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SI Value Proposition

SI Value Proposition. [Speaker Name] 1/06/2012. Agenda. Section I – Private Cloud Overview Customer Pain Points IDC Future Predictions Why Microsoft for Cloud – Management is the Key Why Microsoft Needs Partners for Private Cloud Microsoft and Partner Solution

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SI Value Proposition

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  1. SI Value Proposition [Speaker Name] 1/06/2012

  2. Agenda • Section I – Private Cloud Overview • Customer Pain Points • IDC Future Predictions • Why Microsoft for Cloud – Management is the Key • Why Microsoft Needs Partners for Private Cloud • Microsoft and Partner Solution • Be Part of the Explosive Private Cloud Growth Section II – Partner Opportunities with System Center 2012 • Microsoft Leads Private Cloud Momentum • System Center – The Evolution and What’s New • System Center – Ready Now. Built for the Future. • Partner Opportunities with System Center • Microsoft Advantage Over VMware • Partner Success Story • Section III - Licensing • Section IV – Resources & Next Steps

  3. Section I – Private Cloud Overview

  4. Customer Pain Points I need to meet my SLAs and respond with agility to business problems and opportunities It’s expensive to manage all of my infrastructure with multiple tools and processes I want a single view of Public and Private Clouds I have over a dozen management tools from various vendors that don’t work well together I want predictable spend for datacenter management I virtualized, and now I have virtual server sprawl

  5. IDC - “Worldwide System Infrastructure Software 2012 Top 10 Predictions” Customers will face confusing choices as virtualization, Cloud system software, and infrastructure automation software converge. Private Clouds will grow like gangbusters, one use case at a time. 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”

  6. Cloud Drivers Agility Focus Economics

  7. Cloud Obstacles Agility Security Focus Compliance Economics Compatibility

  8. Best in Class Private, Public, and Hybrid Cloud Public CommonTechnologies Identity ▪ Virtualization ▪ Management ▪ Development Private

  9. Control Heterogeneous Environments Across Public and Private Cloud: Management is Key Public Management ▪ Development Identity ▪ Virtualization ▪ Multiple Operating Systems Integrated Automation Across Management Multi-Hypervisors Management Application Frameworks Private ESX XenServer

  10. Control Heterogeneous Environments Across Public and Private Cloud: Management is Key Public Management Multiple Operating Systems Integrated Automation Across Management Multi-Hypervisors Management Application Frameworks Private ESX XenServer

  11. Why Microsoft needs Partners for Private Cloud You… You… • Assess, advise, and help your customers make the right purchasing decision to build a long-term Cloud-optimized plan with short-term value • Are the trusted advisor to navigate the emerging landscape for customers Tell the Story Manage Partners You… You… Prove • Build best-practice to showcase Private Cloud implementation and show proof of control, security, compliance and compatibility Advise and Plan • Provide solutions beyond the limitations of existing datacenters to include infrastructure and applications Transform You… • Lead customers in the transformationfrom costly legacy systems to Cloud-enabled environments

  12. Microsoft and Partners Deliver the Private Cloud Promise Public Tell the Story Manage = Partners Prove Advise and Plan IT as a Service Private Transform Customer Satisfaction & Profitable Partners

  13. Section II – Partner Opportunities with System Center 2012

  14. All Attention is on Private Cloud & Microsoft is Leading the Way! 43% = How much the Private Cloud market is expected to grow between 2010-2015 • Source: “Worldwide Enterprise Server Cloud Computing 2010–2014 Forecast” IDC, May 2010 • Fastest Growing Virtualization Solution • Leading Management Solution Source: IDC Management Tracker: Microsoft Internal research Source: IDC WW Quarterly Server Virtualization Tracker, March 2011

