1. 9/12/ :17 AM
EP02
Ro Kolakowski
Company Partner
6th Street Consulting
MPN partner since 2006
SharePoint
Partner Opportunities with Core Infrastructure from Desktop to Datacenter
Samuel DiStasio
Senior Director – Core Infrastructure Sales
Microsoft Corporation
Lisa Slim
Microsoft Alliance Business Manager
Hewlett-Packard
MPN partner since 1989
HP Enterprise Business
© 2007 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

2. Agenda Industry trends Modernizing the business desktop
Flexible workstyle
Virtualization on the desktop
Cloud computing drivers
Microsoft cloud platform
Private cloud economics

3. APS Alliance Partner Summit 2011
Industry Trends
CONSUMERIZATION
VIRTUALIZATION
CLOUD

4. Windows 7 Accelerate Why now? Key drivers
Unprecedented customer demand to migrate to Windows 7
End-of-life of Windows XP April 8th 2014
1000 days until end of support – means 217,000 Business PCs a day need to be migrated
Approximately 64% of customer still on XP
Consumerization of IT and the flexible workstyle
Office 365 requires a “modern desktop” (IE7+, Office 2007+)
Key drivers
Enhanced productivity
Better security
Improved PC management

5. Challenges How do you… Provide anytime, anywhere access?
Fuel user passion and productivity?
Keep your system and data safe?
Streamline operations and drive competitive advantage?

6. Flexible Workstyle Scenarios
Unified management across devices
Work on your own device
Personalized Windows devices
Work on the road
Work from my phone
Cloud management for Windows devices
Optimize infrastructure for VDI

7. Unified Management Across Devices
IT can use a single tool to manage and secure multiple devices, including PCs, slates, and phones, enabling users to use a variety of devices at work
ConfigMgr +
Forefront
INTELLIGENT
INFRASTRUCTURE
MSI
App-V
App-V
RDS
Benefits
Centralized tool to manage user devices
Increased security and compliance for all devices
User focused and device relevant application delivery
Unified, consistent device management experience

8. Work on Your Own Device
Access your corporate workstyle using your personal PC
Virtual Desktop
Office 365
ANYWHERE CONNECTION
VDI*
FIREWALL
Benefits
Secure, fast browsing
Rich user experience
Centralized management of application and data (IT)
Enhanced security and compliance (IT)
Great choice of Windows devices
* VDI for rich, personalized experience. RDS to access specific corp apps.

9. Modernizing the Business Desktop
APS Alliance Partner Summit 2011
9/12/2018
Modernizing the Business Desktop
MANAGEMENT INFRASTRUCTURE
SERVER INFRASTRUCTURE
CLIENT INFRASTRUCTURE
Partner Project Economics 1,000 Seat Example Deal ($K) (S/W + H/W + Services)
Optimized Desktop
# Margin
# Cost
© 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

10. APS Alliance Partner Summit 2011
Accelerate
STANDARD PROCESSES AND OUTCOMES THROUGH PARTNERS
Proposal Templates and Engine
Proof of Concept Jumpstart (10 seats)
Production Pilot Jumpstart (500 seats)
Mainstream Deployment
Standard sales templates and marketing materials
User State Migration Tool
Windows 7 Partner Marketing Funds
Volume Activation
Account Grid
Solution Incentive Program (SIP)
PSP Activation Kit (Managed Partners)  (Flexible workstyle is listed under Core IO)
MPN Windows 7 Resources (All Partners)

11. Datacenter

12. Cloud Computing Drivers
AGILITY
FOCUS
ECONOMICS
Private
Public
TCO per Server
Cloud Size (# of Servers)
Traditional Servers
Source: Microsoft

13. Obstacles to Public Cloud Adoption
TOP CONCERNS
Security concerns about security/privacy issues in virtualization or cloud environments
Too immature
Specific compliance requirements that the service providers can’t meet
We believe our total costs are cheaper
Our application vendor or custom apps aren’t compatible or won’t support it
The offering capabilities don’t match our needs
The performance isn’t good enough
Other reason (please specify)
None – We don’t have any concerns
Too difficult to understand
Don’t know
Base: 649 North American and European enterprise IT executives and technology decision makers. Question: “What are your firm’s concerns, if any, with pay-per-use hosting of virtual servers (also known as cloud computing Infrastructure-as-a-Service or IaaS)?”
Source: Companies Building Private Clouds Focus on Infrastructure but Not Operations, Forrester Research, Inc., November 23, 2010

14. Challenges of Private Cloud
Virtualization sprawl
Running as a service
Standardization
Operations engineering
Move from a virtual machine focus to “application/service” focus – support and management have to be end-to-end
Virtualization is just a capability

15. Identity ▪ Virtualization ▪ Management ▪ Development
Microsoft Cloud
PUBLIC
Identity ▪ Virtualization ▪ Management ▪ Development
COMMON
PRIVATE
Hyper-V
PRIVATE
Hyper-V

