Winning With Io Partner Module 2 Getting Strategic With Infrastructure Optimization

FY07 Winning with IO FY07 Winning with IO DayDay

Achieve your goals with IOAchieve your goals with IOModule 2: Getting Strategic with Infrastructure Optimization

2.2

Getting Strategic with Infrastructure Optimization

Workshop’s agendaWorkshop’s agenda9:00 to 9:15

Raising expectations

1. Welcome & Introduction(15 minutes)

9:15 to 10:30Understanding IO

Messaging & Value

2. Getting strategic with IO

(30 minutes)

3. Optimizing your customer infrastructure

(30 minutes)

4. IO Execution Process Overview

(15 minutes)

Break(15’)

10:30 to 15:00IO Execution Process

5. Profiling & Discovery(30 minutes)

6. Analyzing results & identifying potential

opportunities(60 minutes)

7. Preparing a preliminary IO Account

Plan (30 minutes)

Lunch(45’)

8. Preparing an IO customer briefing (30

minutes)

Break(15’)

9. Delivering an IO customer briefing – Role

Play (45 minutes)

15:00 to 16:00Understanding the next

steps (Opportunity Management) & the

local strategy

11. Local Call to Action: how to engage with

Microsoft? (15 minutes)

12. Objection Handling (15 minutes)

16:00 to 16:15Providing comments &

feedback

13. Wrap up & conclusions

(15 minutes)

Interactive session

Lecturing session

10. Next steps: Managing IO opportunities (30 minutes)

2.3


Getting Strategic with IO

What is Infrastructure Optimization?

Why is it important to my customer?

What is the IO strategy for 2007?

What is in it for you?





2.4


Customer challengeCustomer challenge

Help me improve IT economicsComplexity is a killer – I don’t need more overlapping, unintegrated point solutions – I need solutions that fit in the big picture, long-termHarness technology to drive more automation and help me reduce my labor costs

Help me improve my agilitySupport virtualization of computing assets, and give me the tools to operate infrastructure more like a utilityHelp me shift fixed IT costs to variable

Help me improve my quality of serviceHelp me be more responsive to business needs by providing policy-based management of my assetsGovernance is a killer – I need help managing how infrastructure is used to deliver real business services

Don’t just sell me technologies – provide me with tools to evolve and improve my overall infrastructure

2.5


CIO Top 10 Priorities 2006

State of the CIO 2006 www.cio.com/state

2.6


Linking IT to Business Linking IT to Business PerformancePerformance

Isolating the impact of all IT functions on Productivity shows that IT Infrastructure is a key determinant of superior productivity

Information technology fuels

profitable revenue growth

Source: Enterprise IT Capabilities and Business Performance, Marco Iansiti, David Sarnoff Professor of Business Administration, Harvard Business School George Favaloro, Principal, Keystone Strategy, Inc-March 2006

Companies in the top 25% of IT capability grew revenue 6.8% faster per year than their peers in the bottom 25% of IT capability

Robust IT infrastructure is a

key driver of productivity and

growth

The firms in the top 25% of IT capability enjoy 23% higher revenue per employee than their peers in the bottom 25% of IT capability

Managers in firms that are supported by better information systems have significantly better insight into, and control over, key dimensions of their business

Information technology gives managers more

insight and control

Firms with better IT have more productive employees

2.7


What Is Infrastructure Optimization?What Is Infrastructure Optimization?

Four-stage model to describe levels of infrastructure efficiency (basic to dynamic) across infrastructure

Core model based on industry analyst efforts, MIT Center for

Information Systems Research (CISR), and Microsoft experienceHighly successful with enterprise customers over the last yearIn pilot with midsize customers and partnersInfrastructure Optimization extended to encompass business productivity and application platform infrastructures

The model:Consists of capability descriptions across the continuum (technology agnostic)Includes people, process, and technology

Key benefits of the model:Helps customers solve the 70/30 problem (i.e. manage complexity, achieve agility) Drives lower total cost of ownership (TCO) for IT infrastructureHelps center the customer conversation on a blueprint for infrastructure success and realize the value of IT investmentsMaps the technology roadmap to the customer’s needsHelps increase security and lower riskHelps drive infrastructure as a strategic asset

