1. Welcome to the Partner Briefing Series: Preparing for FY07
Brooke Banbury, Engagement Manager, US Partner Services
PURPOSE: The Partner Briefing Series will provide information on strategy and tactics to help you prepare to work with Microsoft in our FY07 that starts in July. Our goal is to provide relevant information and facilitate open communications that contribute to our joint success.
Three Webcasts:
April 26th 10:00 – 11:00 AM PST:  FY07 Services Strategy with Partners  
Speakers: Bryan Rutberg, Director, Services Partners, Microsoft Services, and Brooke Banbury, Engagement Manager, US Partner Services
May 16th 10:00 – 11:15 AM PST:  FY07 Infrastructure Optimization Strategy with Partners
Speakers:
Jeff Wettlaufer, Technical Lead, for Worldwide Infrastructure Optimization.
Lisa J Downey, Global Partner Development Manager
June 16th 10:00 – 11:00 AM PST:  The Business Value Challenge:  Winning with Partners in FY07
Speaker: Bob McDowell, Vice President, Information Worker Segment and Business Group.

2. Lisa J Downey Jeff Wettlaufer
Global Partner Development: Infrastructure Optimization
Microsoft Corporation
Jeff Wettlaufer
Technical Lead, Infrastructure Optimisation

3. Transforming Infrastructure, Making IT Matter
IT infrastructure must change to meet business demands – becoming more "real-time"
Speed will become a major business differentiator in a connected world
We need to harness the power of technology to improve IT infrastructure agility, cost, and quality of service
70% of IT budgets are spent maintaining what we have

4. Infrastructure: From Projects to Strategies, From Back-Burner to Front-And-Center
Top IT initiatives for 2005 *:
1. Reducing IT risk (continuity, security, etc.)
2. Developing an efficient and flexible infrastructure
3. Improving the business skills of the IS organization
Key Points:
Infrastructure is both an inhibitor, and an important enabler for business improvement
Users are shifting their focus from projects and simple cost-cutting to strategic plans
Infrastructure evolution is a win-win proposition for vendors and customers
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
Top CIO actions for 2005 *:
1. Delivering projects that enable business growth
2. Linking business and IT strategies and plans
3. Demonstrating the business value of IS/IT
* Note: Survey of 1300 CIOs published January, 2005

5. Enterprise IT Challenges
Growth
Customer service
Regulatory compliance
Device management
Varying skill sets
Mobility
PC maintenance
Server sprawl
Legacy platforms
Deployment and maintenance
Identity management
Software updates
Malicious attacks, viruses, spam, etc.
Evolving threats
Patch management, VPN, etc.
Secure access (employees, partners and customers)
Simplify Infrastructure & Management
Your infrastructure has grown by necessity. As you tried to do more, you had to add more—and manage more.
Cost/quality. Costly to upgrade with latest O/S, client s/w, and applications
Leveraging IT so as to become more efficient and a strategic asset for the business
Regulatory compliance (HIPAA, SOX)
Consolidation, and or virtualization of servers and applications
Reduce Costs & Complexity
Server sprawl leads to increased operations and support costs
Labor intensive legacy platforms lead to increased administration and support costs
Deployment and maintenance of IT systems is costly and consumes too much time and effort
Challenging to manage system security and user identity information across enterprise systems
The need to build redundancy and disaster recovery into IT Services
Reducing cost to manage users desktops for software updates is complex
Difficulties in managing users with a minimum basic infrastructure
Improve Security
Facing increased number of malicious attacks and vectors of attack are dynamic and constantly evolving
Keep software up-to-date to address the latest security threats
Need to provide secure access to appropriate information for employees, business partners and customers
Collaboration and servers continue to be the primary means where viruses are introduced into their IT environment
Reduce the amount of spam that gets through to end-users.
Additionally we have challenges that span the IT lifecycle
Developer challenges:
Application backlog – developer productivity; building connected systems – connected to people, processes, partners, and existing systems; scaling up to work in teams; keeping skills current / keeping up with Java, .NET, etc.; tools for next generation of applications – consistent coding and debugging from front-end through middle tier to back-end; tools for building applications that are “designed for operations”
IT Pro challenges:
Not enough time in the day – constant firefighting, can’t move forward as no time for new projects; security; SPAM; management and deployment; platform advances require constant re-training; need significantly higher levels of automation but don’t have time to “build” the automation
Challenges in meeting Information Worker needs:
IW now asking for everything “out of the box” – anywhere access to information and , instant collaboration within team, across org, and with partners, more and more portals, virtual meetings, and other collaboration tools; how do deliver this infrastructure in a “self-service” way? More information work WITH less IT burden

