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C H E AT S H E E T - I N T E R N A L U S E O N LY

VMware vCenter Site Recovery Manager 5.8


Sales and Partner Use Only

What Is VMware vCenter Site Recovery Manager?


VMware vCenter Site Recovery Manager is the industry-leading disaster recovery management solution. Site Recovery Manager provides
automated orchestration and non-disruptive testing of centralized 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 by all major VMware storage partners.

Value Proposition Summary


D R AT 1 / 2 T H E C O S T

1 - C L I C K R E C OV E R Y

T E S T TO R E S T

NO APPS LEFT BEHIND

Reduces DR costs associated with


management and testing by
55 percent 1

Centralized recovery plans for


thousands of VMs

Frequent non-disruptive testing, even


during business hours

App-agnostic solution to protect any


virtualized app

Automated DR failover with RTO as


low as 30 minutes

Eliminate the infamous DR testing


weekend

Free vSphere Replication to increase


DR protection

Planned migrations and disaster


avoidance with zero data loss

Testing reports simplify regulatory


audit compliance

Synchronous storage replication


options for zero RPO

Decreases DR costs by 21 percent


eliminating replication software
Decreases the TCO for recovery
storage by up to 50 percent with
VMware Virtual SAN
1

Automated failback using original


recovery plan

Ecosystem of Service Providers offer


Site Recovery Manager to Cloud Services

Forrester, The Total Economic Impact of VMware vCenter Site Recovery Manager, May 2013

New with Site Recovery Manager 5.8


DR FOR THE SDDC

ENHANCED SCALABILITY

S I M P L I F I E D O P E R AT I O N S

Self-service, policy-based provisioning vCloud


Automation Center integration via new vCenter
Orchestrator plugin

5x scale of protection up to 5,000 protected VMs


per vCenter Server

Single UI with vSphere vSphere Web Client plugin

Hyper-converged storage for DR Virtual SAN


integration via vSphere Replication

2x scale of recovery concurrent recovery of up to


2,000 VMs per vCenter Server

Simplified IP address management rule based


customization at subnet level
Faster installation embedded database option
(vPostgres)

Site Recovery Manager Editions


vCenter Site Recovery Manager is available in two editions: Standard and Enterprise. Both editions of Site Recovery Manager are licensed per
protected virtual machine.
S TA N DA R D

ENTERPRISE*

Designed for small environments

Designed for larger environments

Protects up to 75 VMs per site

No licensing limitation on the number of protected VMs 2

*Site Recovery Manager Enterprise can also be licensed on a per CPU basis as part of the VMware vCloud Suite Enterprise. Learn more
2

Bound by technical limitations of the product

Identifying and Qualifying the Opportunity


TA R G E T C U S TO M E R P R O F I L E
Any customer segment: Enterprise, Commercial and SMB
Mature vSphere customer looking to increase virtualization footprint
Environment with virtualized business-critical applications (BCA)
Highly regulated verticals: Bank & Insurance, Government, Healthcare, Services

C U S TO M E R PA I N P O I N T S
No disaster recovery plan in place
High cost of replication software
High operating costs for current DR strategy
Complexity and unreliability of manual runbooks
Inability to test the recovery plan frequently
Lack of confidence that recovery time objectives can be met
Difficulty to meet regulatory requirements

TA R G E T B U Y E R S
Decision maker: VP of Infrastructure
Primary user (champion) VI admin
Key influencers: Storage admin and DB admin

KEY SALES TRIGGERS


Looking to virtualize business-critical applications
Storage replication technologies in place
Using manual / scripted DR processes
Data center migration / maintenance / consolidation projects
Failed regulatory audits recently
Experienced a disaster or outage recently

C H E AT S H E E T / 1

VMware vCenter Site Recovery Manager 5.8

Main Sales Motions


C U S TO M E R P R O F I L E

W H AT TO P O S I T I O N

R AT I O N A L E

E X I S T I N G S R M C U S TO M E R S
Site Recovery Manager limited to Tier 1 apps