  15. System Center: The Solution for Today and the Future Capabilities Components Capabilities Components new new Application Insight App Controller App Controller Application Insight 2010 Service Management Service Manager Service Management Service Manager 2009 new IT Process Automation new Orchestrator IT Process Automation Orchestrator 2007 Virtual Workload Provisioning Server Virtualization Virtual Machine Manager Virtual Workload Provisioning Virtual Machine Manager Manage Private and Public Cloud applications and workloads with a common solution 2006 Data Protection Manager Backup & Recovery Data Protection Manager Backup & Recovery 2000 Monitoring Operations Manager Monitoring Operations Manager 1994 Configuration Manager Configuration Configuration Manager Configuration ENABLE THE CLIENT ENTER THE DATACENTER INTEGRATED VIRTUALIZATION HETEROGENEOUS SUPPORT EMBRACE THE CLOUD

  16. System Center: What’s New • 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 Predictable Applications Productive Infrastructure Your Customers’ Cloud

  17. System Center: What’s New in Client ManagementClient management enables a simple, consistent way to take advantage of the value of System Center 2012 EMPOWER USERS UNIFY INFRASTRUCTURE SIMPLIFY ADMINISTRATION • Empower people to be productive from anywhere on whatever device they choose • Device freedom • Optimized, personalized application experience • Application self-service • Reduce costs by unifying IT management infrastructure • Mobile, physical, and virtual management • Security & compliance • Integrated service management • Improve IT effectiveness and efficiency • Comprehensive client management capabilities • Improved administrator effectiveness • Reduced infrastructure complexity

  18. Grow Your Business with System Center 2012 + Incentives, Readiness, Demand Generation, and Sales Support Partner Benefits Larger Deals New Cloud Practices Profitability Best Value to Customers Grow deal size with what you already know by managing infrastructure and applications across multiple hypervisors, platforms, and toolsets Embracing Cloud attributes and service orientation enable net new business models and service offerings Increase profit by delivering Private Cloud services, and leverage the Microsoft price advantage for greater margin or competitiveness Grow your customer loyalty by delivering business value beyond virtualization, lowering TCO, and protecting customers’ current investments

  19. Gain Incremental Profit • PRIVATE CLOUDOPPORTUNITY • SERVER VIRTUALIZATION OPPORTUNITY Enabling Private Cloud $656K Private Cloud Partner Margin $75K $207K Combined Margin $132K $75K Cost of Private Cloud $506K 1000s Partner Margin $132K $449K Combined Cost $374K 1000s $374K Cost Cost of Virtualization Potential higher margin Example Based on 100 Server Consolidation Scenario + Private Cloud (Software, Hardware, Services) Source: Microsoft Partner Economic Model for Server Virtualization, Microsoft internal estimates

  20. Position ECI in Every Opportunity for System Center PARTNER OPPORTUNITY TODAY UNCHANGED NEW BUS. OPPORTUNITY Services + Hardware + Software • Workloads: OS + Applications • ON-PREMISES PRIVATE CLOUD • HOSTED PRIVATE CLOUD • PUBLIC CLOUD • HYBRID CLOUD Capabilities • Development • ON-PREM PRIVATE CLOUD IMPLEMENTATION • DESKTOP • HOSTED PRIVATE CLOUD INFRASTRUCTURE • HOSTED PRIVATE CLOUD SERVICES • VALUE-ADDED CLOUD SERVICES RESELL • PACKAGED SOLUTIONS • Identity & Security WORKLOADS / APPS • HYBRID ENVIRONMENT MANAGEMENT OFFICE 365 DYNAMICS CRM WINDOWS INTUNE OUTSOURCED WORKLOAD (E.G., VDI, HOSTED EXCHANGE) OUTSOURCED WORKLOAD VDI / RDS NEW WORKLOADS • Management • Virtualization SYSTEM CENTER SYSTEM CENTER SYSTEM CENTER SYSTEMCENTER SYSTEMCENTER SYSTEMCENTER SYSTEM CENTER SYSTEMCENTER • Platform AZURE HYPER-V VIRTUALIZED ENVIRONMENT HYPER-V VIRTUALIZED ENVIRONMENT HYPER-V VIRTUALIZED ENVIRONMENT HYPER-V VIRTUALIZED ENV. PHYSICAL LAYER PHYSICAL LAYER DESKTOP / DEVICES PHYSICAL LAYER

