Transcript - Microsoft Partner

Section I
I need to meet my
SLAs and respond
with agility to
business problems
and opportunities
I want a single view
of Public and Private
Clouds
I virtualized, and
now I have virtual
server sprawl
I want predictable
spend for
datacenter
management
I have over a dozen
management tools
from various vendors
that don’t work well
together
It’s expensive to
manage all of my
infrastructure with
multiple tools and
processes
1.
Customers will face confusing choices as virtualization, Cloud
system software, and infrastructure automation software
converge.
2.
Private Clouds will grow like gangbusters, one use case at a
time.
3.
2012 will be VMware's last year as king of the hill.
Source: IDC, Dec 2011, “IDC Worldwide System Infrastructure Software 2012 Top Predictions Report”
XenServer
ESX
XenServer
ESX
Private Cloud Value:
Maximizing Cloud
capacity with unlimited
virtualization
•
•
Processor-based licensing
No additional VM charge
•
•
Server Management:
16 -> 2 editions
Client Management:
13 -> 3 licenses
•
•
All features, all the time
Software Assurance included
with all licenses
You…
You…
• Attach additional services to include
ongoing management, new solutions,
and Cloud offerings
• Reach out to existing and new
customers with a targeted story
You…
You…
• Deploy System Center and help
transform your customers’ costly
legacy systems to Cloud-enabled
environments
• Assess, advise, and help your customers
make the right purchasing decision to
build a long-term Cloud-optimized plan
with short-term value
Close the Deal
You…
• Assure customers that the best longterm option is available today
=
Close the Deal
Ready
Outreach
Sell
How much the Private Cloud market is expected to grow
between 2010-2015
43% =
Source: “Worldwide Enterprise Server Cloud Computing 2010–2014 Forecast” IDC, May 2010
Fastest Growing
Virtualization Solution
Leading Management Solution
Server
34%
16%
Microsoft
HP
43%
Microsoft
11%
7%
IBM/Tivoli VMWare
16
4%
2%
Dell
Symantec
Desktop
9%
7%
HP
IBM/Tivoli
12
8
4
16%
Microsoft
9.6%
VMware
0
4%
4%
4%
Dell
Symantec
Novell
Source: IDC Management Tracker: Microsoft Internal research
Source: IDC WW Quarterly Server Virtualization Tracker, March 2011
new
new
Manage Private and Public Cloud applications and
workloads with a common solution
Productive
Infrastructure
Predictable
Applications
Your
Customers’ Cloud
•
Hybrid IT Management
•
Cloud Creation & Delegation
•
Multi-Hypervisor Support
•
Deep Application Insight
•
Server Application Virtualization
•
Process Automation
•
Dynamic Optimization
•
Network Monitoring
•
Service Templates
•
Self-Service Portal
EMPOWER USERS
•
Device freedom
•
Optimized, personalized
application experience
•
Application self-service
UNIFY INFRASTRUCTURE
SIMPLIFY ADMINISTRATION
•
Mobile, physical, and virtual
management
•
Comprehensive client
management capabilities
•
Security & compliance
•
•
Integrated service management
Improved administrator
effectiveness
•
Reduced infrastructure
complexity
Productive
Infrastructure
Predictable
Applications
Your
Customers’ Cloud
Infrastructure integration & management
• Server consolidation, virtualization, and migration
• Server upgrade
• Storage (SAN), backup, disaster recovery, and
security
Desktop management
Private Cloud strategy and planning services
• Private Cloud design and integration services
• Private Cloud security and compliance services
Datacenter transformation for Private Cloud
• Systems & process management, automation, and
orchestration
• Self-service & charge-back, and showback
• Workload-based services
• Hybrid Cloud
Productive
Infrastructure
Predictable
Applications
• Consolidation of point software solutions to a
robust and comprehensive management platform
that reduces software licensing and maintenance
spend on niche solutions
• Improved management of a Private Cloud
implementation: Enhancements in SCVMM and
SCOM enable accelerated server virtualization which
drives down hardware costs
• Enhanced desktop management
Your
Customers’ Cloud
• Datacenter transformation for Private Cloud
The core components of SCCM/SCSM and
Orchestrator will position the customer to benefit
from
• Enhanced efficiencies around self-service
• Charge-backs, process management
• Workload automation and orchestration
• Cost savings when purchasing the entire suite if already
purchasing SCCM/SCOM/SCSM
Microsoft Focuses on Applications while VMware Focuses on Infrastructure
Servicing
•
Microsoft enables deeply integrated service management across both physical and virtual
infrastructure.
•
Microsoft has 30+ integration packs, mostly focused on 3rd party tools. VMware has 6, mostly focused
on VMware products.
