Oracle VM Overview

1 Copyright 2013, Oracle and/or its affiliates. All rights reserved.
Confidential - Oracle Internal Use Only

Oracle VM Sales Training
October 29, 2013

2 Copyright 2013, Oracle and/or its affiliates. All rights reserved. Confidential - Oracle Internal Use Only

Agenda
! Market Trends
! Oracle VM Why now
! Application-Driven Virtualization
! 5:00 5:15 Awards
The following is intended to outline our general product direction. It is
intended for information purposes only, and may not be incorporated into
any contract.

It is not a commitment to deliver any material, code, or functionality, and
should not be relied upon in making purchasing decisions. The
development, release, and timing of any features or functionality
described for Oracles products remains at the sole discretion of Oracle.

Safe Harbor Statement
Market Drivers
IT Trends Driving Oracle VM Adoption
IT Transformation Evolution of Virtualization
Datacenter Modernization
Infrastructure Upgrade
Cloud Computing
IT cost savings
Server conso||danon
VM
VM
VM
VM
VM
VM
Application Services

App||canon Conso||danon
Application Virtualization
VM
VM
VM
VM
VM
VM
Application Lifecycle Challenges
From Development to Production
Update/
Upgrade
Develop
Test Deploy
I need to add new
features to our
product now.
I need to make sure
my env|ronment |s
companb|e
A needs access to new
storage, change
database
conhguranon..
I don't have nme to
stage a c|uster
env|ronment to test
Is the new app
companb|e?
I can't aord the
downnme
I1 needs to ro|| out app
ASA.
1oo many
dependenc|es, how do I
ensure the proper
app||canon
conhguranon
Reluctance to Virtualize Database & Apps
DBAs and App Owners are risk-averse
Data is the crown jewels in an organization
Preference is low risk over low effort
Human error is still the #1 killer of consistency
Often 1-2 revs behind the newest releases just to ensure there is a body of
knowledge to reference and a community for support
Certification is all-important to DBAs and App Owners
Getting the All OK from vendors means risk then becomes shared
Nobody wants to be 1
st
, 2
nd
or even 3
rd
to deploy the new app
Need a deep path forward with a long overlap
Long-term OS/platform support trumps new features 99% of the time
A Much Different Audience
Worldwide Virtualization Market size
Under-virtualized Linux
Market
Virtualized Workloads Increasing
Average number of VMs
per phys|ca| server
|ncreases from 6.6 - 1
today and expected to
|ncrease to 8.S - 1 by
2014
Momentum in Virtualization Continue to Increase
Percentage of Installed x86
Workloads Running in a VM
2
0
1
5

2
0
1
4

2
0
1
3

2
0
1
2

2
0
1
1

2
0
1
0

2
0
0
9

2
0
0
8

77%
72%
65%
58%
49%
38%
27%
18%
2012 Gartner Research
Growth in 2
years
45.5%
In THREE YEARS,
what % of your overall IT service
delivery do you think will be
through some form of the
cloud delivery model - including
public and private clouds?
Increasing Private Cloud Adoption
IDC 2013 IT Market Directions: The Third Platform, Private Cloud and Opportunities for Vendors
Mission-critical applications go to private cloud
Non mission-critical go to public cloud
By 2016 45% of the 65% will be Private Cloud
65%
36%
Private
Public
Oracle VM continues ascend in Magic Quadrant
Get the full report
Oracle VM is a solid and mature solution for Oracle-
centric Red Stack architecture, and it is becoming a
valuable component of an integrated Oracle-managed
architecture and Oracle Engineered Systems as more
management features are added.

Gartner continues to receive a growing number of
inquiries from clients considering VMware alternatives
(such as Oracle VM) because of Oracle Certification,
license and support issues.

Source: Gartner 2013 Magic Quadrant for x86 Server Virtualization Infrastructure report
(June 2012, June 2013)
Gartner IT Market Clock for Server
Virtualization & Operating Environments, 2012
Oracle's Evaluation
Favorable Ranking

- Oracle VM (4:00)
- Oracle Linux (4:30)

Customer Momentum
Fully Integrated Stack
Why it Matters
Oracle VM Foundation for Cloud
At the core of Oracles middleware
and cloud strategy
100+ Pre-built Oracle VM Templates for Oracle
Database and Oracle business apps, such as E-
Business Suites, Siebel
Integrated into Exalogic, Oracle Database Appliance
Cloud platform for Oracle & Non-Oracle
applications
Customers have a choice with Oracles engineered
systems or build their own
Integrated VM lifecycle & cloud management
solution with Oracle Enterprise Manager
At the core of each layer of the stack

x86 Hardware
Solaris
Hypervisor
Linux Windows
Application-Driven vs. Traditional virtualization

Database
Middleware
Business Applications
M
a
n
a
g
e
m
e
n
t

x86 Hardware, SPARC
Solaris
Hypervisor
Linux Windows
Database
Middleware
Business Applications
M
a
n
a
g
e
m
e
n
t

Application-Driven Virtualization
Traditional Virtualization
Top Down vs. Bottom Up
Oracle VM is integrated at ALL layers of the Red Stack
X86 and SPARC
Oracle Virtual
Networking
(Xsigo)
Oracle Linux
Oracle Solaris
Oracle VM Templates
Oracle Real Application Clusters(RAC)
Oracle E-Business Suites
Oracle JD Edward EnterpriseOne
!!.
Oracle Enterprise
Manager
Integrated for scale &
ease of deployment
Boosts Performance
by 30%.
End-to-end
Management-
Physical to Virtual
To Cloud
Oracle VM in Oracle Systems
Oracle VM Integrated with Oracle Systems

