i want a single view of public and private clouds i virtualized, and now i have virtual server...
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LAR Partner 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 Key• Simple Licensing with System Center• Why Microsoft Needs LARs for Private Cloud• Microsoft and Partner Solution• Path to Private Cloud Profits Now
• Section II – Partner Opportunities with System Center 2012• Microsoft Leads Private Cloud Momentum • Grow Your Business with System Center• System Center – The Evolution and What’s New• Partner Opportunities with System Center
• Section III – Licensing and Microsoft Advantage• Licensing• Microsoft Licensing Advantage Over VMware
• Section IV – Resources & Next Steps
Section I – Private Cloud Overview
Customer Pain Points
I want a single view of Public and
Private Clouds
I virtualized, and now I have
virtual server sprawl
I need to meet my SLAs and respond
with agility to business
problems and opportunities
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
I want predictable spend for
datacenter management
IDC - “Worldwide System Infrastructure Software 2012 Top 10 Predictions”
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”
Cloud Drivers
Agility Focus Economics
Agility Focus EconomicsCompatibilitySecurity
Cloud Obstacles
Compliance
Public
CommonTechnologies
Identity ▪ Virtualization ▪ Management ▪ Development
Private
Best in Class Public, Private, and Hybrid Cloud
Control Heterogeneous Environments Across Public and Private Cloud: Management is Key
Multi-HypervisorsManagement
Application Frameworks
Integrated AutomationAcross Management
Public
Private
XenServer ESX
▪ DevelopmentIdentity ▪ Virtualization ▪ Management
Multiple Operating Systems
Multi-HypervisorsManagement
Application Frameworks
Integrated AutomationAcross Management
Private
XenServer ESX
Multiple Operating Systems
Public
Control Heterogeneous Environments Across Public and Private Cloud: Management is Key
Management
• Simplified and accelerated sales process • Eliminates administrative complexity• Easier to attach additional products and solutions
Simple Licensing with System Center Optimized licensing for Private Cloud
• 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
Private Cloud Value:Maximizing Cloud capacity with unlimited virtualization
Consistent Capabilities:Including all Private Cloud features in every license
Simple Licensing:Product offerings simplified to two licensing editions
Why Microsoft needs Partners for Private Cloud
Attach
Services Outreach
Close the Deal Advi
se a
nd P
lan
Dep
loy
Partners
• Reach out to existing and new customers with a targeted story
You…• Attach additional services to
include ongoing management, new solutions, and Cloud offerings
You…
• Assure customers that the best long-term option is available today
You…
• Deploy System Center and help transform your customers’ costly legacy systems to Cloud-enabled environments
You…• Assess, advise, and help your
customers make the right purchasing decision to build a long-term Cloud-optimized plan with short-term value
You…
Microsoft and Partners Deliver the Private Cloud Promise
Customer Satisfaction & Profitable Partners
=Optimized Cloud
Offerings
Attach
Serv
ices
Outreach
Close the Deal
Advis
e a
nd P
lan
Deplo
y
Partners
Public
Private
Prepare your business for licensing changes and Private Cloud opportunities
Reach out to targeted customers and promote System Center 2012
Position ECI to every System Center opportunity
and get incentives
Ready
Outreach
Sell
Path to Private Cloud Profits Now
Section II - Partner Opportunities with System Center 2012
How much the Private Cloud market is expected to grow between 2010-2015
All Attention is on Private Cloud & Microsoft is Leading the Way!
