Using this presentation

Using this presentation
4/20/2017 7:32 PM Using this presentation Presenter Microsoft sales representatives Audience Technical decision makers (TDMs) who are interested in Optimized Data Center Purpose Introduce the TDM to this solution Give the TDM a high-level overview of the phased steps needed to implement this solution Persuade the TDM to take the next steps Guidance To best present the deck, follow these guidelines: Delete hidden slides like this one before you present to your customer Familiarize yourself with the speaker notes included in the presentation Customize the speaker notes to your customer (if necessary) Customize the benefits / challenges slides for your audience (if necessary) This deck contains useful information in the speaker notes. It does not contain presentation scripts; however, it provides a statement of purpose for each slide and general guidance about how to use the slide.

The TDM Conversation TDM Conversation Tools Recap discussion with BDM
4/20/2017 7:32 PM The TDM Conversation TDM Conversation Tools Business Priorities Presentation Business Priorities Guide Capability Discussion Guide Recap discussion with BDM Highlight areas of BDM resonance/priority Discuss the value of an integrated capability approach Show generic solution Optimization models Establish next steps: Get approval to proceed with an integrated capability analysis Ensure that appropriate IT roles are involved in the integrated capability analysis: Critical / needed for immediate next steps: Business Analysts, Solution Architects Desired / will need to eventually be involved in the integrated capability analysis, but good to have involved up-front in immediate next steps: Platform Architects, Infrastructure Architects, IT Infrastructure Manager, IT Operations Manager Slide Objective: Outlines the initial conversation that you should have with the Technical Decision Maker (TDM).

Infrastructure Optimization Sales Approach
Customer business strategy Solution areas Industry Horizontal Infrastructure Optimization Sales Support Materials Audience BDM Understand business needs and priorities Discuss range of potential solution capabilities Business Priorities Guide Business Priorities Presentation TDM Present relevant integrated capabilities Position the Integrated Enterprise Platform approach Capability Discussion Guide Capability Discussion Presentation IT Pro Optimization gap analysis => Projects, architecture, products Solution Implementer Guide Architecture Guide Solution road map

Why Position the Optimization Model? Maturity Model & Road Maps
Using a maturity model with a customer allows you to… Structure the conversation Have customers answer the question “What do I need to achieve these benefits?” instead of “Why do I want to buy that?” Position incremental sales Maturity models reveal advanced, higher-value scenarios Gives the client clear cost-benefit options that include business benefit and platform value Assess the customer’s current state more easily Help the client understand where they are and prioritize incremental licensing in their terms Push for a road map (maturity models lead to road maps) Slide Objective: Use points from this slide that are relevant to the TDM’s and your business sponsor’s objectives to capture the TDM’s interest in (and ultimately engage in) the Optimization solution selling approach. The Optimization approach supplements and provides the tactical tools for other sales approaches and has the following value-added characteristics: Cross product: Positions the entire set of products in the Integrated Enterprise Platform for consideration in the solution. Doesn’t get in the way of the sale: Supports (and structures)--but doesn’t become part of--the critical path to your solution area/pilot design win. Tactical client support: Credible, deterministic approach to helping the client evaluate, design, and plan a path to an enterprise standard Microsoft platform that is optimized for flexibility and operational efficiency. Maturity model-based: (see above) Produces a road map: (see the next slide)

Road Map Selling Structure the relationship
Joint plan to achieve strategic value goals Iterative deployment phases demonstrate value early, reduce risk Organize and prioritize licensing and services in a way meaningful to the client (business benefit + platform value) “Sell to me in terms of this road map” Move from point-solution support to Integrated Enterprise Platform incumbent An in-progress road map is a highly defensible position Focus and direct the selling process Strategic account plans can focus on fewer entry points that lead to Integrated Enterprise Platform initiatives Road map guides the goals and schedules of selling delivery Slide Objective: Use the points from this slide that are relevant to the TDM’s and your business sponsor’s objectives to capture their interest in (and ultimately engage in) the Optimization solution selling approach. (The TDM elevator pitch.) Road map selling overview (in addition to this slide’s bullet points): 1. Build the road map based on industry standard maturity models. 2. Sell the road map (sell once). 3. Evangelize in an approved context, coordinate execution, and manage deployment risks. 4. Take orders for products and services on schedule of road map (CoreCAL > ECAL > enterprise standard renewals/futures). 5

