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Windows Server 2016Built for on-premises. Built for the cloud. Built for your business.

Increase SecurityMicrosoft technologies have security built-in to help safeguard data across devices and apps onsite or in the cloud, and to help you recover from business disruptions.

• Reduce access risks using Just In Time & Just Enough administration• Maintain the latest anti-malware and anti-virus protection with

built-in Windows Defender • Secure your Windows Server environment from malware and

tampering using Trusted/Secure Boot • Protect sensitive data and files regardless of location with Shielded

Virtual Machines• Identify trusted hosting using Host Guardian Services

ImproveITEfficiency&ProductivityTohelpdeliverincreasedefficiencyandmaximizeyourITinvestment,Microsoft’s technology gives you the business tools of a much larger company, at the right price.

• Improve server efficiency and virtualization with enhanced Windows and Hyper-V containers

• Increase uptime and availability with built-in disaster recovery capabilities provided by enhanced clusters and replication

• Use the Rolling Cluster OS feature to upgrade your fabric to Windows Server 2016 without any downtime for Hyper-V virtual machines

• Storage Spaces Direct enables standard servers with local storage to build highly available and scalable software-defined storage

• Create affordable business continuity and disaster recovery in your datacenters using Storage Spaces Replica

• Prevent noisy neighbors from impacting high priority workloads with a Storage Quality of Service (QoS) policy

Four ways Windows Server 2016 provides value for your customers Empower Employees with

Remote Desktop ServicesAllow your staff employees to securely access the applications they need to do their work, whether hosted in the cloud or on-site.

• Enable easy remote access to applications like accounting and CRM while ensuring that sensitive data is stored in a secure environment

• Be more productive with a consistent experience across a range of PCsandmobiledevices

• Deploy a solution in a way that fits your business needs, whether on the server, in the cloud, or both. With solutions such as Windows ServerRemoteDesktopServicesandMicrosoft’sAzureplatform,thereisa solution for your business’s remote access needs. And now, only 2 VMs are required (compared to 8 VMs previously)

Be Ready for the Cloud Whether you are moving to the cloud now or in the future, Microsoft technologies are designed for hybrid cloud IT environments to give you the best of both worlds.

• Improve infrastructure agility by using virtual machines and containers to provide workload mobility

• Build scalable storage capacity and disaster recovery solutions witheasy-to-useAzureStorageServices(AzureBackup,AzureStorage, andAzureSiteRecovery)•UseAzureActiveDirectorytoprovideyourorganizationwithan

enterprise-grade multi-tenant cloud-based directory and identity management service•AzureRemoteServerManagementTools(RSMT)offersasetof

web-based and command line tools to manage Windows Servers, providing rapid access to on premises infrastructure alongside your Azure resources

• Gain control over a hybrid cloud infrastructure, and manage and protect Windows Server with the all-in-one Operations Manager Suite

This document is intended to arm you with speaking points related to Windows Server 2016 sales, including a brief explanation of licensing changes. Note that a key competitive feature of Windows Server 2016 is that it enables the customer to easily move some of their workloads to the cloud. For your benefit, the points supporting hybrid enablement are called out with an marker.

Making the Case for Windows Server 2016

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• Reduced costs with rights to new software releases and cost-efficientupgrades.•Improvedoperationalefficiencythroughaccesstounique

technologies and licensing rights.

• Increased security running one instance of the software on a “cold” server for disaster recovery purposes.

• Ability to deploy and operate Nano Server in production.

Key selling scenarios for SMBs

12015CostofDataBreachStudy:IBM&PonemonInstituteGlobalAnalysis2Federal Emergency Management Agency, fema.gov.3Predicts2016:ITSolutionsThatHelpMidsizeOrganizationsOptimizeResources,2015

•CostsavingswithAzureHybridUseBenefitand the ability to bring your on-premises Windows ServerlicensetoAzurepayingonlythesmallerbasecomputerate.

A huge selling point for Software Assurance is the inclusion of the Azure Hybrid Use benefit, which lets businesses move workloadstoAzurewiththeirWindowsServerlicenseandonly paythebasevirtualmachineserviceutilizationrate.Thiscansaveup to 50% compared with running a separately-licensed Windows Server virtual machine in the cloud.