Leading Management SolutionFastest Growing
Virtualization Solution
34%
16%11%
7% 4% 2%
Server
Microsoft HP IBM/Tivoli Dell Symantec Novell
43%
9% 7% 4% 4% 4%
Desktop
43% =
Source: “Worldwide Enterprise Server Cloud Computing 2010–2014 Forecast” IDC, May 2010
Source: IDC Management Tracker: Microsoft Internal research Source: IDC WW Quarterly Server Virtualization Tracker, March 2011
0
4
8
12
16 16%
9.6%
Microsoft
VMware
Revenue Accelerated Sales Profitability New Biz Models
• Revenue upside for sellers on premium mix, Software Assurance, and ECI
• Immediate monetary gain with partner incentives
• Gain incremental profit by delivering Private Cloud solutions
• Profit from upward revenue stream with suite-based licensing model
• New solution offerings across Private and Public Cloud spanning from the datacenter to the desktop
• Faster deal closing• Simplified licensing
means accelerated sales
• Price advantage means higher win ratio
Grow Your Business with System Center 2012
Partner Benefits
System Center 2012 Licensing&
Backup & Recovery
2006
Application Insight
IT Process Automation
2009
Configuration1994
Service Management
Server Virtualization
2007
Monitoring2000
2010 ServiceManager
Orchestrator
Data ProtectionManager
Operations Manager
Configuration Manager
App Controller
new
Virtual MachineManager
ComponentsCapabilities
ENABLE THE CLIENTENTER THE
DATACENTERHETEROGENEOUS SUPPORT
INTEGRATEDVIRTUALIZATION
EMBRACE THE CLOUD
new
Virtual Workload Provisioning
Backup & Recovery
Application Insight
IT Process Automation
Configuration
Service Management
Monitoring
ServiceManager
Orchestrator
Data ProtectionManager
Operations Manager
Configuration Manager
App Controller
new
Virtual MachineManager
ComponentsCapabilities
new
Virtual Workload Provisioning
System Center: The Solution for Today and the Future
Manage Private and Public Cloud applications and
workloads with a common solution
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
Productive Infrastructure
Predictable Applications
Your Customers’ Cloud
EMPOWER USERS
Empower people to be productive from anywhere on whatever device they choose
• Device freedom
• Optimized, personalized application experience
• Application self-service
System Center: What’s New in Client ManagementClient management enables a simple, consistent way to take advantage of the value of System Center 2012
UNIFY INFRASTRUCTURE
Reduce costs by unifying IT management infrastructure
• Mobile, physical, and virtual management
• Security & compliance
• Integrated service management
SIMPLIFY ADMINISTRATION
Improve IT effectiveness and efficiency
• Comprehensive client management capabilities
• Improved administrator effectiveness
• Reduced infrastructure complexity
System Center 2012 Partner Opportunities Today
Solution 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
Productive Infrastructure
Predictable Applications
Your Customers’ Cloud
System Center 2012 Expands LAR Opportunities Transactional LAR Partner Opportunities
Today
• 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
• 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
Productive Infrastructure
Predictable Applications
Your Customers’ Cloud
System Center 2012 Competitive Advantage
Capability Microsoft System Center 2012 Advantage
Comparison: Microsoft (WS 2008 R2 SP1+System Center 2012) vs VMware (vSphere 5 + Cloud Infrastructure Suite)
Microsoft Focuses on Applications while VMware Focuses on Infrastructure
Servicing
Automation
Monitoring
Configuration
VM Management
• 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.
• 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.
• 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.
Gain Incremental Profit
SERVER VIRTUALIZATION OPPORTUNITY
Source: Microsoft Partner Economic Model for Server Virtualization, Microsoft internal estimates
0
100
200
300
400
500
600
$374K
$132K
Cost
PartnerMargin
$506K
10
00
s
Enabling
Private Cloud
0
100
200
300
400
500
600
700
PRIVATE CLOUDOPPORTUNITY
$207KCombined Margin
$449KCombined Cost
$656K
10
00
s
$75K
$75K
$374K
$132K
Private CloudPartner Margin
Cost of Private Cloud
Potential higher margin
Cost of Virtualization
Example based on 100 server consolidation scenario + Private Cloud (software, hardware, services)
Section III – Licensing and Microsoft Advantage
What’s Changing with System Center 2012 LicensingSimplifying & optimizing licensing for Private Cloud and Consumerization of IT
What stays the same What changes
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
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 processorsManagement 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
Enrollment for Core Infrastructure (ECI) Licensing Improvements
Service Manager **Virtual Machine Manager **
Endpoint Protection *Orchestrator **App Controller *
* New Component Introduced with System Center 2012
** Service Manager, VMM, and Orchestrator are now available through ECI Standard
Edition as well.