  21. System Center 2012 Expands Opportunities Today Partner Opportunities Today • 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 Predictable Applications Productive Infrastructure Your Customers’ Cloud

  22. System Center 2012 Partner Opportunity Examples Specific Examples of Partner Opportunities Today • 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 Cloud-hosted VMs (i.e. Amazon) • Heterogeneous (.NET and Java) platform management Predictable Applications Productive Infrastructure Your Customers’ Cloud

  23. System Center 2012: Future-Ready Partner Future Opportunities • 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 Predictable Applications Productive Infrastructure Your Customers’ Cloud

  24. Microsoft Continues as the Value LeaderMicrosoft Private Cloud value grows with density Price advantage increases win ratio for Microsoft partners and accelerates sales cycle At 15 VMs per processor, Microsoft Private Cloud solution is 1/16th the cost of a comparable VMware Private Cloud solution Using vCOPS Enterprise Plus 16X 7.6X Private Cloud with 500 VMs @ 4GB each

  25. System Center 2012 Competitive Advantage Microsoft Focuses on Applications while VMware Focuses on Infrastructure Capability Microsoft System Center 2012 Advantage Comparison: Microsoft (WS 2008 R2 SP1+System Center 2012) vs VMware (vSphere 5 + Cloud Infrastructure Suite)

  26. Partner Success Story: ConvergentThe challenge Partner Customer Pressures PartnerSituation • 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 Growing IT Costs “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 ! Downtime and Limited Disaster Recovery Plans

  27. Partner Success Story: ConvergentThe solution Results Solution Convergent Microsoft Private Cloud Practice Leveraged on-demand training for MAP and Microsoft Private Cloud technologies Used MAP Toolkit to help customers see value Standardized on Windows Server 2008 R2 SP1 with Hyper-V 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 MorimotoPresident Convergent Computing

  28. Part III – System Center 2012 Licensing

  29. Microsoft Private Cloud Licensing Improvements Maximize your opportunities by leveraging Private Cloud momentum and simplifying purchasing for your customers Microsoft Private Cloud licensing achieves this by: • Private Cloud Value: • Maximizing Cloud capacity with unlimited virtualization Simple Licensing: Product offerings simplified to two licensing editions Consistent Capabilities: Including all the Private Cloud features in every license

  30. What’s Changing with System Center 2012 LicensingSimplifying & optimizing licensing for Private Cloud and Consumerizationof IT What stays the same What changes Standalone products become components of integrated product Management Licenses Managed devices require Management Licenses Software Assurance is included with all licenses Concept of an Operating System Environment (OSE) and when a Management License is required Server Management Licenses align to processor-based model, each license covers two processors Server MLs differentiated based on virtualization rights & suited into ECI Management server software and supporting SQL Runtime are now included with every Management License and Management Server Licenses are discontinued Client MLs differentiated on component functionality and suited into Core CAL/ECAL

  31. System Center 2012 Simplified Server Management Licensing System Center 2012 Licensing Editions High Density Virtualization Low Density or No Virtualization Comprehensive Private Cloud management solution differentiated on virtualization Two Editions • Customers can manage any workload with both - Management software and SQL technologies are included • All the features All the time Unlimited OSEs Two OSEs • Operations Manager • Configuration Manager • Data Protection Manager • Service Manager • Virtual Machine Manager • Endpoint Protection * • Orchestrator • App Controller * • Operations Manager • Configuration Manager • Data Protection Manager • Service Manager • Virtual Machine Manager • Endpoint Protection * • Orchestrator • App Controller * • Processor-based Licensing • Processor-based licensing simplifies purchasing and management • * New Component Introduced with System Center 2012

