Samen vissen naar business succes in Core Infra Frank Muller Specialist Sales Manager Core Infra 4 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 -> L Iedere 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 Architecture The power of choice Hosted service On premise data centre Cloud service

On premise data centre Cloud Services Hosted service IMPACT Reference Architecture - Services outline Managed Client Mobile device Basic Infrastructure Unmanaged Client Infrastructure Services Client Services Application Services Business Productivity Services

On premise data centre Cloud Services Hosted service Infrastructure Services Managed client Mobile device Voice/Speech Content Synchronization Browser Document authoring& publishing User State Communication Clients User Authentication Identity and Access Advanced Networking Management Agent Basic Infrastructure Storage Processing Basic Networking Service Operations Devices & Printers Connectivity File Sharing Unmanaged cleint 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 premise data centre Infrastructure Services Managed Client Mobile device Voice/Speech Content Synchronization Browser Document authoring& publishing User State Communication Clients User Authentication Cloud Services 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 Storage Processing Basic Networking Service Operations Monitoring and control Configuration mgmt Devices & Printers Connectivity File Sharing Unmanaged Client 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 Architecture Services 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 Voic Mobile access Archiving Protection Task management Human driven workflolw Alerting LOB app integration Hosted service

On premise data centre Cloud Services Hosted service Infrastructure Services Managed PC Mobile device Voice/Speech Content Synchronization Browser Document authoring& publishing User State Communication Clients User Authentication Identity and Access Advanced Networking Management Agent Basic Infrastructure Storage Processing Basic Networking Service Operations Devices & Printers Connectivity File Sharing Unmanaged PC 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 Productivity & Tasks Always & Everywhere Directory Services Remote Access VDI Business Productivity Services Collaboration Communication Insights Messaging & Calendaring Enterprise Search Composite applications Enterprise Content Management

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): VDI-CAL: Forefront Identity Management en CAL

Go-to-Markets Core Infra Solutions

Go-to-markets: technologie oplossingen gericht 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!

De core infra organisatie

De Core Infra organisatie Microsoft NL Core Infra Stuurgroep Specialist Sales Frank Muller Partners Ronald Richardson Marketing Maarten van Wel Services Peter Heldens

STU Core Infra Team EPG EPG Finance EPG Government Education EPG Others Vacature Djuro DragojevicBastiaan de Wilde Sales Frans van Ierland Workload Experts David Stoeckel Michel Ehlert Windows Client Sasa Radosevic Martin Sih Tiander Turpijn ManagementSecurity EMEA Incubation FIM/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 ServicesLicentiesSolutions 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!