Jaime PereñaBPMG Outbound Marketing

Microsoft Corporation

Partner Value Proposition (v 1.0)

Flow of Value Proposition DeckTable of Contents Overview

Business & IT Challenges What Customers are Looking For Microsoft Provides the Complete Information

Platform SQL Denali is the Cloud-Ready Information

Platform

Partner Scenarios and Opportunities Mission Critical Confidence – Run IT

Deliver Required 9’s at Right Price Modernization & Migration Ensure Security & Compliance

Breakthrough Insight – Grow IT Expand BI to More Users & Revolutionize

BI Deploy Massive Data Warehouse Transform Data Quality Management

Dynamic Scale – Transform IT Develop Hybrid Apps Get on Top of the Private Cloud Extend Data Anywhere

Developer Enhance Developer Productivity

Summary - Why SQL Server Denali Top Reasons to Bet Your Business on Denali Why SQL Server Denali for Partners Call-to-Action

Intended audience: Microsoft Partners

Delivery: Microsoft Field – to Partners

Objective of presentation: Empower partners to deliver new

and expanded business opportunities with SQL Server Denali.

Business & IT Challenges

64%

20%

16%

run = sustain existing products and services

grow = improve existing products and services

transform = introduce new products and services

Reducing Total Cost of Ownership

Increasing Return on Investment

Improving Agility

The B

usi

ness

C

hal

lenge

IT Portfolio Spending The IT Challenge

Source: Gartner IT Metrics: IT Spending and Staffing Report, 2010

WHILE

AND

% of Total IT Spend

IT Pros struggling with systems reuse, causing

12% less growth and 4% less

margin.

IT Pros struggling with systems reuse, causing 12% less growth

and 4% less margin.

Key Drivers: What Customers are Looking for

80% of large enterprise IT managers are at least in trial stage for cloud computing. Faster

time-to-market and improved business agility are main driving factors.

NEW PARADIGMS, NEW BUSINESS MODELS

GETTING FROM DATA TO DOLLARS

Business intelligence not

available to72% of

knowledge workers.

Mounting application

development and

maintenance backlogs plaguing

developers.THE RIGHT PRICE FOR THE 9’S YOU NEED

½ of IT systems are legacy, destined for modernization because of TCO, and ½ of those legacy systems are

mission-critical.

Price-performance ratios have improved by 10X over

the past decade to dramatically change cost

structures.

Business intelligence not

available to72% of

knowledge workers.

Mounting application

development and

maintenance backlogs plaguing

developers.

½ of IT systems are legacy, destined for modernization because of TCO, and ½ of those legacy systems are

mission-critical.

Price-performance ratios have improved by 10X over

the past decade to dramatically change cost

structures.

“run”reducing Total Cost of Ownership

“transform” improving Time To Market

“grow”increasing Return on Investment

Microsoft Provides Complete Information Platform, On Your Terms

On Premises & Private Cloud Public Cloud

Extend any dataExtend anywhere

End user analytics

Common ArchitectureCommon Tools

Data Synchronization

Cloud on Your Terms

• Scale on demand

• Fast time to market

• Extend any data,

anywhere

• Optimized productivity

SQL Server Denali is the Cloud-Ready Information Platform

Breakthrough Insight

• Rapid data discovery

• Managed self-service BI

• Credible, consistent data

• Complete data

warehouse solutions

“Grow Business” “Transform Business”

Unlock new insights with pervasive data discovery across the organization

Create business solutions fast, on your terms across server and private or public cloud

Mission Critical Confidence

• Required 9’s & protection

• Blazing-fast performance

• Organizational compliance

• Peace of mind

“Run Business”

Enable mission critical performance and availability environments at low TCO

Partner Opportunities

Cloud on Your Terms

Develop Hybrid Apps

Get on Top of the Private Cloud

Extend Data Anywhere

1/3 of all data will be residing in the cloud by

2020*

» » »Great momentum to expand your portfolios to cloud with

the cloud-ready database platform

Breakthrough Insight

Expand BI to More Users & Revolutionize BI

Deploy Massive Data Warehouse

Transform Data Quality Management

Digital data will hit 1.2M ZB in 2011 and grow 44x over

the next decade*

» » »A significant growth

opportunity for better solutions to store, organize, share, and gain insight from data from disparate sources

Mission Critical Confidence

Deliver Required 9’s at Right Price

Ensure Security & Compliance

Modernization & Migration

Enhance Developer Productivity

1/2 of IT systems are legacy and about 1/2 of those

systems are mission critical

» » »Provide big platform modernization and SQL Server upgrade

opportunities with lower TCO

SQL Server Denali Partner OpportunityIncrease revenue, expand to new business, and optimize your solutions