Endpoint Protection *
App Controller *
Two OSEs Unlimited OSEs
Low Density or No Virtualization
High Density VirtualizationEnrollment for Core
Infrastructure
Enrollment for Core Infrastructure
Standard
Enrollment for Core Infrastructure
Datacenter
Key Changes• Two editions• All the features, all the time• Processor-based licensing
ECI: Partner AdvantagesGenerates more opportunities to sell EA new/renewal and increase revenue
82% System Center Suites
65% Premium Mix
86% Attach to Windows Server 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
Capabilities
Workloads: OS + Applications
Identity & Security
Development
Management
Virtualization
Platform
Services + Hardware + Software
WORKLOADS / APPS
UNCHANGED PARTNER OPPORTUNITY TODAY NEW BUS. OPPORTUNITY
6:1 9:1 12:1 15:1$0
$1,000,000
$2,000,000
$3,000,000
$4,000,000
$5,000,000
$6,000,000
$7,000,000
$8,000,000
$3,240,833
$4,423,219
$5,605,604
$6,788K
$424,668 $424,668 $424,668 $425K
VMware CIS + vCOPS + vFabric APM +Windows Server 2008 R2 Datacenter
VM Density (VM per physical processor)
16X
7.6X
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
Microsoft Continues as the Value LeaderMicrosoft Private Cloud value grows with density
Private Cloud with 500 VMs @ 4GB each
Price advantage increases win ratio for Microsoft partners and accelerates sales cycle
Private Cloud Licensing Comparison
vCenter Operations
vCenter Site Recovery Manager 5
vShield 5.0
vCloud Director 1.5 License: Per VM
License: Per VM
License: Per VM
License: Per VM
License: Per PROC + vRAM
VMware Cloud Infrastructure Suite
vCenter 5.0License: Per
Instance
Microsoft ECI Datacenter
Windows Server Datacenter
• Complex licensing
• Multiple tools, no single SKU
• Charge for every VM
• Simplified licensing
• Single SKU
• Unlimited virtualization rights
ECI Datacenter Allows:• Unlimited instances of Windows Server• Management for unlimited numbers of VMs• Security for unlimited number of VMs
System Center Datacenter (SMSD)
Forefront Endpoint Protection
vSphere 5.0
License: PER Processor
How to Sell ECIFour key selling scenarios to optimize datacenter with ECI
If the customer… Leverage ECI to discuss Outcome
Has less than 10% Windows Server Datacenter or
Enterprise
Customer is properly licensed for virtualization, or been
introduced to virtualization
Licensing Optimization leveraging their existing
investments
Has <70% System Center coverage
The benefits of standardizing their datacenter on System
Center
Customer is fully committed to Microsoft for management
Has <15% System Center Coverage, and invested SQL,
SharePoint or Exchange
Best-in-class management for Microsoft workloads
Customer uses System Center for primary management
platform
Has 35% of higher Windows Server Premium Mix
Microsoft’s differentiated Hyper-V based Private Cloud
Solution
Customer standardized on Microsoft Private Cloud
1
2
3
4
Earn More Revenue with Partner Rewards
Incentives for licensing activities in Major and Corporate Accounts incentives
(depending upon the customer segmentation)
Solutions incentives (Management and Virtualization SIP) if the partner completed the required account engagement activities 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
Partner Program Incentive Amount
ECI Bounty
Overview
Eligibility
Goal
Effective Date*
*Or until funding is consumed
September 1, 2011 to June 15, 2012
First 205 qualifying ECI deals worldwide (non-US)
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.
