microsoft data center management- umesh pandit
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DatacenterManagementMicrosoft Sales University- Infrastructure
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Objective and Agenda
To demonstratethe primary
benefits of usingthe System Centersuite, including:
Cost
Comprehensivemanagement
Simplicity of use
Objective Agenda
Customer pains
Microsoft SystemCenter Solutions fordatacentermanagement
Identifying salesopportunities
Common customer
objections
Licensing andresources
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Datacenter Management: Key Takeaways
Automate themanagementof server anddatacenterresources
Automationlowers costs
Optimizephysical and
virtualenvironments through asingle set of
managementtools
Physical andvirtual
managementoptimizesdatacenter Simplify
datacentermanagementthrough a set
of familiar,integrated
solutions
Integratedmanagement
increasessimplicity
Microsoft System Center Solutions fordatacenter management lower the cost of
delivering datacenter services throughintegrated, end-to-end management of physical
and virtual environments
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Customer Pains Driving DatacenterManagement
Plannedand
UnplannedDowntime
PoorResponseto Service
LevelAgreement
s
EscalatingDatacenter
Costs
DatacenterComplexity
On the server side, the [AGC Automotive IT] staff spentup to 70 percent of its time fighting fires. The IT staffused several different products for server configuration,patch management, network management, and systemmonitoring. ACG
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Microsoft Datacenter ManagementSolutions
Deliver Service Health and Performance
Automate Deployment andServer Management
Support Compliance andManage Change
Deliver DatacenterBusiness Continuity
Consolidate Servers ThroughVirtualization
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Microsoft Datacenter Management SolutionsBenefits
AUTOMATIONLower costs through serverand resource managementautomation
OPTIMIZATIONOptimize datacenterinfrastructure throughunified physical and virtualmanagement
SIMPLIFICATIONIncrease simplicity throughintegrated management
Using System Center solutions, weve realized a 50 percent reductionin the overall time it takes to manage our datacenter.
Steve Gray, manager of Support Services, AGC Automotive
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Identifying Sales Opportunities
Key questions to ask
Do you plan to upgrade your servers with new versions ofWindows Server 2008 R2 or Exchange 2010?
How do you currently deploy and manage virtualization in yourdatacenter?
Approximately what percentage of your servers is on Windows
platform?Do you feel that you are maximizing your datacentermanagement resources?
Would you like to know how:
AGC Automotive reduced their overall management timeby 50 percent?
Dartmouth-Hitchcock saves $325,000 annually withconsolidation?
Convergent Computing frees up their IT staff to focus onstrategic projects?
On one hand, our IT infrastructure has been critical to our ability toexpand the business quickly; but at the same time, our fast-growinginfrastructure began to require so much attention that it was animpediment to business growth.
Todd Slan, Director of Technology, Total Wine & More
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Customer Scenarios
Situation How to Sell
Migrating andupgradinginfrastructure
Existing System Centercapabilities
Growing virtualization
Scenario
1
2
3
4 Existing WindowsServer platform
Position System Center as the bestchoice for Microsoft products with freebest-practice guides. A conversationmight start out with How would youdeploy, patch, and monitor yourinfrastructure?
Cost savings of suite
Best choice for Windows
Virtualization
Physical and virtual
VMware and Microsoft
Application aware
Cost
Best choice for Windows
Best-practice guides
Cost
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Developing Sales Opportunities
Tools Microsoft Assessment and Planning (MAP)Toolkit
Infrastructure Planning and Design Guides
Microsoft Integrated Virtualization ROI Tool
Microsoft Deployment ToolkitSales andMarketingMaterials
http://partner.microsoft.com/optimizeddatacenter
Case Studieswww.microsoft.com/casestudies
We looked at VMware but decided against it because we wanted tobenefit from the end-to-end integration that Microsoft virtualizationand management technologies provide us.
Pontus Blomkvist, Service Design Manager, Banverket
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Customer Stories
Computing IT organization takes control of IT projects.
Now that our IT staff isnt chained to the backup and recovery process,IT projects that had been on hold for 2-6 months are now beingcompleted in real time.
Medical center consolidates and saves $325,000annually.
We expect to consolidate an additional server using Hyper-V,which will lead to $325,000 annually. [With System Center] weve reduced the time spent on physical to virtual from allnight to an hour.
Automotive company reduces management by 50%.
Using System Center solutions, weve realized a 50%reduction in the overall time it takes to manage our
datacenter.
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Customer Objections
Objection Resolution
I have already invested inVMware.
VMware and MicrosoftPhysical and virtual; applicationawareCost
I am considering othersoftware.
Microsoft manages both virtual
and physical environments, drivingsimplicity and integration to saveyou money.
Can Microsoft datacentermanagement solutionswork outside of non-Microsoft-based
environments?
System Center solutions providevisibility across UNIX and Linuxservers.
Do Microsoft datacentermanagement technologiesmanage storage andnetwork resources?
Microsoft provides a rich ecosystemof partners who are committed tobuilding integrated solutions tospecific customized-infrastructuremanagement needs.
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Integrated Server ManagementSuites Drive Simplification
Per-device subscription
Perprocessor
Per server
PerserverPer operating system
environment (OSE)
Per processor
Enrollment for CoreInfrastructure
SMSE SMSD
Customer SituationPhysical and lightly virtualizedservers
High-density virtualized servers
Products Included
Enterprise Server Management Licenses for System Center OperationsManager 2007, System Center Configuration Manager 2007, SystemCenter Data Protection Manager 2007, and System Center Virtual MachineManager 2008.
Virtual Rights 4 OSEs Parent OSE Unlimited OSEsLicense Type Per device Per processor
Alignment Windows Server Enterprise Edition Windows Server Datacenter Edition
SMSD
TheMicrosoftlicensingmodel
helpscustomersgetthemostfor
theirdollar.JamieWaterfield,Solutions
Manager,CDW
SMSE
PerProcessor ECI available only to select
customers. See licensing details formore information.
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Next Steps
IdentifyIdentify an
account thatwould benefitfromDatacenterManagementsolutions.
PlanGet prepared
by reviewingthe tools,resources,and evidencein thispresentation.
PreparePrepare a
dialogue sheetwith key painsto listen forand questionsto ask thepotentialcustomer.
ContactRequest proof
of conceptand trial. UseMAP andInfrastructurePlanning toolsforassessment.
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