Transcript CP MM To Partner Opportunity Presentation

Value Added Partner
Opportunities For
The Mid-market
Date Goes Here
Presenter Information Goes Here
Agenda
• Industry Perspectives
• Mid-Market Company Background & Priorities
• Partner Opportunity
• Appendix
Industry Perspectives
4
“
The roughly $29 billion increase in SMB IT
spending in 2011 will be close to the $30 billion
gain of 2010, but with some dramatic shifts…with
interest in cloud computing and virtualization of
on-premises resources reaching new levels.
“
Raymond Boggs
Vice President of SMB Research
IDC
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TODAY’S Situation
Virtualization
Time to Refresh
60
percent of mid-size
businesses think that it is
time to refresh their PCs
and Servers
Source: US Small Business IT Priorities and Marketing Report, Techaisle
Source: US Small Business IT Priorities and Marketing Report, Techaisle
Keeping the Lights On
Upgrade Nirvana
72
40
percent of mid-sized
businesses are seriously
looking at virtualization
percent of mid-sized
companies still run Windows
Server 2003
Source: Internal Microsoft study, 2011
70
percent of the IT budget is
traditionally consumed by
ongoing operations versus
innovation
Source: “Focus Your I&O Budget On Three Key Initiatives,” Forrester Research, Inc., July 16, 2010
Customer Background
And Priorities
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Mid-Market Target
Companies with:
25 – 250 PCs
Aging Servers
Minimal Virtualization
Business Decision Maker
and IT Pro make IT decisions
8
Common Midsize Business Goals
Simplify IT
Save Money
Grow Business
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Top IT Initiatives Over Next Two Years
1
Migrating From Older Technologies
2
Maintaining & Enhancing Current IT Infrastructure
3
Controlling IT Costs
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Partner Opportunity
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“
Microsoft is the natural fit for our customers for
virtualization. With a solution for both the
operating systems, hypervisor, and management
of physical and virtual solutions, the platform is
more complete than any competitor.
“
Dave Sobel
CEO
Evolve Technologies
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Get Started Today
1
2
Be the Trusted Advisor by assessing customer’s needs
3
Upgrade to Windows Server 2008 R2 SP1 with Hyper-V
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Virtualize and Consolidate with Built-in Hyper-V
Centralized IT Management with System Center Essentials
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Why Upgrade? Top Five Reasons
1
2
3
Security &
Availability
Virtualization
Branch Office
Failover Clustering and
Identity Management
Hyper-V is
Built-into the OS
RDS, VDI, and
BranchCache
4
5
Management
Applications
Better together with
System Center
Essentials 2010
Optimized to run SQL
Server, Dynamics, and
other apps
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Virtualization Is Here To Stay:
The Virtualization 3.0 Ecosystem
WW Virtualization-related
Ecosystem Revenue By
Technology Market
$70,000.00
$60,000.00
External cloud virtual servers
Support services
$50,000.00
Integration/consulting/training
Storage software (x86)
Storage systems (x86)
$40,000.00
Server hardware (EPIC, RISC, CISC)
Server hardware (x86)
Virtual server management
Virtual machine software
$30,000.00
$61.7B by 2013
$20,000.00
12.9% growth
$10,000.00
$0.00
2009
2010
2011
2012
2013
Source: Market Analysis Perspective: IDC Enterprise Virtualization Software – Mainstream Adoption of Virtualization to Enable Cloud and Mobility, 2011 and Beyond, March 2011 (#227532)
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Why Microsoft Virtualization?
It’s the Platform
You Know
Virtualization is Built-in
Tools you know
Desktop to
Datacenter
Full range of products &
solutions
Complete
Management
Physical and Virtual
Management
Best TCO / ROI
Lower costs upfront &
ongoing
Easier integration w/
existing systems
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Partner Profitability [Over Time]
Per Project, VMware delivers more revenue and
margin…
Mid-Market Project Revenue and Margin ($000)
… but Microsoft gives you a higher probability
of winning…
… leading to higher Practice revenue and
margin with Microsoft
Mid-Market Deal Win Rate (%)
Practice Revenue and Margin ($000)
3,769
2,665
2,821
125
1,937
99
91
40
34
74
25
20
VMware
Microsoft
VMware
Revenue
Cost
Margin
948
728
Microsoft
Win Rate
VMware
Revenue
Cost
Microsoft
Margin
Note: Assumes competing for 50 deals in year 3 (after practice has
fully ramped up), with 80% Mid-Market and 20% Large Enterprise.