*Source: 2010 Digital Universe Study -“A Digital Universe Decade – Are You Ready?” , April 2010 IDC

20% of a company’s apps are mission critical and

consume 80% of the total application performance

budget*

Mission Critical Confidence

• Market consolidation

• Era of compete

• Stringent security and

compliance demands

Situation

Reduce Total Cost of Ownership

• Required 9’s &

protection

• Blazing-fast

performance

• Organizational

compliance

• Peace of mind

Customer Challenges How Denali Helps

“Run Business”

Partner Opportunity

• Increase Tier-1 penetration with mission critical apps via enterprise consulting services offerings

• Preempt modernization from older platforms and competitive

migrations

• Prescribe trusted state of the art security and compliance

solutions with confidence

*Source: 2010 Gartner Data Center Conference

Provide improved scalability for tier-1 solutions

Deliver accelerated performance track record with trusted reliability

Deliver the 9’s needed at the right price and with greater uptime

• SQL Server AlwaysOn - supreme up-time with multi-database failover and read only intent

• Windows Server Core - reduce downtime related to OS patching by 50-60%

Increase Tier-1 penetration with mission critical apps via enterprise consulting services offerings

• Partitioned tables - higher scale with up to 15K Partitions for very large databases

• Full-Text Search - offers improved performance and scale advances

• TPC-E and TPC-H performance benchmarks* - Top 10 TPC-E, 4 of the Top 10 TPC-C, and #1 TPC-H 10TB

• Column store index - significantly boost query performance by ~100x

Modernization & Migration Required 9’s at Right Price Security & Compliance

Mission Critical Confidence

AA A

SQL Server Denali allows you to deliver the required 9’s at less than 1/3 cost

* Benchmark test results on SQL Server 2008 R2

Database Pricing With Options

● All the Top 10 TPC-E Performance and Price/Performance Benchmarks

● 4 of the Top 10 TPC-C Price/Performance Benchmarks

● #1 TPC-H 10TB Price/Performance Benchmark

SQL Server on Windows Server*

4-proc Base License (1yr support)

Management Tools

Security

Compression

Spatial

Replication

Multi-core (x4)Additional

2-3X Costs

Data Warehousing

Non-Relational

Advanced Business Intelligence

Master Data Management

Complex Event Processing

Mission Critical Confidence with Price and Performance

Additional 4-5X Costs

* Benchmark test results on SQL Server 2008 R2

Mission Critical Confidence Modernization & Migration Required 9’s at Right Price Security & Compliance

Maximize your opportunity size with consolidation and private cloud

Take advantage of huge upgrade opportunity

• SQL Server Upgrade Advisor / Technical Reference Guide

• SQL Server Upgrade Assistant

Preempt modernization from older platforms and competitive

migrations

Consolidation + Private Cloud =

Higher Value

• SQL Server Migration Assistant (SSMA)

• Microsoft Assessment and Planning (MAP) Toolkit

• Consolidation Appliance

– Mark Stehlik IT Director, Progressive

Moving from the mainframe to the Microsoft SQL Server is going to significantly enhance our ability to respond to the needs of our customers.

Drive modernization and migrationwith standardization through EAP

• SQL Server Migration Assistant (SSMA)

• Safe Passage / SAP migration program

• Mainframe: 20% customers plan to move entire apps away from the mainframe

Migrationopportunities

in multi-millions

Upgrade prior versions of SQL Server

Provide an additional level of security for your solutions

Ensure compliance with built-in IT controls

Prescribe simplified data management and operational control

• PowerShell 2.0 Support - automates management tasks across the platform

• Default Schema for Groups - allows a default for Windows group user accounts

Prescribe trusted state-of-the-art security and compliance solutions with confidence

• User-Defined Server Roles - easily manage permissions around data access

• Contained Database Authentication - uses self-contained access information

• Audit Resilience & Filtering - increase manageability related to auditing

• Encryption capabilities - helps protect confidential information

Modernization & Migration Required 9’s at Right Price Security & Compliance

Mission Critical Confidence

Fewest vulnerabilities of any enterprise database

Mission Critical Confidence with Security and ManageabilitySecurity Manageability

321

49

121

98

Database Security Flaws 2002-2010 Best overall manageability, which requires fewer DBAs. Based on customer feedback, SQL Server remains one of the simplest enterprise databases to install and manage