It’s the Microsoft glue for our people-ready business message and Microsoft solutions

Optimize your Applications Platform

Infrastructure

Optimize your Business

Productivity Infrastructure

Optimize & Secure your Core

Infrastructure

2.8


Business ProductivityOptimization

Core InfrastructureOptimization

Application PlatformOptimization

2.9


Microsoft approachMicrosoft approachMicrosoft Infrastructure Optimization is based on:

2An Infrastructure Optimization Model based on Industry standards:

Real TimeInfrastructure

Architecture MaturityModel

FY06 Microsoft Infrastructure Optimization Model:

1A methodology to support : a. IO Assessment: As-is maturity levelb. Infrastructure Optimization Plan: To-be

matunity levelc. Core Infrastructure, Business Productivity &

Applications Infrastructure capability gapsd. Process optimization

Cost Cost Center Center

UncoordinateUncoordinated, manuald, manual

InfrastructureInfrastructureKnowledge Knowledge

not captured not captured

More More Efficient Efficient

Cost CenterCost Center

Managed IT Managed IT Infrastructure Infrastructure

with limitedwith limited automation automation

and and knowledge knowledge

capturecapture

Managed and Managed and consolidated consolidated

ITIT

InfrastructureInfrastructurewith with

extensive extensive Automation, Automation, knowledge knowledge

captured and captured and re-usedre-used

Fully Fully automated automated

management, management, dynamic dynamic resource resource Usage , Usage ,

business business linked SLA’s. linked SLA’s. Knowledge Knowledge

capture capture automated automated

and use and use automatedautomated

Business Business EnablerEnabler

StrategiStrategic Assetc Asset

FY07 Microsoft Infrastructure Optimization Capabilities:

2.10


Infrastructure Optimization ModelInfrastructure Optimization Model

Cost Cost Center Center

Uncoordinated, manual

infrastructure;

knowledge not captured

More More Efficient Efficient

Cost CenterCost Center

Managed ITinfrastructurewith limitedautomation

and knowledge

capture

Managed andconsolidated

ITinfrastructur

ewith

extensiveautomation; knowledge

captured and

re-used

Fully automated

management;

dynamic resourceusage;

business-linked servicelevel

agreements (SLAs);

knowledge capture and

useautomated

Business Business EnablerEnabler

Strategic Strategic AssetAsset

2.11


FY07 Infrastructure Optimization FY07 Infrastructure Optimization CapabilitiesCapabilities

2.12


12

Summary: What is IO?

Technology sequencing framework

Maps IT to business needs

Cost reduction, security & efficiency gains

Backed by analysts

Guidance and best practices

Discovery process uncovers opportunities

Application Platform Infrastructure

Optimization Model

Business Productivity Infrastructure

Optimization Model

CoreInfrastructure

Optimization Model

2.13






How is in it for you?




How is in it for you?

2.14


20032003 2008+2008+19971997 20002000 20062006

Infrastructure Costs

19941994Client ServerClient Server

Solution SilosSolution SilosN - Tier Dynamic SystemsDynamic Systems

Service OrientationService Orientation

IT Complexity and CostIT Complexity and Cost

Interoperability Costs

$$ Management Costs

Inflection Inflection PointPoint

IT economics Not IT featuresMitigate risk

Reduce cost of changeImprove Quality of Service

2.15


Benefits of Infrastructure Benefits of Infrastructure Optimization?Optimization?Helps customers solve the 70/30 problem (i.e. manage complexity, achieve agility) Drives lower total cost of ownership (TCO) for IT infrastructure

Helps center the customer conversation on a blueprint for infrastructure success and realize the value of IT investments

Maps the technology roadmap to the customer’s needs

Helps increase security and lower risk

Helps drive infrastructure as a strategic asset

2.16


Why Leaders Reap BenefitsWhy Leaders Reap Benefits1. Lower IT Operating Costs

1) Giga: Implementing Enterprise Architecture [yields] 20% savings in annual IT operating budget

2) Gartner: Architecture can provide savings of 10% to 20% of infrastructure costs

3) Giga: Penalty of 10% of project cost and 25% of project elapsed time with non-standard technology architecture

2. Strategic Agility1) Gartner: Enterprise IT Architecture yields 30% improvement in ability to

deal with changing external drivers2) MIT: Correlation between top performers with high capability IT

infrastructure and standards

3. Increased Productivity 1) Forrester: 40% productivity gap between leaders and laggards in IT

investment

2.17











2.18


Evolution of Microsoft’s Infrastructure Evolution of Microsoft’s Infrastructure Optimization approachOptimization approach

Evolve to Customer Campaigns:

Five campaigns target business decision makers and focus on driving business growth.