Key Business Concerns & Industry Stats Windows Server 2016 Benefits & Solutions

Security “Prevent attacks and detect suspicious activity”$3.79 million is the average cost of a data breach, an increase of 23% over the past two years1; protect your business with built-in security capabilities

• Technologies such as Remote Credential Guard, Just In Time, and Just Enough Administration limit administrative capabilities and credential exposureoverthenetworktoabareminimum•Ensurethatonlypermittedbinariescanbeexecutedfromthemoment

the OS is booted• Actively protect from known malware without impacting workloads•Protectagainstunknownvulnerabilitiesbyblockingcommon

attack vectors

Server Utilization“Don’t pay more to virtualize”WindowsServer2016includessupportforvirtualizationandcontainersatnoextracost

• Run more apps on the same server• Simplify management and cut costs• Easily move workloads to new servers with no downtime• Increase security with Shielded VMs

Hybrid Cloud“Move to cloud on your terms”80% of U.S. small businesses will be fully adapted to cloud computing by 2020, more than doubling the current 37% rate4

•Flexibilityofcontrol,andworkloadsecurity• Lower upfront IT costs• Faster delivery of IT services with less effort• Higher performance and lower latency with on-premises

Remote Desktop Services“Provide easy remote access with the peace of mind that corporate data is kept on the server”In 2015, 35% of professional workers performed some or all of their work from home5

• Deliver any or all of your Windows applications virtually, including graphics intensive apps

• Manage scale for high-demand applications• Deliver virtual workspaces by harnessing the power of the hybrid cloud

Flexible and Cost Effective Storage“Efficiently manage your data and storage costs”30%ofmidsizeorganizationswillleveragepubliccloudinfrastructure as a service (IaaS) for backup by 2019, up from 5% today3

• Scalable storage options to meet your growing data needs•Managespiralingstoragecostswithflexiblestorageoptions•Peaceofmindhavingcriticaldataprotectedonsiteandremotely

Disaster Recovery “Know you’re covered in a disaster”40% of business hit by a disaster never reopen.2 Traditional disaster recovery solutions can be costly; Windows Server 2016 makes DR more affordable

• Deliver real-time, high availability Disaster Recovery (DR) to on-premises or cloud using Storage Replica

• Reduce business risk and keep costs lower using off-peak bandwidth in multiplelocationswithAzureBackup

First Server“Gain efficiency, security, and productivity through centralized data, files, and management”52% of small businesses in the US have no server5

•Simplifydailytasksbyeasilysharingfilesandprograms•Protectcriticalbusinessdatawithcosteffectivebackup•Enhancesecuritythroughcentralizedmanagementofusersandanti-

virus/malware

Failover Clustering“Ensure business continuity from hardware failure”With built-in failover clustering SMBs have access to high availability atnoextracost

• High availability of mission-critical workloads, even during upgrades or migrations•Spreadanyriskacrossdifferentphysicalofficelocations/sites• Add capacity onsite or in remote sites

4Intuit Study Shows How the Cloud Will Transform Small Business by 20205 AMI WW Market Opportunity Model: 2012-2017 and AMI ICT Tracker survey data on US small and medium businesses

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Making the Case for Windows Server 2016

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How Windows Server 2016 compares to prior versions

Key features for SMBs 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 & AutomationMulti-server Management

WindowsPowerShellEnhancements

Editions & Licensing

Standard Edition Datacenter Edition

SMBsthatneedadvancedfeatures,supportfordistributedofficelocations,andrequireaflexiblewaytovirtualizetheirenvironment.

CompaniesofallsizesthathavedemandingITworkloads,requireadvancedstorage,virtualization,andapplicationdevelopment.

• Unlimited users/devices, based on CALs• 2 VMs• 2 Hyper-V containers6

• Unlimited Windows Server containers

• Unlimited users/devices, based on CALs• Unlimited VMs• Unlimited Hyper-V containers• Unlimited Windows Server containers• Storage features including: Storage Replica & Storage Spaces Direct• New Networking Stack• Shielded VMs and Host Guardian Service

6One physical or one virtual + Hyper-V

Identifying the right edition for your customerWindowsServer2016providesenterpriseclasstechnologytodriveanysizedbusinesstosuccess.

Making the Case for Windows Server 2016

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How to talk about licensing & licensing changesWith the release of Windows Server 2016, the licensing model changed from a per processor to a per core model, which is the basic computation unit ofaprocessor.Whilesomeofyourcustomersmaybeleeryofthechange,it’sstraightforwardandsimplifiesyourcustomers’movetohybridandcloudcapabilities, whether now or in the future.

Herearethreethingstokeepinmindwhenexplainingthechangetoyourcustomers.

Benefit Windows Server 2012 Windows Server 2016 Key Takeaway

Pricing/licensing minimums remain comparable

One 2-processor Standard License

Eight 2-core packs of Standard core licenses

The price for eight 2-core pack licenses of Windows Server 2016 (licenses come in 2-core packs) is equivalent to one 2-processor license of Windows Server 2012 R2.

Since most processors have 8 cores, and each server includes 2 processors, there will be no prices change or difference for most customers.

Licensing across other MS products is now more consistent

•Azure:Core-based• SQL Server: Core-based• Windows Server 2012: Processor-based

•Azure:Core-based• SQL Server: Core-based• Windows Server 2012:

Core-based

The change makes for a better apples-to-apples comparison to hybrid or cloud models across multiple Microsoft technologies, allowing a simpler transition toward cloud when the time comes.

