Datacenter & Private Cloud – Sales Guide
Helping you sell Private Cloud and Systems Management in Corporate Accounts
Opening
questions
Do you have a single view of your physical and virtual environments?
What challenges do you face to virtualize more of your Infrastructure?
Has your desktop strategy been reviewed and updated lately?
Painprobing
questions
Do you use different vendors/technologies to manage your physical & virtual servers?
Are you reluctant to virtualize new workloads because they will add management
complexity?
Are you delaying virtualizing some applications because the cost is too high?
Are you considering using desktop virtualization technologies (including VDI)?
Are you considering cloud-based management systems?
“Microsoft® has solutions for a more managed, virtualized and secure Infrastructure on your
journey to Cloud Computing. Let me describe them, to help you choose which fits your needs…”
INTEGRATED MANAGEMENT APPLICATION TRANSFORMATION
is for businesses who want to gain
productivity by managing their
datacenter through one unique console.
is for businesses who want to benefit from
the best performance of their Microsoft
applications.
PRIVATE CLOUD
Enable your own datacenter to deliver IT
as Cloud Services, through management
automation and resource provisioning.
Which solution matches your business needs?:
Integrated Management
GOOD BETTER BEST






Lower cost of Virtualization and improved performance of virtualized
Microsoft applications


Access to Microsoft Desktop Virtualization technologies & VDI rights


Manage physical and virtual servers through a single console

Simplified Desktop management with policy control & PC recovery
Datacenter Enrollment with rights to latest and best software versions