– Forrester

SQL Server DBAs manage 4X as many

DBs than Oracle DBAs

Mission Critical Confidence Supporting Features

Multi Site Clustering and Improved Diagnostics

Server CoreInstallation

AlwaysOn

Multi Site Clustering and Improved Diagnostics

Server Core Installation

AlwaysOn

SHARED STORAGEFAILOVER

CLUSTERING

PASSIVE

ACTIVE

Flexibility Through

Choice of

Deployments

ACTIVE ACTIVE

ACTIVE

ACTIVE

ALWAYS ON AVAILABILITY GROUPS

ACTIVE PASSIVE

REMOTE NON-SHARED STORAGE

Core

In

stalla

tion

Full

Inst

alla

tion

Hardware Abstraction Layers

Core Windows Server Components

Windows Server Full Components

Patching Surface Area

Leads to 50%-60% reduction in OS Patch Reboots

Implement Robust DR Sites and Minimize Downtime

REMOTE SITE

ACTIVESTORAGE

PRIMARY SITE

REPLICATED

STORAGE

CLIENT PC

Breakthrough Insight

• Data Explosion

• Consumerization of IT

• Fast changing business

requirements

Customer Challenges

Less than 30% of knowledge workers

currently access business intelligence

.

• Increase services revenue through expansion and

empowerment of BI user base

• Scale-up your offerings to Tier-1 data warehouse with complete

solutions

• Extend your portfolio with new data quality tools and data

integration capabilities

Partner Opportunity

Situation

Increase Return on Investment

• Rapid data discovery

• Managed self-service BI

• Credible, consistent data

• Complete data warehouse

solutions

How Denali Helps

“Grow Business”

Deliver BI data on any device, anywhere for executive decision makers

• OData – control multiple user experiences across the web, devices and desktop

• Industry standard APIs (ADO.NET, ODBC, JDBC, PDO, and ADO)

Increase services revenue through expansion and

empowerment of BI user base

• PowerPivot - managed self-service analytics

• Extended OLAP and cubes reporting - deliver end-to-end BI

Expand & Empower BI users Transform Data Quality Management

Breakthrough Insight Massive Data Warehousing

Expand reporting capabilities to all information workers

• Crescent – rapid data exploration & visualization

• BI Semantic Model - unify existing data sources with Microsoft SharePoint and Excel

Enable innovative self-service BI offerings for business decision makers

32% of Excel users are comfortable using Excel for “advanced analysis”

Minimize risks and drive faster time to solutions with appliances (5 - 80 TB)

Deliver blazing-fast query performance for large-scale data warehousing(Any size)

Scale-up your offerings to Tier-1 data warehouse with complete solutions

• New Column store index - significantly boosts query performance

• Partitioned tables - scale to 15,000 partitions

Massive Data Warehousing Transform Data Quality Management

Significantly boosts query performance ~100x for star join or similar queries

Expand & Empower BI users

Deliver scaled-up services for high-end Tier-1 massive data warehouse (10s - 100s of TB)

• Parallel Data Warehouse (PDW) - scale to 100s of TB while maintaining high performance

• Fast Track configurations & appliances -high performance, and scale to 80TB

• Reference architectures

Breakthrough Insight

Ensure data confidence through data integration &

management

Provide tools to help build improved data quality knowledge bases

Help customers reduce costs for tracking data dependencies and impact analysis

• Data Lineage - Explore data dependencies in business applications

Extend your portfolio with new data quality tools and data integration capabilities

• Enhanced Master Data Services (MDS) - Create, maintain, store, & access MDS

• Improved Integration Services (SSIS) - reliably & efficiently deliver consistent data

• Data Quality Services - Improve data quality and ease data management

Massive Data WarehousingExpand & Empower BI users Transform Data Quality Management

Built-in powerful data quality management and data integration tools

Breakthrough Insight

Existing Data Data Warehouse

Collaborative Decision Making

Self ServiceBusiness

IntelligenceReporting Services

Analysis Services

End User

Improved Integration

Next Gen End User

Empowerment

Information As

It Happens

Breakthrough Insight: Scenario ShowcaseCrescent

BI Semantic Model

Enhanced SharePoint

integration and Alert

~ 100x faster performance with

Column Store Index

Blazing-fast Query

Performance

SQL Data Quality Services and MDS

Breakthrough Insight: Project “Crescent”

• Interactive data exploration & visual presentation experience

• Targeted at Information Workers who need access to their business data but don’t have the technical knowledge to write their own queries or specialized knowledge around reporting 

• Gives the user a powerful yet simple to use experience for telling stories with their data