6. Convert IT challenges into customer services
Best of Breed Infrastructure
Utilization and Optimization Models
Infrastructure Optimization
PEOPLE
PROCESS
TECHNOLOGY
Diagnosis and Development of a
Custom Built Roadmap
Service Planning and Delivery
Architectural
Standard Q1
Operating
Procedures Q1 Q2 Q1
Service
Implementation
Guides

7. How Do You Get There? Infrastructure Optimization Model
Managed and
consolidated IT
Infrastructure
with extensive
Automation, knowledge captured and re-used
Fully automated
management,
dynamic resource
Usage , business
linked SLA’s. Knowledge capture automated and use automated
Managed IT
Infrastructure
with limited
automation and knowledge capture
Uncoordinated, manual
Infrastructure
Knowledge not captured
More Efficient Cost Center
Business Enabler
Strategic Asset
Cost Center

8. Key Drivers of Infrastructure Optimization People, Process and Technology
Identity and Access Management
Desktop, Server and Device Management
Security and Networking
Data Protection and Recovery
IT Process and Policy

9. How To Take The Journey Patch status of desktops is unknown
No unified directory for access management
Multiple directories for authentication
Limited automated s/w distribution
Automate identity and access management
Automated system management
Self provisioning and quarantine capable systems ensure compliance & high availability
IT staff taxed by operational challenges
Users come up with their own IT solutions
IT staff trained in best practices such as MOF, ITIL, etc.
Users expect basic services from IT
IT staff manages an efficient, controlled environment
Users have tools they need, high availability, & access to information
IT is a strategic asset
Users look to IT as a valued partner to enable new business initiatives
IT processes undefined
High complexity due to localized processes, & minimal central control
Central Admin & config of security
Standard desktop images defined, not adopted company-wide
SLA’s are linked to business objectives
Clearly defined and enforced images, security, best practices (MOF, ITIL)
Self assessing & continuous improvement
Information easily & securely accessed from anywhere on Internet

10. Operational Insights Technology
80% of unplanned downtime is due to People and Process
Technology
Changes not managed
Capacity requirements
Root cause difficult to find
Forget Something
Lack of Procedures
Backup Errors / Security
Hardware, OS, Facilities..
Gartner Security Conference presentation "Operation Zero Downtime", D. Scott, May 2002

11. Best Practices Drive Down IT Cost
Best Practice Research Supports IT Maturity
Basic = 0-2 Best Practices Adopted
Standardized = 3-4 Best Practices Adopted
Rationalized = 5-6 Best Practices Adopted
Best Practice
Annual Benefit per PC
IT Tasks Improved
Enabling MS Technology
1: OS Standardization
$52
Image Management
Desktop Administration
Service Desk/Deskside Support
Vista WIM Image Management
Vista Virtualization
2: Centrally Managed PC Firewall
$39
Security & Patching
Vista Firewall
Active Directory
Group Policies
3: Automated Password Reset
$29
3rd Party
4: Users Cannot Install Software
$50
Application Management
Service Desk
Vista User Account Protection
Active Directory/Group Policies
Automated SW Deployment (SMS)
5: Users Cannot Change Settings
$30
6: Automated Software Distribution
$26
Vista Windows Installer Service
Systems Management Server (SMS)
Note – this dataset focuses on the 14 private-industry firms

