Mittelständische Unternehmen sind der Schlüssel zum Umsatzwachstum

Präsentation zum Thema: "Mittelständische Unternehmen sind der Schlüssel zum Umsatzwachstum"—  Präsentation transkript:

1 Mittelständische Unternehmen sind der Schlüssel zum Umsatzwachstum
Windows Server Management Marketing 3/28/2017 Mittelständische Unternehmen sind der Schlüssel zum Umsatzwachstum This presentation outlines the Microsoft Value-Added Reseller Partner opportunity for driving upgrade and virtualization opportunities with mid-market companies (25 to 250 PCs with a special focus on PCs). © 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

2 Agenda Der Kunde Ihre Umsatzchancen Der Weg zum Erfolg
In today’s presentation we are going to cover three things: First, we are going to look at how we define the mid-market customer segment. Second, we are going to review the largest opportunities to grow or build your business within the mid-market segment. Third, define a few simple steps that you can take to help ensure your success with the tools and resources we have built for you. Der Kunde Ihre Umsatzchancen Der Weg zum Erfolg

3 Der Kunde

4 „Langsam aber sicher schließt Microsoft Hyper-V zu VMware ESX auf
„Langsam aber sicher schließt Microsoft Hyper-V zu VMware ESX auf. Gartner prognostiziert, dass Hyper-V im Jahre 2012 auf einen Marktanteil von 27% kommt; vor zwei Jahren waren es noch 11%. Innerhalb dieser 27% entscheiden sich Gartner zufolge 85% aller Kleinunternehmen, die virtuelle Server einsetzen, für eine Lösung von Microsoft. Unternehmenskunden, die der Meinung sind, dass der Erwerb eines Produktes von Microsoft keine schlechte Entscheidung ist, werden sich die Frage stellen, warum sie VMware benötigen, wenn sie auch auf Windows 8 Server umsteigen können ...“ Before we dive into how Microsoft looks at and defines the market, let first take a look at quote from Computerworld and how they see Microsoft competing in this space. "VMware’s biggest problem is one that has laid other companies low: Microsoft. Slowly but surely, Microsoft’s Hyper-V has been making gains against VMware’s ESX. Gartner projects that in 2012, Hyper-V will account for 27% of the market, up from 11% two years ago. Within that projected 27%, Gartner says Microsoft will take 85% of all small businesses that use virtual servers. On top of that, Windows 8 Server boasts a greatly improved version of Hyper-V. Enterprise customers who believe they can’t go wrong buying Microsoft are going to start asking why they need VMware as they move to Windows 8 Server…” Not only is Microsoft excited about the opportunity in the SMB space and the solution we have to offer SMB customers, it great to see others in the industry also calling this out. Source (March 26, 2012): — Steven J. Vaughan-Nicols , Computerworld

5 Eine Plattform für alle Kundensegmente
Die bewährte Plattform wird weltweit von Kleinunternehmen und dem Mittelstand sowie international operierenden Großunternehmen eingesetzt und betreibt einige der größten Rechenzentren. Automatisierte Virtualisierung & Verwaltung von Private Clouds Automatisierte Virtualisierung & Verwaltung Virtualisierung und Verwaltung Virtualisierung First Server Kleinunternehmen Mittelständische Unternehmen Großunter-nehmen Microsoft’s solutions are built off of one platform for customers of all sizes. As a partner, in terms of familiarity with a single platform and not having to re-learn a different platform for each segment, there are a lot of benefits and efficiencies that you can take advantage of. In terms of what you can offer your customers, we understand that as your customer’s business grows, so do their needs but that the complexities of managing an enterprise datacenter can be overwhelming and potentially cost prohibitive for a smaller business, therefore, we don’t create a one size fits all solution. Because it is built on the same platform – as the needs of your customer’s business change, our platform allows that change without starting over with a new solution. Here you can see the range of solutions that we offer all the way from a first server scenario to private cloud. We also recognize that customers have IT environments that are built on different types of hardware, software and networks. With the advent of virtualization, physical environments now need to co-exist with virtual machines. In addition, some customers deploy cloud enabling technologies within their premises while some customers leverage public cloud services to consume software or infrastructure. The co-existence of different IT technologies and consumption models coupled with different levels of IT maturity would be a typical hybrid environment. This type of hybrid environment is supported across the Microsoft platform. Hybride IT-Plattform Windows Server 2012 Microsoft System Center 2012

