The document discusses a customer's needs around managing their private and public clouds with a single solution, having over a dozen management tools from various vendors that do not integrate well, and wanting predictable spending on datacenter management; it then discusses how a solution can provide a single view of private and public clouds, consolidate management tools into a common solution, and provide predictable spending on datacenter management.

5. I want a single view
of Public and Private
Clouds
I virtualized, and
now I have virtual
server sprawl
I need to meet my
SLAs and respond
with agility to
business problems
and opportunities
I have over a dozen
management tools
from various vendors
that don’t work well
together
It’s expensive to
manage all of my
infrastructure with
multiple tools and
processes
I want predictable
spend for
datacenter
management

6. 1. Customers will face confusing choices as virtualization, Cloud
system software, and infrastructure automation software
converge.
2. Private Clouds will grow like gangbusters, one use case at a
time.
3. 2012 will be VMware's last year as king of the hill.
Source: IDC, Dec 2011, “IDC Worldwide System Infrastructure Software 2012 Top Predictions Report”

10. XenServer
ESX

11. XenServer
ESX

12. Manage
Tell the Story
Transform
AdviseandPlan
Prove
• Are the trusted advisor to navigate the
emerging landscape for customers
You…
• Provide solutions beyond the limitations
of existing datacenters to include
infrastructure and applications
You…
• Lead customers in the transformation
from costly legacy systems to
Cloud-enabled environments
You…
• Build best-practice to showcase
Private Cloud implementation and
show proof of control, security,
compliance and compatibility
You…
• Assess, advise, and help your customers
make the right purchasing decision to
build a long-term Cloud-optimized plan
with short-term value
You…

13. M
anage
Tell the
Story
Transform
AdviseandPlan
Prove
=

15. How much the Private Cloud market is expected to growHow much the Private Cloud market is expected to grow
between 2010-2015between 2010-2015
Leading Management Solution
Fastest Growing
Virtualization Solution
43%43% == Source: “Worldwide Enterprise Server Cloud Computing 2010–2014 Forecast” IDC, May 2010
Source: IDC Management Tracker: Microsoft Internal research Source: IDC WW Quarterly Server Virtualization Tracker, March 2011

16. Backup
& Recovery
2006
Application
Insight
IT Process
Automation
2009
Configuration
1994
Service
Management
Server
Virtualization
2007
Monitoring
2000
2010 Service
Manager
Orchestrator
Data Protection
Manager
Operations
Manager
Configuration
Manager
App
Controller
new
Virtual Machine
Manager
new
Virtual Workload
Provisioning
Backup
& Recovery
Application
Insight
IT Process
Automation
Configuration
Service
Management
Monitoring
Service
Manager
Orchestrator
Data Protection
Manager
Operations
Manager
Configuration
Manager
App
Controller
new
Virtual Machine
Manager
new
Virtual Workload
Provisioning
Manage Private and Public Cloud applications and
workloads with a common solution

17. • Hybrid IT Management
• Cloud Creation & Delegation
• Multi-Hypervisor Support
• Deep Application Insight
• Server Application Virtualization
• Process Automation
• Dynamic Optimization
• Network Monitoring
• Service Templates
• Self-Service Portal
Productive
Infrastructure
Your
Customers’ Cloud
Predictable
Applications

18. EMPOWER USERS UNIFY INFRASTRUCTURE SIMPLIFY ADMINISTRATION

20. Source: Microsoft Partner Economic Model for Server Virtualization, Microsoft internal estimates
$374K$374K
$132K$132K
CostCost
PartnerPartner
MarginMargin
$506K$506K
EnablingEnabling
PrivatePrivate
CloudCloud
EnablingEnabling
PrivatePrivate
CloudCloud $207K$207K
Combined MarginCombined Margin
$449K$449K
Combined CostCombined Cost
$656K$656K
$75K$75K
$75K$75K
$374K$374K
$132K$132K
Private CloudPrivate Cloud
PartnerPartner
MarginMargin
Cost ofCost of
Private CloudPrivate Cloud
Potential
higher
margin
Cost ofCost of
VirtualizationVirtualization
Example Based on 100 Server Consolidation Scenario + Private Cloud (Software, Hardware, Services)

21. Capabilities
Workloads:Workloads:
OS + ApplicationsOS + Applications
Identity & SecurityIdentity & Security
DevelopmentDevelopment
ManagementManagement
VirtualizationVirtualization
PlatformPlatform
UNCHANGED PARTNER OPPORTUNITY TODAY NEW BUS. OPPORTUNITY