Licensing Management Use road maps
4/20/2017 7:32 PM Licensing Management Use road maps Prioritizes license purchases and timing in consistent terms of client value Don’t stop at the initial Optimization gap analysis Push road map development Position initial solution deployment in the context of the road map at all times Use the Optimization model to pool value articulation across solution road maps

Capability Discussion Presentation
Optimized Data Center Capability Discussion Presentation

Architects IT pro/dev executives
Engagement Approach Business strategy Solution areas Industry Horizontal Audience Understand business needs and priorities Discuss range of potential solution capabilities Business executives Present relevant integrated capabilities Position the Integrated Enterprise Platform approach executives IT Integrated Capability Analysis => Projects, architecture, products Architects IT pro/dev executives Solution road map

Agenda Agenda Recap Business Discussions
4/20/2017 7:32 PM Agenda Agenda Recap Business Discussions Integrated Enterprise Platform Approach Needed Integrated Capabilities Summary and Next Steps

Recap BDM Conversation
4/20/2017 7:32 PM Recap BDM Conversation To start off this presentation, you should recap your previous discussions with the BDM and/or TDM. Do the following: Pull slides from the Business Priorities Presentation or present this deck in its entirety. Be sure to update the “Support for Priority Business Capabilities” slides and the hidden “Business Priorities Guide” slide with the most current view of the priority business capabilities. Slide Objective: Recap the business decision maker (BDM) conversations and the information that they resonated with. Don’t go into detail about specific priorities at this point—those details are covered later.

Business Priorities Guide
4/20/2017 7:32 PM Business Priorities Guide EXAMPLE EXAMPLE Business Priorities Guide 1a You initially used this guide to prepare for and structure the conversation with the BDM. You should reference this guide to present your current understanding about the specific BDM business drivers and their priorities. Business Priorities Guide 1b Use this side of the guide to present the business capabilities that were the most compelling to the BDM and to get the TDM’s perspective about the priorities that are relevant to other IT strategies and/or initiatives that may be under way.

Support for Priority Business Capabilities
Note to presenter: This is a template. Prune, add, and prioritize per BDM and TDM feedback. Ensure consistency with the “Business Priorities Guide” and the “Capability Discussion Guide”. Support for Priority Business Capabilities Business Driver Phase 1 Phase 2 Phase 3 ENSURE A SCALABLE, RELIABLE PLATFORM AND EXTEND THE DATA CENTER TO THE CLOUD Allow for increased business agility by enabling a dynamic IT infrastructure to improve performance and scalability for applications and services in the data center via quick and easy configuration of servers, including the ability to scale environments up and out Ensure a stable and controlled environment for business-critical applications to meet service levels and reduce cost and complexity of the IT infrastructure at branch offices via virtualization to consolidate multiple, underused physical servers; ensure continual availability; and recover quickly from disasters—while reducing IT hardware and operating costs for servers Increase business agility by providing on-demand access to critical business information from nearly any device and from virtually anywhere, through a combination of cloud and on-premises resources via the ability to extend the data center to the cloud to enable federated services across the cloud, and by providing the ability to scale capacity and resources up or down to respond to business demands ENABLE END-TO-END SERVICE MANAGEMENT Centrally monitor the operations of essential data center services for availability and performance via easy-to-use administrative tools to quickly and easily manage and monitor configuration controls across server workloads Make server, networking, and storage more efficient to provide maximum scalability and cost effectiveness via network load balancing to increase performance by sharing workloads across multiple servers Provide visibility into hardware and software assets and the identity and location of people who use them via an up-to-date inventory of all hardware and software assets Realize high data availability, performance, and protection in the data center to improve service delivery via fault tolerance and different storage capacities, performance, and management options that include high-performance storage, storage area network (SAN) backups, and maximum flexibility in allocating and sharing storage Centrally monitor and manage the operation of critical server infrastructure, end-user systems, and services to adhere to service-level agreements (SLAs) via remote management of servers through the command-line, automated scripts, and remote management services Provide the ability to repurpose a standardized set of services, software, and hardware in response to new workload requirements via standardized, managed images for deployment, application delivery, updates, patches, and security fixes in a single distribution Support changing workload requirements and deploy application and security updates for third-party and custom line-of-business (LOB) applications via catalogs of standard and custom services, software, and hardware Deliver integration, efficiency, and business alignment of the data center IT services by enabling informed and cost-effective decision-making from incident, problem, change, or asset records via integrating information from disparate IT management systems and delivering out-of-the-box reporting and flexible data analysis Provide the ability to manage cross-platform systems via extensibility and interoperability with third-party applications, services, and devices Provide intelligent reporting and monitoring to enable proactive preventative maintenance and achieve maximum use of IT resources via remote diagnosis and remediation of problems to respond immediately to issues that may affect the organization's IT environment Use tools and automation to help optimize infrastructure to meet demand according to SLAs via end-to-end service management, including SLA dashboards and reporting Slide Objective: Customize and present your findings about the BDM’s and TDM’s priority business capabilities. You should leave all of the information on this slide intact to facilitate the TDM priorities discussion and highlight your observations about the top priority business capabilities from the BDM conversation. The business drivers and integrated capability attributes in this presentation are a starting point and are identical to those found in the Business Priorities Guide and Capability Discussion Guide.