6 Ergreifen Sie die Chancen, die der KMU-Markt bietet
Mittelständische Unternehmen: Virtualisierung und Upgrade Kleinunternehmen: First Server First server Virtualization As a partner we see a tremendous opportunity for you to grow your business in the SMB space with two distinct opportunities: First, with selling a server into small businesses that currently do not have a server today And second, with having a virtualization and upgrade conversation with your existing customers in the mid-market segment In either opportunity you have ongoing revenue opportunities to help steady your cash flow through managed services as well as up-sell and cross-sell opportunities across Microsoft’s products and services. (i.e. Windows Server is the ideal platform to maximize the power of Windows 8 and Office 365.) Managed Services eröffnen Ihnen neue Umsatzchancen Profitieren Sie von Up-Sell- und Cross-Sell-Chancen: Microsoft Produkte und Dienstleistungen

7 Definition der Zielgruppen
Größe Unternehmen mit PCs Server Unternehmen mit 1-5 Servern Entscheider Kaufentscheidungen werden meist von BDMs getroffen We recognize that everyone defines SMB a little different. For the rest of today’s presentation we are going to focus on the upgrade and virtualization opportunities within mid-market – and specifically provide guidance for what we are defining as the “target” customer. We see this customer as low hanging fruit that presents an immediate opportunity for you to capitalize on. Typically, when we segment our customers we look at number of PCs as the primary attribute that places a customer in one segment versus another. For SMB, this usually means companies with less than 250 PCs. We also know that this is not a clear cut rule and the overall IT sophistication of the business needs to be considered. As the trusted advisor to the customer, we recognize that you are in the best position to assess the needs of the customer and offer the solution that best fits their needs. However, one of top requests we get from partners is to offer additional guidance on how to target the customer and where the greatest opportunity is. When looking at the SMB space, we see the largest and most immediate opportunity for growing your business though the upgrade and virtualization scenarios with Windows Server 2012 is a company with anywhere from 25 all the way up to approximately 75 total PCs. When we look at the some of the other attributes that would typically define this target customer we would expect: That they would have between 1-5 total existing servers Most purchase decisions are make by the Business Decision Maker Most have one IT person that does it all – a “generalist” – this IT Generalist will support the BDM with IT Decisions, due to their current workload they are typically reactive to IT issues and in turn also not proactive about long term IT needs

8 Das wollen unsere Kunden
Vereinfachung der IT Geld sparen Wachstum des Unternehmens Das wollen unsere Kunden „Ich möchte die Verwaltung unserer IT-Infrastruktur vereinfachen und von unseren IT-Investitionen profitieren.“ „Wir benötigen Hilfe bei der Suche nach Möglichkeiten zur Kostenreduzierung und möchten maximal von unseren IT-Investitionen profitieren.“ „Die IT soll das Wachstum meines Unternehmens fördern, damit sich die getätigten Investitionen bezahlt machen.“ When talking to these customers here are some of the typical things we hear and I am sure you hear from your customers too: Simplify IT: I want to simplify the way we manage and benefit from our IT investments. Save Money: Help us identify ways to reduce costs while getting more from our IT investments. Grow My Business: I want IT to be a catalyst for growing my business. Show me how to translate technology investments into real business value.

9 Vereinfachung der IT Geld sparen Wachstum des Unternehmens Das wollen unsere Kunden “I want to simplify the way we manage and benefit from our IT investments.” Höhere Produktivität bei geringeren Investitionen und minimiertem Aufwand “Help us identify ways to reduce costs while getting more from our IT investments.” “I want IT to be a catalyst for growing my business. Show me how to translate technology investments into real business value.” So what is the common theme across each of these customer business situations? All of these customers want to do more with their IT, with less work for their already over-taxed IT teams, while decreasing their IT spend.

10 anforderungen erfüllen
Verzahnung von Geschäftsbetrieb und IT Virtualisierung Kunden- anforderungen erfüllen Aktualisierung veralteter Server Ein Produkt: Windows Server 2012 We also know that within these organizations that virtualization and upgrading aging servers are also top of mind. Many companies are thinking about virtualization but not sure how to get started and others are recognizing that it is finally time to upgrade their aging servers. Depending on the situation with your customer, you can tailor the conversation to what is most relevant to them. With Windows Server 2012, you can help your customers achieve all three of these business goals: to simplify IT, save money and grow their business. Let’s take a minute now and look at how we can map what Windows Server 2012 delivers to help them achieve their business goals.