Three campaigns target IT decision makers and focus on reducing cost and infrastructure complexity and risk through infrastructure optimization:

Optimize & secure your Core InfrastructureOptimize your Business Productivity InfrastructureOptimize yout Application Platform Infrastructure

FY05 GTMSDesktop Deployment Initiative

Learnings

FY06 GTMS Infrastructure Optimization Initiative

Learnings

FY07 People Ready BusinessAnd Customer Campaigns

2.19


Customer Campaign Model Capabilities & Levels Products

Basic Standardized Advanced Dynamic

Optimize your Application Platform Infrastructure

(App Plat Infra Campaign)(APIO)

Application Platform Infrastructure

Optimization Model(AP IOM)

User Experience

• Visual Studio• Expression• BizTalk• SQL

Development

SOA & Business Process

Data Management

Business Intelligence

Basic Standardized Rationalized Dynamic

Optimize your Business Productivity Infrastructure

(Biz Productivity Infra Campaign)(BPIO)

Business Productivity Infrastructure

Optimization Model

(BP IOM)

Business Intelligence• LCS• Exchange• SharePoint• Office

Enterprise Content Management

Communications & Collaboration

Optimize & Secure your Core Infrastructure

(Core Infra Campaign)(Core IO)

Core Infrastructure

Optimization Model(Core IOM)

Security & Networking

• Windows Server• Windows Client• Windows Device• Security• Management

Identity & Access Management

Desktop, Device & Server Management

Data Protection & Recovery

IT and Security Process

FY07 Infrastructure Optimization

2.20











2.21


Learnings from FY06: Where Our Learnings from FY06: Where Our Customers Are TodayCustomers Are Today(Core Infrastructure Optimization)(Core Infrastructure Optimization)

Source: MS EPG Profiling as of May 22nd 2006 - 7,989 accounts profiled (All Subsidiaries including US) Source: MS EPG Profiling as of May 22nd 2006 - 7,989 accounts profiled (All Subsidiaries including US)

2.22


22

70%

52%

84%

76%

83%

78%

58%

56%

39%

38%

41%

40%

53%

34%

13%

45%

GroupPolicies

Win XPwith SP2

Monitoring Servers

Automated Tracking HW & SW

Manual App Comp

Manual Reference

VPN orTerminal Svcs

Secure Network

Connection

BackupSolution All

Servers

19%

36%

15%

9%

22%

12%

16%

Central Provisioning

Patch Mgmt Servers

Automated App Comp

Monitoring Desktop

Firewall Desktop &

Servers

Secure Wireless

Backup Servers & Desktops

65%

13%

12%

7%

7%

Directory Federation

Automated Reference

Capacity Analyzer

Quarantine

Secure Domain Isolation

StandardizedBasic DynamicRationalized

ActiveDirectory

AutomatedPatch Mgmt

Solution

Antivirus Desktops

BackupSolution Critical

Servers

Central Firewall

Basic Networking

Services

Standard Images

Results of FY06 Account Discovery:Core Infrastructure Optimization

Percentage indicatesachieving capability

Source: MS EPG Profiling as of May 8, 2006 - 7,989 accounts profiled (All Subsidiaries including US)

2.23


How to leverage Infrastructure How to leverage Infrastructure Optimization?Optimization?

We deliver products/services thatHelp you evolve (rather than rip/replace) your infrastructureHelp you achieve your strategic goalsProvide measurable and rapid ROI (agility, cost, service quality)

We can help IT become more important, engaged and proactive with business

The Infrastructure Optimization Models can be used as a blueprint to show1. What is possible2. Where the customer is today3. What they could/should be doing, and what effect it would

have4. How your product/service fits in

The vendor that helps the customer execute their strategy will win business;

The vendor that helps the customer build their strategy will be in the driver’s seat

2.24


Core Infrastructure Optimization Planned Engagements Core Infrastructure Optimization Planned Engagements @ BMW@ BMW Top Themes Current Situation Plan / Status

Outcome

(Goal)MS Rev. BMW

Sponsor

1Desktop Deployment & Mgt

BMW currently faces several major issues with their deployment process and the standard XP image called „E-Client“: 8GB large, is recreated 2x annually, has serious Integration & App Compat issues, & requires constant manual intervention.

