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 - [email protected] 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.