Winning With Io Partner   Module 2   Getting Strategic With Infrastructure Optimization
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Winning With Io Partner Module 2 Getting Strategic With Infrastructure Optimization

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Winning With Io Partner   Module 2   Getting Strategic With Infrastructure Optimization Winning With Io Partner Module 2 Getting Strategic With Infrastructure Optimization Presentation Transcript

  • FY07 Winning with IO Day Achieve your goals with IO Module 2: Getting Strategic with Infrastructure Optimization
  • Workshop’s agenda 9:00 to 9:15 Raising expectations 1. Welcome & Introduction (15 minutes) 9:15 to 10:30 Understanding IO Messaging & Value 2. Getting strategic with IO (30 minutes) 3. Optimizing your customer infrastructure (30 minutes) 4 . IO Execution Process Overview (15 minutes) Break (15’) 10:30 to 15:00 IO Execution Process 5 . Profiling & Discovery (30 minutes) 6 . Analyzing results & identifying potential opportunities (60 minutes) 7 . Preparing a preliminary IO Account Plan (30 minutes) Lunch (45’) 8 . Preparing an IO customer briefing (30 minutes) Break (15’) 9 . Delivering an IO customer briefing – Role Play (45 minutes) 15:00 to 16:00 Understanding the next steps (Opportunity Management) & the local strategy 1 1 . Local Call to Action: how to engage with Microsoft? (15 minutes) 1 2 . Objection Handling (15 minutes) 16:00 to 16:15 Providing comments & feedback 1 3 . Wrap up & conclusions (15 minutes) Interactive session Lecturing session 10 . Next steps: Managing IO opportunities (30 minutes)
  • Getting Strategic with IO
    • What is Infrastructure Optimization?
    • Why is it important to my customer?
    • What is the IO strategy for 2007?
    • What is in it for you?
  • Customer challenge
    • Help me improve IT economics
      • Complexity is a killer – I don’t need more overlapping, unintegrated point solutions – I need solutions that fit in the big picture, long-term
      • Harness technology to drive more automation and help me reduce my labor costs
    • Help me improve my agility
      • Support virtualization of computing assets, and give me the tools to operate infrastructure more like a utility
      • Help me shift fixed IT costs to variable
    • Help me improve my quality of service
      • Help me be more responsive to business needs by providing policy-based management of my assets
      • Governance is a killer – I need help managing how infrastructure is used to deliver real business services
    • Don’t just sell me technologies – provide me with tools to evolve and improve my overall infrastructure
  • CIO Top 10 Priorities 2006 State of the CIO 2006 www.cio.com /state
  • Linking IT to Business Performance
    • Isolating the impact of all IT functions on Productivity shows that IT Infrastructure is a key determinant of superior productivity
    Information technology fuels profitable revenue growth Source: Enterprise IT Capabilities and Business Performance, Marco Iansiti, David Sarnoff Professor of Business Administration, Harvard Business School George Favaloro, Principal, Keystone Strategy, Inc-March 2006 Companies in the top 25% of IT capability grew revenue 6.8% faster per year than their peers in the bottom 25% of IT capability Robust IT infrastructure is a key driver of productivity and growth The firms in the top 25% of IT capability enjoy 23% higher revenue per employee than their peers in the bottom 25% of IT capability Managers in firms that are supported by better information systems have significantly better insight into, and control over, key dimensions of their business Information technology gives managers more insight and control Firms with better IT have more productive employees
  • What Is Infrastructure Optimization?