Site Recovery Manager Enterprise + vSphere Replication

Expand protection to Tier 2/3 apps through free


vSphere Replication

NEW PROSPECTS
ELAs

Primary: vCloud Suite Enterprise (with Site Recovery


Manager Enterprise)
Secondary: Site Recovery Manager Enterprise
a-la-carte

Primary: Site Recovery Manager Enterprise that


matches vSphere per CPU licensing
Secondary: DR is a pervasive need. Add Site
Recovery Manager Enterprise to any ELA

Enterprise and Commercial


More than 75 virtual machines per site
Array-based replication (ABR) user

Site Recovery Manager Enterprise + ABR


Site Recovery Manager Enterprise + vSphere
Replication (if not an ABR user)

Unlimited scalability for large environments

SMB
Owns at least two sites, one for production and
one for recovery
Under 75 VMs per site

Site Recovery Manager Standard +


vSphere Replication

Lower price point with limited scalability for small


deployments

Primary:

SMB
Owns just a production site
Remote Office / Branch Office

vCloud Hybrid Service-DR service

Secondary:
Site Recovery Manager-based DR to Cloud services
through VSPP partners

Primary:
Delivered and supported by VMware
Min. RPO of 15 min
Small environments with per VM recovery
Self-service provisioning and recovery
Secondary:
No vCloud Hybrid Service regional coverage
Support for array-based replication
Larger environments with Site Recovery Manager
automated recovery
Fully manages service by Service Provider

Common Objections and Responses


OBJECTION

RESPONSE

I cant afford the storage


investments required for disaster
recovery

VMware vSphere Replication is bundled with vSphere Ess+ and higher editions and it is completely storage-agnostic, which means that
no additional storage investments are required.
VMware Virtual SAN is a software-defined storage tier that leverages inexpensive server-side disks to create shared storage, making it
an ideal solution to reduce Capex at recovery sites.
Site Recovery Manager integrates with vSphere Replication and Virtual SAN to deliver VM-centric, storage-independent DR.

I am already DR protected with


array-based replication

Site Recovery Manager does not replace a replication technology, it complements one by automating the testing and actual recovery
processes, eliminating the need for manual steps.
Site Recovery Manager supports a broad range of array-based replication products offered by all major VMware storage partners.

I am evaluating application-level
mirroring / clustering instead

Clustering solutions are application-specific; they create infrastructure silos and are difficult to scale. They are also more expensive.

I am evaluating another host-based


VM replication product

VMware vSphere Replication is the only hypervisor-based replication technology for vSphere. It delivers VM-centric replication that
eliminates storage lock-in, scalable to hundreds of VMs, with customizable RPO and multiple point-in-time recovery. It is also bundled
with vSphere at no cost. Why should customers pay for technology they already own through the hypervisor?

Site Recovery Manager enables cost-effective, centralized protection that is scalable and applicable to all virtualized applications.

Host-based replication products have very shallow DR orchestration, if at all. Site Recovery Manager is the industry-leading DR
automation solution for vSphere.
I am evaluating stretched
clustering instead

Stretched storage clusters is a different architecture that delivers VM downtime avoidance and site load balancing through vSphere capabilities
such as HA vSphere HA was never designed to handle failover of large groups of VMs as experienced during data center outages.
Only Site Recovery Manager delivers automated orchestration of failover processes and the non-disruptive testing that is required for
large scale disaster recovery and avoidance.

C H E AT S H E E T / 2

VMware vCenter Site Recovery Manager 5.8

Potential Sales Conversations


BUSINESS CONCERN

VA L U E P R O P O S I T I O N

K E Y C A PA B I L I T I E S

DR is too expensive for my Tier 2 applications and


smaller sites.

Cost-Effective DR

Centralized recovery plans, non-disruptive testing,


support for vSphere Replication and Virtual SAN

Many customers only protect Tier 1 apps because of the


high perceived cost. However, Tier 2 apps and smaller
sites would often benefit from disaster protection.

With Site Recovery Manager, reduce operational


overhead to set up, manage and test recovery plans.
With vSphere Replication, reduce replication software
costs. With Virtual SAN, reduce the DR footprint
through hyper-converged storage that runs on a
standard x86 platform

Reduce the operating overhead by 50 percent by


replacing complex manual runbooks with simple,
automated recovery plans that can be tested without
disruption. Leverage vSphere Replication and Virtual
SAN to reduce storage costs.