Note to presenter: This is a template. Prune, add, and prioritize per BDM and TDM feedback. Ensure consistency with the “Business Priorities Guide” and the “Capability Discussion Guide”. Support for Priority Business Capabilities Business Driver Phase 1 Phase 2 Phase 3 ENABLE END-TO-END SERVICE MANAGEMENT (continued) Back up server data that supports critical services in accordance with standard IT practices and help ensure recovery from damaged or lost data, hardware failure, and disaster via identifying critical services based on value of data, cost of outage, and other business-driven metrics and via optimized techniques to help ensure successful backup of all critical servers according to outlined recovery goals Provide ongoing protection of data in the data center and ensure rapid data recovery to a near-current point in time that is acceptable to IT service owners via specifying multiple backup and recovery points that don't require recovery of the whole server Provide support to accommodate planned downtime and reduce unplanned downtime without affecting availability via failover clustering, streamlined maintenance, and disaster recovery options to eliminate single points of failure Ensure continual backup and archiving of data to enable recovery of any service to nearly any point in time, and enable rapid restoration of the data center environment via continuous or near-continuous data backup and archiving based on workload; including multiple recovery points for fast rollback, recovery of essential services, and one-touch application restoration Enable geographical diversification by providing high availability, disaster recovery options, and increased service uptime via business continuity solutions based on virtualization to deliver better business continuity at branch offices while optimizing the number of required physical servers UNIFY PHYSICAL AND VIRTUAL ENVIRONMENTS ACROSS CUSTOMER PREMISES AND THE CLOUD Centrally manage distributed servers across physical and virtual environments with relative ease via a physical and virtual infrastructure managed centrally from one console to optimize software and hardware usage Reduce the complexities of deploying and running virtual environments via fast and reliable physical-to-virtual-machine and virtual-to-virtual-machine conversions and via reducing planned downtime associated with routine system maintenance Maximize resource utilization across physical and virtual server environments to balance loads via analyzing performance data and resource requirements and via centralized resource optimization to move virtual machines without downtime Enable dynamic and responsive management of offline virtual machines while minimizing administrative costs via regularly updating virtual machines that are offline Deploy a systematic and secure solution in the cloud that integrates with on-premises assets and provides a consistent experience managing application workloads over multiple virtual and physical environments via a flexible and familiar cloud computing infrastructure on a consistent platform that is based on Microsoft Windows Slide Objective: Customize and present your findings about the BDM’s and TDM’s priority business capabilities. You should leave all of the information on this slide intact to facilitate the TDM priorities discussion and highlight your observations about the top priority business capabilities from the BDM conversation. The business drivers and integrated capability attributes in this presentation are a starting point and are identical to those found in the Business Priorities Guide and Capability Discussion Guide.

