Transcript SC04: Identity and Security in the Cloud – How to Overcome

[email protected]
Trusted Identity Partner
for Customers
Capitalizing on new
ways to address
customers needs
Leveraging Cloud for
Competitive Advantage
Opportunities
Getting good
governance of onpremise identity before
you extend to cloud
Customers want a
Trusted Cloud Platform
Need to integrate with
applications in other
organizations and on
different cloud services
Challenges
There is significant partner opportunity to deliver on customer challenges
Traditional
Datacenter
Private or
Public Cloud
Private or Public Cloud
Microsoft Cloud
Windows Azure
platform appliance
Windows Azure
Windows Server
On-Premises Options
Off-Premises Options (Private or Public)
Windows Server
SQL Server
System Center
Visual Studio
Traditional Datacenter Hardware
Customer/Partner Hardware Choice
Software purchased as a product
Customer/Partner delivers IT service
Common To All
Development Tools
Management
Identity and Access
Windows Azure
SQL Azure
System Center
Visual Studio
Windows Azure Platform Appliance
Specified Hardware (Compute-Network – Storage)
Software acquired as a service
Microsoft/Partner/Customer delivers IT service
Policy
Management
Credential
Management
User
Management
Group
Management
Spending on identity solutions is
growing….
WW IAM Market
2009-2013 ($B)
3.6
2009
3.9
2010
4.2
2011
… as the scope of the market is
increasing…
 Customers need integrated suite
solutions that align to their
infrastructure
IAM Market Definition
4.5
2012
4.8
User
Provisioning
PKI
(2004)
Rules/
Govern./
Compliance
(2007)
Single
Sign-On
SelfService
(2010)
… driving customers to new and better
solutions
Cloud
Federation
(2011+)
 Legacy systems need to be
replaced
 Regulations/Policies require ability
to audit & ensure compliance
2013
Time
Microsoft’s suite of identity technologies are aligned to this shift
“The IAM market is actually just beginning its trajectory toward broad adoption and deep penetration. Moreover, during the next seven years, we will also
see buying behavior migrating from point products to identity suites — and, to a lesser extent, from products to managed services.”
– Forrester
IAM is a growing market,
and your customers need it
Access it with Microsoft’s new suite
of IAM products
WW IAM Market
2009-2013 ($B)
These deals are large and highmargin
Representative Project Economics
(S/W + H/W + Services) ($K)2
170
119
3.6
3.9
2009
2010
4.2
4.5
Project Margin
by Source ($K)
4.8
S/W
20
2011
2012
51
2013
29
Svcs
Total Deal
“Regulatory compliance demands… are
increasing on a worldwide basis, and to
meet many of these criteria,
companies must implement an IAM
architecture.”
–IDC
Margin
“FIM 2010 is really enterprise-ready
in our eyes. It gives us all these
tools… I can speak to it with
confidence with customers.”
–UK IAM Partner
Microsoft will support partners that invest in IAM now
2
H/W
Cost
# Revenue
Based on 1K seat deal using assumptions
from 15+ partner interviews.
Identity Practice
Startup Costs ($K)
Identity Project Revenues ($K)
AD Project for same-sized
Customer
Build a Test
Lab
16
Additional
Sales
Calls
Cross-Skill
3 Infra. staff
into FIM
Recruitment of 3
IAM skilled
people
20
170
14
97
2
68
119
36
94
Versus
…
57
29
23
37
27
51
15
Hiring Costs
18
9
20
Training Costs
Margin
Sales Costs
Cost
CapEx
Total
Investment
# Revenue
Capacity to do 3-4 identity projects per year
and ability to ramp up further as needed
Analysis from Microsoft ISD Partner Economic Model, with assumptions and inputs taken from
actual identity & access management partners
Services
Software
Margin
Hardware
Cost
Total
Opportunity
Total Deal
# Revenue
Project planning, design, and execution of
FIM with approval flows for new user
provisioning
# Revenue.
Margin
Cost
Active Directory migration
1K User Environment
70-400 SC Operations Manager or
70-401 SC Configuration Manager or
70-658 SC Data Protection Manager
AND
70-659 WS 2008 R2, Server Virtualization or
70-669 WS 2008 R2, Desktop Virtualization
70-647 WS Ent Admin or 70-646 WS Server Admin or
70-640 WS 2008 Active Directory or
70-690 or 70-690 HPC Server 2008
AND
70-659 WS 2008 R2, Server Virtualization
70-158 Forefront Identity Management
AND
70-162 Forefront Security for Endpoints
Exam
Availability
Now
Now
Now
Now
Sept 2011
Now
Solution Incentive Rates
Identity integration into Journey to the
Cloud (JTTC Campaigns),
Private Cloud Immersion
Business Investment Funds
Partner can register for PA using advisory hours
Hyper-V Cloud Accelerate
FY12-Q2: Enterprise Identity Mgmt w/FIM
Deployment Planning Services (DPS)
FY12 Q2: Enterprise Federated Identity w/AD FS
Billion $
2010
2011
0
2
4
6
8
10
12
14
How can we ensure governance around our Cloud
Aplications?
Governance processes for cloud applications
How can we avoid anarchy?
Our existing internal applications remain critical in
foreseeable future!
Hybrid scenarios across on-premises and the public cloud
2009
2010
2011
2008
2007
2006
Omada Identity
Suite
for FIM 2010
Beta
Omada Identity
Suite
for FIM 2010
Omada Identity
Suite
for FIM2010
additional modules
Packaged Business Processes
for FIM 2010
Role Enforcement Engine
for FIM 2010
Public Cloud
Graphical Business policy
studio for FIM 2010
Template Generator
for FIM 2010
FIM Portal &
FIM Service
Attestation Engine
for FIM 2010
Audit DB
for FIM 2010
Governance Dashboards
for FIM 2010
Role Mining
for FIM 2010
On-premise
Cloud
Omada Cloud Modules
Workflow
On-premise
HR System
FIM
Omada On-premise
Modules
SAP, RACF, and
other systems
AD FS 2.0
Omada Connectivity
Microsoft Connectivity
[email protected]
www.prometric.com/microsoft/partners
www.digitalwpc.com/contest