Peter E.

Greulich, Virtual Bridges Senior Director, IBM Programs

The IBM Virtual Desktop

What is Virtual Desktop Infrastructure (VDI)

2013 IBM Corporation

IBM Virtual Desktop Technical Enablement Schedule

Technical Enablement Classes
Washington D.C.
Europe

Week of Jan 14th

Week of Feb 4th

San Francisco Week of Feb 13th

Austin, Texas

Week of Feb 25th

Completed Full Class

U.K.
Class is full
Open for enrollment

If going to PULSE stop off in Austin, Texas first for technical training
Asia Pacific

Working

Latin America

Working

PULSE

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Week of Mar 4th

IBM Virtual Desktop Lab

2013 IBM Corporation

IBM Virtual Desktop Pulse Customer Meetings

PULSE
Jim Curtin, President and CEO, Virtual Bridges
Leo Reiter, Chief Technology Officer, Virtual Bridges
To work our executive calendars e-mail Christy Yasi
christy@vbridges.com

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2013 IBM Corporation

Agenda
What is The IBM Virtual Desktop
What is a Virtual Desktop or a Virtual Desktop Infrastructure (VDI)
The Market Forces driving and Opportunity for Virtual Desktops
A Single Vendor Solution from IBM Ready for PureSystems
What is the Market Perception of VDI
Overcoming Market Perception
IBM Virtual Desktop Pricing
Discussion

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2013 IBM Corporation

What is The IBM Virtual Desktop

Announced on October 2nd, 2012 as an IBM solution

based on VERDE technology.
Sold by Tivoli and Tivoli Business Partners
Supported by Tivoli and Tivoli Business Partners

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2013 IBM Corporation

The IBM Virtual Desktop - Industry Recognition

IDCs 2012 and 2013 Major Players recognizes vendors with strong
capabilities and good prospects for long-term success.
Gartner defines a cool vendor as a company that offers solutions that are
innovative, intriguing, and impactful or more than technology for
technologys sake. Cool vendors have a business impact.
CRN highlights innovative vendors who not only deliver technology that is
easy to use, but can generate the high margins that solution
providers require.
MIT Sloan CIO Symposium Innovation showcases companies that provide
cutting-edge technology and offer new levels of value and
advancement to enterprise IT.
MSPWorld recognizes companies that have demonstrated consistent
efforts to advance the cause of managed service providers (MSP) across
the globe by providing cutting edge technologies and solutions.

2012 - 2013
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2013 IBM Corporation

US Department of Defense
Goal
Improve security of end-user desktops
Reduce management costs
Reduce capital expenditures

Challenges

SOLUTION
BENEFITS

Reduced capital
Systems development environment
expenses by moving to
thin clients
Strict compliance and security regulations
Network isolation tiers for security
Improved security and
control over network
access
Solution Highlights
Worked in conjunction with Dell engineers on solution
Reduced management
architecture and deployment
costs due to support for
Windows thin clients running Linux virtual desktops centralized
management of
Desktops consolidated to secure data center
desktops
Today
Decreased burden on
Greatly improved security with branch support a key branch locations
enabling component

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2013 IBM Corporation

Panasonic
Goal
Lower overall cost of desktops
Needed a solution that included Linux support
Support offline VDI support and thin client
OS

Challenges
Performance of SaaS applications
unacceptable
Gen 1 solutions were cost-prohibitive
Twice the budget allocation

Solution Highlights
Led by IBM-GTS at the cost of Citrix solution
Proven cost-effective with excellent
performance, manageability and reliability
Solution hosted and managed from a DC in
Singapore with end-users Asia-wide

Today
Rolling out to 2000 users now adding other
countries in the region (Phase 2)
Phase 3 roll out to 10,000+ users apps

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SOLUTION BENEFITS

Significant cost savings VERDE is half the cost of a

Citrix solution

Reduced OPEX costs via

Linux and centralized
management of desktops
Lower CAPEX costs due to
support for thin clients
Increased performance
and flexibility
Improved security and
control over network
access

2013 IBM Corporation

The IBM CIOs Project Office

Competitive evaluation and win

VMware
Citrix
Two use cases
Off-line use (security)
Service Center (efficiency/cost)
Linux-friendly

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2013 IBM Corporation

Birmingham Metropolitan College Virtual Learning

Goal
Extend the current Virtual Learning
capability to wider courses, wider audiences
and across geographies
Provide a truly virtual classroom in the cloud,
enabling students to learn in their own way,
on demand, while maximizing limited
lecturer resources.