11 So erfüllen Sie die Anforderungen der Kunden
Vereinfachung der IT Geld sparen Unternehmenswachstum anforderungen Kunden- Zuverlässige Virtualisierung Vereinfachte Verwaltung Kostengünstiger Speicherplatz Höhere Verfügbarkeit Verbesserter Zugriff Höhere Produktivität Verzahnung von Geschäftsbetrieb und IT There are countless benefits and new features of Windows Server 2012 that can help dramatically change the day to day IT operations of a company, which we will review shortly, however, when we look at the business value of why a company should virtualize or upgrade it quickly becomes clear that Windows Server 2012 really delivers on the business needs of the customer. Let’s look at how we can map the business value that Windows Server 2012 delivers to each of the customer goals: Simplify IT: Robust virtualization - Virtualizing your infrastructure gives you the ability to respond to business needs faster, support self-service delivery, and, when you are ready, take that next step to the cloud. Simplified management - Providing automation for a broader set of management tasks and simplifying deployment keeps you focused on more strategic initiatives. Save Money: Affordable storage - Now you can virtualize industry standard storage across new and existing hardware to maximize investments. Better availability - Keep the business up and running by providing cost-effective, IT service built to prevent downtime, speed recovery when needed, and utilize online backup for an additional layer of data protection. Grow my Business: Improved access – Provide the team secure access to their personalized work environment from virtually anywhere and on virtually any device. Increased productivity – Flexible access to data and applications on virtually any device, anywhere, while simplifying management and maintaining security, control, and compliance. Now let’s take a look feature by feature.

12 Windows Server 2012 Funktionen, die überzeugen
Here’s how we map it Windows Server 2012 Funktionen, die überzeugen Vereinfachte VDI-Konfiguration und -Verwaltung Vereinfachtes DirectAccess Simplify IT Save money Grow my business Server Manager Hyper-V Replica BranchCache Storage Spaces Robust virtualization Simplified management Affordable storage Better availability Improved Access Increased productivity Better availability Robust virtualization Improved access Gesteigerte Produktivität Simplified management Affordable storage Windows NIC Teaming De-Duplikation And the story gets even more robust when we look at the new and unique features of Windows Server 2012 that delivers on each of these IT benefits: Network Virtualization: Provides the flexibility to place any VM on any node irrespective of their IP address and allows multiple VMs to have their own IP address. This makes the transition to hosters’ private clouds easier for customer with existing on-premise VMs/physical servers. Server Manager: The expanded capabilities of Server Manager in Windows Server 2012 can help facilitate multiserver tasks such as remote role and feature deployment to both physical and virtual servers and custom server group creation. IT professionals can provision servers and offline virtual hard disks from their desktops without requiring physical access to the system or Remote Desktop Protocol connections to each server. Administrators can manage groups of servers collectively from within a single, integrated console, which enables them to respond to business-critical problems with greater speed and agility. Capabilities provided by the new Server Manager include: Multiserver experience Efficient deployment of workloads to remote servers and offline virtual hard disks Installing roles and features on a remote server/offline virtual hard disk Streamlined server configuration and deployment Batch deployment Integration with other management tools PowerShell templates: Windows PowerShell 3.0 provides a comprehensive platform to help you manage server roles and automate management tasks. Sessions to remote servers are resilient and can withstand various types of interruptions. In addition, learning Windows PowerShell is now easier than ever through improved cmdlet discovery and simplified, consistent syntax across all cmdlets. Capabilities provided by Windows PowerShell 3.0 include: Robust session connectivity Disconnected sessions Job scheduling New Windows PowerShell ISE features Windows PowerShell workflows Syntax simplification Script sharing Windows PowerShell Web Access Updatable help RunAs capability Default parameter values New cmdlets Storage Spaces: Storage Spaces is a storage virtualization technology which succeeds Logical Disk Manager and allows the organization of physical disks into logical volumes similar to Logical Volume Manager (Linux), RAID1 or RAID5, but on a higher level. A storage space will behave like a physical disk to the user, with thin provisioning of available disk space. The spaces are organized within a storage pool, i.e. a collection of physical disks, which can span multiple disks of different sizes and different interfaces (USB, SATA, SAS). The process of adding new disks or replacing failed or older disks is fully automatic, but can be controlled with PowerShell commands. The same storage pool can host multiple storage spaces. Storage Spaces have built-in resiliency from disk failures, which is achieved by either mirroring or striping with parity across the physical disks. Each storage pool on the ReFS filesystem is limited to 4 PB (4096 TB), but there are no limits on the total number of storage pools or the number of storage spaces within a pool. Storage Spaces technology automatically restores data redundancy if a disk fails Ability to thin-provision storage You can use PowerShell to manage Storage Spaces De-duplication: De-duplication is an in-box feature that delivers capacity optimization, scale and performance, reliability and data integrity at no additional cost. Storage Live Migration: Hyper-V live migration moves running virtual machines from one physical server to another with no impact on virtual machine availability to users. By pre-copying the memory of the migrating virtual machine to the destination server, live migration minimizes the transfer time of the virtual machine. A live migration is deterministic, which means that the administrator, or script, that initiates the live migration determines which computer is used as the destination for the live migration. The guest operating system of the migrating virtual machine is not aware that the migration is happening, so no special configuration for the guest operating system is needed. Hyper-V Replica: Hyper-V Replica lowers the total cost of ownership for an organization by providing asynchronous replication of virtual machines for the purposes of business continuity and disaster recovery. Windows NIC Teaming: Network adapter teaming, also known as load balancing and failover (LBFO), allows multiple network adapters on a computer to be placed into a team for the following purposes: Bandwidth aggregation Traffic failover to prevent connectivity loss in the event of a network component failure Simplified DirectAccess: DirectAccess allows remote users to securely access enterprise shares, websites, and applications without connecting to a virtual private network (VPN). DirectAccess establishes bi-directional connectivity with a user’s enterprise network every time a user’s DirectAccess-enabled portable computer connects to the Internet, even before the user logs on. Users never have to think about connecting to the enterprise network and IT administrators can manage remote computers outside the office, even when the computers are not connected to the VPN. BranchCache: Simplifies the deployment by removing the need for having a certificate on the hosted cache. It improves performance by reducing the average block size of the cache, and allows the administrator to configure ta set of servers to work together to act like a single hosted cache. In addition, BranchCache can be managed and configured using known tools like WMI and PowerShell; this allows third party management solutions to extend the solution using standardized tools. Expanded Device Support: Enables access to a centralized desktop from the following types of devices: PCs, laptops, mobile tablets, (RemoteFX-based) and thin clients (support for additional client devices is provided by Microsoft partners like Citrix). Simplified VDI Configuration and Management: Provide a simplified management console making it easier to manage virtual desktops and to get a centralized view of the entire centralized desktop infrastructure. It also adds intelligent patching for pooled and personal VMs and simplified single-sign-on administration. Netzwerk-Virtualisierung Vielfältige PowerShell Vorlagen Erweiterter Geräte-Support Storage Live Migration