Application Transformation through Virtualization
Private Cloud


Automatically trigger resource optimizations based on business needs.
Move your Infrastructure to the Cloud, on your terms
GOOD
BETTER
BEST
PAIN
SOLUTION
EVIDENCE
Integrated Management
MANAGE PHYSICAL AND VIRTUAL SERVERS THROUGH A SINGLE CONSOLE
System Center can manage your whole Datacenter, including VMware virtual machines.
Cost of multiple management Integrated Management with System Center Server
System Center manages the physical and virtual
solutions across your
environments across datacenters, client computers,
datacenter
and devices.
Reduced service levels a
Unique Management suite in a single, integrated
result of inability to
interface
coordinate management
Manages Configuration and operations of servers, as
across multiple infrastructure
well as virtual machines, including VMware.
and service components
Leverage existing investment in MS technology.
•
Eugenco, an engineering,
logistics and project
management services company,
saved $102K AUD in software
and overhead costs while
steadily improving service
delivery and IT productivity.
SIMPLIFIED DESKTOP MANAGEMENT & SECURITY:
Do you need an integrated PC and device management solution?
Lacking agility due to
decentralized infrastructure
High cost of operations due
to multiple platforms, OS’s,
virtualization and security
technologies.
Integrated Management and Security with System Center
Client and Forefront Endpoint Protection
Update, configure, image and deploy centrally
Unified view for reporting and system health
Windows Intune provides a cloud-based standardized
management infrastructure
Manage remote, branch & contracted PCs anytime
they’re connected, from any location
All-in-one cloud-based management, anti-virus,
malware solution, and non-domain PC support
IDC analysis shows savings of
$702/PC/year by using
Windows Intune
Gartner: Well-managed PCs
can save companies 42% in
four-year TCO over unmanaged
PCs
DATACENTER ENROLLMENT WITH RIGHTS TO LATEST VERSIONS
How complicated is your Software Asset Management?
Yankee Group survey shows
that 90% of companies
worldwide have had to deal
with software licensing noncompliance
Software Assurance benefits (active contracts)
Access to current and future versions of Windows
Server and System Center
Enrollment for Core Infrastructure (ECI)
ECI brings together Windows Server, Microsoft System
Center server management, and Microsoft Forefront™
Client Security so that customers easily license software
they need for a protected, well-managed infrastructure.
Full ECI benefits description
available at
http://www.microsoft.com/lice
nsing/licensingoptions/enrollments.asp
Application Transformation through Virtualization
LOWER COST AND HIGHER PERFORMANCE VIRTUALIZATION ON HYPER-V:
Are you delaying virtualizing some applications because the cost is too high?
No centralized management
tools across h/w, hypervisor,
and apps
Costs add up as you virtualize
more (VM based models)
Lack of processes, automation
and control to handle VM
sprawl
Microsoft Best on Microsoft
If you want best-in-class virtualization performance for
Microsoft workloads, do it on Hyper-V. The workloads
that matter most run best on Hyper-V.
Multi-hypervisor Environments
Lower cost, unified management
Respond quickly to business requirements & changes in
demand for applications and infrastructure
ESG Study demonstrated that
virtualization of SharePoint, SQL
and Exchange runs better on
Hyper-V.
SharePoint: A single server running 5
VMs supported more than 450,000
concurrent SharePoint users
Exchange: A single server running 4
VMs supported 20,000 mailboxes
ACCESS TO MICROSOFT DESKTOP VIRTUALIZATION:
Are you considering using desktop virtualization technologies?
Not able to maintain the latest
patch levels for all of your
desktop OS’s and applications.
Costs associated with high
support desk volumes from
desktop configuration and
user-related issues.
Microsoft portfolio of desktop virtualization technologies
Access to personalized work desktop and resources
from any device
Quickly replace lost or stolen PC without losing personal
settings and productivity
Easier and faster application deployment, application
compatibility, and higher business service levels (App-V,
Med-V, VDI rights)
‐ Application compatibility testing and deployment
‐ Self-provisioning
‐ Disaster continuity (App-V, Med-V, Hyper-V, VDI)
Expedia used App-V to stream
Hansa|GCR documents TCO
savings of up to $82/PC/year
with MDOP Application
Virtualization
Forrester found Application
Virtualization saved
$46/PC/year (1.5 hrs/PC in SW
install, 2 help desk calls/PC, and
2.5 FTEs in application testing)
PAIN
SOLUTION
EVIDENCE
Private Cloud
MOVE TO THE PRIVATE CLOUD, ON YOUR TERMS
Automatically trigger resource optimizations based on business needs
Cost of manual and
unreliable
management activity
across process
Reduced service
levels a result of
inability to coordinate
management across
multiple
infrastructure and
service components
PRIVATE CLOUD IS THE IMPLEMENTATION OF CLOUD
SERVICES on resources dedicated to your organization.
“Even after five years of building up our
VMware environment, the cost savings
and integrated management tools
Within your reach today: Microsoft provides a familiar inherent in a Microsoft solution justified a
and consistent platform across physical, virtual, private, total migration to Hyper-V.”
and public cloud environments, so you can use the
investments and skill sets you already have, while taking Egbert Fichtler
advantage of the value the cloud offers.
Head of IT Infrastructure
Miele & Cie
Optimized for service delivery: With the Microsoft private
cloud, you can manage across heterogeneous Customer case studies:
environments, standardize and automate datacenter http://www.microsoft.com/casestudies
processes, and provide deep insight into key business
applications.
Private Cloud Case Study: Lionbridge
Harness the full power of the cloud: Powerful identity,
application framework, development, and management
tools span across private and public cloud environments,
giving you the flexibility and control on your applications.