Note to presenter: This is a template. Prune, add, and prioritize per BDM and TDM feedback. Ensure consistency with the “Business Priorities Guide” and the “Capability Discussion Guide”. Support for Priority Business Capabilities Business Driver Phase 1 Phase 2 Phase 3 PROVIDE MORE SECURE REMOTE ACCESS Secure the IT infrastructure from attacks while preserving access to corporate resources across the enterprise, including endpoints, server applications, and network via an environment that is secured through policy validation, network restriction, and ongoing monitoring of network health and via defense in depth across multiple layers Help enable secure remote access to information from nearly anywhere, wherever the business requires it via a secure and well-managed messaging and collaboration infrastructure Manage credentials to allow only legitimate users access to devices, applications, and data via strong authentication and aggregation of identities across the enterprise into a single view Provide IT administrators with an integrated view of the configuration status of servers and with detailed, location-specific views of potential issues to mitigate compliance risks via easy-to-use administrative tools to quickly and easily manage and monitor configuration controls across server workloads and gain visibility into the state of the infrastructure Provide secure remote access to information while enabling IT administrators to centrally manage network access and to control and monitor health policies via enabling policy-based access and standardized security, management, and configuration controls; and by centralized audits of system security for collecting, storing, and analyzing security event data Easily and automatically provision and deprovision users' rights to access services in accordance with defined policies via managing the entire life cycle of user identities and their associated credentials, identity synchronization, certificates, and passwords Provide fast and reliable authentication services in branch offices that cannot ensure physical security via deploying a read-only domain controller for improved security, faster logon times, and more efficient access to resources on the network Help improve security and compliance and centrally monitor and track changes to system configuration to identify and audit security breaches and compliance failures via identity tracking and enforcement and a centralized database of audit logs that includes flexible custom views and configurable event logs to manage system configuration baselines Enforce security measures and monitor key security events for all servers and networking components in the data center via reports and dashboards to help administrators investigate the causes of non-compliance so they can take measures to establish appropriate policies, procedures, and controls Secure and manage users' internal and external access across systems, from virtually any location and any device via enforced security policies that provide robust protection and can flexibly support the connectivity needs of an increasing number of internal and external users, devices, system configurations, and network connection types Enable organizations to share digital identities with trusted partners, customers, and vendors to provide seamless access to applications via federated identity and access management to enable the sharing of identity information more securely across organizational boundaries Implement strong, multi-factor, trusted authentication of users' credentials and enforce them by policy via digital certificates and smart cards Provide the ability to secure on-premises and off-premises applications that extend beyond organizational boundaries via federated identity and access control through rules-based authorization and flexible, standards-based service that supports multiple credentials and reliant parties Ensure automatic identification of security and compliance threats and automated mitigation of all deviations from security policy via detailed configuration auditing and reporting, security metrics, and event analysis that correlates with real time Slide Objective: Customize and present your findings about the BDM’s and TDM’s priority business capabilities. You should leave all of the information on this slide intact to facilitate the TDM priorities discussion and highlight your observations about the top priority business capabilities from the BDM conversation. The business drivers and integrated capability attributes in this presentation are a starting point and are identical to those found in the Business Priorities Guide and Capability Discussion Guide.

Agenda Recap Business Discussions
4/20/2017 7:32 PM Agenda Recap Business Discussions Integrated Enterprise Platform Approach Needed Integrated Capabilities Summary and Next Steps

Why the Integrated Enterprise Platform Approach?
Today Future Integrated capabilities Point solutions Optimizing Finance Operations Sales Effectiveness Siloed, disconnected technology investments Improving Customer Service Multiple Enterprise Solutions IT Business Dynamic business agility and low TCO High TCO | Low agility

IT Process & Compliance
Supporting Microsoft Technologies Infrastructure Optimization Models Infrastructure Capability Integration Business Solutions Solution Areas Application Platform Application Platform Optimization Infrastructure Optimization Infrastructure Optimization Models Client Capabilities Business Productivity Infrastructure Optimization Model Collaboration Unified Communications Enterprise Content Management Enterprise Search Reporting and Analysis Content Creation DYNAMIC RATIONALIZED STANDARDIZED BASIC IT Process & Compliance What are some examples of how the Integrated Enterprise Platform provides capabilities and benefits? How do the capabilities of one product within the platform enhance and extend the capabilities of other products? (Example: Security applied to reporting… management applied to collaboration… BI applied to UC… the examples are endless!) But be sure to have discussion here and let the conversation extend… folks need to think of many concrete, tangible examples to drive the point home. Core Infrastructure Optimization Model Data Center Services Client Services Identity & Security Services DYNAMIC RATIONALIZED STANDARDIZED BASIC