13 Windows Server 2012 Funktionen, die überzeugen
Here’s how we map it Windows Server 2012 Funktionen, die überzeugen Vereinfachte VDI-Konfiguration und -Verwaltung Vereinfachtes DirectAccess Simplify IT Save money Grow my business Server Manager Windows Server® 2012 bietet eine vollständige Virtualisierungs-Plattform, die die Entwicklung von Managed Services ermöglicht. Hyper-V Replica BranchCache Storage Spaces Robust virtualization Simplified management Affordable storage Better availability Improved Access Increased productivity Simplified management Affordable storage Robust virtualization Gesteigerte Produktivität Improved access Better availability Windows NIC Teaming De-Duplikation And the story gets even more robust when we look at the new and unique features of Windows Server 2012 that delivers on each of these IT benefits: Network Virtualization: Provides the flexibility to place any VM on any node irrespective of their IP address and allows multiple VMs to have their own IP address. This makes the transition to hosters’ private clouds easier for customer with existing on-premise VMs/physical servers. Server Manager: The expanded capabilities of Server Manager in Windows Server 2012 can help facilitate multiserver tasks such as remote role and feature deployment to both physical and virtual servers and custom server group creation. IT professionals can provision servers and offline virtual hard disks from their desktops without requiring physical access to the system or Remote Desktop Protocol connections to each server. Administrators can manage groups of servers collectively from within a single, integrated console, which enables them to respond to business-critical problems with greater speed and agility. Capabilities provided by the new Server Manager include: Multiserver experience Efficient deployment of workloads to remote servers and offline virtual hard disks Installing roles and features on a remote server/offline virtual hard disk Streamlined server configuration and deployment Batch deployment Integration with other management tools PowerShell templates: Windows PowerShell 3.0 provides a comprehensive platform to help you manage server roles and automate management tasks. Sessions to remote servers are resilient and can withstand various types of interruptions. In addition, learning Windows PowerShell is now easier than ever through improved cmdlet discovery and simplified, consistent syntax across all cmdlets. Capabilities provided by Windows PowerShell 3.0 include: Robust session connectivity Disconnected sessions Job scheduling New Windows PowerShell ISE features Windows PowerShell workflows Syntax simplification Script sharing Windows PowerShell Web Access Updatable help RunAs capability Default parameter values New cmdlets Storage Spaces: Storage Spaces is a storage virtualization technology which succeeds Logical Disk Manager and allows the organization of physical disks into logical volumes similar to Logical Volume Manager (Linux), RAID1 or RAID5, but on a higher level. A storage space will behave like a physical disk to the user, with thin provisioning of available disk space. The spaces are organized within a storage pool, i.e. a collection of physical disks, which can span multiple disks of different sizes and different interfaces (USB, SATA, SAS). The process of adding new disks or replacing failed or older disks is fully automatic, but can be controlled with PowerShell commands. The same storage pool can host multiple storage spaces. Storage Spaces have built-in resiliency from disk failures, which is achieved by either mirroring or striping with parity across the physical disks. Each storage pool on the ReFS filesystem is limited to 4 PB (4096 TB), but there are no limits on the total number of storage pools or the number of storage spaces within a pool. Storage Spaces technology automatically restores data redundancy if a disk fails Ability to thin-provision storage You can use PowerShell to manage Storage Spaces De-duplication: De-duplication is an in-box feature that delivers capacity optimization, scale and performance, reliability and data integrity at no additional cost. Storage Live Migration: Hyper-V live migration moves running virtual machines from one physical server to another with no impact on virtual machine availability to users. By pre-copying the memory of the migrating virtual machine to the destination server, live migration minimizes the transfer time of the virtual machine. A live migration is deterministic, which means that the administrator, or script, that initiates the live migration determines which computer is used as the destination for the live migration. The guest operating system of the migrating virtual machine is not aware that the migration is happening, so no special configuration for the guest operating system is needed. Hyper-V Replica: Hyper-V Replica lowers the total cost of ownership for an organization by providing asynchronous replication of virtual machines for the purposes of business continuity and disaster recovery. Windows NIC Teaming: Network adapter teaming, also known as load balancing and failover (LBFO), allows multiple network adapters on a computer to be placed into a team for the following purposes: Bandwidth aggregation Traffic failover to prevent connectivity loss in the event of a network component failure Simplified DirectAccess: DirectAccess allows remote users to securely access enterprise shares, websites, and applications without connecting to a virtual private network (VPN). DirectAccess establishes bi-directional connectivity with a user’s enterprise network every time a user’s DirectAccess-enabled portable computer connects to the Internet, even before the user logs on. Users never have to think about connecting to the enterprise network and IT administrators can manage remote computers outside the office, even when the computers are not connected to the VPN. BranchCache: Simplifies the deployment by removing the need for having a certificate on the hosted cache. It improves performance by reducing the average block size of the cache, and allows the administrator to configure ta set of servers to work together to act like a single hosted cache. In addition, BranchCache can be managed and configured using known tools like WMI and PowerShell; this allows third party management solutions to extend the solution using standardized tools. Expanded Device Support: Enables access to a centralized desktop from the following types of devices: PCs, laptops, mobile tablets, (RemoteFX-based) and thin clients (support for additional client devices is provided by Microsoft partners like Citrix). Simplified VDI Configuration and Management: Provide a simplified management console making it easier to manage virtual desktops and to get a centralized view of the entire centralized desktop infrastructure. It also adds intelligent patching for pooled and personal VMs and simplified single-sign-on administration. Netzwerk-Virtualisierung Vielfältige PowerShell Vorlagen Erweiterter Geräte Support Storage Live Migration