http://www.microsoft.com/casestudies/Microsof
t-System-Center-Virtual-Machine-Manager-2008R2/Lionbridge/Global-Translation-ProviderSimplifies-Private-Cloud-Administration-withPortal/4000007959
Private Cloud Case Study: Convergent
Computing
http://www.microsoft.com/casestudies/Windows
Private Cloud at One-Third the Cost of VMware
Microsoft provides private cloud architecture that is one- -Server-2008-R2-Service-Pack-1/ConvergentComputing/Consultancy-Helps-Customersthird the cost of a comparable offering from VMware.
Optimize-Servers-Save-1.2-Million-with-PrivateSee the comparison information on this site.
Cloud/4000010002
The primary way to frame the discussion around Windows Server 2008 R2 is by positioning the overall
value Microsoft offers with it’s Management, Virtualization and Private Cloud solutions.
Windows 2008 R2 allows customers to:
How to position
Upgrade to WS
2008 R2
Manage heterogeneous environments, including Linux VMs and other virtualization platforms like
VMware.
Provides a deeper level of application management to increase service reliability and performance.
Simplified management capability across infrastructure through a ‘single pane of glass’.
If you are discussing a Windows Server upgrade with your customer, you should ask them to run (or run for
them) the Microsoft Assessment and Planning Tool . This tool provides a clear picture of how many Windows
Server 2003 instances are living in the customer’s environment and report on how to migrate to Windows
Server 2008 R2.
OBJECTION
RESPONSE
Microsoft doesn’t
have all the
advanced VMware
capabilities
I have already
invested in
VMware.
Gartner places Microsoft as a leader in the server virtualization market1 .
Hyper-V and System Center VMM have “must have” server virtualization features like Dynamic
Memory, High Availability, Live Migration, Storage Migration etc.
Additionally, System Center offers a wide array of server-management capabilities like physical
management, cross-hypervisor and application monitoring that VMware cannot provide
You can use System Center to manage VMware, as SC supports cross-hypervisor management.
System Center can manage your physical servers and offers best “in guest” management.
You can use Hyper-V for test/dev., branch office, and some scenarios to begin with and as you realize
the cost benefits of Hyper-V, expand into mission-critical apps and production environments.
Windows 7 Enterprise saves money by simplifying desktop management, improving security and
compliance, reducing deployment costs and improving service to users – you get a 7 month payback.
An IDC study showed IT labor costs can fall by 56% per desktop per year with the Optimized Desktop.
An Enterprise Agreement or Software Assurance allows licensing costs to be spread over 3 years.
We don’t have the
budget!
I’m considering
VMware® VDI
1Gartner,
Regardless of the VDI solution you choose, you need Windows licenses that are only available through
Windows SA (VDA)
“Microsoft has long offered the broadest portfolio of virtualization technologies in the industry” – IDC
Magic Quadrant for x86 Server Virtualization Infrastructure 2011, http://www.gartner.com/technology/media-products/reprints/microsoft/vol2/article8a/article8a.html
LICENSING
❶ Buy or Upgrade to System Center Suites
 What: Integrated Management and automation in one single package
Two
 Who: Customer planning to own several components of System Center.
Licensing
Priorities for ❷ Upgrade to ECI:
Datacenter
 What: Integrated Hypervisor, Management and Security in a price discounted package
 Who: Customers with Windows Server EA, customers looking for a System Center
discount
ECI Datacenter Edition provides:
• Unlimited number of virtualized Windows Server
instances
• Management for an unlimited number of virtual
machines (and more importantly the apps
running within those VMs) for all of System
Center components.
• Forefront Endpoint Protection for an unlimited
number of virtual machines which provides a
unified, multilayered, and highly manageable
approach to protecting servers from malware
http://www.microsoft.com/licensing/licensingoptions/enrollments.aspx#tab=3
Solution  The Solution Incentives reward partners for driving sales of specific Microsoft solutions.
Incentive  Partners with active-Gold competencies in any of the following competencies may participate:
Program for
Virtualization & Systems Management, Identity & Security, Server Platform, Data Platform, Business
Intelligence, Application Integration.
Virtualization
&  Products included in Virtualization and Management SIP: SMSE, SMSD, ECI, SCVMM, VDI Management,
SCOM, SCCM, SCDPM, WEDM, Forefront, UAG
Management
Hyper-V  The Hyper-V Cloud Accelerate (HVCA) program provides guidance and resources to support customers in
Cloud
trying and deploying Hyper-V in their datacenter.
Accelerate  Customers can access deployment guides, licensing information, partners lists and trial software here.
Program  Partners will find guidance and resources for HVCA in the PSP activation kit, available in mid September.
ECI Bounty
for LARs
Planning
Services
(PVDPS)
 WW LAR ECI Bounty is a partner field sales incentive program that pays LAR sellers and LAR licensing
specialists to sign net new ECI deals with their Corporate Account customers in FY12.
 Worldwide, the program will be launching on September 2011. Program is applicable for the first 205 ECI
deals registered and signed between September 1 and June 15, 2012 or until program funding is consumed
 Eligible accounts must be in Corporate Accounts segments: EPG-CAM, SMS&P-CAM, SMS&P-CTM.
 Partners need to register their deals prior to closing at the alias - ECIBounty@microsoft.com.
 The PVDPS program lets Software Assurance (SA) customers use their SA benefits to receive up to 15 days of
deployment planning support from qualified Microsoft partners at no cost.
 Partners also receive technical/sales tools, training, and best practices that support them throughout their
planning engagements.
 Encourage customers to learn about PVDPS here
 Educate Partners on the program and encourage them to register at www.microsoftpvdps.com.