Exalogic
Oracle x86 &
SPARC systems
Oracle Virtual Compute
Appliance
New
A Superior High Availability Environment
Earlier Warning, Better Context, Minimized Impact
Earlier Warning: Enterprise Manager
Monitors & detects application issues to address before they
become problems
Avoid HA events, minimized impact
Better Context: Guest Clustering
Application-aware response
Middleware clustering
Real Application Clusters
Oracle HA Clusterware
Virtualization Layer-HA
Only HA available from virtualization products: not application
aware
Simple, reliable, automated restart after complete VM failure
Start-up in
Oracle VM Pool
Oracle VM Templates for Applications
Rapid Deployment; 100+ Templates Available
Pre-built, pre-configured, production-ready VMs
Apps, Databases, Middleware, OS; Siebel CRM, Oracle RAC, More!
Near zero knowledge of OS, Application installation required
Automate deployment of a complete production ready 8 node RAC cluster
in minutes through a simple single configuration file
Import to
Oracle VM
Manager
Oracle VM
Servers
Server
Pool 2
Customize & Save
as Golden Image
File
Siebel
CRM
Download
File
Siebel
CRM
VM 1
Siebel
CRM
Software Delivery Cloud
Standardize Multi-tier Application Deployment to
the Cloud
Assembly Admin
creates assembly
CPS CPS
WLS WLS
Coh
WLS
Coh
u8
Reference system
Assembly Archive
Upload
assemblies
1 2
3
OVAB
Studio
OHS
WLS
Coherence
Software
Library
x86 P/W
Llnux
x86 P/W
CvM
Manager
CvS
OVM Resource Pool
Deploy,
undeploy
assemblies
4
5
Discover application
components and assembly
topology with EMCC
Oracle Enterprise
Manager
Customer Profiles & Targets
Selling Oracle VM Customer Profiles
Business Profile
Existing Oracle Customers
Fortune 500 Fortune 1000
(>1,000 employees). Most Oracle DB
customers
Commercial customers: >100 servers
Midsize (SMB) : 20-100 servers
Key Verticals
Financial Services
Public Sector Federal, State/local, Edu
Telco
Online Retail
Manufacturing
Healthcare
Trigger Events
IT Modernization (H/W refresh)
Application Consolidation (reduce license
cost)
OpEx reduction mandates
Mergers and Acquisitions
Cloud adoption private
Oracle stack purchase
Use Cases
Reduce server footprint for cost efficiency
Business Availability (high SLA mandate)
Virtualizing enterprise apps (Oracle & Tier
1, 2 apps)
Migration to Linux
Centralized enterprise app deployment for
private cloud or cloud delivery SaaS; IaaS
Target Audience for Oracle VM Messaging
Title Role Pain Points Solutions Value Prop
C Level CIO, CTO Decision
Makers
Rising costs both for maintaining legacy and adoption of new s/
w and h/w infrastructure. Business agility needs driven by
market & competition. Business compliance
Cloud deployment; OpEx
Reduction; Business
Availability
Cost Savings, Business
Agility,
Low TCO
IT Management VP/
Director of Datacenter
Mgmt
Decision
Makers /
Influencers
Need to deal with planned & unplanned downtime. Ensure
delivery of SLA contract. Ensure operational efficiency with h/w
& s/w
OpEx Reduction; Server
Consolidation
Business Availability
Rapid app deployment;
Low TCO; Improved
Infra. Utilization;
Centralized
management
VP/Director of cloud
services / VP/Director of
business services
Decision
Makers /
Influencers
Need to bring legacy apps to the cloud. Need to migrate
existing infrastructure and adopt new infrastructure for cloud
migration. Rapid, repeatable business apps deployment & ease
of management
Cloud deployment;
Integrated management;
Rapid Enterprise app
deployment
Business Agility
Centralized
management &
orchestration.
Accelerate cloud
adoption with minimal
risk
IT Ops Teams VP of
Ops; Director of Ops
Influencers Enable flexible access to system and app resources. Ensure
high availability of services. Manage multiple server
environments & software consoles
Integrated management;
Rapid app deployment
Simplified IT, Improved
Utilization
Application / IT
Architect
Influencers Complexity and time consuming tasks of enterprise application
deployment and lifecycle management. Compatibility &
reliability of underlying VM & app.
integrated management
Ease of App
deployment &
management
Systems Administrators Influencers Complexity of managing multiple server environments Integrated management. Simplified IT,
Database Administrators Influencers Complexity of maintaining db environment . Uptime
requirements
Integrated management
Simplified IT.
Sell Solutions
NOT Point Product
Business Solutions for Oracle VM
Solutions-based messaging vs. product centric messaging
Private Cloud
Integrated Life Cycle
Management
Rapid Application
Deployment
Focus customers on problems
you solve avoid competitive
matrix contest
Solutions focus delivers clear,
compelling Oracle integrated
advantage to customers
Solutions are what our
competitors are selling
Solutions Bring Success
Why Focus on Selling Solutions
Private Cloud
Integrated Life
Cycle Management
Rapid Application
Deployment
Business
Availability
Relevant Segment All segments
Customer Need Federal and commercial SLAs require high uptime and ensured
data availability, access and security such as new federal HITECH/HIPAA provisions
have stiff penalties and national press exposure of lost data or system outages have
direct financial and brand repercussions.
Product and Services Offerings
Oracle VM for x86 and Oracle VM server for SPARC
Oracle RAC
ACS can deliver deployment services; Channel Partners with virtualization
practice
Benefit to Customer Avoid financial penalties and protect business operations
and data.
Audience CIO, CTO, VP/Dir of Ops
Upgrade and uplift opportunities for customers who have purchased for
consolidation 1yr ago. Call on 2.2 customers. Customers migrating to Linux

