welcome to the partner briefing series: preparing for fy07 brooke banbury, engagement manager, us...
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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
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
Desktop AdministrationDesktop Administration
Service Desk/Deskside SupportService Desk/Deskside Support
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
Desktop AdministrationDesktop Administration
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
$30$30 Application ManagementApplication Management
Desktop AdministrationDesktop Administration
Service Desk/Deskside SupportService Desk/Deskside Support
Vista User Account ProtectionVista User Account Protection
Active DirectoryActive Directory
Group PoliciesGroup Policies
6: Automated 6: Automated Software Software DistributionDistribution
$26$26 Application ManagementApplication Management
Desktop AdministrationDesktop Administration
Security & PatchingSecurity & Patching
Active Directory/Group PoliciesActive Directory/Group Policies
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
Active DirectoryActive Directory
Group PoliciesGroup Policies
Active Directory/Group Active Directory/Group PoliciesPolicies
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
Active DirectoryActive Directory
Group PoliciesGroup Policies
33rdrd Party Party
Full Armor/Desktop StandardFull Armor/Desktop Standard
Active Directory/Group Active Directory/Group PoliciesPolicies
SMSSMS
Full Armor/Desktop StandardFull Armor/Desktop Standard
Active DirectoryActive Directory
Group PoliciesGroup Policies
Active Directory/Group Active Directory/Group PoliciesPolicies
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
Active DirectoryActive Directory
Group PoliciesGroup Policies
33rdrd Party Party
Vista User Account ProtectionVista User Account Protection
Active Directory/Group PoliciesActive Directory/Group Policies
SMSSMS
Vista User Account ProtectionVista User Account Protection
Active DirectoryActive Directory
Group PoliciesGroup Policies
Active Directory/Group PoliciesActive Directory/Group Policies
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
Active DirectoryActive Directory
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
© 2006 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.