server modernization

7/31/2019 Server Modernization

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PresenterTitle

Date

Selling Windows Server 2008 R2 through

Server-Modernization ProjectsMicrosoft Sales University- Infrastructure


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Objective and Agenda

To demonstrate howMicrosoft provides a cost-effective server-operatingsolution for your customers

Objective Agenda

Customer challenges and issues

Windows Server ModernizationSolutions

Identifying sales opportunities

Common customer objections

Licensing and resources


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Microsoft Server-Modernization Solutions Benefits

Enabling Platform

Improved access with DirectAccess

Virtualization with Hyper-V


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Microsoft Server-Modernization Solution

Integrated Solutions

BranchCacheTM DirectAccess Hyper-VTM withLive Migration,

RemoteDesktopServices

Core Parking,Server Control,Storage Area

Network

ServerManager,WindowsPowerShell

ReducedMemory

Footprint, 256Core Support

NetworkEfficiency

More SecureAccess

VirtualizationReduced PowerConsumption Management

Performanceand Scalability

Using Windows Server 2008 R2, we accomplished a whole year s worth of ITprojects in the first quarter of 2009even in this tight economy.

Rand Morimoto, President, Convergent Computing


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Advantages of Windows Server 2008 R2

Enable Virtualization

Increased availability for:- Moving virtual machines

within virtual datacenters- Adding and removing

virtual machine storageImproved management ofvirtual datacenters

Enhance User Productivity

More scalable and efficientaccess to network resourcesProvide users with seamlessaccess to applications and data

from anywhere

Increase Efficiency withAdvanced 64-bit Computing

Double the size of thefundamental unit of data handledPreserves compatibility with32-bit x86 architectureFar more effective use of morevirtual and physical memory

Reduce IT Costs withEnhanced Manageability

Update and manage mobilepersonal computers (PCs) evenwhen not on the corporate networkPublish server-based applicationsdirectly to users desktops


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Identifying Sales Opportunities

Key questions to askWhat is your current server platform? Have you considered upgrading toWindows Server 2008 R2? Can I talk to you about some of theenhancements in Windows Server 2008 that can improve efficiency andperformance, and reduce cost?

Would you like to learn how you can reduce branch-office bandwidth costswhile improving efficiency?

Do you have users who attach to your network remotely?

What percent of your servers are currently virtualized?Which technologies are you using?

Are you considering upgrading to Windows 7?

Are you interested in learning how:

Continental Airlines saved $1.5 million this yearby moving to Windows Server 2008?

Convergent Computing saves $200,000 per year in wide areanetwork (WAN) costs by deploying a Windows Server 2008 solution?

Crutchfield saved $245,000 in hardware costs through a Microsoftserver-virtualization solution?


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Company Scenarios

Scenario

5

4

3

2

1

Companies considering a Windows 7purchase and deployment

Mention that Windows Server 2008 R2 has manyfeatures that are designed specifically to workwith client computers running Windows 7

Organizations with versions olderthan Windows Server 2008 R2, or

Linux and UNIX customers

Mention immediate cost savings throughvirtualization and power management, as well as

productivity-enhancing features

Companies or organizationsconsidering or expanding virtualizationto reduce power consumption

Highlight cost savings of virtualization andmanagement capabilities of System CenterVirtual Machine Manager

Companies with remote access andmobile workers

Highlight the ease of access for all remote ormobile workers, and increased productivity

Companies with branch offices Highlight the cost savings and reduced WAN usage

Situation How to Sell


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Developing Sales Opportunities

Tools Microsoft Assessment and Planning (MAP) Toolkit

Microsoft Integrated Virtualization Return-on-Investment (ROI) Tool

Windows Server 2008 R2 Deployment Toolkit

Windows Server 2008 R2 Online Training

Sales andMarketing

Materials

Visit the training and resources sections of this sitefor more resources: www.mspartnerdirect.com/bizserv

Case Studies www.microsoft.com/casestudies


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Customer Stories

IT consulting firm saves $200,000 annually.