See Economic Model for more details.
Analysis of a typical US partner competing for representative deals of mid-market business customers.
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Partner Profitability
For our Partners, every $1 in
Microsoft Server Virtualization
software generates an additional
$34 in sales of complimentary
Products & Services
$35
$30
Professional Services
$25
Other Software
Business Applications
$20
$5K in Microsoft System Center
=
$170K in Solution Sales for our
VAR and SI Partners
$15
Security Products
Storage Products
Networking Products
$10
$5
$-
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Apples To Apples With VMware
Free Hyper-V with more Features
Lower TCO Compared to VMware
vSphere
Essentials1
System
Center
Essentials2
vSphere
Essentials
Plus1
System
Center
Essentials
Plus3
$495
$412
$3,495
$1,339
Cost Difference
1.2x more
←
2.6x more
←
vSMP Support
4-way
4-way
4-way
4-way
Physical Memory
256GB
1TB
256GB
1TB
Physical Processors
2
8
2
8
Cores Per Processor
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No limit
6
No limit
Yes
(Host/OS Only)
Yes
(Host/OS Apps)
Yes
(Host/OS Only)
Yes
(Host/OS Apps)
ESXi3
ESX4.1 U1
Hyper-V Server
2008 R2 SP1
Price
$0
$0
$0
Bare-metal Hypervisor
x86
x64
x64
Boot from Flash
Yes
Yes
Yes
Host Processors
32 Logical
CPU’s
160 Logical
CPU’s
64 Logical CPUs
vSMP Support
4-way
4-way
4-way
Host Physical Memory
256GB
1TB
1TB
Virtual Machine Memory
64GB
255GB
64GB
Free Remote
Management Client
Needs
vCenter
Needs vCenter
YES
HA / Clustering
High Availability /
Failover Clustering
Needs
vCenter
Needs vCenter
YES
Live Migration
Yes
Yes
Backup / Recovery
Yes
Yes
Dynamic Memory
No
No
YES
In-guest Monitoring
Yes
Yes
High-End Graphics for
VDI
No
No
YES
DRS / PRO
Yes
Yes
OS Deployment
Yes
Yes
Host based console for
configuration and
troubleshooting
No
SW Deployment
Yes
Yes
HW / SW Deployment
Yes
Yes
No
YES
Price*
System Update
Yes
(VM only)
Yes
(Servers, PCs, VMs,
Apps)
* All prices are based on three servers, two processors, with management server costs, and no operating system costs.
1 – VMware does not break out software from server management license cost in its SMB bundles
2 – Server software = $100, Server Management License for three years = $100 x 3
3 – SCE Plus includes System Center Data Protection Manager 2010. Server Software = $100. Server Management License for three years = $400 x 3
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Microsoft a leader in x86 Server Virtualization
Infrastructure
Gartner, Inc. (www.gartner.com), an independent technology
research and advisory company, published a report titled
Gartner Magic Quadrant for X86 Server Virtualization
Infrastructure* by analyst Tom Bittman on June 30, 2011
and named Microsoft as a Leader in this category.
The report also cited Microsoft’s success in this category
among midmarket customers, noting its “strength of
solution and price for midsize enterprises.”
*The Magic Quadrant is copyrighted 2011 by Gartner, Inc. and is reused with permission. The Magic Quadrant is a graphical representation of a marketplace at and for a specific time period. It depicts Gartner's analysis of how certain vendors measure against
criteria for that marketplace, as defined by Gartner. Gartner does not endorse any vendor, product or service depicted in the Magic Quadrant, and does not advise technology users to select only those vendors placed in the "Leaders" quadrant. The Magic Quadrant is
intended solely as a research tool, and is not meant to be a specific guide to action. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.
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“
My customers are looking for me to provide long
term manageability of their IT infrastructure.
Microsoft and its virtualization and management
technologies get me there.