22. Infrastructure integration & management
•Server consolidation, virtualization, and migration
•Server upgrade
•Storage (SAN), backup, disaster recovery, and security
Desktop management
Private Cloud strategy and planning services
•Private Cloud design and integration services
•Private Cloud security and compliance services
Datacenter transformation for Private Cloud
•Systems & process management, automation, and
orchestration
•Self-service & charge-back, and showback
•Workload-based services
•Hybrid Cloud
Productive
Infrastructure
Predictable
Applications
Your
Customers’ Cloud

23. Infrastructure scenarios
•Heterogeneous hypervisor and device management
•Automating VM provisioning and monitoring
•Self-service infrastructure and user experience
•High availability for Exchange, SQL, SharePoint
•Automating compliancy
Application dev/application management scenarios
•Reducing downtime and remediation for LOB apps
•Automating patch and configuration management
•Deploying Server App-V as an alternative to Cloud-
hosted VMs (i.e. Amazon)
•Heterogeneous (.NET and Java) platform management
Productive
Infrastructure
Predictable
Applications
Your
Customers’ Cloud

24. Advanced datacenter transformation for Private
Cloud
Hybrid Cloud
•Planning and design services
•Infrastructure and application management
•Application migration and management across Private
Cloud and Public Cloud
Hosting and managed services
•Hosted infrastructure
•Hosted applications
•Managed services
•Outsourcing and service-oriented insourcing
Public Cloud
•Value-added services
•Packaged solutions and components
Productive
Infrastructure
Predictable
Applications
Your
Customers’ Cloud

25. 16X16X
7.6X7.6X
At 15 VMs per processor,
Microsoft Private Cloud
solution is 1/16th
the cost
of a comparable VMware
Private Cloud solution
Using vCOPS Enterprise Plus

26. Comparison: Microsoft (WS 2008 R2 SP1+System Center 2012) vs VMware (vSphere 5 + Cloud Infrastructure Suite)
Microsoft Focuses on Applications while VMware Focuses on Infrastructure
Servicing
Automation
Monitoring
Configuration
VM Management
• Microsoft enables deeply integrated service management across both physical and virtual
infrastructure.
• Microsoft has 30+ integration packs, mostly focused on 3rd
party tools. VMware has 6, mostly focused
on VMware products.
• Microsoft has best-in-class workflows and automation.
• Only Microsoft monitors the Workload + OS + VM + Network. VMware’s workload monitoring is
limited to memory, CPU, disk, and network.
• Only Microsoft provides application problem diagnosis, enabling developer operations (dev-ops)
scenarios.
• Microsoft is the most widely used configuration life cycle management tool on the market . It has
been available since 1996, while VMware’s product was first released in 2011.
• Microsoft is tightly integrated with the rest of System Center, while VMware’s is standalone.
 Microsoft offers cross-platform management, server app-V integration, and service templates.
 Microsoft has built-in resiliency. With VMware, the expensive vCenter Heartbeat product is required.

27. Aging Prolific Servers Growing IT Costs
Downtime and Limited
Disaster Recovery Plans
“Companies often struggle to optimize server capacity, achieve
scalability and high-availability for business-critical applications,
and gain better control of their data centers, but at the heart of
all of those issues is saving money and managing costs.”
Rand Morimoto
President, Convergent Computing
Partner Customer PressuresPartner Situation
Develop new practice to help enterprise customers:
•Create cost-effective infrastructure
•Provide scalable and optimized server capacity
•Improve agility and business continuity

28. ResultsSolution
Convergent Microsoft Private Cloud Practice
1. Leveraged on-demand training for MAP and
Microsoft Private Cloud technologies
2. Used MAP Toolkit to help customers see value
3. Standardized on Windows Server 2008 R2 SP1 with
Hyper-V
4. Using Microsoft System Center portfolio to provide
management
Reduced server count increased utilization
Extreme scalability for web-based services
Dynamic scalability for business-critical services
Improves ability to manage costs
Helps customer reduce $1.2M a month in costs
“By using Microsoft cloud services, we can deploy a comprehensive, optimized private cloud infrastructure that
delivers the control and agility that enterprise customers want.”
Rand Morimoto
President Convergent Computing