Infrastructure Optimization Models Infrastructure Capability Integration Business Solutions Solution Areas Application Platform Application Platform Optimization Infrastructure Optimization Relationships Between Integrated Capabilities Infrastructure Optimization Models Client Capabilities Business Productivity Infrastructure Optimization Model Collaboration Unified Communications Enterprise Content Management Enterprise Search Reporting and Analysis Content Creation DYNAMIC RATIONALIZED STANDARDIZED BASIC IT Process & Compliance What are some examples of how the Integrated Enterprise Platform provides capabilities and benefits? How do the capabilities of one product within the platform enhance and extend the capabilities of other products? (Example: Security applied to reporting… management applied to collaboration… BI applied to UC… the examples are endless!) But be sure to have discussion here and let the conversation extend… folks need to think of many concrete, tangible examples to drive the point home. Core Infrastructure Optimization Model Data Center Services Client Services Identity & Security Services DYNAMIC RATIONALIZED STANDARDIZED BASIC

Business Solutions Solution Areas Application Platform Application Platform Optimization Integrated Enterprise Platform Infrastructure Capability Integration Infrastructure Dependencies Business Productivity Infrastructure Infrastructure Optimization Models Business Productivity Infrastructure Optimization Model Collaboration Unified Communications Enterprise Content Management Enterprise Search Reporting and Analysis Content Creation DYNAMIC RATIONALIZED STANDARDIZED BASIC IT Process & Compliance Client Capabilities What are some examples of how the Integrated Enterprise Platform provides capabilities and benefits? How do the capabilities of one product within the Microsoft platform enhance and extend the capabilities of other products? (Example: Security applied to reporting… management applied to collaboration… BI applied to UC… the examples are endless!) But be sure to have discussion here and let the conversation extend… folks need to think of as many concrete, tangible examples to drive the point home. Infrastructure Optimization Infrastructure Optimization Models Core Infrastructure Optimization Model Data Center Services Client Services Identity & Security Services DYNAMIC RATIONALIZED STANDARDIZED BASIC Core Infrastructure

Optimization Model Capability Maturity Levels
Each capability has four levels of maturity: Basic Standardized Rationalized Dynamic What are these used for? Profiling integrated capabilities, leading to model common capabilities Understanding dependencies Planning advancement in services provided to lead to enterprise-class capabilities Infrastructure Optimization Models Business Productivity Infrastructure Optimization Model Collaboration Unified Communications Enterprise Content Management Enterprise Search Reporting and Analysis Content Creation DYNAMIC RATIONALIZED STANDARDIZED BASIC IT Process & Compliance Core Infrastructure Optimization Model Data Center Services Client Services Identity & Security Services DYNAMIC RATIONALIZED STANDARDIZED BASIC

Enable end-to-end service management Provide more secure remote access
Multiple Solutions, One Platform Use integrated capabilities for all of your business needs Business Productivity Infrastructure Core Infrastructure Infrastructure Dependencies Business Productivity Infrastructure Core Infrastructure Infrastructure Dependencies Ensure a scalable, reliable platform and extend the data center to the cloud Enable end-to-end service management Slide Objective: Illustrate how an optimized infrastructure can support multiple solutions. If the integrated capability approach is taken when designing the initial solution architecture, additional, lower priority, and future solution applications can be added with minimal additional investment. Unify physical and virtual environments across customer premises and the cloud Provide more secure remote access

Multiple Solutions, One Platform Use integrated capabilities for all of your business needs
Sales Human Resources Operations Finance Business Productivity Infrastructure Core Infrastructure Infrastructure Dependencies Slide Objective: Illustrate how an optimized infrastructure can support multiple departments/functional areas.

Value of Integrated Capabilities from Microsoft
Business Benefits IT Benefits Scalable Performance and reliability Security Support skills and processes Lower TCO Common support skills and processes Lower integration costs Low cost software Sustainable Continuity and long-term viability Familiarity High user familiarity Faster adoption rate Lower time to value Agility Fast, efficient deployment Greater integration Robustness Consistent features Data integration Process integration Business Productivity Infrastructure Core Infrastructure Infrastructure Dependencies Slide Objective: Showing a solid foundation can lead to operations and innovation benefits. The benefits of the integrated capabilities approach span both solution agility and operations. This is a key slide that drives home the value of the Microsoft platform.