    • Four-stage model to describe levels of infrastructure efficiency (basic to dynamic) across infrastructure
      • Core model based on industry analyst efforts, MIT Center for Information Systems Research (CISR), and Microsoft experience
      • Highly successful with enterprise customers over the last year
      • In pilot with midsize customers and partners
      • Infrastructure Optimization extended to encompass business productivity and application platform infrastructures
    • The model:
      • Consists of capability descriptions across the continuum (technology agnostic)
      • Includes people, process, and technology
    • Key benefits of the model:
      • Helps customers solve the 70/30 problem (i.e. manage complexity, achieve agility)  Drives lower total cost of ownership (TCO) for IT infrastructure
      • Helps center the customer conversation on a blueprint for infrastructure success and realize the value of IT investments
      • Maps the technology roadmap to the customer’s needs
      • Helps increase security and lower risk
      • Helps drive infrastructure as a strategic asset
    • It’s the Microsoft glue for our people-ready business message and Microsoft solutions
    Optimize your Applications Platform Infrastructure Optimize your Business Productivity Infrastructure Optimize & Secure your Core Infrastructure
  • Business Productivity Optimization Core Infrastructure Optimization Application Platform Optimization
  • Microsoft approach Microsoft Infrastructure Optimization is based on: 2 An Infrastructure Optimization Model based on Industry standards: Real Time Infrastructure Architecture Maturity Model FY06 Microsoft Infrastructure Optimization Model: 1 A methodology to support :
    • IO Assessment: As-is maturity level
    • Infrastructure Optimization Plan: To-be matunity level
    • Core Infrastructure, Business Productivity & Applications Infrastructure capability gaps
    • Process optimization
    FY07 Microsoft Infrastructure Optimization Capabilities: Cost Center Uncoordinated, manual Infrastructure Knowledge not captured More Efficient Cost Center Managed IT Infrastructure with limited automation and knowledge capture Managed and consolidated IT Infrastructure with extensive Automation, knowledge captured and re-used Fully automated management, dynamic resource Usage , business linked SLA’s. Knowledge capture automated and use automated Business Enabler Strategic Asset
  • Infrastructure Optimization Model Cost Center Uncoordinated, manual infrastructure; knowledge not captured More Efficient Cost Center Managed IT infrastructure with limited automation and knowledge capture Managed and consolidated IT infrastructure with extensive automation; knowledge captured and re-used Fully automated management; dynamic resource usage; business- linked service level agreements (SLAs); knowledge capture and use automated Business Enabler Strategic Asset
  • FY07 Infrastructure Optimization Capabilities
  • Summary: What is IO?
    • Technology sequencing framework
    • Maps IT to business needs
    • Cost reduction, security & efficiency gains
    • Backed by analysts
    • Guidance and best practices
    • Discovery process uncovers opportunities
    Application Platform Infrastructure Optimization Model Business Productivity Infrastructure Optimization Model Core Infrastructure Optimization Model
  • Getting Strategic with IO
    • What is Infrastructure Optimization?
    • Why is it important to my customer?
    • What is the IO strategy for 2007?
    • How is in it for you?
  • IT Complexity and Cost 2003 2008+ 1997 2000 2006 Infrastructure Costs 1994
    • Client Server
    • Solution Silos
    N - Tier
    • Dynamic Systems
    • Service Orientation
    Interoperability Costs $$ Management Costs Inflection Point IT economics Not IT features Mitigate risk Reduce cost of change Improve Quality of Service
  • Benefits of Infrastructure Optimization?
      • Helps customers solve the 70/30 problem (i.e. manage complexity, achieve agility)  Drives lower total cost of ownership (TCO) for IT infrastructure
      • Helps center the customer conversation on a blueprint for infrastructure success and realize the value of IT investments
      • Maps the technology roadmap to the customer’s needs
      • Helps increase security and lower risk
      • Helps drive infrastructure as a strategic asset
  • Why Leaders Reap Benefits
    • 1. Lower IT Operating Costs
      • Giga: Implementing Enterprise Architecture [yields] 20% savings in annual IT operating budget
      • Gartner: Architecture can provide savings of 10% to 20% of infrastructure costs
      • Giga: Penalty of 10% of project cost and 25% of project elapsed time with non-standard technology architecture
    • 2. Strategic Agility
      • Gartner: Enterprise IT Architecture yields 30% improvement in ability to deal with changing external drivers
      • MIT: Correlation between top performers with high capability IT infrastructure and standards
    • 3. Increased Productivity
      • Forrester: 40% productivity gap between leaders and laggards in IT investment
  • Getting Strategic with IO
    • What is Infrastructure Optimization?