“
Jamison West
Founder & CEO
Arterian
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Your Opportunities Beyond Virtualization
Upgrade &
Virtualization
Managed
Services
TODAY: Drive immediate opportunities
Upsell & Cross-Sell
Opportunities
Application
Migration Services
Reusable IP
TOMORROW: Differentiate via value
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Path To Greater Client Relationships
Dynamics is optimized for
Microsoft virtualization
SharePoint 2010 is changing the
way people collaborate
Perfect opportunity to upgrade
to SQL Server 2008 R2
Virtualize customer’s
infrastructure – it’s built-in!
Significant server (and PC)
upgrade opportunity today.
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Path To Success
Plan
Enable
Show customers how
virtualization can
address business
challenges.
Get up to speed on
how Windows Server
Hyper-V and System
Center Essentials can
drive value.
• Work prospect lists
• Target good offers
• Get training
• Practice selling
• Windows Server Comparison Site
• System Center Essentials Tech Center
• Windows Server Learning Paths
• System Center Essentials Learning Paths
• Technical Presentation to SCE
Create
Demand
Take advantage of
the huge upgrade
opportunity through
marketing and sales
outreach.
Sell
Use tools like MAP to
help customers see
the potential value of
virtualization.
Deploy
Virtualization and
better management
open the door to
bigger opportunities.
• Targeted campaigns
• Run local events
• MAP Assessments
• Use case studies
• Use Microsoft support
• Ask for case study
• Microsoft Mid-Market Server
Upgrade & Virtualization Campaign
• Microsoft Pinpoint Marketplace
• Microsoft Mid-Market Server
Upgrade & Virtualization Campaign
• Microsoft Assessment and Planning
(MAP) Toolkit
• Microsoft Deployment Toolkit (MDT)
• Security Compliance Manager (SCM)
Complete list of resources at http://partner.microsoft.com/serverupgrade
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Some Questions
How do you currently assess customer
upgrade and virtualization opportunities?
How do you envision the Microsoft
Virtualization and Systems
Management competencies playing a
role in your business?
Would you be interested in working with us to
develop a plan to kick-start a Microsoft
Virtualization Practice in your organization?
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Appendix
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Better Together
• Built in Hyper-V virtualization
• Built in Virtual Machine Manager
• Convenient virtualization rights
• Simplified, single console
• Built-in high availability
• New licensing offer for mid-sized companies
Cost Effective Platform for Growth!
Physical & Virtual Management!
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Benefits Of Migrating From Windows Server 2000 & 2003
Simplified Management
Better Networking
Increased Efficiencies
• Best Practice Analyzer keeps all
your server configurations in up
to date
•
Lower WAN costs via an easy-toconfigure and easy-to-maintain
caching solution
•
Core Parking sets processor cores
into sleep mode when underutilized
• Updated Backup utility allows
for more granular backup jobs
•
BranchCache caches files at
branch to reduce WAN utilization
•
• Built-in virtualization makes it
easy to consolidate workloads
•
Secure remote access sessions via
DirectAccess
Administrators can design power
policies to ‘throttle-down’ servers
during off-hours
•
Hardened kernel reduces attack
surface
Decade of Support - Windows
Server 2008 R2 is fully supported
•
Vibrant 64-bit ISV community
gives great future options
• 64-bit Operating System
provides higher performance
•
Windows Server 2000 is END of LIFE and Windows Server 2003 is at END of SUPPORT (7/2010)
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HP Virtualization Smart Bundles With Hyper-V
HP ProLiant G6/G7 Server
Windows Server 2008 R2
with Hyper-V
Decreased Cost + Simplified IT
HP Storage and
Networking
End-to-end Virtualization
& High Availability
HP Insight with System
Center Essentials 2010
One Console to Manage Physical
& Virtual Environments
The first end-to-end virtualized environment that delivers application high availability
without external shared storage
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Dell 3-2-1 Reference Configuration
3
Two Dell PowerEdgeTM R515 Servers
One Dell PowerEdge R415 Server
2
Two Dell PowerConnectTM
6248 Switches
1
One Dell EqualLogic© PS4000XV
Storage Array
Packaged with the following solutions:
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