Cores in server CPUscanbeused more efficiently

2 to 4 cores 2 or more cores While the processor-based licensing model made sense for dual-core or even quad-core processors, the technology is rapidly evolving and the day of 16-core and even 32-core processors is upon us. Switching to core-based licensingallowsformoreefficientuseofexpandingprocesstechnologiesandhelpensurethatfeeswillaccuratelyreflectusage.

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Licensing scenarios The standard licensing option of 16 cores covers all of the following scenarios

1 physical server 2 processors 8 cores each

The minimum option is 16 cores per server so 16 cores must be licensed even if there are less on the server.

Although some of these scenarios have fewer than 16 cores, the standard license options will cover them all.

1 physical server 2 processors 4 cores each

1 physical server 1 processor 8 cores

Following is a scenario that is not covered by the standard licensing option

1 physical server 2 processors 12 cores each With a total of 24 cores, the customer would need to purchase an additional 4 core pack (2 cores per pack) to cover the additional 8 cores above the standard 8 core-pack license package. So a total of 12 core-pack licenses would cover the 24 cores inside the server.

Editions & Licensing

You can advise your customers to downloadtheMicrosoftAssessmentandPlanningToolkit to determine the number of cores they have and to plan for the upgrade.

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Use this section to handle common customer objections NOTE: If your customer has more detailed objections, escalate to your partner contact at Microsoft.

“We need to move to the cloud ASAP. Our CEO said so.”

Movingtothecloudisanimportantconsideration,especiallywithallthebenefitsandcostsavingsitprovides,butbeforejumpingintothecloudwerecommendyoufirstformastrategyforthecloud. What are your business goals? How is your current technology serving those goals? What arethebenefitsofmovingsomeorallofyourinfrastructuretothecloud?Whatarethepotentialdrawbacks? Would a hybrid model make more sense? These are just some of the questions you want answered before moving to the cloud. Your CEO will appreciate a more thoughtful approach.

“I don’t have a cloud plan for my entire IT operation yet, so I’ll just stick with what I have until I do.”

CloudisnotalwaysthesolutionforallyourITneeds.Forexample,unlesstherearecostsavings,moving a legacy application doesn’t make sense.

Incaseslikethis,yourbusinesscanbenefitfromahybridmodelwhereyoucangetnewbenefitsoffered by the cloud while maintaining some of your on-prem infrastructure. This allows you to approachyourITflexiblyinthebestwaythatworksforyourbusinesswhilestillbenefittingfromtoday’s improvements and cost savings.

“Windows Server 2016 licensing is more expensive, and what I have now is just fine for my needs.”

If you’re using Standard edition, in most cases the licensing costs of 2012 R2 and 2016 are equivalent.

Ifyou’reusinghigh-endprocessorswithseveralcoresinahigh-densityvirtualizationscenario,youshould consider using the Datacenter edition. Yes, your licensing costs may be higher – but you aregoingtosaveinthelongrunbecausenowyouhaveunlimitedvirtualizationandexpandedcontaineruse.Plus,you’llreceiveadditionalstoragebenefitsthatwillsaveyoumoneyinthefutureaswell.AndifyoupurchaseSoftwareAssurance,youcanusetheAzureHybridUseBenefittomovesome of your workloads to the cloud while paying only the base compute rate.

Objection Handling

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Customer concern Response

“Everything’s moving to the cloud. Why do we need an on-premises server like Windows Server? I don’t see how it’s still relevant for today’s businesses.”

ITorganizationsareincreasinglycallingmanythings“cloud”aspartoftheireffortstogainfundingand meet nebulous cloud demands and strategies. The resulting myth is that people are falling into the trap of believing that if something is good, it has to be cloud.

Though its true that IT is shifting more and more to cloud, it doesn’t mean that newer on-premise solutions are obsolete or irrelevant to businesses. Windows Server 2016 is designed to offer you an on-prem solution that easily scales into the cloud so you can pick and choose what should stay on-prem and what should move the cloud.

Severalofourcustomersstillhaveanexistingon-premisesolutionforavarietyofreasons,including:

• Regulatory, compliance, or data sovereignty requirements that mandate their data be secured on premises. •Performanceissues,perhapscausedbybandwidthconstraints,latency,orheavydatausage.• Some of their legacy applications cannot be easily migrated to the cloud. •Somecustomerspreferup-frontpaymentsoveranextendedpaymentschedule.

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“We’re interested in moving to the cloud, even using a hybrid model, but we’re still not convinced that the cloud is fully secure.”

