Welcome to the Partner Briefing Series: Preparing for FY07 Brooke Banbury, Engagement Manager, US...

Welcome to the Partner Briefing Series: Preparing for FY07

Brooke Banbury, Engagement Manager, US Partner Services ([email protected])

PURPOSE: The Partner Briefing Series will provide information on strategy and tactics to help you prepare to work with Microsoft in our FY07 that starts in July. Our goal is to provide relevant information and facilitate open communications that contribute to our joint success.

Three Webcasts:April 26th 10:00 – 11:00 AM PST: FY07 Services Strategy with Partners Speakers: Bryan Rutberg, Director, Services Partners, Microsoft Services, and Brooke Banbury, Engagement Manager, US Partner Services

May 16th 10:00 – 11:15 AM PST: FY07 Infrastructure Optimization Strategy with PartnersSpeakers:

Jeff Wettlaufer, Technical Lead, for Worldwide Infrastructure Optimization. Lisa J Downey, Global Partner Development Manager

June 16th 10:00 – 11:00 AM PST: The Business Value Challenge: Winning with Partners in FY07Speaker: Bob McDowell, Vice President, Information Worker Segment and Business Group.

Lisa J DowneyLisa J DowneyGlobal Partner Development: Infrastructure OptimizationGlobal Partner Development: Infrastructure Optimization

Microsoft CorporationMicrosoft Corporation

[email protected] [email protected]

Jeff WettlauferJeff WettlauferTechnical Lead, Infrastructure OptimisationTechnical Lead, Infrastructure Optimisation

Microsoft CorporationMicrosoft Corporation

[email protected] [email protected]

Transforming Transforming Infrastructure, Infrastructure, Making IT MatterMaking IT Matter

70% of IT budgets are

spent maintaining what

we have

Speed will become a

major business differentiator in a connected world

IT infrastructure must change to meet business demands – becoming more "real-time"

We need to harness the power of technology to improve IT infrastructure agility, cost, and quality of service

Infrastructure: From Projects to Strategies, Infrastructure: From Projects to Strategies, From Back-Burner to Front-And-CenterFrom Back-Burner to Front-And-Center

Key Points:• Infrastructure is both an inhibitor, and

an important enabler for business improvement

• Users are shifting their focus from projects and simple cost-cutting to strategic plans

• Infrastructure evolution is a win-win proposition for vendors and customers

• 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

Top CIO actions for 2005 *:1. Delivering projects that enable

business growth

2. Linking business and IT strategies and plans

3. Demonstrating the business value of IS/IT

Top IT initiatives for 2005 *:1. Reducing IT risk (continuity,

security, etc.)

2. Developing an efficient and flexible infrastructure

3. Improving the business skillsof the IS organization

* Note: Survey of 1300 CIOs published January, 2005

Enterprise IT ChallengesEnterprise IT Challenges

GrowthGrowth

Customer serviceCustomer service

Regulatory Regulatory compliancecompliance

Device Device managementmanagement

Varying skill setsVarying skill sets

MobilityMobility

PC maintenancePC maintenance

Server sprawlServer sprawl

Legacy platformsLegacy platforms

Deployment and Deployment and maintenancemaintenance

Identity Identity managementmanagement

Software updatesSoftware updates

Malicious Malicious attacks, viruses, attacks, viruses, spam, etc.spam, etc.

Evolving threatsEvolving threats

Patch Patch management, management, VPN, etc.VPN, etc.

Secure access Secure access (employees, (employees, partners and partners and customers)customers)

Convert IT challenges into customer servicesConvert IT challenges into customer services

IT ChallengesIT Challenges Best of Breed InfrastructureBest of Breed InfrastructureUtilization and Optimization Utilization and Optimization

ModelsModels

Infrastructure OptimizationInfrastructure Optimization

ArchitecturalArchitecturalStandardStandard

OperatingOperatingProceduresProcedures

ServiceServiceImplementationImplementation

GuidesGuides

Diagnosis and Development of aDiagnosis and Development of aCustom Built RoadmapCustom Built Roadmap

Q1Q1 Q1Q1

Q1Q1

Q1Q1 Q2Q2

PEOPLEPEOPLE

PROCESSPROCESS

TECHNOLOGYTECHNOLOGY

Service Planning and DeliveryService Planning and Delivery

How Do You Get There?How Do You Get There?Infrastructure Optimization ModelInfrastructure Optimization Model

