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