Business
Availability
Qualifying Business Availability
Assessment
Is business SLA driven? If so, any
penalty for missing SLA?
How many Oracle Applications?
How many are virtualized? How
are they deployed today?
What is High Availability (HA)
strategy currently?
Is HA important?
Is time to market important?
Do you have strong competition?
Do you follow agile development
process? Rapid deploy,
incremental testing
Guidance
Oracle VM provides HA for
physical server with live migration
and HA support for applications
through integration with Oracle
RAC
Tight integration with Enterprise
Manager provides early warning
on application issues before they
occur.
Oracle VM templates and Oracle
VM Assemblies allow for
standardized methods of
application deployment for quick
application deployment to
development or for unplanned
downtime
Business
Availability
Private Cloud
Relevant Segment Commercial; Large enterprise
Customer Need Need for business agility and better utilization and control of IT
resources to deliver business services is driving IT to migrate to cloud computing.
Trend in mobile computing is also taxing existing infrastructure causing IT to consider
implementing cloud infrastructures to better deliver apps/services to mobile users
Oracle VM + Oracle EM + OVAB; Channel partners with Cloud Practice
Benefit to Customer
Accelerate cloud deployment with minimal risks
Low cost of ownership if purchased with Oracle Hardware
All apps are certified on Oracle VM
Audience
CIO, CTO; DBAdmin, App Architects VP of IT/business services or infrastructure
services

Private Cloud
Qualifying Private Cloud
Assessment
Is there a private cloud initiative?
If so, how are you planning to
deploy current applications to the
cloud?
Do you have any standardization in
deployment of services/applications
to the cloud?
Do you have integrated
management for physical, virtual
and cloud services in place?
If theres Oracle application
footprint, how are they managed
today? If no Enterprise Manager,
how do you plan to manage them?
Guidance
Oracle VM is the foundation for
private cloud solutions.
Oracle VM Assemblies can be used
to migrate apps to the cloud in a
more standardized way. Avoid
forklifting of application stack.
Oracle VM is tightly integrated with
Oracle Enterprise Manager so you
can manage your virtual server farms
as well as deploy & monitor service
apps
Oracle VM Templates can be used to
deploy Oracle applications and
customized for non-Oracle Apps for
faster & repeatable application
deployment
Private Cloud
Rapid Application Deployment
Relevant Segment All segments Focus on Oracle applications
Customer Need Fast, easy and repeatable way to deploy and manage complex multi-
tier applications and business-critical applications such as Oracle RAC, Oracle E-Business
Suites; PeopleSoft HRM. Speed of deployment, ease of deployment and management are key
Oracle VM Oracle VM Templates and Virtual Assembly Builder
ACS delivery or delivery partners with virtualization practice
Benefits to Customer Accelerate enterprise application deployment. With templates,
Application architects and administrators can reliably repeat deployment procedures without
risk. All applications are certified on Oracle VM by Oracle. Oracle Virtual Assembly builder
enables faster migration of legacy apps to the cloud. Important for Federal, Healthcare and
Telcos
Audience LOB owners, VP/Dir OPS, Application Architect; System administrator; IT
Ops Administrator; DBadmin
Rapid Application
Deployment
Qualifying Rapid Application Deployment
Assessment
How often do you deploy applications
to Dev, Test and Production? If often,
how is it done today?
Are these applications virtualized?
Are all the applications running at
capacity?
Is time to market important for new
features or services?
Do you have strong competition?
Do you follow agile development
process? Rapid deploy, incremental
testing
Guidance
Oracle VM Templates are pre-
configured, pre-tested. Little
specialized knowledge required to
deploy entire application stacks
Oracle VM Assembly Builder is
included with Oracle VM. Allows for
point-and-click creation of
Assembly(ies) to capture apps as
well as encapsulation of management
directives
Oracle VM tight integration with
Oracle Enterprise Manager allows for
automation of deployment/update/
upgrade of assemblies from a single
console
Rapid Application
Deployment
Integrated Lifecycle Management
Relevant Segment Commercial; Large Enterprise
Customer Need IT needs to be able to centrally control/provision and monitor
workloads. Seeing whats going on at the VM level is not sufficient as there is no visibility
into the physical servers for status. Having a centralized console to control physical,
virtual as well as application and cloud services is a key value to simplifying IT.
Oracle VM + Oracle Enterprise Manager
Benefits to Customer
Simplify IT management
Low TCO
Audience IT Ops VP/Dir/Manager; Sys Admin.; IT Ops Admin