Cost Center Cost Center

Uncoordinated, Uncoordinated, manualmanual

InfrastructureInfrastructureKnowledge not Knowledge not

captured captured

More Efficient More Efficient Cost CenterCost Center

Managed IT Managed IT Infrastructure Infrastructure

with limitedwith limited automation and automation and

knowledge knowledge capturecapture

Managed and Managed and consolidated ITconsolidated IT InfrastructureInfrastructurewith extensive with extensive

Automation, Automation, knowledge knowledge

captured and captured and re-usedre-used

Fully automated Fully automated management, management,

dynamic dynamic resource resource Usage , Usage ,

business business linked SLA’s. linked SLA’s. Knowledge Knowledge

capture capture automated and automated and use automateduse automated

Business Business EnablerEnabler

Strategic Strategic AssetAsset

Key Drivers of Infrastructure Key Drivers of Infrastructure OptimizationOptimizationPeople, Process and TechnologyPeople, Process and Technology

Desktop, Server and Device ManagementDesktop, Server and Device Management

Security and NetworkingSecurity and Networking

Identity and Access ManagementIdentity and Access Management

Data Protection and RecoveryData Protection and Recovery

IT Process and PolicyIT Process and Policy

How To Take The JourneyHow To Take The Journey

IT staff taxed by operational challenges

Users come up with their own IT solutions

IT staff trained in best practices such as MOF, ITIL, etc.

Users expect basic services from IT

IT staff manages an efficient, controlled environment

Users have tools they need, high availability, & access to information

IT is a strategic asset

Users look to IT as a valued partner to enable new business initiatives

IT processes undefined

High complexity due to localized processes, & minimal central control

Central Admin & config of security

Standard desktop images defined, not adopted company-wide

SLA’s are linked to business objectives

Clearly defined and enforced images, security, best practices (MOF, ITIL)

Self assessing & continuous improvement

Information easily & securely accessed from anywhere on Internet

Patch status of desktops is unknown

No unified directory for access management

Multiple directories for authentication

Limited automated s/w distribution

Automate identity and access management

Automated system management

Self provisioning and quarantine capable systems ensure compliance & high availability

Technology

Gartner Security Conference presentation "Operation Zero Downtime", D. Scott, May 2002Gartner Security Conference presentation "Operation Zero Downtime", D. Scott, May 2002

80% of unplanned downtime is 80% of unplanned downtime is due to People and Process due to People and Process

Operational InsightsOperational Insights

Changes not managedCapacity requirementsRoot cause difficult to find

Forget SomethingLack of ProceduresBackup Errors / Security

Hardware, OS, Facilities..

Best Practices Drive Down IT Best Practices Drive Down IT CostCostBest Practice Research Supports IT MaturityBest Practice Research Supports IT Maturity

Basic = 0-2 Best Practices AdoptedBasic = 0-2 Best Practices Adopted

Standardized = 3-4 Best Practices AdoptedStandardized = 3-4 Best Practices Adopted

Rationalized = 5-6 Best Practices AdoptedRationalized = 5-6 Best Practices Adopted

Best PracticeBest Practice Annual Annual Benefit Benefit per PCper PC

IT Tasks ImprovedIT Tasks Improved Enabling MS TechnologyEnabling MS Technology

1: OS 1: OS StandardizationStandardization

$52$52 Image ManagementImage Management

Desktop AdministrationDesktop Administration

Service Desk/Deskside SupportService Desk/Deskside Support

Vista WIM Image ManagementVista WIM Image Management

Vista VirtualizationVista Virtualization

2: Centrally Managed 2: Centrally Managed PC FirewallPC Firewall

$39$39 Security & PatchingSecurity & Patching



Vista FirewallVista Firewall

Active DirectoryActive Directory

Group PoliciesGroup Policies

3: Automated 3: Automated Password ResetPassword Reset

$29$29 Service Desk/Deskside SupportService Desk/Deskside Support 33rdrd Party Party

4: Users Cannot 4: Users Cannot Install SoftwareInstall Software

$50$50 Application ManagementApplication Management


Service DeskService Desk

Vista User Account ProtectionVista User Account Protection

Active Directory/Group PoliciesActive Directory/Group Policies

Automated SW Deployment (SMS)Automated SW Deployment (SMS)

5: Users Cannot 5: Users Cannot Change SettingsChange Settings







6: Automated 6: Automated Software Software DistributionDistribution



Security & PatchingSecurity & Patching


Vista Windows Installer ServiceVista Windows Installer Service

Systems Management Server (SMS)Systems Management Server (SMS)

