1. Service Provider Value Proposition & Licensing Overview
System Center 2012
Service Provider Value Proposition & Licensing Overview
January 17, 2012
Scott Ottaway WW Industry Directory – Cloud Platforms Operator Channels B2B Michael Chacón Licensing Program Manager Operator Channels B2B

2. Target Audience and Briefing Objectives
Target Audience: Hosting Service Providers using the Service Provider Licensing Agreement (SPLA)
Overview of System Center 2012 Product
Overview of System Center 2012 Licensing Changes

3. Service Providers are Critical Partners for Microsoft
Hosting is growing 4x faster than Enterprise
Cloud instances are growing at 45% CAGR
Objective:
The Service Provider business is growing and Service Providers will be an important partner for Microsoft in the Cloud.
Key Points:
Cloud instances are growing rapidly and the hosting business is growing with it
Customers are investing in hosted private clouds and will continue to into the future
19% of new Private Cloud instances will be at Hoster datacenters by 2014
Cloud SPs will account for >20% of combined server and storage spending by 2014

4. Microsoft Cloud Vision Common experience across all clouds
Service Provider
Cloud
Customer
Private Cloud
Microsoft
Public Cloud
Common Technologies
▪ Development
Identity ▪ Virtualization ▪
Management

5. Microsoft Cloud Vision Common experience across all clouds
Customer
Private Cloud
Service Provider
Cloud
Microsoft
Public Cloud
Common Technologies
Management
▪ Development
Identity ▪ Virtualization ▪
Management

6. System Center: Built for the Future. Ready Now.
Backup & Recovery
Application Insight
IT Process Automation
Configuration
Service Management
Monitoring
Service
Manager
Orchestrator
Data Protection
Operations Manager
Configuration Manager
App Controller
new
Virtual Machine
Components
Capabilities
Virtual Workload Provisioning
Objective:
Microsoft has been in the systems management space for several years and System Center has evolved and the capabilities and products have grown into the new System Center 2012 collection. With the collection of products and features in System Center 2012, it is built for the future and ready right now.
Best-in-class management for Service Provider Clouds

7. System Center 2012: What’s New
Best-in-class management for Service Provider Clouds
Productive
Infrastructure
Best-in-Class Windows
Management
Heterogeneous
Support
Objective:
System Center 2012 provides best-in-class management for service provider Clouds
Key Points:
The key benefits of System Center 2012 for Service Providers include:
Productive Infrastructure
Best-in-Class Windows Management
Heterogeneous Support
Top Features of System Center 2012
Manage HW, Hypervisor, OS and Apps
Process Automation
Deep Management Insight for Windows, Microsoft Apps & Non- Microsoft Apps
Multi-hypervisor Support
Network Monitoring
Service Templates
Deep Application Insight
Self-Service Provisioning

8. Grow Your Business with System Center 2012
Service Provider Opportunities
Secure Virtual Machine Hosting
Server Management
Application Management
Website Management
Desktop Management
Productive
Infrastructure
Best-in-Class Windows
Management
Heterogeneous
Support

9. System Center 2012 Product Lineup for SPLA
Client Management Suite

10. System Center 2012 Key Licensing Changes
Processor Model:
Processor licenses replace SALs for server management scenarios
Simple Licensing:
5 product offers rather than many
Consistent Capabilities:
2 server editions deliver consistent capabilities

11. System Center 2012 Software Components only these components – virtualization is the only difference
Operations Manager
Configuration Manager
Data Protection Manager
Service Manager
Virtual Machine Manager
Orchestrator (new)
Endpoint Protection (new)
App Controller (new)
For Highly Virtualized Environments
2 Editions – Same Components
For Lightly or non-Virtualized Environments

12. System Center 2012 Server Management Licensing
Processor Model
Datacenter Edition: 1-proc license, manage unlimited OSEs
Standard Edition: 1-proc license, manage 1 OSE
Simple Licensing
Key Licensing Takeaways
Server management software included
Consistent Capabilities
All components plus ability to manage high end workloads
SQL technology included

13. System Center 2012 Client Management Licensing
No change to SAL license model for managing client OSEs
Client Management Suite
System Center Configuration Manager
Virtual Machine Manager
Service Manager
Operations Manager
Data Protection Manager
Orchestrator
Configuration Manager includes Virtual Machine Manager
Key Licensing Takeaways
Forefront Endpoint Protection joins System Center 2012 family of products