-Automated DT Image Deployment & Management- Redesign current BMW Imaging Process- Consolidation of images from 7 to 1- Improve SW install & provisioning process, workflow, & ESS- Improved App Compat testing- SMS as primary image deploy platform (rich usage)- Reduce BMW Support Cost

ZTD / BDD PILOT (SP2 or Vista.

adapted to BMW processes)

-Ensure EA renewal,-Reduce Support calls from BMW to reduce MS investment- SMS

Schindler, VP FZ-3

Krieger, (FZ 3x)

Fangmeier (FZ 3x)

Madertaner (FZ 3x)

Klein (FZ 3x)

Smuda (FZ1x)

2 Identity & Access Mgt

Bus App Authentication is built on Sun iPlanet. Enterprise User Mgt is based on Siemens DirX. AD plays a limited role. Mail services run poorly due to poor identity & process integration.

- Enterprise User Management

o MIIS Role-Based User Provisioning

o LDAP & Unix Consolidation

o AD-based Password Policy

o Single Account per User- Federation for extranet, B2B, & WebSSO scenarios

Proof of Concept – PoC

(based on BMWs Dir/App

Environment & Human Workflow

Processes)

-Ensure EA renewal,-MIIS, SQL and Biztalk Lic.

Grabmeyer (FZ1x)

Jodl (FZ3x)

3Security, Networking & Monitoring

After a very successful SMI engagement at BMW, we have the challenge to push our security technologies and best practices at BMW. Today we face problems with monitoring, patch management beyond Windows XP, Server Monitoring and Network Separation

Security-Machine Certificates with MS PKI- Patch Management w/ SMS- Rights Managmenet Services- SP2 FW via SP2 or Vista

Monitoring: MOM Deployment & Rollout, Tivoli Migration

Networking:- VPN Quarantine w/ WinSvrR2- IPSec-based Network Segmentation

Proof of Concept – PoC

(based on selected topics)

-MOM and RMS Lic

Kage (CSO, FZ-S)

Dr. Robl (FZ-S)

Reisig (FZ3x)

Grabmeyer (FZ1x)

4 Backup & Restore

Central file storage services are based on NetApp.

Windows-based storage is limited to very small configs with non-critical usage (1GB limit per server). Lack of best practices or enterprise (MSA) approach to Windows Storage. No centralized backup of branch office file servers.

- Establish and Enterprise Service around Windows-based File Storage- Increase Windows File Server Usage w/ FRSv2 & DPM

o Branch Office & Central Data Center

o As second source to NetApp

Arch Design Session

MTC

-Increase Windows Server penetration regarding Storage-Storage Server and DPM Lic.

Smuda (FZ1x)

2.25


Infrastructure Optimization Provides a Infrastructure Optimization Provides a Unified View, Unified View, Common Lens for Customer, Partner and Microsoft teamsCommon Lens for Customer, Partner and Microsoft teams

Provides ATU, STU, PTU and

Services coordinated

execution based on One Plan

Provides Customer a way

to bridge gap between Business

and IT

Allows ATU have the same

conversation with Business, IT and

Purchasing

Core Infrastructure

Business Productivity

App Platform

Provides Partners with a common

way to be in synch with

Microsoft and the customer agenda

2.26


Why focus on IO?Why focus on IO?

Services Revenue Software (Licenses) and Hardware Revenue

Long term customer relationship

2.27


Group Discussion and FeedbackGroup Discussion and FeedbackAssume that you only have five minutes with your customer and you need to explain the following:


What is the value of IO to their organization?

Rules:15 minutes to prepare

Max 5 minutes deliveryper group

Winning With Io Partner Module 2 Getting Strategic With Infrastructure Optimization

Economy & Finance

Transcript of Winning With Io Partner Module 2 Getting Strategic With Infrastructure Optimization