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Transcript of END OF LICENSE - Ingram...
What is End
of License?
Partner
Strategies
Engagement
Opportunities
After December 31st, 2017
Windows Server 2012/R2 can no longer be
ordered.
Protect revenue
Get your partners trained on the benefits of
upgrading to Windows Server 2016
Hardware and services
Replace aging servers; migrate others
ODR End of License Next Steps
Distributers may continue to distribute
product already in channel (ROK or
Preinstall) after December 31st, 2017 until
inventory runs out.
Preserve your reputation
As a trusted advisor, be prepared by
knowing and offering the most modern
solution
Virtualization
Consolidate and virtualize servers
Will Microsoft still support Windows Server 2012/R2?
Microsoft will continue mainstream support until October 9, 2018.
Create a win/win
For you and your customer with a modern server.
Client Access License
Upgrading your customers to Windows
Server 2016 will also require that their
CALs are upgraded
Windows Server 2012/R2 End of License
Three steps to build your business
Maximize the
revenue opportunity
with Datacenter
Win with
Windows Server 2016
Add value through services and cloud
acceleration
1 Hype Cycle for Small and Midsize Businesses, Gartner 2014
SMB IT organizations can position themselves for
success with strategic and tactical use of cloud
infrastructure services.
- Gartner1
There are other solutions out there that can deliver a lot of the features and functionality that are in Windows Server 2016, but none of them are really all-in-one products, and absolutely none of them are close to the price point.
Kenny LoweHead of Emerging Technologies, brightsolid
Ready For
The CloudWhether moving to the cloud now or in
the future, Microsoft technologies gives
you the best of both worlds, so you can
take advantage of external resources
when it makes sense for your business.
Safeguard Your Business
Microsoft technologies have protections
built-in to help: safeguard data across
devices and apps onsite or in the cloud,
recover from business disruptions, and
make compliance easier.
Improve IT Efficiency &
ProductivityHelp deliver increased efficiency and
maximize your IT investment, Microsoft’s
technology gives you the business tools of
a much larger company, at the right price.
Just in Time & Just Enough Administration
Windows Defender for malware protection
Trusted/Secure boot
Shielded Virtual Machines
Host Guardian Services
Enhanced Containers
Stretch Clusters
Rolling Cluster OS upgrades
Storage Spaces Direct
Storage Replica
Storage Quality of Service
Remote Desktop Services
Encrypted Virtual Machines and Containers
Azure Backup, Azure Storage, Azure Site Recovery1
Azure Active Directory1
RSMT Azure Remote Server Management Tools1
Operations Manager Suite1
Top reasons
customersbuy Datacenter edition
Top Reasons
to sellDatacenter edition
#1 flexible
Enables economies of scale. Run an unlimited number of
virtual instances on up to two processors.
#1 flexible
Provides an infrastructure that grows with the business and
enables customer to add virtual instances as needs change.
#2 grows with you
Buy only the user or device CALs you need now and add
more as you scale in the future.
#2 profitable
Offers more opportunities to extend your reach into your
customers’ businesses.
Windows Server 2016A completely virtualized platforms for SMBs
Top Reason to sell Virtualization services, solutions, and containers
Help your customers virtualize to get the most of their
investment, whether your customer has two servers or a
room full.
Windows Server 2016 includes support for virtualization
and containers at no extra cost
Sell more Virtual Machine licenses
Upsell storage capacity either in local hardware or value-
add services such as Azure Storage
Cross-sell additional managed IT service offerings
SMB Benefits
“Businesses today may use only a fraction of their server capacity”
Datacenter only storage features Datacenter only security features Datacenter only networking features
Storage Spaces Direct, enables building highly
available (HA) storage systems with inexpensive
local storage
SMB Benefits
Help manage storage costs by using a broader range of storage options
Simplifies deployment and management through existing tools
Shielded Virtual Machines are protected against
unauthorized access using various technologies
such as encryption of their virtual disks and extend
even to Hyper-V administrators
SMB Benefits
Improved admin security and access managed to
applications and data (especially high
security/regulated businesses)
Offers significant overall security enhancements
made across multiple components (including
Hyper-V)
Software Defined Networking Infrastructure
(Network Controller, Software Load Balancer, and
Multi-tenant Gateway) providing agility, dynamic
security, and hybrid flexibility by enforcing network
policy in the Hyper-V Virtual Switch using the
Azure Virtual Filtering Platform (VFP) Switch
Extension
SMB Benefits
Clear and concise policy management, cutting the
time spent on infrastructure.
Storage Replica: block-level, synchronous
replication between servers or clusters
SMB BenefitsPotential reduction of licensing costs or hardware purchases for specialized storage solutions
Helps reduce downtime, and increase reliability of business data
For highly scaled, virtualized and software defined workload environments. Maximum flexibility to handle today’s on-premise and tomorrow’s planned cloud needs.