    • Why is it important to my customer?
    • What is the IO strategy for 2007?
    • What is in it for you?
  • Evolution of Microsoft’s Infrastructure Optimization approach
    • Evolve to Customer Campaigns :
    • Five campaigns target business decision makers and focus on driving business growth.
    • Three campaigns target IT decision makers and focus on reducing cost and infrastructure complexity and risk through infrastructure optimization:
      • Optimize & secure your Core Infrastructure
      • Optimize your Business Productivity Infrastructure
      • Optimize yout Application Platform Infrastructure
    FY05 GTMS Desktop Deployment Initiative Learnings Learnings FY07 People Ready Business And Customer Campaigns FY06 GTMS Infrastructure Optimization Initiative
  • FY07 Infrastructure Optimization Customer Campaign Model Capabilities & Levels Products Basic Standardized Advanced Dynamic Optimize your Application Platform Infrastructure (App Plat Infra Campaign) (APIO) Application Platform Infrastructure Optimization Model (AP IOM) User Experience
    • Visual Studio
    • Expression
    • BizTalk
    • SQL
    Development SOA & Business Process Data Management Business Intelligence Basic Standardized Rationalized Dynamic Optimize your Business Productivity Infrastructure ( Biz Productivity Infra Campaign) (BPIO) Business Productivity Infrastructure Optimization Model (BP IOM) Business Intelligence
    • LCS
    • Exchange
    • SharePoint
    • Office
    Enterprise Content Management Communications & Collaboration Optimize & Secure your Core Infrastructure (Core Infra Campaign) (Core IO) Core Infrastructure Optimization Model (Core IOM) Security & Networking
    • Windows Server
    • Windows Client
    • Windows Device
    • Security
    • Management
    Identity & Access Management Desktop, Device & Server Management Data Protection & Recovery IT and Security Process
  • Getting Strategic with IO
    • What is Infrastructure Optimization?
    • Why is it important to my customer?
    • What is the IO strategy for 2007?
    • What is in it for you?
  • Learnings from FY06: Where Our Customers Are Today (Core Infrastructure Optimization) Source: MS EPG Profiling as of May 22nd 2006 - 7,989 accounts profiled (All Subsidiaries including US)
  • Results of FY06 Account Discovery: Core Infrastructure Optimization 70% 52% 84% 76% 83% 78% 58% 56% 39% 38% 41% 40% 53% 34% 13% 45% Group Policies Win XP with SP2 Monitoring Servers Automated Tracking HW & SW Manual App Comp Manual Reference VPN or Terminal Svcs Secure Network Connection Backup Solution All Servers 19% 36% 15% 9% 22% 12% 16% Central Provisioning Patch Mgmt Servers Automated App Comp Monitoring Desktop Firewall Desktop & Servers Secure Wireless Backup Servers & Desktops 65% 13% 12% 7% 7% Directory Federation Automated Reference Capacity Analyzer Quarantine Secure Domain Isolation Standardized Basic Dynamic Rationalized Active Directory Automated Patch Mgmt Solution Antivirus Desktops Backup Solution Critical Servers Central Firewall Basic Networking Services Standard Images Percentage indicates achieving capability Source: MS EPG Profiling as of May 8, 2006 - 7,989 accounts profiled (All Subsidiaries including US)
  • How to leverage Infrastructure Optimization?
    • We deliver products/services that
      • Help you evolve (rather than rip/replace) your infrastructure
      • Help you achieve your strategic goals
      • Provide measurable and rapid ROI (agility, cost, service quality)
    • We can help IT become more important, engaged and proactive with business
    • The Infrastructure Optimization Models can be used as a blueprint to show
      • What is possible
      • Where the customer is today
      • What they could/should be doing, and what effect it would have
      • How your product/service fits in
    The vendor that helps the customer execute their strategy will win business; The vendor that helps the customer build their strategy will be in the driver’s seat
  • Core Infrastructure Optimization Planned Engagements @ BMW   Top Themes Current Situation Plan / Status Outcome (Goal) MS Rev. BMW Sponsor 1 Desktop Deployment & Mgt BMW currently faces several major issues with their deployment process and the standard XP image called „E-Client“: 8GB large, is recreated 2x annually, has serious Integration & App Compat issues, & requires constant manual intervention.
