• Partner Success Story • Section III - Licensing • Section IV – Resources & Next Steps 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 You… You… • Provide solutions beyond the limitations of existing datacenters to include infrastructure and applications • Are the trusted advisor to navigate the emerging landscape for customers You… You… • Build best-practice to showcase Private Cloud implementation and show proof of control, security, compliance and compatibility • Assess, advise, and help your customers make the right purchasing decision to build a long-term Cloud-optimized plan with short-term value Transform You… • Lead customers in the transformation from costly legacy systems to Cloud-enabled environments = Transform 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 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 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 Productive Infrastructure Infrastructure integration & management • Server consolidation, virtualization, and migration • Server upgrade • Storage (SAN), backup, disaster recovery, and security Desktop management Predictable Applications Your Customers’ Cloud 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 Your Customers’ Cloud Infrastructure scenarios • Heterogeneous hypervisor and device management • Automating VM provisioning and monitoring • Self-service infrastructure and user experience • High availability for Exchange, SQL, SharePoint • Automating compliancy Application dev/application management scenarios • Reducing downtime and remediation for LOB apps • Automating patch and configuration management • Deploying Server App-V as an alternative to Cloudhosted VMs (i.e. Amazon) • Heterogeneous (.NET and Java) platform management 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 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 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) Partner Situation Partner Customer Pressures Develop new practice to help enterprise customers: • Create cost-effective infrastructure • Provide scalable and optimized server capacity • Improve agility and business continuity Aging Prolific Servers “Companies often struggle to optimize server capacity, achieve scalability and high-availability for business-critical applications, and gain better control of their data centers, but at the heart of all of those issues is saving money and managing costs.” Rand Morimoto President, Convergent Computing Growing IT Costs Downtime and Limited Disaster Recovery Plans Solution Results Convergent Microsoft Private Cloud Practice 1. Leveraged on-demand training for MAP and Microsoft Private Cloud technologies 2. Used MAP Toolkit to help customers see value 3. Standardized on Windows Server 2008 R2 SP1 with Hyper-V 4. Using Microsoft System Center portfolio to provide management Reduced server count increased utilization Extreme scalability for web-based services Dynamic scalability for business-critical services Improves ability to manage costs Helps customer reduce $1.2M a month in costs “By using Microsoft cloud services, we can deploy a comprehensive, optimized private cloud infrastructure that delivers the control and agility that enterprise customers want.” Rand Morimoto President Convergent Computing Maximize your opportunities by leveraging Private Cloud momentum and simplifying purchasing for your customers Private Cloud Value: Maximizing Cloud capacity with unlimited virtualization 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 Two OSEs Unlimited OSEs 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) • License Mobility through Software Assurance • Deployment Planning Services • Microsoft Private Cloud Fast Track • Hyper-V™ Deployment Guides • Microsoft Deployment Toolkit • Security Compliance Manager 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. 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 PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS System Center 2012 Heterogeneous support Multi-hypervisor, cross-platform monitoring Integrated automation across management toolsets Process automation Flexible workflows across multiple organizational silos and systems 26 Integration Packs out of box to interoperate with toolsets from HP, BMC, CA, EMC and VMware Self-service infrastructure Dynamic optimization for Hyper-V, VMware ESX, and Citrix XenServer clusters YOUR CUSTOMERS’ CLOUD Partner Opportunities & Benefits Scale-up your service offerings from Virtualization to Private Cloud with what you already know Profit by delivering datacenter automation & transformation for Private Cloud Enable business users to manage cloud capacities, with just a few clicks, through self-service PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERS’ CLOUD APPLICATION FRAMEWORKS 3RD PARTY MANAGEMENT OPERATING SYSTEMS MULTIHYPERVISOR MANAGEMENT HYPER-V CLOUD FAST TRACK PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERSs CLOUD PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS System Center 2012 Deep application monitoring and diagnosis End-user application performance and availability monitoring SLA dashboards and reports Comprehensive application manageability Decouple your applications from the infrastructure with Server Application Virtualization Application portability Workflow management for application Service-centric approach Full application lifecycle management Application and service owners to deploy and manage services on private clouds YOUR CUSTOMERS’ CLOUD Partner Opportunities & Benefits Change your conversation with customers from infrastructurefocused to applications/service management-focused Implement SLA-driven Private Cloud services up to applications – application provisioning, capacity allocation, high availability, security/control, and charge-back Standardize end-to-end application lifecycle and increase the depth and breadth of your offerings for application management PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERS’ CLOUD Manage Applications with a Cloud Approach Standardized Application Provisioning Easily Upgrade Applications App Ops Service template (Multi-tier .NET applications) Web tier Application tier Data tier Scale out & health policy Scale out & health policy Scale out & health policy IIS Application server SQL App Ops Server Application Virtualization HW profile OS profile App profile HW profile OS profile App profile HW profile OS profile App profile OS .NET Java DC Admin PRODUCTIVE INFRASTRUCTURE Web PREDICTABLE APPLICATIONS App Data YOUR CUSTOMERS’ CLOUD PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS System Center 2012 Flexibility with delegation and control Delegated authority and tools to end-users with self-service Control across Private and Public Cloud environments Applications self-service across Clouds Common self-service experience across Private Cloud and Public Cloud YOUR CUSTOMERS’ CLOUD Partner Opportunities & Benefits Deliver your customers a consistent experience across Private Cloud and Public Cloud Build on-prem Private Cloud service offerings and expand to Public Cloud and hosting services Provide Hybrid Cloud offerings for infrastructure and application management Consistent physical, virtual, and Cloud management Application migration and management service offerings across Private Cloud and Public Cloud PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERS’ CLOUD Self-service delegation and single sign-on Visibility and control for your applications across your Private Cloud and Windows Azure PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERS’ CLOUD ENTERPRISE APPLICATIONS Common application dashboard Public Cloud Private Cloud Configuration Manager Data Protection Manager NEW! App Controller Service Manager Operations Manager Orchestrator NEW! Virtual Machine Manager License the full power of System Center simply by assigning Management Licenses to managed devices Deployment Licenses Required Managed Servers Management Server • Rights to run Management Server software are included with Client MLs and Server MLs Managed Clients • SQL runtime is included with Management Server software Enrollment for Core Infrastructure Licensing Complete Private Cloud solution in one cost-effective offer Two ECI Editions Enrollment for Core Infrastructure Datacenter For Highly Virtualized Environments Enrollment for Core Infrastructure Standard For Lightly or non-Virtualized Environments Key Changes Complete Private Cloud solution offered in two editions differentiated only by virtualization rights Editions provide all the features and capabilities to enable any private cloud workload* Each license covers up to 2 physical processors - ECI requires a 25 license minimum initial purchase ECI Standard will include all System Center 2012 capabilities Updated pricing reflects changes and includes effective promotion on ECI Standard