14 Ihre Umsatz-chancen So now that you have seen what Windows Server 2012 can offer your customers, let’s take a look at the opportunity it can offer you and why you should consider starting / growing your Microsoft practice to help your existing and potentially new customers virtualize and/or upgrade.

15 Uns eröffnet dies völlig neue Umsatzchancen.“
„Windows Server 2012 bietet einige coole neue Funktionen, die unseren KMU-Kunden gefallen werden. Windows Server 2012 umfasst zuverlässige Module, die es uns als Partner erleichtern, das Produkt an unsere Kunden zu verkaufen. Mithilfe dieser Module erhalten sie Zugriff auf die aktuellsten Technologien, die ihren Unternehmen zugutekommen. Uns eröffnet dies völlig neue Umsatzchancen.“ Let’s first hear from a Microsoft partner and the potential he sees with Windows Server 2012 and growing his business. Full quote: “Windows Server 2012 has some very cool new features that will  resonate with our SMB customer base, some that are on Windows Server 2008 R2 and Windows Server 2008 now, some that are even on Windows Server 2003.  With the new and very exciting features, they will jump on the wagon without thinking twice. Windows Server 2012 offers robust modules that, as a partner, will be an exciting sell to our customers so they can be on the latest cutting-edge of technology and get to be much more advanced and stable for running their operations. This will bring new revenue streams that we didn’t have before. Hyper-V Replica is a huge and long awaited piece that the SMB business has never had. Clients in need of it had to come up with very expensive solutions — a very cumbersome setup for an SMB. If an SMB goes down for a couple hours, they could shut down and end up closing up shop and going out of business. The new technology that Microsoft has brought to SMB in Windows Server 2012 with Hyper-V Replica is brand new and well designed for SMB. Specifically, in the past, if you had a client with Windows Server 2008 R2 running Exchange and Active Directory, if the primary server went out due to an ISP outage, power outage, or a hurricane, with Hyper -V Replica you just flip the switch and the customer has lost nothing —maybe 5 minutes, and their clients would never know —this is very powerful in the SMB space.” — Steve Rubin, President WorkITsafe

