Virtualization - Your Next Business OpportunityDrive Sales with the Virtualization and Management Campaign

Topics SMB Concerns What can Virtualization do? What is the Market Opportunity? Why Microsoft® for Virtualization How Microsoft Stacks Up Customer profile/Case Study Partner Business Opportunities How can the Virtualization and Management campaign help? Next Steps and Resources

What concerns SMB decision makers?

“I need to run legacy line-of-business apps.”

“We need to control costs and reduce complexity.”

“I want a business continuity plan.”

“In today’s tough times, I have little time and a limited budget to

operate my business so I need to be convinced that any IT products and

services I purchase will protect my business and give me a return on my

investment as soon as possible.”

– Business Owner

TCO and IT costs Flexibility

System Reliability

Who Wants Virtualization?Ideal customers for virtualization are companies who want to:

Increase business capacity with lower TCO

Optimize utilization and efficiency of their IT environment

Extend life of legacy systems

Keep operating systems and applications up and running during planned and unplanned downtime

Save hardware and overall power and cooling costs

“Using Microsoft application virtualization and management technologies has had a huge impact. By helping us streamline and strengthen key processes, Microsoft enables us to efficiently handle the needs of a growing business.”

Mike Brimberry, Lead Systems Engineer, RehabCare

Key Adoption Scenarios for VirtualizationServer

ConsolidationDisaster Recovery

High Availability

Legacy LOB Applications

Remote Application Access

Running multiple servers on fewer physical hosts, or moving old servers to new hardware.

The process of restoring critical services in the event of an outage. Service restoration times with virtualized servers can be minutes—versus days or weeks for their physical counterparts.

Keeping vital server workloads available to customers, partners, and employees around the world and around the clock.

Allowing a non-compatible legacy or LOB application to operate within a more current IT environment.

Running an application in one location but have it be controlled in another. This is helpful where data confidentiality and protection are critical, or to deliver rich applications to devices that cannot run them natively.

Solution: Use Windows Server® 2008 R2 with Hyper-V to consolidate business application servers on fewer physical servers.

Solution: Use Windows Server 2008 R2 with Hyper-V to create virtual images of your servers so you can switch to the virtual image to quickly restore critical services.

Solution: Use Windows Server 2008 R2 to protect from unplanned server downtime.

Solution: Use Windows Server 2008 R2 with Hyper-V and System Center Virtual Machine Manager to host and manage older operating systems needed by legacy business applications.

Solution: Use Windows Server 2008 R2 with its extensible platform for a Virtual Desktop Infrastructure (VDI).

2007 2008 2009 2010 2011 20120

2000

4000

6000

8000

10000

12000

14000

16000

IT Education & Training Systems Integration IT Consulting

Software Support Hardware Suuport

Virtualization Adoption is on the RiseThe market demand for global virtualization software and associated services is growing and forecasted to be $20+ billion by 2012.

Includes server consolidation, business continuity and disaster recovery, and virtual desktop infrastructure

License shipments growing more than 50% per year

Server virtualization licenses to grow at 38% CAGR for next five years

Services-based solutions are projected to reach $15 Billion by 2010, which is double the opportunity in software licenses

Source: 1 IDC – whitepaper sponsored by Microsoft, ‘Paths to Opportunity with Virtualization Solutions’, doc # 212960, August 2008 2 IDC – ‘Worldwide Virtualization Services Spending 2007- 2012 Forecast’, doc #213781, August 2008

2005 2006 2007 2008 2009 2010 2011 20120

1000

2000

3000

4000

5000

6000

($ M)

Worldwide Spending on Server Virtualization Software

Worldwide Virtualization Services Spending

($ M)

Why Microsoft for Virtualization?

Low TCO/High ROI Lower upfront

investment costs Lower deployment,

management, and

maintenance costs Extends current IT

investments

Datacenter to Desktop

Full range of products and solutions

Large partner ecosystem

The Platform You Know

Single management platform

Use the skills, tools, and processes you already know

End-to-End Management

Physical and virtual machine management

Interoperate with existing Microsoft infrastructure

Easily manage heterogeneous IT environments

How Microsoft Stacks Up5 Virtualized Hosts (US$)

x

x

x

Cross Hypervisor

Server and DesktopManagement

Live Migration

System Updates

HA/Clustering

$8,776

vSphere EssentialsPlus

System Center Essentials and Virtual Machine

Manager

$3,168

VMware

This chart compares VMware vSphere Essentials Plus vs. Microsoft Hyper-V Server 2008 R2 and System Center Virtual Machine Manager Workgroup edition and System Center Essentials. Price comparison based on five servers, two processor system, with management server cost, two year Maintenance, and no operating system cost.