Partner Sales Rep incentive plan to drive ECI wins
Must be in Corporate Accounts (EPG-CAM, SMSP-CAM or SMSP-CTM, PS, CS sub-segments)
Qualifying Segments
Min ECI deal size is 50 processorsMust be net new ECI agreement Eligible Deals
$1000 or $2000 USD per new ECI paid to LARs to compensate associated LAR sales reps
Payout Amount
Part IV – Resources and Next Steps
Microsoft Commitment & InvestmentHuge momentum for partners to build Private Cloud practice
Partner Programs & Investments
Drive StrongAwareness &
Customer Demand
Generation
Journey to the CloudGoal: Drive Demand and optimize
opportunities
New: Private Cloud Immersion
Private Cloud LaunchGoal: Fundamentally change
industry momentum by winning Private Cloud
New: Major H2 Execution
Global Advertisement
Hyper-V Cloud Accelerate
Resources for Microsoft Cloud assessments, proof of concept, pilots, and
deployments
Solution Incentive Program
Management and virtualization solution partners
can earn fees up to 20 percent of the deal size on
eligible opportunities
Deployment Planning Services
Drive more sales by evaluating customer
environments and getting monetary benefit by using
customer SA hoursFast Track Partners
Pre-configured servers from Fast Track Partners help you
get your private cloud solutions deployed faster
Cloud Assessment Tool
Lead generation tool for developing and implementing
Private and Public Cloud solutions
Sales Planning/Deployment
Help solve customer IT planning, deployment, and operational challenges with no-cost Microsoft Solution
Accelerators
Resources and Next Steps
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
1 2 3 4 5
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.
Appendix – System Center 2012 Licensing
System Center 2012 Product Lineup
Server Management Licensing Client Management Licensing
System Center 2012 Simplified Server Management LicensingSystem Center 2012 Licensing
Editions
Two OSEs Unlimited OSEs
Two
Editions
Customers can manage any workload with both - Management software and SQL technologies are included
Comprehensive Private Cloud management solution differentiated on virtualization
All the features All the time
Processor-based
Licensing
Processor-based licensing simplifies purchasing and management
Low Density or No
Virtualization
High Density Virtualization
Licensing Managed Clients
Configuration Manager Client ML
Endpoint Protection Subscription
Client Management Suite Client ML
Components Included
Configuration Manager
Virtual Machine Manager
Endpoint Protection Service Manager
Operations Manager
Data Protection Manager
Orchestrator
Included in Core CAL Suite
Included in Enterprise CAL Suite
• 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
Appendix II – System Center 2012 Solutions/Capabilities
• Flexibility with delegation and control
• Application self-service across clouds
• Physical, virtual, and cloud management
Predictable Applications
Productive Infrastructure
Your Cloud
Deliver flexible and cost effective infrastructure with what you already know and own
• Heterogeneous support
• Process automation
• Self-service infrastructure
Apps power your business Deliver predictable application service levels with deep application insight
Private and public cloud computing on your terms managed witha common toolset
• Deep application monitoring and diagnosis
• Comprehensive application manageability
• Service-centric approach
System Center 2012
Productive Infrastructure - Components
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
Configuration Manager
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
New for System Center 2012
Benefits
Predictable Application- Components
Service Catalog
Self Service Request Portal
Release & SLA Management
Data Warehouse
Increase organizational agility with customized service offerings
Improve corporate compliance through process management
Improve business intelligence through customized reporting
Service Manager
App Controller
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
Increase App Owner agility with self-service interface
Save time by bringing together all delegated infrastructure
Improve reliability by deploying template-based services
Benefits
Operations Manager
Simplify management with visibility across the stack
Decrease time to resolution with deep application insight
Improve insights with personalized reporting
Performance ManagementMonitoring across Public and Private CloudsImproved UNIX & Linux supportNetwork MonitoringCustomizable dashboards
NEW!
New for System Center 2012
Your Cloud- Components
Aggregate, standardize and delegate datacenter resourcesMulti-vendor hypervisor supportService TemplatesServer Application VirtualizationDynamic Optimization
Preserve and optimize existing infrastructure investments
Improve infrastructure SLAs
Save time with standardized service creation and upgrades
Reduce costs through power optimization
Virtual Machine Manager
Orchestrator
Workflow automation
Third party integration
Simple design of custom workflow runbooks and integration packs
Publish-Subscribe Data Bus
Lower costs and increase reliability by automating repetitive tasks
Simplify heterogeneous datacenter management
Benefits
NEW!
New for System Center 2012
System Center 2012: Future-Ready
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
Partner Future Opportunities
Productive Infrastructure
Predictable Applications
Your Customers’ Cloud
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