• Watch the video >

• IT as a core business strategy

• Shift to the cloud

• Tyranny of choice

• IT Pros struggling with

systems reuse

Customer Challenges

80% of large enterprise IT managers are at least in trial

stage for cloud computing

Situation

Improve Time To Market

• Scale on demand

• Fast time to market

• Extend any data,

anywhere

• Optimized productivity

How Denali Helps

• Develop, deploy, and integrate hybrid applications from on-premises to public cloud

• Get on top of the private cloud opportunities by deploying

optimized end-to-end solutions

• Expand your business by extending the reach of data anywhere

across server and/or cloud

Partner Opportunity

Cloud on Your Terms “Transform Business”

Cloud benefits, on your termsOnly database platform providing the choice of building cloud applications with the same set of tools and giving the chance to dynamically move on-premises applications to the cloud

Provide your customers with break free on-demand scale and flexibility

Benefit from cost savings by developing with hybrid applications

Expand your existing solutions across private and public cloud

• “Juneau” – integrated development tools across on-premises and public cloud

• SQL Azure DataSync - provide bi-directional data synchronization

Develop, deploy, and integrate hybrid applications from on-premises to public cloud

• Common architecture - spanning traditional servers, appliances, and the cloud

• Self-service provisioning & usage metering

• Same development tools, frameworks and T-SQL based model

• SQL Server Management Studio - manage with a single console across private cloud and public cloud

Develop Hybrid Apps

Get on top of the Private Cloud Extend Data Anywhere

Cloud On Your Terms

Develop solutions once—deploy anywhere!

Achieve faster time to solution with appliances

Deploy optimal data platform for customers on their terms

Provide highly available SQL Server hosting services

• Data-tier Application (DAC) - deploy, import, and export DACs more easily

• Contained Database Authentication - use self-contained access information

Get on top of private cloud opportunities by deploying optimized end-to-end solutions

• SQL Server appliances - reduce design, tune, and test time

• Consolidation appliance - win reliability and time when consolidating data platforms

• Common architecture - deliver break free and scalable solutions

• Private & public cloud offerings- gain virtualized, on-demand capacity and self-service provisioning & usage metering

Develop Hybrid Apps

Get on top of the Private Cloud

Extend Data Anywhere

Cloud On Your Terms

Comprehensive solution for optimizing databases with flexible deployment options

Expand your business by extending the reach of data anywhere across server and/or cloud

Develop Hybrid Apps

Get on top of the Private Cloud Extend Data Anywhere

Cloud On Your Terms

Integrate public and private datasets to create new applications

Enable new scenarios across datacenter and cloud

Extend solutions with structured/unstructured data across heterogeneous environments

Expand your business by extending the reach of data anywhere across server and/or cloud

• Windows Azure DataMarket - publish data for purchase and consumption by other entities

• SQL Azure DataSync - provide bi-directional data synchronization

• OData - Provide a consistent and open data-feed to power multiple user experiences

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• Manage and extend data including XML data, Windows files, and spatial information.

• FileTable - increased data storage flexibility

Comprehensive cloud solutions enable you to harness the full power of the cloud

Develop and manage efficiently at scale with a single set of tools

Provide greater interoperability and new capabilities

Achieve faster time to solution with productive testing

• ReplXEvent - enable Microsoft CSS to perform remote troubleshooting and log collection more efficiently

Leverage existing developer tools to improve time to solution & increase margins

• “Juneau” – leverage new developer tools for an integrated development experience

• SQL Server Management Studio - deploy and manage assets across platforms

• APIs (ADO.NET, ODBC, JDBC, PDO, and ADO) - extend heterogeneous environments by connecting to SQL Server and SQL Azure applications

Developer Productivity

SQL Server Developers are 10X times more productive

On Premise Cloud

Application

Database

Dynamic Development: Scenario Showcase Databa

se Develo

per

Application Developer

Documents

Spreadsheets

Web pages

Unified App & DB

Development

Deploy On

Premises or

In The Cloud

Leverage

Unstructure

d Data

Developer Productivity

Key Resources

Start your journey to a Data Platform and BI practice

Strengthen your expertise

Build interest for your Data Platform and BI solutions

Take advantage of sales tools to help you close sales faster and increase business

Help your customers implement Server & Cloud Solutions

• Take advantage of BI practice accelerator

• Engage with your Partner Account Manager (PAM) to access the Partner Solution Plan (PSP) Activation Kit

• Build the sales, readiness, and marketing plan for your:

• DW practice

• BI practice

• Data Platform practice

• Engage with your PAM to access the METRO program

• Become a BI or Data Platform Sales Specialist

• Utilize BI courseware to get your team ready to:

