2011 EMEA

Private CloudKevin McCuistionDirectorWindows Server & Management MarketingMicrosoft Corporation

Obstacles to Cloud Computing Adoption

Security Concerns/Privacy Issues in Virtualization or Cloud Environments

Too Immature

Specific Compliance Requirements the Service Providers Can’t Meet

We Believe Our Total Costs are Cheaper

Our Application Vendor or Custom Apps Aren’t Compatible or Won’t Support It

The Offering Capabilities Don’t Match Our Needs

The Performance isn’t Good Enough

Other Reason (Please Specify)

None – We Don’t Have Any Concerns

Too Difficult to Understand

Don’t Know

Base: 649 North American and European Enterprise IT executives and technology decision makers. Question: “What are your

firm’s concerns, if any, with pay-per-use hosting of virtual servers(also known as cloud computing infrastructure-as-a-service or

IaaS)?”

Source: Companies Building Private Clouds Focus on Infrastructure

But Not Operations, Forrester Research, Inc., November 23, 2010

TOP CONCERNS

Cloud Optimize Every Business

PUBLIC

IDENTITY ▪ VIRTUALIZATION ▪ MANAGEMENT ▪ DEVELOPMENT

COMMONTECHNOLOGI

ES

PRIVATE

Private Cloud Defined

5

It’s cloud dedicated to you.

CustomizableControl

Elastic Usage BasedSelf ServicePooled Resources

The Microsoft Private Cloud Is…

Increase loyalty and build deeper

relationships by helping your

customers to save money through deep

insights into application

performance and availability and rich

self-service capabilities

All About the App

Cross Platform From Metal Up

Best-In-Class Performance

Cloud On Your Terms

Expand your role as a trusted advisor by

helping to integrate and manage your

customers’ heterogeneous

datacenter investments and deliver a more

flexible and productive cloud

infrastructure

Deliver increasing value by providing a

highly scalable environment that can be adapted to

perform at the optimum level based on your customers

ever changing needs

Expand into new markets and connect with more customers

by delivering comprehensive

private and public cloud solutions with

common management

experiences across both

It Is Possible Today

41% of customers today use a combo of Private and Public Clouds

“… the cost savings and integrated

management tools inherent in a Microsoft

solution justified a total migration to

Hyper-V.”

Egbert Fichtler, Head of IT, Miele

China Telecom got its first Internet Datacenter up and running in just six months—half the time it would have taken using VMware

“Businesses are experiencing speed-to-market and cost containment pressures lifting with cloud computing. It is fast and cheap.”

Accenture

Today

Soon

Future

Windows Server 2008 R2 SP1System Center VMM 2008 R2System Center Operations Manager 2007 R2Opalis

System Center 2012

Windows Server 8

Microsoft Private Cloud Roadmap

“Windows Server 8 changes everything”Jason Perlow - ZDNet

Windows Server 8: “Takes your breath away”Jonathan Hassel - Computerworld

“Microsoft has grasped the fundamental truth about the

transition to cloud” Richard Fichera - Forrester Research

“Could well be the OS against whicheveryone else is judged”

Jonathan Hassel - Computerworld

“Poised against the current features

of VMware and one-upped” Tom Henderson - IT World

“Quite frankly knocked my socks off”Jonathan Hassel - Computerworld

“Will be a boon for enterprises creating private clouds”

Jonathan Hassel - Computerworld

Windows Server 8 – Can you say, “Cloud”?

Richard Fichera - Forrester Research

“Microsoft claims 300 new features… we wonder whether

the marketing guys left off a zero”Brian Chee and Doug Dineley - InfoWorld

“Windows Server 8 changes everything”Jason Perlow - ZDNet

“The Windows Server 8 secret: Kill VMware”

Tom Henderson – IT World

Windows Server 8: “Takes your breath away”Jonathan Hassel - Computerworld

“Microsoft has grasped the fundamental truthabout the transition to cloud”

Richard Fichera - Forrester Research

“Poised against the current featuresof VMware and one-upped”

Tom Henderson - IT World

Windows Server 8 – Can you say, “Cloud”?Richard Fichera - Forrester Research

“Nothing from Microsoft, and I mean literally nothing

has ever been this ambitious”Jason Perlow - ZDNet

“The Windows Server 8 secret: Kill VMware”Tom Henderson - IT World

“Nothing from Microsoft, and I mean literally nothing has ever been this

ambitious”Jason Perlow - ZDNet

“Quite frankly knocked my socks off”

Jonathan Hassel - Computerworld

“Could well be the OS against which everyone else is judged”

Jonathan Hassel - Computerworld

“Will be a boon for enterprises creatingprivate clouds”

Jonathan Hassel - Computerworld

“Microsoft claims 300 new features… we wonder whether

the marketing guys left off a zero”Brian Chee and Doug Dineley - InfoWorld

The Future Looks Even Brighter!