30. Maximize your opportunities by leveraging PrivateMaximize your opportunities by leveraging Private
Cloud momentum and simplifying purchasing forCloud momentum and simplifying purchasing for
your customersyour customers
Private Cloud Value:
Maximizing Cloud
capacity with unlimited
virtualization
Private Cloud Value:
Maximizing Cloud
capacity with unlimited
virtualization
Consistent
Capabilities:
Including all the
Private Cloud features
in every license
Consistent
Capabilities:
Including all the
Private Cloud features
in every license
Simple Licensing:
Product offerings
simplified to two
licensing editions
Simple Licensing:
Product offerings
simplified to two
licensing editions
Microsoft Private Cloud licensing achieves this by:Microsoft Private Cloud licensing achieves this by:

31. What stays the same What changes
Managed devices require
Management Licenses
Concept of an Operating
System Environment (OSE) and
when a Management License is
required
Server MLs differentiated based
on virtualization rights & suited
into ECI
Standalone products become
components of integrated
product Management Licenses
Software Assurance is included
with all licenses
Server Management Licenses
align to processor-based model,
each license covers two
processors
Management server software and
supporting SQL Runtime are now
included with every Management
License and Management Server
Licenses are discontinued
Client MLs differentiated on
component functionality and
suited into Core CAL/ECAL

32. System Center 2012 Licensing Editions
Two OSEs Unlimited OSEs

34. 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
Hyper-V Cloud Accelerate
Resources for Microsoft Cloud
assessments, proof of concept,
pilots, and deployments
Solution Incentive Program
Management and virtualization
solution partners can earn fees up
to 20 percent of the deal size on
eligible opportunities
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
Cloud Assessment Tool
Lead generation tool for
developing and implementing
Private and Public Cloud solutions
Sales Planning/Deployment
Help solve customer IT planning,
deployment, and operational
challenges with no-cost Microsoft
Solution Accelerators

35. PLAN
•MPN Private Cloud Site
•Windows Server® 2008
R2 SP1 with Hyper-V™ &
System Center 2012
•System Center 2012
Community Evaluation
Program
•Private Cloud System
Center 2012 Boot Camp
•Microsoft Private Cloud
Practice Builder
ENABLE
•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
•Microsoft Private Cloud
Accelerate Program
•Microsoft Assessment
and Planning Toolkit
(MAP)
SELL
•Private Cloud Strategy &
VMware Compete Course
•The Solutions Incentive
Program
•Enrollment for Core
Infrastructure (ECI)
•License Mobility through
Software Assurance
DEPLOY
•Deployment Planning
Services
•Microsoft Private Cloud
Fast Track
•Hyper-V™ Deployment
Guides
•Microsoft Deployment
Toolkit
•Security Compliance
Manager
1 2 3 4 5
For more information on System Center 2012, visit the Microsoft Server and Cloud Platform site!

36. © 2011 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.

38. • Flexibility with delegation
and control
• Application self-service across
clouds
• Physical, virtual, and cloud
management
Predictable ApplicationsProductive Infrastructure Your Cloud
• Heterogeneous support
• Process automation
• Self-service infrastructure
• Deep application monitoring
and diagnosis
• Comprehensive application
manageability
• Service-centric approach

39. System Center 2012 Partner Opportunities & Benefits
Heterogeneous support
 Multi-hypervisor, cross-platform monitoring
 Integrated automation across management
toolsets
Process automation
 Flexible workflows across multiple
organizational silos and systems
 26 Integration Packs out of box to
interoperate with toolsets from HP, BMC,
CA, EMC and VMware
Self-service infrastructure
 Dynamic optimization for Hyper-V, VMware
ESX, and Citrix XenServer clusters
Scale-up your service offerings
from Virtualization to Private
Cloud with what you already
know
Profit by delivering datacenter
automation & transformation for
Private Cloud
Enable business users to manage
cloud capacities, with just a few
clicks, through self-service
PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERS’ CLOUD

40. OPERATINGOPERATING
SYSTEMSSYSTEMS
APPLICATIONAPPLICATION
FRAMEWORKSFRAMEWORKS
MULTI-MULTI-
HYPERVISORHYPERVISOR
MANAGEMENTMANAGEMENT
HYPER-VHYPER-V
CLOUDCLOUD
FAST TRACKFAST TRACK
33RDRD
PARTYPARTY
MANAGEMENTMANAGEMENT
PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERS’ CLOUD

