Samen vissen naar business succes in Core Infra

Frank MullerSpecialist Sales Manager Core Infra4 februari 2010

Welke vis willen we vangen?

Agenda

Welke vis willen we vangen?

1. Het klantperspectief

2. Postioneren Core Infra portfolio

3. Core Infra business prioriteiten

4. Core Infra Licentie sales strategie

5. Go-to-Markets Core Infra Solutions

6. De Core Infra organisatie

7. Partner Model: Samen succesvol!

8. Core Infra Solutions

Het klantperspectief

Begrip: De CIO agenda

Spaghetti monster

Kosten-Operations-Centralisatie-Rationalisatie-Virtualisatie-….

Innovatie-Compliancy-CRM-BI-New world of work-….

Flexibiliteit-Fusies-Applications-Infra adjustments-…..

Controle-Beschikbaarheid-SLA’s-Beveiliging-…....

De 4 wetten van Corporate IT

1. E = O(f A)Ellende is evenredig met aantal applicaties

2. E = O(eL)Ellende neemt exponentieel toe met aantal legacy applicaties

3. A -> LIedere applicatie die niet actief wordt onderhouden wordt vanzelf legacy

4. V < O Vervanging is uiteindelijk goedkoper dan onderhoud

Het perspectief

..en wat dat betekent voor de CIO

Standaardiseren processen en technologie

Kiezen voor moderne technologie van leveranciers die blijven innoveren

Zo veel mogelijk diensten afnemen en zo min mogelijk zelf onderhouden

Partners zoeken die een vervangingsinvestering uitsmeren en direct vertalen naar lagere kosten

En voor Partners

• Speerpunt solutions om binnen te komen

• Cross en Up sell mogelijkheden

• Beheer / Outsourcing / Cloud potentieel

..en voor Microsoft?

• Standaardiseren op Microsoft platform

• Deployment

• BPOS / Online

• MS Financing

• Tevreden klant

Postinering Core Infra Portfolio

Managed PC

Mobile device

Unmanaged PC

IMPACT Reference ArchitectureThe power of choice

Hosted service

On premise data centre

Cloud service

On

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ise

data

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Clou

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IMPACT Reference Architecture - Services outline

Man

aged

Clie

ntM

obile

dev

ice

Basic Infrastructure

Unm

anag

ed C

lient Infrastructure ServicesClient Services Application Services Business Productivity Services

On

prem

ise

data

cen

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Infrastructure Services M

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evic

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Voice/Speech

Content Synchronization

Browser

Document authoring& publishing

User State

Communication Clients

User Authentication Identity and Access

Advanced Networking

Management Agent

Basic Infrastructure

StorageProcessingBasic

NetworkingService

Operations

Devices & Printers

Connectivity

File Sharing

Unm

anag

ed c

lein

t

Desktop/ Presentation Virtualization

Application Virtualization

File- and Print

Protection

Service Delivery

Client Services

Virtualization

Example – Component view (Microsoft products)

Application Services

Web

Data Management

Integration

Data Warehousing

User Interface

Process Management

Development

Business Productivity Services

Collaboration

Messaging & Calendaring

Communication

Insights

Enterpise Search

Composite applications

Enterprise Content Management

On

prem

ise

data

cen

tre

Infrastructure Services M

anag

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Voice/Speech

Content Synchronization

Browser

Document authoring& publishing

User State

Communication Clients

User Authentication

Clou

d Se

rvic

es

Identity and Access

•Authenication •Identity Federation•Directory synchr.•Recplication•Certificate services

•Quota Management•Printer locating

Advanced Networking

•DNS•DHCP•Remote Access•Internet proxy

Management Agent

Basic Infrastructure

StorageProcessingBasic

NetworkingService

Operations

•Monitoring and control•Configuration mgmt

Devices & Printers

Connectivity

File Sharing

Unm

anag

ed C

lient

Desktop/ Presentation Virtualization

Application Virtualization

File- and Print

•Routing•Switching•Firewall

Protection

•Policy management•Content protection•Anti-Malware•Intrusion detection•Data protection

Service Delivery

•SAN•NAS

•Hypervisor•Clustering

Client Services

Virtualization

•Software deployment•Service level mgtm

IMPACT Reference ArchitectureServices taxonomy

Application Services

Web

•Internet apps•Web Server•Load balancing•Streaming

Data Management

Integration

Data Warehousing

•Messaging•Orchestration•Business-to-business

•Data Warehouse generation•Data warehouse mgmt

User Interface

Process Management

•Schema definition•Replication

•Presentation libraries•Forms Management•Rich media

Development

•Repository•Build process•Testing

•Modelling•Development•Execution•Optimization

•Load balancing•Connection broker

•Sequencing•Application streaming

Business Productivity Services

Collaboration

•Workspaces •Portals•Social Computing

Communication

•IM & presence•Voice•Conferencing•Federation

Insights

•End user reporting•Analytics and data mining•Report generation and distribution•Performance mgmt