Windows Server 2016 has the most built-in security features we’ve ever offered in the OS. Features like Just in Time and Just Enough Administration give your IT administrators the proper level ofaccessonlyatthetimesneeded,limitinganyunnecessaryexposureofyournetworktorisk.Windows Defender and Enhanced Threat Detection take a more proactive approach to protecting the OS, meaning our response time to Zero-Day events is immediate.

ShieldedVMs,securebootforbothWindows&Linux,HostGuardianService,ControlFlowGuard–we have several built-in features that protect you both on-prem and in the cloud.

Aside from all these built-in security features, know that Microsoft constantly evaluates and improves security as part of our mission to our customers, and because of this mission, it means that we invest a large amount of resources in ensuring that Microsoft cloud solutions, even public cloudsolutions,havemoresecuritythananysingleorganization’son-premiseinfrastructure.Ineffect, Microsoft’s technology gives you the business tools of a much larger company, at the right price,tohelpdeliverincreasedefficiencyandmaximizeyourITinvestment,

“If I go to a hybrid model, aren’t I essentially doubling my workload? I now have two infrastructures to maintain.”

Actually, Windows Server 2016 includes a powerful set of automated capabilities and management toolstomakeIT’sjobeasier.Forexample,youcanuseVMsandWindowsorHyper-Vcontainerstoprovideworkloadmobility.AndyoucanuseAzureStorageServicesor,ifyouhavetheDatacenterEdition, Storage Spaces in Windows Server 2016 solutions to create automated storage and data recovery solutions.

AzureActiveDirectorygivesyouarobustcloud-basedidentitymanagementservice,andAzureRemote Server Management Tools offers a set of web-based and command line tools to manage WindowsServers,providingrapidaccesstoonpremisesinfrastructurealongsideyourAzureresources. You basically have one dashboard to manage users, devices, storage, and programs.

“Data back-up is a huge pain point for us – and don’t even get me started on disaster recovery. It’s mostly a cross-your-fingers and hope approach.”

WindowsServer2016offersyourorganizationaneasywaytorecoverquicklyfromadisaster.Technology built into the software replicates your virtual machines—including all of their applications and data—to a second Hyper-V host server, which can be running on-premises, at a partner site, or in the cloud.

With Windows Server 2016, you can create an additional tertiary replica site for an even greater degree of protection. Changes made to the running virtual machines are replicated at an interval youchoose,whichcanbe15minutes,5minutes,or30seconds.Soyouhavetheflexibilitytochoosehowoftenyouneedtoreplicate,dependingonyourspecificneeds.

Thenifyoursystemsunexpectedlygodownforwhateverreason,youareabletogetbackonlineina matter of minutes—reconnecting to a complete, up-to-date replica of your virtual machine and getting back to business quickly and seamlessly.

This replication can be performed over a standard broadband connection, eliminating the need for expensivededicatedhigh-speedInternetservices.

Objection Handling

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“Most of the new 2016 features are cloud-related.”

In addition to being a platform that supports integrating cloud services, Windows Server 2016 is designed to deliver the latest in on-premises features such as security enhancements, improved server performance, data storage, and more.

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Customer concern Response

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Need help?Contact your distribution partner or Microsoft contact for details.

Resources Windows Server 2016 Windows Server 2016 licensing FAQ Windows Server 2016 licensing datasheet MicrosoftAssessmentandPlanningTool(MAP) TransitionPriceCalculator

“We’ve got a huge mobile and remote workforce, and yet enabling them to access server-based applications is a real pain.”

MicrosoftprovidessolutionsthatenablepeopletousetheirPCsandmobiledevicestoremotelyaccess server-based applications, whether running on-premises or hosted in the cloud. Let’s look at two solutions, each solving a business need a little differently. These are complementary solutions that can work separately or together.

Scenario 1: On premisesDesktopvirtualizationwithWindowsServer2016RemoteDesktopServices(RDS)enablessecureremote access to the entire desktop anywhere, and on any device. So, if your employees are workingathome,ataremoteoffice,orontheroad—whetheronaPCormobiledevice—theycanget to their up-to-date desktop, including their latest applications and information.

ForIT,RDSprovidesefficientmanagementwithasingleconsoleandtheabilitytodeliverarichuserexperienceonavarietyofdevicesandplatforms.Microsoft’ssolutionofferstheflexibilitytocustomizetheimplementationtomeettheorganization’sneeds,choosingbetweenpersonalorpooled virtual desktops, session-based desktops, and RemoteApp in the datacenter.

Scenario 2: In Cloud with Azure RemoteAppMicrosoftenablesremoteaccesstoapplicationshostedonMicrosoftAzurefromanytypeofdevice. This means employees can be productive anywhere on their internet-connected device. TheapplicationsarehostedonAzure’sreliable,protectedcloudplatform,whichcanscaleupordown, as needed, to meet changing business demands—but without the costs of purchasing and running your own servers.

Objection Handling

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Customer concern Response