  32. Part IV – Resources and Next Steps

  33. Microsoft Commitment & InvestmentHuge momentum for partners to build Private Cloud practice Drive Strong Awareness & Customer Demand Generation Global Advertisement Partner Programs & Investments Private Cloud Launch Goal: Fundamentally change industry momentum by winning Private Cloud New: Major H2 Execution • Journey to the Cloud • Goal: Drive Demand and optimize opportunities • New: Private Cloud Immersion Hyper-V Cloud Accelerate Resources for Microsoft Cloud assessments, proof of concept, pilots, and deployments Deployment Planning Services Drive more sales by evaluating customer environments and getting monetary benefit by using customer SA hours Cloud Assessment Tool Lead generation tool for developing and implementing Private and Public Cloud solutions Fast Track Partners Pre-configured servers from Fast Track Partners help you get your private cloud solutions deployed faster Solution Incentive Program Management and virtualization solution partners can earn fees up to 20 percent of the deal size on eligible opportunities Sales Planning/Deployment Help solve customer IT planning, deployment, and operational challenges with no-cost Microsoft Solution Accelerators

  34. Resources and Next Steps 1 2 3 4 5 • 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 • ENABLE • Virtualization Competency • Identity and Security Competency • Systems Management Competency • Server Platform Competency • Microsoft Action Pack Solution Provider • CREATE DEMAND • Customer Cloud Assessment Tool • Private Cloud Campaign Materials • Pinpoint • Microsoft Private Cloud Accelerate Program • Microsoft Assessment and Planning Toolkit (MAP) • SELL • Private Cloud Strategy & VMware Compete Course • The Solutions Incentive Program • Enrollment for Core Infrastructure (ECI) • License Mobility through Software Assurance • DEPLOY • 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!

  35. © 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.

  36. Appendix

  37. System Center 2012 Productive Infrastructure Predictable Applications Your Cloud Apps power your business Deliver predictable application service levels with deep application insight Deliver flexible and cost effective infrastructure with what you already know and own Private and public cloud computing on your terms managed witha common toolset • Flexibility with delegation and control • Application self-service across clouds • Physical, virtual, and cloud management • Heterogeneous support • Process automation • Self-service infrastructure • Deep application monitoring and diagnosis • Comprehensive application manageability • Service-centric approach

  38. PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERS’ CLOUD Deliver Best Private Cloud Offerings Across Multiple Platforms Partner Opportunities & Benefits System Center 2012 • Heterogeneous support • Multi-hypervisor, cross-platform monitoring • Integrated automation across management toolsets Scale-up your service offerings from Virtualization to Private Cloud with what you already know • 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 Profit by delivering datacenter automation & transformation for Private Cloud • Self-service infrastructure • Dynamic optimization for Hyper-V, VMware ESX, and Citrix XenServer clusters Enable business users to manage cloud capacities, with just a few clicks, through self-service

  39. PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERS’ CLOUD Microsoft Private Cloud Integrates Tightly with Existing Tools • Manage through a single pane of glass • Integrated automation Application Frameworks • 3rd Party • Management Operating Systems Multi- hypervisor Management Hyper-v cloud Fast track

  40. PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERSs CLOUD System Center 2012 Enables You to Deliver Best Private Cloud Services Across Multiple Platforms Self-service infrastructure Heterogeneous Environment Management Process Automation Your business units can request additional cloud capacity in self-service mode Flexibly add capacity to the Marketing cloud through a Service Catalog request 200 400 20 Platinum Marketing Submit Submit Anticipating holiday season shopping spike