En Pointe Technologies drives sales with Microsoft Hyper-V™ Technologies

En Pointe Technologies• Offers Microsoft software licensing, systems, and server hardware, IT

consulting on implementations, and managed services including outsourcing.

• Currently focuses on small and midsize business.• En Pointe grew revenue by 60 percent in 2008

“I’m most excited about three technologies that make it easy to demonstrate customers’ clear savings and ways to use resources more economically—Hyper-V for virtualization, especially when competing against VMware; Microsoft Exchange Server as the key component to facilitate unified communications, and Microsoft Office SharePoint® Server to support efficient collaboration.”

Matthew Ondrejko, Director, Microsoft at En Pointe

Partner Business Opportunity

• Conduct business and technology assessments to pinpoint the solutions that can effectively meet your customers challenges.

• Recommend the right solution from comprehensive Microsoft solutions for desktop and server virtualization and physical and virtual management.

Expand your Role as Trusted Advisor

• Reduce IT costs and risks by reducing server sprawl, minimizing downtime, preparing for disasters, and running legacy or non-compatible LOB applications in current environments

• Help customers save time and get organized with a single management platform for virtual and physical servers that leverages existing investments

Deliver Increasing Business Value

• Acquire new customers by providing affordable solutions to upgrade legacy infrastructure, reduce hardware, power and IT management costs, seamlessly run business critical LOB applications and ensure business continuity

• Earn incremental revenue through up-sell and cross-sell opportunities such as remote access, LOB application deployment, physical and virtual management

Win More Business

Differentiate your Practice with Microsoft Virtualization Technologies

Learn how Microsoft virtualization technologies and an integrated set of products can deliver dynamic resources with nearly unlimited capacity to dramatically impact your customers’ IT infrastructures and differentiate your practice.

http://www.microsoft.com/virtualization/en/us/default.aspx

https://partner.microsoft.com/global/40070697

Enhance your virtualization expertise. Find the training and information you need —including learning paths, webcasts, and additional learning resources to help you increase your Microsoft virtualization expertise and proficiency.

https://partner.microsoft.com/global/40075648

Close more deals. Download the Microsoft Business and Technology Assessment Toolkit for the tools and resources you need to recommend the best solutions to meet your customers' objectives.https://partner.microsoft.com/40025740

Drive Sales with the Virtualization and Management Campaign

Use sales and marketing resources to help you find new customers: Prospect sales guide and

call script Web banners and Web copy Customer leave-behind fliers

(customizable) Analysis guidance to assist

with a virtualization solution recommendation

Use customer testimonials and product videos to demonstrate how Microsoft virtualization and management technology can help your customers be more efficient and more competitive while reducing costs.

1 2

Find customizable marketing campaign materials on the Partner Marketing Center

Additional Resources to Reach More Customers and Drive Sales

Create Awareness and DemandAt the Partner Marketing Center and the OEM Partner Center you can find the following: Solution Profiler

• Customer Stories on Microsoft.com

• Online Marketing Resources

• E-mail marketing portal

• Webcasts and Webinars

Ready Your Business• Virtualization Competency• Management Competency• Partner Learning Center• Small Business Specialist Community

Licensing and Financing• Licensing Reseller Handbook

and SmartPay• Microsoft Financing

Drive Sales• Business Technology Assessment Toolkit• Demo Showcase• Offers and Promotions

Expand Your Business• Partner Vertical Resource Center• Microsoft Competencies

Collaborate with Other Partners• Channel Builder• Partner Communities

APPENDIX

Refer a Friend Offer Expand Your Business, Reward Your Customers

Three out of four SMB

customers find their

technology partner

through referrals

To get started, visit https://www.msreferafriend.com

Refer a

Friend

Customer refers your service to a friend

Friend contacts you

for a free diagnostic

Conduct assessment with BTAT

and upload results

Customer gets rewarded and lead becomes new customer

Enroll a customer

1

2

3

45

Featured Products: Virtualization and Management CampaignMicrosoft Products or

TechnologiesScenarios

Windows Server 2008 R2 Datacenter Edition is optimized for enterprises requiring the highest levels of virtualization, scalability, and reliability, enabling critical solutions for databases, ERP, high volume real-time transaction processing, and server consolidation