Challenges
Needed access to Virtual Learning for athome users and tablet-users
Needed centrally managed infrastructure
across multiple campusus

Solution Highlights

Page

Created customized solution in partnership

with IBM and local businesspartners Ingenyx
and Vissensa.
Demonstrated productivity with iPad access
through the colleges firewall
Created production-ready pilot with centrally
managed
VERDE infrastructure, trivial to
10
11/21/16
scale out

SO LU TIO N
BENEFITS
Enables Windows
application access from
iPads for senior staff
and faculty
Lower cost than
alternative solutions
including physical
desktops
Enables classroom-inthe-cloud concept

2013 IBM Corporation

What is a Virtual Desktop Infrastructure (VDI)

A Virtual Desktop centralizes client management and moves client
processing and storage to the data center.

Centralized Management

Processing

Corporate / Government / Personal Data

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2013 IBM Corporation

What is a Virtual Desktop Infrastructure (VDI)

While eliminating, restricting or selectively allowing device access.

Vendor Specific USB Devices

Administrative control over . . . . .

Printing to local printers

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2013 IBM Corporation

What is a Virtual Desktop Infrastructure (VDI)

To achieve secure, device independence and access anywhere.

Page 13

Linux/Windows 7 on XP or Linux/XP on Windows 7

Windows on iPad/iPhone or Linux/Windows on iOS

Windows on Android

Windows on Linux / Linux on Windows

11/21/16

2013 IBM Corporation

The Market Forces Pending Events and Business Drivers

Market Drivers
Windows 7
BYOD/BYOPC/POE
Mobile

Business Drivers
Cost
Security
Efficiency
Business Continuity

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2013 IBM Corporation

The Market Forces - Customers Top Expectations for VDI Solutions

What are the top 3 drivers for your organization to utilize VDI?

Simplify
Management

Source: Gartner
Page 15

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2013 IBM Corporation

Market Opportunity - Who is the Virtual Desktop Market Leader

Virtual desktop penetration is just 3%, leaving considerable
upside potential:
Our analysis shows the market for desktop virtualization is
currently just 3% penetrated, with 11.3 million users out of
an estimated 430 million enterprise desktop installed
base. This market has significant potential, allowing for strong
growth should we see a ramp in adoption. In total, we believe
the desktop virtualization market represents a TAM [total
addressable market] of $22 billion, with the potential for
$4 billion in maintenance per year.

Nomura Equity Research

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2013 IBM Corporation

Market Opportunity - Virtual Desktop's Growth and Adoption

HOSTED VIRTUAL DESKTOP INSTALLED BASE

The virtual desktop

install base is
projected to grow
from 26.1 million in
2012 to 70.3 million in
2014 . . . . . . . . .

Source: Gartner
Page 17

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2013 IBM Corporation

A Single Vendor Solution We are Ready for PureSystems

This is a software application that drives hardware
As a combined software and hardware
solution, well positioned to compete with Cisco,
HP, Oracle and/or EMC
A disruptive, competitive software technology from IBM
Scales easily, like a web server farm

(Yes, it can be that simple ;)

Flex System
Enterprise Chassis

Drives sales of strategic, commissionable IBM server and storage hardware

IBM Redbook Solution Guide SmartCloud Desktop Powered by IBM Flex System
IBM STG Reference Architecture
IBM Redbook documenting performance on Flex

Easy to order as a complete solution

Priced per concurrent user
Part number 80Y9468 On HVeC and Xcc (IBM Virtual Desktop for Smart Business)
IBM Virtual Desktop announcement in STG Systems targeting mid-December
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2013 IBM Corporation

A Single Vendor Solution We are Ready for PureSystems

The Fast to Deploy, Fast to Scale, Highly Available Ready for PureSystems VDI Solution

The IBM Virtual Desktop is

certified as Ready for
PureSystems
Only Certified VDI Solution
Streamlined installation
Faster deployment model
Scales quickly into production
Certified as Ready for Linux
and supports Linux as a virtual
desktop on-par to Windows.
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2013 IBM Corporation

A Single Vendor Solution We are Ready for PureSystems

Customers
Customers are
are seeking
seeking simplification
simplification
of
of operating
operating systems,
systems, applications
applications and
and
hardware.
hardware. With
With VDI,
VDI, it
it takes
takes aa fromfromthe-ground-up
the-ground-up approach.
approach.

IBM Virtual Desktop

VMware View

Citrix XenDesktop
Page 20

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2013 IBM Corporation

IBM Flex System Hardware Specifications Work in Progress

1GB Top of Rack Switch (management)
10GB Top of Rack Switch (external)
2 x 110V 30A PDUs N Series power *
Controller N3240 A24 *
24 drives
Expansion EXN3000 *
24 drives
Flex System Chassis composed of:

Model: IBM Flex System x240 Compute Node

CPU: Dual socket (Xeon 8-core E5-2680, 2.7GHz)
RAM: 256GB (16x16GB ECC DDR3)
Disks: 2 x 900GB 10k 6Gbps SAS 2.5 SFF HS
HDD in RAID-0
Disk Ctrl: Standard integrated disk controller
CNA: IBM Flex System EN4132 2-port 10Gb
Ethernet Adapter

