SI value proposition

Report
•
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

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