Management
Qualifying Integrated Lifecycle
Management
Assessment
Do you have Oracle Database and
Oracle Applications? If so how are
they managed?
Is the process of deployment and
updating the Oracle Application stack
standardized today?
Are you implementing a private
cloud? If so whats the management
strategy
Is there any charge back or self
service mandate in your
organization? If so how are you
meeting this requirement?
Guidance
Oracle Enterprise Manager is
designed to manage the entire
compute stack and is the best
management console for Oracle
Applications. Only Oracle has the
depth of understanding and
integration built into the management
console for Oracle Applications.
Tight integration with Enterprise
Manager provides early warning on
application issues before they occur.
Oracle Enterprise Manager Cloud
Control architecture allows you to
automatically serve up applications
for self service and chargeback for
cloud management.
Management
Oracle VM
Key Differentiators
Competition Overview
Weakness
Strong with VDI offering
Targets VMware almost exclusively competitor
Citrix business model challenges
VDI customer base is based on vSphere
No clear differentiation between vSphere and HyperV
Losing mindshare in server virtualization
Primary Hypervisor for MS stack
Integrated management with System Center
Popular with SMBs and commercial accounts
Targets solely VMware (partner with Citrix)
Hyper-V support via Software Assurance
can be costly
Limited presence in large enterprises
Dependence on parent Windows
Linux Focused with OS integration
Targets large under virtualized Linux via
existing Redhat base
Backed by IBM; Strong in Education sector
Limited management and automation
Cloud direction and execution are weak,
confusing portfolio
Market leader
Dominates in Fortune 100-1000
Mature product
Breadth in Cloud offering; Part of VCE stack
High price, lock-in
Limited full stack management offering
Weak presence in SMBs
Strength
XenServer
Hyper-V
KVM
vSphere
4 Key Differentiators
Integrated Lifecycle Management
From disk to apps for easy comprehensive management
Rapid Application Deployment
Accelerate business services delivery
Certified by Oracle
Ensured compatibility, Reduce Risk, Peace of Mind
Lowest Cost
Best value for proven enterprise-grade virtualization
How We Win
" Low Cost (license & support)
" Complete stack offering (Server, OS, Middleware, Virtualization, Apps, Management)
" Little to no risk Free download to operational. No expensive license, time limited
evaluation !
" Certified by Oracle ensured compatibility of all components
" Single vendor support to resolution
Business Win
Technical Win
" High Availability for entire stack not just hypervisor (ex. RAC)
" Integrated Lifecycle Management from physical to virtual to cloud
" Accelerated App deployment with Templates & Virtual Assembly Builder
" Highly scalable (128 vCPUs vs. 64)
" Built in comprehensive platform support x86, SPARC, LDOM, Solaris
Containers
" NO bashing competition
Do not bash VMware or
competition
" Avoid engaging in feature/
function matrix
" DO NOT look for
virtualization sponsor....likely
they have been exposed to
VMware
DO NOT
Handling Green Field
No VMware Presence
DO
" Focus on 4 Key Differentiators
" Focus on Solutions Use Qualifying
Questions to keep customers focused
on problems they are trying to solve.
" Find Friends Engage with DBAdmin
or Oracle Application Architects
" Look for Dev, Test opportunity & find
Oracle applications sponsor there
" Focus on solving app stack problems
" DO NOT attempt to unseat
" Avoid engaging in feature/
function matrix
" DO NOT look for virtualization
sponsor....likely they have been
exposed to VMware and will likely
be hostile
" DO NOT lead with cost or
Certification
DO NOT
Handling Brown Field
VMware already deployed
DO
" Focus on Co-existence; multi-hypervisor
" Focus on Solutions Use Qualifying Questions
to keep customers focused on problems they are
trying to solve.
" Find Friends Engage with DBAdmin or Oracle
Application Architects; Leverage Partners (Cisco,
NetApp, EMC) for intro.
" Look for Dev, Test opportunity & find Oracle
Applications owners. Cautious as VMware may
have been there
" Focus on solving app. stack problems
How We Win Against VMware
On Speed!!
Typical Process for Deploying Applications
1-3 Weeks From Go to Ready
Start 1-2 Days 1 Day 1-5 Days 1-2 Days 1-5 Days
Platform Team Application/DBA Team
Deploying Applications With Virtualization
There is Little Benefit to DBAs and App Owners
Start 1-2 Days 1 Day 1-5 Days OS-Only VM Template
Automated Process Manual Configuration Process
Deploying Applications With Templates
Now App Owners and DBAs can be part of the process
Start 1-2 Days 1 Day 1-5 Days Full Application VM Template
Automated Process
Manual
Configuration
Process
Copyright 2013, Oracle and/or its affiliates. All rights reserved. 48
Oracle VM Template for RAC: Deployment Steps
Evaluator Group Lab Validation: Oracle VM Quantifying The Value of Application-Driven Virtualization
Template
Creates VMs
Prepare
Network,
Storage, VM
Import
Template
Customize
Template
Deploy 2 RAC
Cluster
Install
vSphsere 5
Configure
ESXi
Install
vSphere Client
Install vCenter
Install Oracle
Linux &
Packages for
Oracle RAC
Network
Configuration
Synchronize
Cluster time
Install Storage
Configure
Storage
Configure
Storage for RAC
Create Job Role
Configure Linux
Servers
Configure RAC
nodes
Install &
configure
ASMLib
Configure RAC
for Oracle DB
Install RAC
Configure DB
Oracle VM & Management
Oracle RAC on Oracle VM
vSphere 5 & Management
Oracle RAC on vSphere
5 Steps
3.75 Hours
13
Steps
39.75
Hours
Oracle VM Templates Accelerate Application Deployment
Deploy Oracle RAC 10x faster
than VMware vSphere
3.75
39.75
0 10 20 30 40 50
Oracle VM
vSphere 5
Hours
Oracle RAC 11g 2-node Cluster
Install Time
Evaluator Group Lab Validation: Oracle VM Quantifying The Value of Application-Driven Virtualization
Deploy E-Business Suite 7x faster
than VMware vSphere
2.25
15.25
0 5 10 15 20
Oracle VM
vSphere 5
Hours
E-Business Suite 12.1.1 2-node
Cluster Install Time
Copyright 2013, Oracle and/or its affiliates. All rights reserved. 50
Application Lifecycle Costs
Update/
Upgrade
Develop
Test Deploy
I need to add new
features to our
product now.
I need to make sure
my environment is
compatible
QA needs access to
new storage, change
database
configuration!.
I dont have time to
stage a cluster
environment to test
Is the new app
compatible?
I cant afford the
downtime
IT needs to roll out
app ASAP.
Too many
dependencies, how
do I ensure the
proper application
configuration
40
hrs
40
hrs
40
hrs
40
hrs
On Performance!.
Oracle VM Performance on
Exalogic compared to
Exalogic on bare metal
" Bench marks of Oracle VM
on Exalogic and WebLogic
also shows superb
performance.
" Oracle VM is fully test for
performance
Performance Near Physical
Oracle VM on Exalogic
No Compromise
Exalogic Bare
Metal
Exalogic
Virtualized
99%