    • Automated DT Image Deployment & Management
    • Redesign current BMW Imaging Process
    • Consolidation of images from 7 to 1
    • Improve SW install & provisioning process, workflow, & ESS
    • Improved App Compat testing
    • SMS as primary image deploy platform (rich usage)
    • Reduce BMW Support Cost
    ZTD / BDD PILOT (SP2 or Vista. adapted to BMW processes)
    • Ensure EA renewal,
    • Reduce Support calls from BMW to reduce MS investment
    • SMS
    Schindler, VP FZ-3 Krieger, (FZ 3x) Fangmeier (FZ 3x) Madertaner (FZ 3x) Klein (FZ 3x) Smuda (FZ1x) 2 Identity & Access Mgt Bus App Authentication is built on Sun iPlanet. Enterprise User Mgt is based on Siemens DirX. AD plays a limited role. Mail services run poorly due to poor identity & process integration.
    • Enterprise User Management
    • o MIIS Role-Based User Provisioning
    • o LDAP & Unix Consolidation
    • o AD-based Password Policy
    • o Single Account per User
    • Federation for extranet, B2B, & WebSSO scenarios
    Proof of Concept – PoC (based on BMWs Dir/App Environment & Human Workflow Processes)
    • Ensure EA renewal,
    • MIIS, SQL and Biztalk Lic.
    Grabmeyer (FZ1x) Jodl (FZ3x) 3 Security, Networking & Monitoring After a very successful SMI engagement at BMW, we have the challenge to push our security technologies and best practices at BMW. Today we face problems with monitoring, patch management beyond Windows XP, Server Monitoring and Network Separation
    • Security
    • Machine Certificates with MS PKI
    • Patch Management w/ SMS
    • Rights Managmenet Services
    • SP2 FW via SP2 or Vista
    • Monitoring : MOM Deployment & Rollout, Tivoli Migration
    • Networking :
    • VPN Quarantine w/ WinSvrR2
    • IPSec-based Network Segmentation
    Proof of Concept – PoC (based on selected topics)
    • MOM and RMS Lic
    Kage (CSO, FZ-S) Dr. Robl (FZ-S) Reisig (FZ3x) Grabmeyer (FZ1x) 4 Backup & Restore Central file storage services are based on NetApp. Windows-based storage is limited to very small configs with non-critical usage (1GB limit per server). Lack of best practices or enterprise (MSA) approach to Windows Storage. No centralized backup of branch office file servers.
    • Establish and Enterprise Service around Windows-based File Storage
    • Increase Windows File Server Usage w/ FRSv2 & DPM
    • o Branch Office & Central Data Center
    • o As second source to NetApp
    Arch Design Session MTC
    • -Increase Windows Server penetration regarding Storage
    • Storage Server and DPM Lic.
    Smuda (FZ1x)
  • Infrastructure Optimization Provides a Unified View, Common Lens for Customer, Partner and Microsoft teams Provides ATU, STU, PTU and Services coordinated execution based on One Plan Provides Customer a way to bridge gap between Business and IT Allows ATU have the same conversation with Business, IT and Purchasing Core Infrastructure Business Productivity App Platform Provides Partners with a common way to be in synch with Microsoft and the customer agenda
  • Why focus on IO? Services Revenue Software (Licenses) and Hardware Revenue Long term customer relationship
  • Group Discussion and Feedback
    • Assume that you only have five minutes with your customer and you need to explain the following:
      • What is Infrastructure Optimization?
      • What is the value of IO to their organization?
    • Rules:
      • 15 minutes to prepare
      • Max 5 minutes delivery per group