Windows Server 2016 Datacenter edition specific features:
Unlimited Windows Server containers
Unlimited VMs
Unlimited Hyper-V containers
Storage features including: Storage
Replica & Storage Spaces Direct
New Networking Stack
Shielded VMs and Host Guardian
Service
2 VMs
2 Hyper-V containers2
Essentials Edition
25 users / 50 devices
No server CALs required
1 physical or virtual1
Must be root of domain
Workgroup / Standard
Procs 1 / 2
RAM 32GB / 12TB
SMB links 250 / Unlimited
Max Users 50 / Unlimited
Disk number 6 / Unlimited
Enterprise class technology to drive any sized business
Unlimited, based on CALsUnlimited, based on CALs Workgroup Standard
Procs 1 2
RAM 32GB 12TB
SMB links 32GB Unlimited
Max Users 50 Unlimited
Disk number 6 Unlimited
Value-added Services• Automated Monitoring,
Alerting & Logging
• Pre-Configured
• Additional managed IT
service offerings
• Application migration
services
• Server infrastructure
migration services
• Virtualization
deployment services
• Cloud acceleration
services
Storage & Networking• Network attach storage (NAS)• Storage Area Network (SAN)• Direct Attach Storage (DAS)• Routers & Switches
Server Applications• Exchange
• SQL Server
• Sharepoint
• Quickbooks
• Microsoft Office
Windows Server OS and CALs
Windows Server Hardware
Owning the server transaction gains a strategic foothold with customers that enables additional sales opportunities
Part
ner
Reven
ue
$$ $ $$
Application migration services
Server infrastructure migration services
Virtualization deployment services
Add value through services and the cloud
Build services to grow your business
Start selling Windows Server 2016 attached with or preinstalled on new hardware
Ready your business to sell, deploy, migrate, and develop for Windows Server 2016
Create new repeatable service offerings around virtualization, mobility, and cloud
Don’t forget to attach CALs. CALs are required for any device or user that will access the server
Technology Trends in SMB Create Growth Opportunities
1 IFC.org2 2013 AMI survey3 AMI Partners, AMI’s 2H14 Global Model, 2015
Businesses worldwide with <250 employees1
SMB Market Size
WW IT spend by SMBs in 20152
SMB Market Spend
WW SMB spending on server virtualization is
projected to grow3
SMB Virtualization
The rapidly changing world of business demands a new style of IT
Customer satisfaction
Operational /
Cost efficiency
Managing risk
Employee
productivity
Business Goals
Accelerating shift to
cloud services
Increasing mobility &
bring your own
devices trends
Expanding quantity of data
Market Trends
Growing demand for
business analytics
Optimize IT budgets
Deliver on security &
compliance
expectations
Improve IT agility
IT Needs
Mitigate IT staff & skill
resources constraints
52% of small businesses in the US have
no server1
Lack of a shared network makes it more costly to manage security, data backup, and content sharing
Rising pressures on doing more with less requires IT to be more cost-effective and productive
A changing business landscape demands a more flexible and efficient IT infrastructure
17% annual growth of WW SMB spending
on server virtualization2
78% of SMBs in the US with being using
cloud services within 4 years3
et
Windows Server 2016 Version ComparisonsKey Features for OEMs
22
Windows Server
2012
Windows Server
2012 R2
Windows Server
2016*
Identity, Access &
Security
Active Directory Services
Dynamic Access Control
Just Enough Admin/Just in Time
Windows Defender Built-in
Virtualization
Hyper-V clustering
Hyper-V Replica
Shielded virtual machines
Host Guardian Services (for Virtual Machines)
Windows Containers
Virtual Desktop Infrastructure
Storage
Shared VHDX
Storage Quality of Service (QoS)
Storage Spaces Direct and Storage Replica
Enhanced Clusters (Site Aware Clusters, Rolling OS upgrades)
Management &
Automation
Multi-server management
Windows PowerShell Enhancements
Windows Server 2016 is Designed to fit Your Business
Ready For The Cloud
Improve IT Efficiency & Productivity
Safeguard Your Business
Safeguard Your Business
Get the latest anti-malware and anti-virus
with built-in Windows Defender
Reduce access risks using Just Enough &
Just in Time administration
Secure Windows Server environment from
malware and tampering using Secure Boot
Protect sensitive data and files regardless
of location with Shielded Virtual Machines
$3.79 Million is the average cost of a data breach,
an increase of 23% over the past two years1
Improve IT Efficiency & Productivity
Improve server efficiency and reduce cost
using virtual machines and containers
Increase uptime and availability with built-in
disaster recovery with enhanced clusters and
replication