NO COMPROMISE
100%

OVM is the better virtualization
technology to run Oracle Databases
OVM makes a better use of all
available resources
OVM is more scalable and stable for
Oracle Databases
OVM allows better consolidation of
loads in a virtual environment
OVM uses less CPU than non-Oracle
virtualization technologies
Independent test
Conclusions:
Oracle VM BEST for Oracle Database
Compared to leading virtualization solution

Why Use OVM For Oracle Databases

By: Francisco Munoz Alvarez
Revera Oracle Professional Services Manager
More Customer Benchmarks
Oracle Database Virtualized with Oracle VM
0
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V|rtua| D8 compared to hys|ca| D8 Load test.
Sw|ng8ench - S0 user test
vlrLual Speed
hyslcal Speed
In Bench load test: The Virtual setup outperformed the
Physical setup in every test.

-23
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V|rtua| D8 compared to hys|ca| D8 Load test.
Sw|ng8ench - 100 user test
vlrLual Speed
hyslcal Speed
In Bench load test: On average the Virtual setup outperformed the
Physical setup.

Oracle VM on Oracle Database 11g Real Application Clusters (RAC) Physical versus Virtual Database by Anthony Russo, Director ICT, Open Universities, Australia
On Certification!..
Designed & Tested Together

Internal Testing
26,700,000 test and production hours per week
22,700 Oracle x86 servers supporting 182,400 Oracle Virtual
Machines
Workloads: software/hardware development, corporate
infrastructure
Test Environments
Oracle x86 Server Hardware
Oracle Storage
Oracle Operating Systems (Oracle Solaris and Oracle Linux)
Oracle VM
Oracle Database
Oracle Middleware
Oracle Applications
Oracle Develops & Uses The Stack Internally
On Pricing!!
Lower Cost: Oracle VM vs. VMware vSphere
250 2-Socket Servers
Oracle VMware vSphere
Virtualization
Oracle VM (2-socket system, Premier Support,
unlimited VMs)
License - $0
Support - $599/server/year
VMware vSphere Enterprise Edition (per socket )

License /server = $2875 x 2 sockets = $5750/server
Support (Production) - $719 x 2 = $1438/server/year
Management Oracle VM Manager and Oracle Enterprise
Manager 12c Cloud Control (Basic)
License - $0
Support - $0
VMware vCenter Server Standard

License - $4995
Support - $1249 /year for Production SnS
Total Cost (First
Year)
License: $0
Oracle VM (annual): $149,750
VMware License (perpetual): $1,437,500 + $4995
VMware Support (annual): $359,500 + 1249
Total Cost
(3 Years)
$449,250
$2,524,742 (5.62X Oracle)
What could you do with the $2,075,492 you save with Oracle VM?
Lower Cost: Oracle VM vs. VMware vSphere
100 2-Socket Servers
Oracle VM VMware vSphere
Virtualization
Oracle VM (2-socket system, Premier
Support, unlimited VMs):
License - $0
Support - $599/server/year
VMware vSphere Enterprise Edition (per socket ):

License /server = $2875 x 2 sockets = $5750/server
Support (Production) - $719 x 2 = $1438/server/year
Management Oracle VM Manager and Oracle Enterprise
Manager 12c Cloud Control (Basic):
License - $0
Support - $0
VMware vCenter Server Standard:

