Growing the SMB Server Opportunity with MicrosoftBob BreynaertWW OEM Server SalesMicrosoft Corporation
OEM01
Growth Opportunities
Virtualization
Microsoft Investments and Market Momentum
The Cloud
High Density Computing, PaaS, and SaaS
Core Infrastructur
e
SMB First Server and Storage Opportunity
SMB Server Opportunity OverviewCurrent trends and revenue opportunities
SMB Market OpportunityCore infrastructure, virtualization, cloud
Volume server share grows to 90% of x86 HW Market
(x86 hardware, <$US 5K)
2007Q1
2007Q3
2008Q1
2008Q3
2009Q1
2009Q3Q110
Q310Q111
Q311
1,000,000
1,200,000
1,400,000
1,600,000
1,800,000
2,000,000
2,200,000
2,400,000
x8
6 u
nit
s,
90% Volume Share
All x86 Server
Sub $5K x86 Server
Source: IDC Worldwide Quarterly Server Tracker, Q4 2009 Release
Virtualization – A Sound Investment
2007 Q1
2007 Q2
2007 Q3
2007 Q4
2008 Q1
2008 Q2
2008 Q3
2008 Q4
2009 Q1
2009 Q2
2009 Q3
2009 Q4
9%
13%
17%
21%
YoY V
irtu
al In
stance
s
Source: IDC Worldwide Quarterly Virtualization Tracker, Q4 2009 Results
SMB Cloud Momentum
Source: IDC's North American Application Development and Deployment Cloud Survey, 2009
10–99 Emp 100–999 Emp
0
5
10
15
20
25
30
Using
Piloting
Use in 2010
Use in 2011/12
Evaluating
75% Volume Share
Perc
en
t A
dop
tion
Telco/RetailSelf IT
System BuilderPartner IT
SMB Selling Motion
Foundation StandardEnterprise
“SBS 7” Classic SBS“Aurora” Cloud EnabledC
OR
E
INFR
ASTR
UC
TU
RE
New
Royalty OEM
ChannelsSystem Builder
Standard Enterprise
Only
Essentials 2011Virtual Machine Manager 2008 R2 Work Group
Enterprise Datacenter
NewNew
VIR
TU
ALI
ZATIO
N
Workgroup (Partner IT)Standard (Partner IT)Enterprise (Partner IT)
OEM SMB Server Product RoadmapMapping products to selling motions
Expands partner scale and scale outCreates new annuity selling opportunities Up level value to your customers
High availability backed by Microsoft expertise
Simplifies customer support and service delivery
The CloudFuels Microsoft and Microsoft fuels the Cloud
WW SB with PCs 36M
No Server 90% - 32.4M
More than 5PCs11.7M1-4 PCs
1+ Server10% - 3.6M
Broadband, multi-PC SBs without a server
Source: AMI, GMV2H09 Refresh, 2009 Market Opportunity Model: 2008-2014AMI, Server Market Opportunity, Consumers and 1 to 249 PCs Businesses, June 2010
36M small business entities worldwide. 90% (32.4M) do not own a server
First Server market is expected to grow at 2% ahead of x86 ($18B opportunity)
44% of SMB likely to move to SaaS to pay for capabilities as needed.
1
2
3
Bridging the SMB Cloud OpportunityLanding software + services through small business server
Code Name “Aurora”
Jim BrisimitzisWW OEM Server Product ManagementMicrosoft Corporation
DemoCode Name “Aurora”
Mission Critical Requirements
Continuous AvailabilityHighest possible uptime (99.999%+)No loss of dataNo single point of failureFull function “out of box” solution
Solution Requirements
1 year ROI via elimination of 3rd party fees and telecommunication chargesFamiliar Windows environment their technical personnel can use but for a mission critical environmentFlexibility for new features and to move/add ATMs (80 total)
ProductsMicrosoft Windows Server Enterprise EditionMicrosoft SQL Server Standard EditionStratus ftServer Systems Stratus ftScalable StorageFiserv LynxGate ATM Management Software
Credit Union achieves 5 “9s” performance for new 80 branch ATM network“There are quite few things we wanted: new flexibility, reduced costs, added functionality, more
personalized service….We are counting on the Fiserv and Stratus solution to help us get where we want to be.”
