• Are you looking for a path to move from one operating system to another (such as from Windows™
XP to Windows 7)?
• Do you leverage IT automation tools for desktop management?
• How old are your existing desktops and laptops? What’s your vision for mobile devices?
• Are you going to need any kind of a disaster recovery strategy? Do you need replication?
Do you need multisite?

© 2013 VCE Company, LLC. All rights reserved. VCE, VCE Vision, Vblock, and the VCE logo are registered trademarks or trademarks of VCE Company
LLC or its affiliates in the United States and/or other countries. All other trademarks used herein are the property of their respective owners.
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 INTRODUCTION OPPORTUNITY PROSPECTING QUALIFICATION SIZING IMPLEMENTATION CASE STUDIES RESOURCES
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General questions

Sizing Total number of desktops desired in the environment desktops

Total number of concurrent desktops (how many are in use at one time) desktops
Total number of external users desktops
Best-practices-based Desktop configuration

Approach Number of virtual CPUs (vCPUs) per desktop vCPUs

Amount of virtual memory (vRAM) per desktop (In MBs) MB of vRAM
Step 1: Gathering Number of displays per desktop displays
(Additional) IOPS per desktop IOPS
While VCE recommends gathering
the customer requirements (Additional) Read/write percentage of IOPS % of IOPS that are read
information to the right, we do not Compute (based on a B200 M3 Blade)
recommend reading this checklist Sockets per host 2 sockets
aloud. Instead, you should familiarize
Cores per processor 8 cores
yourself enough with both the
questions and underlying intent to (Additional) Memory 192GB of Memory
work them into normal conversation. Storage configuration
And, you should never hand your Pool type (Linked, full) pools
prospect a version of this list to
Parent VM size (In MBs; also known as a “golden image”) MBs
complete.
Persistent disk size (In MBs; this is the portion of the VM that stays around) MBs
Note: Any (Additional) lines are Disposable disk size (In MBs; this is a location for temp files) MBs
supplementary questions that will help size
your solution, but are not required. Compute Percentage of refresh of the operating system on logoff %
is already provided for you. (Additional) User profile capacity (In MBs) MBs
(Additional) User file capacity (In MBs) MBs

Vblock Systems Mobile Secure Desktop Solution Architecture

Vblock System 300 Sizing for VDI

© 2013 VCE Company, LLC. All rights reserved. VCE, VCE Vision, Vblock, and the VCE logo are registered trademarks or trademarks of VCE Company
LLC or its affiliates in the United States and/or other countries. All other trademarks used herein are the property of their respective owners.
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 INTRODUCTION OPPORTUNITY PROSPECTING QUALIFICATION SIZING IMPLEMENTATION CASE STUDIES RESOURCES
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Step 2: Calculating Step 3: Interpreting Step 4: Configuring

Once the necessary customer The Host tab tells you how many systems to order. Using the information gathered in
requirements have been gathered, Don’t forget to include hot spares for your Step 3, you can configure your
they can be entered into a VDI environment (one hot spare per cluster). Vblock System. If you need
calculator. The most notable additional sizing or design
publically available sizing tool, the • VMs Per Host tells you how many VMs you can assistance, contact your vPAM
VDI calculator, was developed by run on a single host. for help.
Andre Leibovici of VMware. Using
this tool, you can input the The Storage tab tells you the total capacity for each
information previously collected storage type you need, along with the IOPS required.
and then click the update button in
• This does not include additional storage space for
the lower right corner of the
necessary management components and user
screen. The tool will populate tabs
files.
at the bottom of the screen with the
information you need to create a • The overall total IOPS can be reduced in many
solution. cases by adding FAST Cache to the storage array.
− FAST Cache uses enterprise Flash drives to
extend existing cache capacities up to 2
terabytes. FAST cache monitors incoming I/O
for access frequency and automatically copies
frequently accessed data from the back-end
drives into the cache.
(http://www.emc.com/corporate/glossary/fully-
automated-storage-tiering-cache.htm)

The View tab displays information about your

Vblock Systems Mobile Secure
management infrastructure for your Horizon View
Desktop Solution Architecture
environment.
Vblock System 300 Sizing for VDI

© 2013 VCE Company, LLC. All rights reserved. VCE, VCE Vision, Vblock, and the VCE logo are registered trademarks or trademarks of VCE Company
LLC or its affiliates in the United States and/or other countries. All other trademarks used herein are the property of their respective owners.
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 INTRODUCTION OPPORTUNITY PROSPECTING QUALIFICATION SIZING IMPLEMENTATION CASE STUDIES RESOURCES
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Implementation
Because every VCE Desktop Virtualization Solution will be unique,
related implementation efforts will also be very distinctive. To help
with a specific deployment, we advocate leveraging tools from VCE,
as well as VMware and Citrix, regarding design considerations,
solution architectures and solution installation.