Advanced server operating system with built in virtualization capabilities and high availability for increased business agility

Advanced server operating system with built in virtualization capabilities for increased reliability and security

A simplified, reliable, and optimized virtualization solution, enabling improved server utilization and reduced costs• Consolidates multiple server roles as separate virtual machines running on a single physical machine • Runs multiple, diverse operating systems in parallel, on a single server • Easily migrates workloads from Virtual Server 2005 R2

A unified, multi-vendor management solution for the virtualized datacenter• Centrally creates and manages virtual machines across the entire datacenter • Easily consolidates multiple physical servers onto virtual hosts • Rapidly provisions and optimizes new and existing virtual machines

Designed for midsize businesses—up to 500 client computers and 30 servers• Unified solution to help optimize the experience of performing a broad set of tasks across the entire

IT environment. Single console to view and manage servers, clients, hardware, software, and IT services

•  Proactive management that accelerates troubleshooting and problem resolution•  Increased efficiency due to simplification of complex management tasks

Virtual Desktop Infrastructure (VDI)

Running an application in one location but have it be controlled in another is helpful where data confidentiality and protection are critical, or to deliver rich applications to devices that cannot run them natively.

Choosing the right Virtualization Solution

Existing ServersInitial Need Recommended Solution

Virtualized Apps

Need for Desktop

Connectivity

Virtual Hosts Virtual Instances on Server

# of virtualhosts on one

physical server

WS DC

# of virtualhosts on one

physical server

2nd Copy of WS Standard in SBS/EBS

Premium Edition

Virtualize SBS/EBS on one physical

server

Need Server Consolidation, App Compat, DR, remote

app or desktop

connectivity

Users need Secure, Remote

Access to Apps/Data ?

Yes

No

1-2 Centralized

Apps

Full DesktopVirtualized

Windows Server

Enterprise Edition

Up to 4 for App Compat/Centralizati

on

WSStandard

# of virtualhosts on one

physical server

Which Server do they have or

need?

WS EE(R2 for Live Migration)

TS or RDS CALs

(WS 2008 R2)

VDI CALs

Level of desktop

centralization

Add WS EE in SBS/EBS

network

Fully Virtualized

for DR/ServerConsolidation

Single Instance for App

Compat/Centralization

Windows Server

Foundation or Standard

Unlimited

Unlimited

Single Instance

Up to 4

Small Business Server or

Essential Business Server

Up to 4

Use the flowchart with your clients to determine the best virtualization solution for their unique business needs. See the next slide for more on key considerations.

Key Customer Considerations

Server Virtualization Which server do they currently have or need? How many virtual hosts are needed on one physical server? In the case of SBS/EBS, do you need to just centralize or isolate certain line-

of-business applications, or are you trying to virtualize the entire SBS or EBS solution for disaster recovery or server consolidation?

IT Management Do they currently have a comprehensive IT management solution

(integrated server, desktop and hardware device management?) How many virtual and physical servers will they need to monitor and keep

up and running?

Desktop Virtualization Is there a need to centralize and provide remote access to the full user

desktop? Or just access to line-of-business applications for certain users? Do mobile users need access from various remote locations?

Recommending the Right Server

Need Multiple

Domains/Trusts, Mail

or Authentication Stores?

SBS

# Users

Considering a software firewall?

Upgrading a security solution?

EBS

WS Foundation

WS Standar

d

WS EE

Shared e-mail and

calendars?

More than 1 processor?

Need a database

?

EBS Premiu

m

SBS Premiu

mNeed a

database?

Fewer than 300 PCs in 2

yrs

Recommend This

Solution

Key Decision FactorsInitial Need

Yes

Yes

No

Yes

No

No

Yes

No

Yes

No

Yes Yes

No

No

No

Yes

Yes

Need High Availability or Branch

Operations Efficiency?

>300 PCs ~ 2 yrs

50-250 PCs today

< 300 PCs ~ 2 yrs

< 50 PCs today < 75 PCs ~ 2 years

No

Less than 15 users in 2

years?

Need e-mail on-premises?

Yes

Yes

No

Need for server identified

(first Server or upgrade)

After assessing client needs, use the flowchart to determine the best server solution.

© 2009 Microsoft Corporation. All rights reserved. Microsoft, Microsoft Dynamics, the Microsoft Dynamics logo, and [list other trademarks] are trademarks of the Microsoft group of companies.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.