Windows 2000Windows 2000 Symantec GhostSymantec Ghost

VMWareVMWare

Replace Legacy Replace Legacy ApplicationsApplications

Symantec FirewallSymantec Firewall

Symantec ManagementSymantec Management

33rdrd Party Party

Full Armor/Desktop Full Armor/Desktop StandardStandard

Active Directory/Group Active Directory/Group PoliciesPolicies

SMSSMS

Full Armor/Desktop Full Armor/Desktop StandardStandard




Windows Installer (MSI)Windows Installer (MSI)

SMSSMS

Enabling Technology for Best Enabling Technology for Best Practices: VistaPractices: VistaBest PracticeBest Practice Benefit Benefit

per PCper PC

1: OS Standardization1: OS Standardization $52$52

2: Centrally Managed 2: Centrally Managed PC FirewallPC Firewall

$39$39

3: Auto Password 3: Auto Password ResetReset

$29$29

4: Users Cannot Install 4: Users Cannot Install SoftwareSoftware

$50$50

5: Users Cannot 5: Users Cannot Change SettingsChange Settings

$30$30

6: Automated Software 6: Automated Software DistributionDistribution

$26$26

33rdrd Party SW Cost Party SW Cost (~ (~ $50/PC)$50/PC)

Complexity Cost Complexity Cost (~ (~ $75/PC)$75/PC)

App Replacement Cost App Replacement Cost (high)(high)

Windows XP SP2Windows XP SP2 Symantec GhostSymantec Ghost

VMWareVMWare

Replace Legacy ApplicationsReplace Legacy Applications

PC FirewallPC Firewall



33rdrd Party Party

Full Armor/Desktop StandardFull Armor/Desktop Standard


SMSSMS

Full Armor/Desktop StandardFull Armor/Desktop Standard




Windows Installer Service Windows Installer Service (MSI)(MSI)

SMSSMS

33rdrd Party SW Cost Party SW Cost (~ $40/PC)(~ $40/PC)

Complexity Cost Complexity Cost (~ $50/PC)(~ $50/PC)

App Replacement Cost App Replacement Cost (high)(high)

Windows VistaWindows Vista

Vista WIM Image ManagementVista WIM Image Management

Vista VirtualizationVista Virtualization

Replace Fewer Legacy Replace Fewer Legacy ApplicationsApplications

Vista FirewallVista Firewall



33rdrd Party Party



SMSSMS





Windows Installer Service Windows Installer Service (MSI/BITS)(MSI/BITS)

SMSSMS

33rdrd Party SW Cost Party SW Cost (~ $0/PC)(~ $0/PC)

Complexity Cost Complexity Cost (~ $20/PC)(~ $20/PC)

App Replacement Cost (low)App Replacement Cost (low)

Best Practices can be delivered with Best Practices can be delivered with any OS…but may require 3any OS…but may require 3rdrd party SW party SW and cost more $and cost more $Best Practices are easier and less Best Practices are easier and less costly to implement using Vistacostly to implement using Vista

$226 / PC Direct Cost Benefits driven by LUA, $226 / PC Direct Cost Benefits driven by LUA, Desktop Lockdown and other Best PracticesDesktop Lockdown and other Best Practices

Scale

Capacity

Expertise

http://directory.microsoft.com/mprd/

MSPP Competencies:• Information Worker Information Worker

Solutions Solutions • Networking & Advanced Networking & Advanced

InfrastructureInfrastructure• SecuritySecurity

Work with your Microsoft repWork with your Microsoft repand Partner Account Managers!and Partner Account Managers!

Why Partners?Why Partners?

Step 1: DiscoveryStep 1: Discovery

Infrastructure Optimization Model

Basic Standardized Rationalized Dynamic

Infrastructure Optimization Field Execution Infrastructure Optimization Field Execution ProcessProcess

Step 2: Opportunity IdentificationStep 2: Opportunity Identification

•Infrastructure Revenue Infrastructure Revenue potential potential

•PrioritiesPriorities•Resource AllocationResource Allocation• Account StrategyAccount Strategy

Step 3: Customer BriefingStep 3: Customer Briefing

•Consistent, relevant Consistent, relevant messaging based on account messaging based on account maturity maturity

•Clear partner message & Clear partner message & opportunityopportunity

• Illustrating MS ValueIllustrating MS Value• Customer satisfactionCustomer satisfaction