  41. PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERS’ CLOUD Provide Service-oriented Transformation with Deep Application Insight System Center 2012 Partner Opportunities & Benefits • Deep application monitoring and diagnosis • End-user application performance and availability monitoring • SLA dashboards and reports Change your conversation with customers from infrastructure-focused to applications/service management-focused • Comprehensive application manageability • Decouple your applications from the infrastructure with Server Application Virtualization • Application portability • Workflow management for application Implement SLA-driven Private Cloud services up to applications – application provisioning, capacity allocation, high availability, security/control, and charge-back • Service-centric approach • Full application lifecycle management • Application and service owners to deploy and manage services on private clouds Standardize end-to-end application lifecycle and increase the depth and breadth of your offerings for application management

  42. PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERS’ CLOUD Manage Applications with a Cloud Approach Easily Upgrade Applications Service template (Multi-tier .NET applications) Standardized Application Provisioning Web tier Application tier Data tier Scale out & health policy Scale out & health policy Scale out & health policy SQL IIS Application server Server Application Virtualization HW profile OS profile App profile HW profile OS profile App profile HW profile OS profile App profile .NET OS App Ops App Ops DC Admin Java

  43. PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERS’ CLOUD System Center 2012 Enables Service-oriented Transformation with Deep Application Insight Deep App Monitoring and Diagnosis Service Centric Approach Comprehensive App Manageability App Data Web Scale Out Rules Scale Out Rules Scale Out Rules Service Template - Multi-Tier .Net App IIS SQL App Server OS Profile OS Profile OS Profile App Profile App Profile App Profile HW Profile HW Profile HW Profile W2K8.VHD OS Settings MSDeploy package and configuration settings App-V package and configuration settings SQL DAC package and configuration settings

  44. PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERS’ CLOUD Provide Service-oriented Transformation with Deep Application Insight Partner Opportunities & Benefits 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 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 • Applications self-service across Clouds • Common self-service experience across Private Cloud and Public Cloud 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

  45. Self-Service Application Management Across Clouds 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

  46. Common Application Management Experiences Across Clouds Public Cloud Private Cloud PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERS’ CLOUD ENTERPRISE APPLICATIONS Common application dashboard

  47. Productive Infrastructure - Components Benefits New for System Center 2012 • Improved Settings management with remediation • Integrated anti-malware with System Center Endpoint Protection • Delegated Administration • Improved Settings management with remediation • Integrated anti-malware with System Center Endpoint Protection • Delegated Administration Configuration Manager • Centralized management of DPM servers • Role based administration • Item-level recovery for virtual machines • Save time with consolidated management server console • Secure access for the broader IT team • Quicker time to recovery Data Protection Manager

  48. Predictable Application- Components New for System Center 2012 Benefits • Increase App Owner agility with self-service interface • Save time by bringing together all delegated infrastructure • Improve reliability by deploying template-based services • Role-based access for the App Owner • Single view of delegated resources across Private & Public Clouds • Deploy and manage services as well as virtual machines NEW! App Controller • Increase organizational agility with customized service offerings • Improve corporate compliance through process management • Improve business intelligence through customized reporting • Service Catalog • Self Service Request Portal • Release & SLA Management • Data Warehouse Service Manager • Performance Management • Monitoring across Public and Private Clouds • Improved UNIX & Linux support • Network Monitoring • Customizable dashboards • Simplify management with visibility across the stack • Decrease time to resolution with deep application insight • Improve insights with personalized reporting Operations Manager

  49. Your Cloud- Components New for System Center 2012 Benefits • Lower costs and increase reliability by automating repetitive tasks • Simplify heterogeneous datacenter management • Workflow automation • Third party integration • Simple design of custom workflow runbooks and integration packs • Publish-Subscribe Data Bus NEW! Orchestrator • Preserve and optimize existing infrastructure investments • Improve infrastructure SLAs • Save time with standardized service creation and upgrades • Reduce costs through power optimization • Aggregate, standardize and delegate datacenter resources • Multi-vendor hypervisor support • Service Templates • Server Application Virtualization • Dynamic Optimization Virtual Machine Manager

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