Samen vissen naar business succes in Core Infra

1. Samenvissennaar business succes in Core Infra Frank Muller Specialist Sales Manager Core Infra 4 februari 2010

2. Welkeviswillen we vangen?

3. Agenda Welkeviswillen we vangen? • Het klantperspectief • Postioneren Core Infra portfolio • Core Infra business prioriteiten • Core Infra Licentie sales strategie • Go-to-Markets Core Infra Solutions • De Core Infra organisatie • Partner Model: Samensuccesvol! • Core Infra Solutions

4. Het klantperspectief

5. Begrip: De CIO agenda • Kosten • Operations • Centralisatie • Rationalisatie • Virtualisatie • …. • Flexibiliteit • Fusies • Applications • Infra adjustments • ….. Innovatie -Compliancy -CRM -BI -New world of work -…. • Controle • Beschikbaarheid • SLA’s • Beveiliging • ….... Spaghetti monster

6. De 4 wetten van Corporate IT • E = O(f A)Ellende is evenredig met aantal applicaties • E = O(eL)Ellende neemt exponentieel toe met aantal legacy applicaties • A -> LIedere applicatie die niet actief wordt onderhouden wordt vanzelf legacy • V < O Vervanging is uiteindelijk goedkoper dan onderhoud

7. Het perspectief

8. ..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

9. En voor Partners • Speerpunt solutions ombinnentekomen • Cross en Up sell mogelijkheden • Beheer / Outsourcing / Cloud potentieel

10. ..en voor Microsoft? • Standaardiseren op Microsoft platform • Deployment • BPOS / Online • MS Financing • Tevredenklant

11. Postinering Core Infra Portfolio

12. IMPACT Reference ArchitectureThe power of choice Cloud service Unmanaged PC Hosted service Managed PC On premise data centre Mobile device

13. IMPACT Reference Architecture - Services outline Client Services Infrastructure Services Application Services Business Productivity Services Cloud Services UnmanagedClient Hosted service ManagedClient On premise data centre Mobile device Basic Infrastructure

14. Example – Component view (Microsoft products) Application Services Business Productivity Services Client Services Infrastructure Services Browser Cloud Services Unmanaged cleint Collaboration User Interface File- and Print Document authoring& publishing Enterprise Content Management Web Application Virtualization User State Composite applications Process Management Desktop/ Presentation Virtualization Communication Clients Enterpise Search Integration User Authentication Identity and Access Managed client Hosted service Content Synchronization Insights Data Warehousing Service Delivery File Sharing Messaging & Calendaring Data Management Protection Voice/Speech Communication Development Advanced Networking Virtualization Management Agent On premise data centre Mobile device Basic Infrastructure Devices & Printers Storage Basic Networking Service Operations Processing Connectivity

15. IMPACT Reference ArchitectureServices taxonomy Business Productivity Services Application Services Client Services Infrastructure Services Browser Cloud Services UnmanagedClient User Interface • Presentation libraries • Forms Management • Rich media Collaboration • Workspaces • Portals • Social Computing File- and Print • Quota Management • Printer locating Document authoring& publishing • Sequencing • Application streaming Web • Internet apps • Web Server • Load balancing • Streaming Enterprise Content Management • Web content mgmt • Document mgmt • Records mgmt • Metadata mgmt Application Virtualization User State • Load balancing • Connection broker Process Management • Modelling • Development • Execution • Optimization Composite applications Desktop/ Presentation Virtualization • Task management • Human driven workflolw • Alerting • LOB app integration Communication Clients User Authentication • Authenication • Identity Federation • Directory synchr. • Recplication • Certificate services Integration Enterpise Search • Content • People Identity and Access • Messaging • Orchestration • Business-to-business ManagedClient Hosted service Content Synchronization • End user reporting • Analytics and data mining • Report generation and distribution • Performance mgmt Data Warehousing • Data Warehouse generation • Data warehouse mgmt Service Delivery • Software deployment • Service level mgtm Insights File Sharing • Policy management • Content protection • Anti-Malware • Intrusion detection • Data protection Data Management • Schema definition • Replication Protection Messaging & Calendaring • Webmail • Voicemail • Mobile access • Archiving • Protection Voice/Speech • IM & presence • Voice • Conferencing • Federation Development • Repository • Build process • Testing Advanced Networking • DNS • DHCP • Remote Access • Internet proxy Communication Virtualization Management Agent On premise data centre Mobile device Basic Infrastructure Devices & Printers Storage Basic Networking • Hypervisor • Clustering Service Operations • Monitoring and control • Configuration mgmt Processing • Routing • Switching • Firewall • SAN • NAS Connectivity

16. Voorbeeld toepassing: PersonalProductivity E-mail & Tasks Always & Everywhere Client Services Infrastructure Services Application Services Business Productivity Services Browser Cloud Services Unmanaged PC File- and Print Collaboration User Interface Document authoring& publishing Application Virtualization Enterprise Content Management Web User State Desktop/ Presentation Virtualization VDI Composite applications Process Management Communication Clients E-Mail User Authentication Directory Services Identity and Access Enterprise Search Integration Managed PC Hosted service Content Synchronization Service Delivery Insights Data Warehousing File Sharing E-Mail Messaging & Calendaring Protection Data Management Voice/Speech Remote Access Communication Advanced Networking Development Virtualization Management Agent On premise data centre Mobile device Basic Infrastructure Devices & Printers Storage Basic Networking Service Operations Processing Connectivity

17. Core Infra business prioriteiten

18. Core Infra doelstellingengrootzakelijkemarkt • 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)

19. Core Infra Licentie sales strategie

20. Microsoft sales strategieLicenties: SW bundelsvoor 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 julioudeprijs! • Enrollment for Core Infrastructure (ECI): Windows Server, SMSE/SMSD, Forefront Protection Server • ECAL: CoreCAL,SharepointEntreprise CAL, OCS CAL, Forefront Securtiy Suite inclusiefExhange 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

21. Go-to-MarketsCore Infra Solutions

22. Go-to-markets: technologieoplossingengericht op TDM / Architect Dynamic Datacenter • Datacenter: • MS Day - Server Virtualisatie en Advanced Management • MS Day - Datacenter Management • MS Day - Software Asset Management • End 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

23. De core infra organisatie

24. De Core Infra organisatie Microsoft NL

25. STU Core Infra Team SMSP EPG EPG Finance EPG Government Education EPG Others Globals Ronald Scherpenisse Martin Sih Bastiaan de Wilde Djuro Dragojevic Frans van Ierland Vacature Sales Windows Client Security Architectuur Management EMEA Incubation FIM/RMS Workload Experts David Stoeckel William Jansen Martin Vliem Tiander Turpijn Michel Ehlert Sasa Radosevic

26. Partner Contact naarspecialisten Altijd in overleg met uw Partner Account Manager !! • Datacenter – Server Virtualisatie • - DjuroDragojevic (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) • RogierHassink (Business development)

27. Partner model: SamenSuccesvol !!!

28. Partnering in Core Infra Services Solutions Licenties Services Ready Partnerships • Uitdagingen/Agenda: • Formulerengemeenschappelijke business doelen • Two way commit: lead generatie en keuzesmaken • Business planning: Succes met voorbedachterade! • Gemeenschappelijke sales cycle • Readiness: doenwat we beloven • Heldereafspraken: wiedoetwat • Governance: weetwat je meet!

29. Met Infra vang je geenbot!