Messaging & Calendaring

Enterpise Search

•Content•People

Composite applications

Enterprise Content Management

•Web content mgmt•Document mgmt•Records mgmt•Metadata mgmt

•Webmail•Voicemail•Mobile access•Archiving•Protection

•Task management•Human driven workflolw•Alerting•LOB app integration

Hos

ted

serv

ice

On

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data

cen

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Infrastructure Services M

anag

ed P

CM

obile

dev

ice

Voice/Speech

Content Synchronization

Browser

Document authoring& publishing

User State

Communication Clients

User Authentication Identity and Access

Advanced Networking

Management Agent

Basic Infrastructure

StorageProcessingBasic

NetworkingService

Operations

Devices & Printers

Connectivity

File Sharing

Unm

anag

ed P

C

Desktop/ Presentation Virtualization

Application Virtualization

File- and Print

Protection

Service Delivery

Client Services

Virtualization

Application Services

Web

Data Management

Integration

Data Warehousing

User Interface

Process Management

Development

Voorbeeld toepassing: Personal ProductivityE-mail &

TasksAlways &

Everywhere

Directory Services

Remote Access

VDIE-Mail

Business Productivity Services

Collaboration

Communication

Insights

Messaging & Calendaring

Enterprise Search

Composite applications

Enterprise Content Management

E-Mail

Core Infra business prioriteiten

Core Infra doelstellingen grootzakelijke markt

180 MIO $ = ongeveer 33% van totale budget!• Core producten: Windows Server, Windows Client, • High growth: Systems Center Management, Forefront

Security inclusief Identity management

Gain Market Share measured in:• Windows Server Units • System Center Server Attach to Windows Server• ECAL % per desktop• MDOP attach aan Windows Client• Adoption of Hyper-V (VMWare compete)

Core Infra Licentie sales strategie

Microsoft sales strategie Licenties: SW bundels voor platform standaardisatie

System Center Management Suite Enterprise / Datacenter (SMSE/SMSD): Configuration Management, Monitoring, Virtual Machine Management, Data Protection Management, Run book automation (OPALIS acquisitie), Service Management (vanaf Q4) Tot 1 juli oude prijs!

Enrollment for Core Infrastructure (ECI): Windows Server, SMSE/SMSD, Forefront Protection Server

ECAL: CoreCAL,Sharepoint Entreprise CAL, OCS CAL, Forefront Securtiy Suite inclusief Exhange Hosted filtering en rights Management, Client Monitoring)

Microsoft Desktop Optimization Pack (MDOP): https://partner.microsoft.com/global/40043418

VDI-CAL: https://partner.microsoft.com/global/40112061

Forefront Identity Management en CAL

Go-to-MarketsCore Infra Solutions

Go-to-markets: technologie oplossingen gericht op TDM / Architect

Dynamic DatacenterDatacenter:• MS Day - Server Virtualisatie en Advanced Management• MS Day - Datacenter Management• MS Day - Software Asset ManagementEnd to end security:• MS Day - Secure Messaging & Collaboration• MS Day - Identity & Secure and Remote Access

Desktop Optimization• MS Day - Optimized Desktop Vision• MS Day - Desktop Virtualisatie• MS Day - Windows 7/OS deployment

Visit MS Days:Selecteer de juiste klanten, nodig de juiste contactpersonen uit voor de relevante sessies!

http://www.microsoft.com/netherlands/executivecircle/dynamic_it.aspx

De core infra organisatie

De Core Infra organisatie Microsoft NL

Core Infra Stuurgroep

Specialist SalesFrank Muller

PartnersRonald

Richardson

MarketingMaarten van Wel

ServicesPeter

Heldens

STU Core Infra Team

EPG EPG FinanceEPG

Government Education

EPG Others

Vacature Djuro DragojevicBastiaan de Wilde

Sales

Frans van Ierland

WorkloadExperts

David Stoeckel

Michel Ehlert

Windows Client

Sasa Radosevic

Martin Sih

Tiander Turpijn

ManagementSecurityEMEA

IncubationFIM/RMS

William Jansen

SMSP

Globals

Architectuur

Martin Vliem

Ronald Scherpenisse

Partner Contact naar specialisten

Altijd in overleg met uw Partner Account Manager !!

Datacenter – Server Virtualisatie

- Djuro Dragojevic (Sales)

- Martin Vliem & Tiander Turpijn (expertise)

Business Ready Security

- Frans van Ierland (Sales)

- Sasa Radosevic en Martin Vliem (expertise)

Optimized Desktop and deployment

- Bastiaan de Wilde (sales)

- David Stoeckel en Michel Ehlert (expertise)

Hosting solutions

-Martin Sih (Liaison naar expertise)

- Rogier Hassink (Business development)

Partner model: Samen Succesvol !!!

Partnering in Core Infra

Services LicentiesSolutions

Uitdagingen/Agenda:• Formuleren gemeenschappelijke business doelen• Two way commit: lead generatie en keuzes maken• Business planning: Succes met voorbedachte rade!• Gemeenschappelijke sales cycle• Readiness: doen wat we beloven• Heldere afspraken: wie doet wat• Governance: weet wat je meet!

Services Ready Partnerships

Met Infra vang je geen bot!