VMware’s most essential resources are the Solution Enablement

Toolkits (SETs). SETs are designed to help you:

• Create customized solutions in a fraction of the typical time

• Attain all necessary services IP
• Expedite sales 00
There are high-level topics within the broader virtualization area and
SETs specific to those topics. Content includes:

• Delivery reference guide

• Assessment material
• Preparation checklist
• Use case information

For VDI purposes, the SETs covering Infrastructure Virtualization

and Desktop Virtualization will be the most relevant.

Deploying Citrix XenDesktop and XenApp on Vblock Systems

© 2013 VCE Company, LLC. All rights reserved. VCE, VCE Vision, Vblock, and the VCE logo are registered trademarks or trademarks of VCE Company
LLC or its affiliates in the United States and/or other countries. All other trademarks used herein are the property of their respective owners.
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 INTRODUCTION OPPORTUNITY PROSPECTING QUALIFICATION SIZING IMPLEMENTATION CASE STUDIES RESOURCES
AND SOLUTION
VIRTUAL DESKTOP INFRASTRUCTURE

Case Studies
ANZ Bank, Asia Pacific Region
The following successful deployments of VCE Desktop Expand an existing 3,000-user VDI implementation to 30,000
Situation
Virtualization Solutions can be mentioned in sales conversations users
only. Your vPAM can provide further information and assistance
Solution Three Vblock Systems 700 with EMC VPLEX, Citrix XenDesktop
with regard to case studies.
and Microsoft Exchange and Microsoft SQL Server

Results • Reduced security complexity and risk, while standardizing

Tyler Independent School District, Tyler, TX
desktops
Situation Upgrade PCs for 21,000 users amid severe budget cuts • Accommodated easy deployment of apps across the region

Solution A Vblock System 300 with VMware Horizon View Published No

case study?
Results • $2.7 million in TCO savings over five years
• PC management costs zapped by 90%

Published http://www.vce.com/asset/documents/tyler-isd-casestudy.pdf Region Skane, Sweden

case study? (a public organization that acts on behalf of the Regional Assembly and employs
around 32,000 people in the healthcare sector)

Cajamar Caja Rural (bank), Spain Fulfill a legal obligation to quickly provide VDI access to
Situation
private providers, as well as its employees
Provide 600 new employees (added via acquisition) with
Situation Solution A Vblock System 300 with VDI
access to IT resources

Solution A Vblock System 300 with VDI Results • Avoided penalties by getting the VDI solution up and running
by the mandated deadline
Results • Allowed the IT department to focus on more strategic
requirements—before, during and after implementation Published No
case study?
Published No
case study?

© 2013 VCE Company, LLC. All rights reserved. VCE, VCE Vision, Vblock, and the VCE logo are registered trademarks or trademarks of VCE Company
LLC or its affiliates in the United States and/or other countries. All other trademarks used herein are the property of their respective owners.
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 INTRODUCTION OPPORTUNITY PROSPECTING QUALIFICATION SIZING IMPLEMENTATION CASE STUDIES RESOURCES
AND SOLUTION
VIRTUAL DESKTOP INFRASTRUCTURE

Resources
Item Link

AlwaysOn Point of Care Workspace Solution Architecture https://www.vce.com/asset/documents/always-on-solution-architecture.pdf

Deploying Citrix XenDesktop and XenApp on Vblock™ Systems http://media.vceview.com/documents/citrix-on-vblock-whitepaper.pdf
Mobile Secure Workspace https://www.vce.com/asset/documents/mobile-secure-on-vblock-data-sheet.pdf
Sales, Technical Sales, and Technical Post-Sales Desktop Virtualization http://mylearn.vmware.com/mgrReg/plan.cfm?plan=31290&ui=sso
Competencies from the VMware Partner University site
Vblock System 300 Sizing for VDI https://www.vce.com/asset/protected/vblock-300-sizing-vdi-ptow.pdf
Vblock Systems Mobile Secure Desktop Solution Architecture https://www.vce.com/asset/documents/msd-solution-architecture.pdf
VCE Partner Portal http://www.vcepartnerportal.com
Virtual Desktop Infrastructure on Vblock Systems https://www.vce.com/asset/documents/vdi-on-vblock-overview.pdf
VMware Partner Central http://www.vmware.com/partners/partners.html
VMware Use Case Playbook for Small and Mid-sized Business https://na6.salesforce.com/sfc/#version/06980000000BK2m?retURL=https%3A%2F%2
Fna6.salesforce.com%2Fsfc%2F
VMware View 5 Sales Playbook https://na6.salesforce.com/sfc/#version?selectedDocumentId=06980000000cDKB

© 2013 VCE Company, LLC. All rights reserved. VCE, VCE Vision, Vblock, and the VCE logo are registered trademarks or trademarks of VCE Company
LLC or its affiliates in the United States and/or other countries. All other trademarks used herein are the property of their respective owners.
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