Using BranchCache, we have seen a 43 percent savings in WAN bandwidth.

Audio retailer saves $245,000 in hardware.

Since deploying Hyper-V, IT has shown a new level of agility andresponsiveness. Thanks to our Microsoft virtualization solution, we aremeeting the needs of the business, while minimizing costs.

Airline saves $1.5 million annually.

Continental expects to save about $1.5 million annually in hardware,software, IT management, and related operational costs.


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Customer Objections

Objection Resolution

How does the cost of Linuxcompare with Windows Server2008 R2?

Windows Server has consistently beenshown to provide a lower total cost ofownership than most Linux installations.

I have heard that VMware hassimilar features and competeswith Hyper-V."

Hyper-V plus the Server Management Suitecan provide a comparable or bettersolution for one-sixth the cost of acomparable VMware solution.

My current server operatingsystem has worked well for us. Isnow really the time to upgrade?"

Customers are experiencing huge savingswith Windows Server 2008 R2. Position thekey features: DirectAccess, BranchCache,scalability, and management. Mentionimmediate cost savings throughvirtualization and power management.


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Windows Server 2008 Licensing

LicenseRunning Instances in

Physical Operating SystemEnvironments (POSE)

Running Instances in VirtualOperating System

Environments (VOSE)Product

Server + CALSPLA Processor or SAL

4 instances per license

1 + 4 (if running 4 instances inthe VOSE, the instance in the

POSE can only be used tomanage the virtual machines)

Enterprise

Processor + CALUnlimited instances per license,

1 POSEUnlimited VOSEDatacenter

Server + CAL Service ProviderLicense Agreement (SPLA)

Processor or Subscriber AccessLicense (SAL)

1 instance per license

1 instance per license (if runningin the VOSE, the POSE can onlybe used to manage the virtual

machines)

Standard

VL CALSPLA Windows Standard or

Enterprise SALNot applicable Not applicable

Windows Server2008 R2 Client

Access License (CAL)

ECI available only to select customers.See licensing details for moreinformation.


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New Feature on Windows Server 2008 R2 SP1:Dynamic Memory

Dynamic Memory allows the allocation of a range of memory(minimum and maximum) to individual virtual machines

Supports greater virtualmachine density for: Servers Virtual Desktop

Infrastructure (VDI)deployments

Enables much higherconsolidation ratios

per host

Provides more consistency insystem performance, drivingbetter manageability


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New Feature on Windows Server 2008 R2 SP1:Microsoft RemoteFX

Microsoft RemoteFX leverages the power of virtualizedgraphic resources and advanced codecs to recreate thefull fidelity of hardware-assisted graphics acceleration
http://blogs.msdn.com/blogfiles/rds/WindowsLiveWriter/AeroGlassRemotinginWindowsServer2008R2_115D3/clip_image006_2.jpg


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Service Pack (SP) 1 Overview and Additional Resources

Overview

Enterprises really don't have to wait for SP1that's the oldwisdom. The new wisdom is that it's already been throughits battle-testing and this is the good one.

Roger Kay, Endpoint Technologies

Continuous Improvement Virtualization Innovations Easy Deployment

SP1 builds on the solidfoundation of Windows 7

and Windows Server2008 R2

RemoteFX andDynamic Memory

Delivers a single servicepack for client and server

http://blogs.technet.com/b/virtualization/archive/2010/04/21/dynamic-memory-coming-to-hyper-v-part-4.aspx

http://www.microsoft.com/windowsserver2008/en/us/R2-Download.aspx


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Next Steps

IdentifyIdentify an accountthat would benefit

from a server-modernizationsolution.

PlanGet prepared byreviewing the

tools, resources,and evidence inthis presentation.

PreparePrepare adialogue sheet

with key pains tolisten for andquestions to askthe potentialcustomer.

ContactOffer a freeanalysis of their

existing platform,upgraderecommendation,and ROI analysis.Use MAP andROI tools.


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