A Single
Vendor
Solution.
We are
Ready for
PureSystems
Page 21
11/21/16

* N Series ordered un-racked and mounted on-site

2013 IBM Corporation

Virtual Desktop Infrastructure (VDI) Historical Inhibitors

Customer concerns with a virtual desktop infrastructure

offering revolved around three core issues
Cost
Capital Expense
Operating Expense
Complexity
Management
Scaling
Coverage
Remote Users
Linux
Page 22

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2013 IBM Corporation

Virtual Desktop Infrastructure (VDI) Historical Perspective

Cost of Storage
Personalized Desktops vs. Cost of Deployment

Return on Investment Promise

Remote Office Performance/Availability

Difficult to Scale

The IBM Virtual Desktop

Complexity of Management
Disaster Recovery
Linux support

No Cost Savings
Incomplete Coverage
Implementation Complexity
2006-07
Page 23

11/21/16

2008-11

2012-Beyond
2013 IBM Corporation

More Unique Desktop Cloud Fabric Technology and Benefits

A Single, Comprehensive VDI Solution built from the ground up for the virtual world
Integrated Storage Optimizer

Reduce storage costs by 80 to 90 percent.

Cloud Branch

Remote virtual desktop users become first class

citizens

Multi-Tenancy

The future of desktop-as-a-service (DaaS)

Unified Management

Efficient and productive administrators

Personalized Desktops and Lower

Deployment Costs

Happy end-users, happy IT

Horizontal and Distributed Scalability

Scaling is no longer rocket science

Disaster Recovery with Stateless Servers

Integrate with existing disaster recovery

Linux Desktop Support

Move from Windows XP to Linux and save on capital

costs

Tivoli Endpoint Manager

Visualize and manage both physical and virtual worlds

Disconnected / Offline User

Mobile users can virtualize too

All-in-one concurrent user pricing

Back of the Napkin price quote

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2013 IBM Corporation

The Importance of Architecture Integrated Storage Optimizer

Our average client spends anywhere from 40-60% of their desktop virtualization
budget on storage, so its really important to take the time to get the storage
architecture right the first time . . . . . .
. . . . . . . The alternative often involves going to the CFO six months into the project,
saying My bad, and requesting more budget.
Chris Wolf blog December 10, 2012

More Storage and SSD (Sledgehammer) would

likely solve problem but drove up CAPEX costs
[with an] estimated $100,000 additional storage
purchase to solve performance problem.
VMware View customer explaining storage problem
Page 25

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2013 IBM Corporation

The Importance of Architecture Integrated Storage Optimizer

A VDI Bottleneck

Point Product

IBM Virtual Desktop

Users

Users

Users

IBM Virtual Desktop Remote Office

Users

Users

Geography

Branch

Cache / Read

Geography

Server

Branch

Cache / Read

Cache / Write

Server

Cache / Write

Users

Data Center
Server

Data Center
Server

Headquarters
Data Center Server
Cache / Read

Cache / Write

Headquarters
Data Center Server
Cache / Read

Cache / Write

Atlantis ILIO

Storage

Storage

VDI increases storage

expense because of
high IOPS

Reduces IOPS but

increases complexity,
CapEx and OpEx costs

Page 26

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Storage
Architected solution simplifies
image management and
reduces CapEx and OpEx costs
(IOPS reduced 80 90 percent)

Storage
Architected solution scales in
distributed environments and
addresses remote branch office
availability and performance
2013 IBM Corporation

The Importance of Architecture Making Remote Users First Class

Enterprise / MSP can geographically locate server(s)
close to user community but maintain centralized
management and control.

Geographically Remote
Branch / Office / Data Center

tS
yn
c
Sm
ar

ET
N

11/21/16

Page 27

TE

WAN Accelerators no
longer necessary for
end-user desktop
refreshes

Headquarters Data Center

Local Offices

N
-I

Desktop refreshes no
longer compete with
revenue producing
transactions

AN
W

Remote end-users have LAN-like performance and

availability over wide-area-network (WAN)

TM

Remote Branch / Offices / Data Centers can scale

horizontally from one to thousands of servers.

A Horizontally Scalable and Highly Available System

2013 IBM Corporation

The Importance of Architecture Managed Service Providers

Organization A
Organization B

Organization C

A
C

Flexible choice between centralized

or decentralized processing

Organizations can be assigned to specific

servers in a VERDE cluster enabling
dedicated resources per organization.