16 Die aktuelle Marktsituation
Upgrade Rund 77% aller KMUs setzen Windows Server ein, der Großteil nutzt Windows Server Virtualisierung Knapp über 75% der KMUs geht davon aus, bis Ende Server-Virtualisierung einzusetzen.2 Wachstum Der KMU-IT-Markt wächst schneller als das Enterprise- IT-Segment: ein Marktvolu- men von $500 Milliarden, bei jährlichem Wachstum von 6,5%.3 Let’s take a look at the situation today and understand the size of the opportunity in front of us: ~77% of SMBs are running Windows Server with the majority on Windows Server (source: Microsoft’s Internal SMB 2012 WW Server MOA) According to an October 2010 Gartner survey of midmarket companies, SMBs are adopting virtualization at a very aggressive pace – by 2012, slightly more than 75% expect to have server virtualization in wide use – with disaster recovery representing the largest area of IT investment for SMBs over the next two years. (source: Gartner, Inc., “User Survey Analysis: Next Steps for Server Virtualization in the Midmarket,” James A. Browning and Alan Dayley, 21 October ) According to IDC, worldwide SMB spending reached a new threshold in 2011, crossing $500 billion for the first time. Over the planning period of IDC’s study, SMB spending will grow by 6.5% annually, from $ billion in 2011 to $ billion in (Source: IDC, Worldwide Small and Medium-Sized Business Forecast: IT Spending Changes by Size Category and Region for Hardware, Software and Services, doc #233740, March 2012) This all adds up to a huge market / revenue opportunity for you to grow your own business! 1 Microsoft-interne Studie 2 Gartner, Inc., „User Survey Analysis: Next Steps for Server Virtualization in the Midmarket“, Oktober 2010 3 IDC, Worldwide Small and Medium-Sized Business Forecast: IT Spending Changes by Size Category and Region for Hardware, Software and Services, doc #233740, März 2012

17 Davon können Sie profitieren
Upgrade- und Virtualisierungs-lösungen für Ihre mittelständischen Kunden: Verkauf einer umfassenden Lösung Integrierte Verwaltungs-funktionen anbieten Bereitstellung vereinfachen Kundenzufrieden-heit verbessern Das können Sie Ihren Kunden anbieten: As we have discussed Windows Server 2012 offers many features that will deliver a robust solution to meet the needs of mid-market customers – from simplified management with server manager to expanded device support. Having virtualizing built in will transform how you can deliver a cost effective solution to your customers. This will not only help drive customer satisfaction with your customers but your customers will also see increased satisfaction with their customers. You have ongoing revenue opportunities to help steady your cash flow through managed services as well as up-sell and cross-sell opportunities across Microsoft’s products and services. (i.e. Windows Server is the ideal platform to maximize the power of Windows 8 and Office 365.) Einfache Integration der Infrastruktur Schnelle Bereitstellung Vereinfachte Verwaltung Managed Services

18 So verdienen unsere Partner Geld
Professional-Services $14 Jeder $1, der in Server- Virtualisierungstechnologien von Microsoft investiert wird, generiert zusätzliche $34 durch den Verkauf weiterer Produkte und Dienstleistungen. Speicherprodukte $8 Geschäftsanwendungen $4 $34 Netzwerkprodukte $4 Andere Software $2 For either the virtualization or upgrade scenario, for you as a partner it is more than a software licensing opportunity – it’s about wrapping additional consulting services, software, hardware, and network revenue around the licensing. We typically see for every virtualization dollar spent, an additional $34 in partner services and software revenue. What does this mean to you: the average deal size for Microsoft server virtualization is $5,000 so if you are earning an additional $34 for every dollar in that deal that equals $170,000 in incremental solution sales! Source: Microsoft WPC 2011: The Virtualization Opportunity: The Art of Selling in Midmarket (Independent VAD Partner Data) Sicherheitsprodukte $2 Durchschnittliches Umsatzvolumen Microsoft Server-Virtualisierung: $5.000 $34 durch zusätzliche Produkte & Dienstleistungen $ zusätzlicher Umsatz für unsere VAR- und SI-Partner x Quelle: Microsoft Internal Research

19 Wie können Sie von diesen Chancen profitieren?
Beraten Als vertrauenswürdiger Ratgeber stehen Sie Neu- und Bestandskunden zur Seite, unterstützen sie beim Erstellen eines Anforderungsprofils und verkaufen ihnen die IT-Lösung, die perfekt zu den Betriebsabläufen passt. . Upgrade Unterstützen Sie Ihre Kunden beim Upgrade der bereits verwendeten Server, damit sie von der Funktionsvielfalt von Windows Server 2012 profitieren: Vereinfachung der IT, Reduzierung der Kosten und Förderung des Unternehmenswachstums. So what do you need to do to capitalize on this opportunity? Three easy Steps: 1. As a trusted advisor for new and existing customers help them assess their needs and map IT to their business objectives. 2. Help your customers to harness the power of Windows Server 2012, by upgrading their existing servers. 3. Guide customers through virtualization and workload consolidation, preparing them to move to the cloud when they are ready. . Virtualisieren und konsolidieren Unterstützen Sie Ihre Kunden bei der Virtualisierung und der Konsolidierung von Workloads, sodass sie bereit für die Nutzung der Cloud sind.