Step 4: Project Definition & Execution Step 4: Project Definition & Execution

•ServicesServices•PartnersPartners

Relevance Relevance Deeper Deeper

RelationshipsRelationshipsCustomer Customer

SatisfactionSatisfaction

Desktop Deployment Planning Desktop Deployment Planning ServicesServices

Software Assurance benefit, delivered by Microsoft Certified Software Assurance benefit, delivered by Microsoft Certified Partners who have certified their deployment solutions proficiencyPartners who have certified their deployment solutions proficiencyBenefit available at 5 levels: 15, 10, 5, 3, and 1 day engagementBenefit available at 5 levels: 15, 10, 5, 3, and 1 day engagementNo cost to the customer - Microsoft pays partner to deliver No cost to the customer - Microsoft pays partner to deliver servicesservicesProgram Available March 13, 2006Program Available March 13, 2006Partner Training: Partner Training: Exam 74-139:Exam 74-139: Deploying Business Desktops with Microsoft Windows Deploying Business Desktops with Microsoft Windows

Server 2003 and Microsoft Office 2003Server 2003 and Microsoft Office 2003 Consultants who have not attended a DSP Airlift or BDD training, Consultants who have not attended a DSP Airlift or BDD training,

attend a future DSP or DDPS Airliftattend a future DSP or DDPS Airlift

GoalsGoals 500 partners trained on delivering the DDPS prior to March 13500 partners trained on delivering the DDPS prior to March 13thth 2006 2006 Goal in APAC to train at least 51 individual partner consultants Goal in APAC to train at least 51 individual partner consultants

Participate: DDPS program is now live: Participate: DDPS program is now live: https://iwsolve.partners.extranet.microsoft.com/psb/ https://iwsolve.partners.extranet.microsoft.com/psb/ Customers locate DDPS partners at: Customers locate DDPS partners at: https://iwsolve.partners.extranet.microsoft.com/ https://iwsolve.partners.extranet.microsoft.com/

Partner Call to ActionPartner Call to Action1.1. Understand Infrastructure Optimization and FY07 Understand Infrastructure Optimization and FY07

IO Models IO Models Download the Enterprise Partner Resource Guide:Download the Enterprise Partner Resource Guide: https://partner.microsoft.com/global/partnermarketingcenter https://partner.microsoft.com/global/partnermarketingcenter and the “Why Microsoft” value presentations:and the “Why Microsoft” value presentations:

https://partner.microsoft.com/global/40019596 https://partner.microsoft.com/global/40019596

2.2. Document your solution offerings via MSPP and Document your solution offerings via MSPP and align to the IO Partner mapping (via your align to the IO Partner mapping (via your PTU/PAM) PTU/PAM)

3.3. Engage with Microsoft to create Partner Solution Engage with Microsoft to create Partner Solution PlansPlans

4.4. Determine your customers IT maturity -> ProfileDetermine your customers IT maturity -> Profile5.5. Develop account level execution plansDevelop account level execution plans6.6. Reference site for more information: Reference site for more information:

http://www.microsoft.com/iohttp://www.microsoft.com/io

More account plans, More coverage, More account plans, More coverage, More More Optimization!Optimization!

Campaign OpportunitiesCampaign OpportunitiesSecure and Well Managed Secure and Well Managed InfrastructureInfrastructure

Windows Server 2003 R2 Re-launchWindows Server 2003 R2 Re-launch


Migrate Windows 9x/NT to Windows XPMigrate Windows 9x/NT to Windows XP

Vista TAP Rapid Deployment Vista TAP Rapid Deployment CampaignCampaign

Office 2003 Migration CampaignOffice 2003 Migration Campaign

Office 12 ReadinessOffice 12 Readiness

Security MobilizationSecurity Mobilization

Identify where your customers infrastructure is Identify where your customers infrastructure is in terms of Optimization in terms of Optimization

Identify highest impact options Identify highest impact options

Identify biggest challengesIdentify biggest challenges

Build a plan that maps to the business and IT Build a plan that maps to the business and IT prioritiespriorities

Work with your MicrosoftWork with your Microsoft Sales Rep to help youSales Rep to help you

Host the customer briefing and engageHost the customer briefing and engage

“Microsoft can help plan, build and execute the journey to Infrastructure Optimization”

The Infrastructure Optimization JourneyThe Infrastructure Optimization Journey

Welcome to the Partner Briefing Series: Preparing for FY07 Brooke Banbury, Engagement Manager, US...

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