• Deploy DW solutions

• Enable Self-Service BI

• Modernize your customers mission critical environments

• Attain the Gold Data Platform or Gold Business Intelligence Competencies

• Increase your consulting and implementation revenue with the Application Platform Optimization QuickStarts

• Advertise your BI and Data Platform solutions in Pinpoint

• Use the Partner Economic Model to find out how you can grow your business

• Engage with your PAM to take advantage of the RDP program

• Stay up to date with the latest information and get online technical support with Technical Communities and Blogs on TechNet

Plan EnableCreate

Demand Sell Deploy

Call-to-Action

Enable

• Download SQL Server CTP3 (www.microsoft.com/sqlserver)

• Find training opportunities on Microsoft Partner Network (MPN) to help you build your practice and solutions

• Enroll in SQL Solutions Incentive Program (SIP)

• Reduce customer acquisition costs and develop new business opportunities by becoming a SQL Server Deployment Planning Services (DPS) provider

• Drive awareness and build demand for your Data Platform and BI solutions

Plan

Enable

Create Demand

Sell

Deploy

Plan

Appendix

The Cloud Ready Platform delivering:• Mission critical confidence• Breakthrough insight• Cloud on your terms

What’s new with SQL Server Denali

Code-named “Denali”

Serving basic database

needs with enhanced data

platform support:

Solid offering for

departmental and mid-market

IT and enhanced

enterprise data platform

Comprehensive data platform

solution for the enterprise

Comprehensive, integrated

data management and business

intelligence (BI)

Enable mission critical availability and performance environments at low TCO• The 9’s you need with AlwaysOn

• Blazing-fast query performance with Project "Apollo“

Unlock new insights with pervasive data discovery across the organization• Rapid data discovery via Project "Crescent"

and PowerPivot

• Credible, consistent data via BI Semantic Model and Data Quality Services

Create and scale business solutions fast, on your terms, from server to private or public cloud• Scale on demand from devices to datacenter

to cloud

• Write applications once, run most anywhere with Project "Juneau”

SQL Server Denali Highlights

High Availability

SQL Server AlwaysOn

Security & Manageabilit

yUser-Defined Server Roles

Web & Breadth

PHP Driver

Scalability & Performance

Database ReplayApplication Centric Failover

Contained Database Authentication

Local DBRuntime

Fast FILESTEAM

UTF-16

Readable Secondaries

Fast Full Text Search

Reliable, Integrated Failover Detection

Multiple Secondaries

Audit Enhancements

Paging for result sets

Win32 Access to Database files

HA for StreamInsight

Management Pack for High Availability

Backup Secondaries

JDBC 4.0 driver

Support for ARM processors

SSMS Enhancements

Default Schema for Windows Group

Windows Server Core Support

Beyond Relational

FileTable

Microsoft Project “Juneau”

Online Operations

Win32 Access to Database files

Semantic Search Platform

Full Globe Spatial Support

DAC Enhancements

ODBC for Linux

Fast Spatial Performance

Hybrid Applications with SQL Azure

Up to 15K Partitions/Table

EIM

SSIS Server

Business Intelligence

Unified Semantic Model

Data Lineage

Crescent

Data QualityAlerting

Enhanced MDS

In-memory BI for corporate

Impact Analysis

Sysprep for AS

PowerPivot Enhancements

Reporting as SharePoint Shared Service

DBC & OLTP Appliances/RAs

Cloud-Ready: Only database platform providing the complete solutions from on-premises to the public cloud

#1 database in the market - most widely adopted database

Proven Growth: Fastest Growing Relational Database WW*

Microsoft builds on Gartner BI leadership with innovations included in Denali

Leaders Quadrant in Gartner Magic Quadrants for DW & BI+

Fewest vulnerabilities of Any Enterprise DB#

SQL Server DBAs manage 4X as many DBs than Oracle DBAs

Over 30,000 partners are offering solutions

Why SQL Server Denali for Partners

• * Source: “Worldwide Embedded DBMS 2010-2014 Forecast and 2009 Vendor Shares,” Carl W. Olofson, IDC, September 2010• + Source: Gartner  Magic Quadrant for Business Intelligence Platforms, January 2010 & Gartner Magic Quadrant for Data Warehouse DBMS, January 2010• # Source: NIST National Vulnerability Database

Proven Mission Critical Database Platform GISV Partner Benchmark and Optimization

500 Collaborative (5000 concurrent) User benchmark published on SQL Server 2008 R2

Windchill PLM Benchmark shows performance better than Oracle by 10%

Benchmark completed and show Infor Baan scaled to 104,000 users on HP DL 980 G7

700 MES transactions/second benchmark completed beating previous benchmark of 150 MES/sec.