20 Darum sollten Sie sich für Microsoft entscheiden
Die Plattform, die Sie kennen Virtualisierung ist integriert Bewährte, umfassende und kosten- günstige Lösung Vom Desktop bis zum Datacenter Vollständiges Produkt- und Service-Portfolio Vollständige Verwaltung Administration physischer und virtueller Ressourcen But why Microsoft? When talking to your customers about why Microsoft there are four simple reasons: It’s the platform you know: Virtualization is a built in tool to the platform you know. We make it easier for customers to implement virtualization by delivering technologies that not only are designed to work together, but that also integrate with their existing Windows infrastructure. Because our virtualization products are based on familiar Windows platform and interfaces and work with Windows-based technologies such as Active Directory, IT staff can use the skills they already have. This means your customers can speed their on-ramp and will need less training, which will lower costs within their organization. From data center to desktop: a full range of products and solutions. Microsoft provides a complete suite of technologies to enable an integrated, end-to-end virtualized infrastructure. Using products that span the desktop to the data center of any size, your customers can bring capacities online in real-time as needed; streamline and provision applications, services and data on-demand. Complete management: Physical and virtual management. With Microsoft virtualization technologies, they can manage all of their physical and virtual infrastructures, from the data center to the desktop. Cost savings: Windows Server 2012 helps to deliver the most dynamic, continuously available, cost-effective server platform for cloud optimized IT. Windows Server 2012 Hyper-V provides a complete virtualization platform, supports industry leading scale, and allows you to securely extend your datacenter to the cloud on your terms. To learn more, visit, It is a familiar, complete, cost-effective solution that is specifically designed to meet the needs of your customers. As we discussed earlier, Microsoft has created solutions for different sized customers – because, different sized companies have different needs. We don’t lump all of our SMB customers into one large category. We look at the business needs at each stage the customer is in and have enhanced existing features and built new features based on the feedback that we get from our partners and customers. Kostengünstige Lösungen Geringere Anschaffungs- und Betriebskosten, einfachere Integration in vorhandene IT

21 Microsoft gehört bei der Virtualisierung von x86-Serverinfrastrukturen zu den führenden Unternehmen
Gartner, Inc. ( ein unabhängiges IT-Marktforschungs- und Beratungsunternehmen, veröffentlichte am 11. Juni 2012 den vom Analysten Tom Bittman verfassten Bericht Gartner Magic Quadrant for X86 Server Virtualization Infrastructure*. Microsoft wird in diesem Bericht als eines der führenden Unternehmen in diesem Segment bezeichnet. In diesem Bericht wird auch der Erfolg von Microsoft im Mittelstands-Segment aufgeführt: „[...] die Stärke der Lösungen für mittelständische Unternehmen sowie die niedrigen Preise [...].“ In June 2012, Gartner recognized Microsoft as a leader in virtualization. In this report, Gartner specifically cited the success of Microsoft in X86 Server Virtualization Infrastructure noting its “strength of solution for midsize enterprises and low price.” Details on the report at *The Magic Quadrant is copyrighted 2012 by Gartner, Inc. and is reused with permission. The Magic Quadrant is a graphical representation of a marketplace at and for a specific time period. It depicts Gartner's analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner. Gartner does not endorse any vendor, product or service depicted in the Magic Quadrant, and does not advise technology users to select only those vendors placed in the "Leaders" quadrant. The Magic Quadrant is intended solely as a research tool, and is not meant to be a specific guide to action. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.