Ability to scale globally within an

enterprise with automatic replication
to regional data centers
LAN performance and availability
over wide-area-network (WAN)
Remote Branch Office / Data Center
/ MSP organization can scale
horizontally from one to thousands
of servers

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A
B

Centralized Administration
Provide global objects such as
canned gold images
Limit resources such as memory
and CPU consumption
Role Based Delegation
Remote office / data center / MSP
organization segregated at console
and resource level
Each organization can be associated
with its own directory / authentication
realm allowing decentralized
management of Active Directory or
LDAP.
2013 IBM Corporation

IBM Virtual Desktop - PC Lifecycle Management Integration

The future of IT
is a blend of
physical and
virtual
systems.

Some healthcare organizations see the technology reaching the majority of their
doctors and clinicians. Other verticals are using virtual desktops for remote worker and
remote office support. In fact, I spoke to several clients at the conference who were
expanding to Eastern Europe and the Asia Pacific regions. They didnt want to hire any
IT staff to manage the remote offices, so the virtual desktop was a sound investment for
them.
Desktop Virtualization Trends at Gartner Data Center, December 10, 2012, Chris Wolf, Research Vice President
Page 29

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2013 IBM Corporation

IBM Virtual Desktop - PC Lifecycle Management Integration

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2013 IBM Corporation

IBM Virtual Desktop Addresses Cost, Complexity and Coverage

Cost of Ownership

Complexity - Time to Value and Simplicity

Simplify OS, Application and Hardware

Management

Easy to Deploy and Support

Integrated Storage Optimizer reduces storage costs

Single Pane of Glass for Management

Highest Ratio of VDI Sessions to Servers

Reduced Impact of theft or loss
End-user concurrent pricing model

Integrated Solution Stack

Horizontal scalability in a single cluster to 10,000
servers
Disaster Recovery

(Redundancy, performance or server placement

does not impact software costs)

Extensive Coverage Model

Best of breed VDI
(Linux, Windows, iPad, Android, PC, tablet)

Branch Remote Availability and Performance

Cloud Hosted and On-premise are a single view
Integrated Off-line/endpoint management

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2013 IBM Corporation

IBM Virtual Desktop Simplifying Customer Pricing

IBM Virtual Desktop Pricing

Priced per concurrent user

First-year, three hundred dollars per concurrent user includes software

license, subscription and support

Year-two and after, sixty dollars per concurrent user

Advantages of concurrent user pricing model

Easy to quote software price on the

back of a napkin

Simple and complete pricing model

for all functionality

Page 32

Price includes all IBM Virtual Desktop functionality

Very beneficial for transaction

oriented, shift work environments.

Easy to budget for growth

11/21/16

Per concurrent user

# of concurrent users
Total software cost

300.00
X 200
60,000

2013 IBM Corporation

IBM Virtual Desktop Forum - Pre-Sales Support

Pre-Sales Support is on DeveloperWorks

http://www.ibm.com/developerworks/forums/forum.jspa?forumID=2919

Utilize the following instructions register for the IBM Virtual Desktop Forum.
On the thread Introduce Yourself type in some information that will help others
recognize your skills in the virtual desktop environment (or dancing whichever you
are best at.)
Be sure and select the icon to Monitor the Forum to see the latest and greatest
information as it comes in! If you dont want to monitor all activity, you can choose
to Monitor Individual Threads.
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2013 IBM Corporation

IBM Virtual Desktop Forum - Pre-Sales Support

Go here (You will come in as a Guest until you register):
http://www.ibm.com/developerworks/forums/forum.jspa?forumID=2919

Click here to register:

Click on Need an IBM ID?

Complete the form.

Click on Register and sign in.

Post your comment on the thread Introduce Yourself.
Page 34

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2013 IBM Corporation

IBM Virtual Desktop Wiki - Pre-Sales Support

IBM Virtual Desktop Wiki
Sales Information
IBM Redbooks
ROI Tools
Administrative Guide
Sizing Tools
https://www.ibm.com/developerworks/mydeveloperworks/wikis/home
?lang=en#/wiki/Tivoli%20Endpoint%20Manager/page/IBM%20Virtual%
20%20Desktop
Page 35

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2013 IBM Corporation

IBM Virtual Desktop Sales Kits

IBM Software Sellers Sales Kit
https://w3-03.sso.ibm.com/sales/suppor
t/ShowDoc.wss?docid=ECMI395362U24711D2
1&infotype=SK&infosubtype=S0
IBM PartnerWorld Sales Kit
http://www.ibm.com/partnerworld/wps/serv
let/ContentHandler/I395362U24711D21

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2013 IBM Corporation

IBM and Virtual Bridges Key Contacts

IBM Focal Point
Paul Liss
paulliss@us.ibm.com
+1 (860) 659-1149 (mobile)

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Virtual Bridges Focal Point

Pete Greulich
pete@vbridges.com
+1 512 762 1620 (mobile)

2013 IBM Corporation

Peter E. Greulich, Virtual Bridges Senior Director, IBM Programs

The IBM Virtual Desktop

Thank You!

2013 IBM Corporation