Partner Economics for Private Cloud

Source: Microsoft Partner Economic Model for Server Virtualization, Microsoft internal estimates

Example Based on 100 Server Consolidation Scenario + Private Cloud (Software, Hardware, Services)

SERVER VIRTUALIZATION OPPORTUNITY

0

100

200

300

400

500

600

$374K

$132K

Cost

PartnerMargin

$506K

10

00

s

Adding Private Cloud

0

100

200

300

400

500

600

700

PRIVATE CLOUDOPPORTUNITY

$207KCombined Margin

$449KCombined Cost

$656K

10

00

s

$75K

$75K

$374K

$132K

Private CloudPartner Margin

Cost of Private Cloud

56.8% higher

margins

“By using Microsoft cloud services, we can deploy a comprehensive, optimized private cloud infrastructure that delivers the control and agility that enterprise customers want” Rand Morimoto, President, Convergent

Computing

Microsoft Private Cloud Is An Integrated Solution

Datacenter Desktop Cloud

CONFIGURE

MANAGE IDENTITY SECURE MANAGE AND SECURE

MANAGE IDENTITY PROVISION POOL RESOURCES

Unified systems management

Desktop, datacenter, and cloud integration

Hybrid cloud deployment

APPLICATIONS APPLICATIONS APPLICATIONS

CONFIGURE AUTOMATE MONITOR

PARTNER HOSTED INFRASTRUCTURE

Workloads / Applications

Identity & Security

Management

Virtualization

Platform

FY12 Private Cloud Go to Market Strategy

Awarenessand

Perception

DemandGeneration

SalesActivation

System Center2012 Launch

Windows Server 8 Disclosure

SBS EssentialsLaunch

Solution Incentive Program

Hyper-V CloudAccelerate

Deployment Planning Services

Hyper-V CloudFast Track

Partner Sales Activation Programs

Drive Sales

Drive Deployment

Reduce Time To Market

Customers redeem SA vouchers to receive structured consulting engagement with a Gold Competency Partner to help create deployment plan3 Deployment Scenarios - Upgrading to Windows Server 2008 R2 accelerating Virtualization and Management deployment and accelerating Private Cloud Deployment

Solution Incentive Program

Deployment Planning Services

+

Fast Track

+

License Mobility

+Drive Partner Hosted Cloud

IaaS CloudHosting Services

Rebate Rates: Suites (SMSE, SMSD, ECI) – 30%, Virtualization ( SCE, SCVMM, VDI) – 20%, Management ( SCOM, SCCM, SCDPM, WEDM) – 5%Identity and Security ( Forefront, UAG) – 5%

Cloud Assessment Tool

demo

How Can We WIN Together?

What’s top of mind with your customers? Where does Private Cloud rank in your customers Cloud priorities/plans?Is Microsoft’s definition of Private Cloud resonating with your customers? If not, how should we change the conversation?Have you leveraged any of our Private Cloud sales activation programs and tools?Are your SA customers taking/planning to take advantage of PVDPS?How can we help to differentiate you in the Private Cloud market?Where have you lost out to the competition?

Management & VirtualizationCompetency

Microsoft Action Pack for Solution Providers

Hyper-V CloudCustomer Engagement Kit

Hyper-V CloudPractice Builder

DDTK-H for Service Providers

MOC Courseware and Practice Accelerator

Private Cloud Sales Specialist Program

Training Offers & Vouchers

Microsoft Solutions Accelerators

Microsoft Platform Ready

Journey to the Cloud Campaign

Microsoft Pinpoint & System Center Marketplace

Partner Profitability Toolkit

Hyper-V Cloud Service Provider Program

Hyper-V Cloud Assessment Tool

Management & Virtualization SIP

Hyper-V Cloud FastTrack

Hyper-V Application Workload Performance Benchmarks

Deployment Planning Services

ENTERNew Business

EXPANDSkills

ACCELERATE Pipeline

CLOSESales

@ WPC

https://partner.microsoft.com/hypervprivatecloud

© 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows 7 and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.

The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date

of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

2011 EMEA