Arthur Harper, Vice President, Electronic Services
Mission Critical Core InfrastructureMid-market customer case study
Systems Management Forecast
Microsoft Sales MomentumEarly Adopters
Microsoft Virtualization MomentumGrowing industry impact for Hyper-v and System Center
1
2008 Q1
2008 Q2
2008 Q3
2008 Q4
2009 Q1
2009 Q2
2009 Q3
2009 Q4
-30%
-20%
-10%
0%
10%
20%
30%
40%
50%
60%
YoY G
row
th
Strong Virtualization Spending
2007 Q1
2007 Q2
2007 Q3
2007 Q4
2008 Q1
2008 Q2
2008 Q3
2008 Q4
2009 Q1
2009 Q2
2009 Q3
2009 Q4
2,000
2,500
3,000
3,500
4,000
4,500
5,000
5,500
Spend in $
US
Source: IDC Worldwide Quarterly Virtualization Tracker, Q4 2009 Results
Recession Resistant
Superior Value
Source: IDC Worldwide System Management Software 2010–2014 Forecast
2 3
2009 2010 2011 2012 2013 20140
1,0002,0003,0004,0005,0006,0007,0008,0009,000
10,000
Mainframe
Unix
Linux/other open source
Windows 32 and 64
OtherRevenue $
US M
Hyper-V Adoption growing faster than VMware
Virtualization spending strong and growing!
Windows systems management market growing faster than other platforms
1
2
3
Source: IDC Worldwide Quarterly Virtualization Tracker, Q4 2009 Results
Launch Partners
OEMs System Builders
Announcing Future
Availability!
Microsoft Virtualization MomentumGrowing platform opportunity through OEM
Certified SMB Virtualization Platform
Sean StaceyAcer Group
Announcing
Acer Group Virtualized SolutionsTailored to address customer needs
Target Customer Needs Gateway (part of Acer Group) & Microsoft Solution Bundles in EMEA
MA
INSTR
EA
MEN
TR
Y L
EV
EL
PO
WER
LEV
EL
Small Business with basic virtualization
needs
Midsize customers with standard virtualization
needs
Midsize customer with advanced virtualization
needs
GR38X (2P Rack Server)
GW2000ht (2 node, 2P)GR585 (4P Rack)
GN1600 (NAS Storage)
GW2000h (4 nodes, 2P)GS2040 (SAN Storage)
Acer Group and MicrosoftCertified customer ready solutions
Acer Group will support you by providing technical and sales guidance on promoting these configurationsThe solutions will provide end to end virtualization capabilities certified and tested to simplify deploymentThese configurations have been specifically chosen in collaboration with Microsoft, focusing on SMB virtualization needsDifferent customer ready solutions that can match your customer requests and enable new business
Acer Group Virtualized SolutionsLearn more!
Meet Acer Group Experts:Sofitel Lafayette Square Hotel806 15th ST NW Washington DC 200055:30 to 6:30 pm
Gateway HW and demonstrations availableDrinks and appetizers will be served
1. Training Resources (OEM Training Zone, Partner Network, & Beyond the Box)
2. Global SMB server campaign (Simplified IT)
3. Global Product Launches (SBS 2011 & SCE 2010)
4. Going Cloud with Microsoft (SBS 2011 “Aurora” & Microsoft Online Services)
Microsoft Sales SupportLeveraging Microsoft resources to sell!
Thursday, July 15thGrand Hyatt, Grand Hyatt, 1000 H Street NW | Tel: 1-202-582-1234The interactive sessions are your chance to get 1:1 time with a Microsoft representative for each of these topics
Roosevelt Room
Cabin John Room
How to Increase your Government Business
Healthcare - Selling to the MD
Learn the Education Game
PC Essentials/MS Advantage
Communications
Partnering to Win: Growth Strategies for Named OEMs
The Green Initiative – Microsoft Authorized Refurbisher Program
1:30PM to 3:00PM 3:30PM - 5:00PM
How to Increase your Government Business
Healthcare - Selling to the MD
Learn the Education Game
Microsoft Office
MPN
Communications
Server Solution Trends
Partnering to Win: Growth Strategies for Named OEMs
YOUR FEEDBACK IS VERY IMPORTANT TO USSubmit your Session Evaluation for a chance to Win!www.digitalwpc.com/evals
Win a chance to spin the prize wheel!Located in the Microsoft Partner Network Expo Booth #484
ASUS Notebook PC Microsoft gear2011 Convergence Pass
Windows 7 4-port Hub
Get Connected With Microsoft® Pinpoint™Connect with customers who need your applications and services
More details at www.Pinpoint.com/GetListed
Enter to win your choice of one of FIVE prizes! Multiple winners!
Customers visit Pinpoint daily looking for partners.Are you there?
Complete profiles are 10x more likely to get prospects
Be automatically entered to win — act by July 31Create a new company profileCreate an application or service profile, orGet a customer review
© 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.