Improve Remote Desktop Services with
enhanced performance and graphic support
Enhance data resiliency and reduce storage
costs with expanded capabilities in Storage
Spaces Direct
“60% of companies By 2018 will rely on highly
instrumented datacenters that use advanced automation to boost efficiency.”1
Be Ready for theCloudImprove infrastructure agility through workload
mobility using virtual machines and containers
Build scalable storage capacity with easy to use
Azure Storage Services1
Enhance data resiliency and reduce storage costs
with Azure Backup and Azure Site Recovery1
Reduce user identity & security management
complexity using Azure AD and Microsoft Intune1
Simplify management of on-premises and cloud
server infrastructure with Azure Remote Server
Management1
“most businesses intend to be hybrid, with a weighted average of
64% private and 36% public”2
Window Server 2016 LicensingLicensing cores based on consumption
New computing models enable greater
mobility of data and apps between on-
premises and cloud
Moving to Core Licensing model establishes a
“common currency” for computing resources
on-premises or in the cloud
Aligns to the evolution of hardware technology
shift to core density not processor density
Licensing based on physical cores
Physical server
Processor
Core
To be compliant all physical cores must be licensed
Minimum 8 cores/processor
1
2Minimum 16 cores/server
Every time all the cores are licensed on the physical server you are granted 2 VMs1
Physical server fully licensed
Relicense all cores = 2 VMs
Relicense all cores = 2 VMs
All cores licensed = 2 VMs
Customer wants 2 more VMs
Customer wants 1 more VM
(Assume price of WS2012 R2 Standard for 2 proc is $600)
Hyper V containers will be treated similar to VMs
ProcCores/
Proc
# of Cores to
be licensed for
2 VMs
1 2 16
2 4 16
4 2 32
4 4 32
4 8 32
Price to get
2VMs in
WS2016
$600
$600
$1,200
$1,200
$1,200
# of Cores to
be licensed for
4 VMs
32
32
64
64
64
# of Cores to
be licensed for
4 VMs
$1,200
$1,200
$2,400
$2,400
$2,400
Price for 4VM
in WS2012R2
$1,200
$1,200
$1,200
$1,200
$1,200
Price to get
2VMs in
WS2012R2
$600
$600
$1,200
$1,200
$1,200
4 10 40 $1,500 80 $3,000 $1,200$1,200
Higher scaler & virtualization density – consider Datacenter edition
Comparing Cost of Licensing ModelsAddressing pricing concerns of the new licensing model
Adding Windows Server 2016 CALs to the sale can help:
• Boost your sales revenues by adding the CAL cost to
your deals which increase deal size
• Improve customer satisfaction by knowing they are
compliant for any users / clients / devices licenses
Best practice for sellers:
• CALs must be purchased separately and are not part of
the Windows Server 2016 license
• CALs should be sold with Windows Server 2016 at the
point of purchase
CALs are cost-effective and scalable
CALs are required for users or devices that have direct access to the server
CALs are no longer part of the Windows Server 2016 license. They must be purchased separately
Customers need to buy Windows Server CALs for users or devices that access the server
CALs are used in conjunction with Microsoft server software licenses to allow users and devices to access and utilize the services of that server software
No CAL is needed for unauthenticated access through the Internet
Device and user CALs, as well as Remote Desktop Services (RDS) devices and user CALs, can be used on the same server
CALs are version-specific and may be used to access the corresponding version of Windows Server or any previous version. Software Assurance maybe purchase for CALs1
1
Microsoft partners are earning services margins of 45-65%
- Forrester
0%
10%
20%
30%
40%
50%
60%
70%
1 2 3 4
Average margins
45-65%
16-23%
5-12%5-12%
Indicates a range
Differentiates your business from competitors
Strengthens your role as a
trusted advisor.
Builds recurring revenue streams.
Can be replicated across
customer scenarios.
Source: The Total Economic Impact™ of Microsoft Server 2012 and Microsoft Office 365 – A Partner Business Case Overview, Forrester
Consulting, June 2014.
SMBs are ready for hybrid cloud
Offer hybrid solutions, combining the best
of server and cloud.
Move to annuity-based models enabled
by cloud services.
Add new high-margin services.
Migration to cloud(% of WW ICT Spend Migrating Into The Cloud)
11,30%
12,30%
13,40%
14,70%
15,90%
17,20%
18,70%
1 2 3 4 5 6 7
#1 cloud benefitImproved business agilitywas cited by 75% of SMBs as
deciding factor in choosing
SaaS.
#1 hardware priorityConsolidating IT
infrastructure via
virtualization was cited by
61% of SMBs as a top priority
over the next 12 months.
Capitalize on changes already underway