Microsoft has best-in-class workflows and automation.
Automation
•
•
Monitoring
•
•
Microsoft is the most widely used configuration life cycle management tool on the market . It has
been available since 1996, while VMware’s product was first released in 2011.
Microsoft is tightly integrated with the rest of System Center, while VMware’s is standalone.


Microsoft offers cross-platform management, server app-V integration, and service templates.
Microsoft has built-in resiliency. With VMware, the expensive vCenter Heartbeat product is required.
•
Configuration
VM Management
Only Microsoft monitors the Workload + OS + VM + Network. VMware’s workload monitoring is
limited to memory, CPU, disk, and network.
Only Microsoft provides application problem diagnosis, enabling developer operations (dev-ops)
scenarios.
Comparison: Microsoft (WS 2008 R2 SP1+System Center 2012) vs VMware (vSphere 5 + Cloud Infrastructure Suite)
600
500
400
300
200
100
$506K
Enabling
Private
Cloud
700
600
Private Cloud
Partner
Margin
$132K
Cost
$374K
400
$75K
$132K
500
Partner
Margin
$656K
Cost of
Private Cloud
$75K
Cost of
Virtualization
$374K
300
Potential
higher
margin
0
200
$207K
Combined Margin
$449K
Combined Cost
100
0
Example based on 100 server consolidation scenario + Private Cloud (software, hardware, services)
Source: Microsoft Partner Economic Model for Server Virtualization, Microsoft internal estimates
What stays the same
Managed devices require
Management Licenses
Concept of an Operating
System Environment (OSE) and
when a Management License is
required
Server MLs differentiated based
on virtualization rights & suited
into ECI
Client MLs differentiated on
component functionality and
suited into Core CAL/ECAL
What changes
Standalone products become
components of integrated product
Management Licenses
Software Assurance is included with
all licenses
Server Management Licenses align
to processor-based model, each
license covers two processors
Management server software and
supporting SQL Runtime are now
included with every Management
License and Management Server
Licenses are discontinued
•
•
•
Enrollment for Core Infrastructure
Standard
Enrollment for Core Infrastructure
Datacenter
Enrollment for Core Infrastructure
Two OSEs
Unlimited OSEs
86%
Attach to
Windows
Server
65%
Premium Mix
82%
System Center
Suites
Greater deal size by attaching management, security,
and Software Assurance (SA) by default
• Creates opportunities for more new EA customers
• Increases upsell opportunity by 25%
• More than 2x System Center attach to Windows Server = more
revenue
Position ECI in Every Opportunity for System Center
Services + Hardware + Software
Capabilities
Workloads:
OS + Applications
Development
Identity & Security
Management
Virtualization
Platform
UNCHANGED
PARTNER OPPORTUNITY TODAY
NEW BUS. OPPORTUNITY
Price advantage increases win ratio for Microsoft partners and accelerates sales cycle
$8,000
VMware CIS + vCOPS + vFabric APM +Windows Server 2008 R2…
Microsoft ECI Datacenter
$6,788K
Cost (Thousands)
$7,000
$5,606
$6,000
$4,423
$5,000
$4,000
$3,000
16X
$3,241
7.6X
Using vCOPS Enterprise Plus
$2,000
$1,000
$425
$425
$425
$425K
$0
6:1
At 15 VMs per processor,
Microsoft Private Cloud
solution is 1/16th the cost
of a comparable VMware
Private Cloud solution
9:1
12:1
VM Density (VM per physical processor)
Private Cloud with 500 VMs @ 4GB each
15:1
• Complex licensing
• Simplified licensing
• Multiple tools, no single SKU
• Single SKU
• Charge for every VM
• Unlimited virtualization rights
vCloud Director 1.5
License: Per VM
vShield 5.0
License: Per VM
vCenter Site Recovery Manager 5
License: Per VM
vCenter Operations
License: Per VM
vCenter 5.0
License: Per Instance
vSphere 5.0
License: Per PROC +
vRAM
Forefront Endpoint Protection
System Center Datacenter (SMSD)
License: PER
Processor
Windows Server Datacenter
ECI Datacenter Allows:
•
•
•
Unlimited instances of Windows Server
Management for unlimited numbers of VMs
Security for unlimited number of VMs
1
2
3
4
Partner Program
Incentives for licensing activities in Major and Corporate Accounts incentives
Solutions incentives (Management and Virtualization SIP) if the partner
completed the required account engagement activities
Incentive Amount
(depending upon the customer
segmentation)
Up to 30%
Earn Workload Accelerators for Management and Virtualization if they were in
place in an area for Corporate Accounts incentives
ECI LAR Bounty if submitted as per program guidelines
Up to $2000
SAM Services incentives on the enrollment if the engagement is approved by
the local SAM Engagement Manager
Private Cloud Deployment Services provides the opportunity to drive more sales
by evaluating customer environments and getting monetary benefit by using
customer SA hours
SA hours
Overview
Partner Sales Rep incentive plan to drive ECI wins
Eligibility
Applicable for participating LAR/EA Direct Advisors. Targeted to Sales and Licensing roles.