IT Challenge: Align with Business Goals
IT Strategy and Business Alignment Business Strategy and Goals Current Performance Performance Improvement Slide Objective: Show how IT goals must align with business goals Innovation Enablement Operations Management Identifying Initiative Planning the Impact

Optimizing the Integrated Enterprise Platform
Value Use this slide to introduce the four levels of the Optimization maturity models. Cost center More efficient cost center Business enabler Strategic asset Time

Sophistication of the Solution
ENSURE A SCALABLE, RELIABLE PLATFORM AND EXTEND THE DATA CENTER TO THE CLOUD PROVIDE MORE SECURE REMOTE ACCESS UNIFY PHYSICAL AND VIRTUAL ENVIRONMENTS ACROSS CUSTOMER PREMISES AND THE CLOUD ENABLE END-TO-END SERVICE MANAGEMENT Phase 1 Provides basic support for the most critical elements of the business driver Phase 2 Provides adequate, typical support for critical and priority elements of the business driver Phase 3 Provides thorough, streamlined support for the business driver that enables differentiated levels of performance

Phase 1 Basic Standardized Rationalized Dynamic Core IO BPIO
Data Center Services Data Center Mgt & Virtualization A defined set of core standard images exists. There is a defined, end-to-end server deployment process that includes application compatibility testing. Deployment and management of software updates are centralized for the majority of servers. Software asset management processes are automatic and a tool and data repository for hardware and software are in place to track and audit server assets. Monitoring of current resource needs occurs in real time and utilization is compared to existing capacity. Use-analysis tools are used to predict the impact of change (software, hardware, usage, and topology). IT system (hardware, hypervisor, OS, and application)-aware monitoring and reporting on the majority of applications are in place across the heterogeneous environment, with defined service-level agreements and manual remediation functionality. Servers and IT systems are audited for compliance based on documented company and industry-standard policies (HIPPA, SOX, and PCI); reports are generated monthly. Services are available during server failure (via server clustering or hot spares). The organization has a consolidated view of and a consolidated management process for heterogeneous virtual environments, including branch offices. Server Security Malware protection is centrally managed across server operating systems, including host firewall, host IPS/vulnerability shielding, and quarantine. Protection for all collaboration applications (such as , document sharing, and instant messaging) is centrally managed. Integrated perimeter firewall, IPS, Web security, gateway anti-virus, and URL filtering are deployed with support for server and domain isolation. Remote access is secure, standardized, and available to end users across the organization. Networking Zone creation and record updates are automatic to support directory services. Redundant Domain Name System servers exist in a single location and provide fault tolerance. A Dynamic Host Configuration Protocol server dynamically registers the client host name IP address; the Domain Name System presents a unified view to the namespace. Dynamic Host Configuration Protocol servers are aware of sub-networks. The deployment model for files and intranet traffic uses distributed caching. Branch traffic health and performance are monitored and reported manually. Storage Storage is managed on individual servers or disk arrays. No data is lost if a single disk or system component fails, but data availability may be interrupted. Critical data is backed up on a schedule across the enterprise; backup copies are stored offsite. Client Services Client Mgt & Virtualization An image library and deployment process are in place for operating systems. Desktop applications and system events are centrally monitored for critical desktop systems. Hardware and software inventory is automated and reporting is centralized. Information may not be complete or accurate, and typically is not used for decision-making. Inventory is reconciled annually. Client Security Protection against malware is centrally managed for desktop systems and laptops and includes a host firewall. Non-PC devices are managed and protected through a separate process. Identity & Security Services Identity & Access Provisioning and de-provisioning of user and super-user accounts, certificates, and smart cards is automated; access control is role-based. Password resets and group management are limited, through custom in-house tools or manual processes. Password policies are set within the directory service to enable life-cycle management. There is a centralized access policy for business resources, with some standardization in the policy. A centralized, scalable directory works across geographies for all intranet applications, and supports authentication and authorization. Information Protection & Control Persistent information protection exists within the trusted network to enforce policy across key sensitive data (such as documents and ). IT Process & Compliance Individual business units align with the IT service portfolio. IT service costs, returns, capacity, availability, continuity, and integrity are reported. IT policies are documented for each IT service. Each IT service has a formal definition of reliability. Each IT service provides service-level or operational-level agreements. Processes to manage incidents and problems are in place for each IT service. Monitoring, reporting, and auditing are in place for IT services. Monitoring and reporting are centralized for protection against malware, protection of information, and identity and access technologies. Incident and problem management processes are in place for each IT service. Each IT service has its own change and configuration management process; standard changes are identified for each IT service. Risk and vulnerability are formally analyzed for each IT service. IT compliance objectives and activities are defined for each IT service. BPIO Collab Workspaces Workspaces are managed at the departmental level and are available from individual productivity applications. Portals Portals (enterprise, departmental, and personal) are provisioned by IT and are deployed on a single productivity infrastructure. Governance policies are fully in place, including single sign-on supported by uniform directory services. Social Computing Project Mgt UC Messaging Secure, remote, online and offline access to rich mailbox and calendar functionality exists inside and outside the firewall. IM/Presence Conferencing Voice ECM Information Mgt Process Efficiency Compliance Enterprise Search Information Access Interactive Experience & Navigation Reporting & Analysis Dashboards Users create and manage basic team or corporate scorecards that may not use cascading metrics or take a balanced scorecard approach. Users create and share information securely through dashboards that require manual updates. Diagrams are linked to data and shared as static Web pages or in PDF. Analytics & Data Mining Report Generation & Distribution Content Creation Authoring Multi-Device Support User Accessibility Interoperability Database Dependencies Design & Management: Formal data management and administration tasks are in place for installation, configuration, management, and maintenance of databases, user accounts, database availability, recovery, and reporting. Integration Dependencies Development Dependencies Slide Objective: Introduce the implications of the integrated capabilities approach for the three solution phases in terms of the Optimization model. This detail of the Optimization maturity mapping is required for the aggregated collection of business capabilities for this phase of the solution with the key elements of the maturity definition. This information also appears in the Capability Discussion Guide.