12. Enabling Technology for Best Practices: Vista
Benefit per PC
1: OS Standardization
$52
2: Centrally Managed PC Firewall
$39
3: Auto Password Reset
$29
4: Users Cannot Install Software
$50
5: Users Cannot Change Settings
$30
6: Automated Software Distribution
$26
Windows 2000
Symantec Ghost
VMWare
Replace Legacy Applications
Symantec Firewall
Symantec Management
3rd Party
Full Armor/Desktop Standard
Active Directory/Group Policies
SMS
Active Directory
Group Policies
Windows Installer (MSI)
Windows XP SP2
Symantec Ghost
VMWare
Replace Legacy Applications
PC Firewall
Active Directory
Group Policies
3rd Party
Full Armor/Desktop Standard
Active Directory/Group Policies
SMS
Windows Installer Service (MSI)
Windows Vista
Vista WIM Image Management
Vista Virtualization
Replace Fewer Legacy Applications
Vista Firewall
Active Directory
Group Policies
3rd Party
Vista User Account Protection
Active Directory/Group Policies
SMS
Windows Installer Service (MSI/BITS)
Best Practices can be delivered with any OS…but may require 3rd party SW and cost more $
Best Practices are easier and less costly to implement using Vista
$226 / PC Direct Cost Benefits driven by LUA, Desktop Lockdown and other Best Practices
3rd Party SW Cost (~ $50/PC)
Complexity Cost (~ $75/PC)
App Replacement Cost (high)
3rd Party SW Cost (~ $40/PC)
Complexity Cost (~ $50/PC)
App Replacement Cost (high)
3rd Party SW Cost (~ $0/PC)
Complexity Cost (~ $20/PC)
App Replacement Cost (low)

13. Why Partners? Scale Capacity Expertise MSPP Competencies:
MSPP Competencies:
Information Worker Solutions
Networking & Advanced Infrastructure
Security
Expertise
Work with your Microsoft rep
and Partner Account Managers!

14. Infrastructure Optimization Field Execution Process
Step 1: Discovery
Infrastructure Optimization Model
Basic
Standardized
Rationalized
Dynamic
Step 2: Opportunity Identification
Infrastructure Revenue potential
Priorities
Resource Allocation
Account Strategy
Relevance
Deeper Relationships
Customer Satisfaction
Step 4: Project Definition & Execution
Services
Partners
Step 3: Customer Briefing
Consistent, relevant messaging based on account maturity
Clear partner message & opportunity
Illustrating MS Value
Customer satisfaction

15. Desktop Deployment Planning Services
Software Assurance benefit, delivered by Microsoft Certified Partners who have certified their deployment solutions proficiency
Benefit available at 5 levels: 15, 10, 5, 3, and 1 day engagement
No cost to the customer - Microsoft pays partner to deliver services
Program Available March 13, 2006
Partner Training:
Exam : Deploying Business Desktops with Microsoft Windows Server 2003 and Microsoft Office 2003
Consultants who have not attended a DSP Airlift or BDD training, attend a future DSP or DDPS Airlift
Goals
500 partners trained on delivering the DDPS prior to March 13th 2006
Goal in APAC to train at least 51 individual partner consultants
Participate: DDPS program is now live:
Customers locate DDPS partners at:

16. Partner Call to Action
Understand Infrastructure Optimization and FY07 IO Models
Download the Enterprise Partner Resource Guide:
and the “Why Microsoft” value presentations:
Document your solution offerings via MSPP and align to the IO Partner mapping (via your PTU/PAM)
Engage with Microsoft to create Partner Solution Plans
Determine your customers IT maturity -> Profile
Develop account level execution plans
Reference site for more information:
More account plans, More coverage, More Optimization!

17. Campaign Opportunities
Secure and Well Managed Infrastructure
Windows Server 2003 R2 Re-launch
Active Directory
Migrate Windows 9x/NT to Windows XP
Vista TAP Rapid Deployment Campaign
Office 2003 Migration Campaign
Office 12 Readiness
Security Mobilization

18. The Infrastructure Optimization Journey
Identify where your customers infrastructure is in terms of Optimization
Identify highest impact options
Identify biggest challenges
Build a plan that maps to the business and IT priorities
Work with your Microsoft Sales Rep to help you
Host the customer briefing and engage
“Microsoft can help plan, build and execute the journey to Infrastructure Optimization”

19. © 2006 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.