16. The Microsoft PRIVATE CLOUD IS…
All About the Application
Cross-Platform From the Metal Up
Cloud on Your Terms
Best-in-Class Performance
Deep insight into applications
Manage the service, not just the VM

17. The Microsoft PRIVATE CLOUD IS…
All About the Application
Cross-Platform From the Metal Up
Cloud on Your Terms
Best-in-Class Performance
Hypervisors Guest OS’s
Development frameworks
VMware
Citrix
Linux
Java
PHP

18. The Microsoft PRIVATE CLOUD IS…
All About the Application
Cross-Platform From the Metal Up
Cloud on Your Terms
Best-in-Class Performance
Private to Public
Single pane of glass across clouds

19. Driving Identity is Key Public/Private Cloud Great opportunity
Services like Office 365 and public/private cloud integration rely on a strong identity strategy
3 Key steps to driving identity in cloud
Diagnose the health and readiness of AD to support cloud services
Leverage Microsoft Premier AD Risk Assessment program as needed
Remediate AD and design/change as needed
Drive overall provisioning strategy using Forefront Identity Manager

20. Key Datacenter Selling Emphasis for FY12
Continue to drive pilots as “base camp” in all accounts
Win Microsoft Workloads
“Application Transformation”
Manage Datacenter Services Including VMware
End-to-End Private Cloud “Datacenter Transformation”
Manage application as a service
Best for Microsoft workloads
Manage .NET applications with Avicode
System Center manages the infrastructure, applications, and services
Manage cross platform, cross Hyper-V, and private clouds
Large scale private cloud implementation
MCS-led or partner-led and delivered
System Center + AD + identity + .NET + Hyper-V for Microsoft private cloud

21. Partner Economics for Private Cloud
Server
SERVER VIRTUALIZATION OPPORTUNITY
PRIVATE CLOUD OPPORTUNITY
TOTAL PARTNER OPPORTUNITY
$656K
$656K
Partner
Margin
$75K
Partner
Margin
$506K
Cost
$75K
$207K
Partner
Margin
$132K
1000s
1000s
1000s
Cost
$374K
Server Consolidation
$506K
(Server Virtualization)
Cost
$449K
Example Based on 100 Server Consolidation Scenario + Private Cloud (Software, Hardware, Services)
Source: Microsoft Partner Economic Model for Server Virtualization, Microsoft internal estimates

22. Driving Private Cloud with the Infrastructure Optimization Process
TechReady13
9/12/2018
Driving Private Cloud with the Infrastructure Optimization Process
Profile your customer as accurate as possible
As-is, to-be
Implementation vision (public, private, hybrid, on-premise)
IO Profiling
Private cloud minimum technologies recommendations (dependencies)
Gap analysis, project recommendations, licensing, architecture guides etc…
Private cloud solution
IO Discovery
Opportunities
Conversation guides
Customer outputs
Opportunities and Outputs
© 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

23. Driving Private Cloud with the Infrastructure Optimization Process
“A private cloud is a strategy that must embrace a diversity of technologies”
The IO models are implementation agnostic – capability is a capability
Cloud is an implementation choice, not a maturity conversation
IO models cover the attributes of a private cloud
All new models will be available August 10th at

24. Private Cloud Attributes (28 Questions)
Self Provisioning
Multi Tenancy
Rapid Elasticity
Measured Services
Resource Pooling
Broad Network Access
IT Processes
Identity / Directory
Transformation to Private Cloud

25. Transformation to the Cloud – IO Profiling Where are you today
Transformation to the Cloud – IO Profiling Where are you today? Where you want to be tomorrow?
Cloud Deployment Vision

26. Transformation to the Cloud – IO Discovery Where are you today
Transformation to the Cloud – IO Discovery Where are you today? Where you want to be tomorrow?

27. Transformation to the Cloud – IO Discovery Opportunities and dependencies
Hybrid/Private Dependencies
Cloud Opportunities

28. How to Engage on Core Infrastructure
Datacenter
Understand the 3 datacenter FY12 selling plays
Attain gold competency for Systems Management, Server Platform, and Virtualization
Leverage Hyper-V Accelerate program
Register deals in PSX to earn SIP
Modernize the Desktop
Engage with your PAM to target deployment opportunities
Attain gold competency for desktop
Leverage Windows 7 Accelerate Jumpstart offers
Proof of concept via BIF and DDPS
Production pilot
Register deals in PSX to earn SIP

29. Competency Exam Pack Offer
Go to the MPN Booth or Purchase Online by July 29, 2011
Exam Packs can be purchased in the following denominations
3 Pack – 30% discount + Second Shot
5 Pack – 35% discount + Second Shot
8 Pack – 40% discount + Second Shot
20 Pack – 40% discount + Second Shot
To purchase, simply stop by the WPC MPN Booth or log on to
Note: After July 29th, the Competency Exam Packs will not include a Second Shot (free exam retake). Order today!

30. Your Feedback is Very Important to Us
9/12/ :17 AM
Your Feedback is Very Important to Us
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© 2007 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

32. 9/12/ :17 AM
© 2009 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.