License - $4995 for the environment
Support - $1249 /year for Production SnS
Total Cost (First
Year)
License: $0
Oracle VM (annual): $59,900
VMware License (perpetual): $575,000 + $4995
VMware Support (annual): $143,800 + 1249
Total Cost
(3 Years) $179,700
$1,015,142 (5.65X Oracle)
Overcoming Objections
Traps to Set
Overcoming Objections (1 of 2)
Traps Set by Competition Answer
Oracle VM is not a serious Hypervisor. No partner
Ecosystem support
FALSE Oracle VM has a robust technology partner
ecosystem from hardware certifications (Cisco, Dell, Fujitsu,
HP, IBM!) to Storage (EMC, NetApp, Hitachi!) and
industry solution integration such as FlexPod. Certification
with large ISVs such as SAP. In addition, Oracle VM is also
part of the ExaReady program and is certified my a vast
network of Oracle partners who are certified ExaReady.
Oracle VM does not have serious Enterprise
Management capability
On the contrary, VMware management capability stops at the
VM layer, then continues to the cloud. VMware vCenter has
little native knowledge about the underlying hardware. Oracle
VM integration with Oracle Enterprise Manager Ops Center
allows for management visibility from the physical server to
patching of OS images to deployment and management of
applications and cloud services. VMware vCenter is not
capable of performing lifecycle management of key apps and
the Oracle Database. VMware level of management depth
will always be limited by what its partners allow in terms of
interfaces.
Overcoming Objections (2 of 2)
Traps Set by Competition Answer
Oracle VM does not have any public large
deployment to point to as a serious Virtualization
contender
There are thousands of Oracle VM VMs currently in use in
production, driving the Oracle e-delivery portal for all Oracle
Software downloads. This is a 24/7 operation. This is in
addition to other Oracle customers who have had Oracle VM
deployment in production for years, such as Lawrence
Livermore lab, Verizon, Korea Telecom, Versace, Overstock,
etc!.
Oracle VM does not publish benchmarks because it
does not have any
Oracle VM is always benchmark tested in every single
release, starting with release 2.0 and the Tolly report, already
published. In each release, we find that Oracle VM
performance is within 5 percent or better of bare metal. Many
of our customers have experienced much better performance
numbers and we will let our customers publish their findings.
We believe that the customers numbers are the independent
voice of performance that matters.
Traps to set for VMware
Traps to set for VMware Weakness
VMware Integrated Lifecycle Management inadequate Little to no knowledge of physical environment. Starts at the
VM, moves to the cloud. No awareness of Apps lifecycle
updates/upgrades. Lacks depth of database and management
capabilities as Oracle Enterprise Manager can only provide
Incomplete solution stack offering VMware does not own the Database. VMware does not own
the apps. VMware does not have an OS. They have to partner
with hardware & ISVs. VCE partnership is in limbo. Cisco and
EMC pushes out latest press release about VCE and no where
is VMware mentioned.
VMware does not have Templates capabilities VMware cannot bundle the right app & OS versions for
deployment. It has to rely on ISVs such as Oracle or Microsoft
other software vendor to make available interfaces that
VMware can then use for creating deployment images. This is
also why VMware boasts a large ISV ecosystem
VMware clone is NOT equivalent of Oracle VM
Template
VMware does not have IP to the app or the OS. The VMware
Clone is the best effort but this cannot be standardized due to
the rigid nature of the cloned images.
Sales Tools
What & Where
Oracle VM Demos - New!
http://www.youtube.com/watch?v=0tGjlztkR5c
Wayne Lewis
Greg King
http://youtu.be/L9igXSIKoEo
Oracle VM 3.2.1 YouTube demo
Oracle VM Command Line
Tutorial
Oracle VM Demo
Lifecycle Management from Server Virtualization to Cloud
http://bcove.me/8idtsu6i
Oracle VM Hands-On Labs on OTN now available!
Christophe Pauliat
Olivier Canonge
Simon Coter
Partner Momentum
Oracle VM Certified by SAP
Oracle VM 3.2 certified for SAP on Linux and Solaris
Oracle VM Sales Enablement for Cisco
Cisco Service Provider Sales team
Cisco Public Sector Sales team
Cisco UCS Sales Team
Onyx Cisco & Oracle Partner
Oracle VM & Oracle Linux on Flexpod announce April 08
at Collaborate 2013, Denver
Oracle VM Sales Enablement for NetApp
NetApp DB Experts sales team
NetApp Partners technical experts (pending)
Joint sales effort in APAC & EMEA with Cisco & NetApp
Joint regional lead gen events with Oracle APAC & NetApp APAC

Customer Video Overstock.com
69
Overstock.com Now Live on Oracle Media Network
New Assets and Sales Support
White Papers:
Private Cloud Migration What It Takes to Deploy and Manage
a Private Cloud With Oracle VM
Oracle VM 3: Architecture and Technical Overview
Oracle VM Best Practices Integrating Oracle VM into a
Disaster Recovery Solution using SAN
Oracle VM Hands-on Labs
DVD Kit Oracle Linux Oracle VM DVDs
Sales Kit updates (presentation whats new in 3.2.1)
Server Virtualization for Dummies eBook & booklet
Oracle VM Hands On Labs
Learn to deploy Oracle VM server Pool
and deploy Oracle RAC Templates.
Leverage for your demo environment
Oracle VM Cost Calculator

http://www.oracle.com/us/media/calculator/vm/index.html
Calculate Costs Against VMware
Server Virtualization for Dummies
Virtualization for Dummies book online and hard
copy
Banner Ad on Oracle VM home page
Oracle VM eBook
November 2013 coming soon!