14. System Center 2012 Transition Timeline
January 2012
H1 Calendar Year 2012
January 2013
System Center SKUs on the price list before GA stay on the price list during 2012
except SMSE & SMSD
Processor Licenses
Processor Licenses
Core Infrastructure Server Datacenter
Subscriber Access Licenses
Single Standard Client SAL
(with or without SQL Technology)
Single Standard Server SAL
Single Enterprise Server SAL
Server Management Suite Enterprise (SMSE)
Server Management Suite Datacenter (SMSD)
Core Infrastructure Server
Standard
NEW
Core Infrastructure Server
Datacenter
Subscriber Access Licenses for Clients
Client Management Suite

15. Datacenter Edition is the Best Value for Service Provider Clouds
System Center 2012 Standard Licenses Required
System Center 2012 Datacenter
Licensed Required
Example 1:
2 One-processor servers, non-virtualized 2 or
Example 2:
1 Two-processor server, non-virtualized
Example 3:
1 One-processor server and three virtual OSEs 3 1
Example 4:
1 Two-processor server and eight virtual OSEs 8
Server OSE
Server OSE
Server OSE
Best
value
Server OSE
Physical OSE
Server OSE
Physical OSE
Best
value

16. Core Infrastructure Suite (CIS) is the Best Value
CIS licenses all the platform technology required for a service provider cloud
Core Infrastructure Suite
CIS Software Included:
Windows Server
System Center
Datacenter
Objective:
The Core Infrastructure Suite (CIS) provides a licensing program for hosting service providers to purchase the technology needed today for a well-managed and protected datacenter. Hosting Service Providers receive cost savings relative to purchasing the components of the Core Infrastructure Server Suites on a standalone basis; and for the incremental investment of 16% over Windows Server Datacenter standalone prices, customers receive the value of a well-managed and protected datacenter.
Key Points:
The Optimized Datacenter, which provides a reliable and scalable platform, common identify framework, and common management is enabled by three product families, Forefront, System Center, and Windows Server. The Core Infrastructure Suite licenses the rights to all three products together on a per process basis.
Core Infrastructure Server Suite offers the greatest value and can run the most automated, virtual instances with the rights to run unlimited virtual machines.
Core Infrastructure Server Suite Datacenter includes Windows Server Datacenter, Server Management Suite Datacenter and Forefront Client Security, as well as, the licenses for System Center and Forefront management consoles.
The Datacenter Suite provides licenses for management of an unlimited number of virtual instances.
Simplicity:
License the well managed and protected datacenter together on a per processor basis with unlimited virtualization rights.
Cost Savings:
Acquire a well managed and protected cloud at a lower cost.
Highly Virtualized

17. Core Infrastructure Suite Cost Savings Get the entire System Center Suite for only 16% more than Windows Server Datacenter
20%
16%
Objective:
It only costs 16% more than purchasing Windows Server Datacenter standalone. This is a great story for the customer as well as sellers and transaction partners.
Key Point:
CIS provides customers with savings while selling with uplift on each processor that would have been sold otherwise with Windows Server Only. The savings on CIS is 20% when compared to the individual prices of the products that are part of the CIS.
Customers purchasing Core Infrastructure Suite per-processor licenses saves 20% over purchasing products separately
Core Infrastructure Suite Value at Lower Cost Only 16% more over
Windows Server Datacenter standalone