22 Windows Server Management Marketing
3/28/2017 Der Weg zum Erfolg © 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

23 Der Weg zum Erfolg http://aka.ms/pmcServerUpgrade Planen Informieren
Nachfrage erzeugen Verkaufen Bereitstellen Up-Sell & Cross-Sell Machen Sie sich mit den Funktionen und Ausstattungs-merkmalen vertraut. Nehmen Sie an Trainings teil, um sich über die aktuellsten Technologien zu informieren. Setzen Sie anpassbare Marketing-Kampagnen und andere Hilfsmittel ein, um die Nachfrage zu steigern. Erleichtern Sie Ihren Kunden die Kaufentscheidung, indem Sie exklusive Sales-Tools nutzen. Setzen Sie Incentives ein, um sich neue Umsatzchancen zu eröffnen. Lösungen und Supportangebote von Microsoft erleichtern es Ihnen, schnell von der Planungs- zur Implementierungs-phase zu gelangen. Aufbauend auf der Plattform Windows Server 2012 können Sie Ihre Kunden von der Leistungsfähig-keit von Windows 8 und Office 365 überzeugen. As a Microsoft partner, there are resources to help you each step of the way. The Microsoft Partner Network is updated with Windows Server 2012 materials at Make sure to check out the new campaign materials for mid-market by going to the URL you see on the screen: Here you can get tools and resources to help you create demand: A telesales guide for calling down to customers and helping you set up an appointment A presentation to walk through with the customer, highlighting the business value the solution brings and addressing the customer pain points A datasheet to use as a leave behind with the customer after the presentation Thank you for your time today. We look forward to partnering with you!  Kampagnenmaterialien: Server-Upgrade und -virtualisierung für den Mittelstand (Englisch):

24 Windows Server Management Marketing
3/28/2017 © 2012 Microsoft Corporation. All rights reserved Microsoft, the Microsoft logo, Windows, Windows Server, and other product names used in this presentation are either registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION. © 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

25 Windows Server 2012 Editionen
Windows Server 2012 Editionen Windows Server 2012 Foundation Windows Server 2012 Essentials Windows Server 2012 Standard Windows Server 2012 Datacenter Kostengünstiger Allround-Server Keine Virtualisierungsrechte First-Server mit Cloud-Anbindung Keine Virtualisierungsrechte Windows Server 2012 Editions have been streamlined and simplified to help customers determine the right edition for their needs: Foundation Edition provides a Windows Server experience for up to 15 users. Essentials Edition(formerly known as Windows Small Business Server Essentials) is ideal for small businesses with up to 25 users and 50 devices. Standard Edition targets physical or lightly virtualized environments. Datacenter Edition is designed for highly virtualized Private Cloud environments. The licensing for Windows Server 2012 Datacenter and Standard Editions has been simplified to ease your purchase and management needs. Consistent processor-based licensing model that cover up to two physical processors. Two editions, Standard and Datacenter, differentiated by virtualization rights only (two virtual instances for Standard and unlimited for Datacenter). The licensing for Windows Server 2012 Essentials and Foundation Editions continues to offer licensing simplicity. Consistent licensing model for Essentials and Foundation. Server based licensing that does not require a Client Access License (CAL) as each edition has an associated user limit. No Workload Virtualization. These editions do not support hosting virtualized environments. Virtualisierung mit geringer Dichte bzw. keine Virtualisierung Zwei Virtualisierungs-Instanzen Hochdichte Virtualisierung Unendlich viele Virtualisierungs-Instanzen

26 Über die Virtualisierung hinausgehende Verkaufschancen
Application Migration Services Lösungen mehrmals verkaufen Up-Sell & Cross-Sell Möglichkeiten Upgrade & Virtualisierung Managed Services If you haven’t already, now is the time to invest in developing some Microsoft competencies around virtualization, systems management, and honestly taking a serious look at developing a Microsoft private cloud practice. It represents a new way to create new customer interest, and to develop a long term, profitable consulting relationship with existing clients. Let’s spend a few minutes talking some ideas on how to take advantage of this opportunity. Upgrade & Virtualize Use the Microsoft Assessment and Planning (MAP) Toolkit to assess your company’s hardware readiness for Windows Server 2012, and to show the benefits of virtualizing server workloads. Use customizable, automated MAP reports for your customer-ready proposal. Immediate opportunity to drive a hardware, software, and consulting engagement upgrade program to consolidate, virtualize using Windows Server 2012 and System Center 2012. This provides you with a long term plan that will create upsell opportunities and additional consistency on professional services and consulting engagements. Provide Managed Services Create managed service contract with customer to manage and ongoing infrastructure support. Start thinking about planning to build out your own private cloud to offer to customers as a secure hybrid cloud service. Upsell & Cross-sell Applications Once the infrastructure is upgraded, now is a perfect opportunity to upgrade or recommend workloads like SQL Server 2012, SharePoint 2010, Exchange 2010, or Dynamics. Incorporate upsell recommendations as a follow up to your initial MAP assessment proposal. Application Migration Services Help customers migrate and virtualize legacy applications. Think about developing IP or reusable tools to accelerate the legacy application migration process. Create Reusable IP Backup and data recovery solutions. Monitoring, management, and governance solutions. Reusable run book automation libraries.