Oracle Virtualization
Home Page
oracle.com/virtualization
Blog
blogs.oracle.com/virtualization
Download
edelivery.oracle.com/oraclevm
Oracle VM demos
http://www.oracle.com/us/products/
demos/index.html
Oracle VM Sales Kit
Step 1
Enter URL:
my.oracle.com
Step 2:
Scroll down
to:
Technology
Sales Kits
Step 3:
Click on Technology
Select Virtualization Server
Step 4:
Select what you need
Latest external presentations
Links to important Oracle
sites
Event Kits
Product Marketing Info
Campaigns
Events
Key content
Training
Whitepapers
Where is it?
https://marketingkits.oraclecorp.com/GMKP/
SalesProgram/KitDetail/index.htm?
DocName=GMKP_031959
Whats in it?
Event Brief
Emails
Bifold
Postcard
Presentations
Banner & Easel
Customer Seminar ERS page
Keynote
Enabling Private Cloud with Oracle VM
Ensuring Business Availability
Simplify IT with Integrated Management
Rapid Enterprise App. Deployment
Oracle VM Event Kit
New Oracle VM Ad
Oracle VM deploys
applications 7 10x faster
than VMware banner on home
page
On Demand Webcast
White paper Banner Ad
Updated slogan on Calculator
& Google search

Oracle VM The Sticky Factor
Growing the Oracle Footprint with Oracle VM
Oracle VM The Sticky Factor
At the core of the customers infrastructure
Integrated into nearly all layers of the Red Stack
Oracle VM Templates (100+) for Oracle Database,
Middleware and Applications
360
0
single-console management with Oracle
Enterprise Manager to control the customers IT
processes
Provide direct valuable cost and efficiency
solution to key IT business needs
Application Consolidation / Server Consolidation
Private Cloud Deployment
Datacenter Modernization
Green IT
The technology glue for IT business needs

Why Buy Oracle VM
2 x More
Scalable
7-10 x
Faster
Zero
License
Cost
Up to 128 vCPUs and 1 terabyte of memory per VM
compared to 64v CPU from VMware
Virtualize Applications such as Oracle RAC and Oracle E-
Business Suites 7-10x faster than VMware
C
E
R
T
I
F
I
E
D

B
Y

O
R
A
C
L
E

Low Enterprise Support cost
Oracle Enterprise Manager included no additional cost
Maintain TCO
Oracle
Driven
Oracles daily operations run on Oracle VM and Oracle
systems
2x
Why Sell Oracle VM
Land and Expand with Oracle VM
Oracle VM is the foundation of the computing stack, harder
to swap out
Oracle VM is integrated with Oracle Database, RAC
business applications, easier to entrench.
Focus beyond Linux & on App stack. Red Hat compatibility
exposes risk to swap out
Own the customers
infrastructure
Enterprise Manager fully integrated for VM and apps lifecycle
management. Easy to entrench into customers IT process.
Automation of Integrated Management delivers provable
savings. For example, Oracle VM Templates & Application
updates/upgrades
Standardization of management
Own the customers
IT process
Too costly to swap out infrastructure
Enables selling deep and wide
Own the Customer
Linux and Oracle VM SPIF for License Sales
What is it
100% SPIF credit on any new incremental LVGBU Linux and/or
Oracle VM Services
How much
2.00% for Participant
0.5% first line Manager
Who qualifies
Asia Pacific (APAC), Europe, Middle East, and Africa (EMEA), Japan, Latin America Division
(LAD), North America (NA), Communications Global Business Unit (CGBU) (License), Health
Sciences Global Business Unit (HSGBU), Linux/Virtualization Global Business Unit (LVGBU)
MySQL (License), National Security Group (NSG), Financial Services Global Business Unit
(FSGBU), Primavera Global Business Unit (PGBU), Retail Global Business Unit (RGBU),
Utilities Global Business Unit (UGBU)
For more information:
General questions regarding this policy, Terms and Conditions, Eligibility, Compensation Plan Design:
Global Incentive Compensation Website; Email Response: global-incentive-comp_ww@oracle.com
Challenge: (1) Rapid sales and infrastructure growth (2) New website features for our customers (3) Keeping costs
down to help keep prices low

Results: 100% system uptime ; 6x scalability over VMware
100% capacity for quarterly failover to Overstock DR site
15% reduction in existing virtualization budget ; Lower overall software licensing costs
10% Increase data center capacity for 2012 growth; 75% saving in capex

Nate Auwerda Director Website Operations, Overstock.com Corporation
If I had to operate without Oracle VM I would be spending up to 87 percent more on just the hardware and the
Oracle Database licenses than what I'm spending with OVM.
Locanon: SalL Lake ClLy, uLah, uSA
Industry: World's #1 onllne reLaller for surplus producL sales & llquldauon. llrsL $1.1
8llllon revenue ln 2011
Awards: 2011 Comez 8esL of Web Wlnner,
8anked #4 ln ALL reLallers for cusLomer servlce (n8l/Amex)
Crac|e products: Cracle vM, Cracle Llnux, Cracle uaLabase, Cracle 8AC
Challenge: (1) Need for flexible infrastructure and automation of all deployment functions (2) Reduce operational
expenses & TCO (3) Need vendor certification for HA using RA with 300+ database instances

Results: Oracle RAC provision time decreased to 2-3 hrs from 2-3 days
Power consumption reduced to 40kW from 190kW
Floor space consumption decreased to 4 racks from 35 racks
Database restore time reduced to 30 minutes from 16+ hours
With Oracle VM Database back up time reduced to 10 minutes from 14+hrs