Im very concerned about meeting our RTO.

Peace of Mind

Non-Disruptive Testing and Automated DR Failover

If the owner of the DR plan cannot ensure recovery of


top-tier applications within target timeframe (RTO), it
creates huge overall business and career risk.

Gain the ability to predictably set up and test whether your


DR plan for virtual machines can meet the stated RTOs.

Non-disruptive testing allows plans to be tested as


frequently as required to measure RTO proactively and
identify potential problems. Automated DR failover
eliminates the risk of manual recovery processes.

Recoveries are inefficient because of the manual


processes involved.

Eliminate Manual Processes

Non-Disruptive Testing and Automated DR Failover

Eliminate the staff overhead now needed to execute and


test recovery plans. Automate DR processes to reduce
operational risk.

Tests are executed automatically and non-disruptively, with


minimal impact on IT staff. Disaster recovery failovers are
also executed automatically, reducing overhead and
operational risk.

Streamline Planned Migrations

Planned Migration and Automated Failback

Perform highly controlled, application- consistent, zero


data loss planned migrations between data centers.

Planned migration is a highly controlled workflow that is


applied to disaster recovery plans. Applications are
recovered in a consistent state with no data loss.
Automated failback enables applications to be
automatically migrated back.

Excellent Data Ccenter Migration Solution for


Virtual Machines

Planned Migration and Non-Disruptive Testing

During a recovery, the IT team must allocate all


available staff resources to recovering applications.
Reliance on manual processes and complicated
runbooks increases the risk dramatically.
I am more interested in planned migrations than
in DR.
Many customers perform routine planned migrations
between sites for disaster avoidance, load balancing or
planned maintenance. This use case is more common
than actual disaster failover.
Data center consolidation is critical to our IT plans.
A data center move or consolidation will be the #1 or #2
issue for the CIO. A critical success factor for a data
center move or consolidation is a reliable and automated
migration plan.

A better, more automated way to manage virtual machine


migrations beyond reliance on a manual run book.

Site Recovery Manager automates the multiple steps


required to test and execute the entire migration plan.
It produces detailed event logs and operational reports
that record and audit recovery tests and operations.

Is it safe to virtualize business-critical applications?

Virtualize your Applications with Confidence

End-to-End DR Management

Customers may have concerns that virtual machines are


not 100 percent ready for important business applications.
Disaster Recovery concerns can be part of this skepticism.

Site Recovery Manager reinforces VMwares position


that business-critical applications can be virtualized
with confidence.

Site Recovery Manager allows IT staff to perform testing


and execution of VMs via a single point of control within
vCenter Server.

Our company must audit DR plans due to


regulatory concerns.

Verifiable and Auditable DR

Integrated Monitoring and Reporting

Site Recovery Manager enables DR plans that have


predictable and documented recovery times for
virtual machines.

Site Recovery Manager provides an auditable record of


the plan, test procedures, and the execution steps taken
during actual disaster recovery operations.

Companies must have a predictable and welldocumented recovery plan that would pass annual
audits and satisfy regulatory requirements.

C H E AT S H E E T / 3

VMware vCenter Site Recovery Manager 5.8

Licensing, Pricing and Packaging

Site Recovery Manager Enterprise

Site Recovery Manager Standard

SKU

USD

1 Processor License**

VC-SRM5-25E-C

$12,375.00

1 Year Production SnS

VC-SRM5-25E-P-SSS-C

$3,094.00

1 Year Basic SnS

VC-SRM5-25E-G-SSS-C

$2,599.00

1 Processor License**

VC-SRM5-25S-C

$4,875.00

1 Year Production SnS

VC-SRM5-25S-P-SSS-C

$1,219.00

1 Year Basic SnS

VC-SRM5-25S-G-SSS-C

$1,024.00

VC-SRM5-25E-UG-C

$8,250.00

Site Recovery Manager 5 Standard (25 VM Pack) to Site Recovery Manager 5 Enterprise
(25 VM Pack)
**Primary Licensing Metric Sold as Per Protected Virtual Machine

VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com
Copyright 2014 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
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trademarks of their respective companies. Item No: VMW5062-CHS-vCNTR-SRM-5.8-PRICNG-TBL-US-ENGLISH-US-USLET-106