18. Section III – Resources & Calls to Action

19. Microsoft Commitment & Investment Huge momentum for partners to build Private Cloud practice
Drive Strong
Awareness & Customer Demand Generation
Journey to the Cloud
Goal: Drive Demand and optimize opportunities
New: Private Cloud Immersion
Private Cloud Launch
Goal: Fundamentally change industry momentum by winning Private Cloud
New: Major H2 Execution
Global Advertisement
Objective:
Microsoft is making a huge investment in FY12 to drive awareness and demand generation for Private Cloud as well as offering a number of Cloud-related partner programs.
Key Points:
Private Cloud Launch: Built for the Future. Ready Now.
The goal is to fundamentally change industry momentum by winning Private Cloud
Journey to the Cloud Global Campaign
Goal is to drive demand and optimize opportunities
Partner Programs and Investments
Hyper-V Cloud Accelerate Program
Hyper-V Cloud Accelerate is an offer to customers and partners to fund Microsoft cloud assessments, proofs of concept, and deployments. You must be nominated by your Microsoft Partner Account Manager to participate in this initiative. To be selected, your company must have the Silver Virtualization competency and possess the skills, experience, and resources to help customers plan, build, and deploy private and public cloud solutions that use the Windows Server 2008 R2 operating system, Hyper-V, System Center, and related products. Contact your Partner Account Manager for more information.
Customer Cloud Assessment Tool
Generate demand for developing and implementing private and public cloud solutions, by using the Customer Cloud Assessment Tool. Its consistent framework helps you talk strategically with your customers about workload levels. The framework also helps you jump-start discussions about making the right choices about the physical, virtual, private cloud, and public cloud solutions that best suit your customers’ business needs.
Microsoft Private Cloud, Management, and Virtualization Deployment Planning Services
Drive more sales by evaluating customer environments and getting monetary benefit by using customer SA hours.
Hyper-V Cloud Fast Track
This reference architecture makes it possible for you to build private clouds that combine Windows Server 2008 R2 Hyper-V and System Center, along with consolidated guidance and validated configurations that are based on different compute, network, and storage server technologies. Validated configurations help you get your private cloud solutions deployed faster, and using different server technologies provides more flexibility and choice.
Dynamic Data Center Toolkit
Download the toolkit, built on Windows Server 2008 R2 Hyper-V and System Center, and find guidance to help you establish appropriate service level agreements (SLAs) and create portals that your customers can use to directly provision, manage, and monitor their infrastructure.
Microsoft Hosting Days
Microsoft sponsored and run events for hosting providers that provides information and resources for hosting providers to build and grow their hosting business. More information can be found at:
More information on the Hosting partner programs can be found at:
Partner Programs & Investments
Hyper-V Cloud Accelerate
Resources for Microsoft Cloud assessments, proof of concept, pilots, and deployments
Cloud Assessment Tool
Lead generation tool for developing and implementing Private and Public Cloud solutions
Deployment Planning Services
Drive more sales by evaluating customer environments and getting monetary benefit by using customer SA hours
Fast Track Partners
Pre-configured servers from Fast Track Partners help you get your private cloud solutions deployed faster
Service Provider Cloud Toolkit
Guidance to help establish SLAs and create portals that customers can use to provision, manage, and monitor their infrastructure
Microsoft Hosting Days
Join other hosting providers in discovering new ways to build and grow your hosting business.

20. Resources 1 2 3 4 5 PLAN ENABLE CREATE DEMAND SELL DEPLOY
Hosting Resources on MPN
Windows Server® 2008 R2 SP1 with Hyper-V™ & System Center 2012
System Center 2012 Community Evaluation Program
Hosting Deployment Accelerator
Hosting Days Events
ENABLE
Hosting Competency
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
SELL
License Mobility through Software Assurance
Microsoft Services Provider License Agreement (SPLA)
DEPLOY
Service Provider Cloud Toolkit
Deployment Planning Services
Microsoft Private Cloud Fast Track
Hyper-V™ Deployment Guides
Security Compliance Manager
Objective:
There are many Cloud and System Center programs and resources that are available to Service Provider partners.
Key Points:
PLAN
Hosting Resouces on MPN
Windows Server® 2008 R2 with Hyper-V™
System Center 2012
System Center 2012 Community Evaluation Program
Hosting Deployment Accelerator
Hosting Days Events
ENABLE
Hosting Competency
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 or
Pinpoint
SELL
License Mobility through Software Assurance
Service Provider License Agreement
DEPLOY
Dynamic Datacenter Toolkit
Deployment Planning Services
Microsoft Private Cloud Fast Track
Hyper-V™ Deployment Guides
Architecture.pdf
Security Compliance Manager
For more information on System Center 2012, visit the Microsoft Server and Cloud Platform site