All participating individuals encouraged to take 60 min sales or 90 min licensing training.
Goal
First 205 qualifying ECI deals worldwide (non-US)
Effective Date*
September 1, 2011 to June 15, 2012
Qualifying Segments
Must be in Corporate Accounts (EPG-CAM, SMSP-CAM or SMSP-CTM, PS, CS sub-segments)
Payout Amount
$1000 or $2000 USD per new ECI paid to LARs to compensate associated LAR sales reps
Eligible Deals
Min ECI deal size is 50 processors
Must be net new ECI agreement
*Or until funding is consumed
Private Cloud Launch
Journey to the Cloud
Goal: Fundamentally change industry
momentum by winning Private Cloud
Goal: Drive Demand and optimize
opportunities
New: Major H2 Execution
New: Private Cloud Immersion
Hyper-V Cloud Accelerate
Cloud Assessment Tool
Deployment Planning Services
Resources for Microsoft Cloud
assessments, proof of concept,
pilots, and deployments
Lead generation tool for
developing and implementing
Private and Public Cloud solutions
Drive more sales by evaluating
customer environments and
getting monetary benefit by using
customer SA hours
Fast Track Partners
Solution Incentive Program
Sales Planning/Deployment
Pre-configured servers from Fast
Track Partners help you get your
private cloud solutions deployed
faster
Management and virtualization
solution partners can earn fees up
to 20 percent of the deal size on
eligible opportunities
Help solve customer IT planning,
deployment, and operational
challenges with no-cost Microsoft
Solution Accelerators
1
PLAN
• MPN Private Cloud Site
• Windows Server® 2008
R2 SP1 with Hyper-V™
& System Center 2012
• System Center 2012
Community Evaluation
Program
• Private Cloud System
Center 2012 Boot
Camp
• Microsoft Private Cloud
Practice Builder
2
3
4
5
ENABLE
CREATE DEMAND
SELL
DEPLOY
• Virtualization
Competency
• Customer Cloud
Assessment Tool
• Identity and Security
Competency
• Private Cloud
Campaign Materials
• Systems Management
Competency
• Pinpoint
• Server Platform
Competency
• Microsoft Action Pack
Solution Provider
• Microsoft Private Cloud
Accelerate Program
• Microsoft Assessment
and Planning Toolkit
(MAP)
• Private Cloud Strategy
& VMware Compete
Course
• The Solutions Incentive
Program
• Enrollment for Core
Infrastructure (ECI)
• Deployment Planning
Services
• Microsoft Private
Cloud Fast Track
• Hyper-V™
Deployment Guides
• License Mobility
through Software
Assurance
For more information on System Center 2012, visit the Microsoft Server and Cloud Platform site!
© 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of
Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
Server Management Licensing
Client Management Licensing
Two OSEs
Unlimited OSEs
• Client Management Licenses (MLs) are required for managed devices that run non-server OSEs
• Client MLs are available on a per-OSE or per-user basis
• Components included in the Client MLs are not available separately
Three System Center 2012 Client ML offerings
Configuration Manager
Client ML
Components Included
Configuration Manager
Endpoint Protection
Subscription
Endpoint Protection
Virtual Machine Manager
Client Management Suite
Client ML
Service Manager
Operations Manager
Data Protection Manager
Orchestrator
Included in Core CAL
Suite


Included in Enterprise
CAL Suite



Productive Infrastructure
•
Heterogeneous support
•
Process automation
•
Self-service infrastructure
Predictable Applications
Your Cloud
•
Deep application monitoring
and diagnosis
•
Flexibility with delegation
and control
•
Comprehensive application
manageability
•
Application self-service across
clouds
•
Service-centric approach
•
Physical, virtual, and cloud
management
Configuration Manager
Data Protection Manager
NEW!
App Controller
Service Manager
Operations Manager
Orchestrator
NEW!
Virtual Machine Manager
Productive
Infrastructure
Predictable
Applications
Your
Customers’ Cloud
Advanced datacenter transformation for Private
Cloud
Hybrid Cloud
• Planning and design services
• Infrastructure and application management
• Application migration and management across
Private Cloud and Public Cloud
Hosting and managed services
• Hosted infrastructure
• Hosted applications
• Managed services
• Outsourcing and service-oriented insourcing
Public Cloud
• Value-added services
• Packaged solutions and components