Steve Bartholomew Distinguished Member of Technical Staff, Verizon
Our goal was to virtualize everything regardless of size. By decoupling the hardware from the OS and applications we were
able to address many of our issues. With Oracle VM, virtual servers can be allocated as soon as the project is approved.
Locanon: new ?ork ClLy, new ?ork, uSA
Industry: verlzon ls a global leader ln dellverlng broadband, vldeo and oLher wlreless and wlrellne
communlcauons servlces wlLh operauons ln 130 counLrles. $111 bllllon revenue ln 2011
8us|ness Iocus: Manages all L8 envlronmenLs (llnanclals, SCM, P8) for all verlzon llnes of
buslness (verlzon CorporaLe, verlzon Wlreless and verlzon 1elecom & 8uslness).
Crac|e products: Cracle vM, Cracle uaLabase, Cracle 8AC, Cracle eopleSo, Cracle LnLerprlse
Manager
Challenge: (1) Need to improve application deployment time, increase performance and save on IT costs

Results: Deployed fully managed stack of enterprise applications in hours
Reduced number of physical servers by 40 percent, rack space by 25 percent and power consumption by 45 percent.
Reduce virtualization-related costs by 50 percent, while doubling the number of cores in production.

Gian Giacomo Ferraris, CEO of Versace
"Our ultimate goal was to improve application deployment time, increase performance and save on IT costs, said Gian
Giacomo Ferraris, CEO of Versace. The support that we have received from Oracle has helped us dramatically reduce
licensing and management costs, while ensuring our architecture can scale to meet the changing dynamics of our growing
business.
Locanon: Mllan, lLaly
Industry: Consumer Coods. Plgh end fashlon apparel and home furnlshlngs
8evenue: t340 ln 2011, 422 employees, CperaLes 82 bouuques globally
8us|ness Iocus w|th Crac|e VM: Manages all l1 envlronmenL and operauons from
headquarLers.
Crac|e products: Cracle vM, Cracle uaLabase, Cracle 8AC, Cracle L-8uslness SulLe,
Cracle LnLerprlse Manager, Cracle Pyperlon soluuons, Cracle 8uslness lnLelllgence
and 8l ubllsher
Challenge: Need Fast & Reliable data access for large spatial analysis; Need same performance in Virtual Servers as
in Physical Servers

Results: 700 VMs; Quicker and more reliable data access; Higher availability and quicker recovery from downtime.
Improved utilization. All with existing SPARC and x86 servers

Tim Frazier Associate project manager of NIF at LLNL in Livermore, California
Virtualization has reduced risk. It has also normalized a heterogeneous computing infrastructure and given us a
better disaster recovery story. This translates directly to greater availability of our infrastructure.
Locanon: Llvermore, Callfornla
Industry: CovernmenL research
Lmp|oyees: 6,800
Crac|e products: Cracle vM, Cracle WebLoglc Server, Cracle
Llnux, Cracle uaLabase
Carlos Garcia Fernandez Computer Scientist, CERN
"We chose Oracle WebLogic Server 11g and Oracle VM because they enable us to make better use of our physical and virtual
resources, covering all the needs of our applications with better efficiency, less risk and an improved quality of service. Oracle
WebLogic Server easily integrates with the other Oracle products we have at CERN and provides a consistent and stable platform
for deploying numerous applications in a large scale environment.
Locanon: SwlLzerland
Cperanon: CperaLes Lhe Large Padron Colllder (LPC)
Lmp|oyees: 3,143 employees, 10,000 vlslung sclenusLs
Crac|e products: Cracle vM, Cracle WebLoglc SulLe, Cracle Webloglc
Server 11g Cracle Llnux, Cracle uaLabase
Challenge: 24/7 access to data for universities & scientists in 130+ computer centers in 34 countries; maintain high
performance in multi-application server application instances running on the same server

Results: Using Oracle VM to reach 5% performance improvement goal; Rapid deployment of production databases and
application servers using Oracle VM fast search and memory ballooning

@ORCL_Virtualization Facebook.com/
OracleVirtualization
Blogs.oracle.com/
virtualization
Oracle VM Group

YouTube.com/
OracleVirtualization
Download: edelivery.oracle.com/oraclevm
Visit us: oracle.com/virtualization
Training: education.oracle.com/virtualization
Stay Connected with Oracle Virtualization
Join our communities, visit websites for more information
Q&A
Deploy
Provision
Test
Change
& Patch
Configure
Monitor
Lifecycle
Management
Easy Integration: Oracle Enterprise Manager
Oracle
Enterprise
Manager 12c
Application Driven Full Stack Management
Oracle VM
Servers
Full management functionality
Everything you can do from Oracle VM
Manager
Integrated life-cycle management
Easy integration
New- or existing Oracle VM Manager
instance
Just point Enterprise Manager instance to
Oracle VM Manager instance
No migration or re-discovery required
No new EM agent deployments required
Easy to use, flexible access
Access from EM GUI or Manager GUI or both
Use one GUI if the other is off-line
EM GUI for application admins, Oracle VM
Manager GUI for virtualization admins
Oracle Enterprise Manager
Why Red Stack is unique
End-to-End Virtualization and Integrated Lifecycle Management
Oracle owns the entire stack.
Oracle can ship the entire stack.
No Competitor can come close
to depth and breath of integration

Oracle VM Overview

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