21. Why Microsoft needs Service Providers
Continue to build and deliver cloud services to provide agile and cost effective solutions for your customers
You…
Provide support and self-service tools for customers
You…
Service
Build
Partners
Provide differentiated services based on SLAs, location, customization, and market verticals
You…
Are the trusted advisor for customers to navigate the cloud landscape
You…
Differentiate
Advise
Sell
Create recurring revenue streams by providing value-added solutions, and up-selling/cross-selling with attached services
You…

22. Calls to Action
Learn more about the new features in System Center 2012
Visit:
Better understand System Center 2012 licensing
Objective:
Take action to profit with System Center 2012 now.
Key Points:
Learn about new System Center 2012 capabilities and features at the System Center website
Learn about the changes and benefits of System Center 2012 licensing
Talk to your Account Manager or Reseller about CIS
Download the latest product and deploy it in a test environment
Talk to your Account Manager or Reseller about the value of the Core Infrastructure Suite
Download the latest product and deploy System Center 2012 in a test environment today

23. 4/6/ :35 AM
© 2012 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.
© 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.

24. Appendix – System Center 2012 Key Features and Service Provider Benefits
Note: Use these slides for TDM audience presentations

25. System Center: Built for the Future. Ready Now.
Backup & Recovery
Application Insight
IT Process Automation
Configuration
Service Management
Monitoring
Service
Manager
Orchestrator
Data Protection
Operations Manager
Configuration Manager
App Controller
new
Virtual Machine
Components
Capabilities
Virtual Workload Provisioning
Objective:
Microsoft has been in the systems management space for several years and System Center has evolved and the capabilities and products have grown into the new System Center 2012 collection. With the collection of products and features in System Center 2012, it is built for the future and ready right now.
Manage Private and Public Cloud applications and services with a common solution

26. Deliver Best Cloud Services with Productive Infrastructure
BEST IN CLASS WINDOWS MANAGEMENT
HETEROGENEOUS SUPPORT
Deliver Best Cloud Services with Productive Infrastructure
System Center 2012
Partner Opportunities & Benefits
Process automation
Integrate and extend your existing toolsets and build flexible workflows (or runbooks) across multiple systems
26 Integration Packs out of box to interoperate with toolsets from HP, BMC, CA, EMC and VMware
Network Monitoring
Simplify and standardize your datacenter with a flexible process automation platform
Objective:
Slides outline the benefits of System Center 2012 for and how they translate to opportunities for Service Providers. Each SC messaging pillar is followed by a specific example from the product. This slide covers Productive Infrastructure.
Allocate/delegate this pooled fabric to your customers in a flexible yet controlled manner
Self-service infrastructure
Pool and abstract datacenter resources and deliver self-service infrastructure
Heterogeneous support
Multi-hypervisor, cross-platform monitoring
Integrated automation across management toolsets
Maximize existing datacenter investments with cross-platform manageability

27. Seamless Management through a Single Pane of Glass
PRODUCTIVE INFRASTRUCTURE
BEST IN CLASS WINDOWS MANAGEMENT
HETEROGENEOUS SUPPORT
Seamless Management through a Single Pane of Glass
Heterogeneous
Environment Management
Process Automation
Self-service infrastructure
Objective:
Automation is the key differentiator between a costly virtualized environment and a service centric and efficient private cloud. Partners who embrace process automation and the delivery of self service applications and infrastructure will lead their customers in the transformation from expensive legacy systems to elastic, agile and effective environments.
Your customers can request additional cloud capacity in self-service mode
Platinum
200
400 20
Marketing
Anticipating holiday season shopping spike
Submit
Flexibly add capacity to the customers through a Service Catalog request

28. Best-in-Class Windows Management
PRODUCTIVE INFRASTRUCTURE
BEST IN CLASS WINDOWS MANAGEMENT
HETEROGENEOUS SUPPORT
Best-in-Class Windows Management
System Center 2012
Partner Opportunities & Benefits
Deep application monitoring and diagnosis
Improve availability and performance with deep application monitoring and diagnosis
Reduce administrative effort and expense by dramatically simplifying application servicing with image-based configuration and management
Comprehensive end-to-end manageability
Best-of-breed management for Windows infrastructure and workloads
Remediate application issues faster and improve SLAs
Objective:
This slide covers Best in Class Windows Management
Maximize your datacenter investments with integrated management and automation across whole stack
Service-centric approach
Optimize application lifecycle with service templates and self service
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 services