41. Heterogeneous
Environment Management
Process
Automation
Self-service
infrastructure
Your business units can request
additional cloud capacity in self-service
mode
Platinum 200 400 20
Marketing
Anticipating holiday season shopping spike Submi
t
Submi
t
Submi
t
Submi
t
Flexibly add capacity to the
Marketing cloud through a Service
Catalog request
PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERSs CLOUD

42. System Center 2012 Partner Opportunities & Benefits
Deep application monitoring and diagnosis
 End-user application performance and
availability monitoring
 SLA dashboards and reports
Comprehensive application manageability
 Decouple your applications from the
infrastructure with Server Application
Virtualization
 Application portability
 Workflow management for application
Service-centric approach
 Full application lifecycle management
 Application and service owners to deploy
and manage services on private clouds
Change your conversation with
customers from infrastructure-
focused to applications/service
management-focused
Implement SLA-driven Private
Cloud services up to applications
– application provisioning,
capacity allocation, high
availability, security/control, and
charge-back
Standardize end-to-end
application lifecycle and increase
the depth and breadth of your
offerings for application
management
PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERS’ CLOUD

43. Manage Applications with a Cloud Approach
OSOS
Easily Upgrade Applications
.NET
Java
App
Ops
Standardized Application Provisioning
DC
Admin
App
Ops
Scale out & health policyScale out & health policy Scale out & health policyScale out & health policy Scale out & health policyScale out & health policy
Service template (Multi-tier .NET applications)
IIS
HW profile OS profile App profile
Application server
HW profile OS profile App profile
SQL
HW profile OS profile App profile
Web tier Application tier Data tier
PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERS’ CLOUD

44. 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
Scale Out Rules
App Server
HW Profile OS Profile App Profile
App-V
package and
configuration
settings
Web
Scale Out Rules
IIS
HW Profile OS Profile App Profile
W2K8.VHD OS Settings
MSDeploy
package
and configuration
settings
PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERS’ CLOUD

45. System Center 2012 Partner Opportunities & Benefits
Flexibility with delegation and control
 Delegated authority and tools to end-users
with self-service
 Control across Private and Public Cloud
environments
Applications self-service across Clouds
 Common self-service experience across
Private Cloud and Public Cloud
Consistent physical, virtual, and Cloud
management
Deliver your customers a
consistent experience across
Private Cloud and Public Cloud
Build on-prem Private Cloud
service offerings and expand to
Public Cloud and hosting services
Provide Hybrid Cloud offerings for
infrastructure and application
management
PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERS’ CLOUD
Application migration and
management service offerings
across Private Cloud and Public
Cloud

46. PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERS’ CLOUD
Visibility and control for your
applications across your Private
Cloud and Windows Azure
Self-service delegation and
single sign-on

47. ENTERPRISE APPLICATIONS
Public
Cloud
Private Cloud
Common application
dashboard
PRODUCTIVE INFRASTRUCTURE PREDICTABLE APPLICATIONS YOUR CUSTOMERS’ CLOUD

48. Data Protection Manager
Configuration Manager

49. Service Manager
App Controller
Operations Manager
NEW!

50. Virtual Machine Manager
Orchestrator
NEW!

51. Management Server
• Rights to run Management Server software
are included with Client MLs and Server MLs
• SQL runtime is included with Management
Server softwareManaged Clients
Managed Servers
Server MLs are required for managed
devices that run server OSEs
Server MLs are required for managed
devices that run server OSEs
Licenses Required Deployment
Client MLs are required for managed
devices that run non-server OSEs
Client MLs are required for managed
devices that run non-server OSEs
License the full power of System Center simply by assigning Management Licenses
to managed devices

52. Enrollment for Core Infrastructure Licensing
Complete Private Cloud solution in one cost-effective offer
For Highly Virtualized
Environments
For Lightly or non-Virtualized
Environments
Two ECI Editions
Enrollment for Core
Infrastructure
Datacenter
Enrollment for Core
Infrastructure
Standard
Complete Private Cloud solution offered in two
editions differentiated only by virtualization rights
Each license covers up to 2 physical processors - ECI
requires a 25 license minimum initial purchase
Editions provide all the features and capabilities to
enable any private cloud workload*
Key Changes
 ECI Standard will include all System Center 2012 capabilities
 Updated pricing reflects changes and includes effective promotion on ECI Standard