29. End-to-End Deep Insight from Infrastructure to Applications
PRODUCTIVE INFRASTRUCTURE
BEST IN CLASS WINDOWS MANAGEMENT
HETEROGENEOUS SUPPORT
End-to-End Deep Insight from Infrastructure to Applications
Service Centric Approach
Comprehensive App Manageability
Deep App Monitoring and Diagnosis
Service Template - Multi-Tier .Net App
Data
Scale Out Rules
SQL
HW Profile
OS Profile
App Profile
SQL DAC
package and configuration settings
App
App Server
App-V
Web
IIS
W2K8.VHD
OS Settings
MSDeploy
package
and configuration settings
Objective:
System Center 2012 provides end-to-end insight from infrastructure to applications.
Deep application insight, and management of services as well as virtual machines

30. Service-Centric Management
PRODUCTIVE INFRASTRUCTURE
BEST IN CLASS WINDOWS MANAGEMENT
HETEROGENEOUS SUPPORT
Service-Centric Management
App
Ops
Server Application Virtualization OS
Easily Upgrade Applications
.NET
Java
App
Ops
Standardized Application Provisioning
Scale out & health policy
Service template (Multi-tier .NET applications)
IIS
HW profile
OS profile
App profile
Application server
SQL
Web tier
Application tier
Data tier
Objective:
Example of Server Application Virtualization (SAV), a game-changing technology that is part of System Center Virtual Machine Manager. SAV dramatically simplifies maintaining standardized application services in your private cloud. DC
Admin

31. Comprehensive Management of Heterogeneous IT Environments
PRODUCTIVE INFRASTRUCTURE
BEST IN CLASS WINDOWS MANAGEMENT
HETEROGENEOUS SUPPORT
Comprehensive Management of Heterogeneous IT Environments
System Center 2012
Partner Opportunities & Benefits
Maximize your datacenter investments with cross-platform manageability
Run and monitor multiple operating systems
Drive process automation and configuration across platforms and toolsets
Develop applications using multiple application toolsets
Manage multiple hypervisors (MS, VMware, & Citrix)
Improve service reliability across multiple management tools and systems
Objective:
This slide covers Comprehensive Management of Heterogeneous IT Environments
Enables self-service managing everything from infrastructure to applications across multiple platforms
Offer to your customers best-of- breed management for Windows infrastructure and workloads

32. System Center 2012 Integrates Existing Tools
PRODUCTIVE INFRASTRUCTURE
BEST IN CLASS WINDOWS MANAGEMENT
HETEROGENEOUS SUPPORT
System Center 2012 Integrates Existing Tools
Manage through a single pane of glass
Integrated automation
Application
Frameworks
3rd Party
Management
Objective:
System Center 2012 helps you integrate your existing tools by letting you manage them through a single pane of glass.
Operating
Systems
Multi-
hypervisor
Management
Hyper-v cloud Fast track

33. Monitor Your Datacenter Infrastructure with a Single Pane of Glass
PRODUCTIVE INFRASTRUCTURE
BEST IN CLASS WINDOWS MANAGEMENT
HETEROGENEOUS SUPPORT
Monitor Your Datacenter Infrastructure with a Single Pane of Glass
SQL Server Performance Dashboard: OperationsManagerDW
SQL Server Availability over last 24 hours
SQL CPU Utilization over last 24 hours
SQL Memory Usage in KB
Total Memory Used on Server
80%
Total Memory: 50,000 KB
Disk Storage
Data Files: 17.6 GB
66% 2%
Log Files: 6.93 GB
SQL Server Properties
Objective:
Communicate heterogeneous monitoring capabilities of Operations Manager: Support for Linux/Unix, network devices and .NET application performance monitoring with built in AVIcode technology.
Heterogeneous monitoring

34. System Center 2012 – What’s New
New for System Center 2012
Benefits
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

35. System Center 2012 – What’s New (cont)
New for System Center 2012
Benefits
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
NEW!
App Controller
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
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

36. System Center 2012 – What’s New (cont)
New for System Center 2012
Benefits
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
NEW!
Orchestrator
Aggregate, standardize and delegate datacenter resources
Multi-vendor hypervisor support
Service Templates
Server Application Virtualization
Dynamic 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