Data Center Services Data Center Mgt & Virtualization Images are maintained at current update levels. There is an automated, end-to-end server deployment process with task sequencing. Software update management and auditing are policy-driven and monitored, including automated vulnerability detection. The IT software asset life cycle is managed using vision, policies, procedures, and tools. Asset and business target management are based on reliable information. IT system (hardware, hypervisor, OS, and application)-aware monitoring and reporting are in place with basic remediation. There are consolidated views of all management tools and consistent reporting across heterogeneous systems. Policy enforcement occurs in near real time based on company and industry-standard polices that allow for immediate quarantine of non-compliant systems, and consistent compliance reporting and standards exist across all data center services. There are multiple levels of service availability clustering or load balancing. The organization uses virtualization to manage resource allocation dynamically for workloads, including moving workloads from server to server based on resource needs or business rules. Server Security Secure remote access is integrated with quarantine for compliance with corporate policy. Networking Automatic server cleanup uses scavenging. A Dynamic Host Configuration Protocol server is deployed and configured for IPv6 settings with options related to network connectivity (such as subnet mask and gateway). The Dynamic Host Configuration Protocol infrastructure is aware of the virtual local area network. The deployment model and configuration of the hosted cache is centralized and based on policy. (Main workloads include application streaming, software deployment, patches, and updates). Branch traffic health and performance is monitored and reported centrally, supported by management tools. Storage Storage is managed on server clusters or shared storage arrays. Transparent failover occurs if a storage node fails, with no interruption in availability. Sensitive information is stored in disconnected systems or is manually placed in password-protected locations to prevent unauthorized access. Critical data is backed up by taking snapshots using a centralized, application-aware system. Backup copies are stored separately at a physical location or by using a cloud-based service, with fully tested recovery or failover based on service-level agreements. Client Services Client Mgt & Virtualization Client Security Identity & Security Services Identity & Access Self-service password resets, group management, and related capabilities are supported by workflows. Federation and trust are set manually per instance for select applications or systems across boundaries. Multi-factor and certificate-based authentication is applied in high-risk scenarios, such as remote access or document signing. A centralized, common-access policy is defined for business resources, applications, and information resources; entitlement is managed. A single application directory service covers multiple standards and most applications. Information Protection & Control Persistent information protection helps to enforce policy on sensitive data across the enterprise, including data on mobile devices. Policy templates are used to standardize rights and control access to information. IT Process & Compliance The organization aligns with the IT service portfolio. Management regularly reviews how the service portfolio and strategy align, and reports costs and returns across IT services. IT policies are integrated across all IT services. Definitions of reliability for IT services are integrated across IT services. Service-level and operational-level agreements are integrated across IT services. Management reviews operational health regularly. Some tasks are automated. Processes to manage incidents are integrated across IT services. Monitoring, reporting, and auditing are integrated across IT services; some capabilities exist for event investigation, analysis, and forensics. Monitoring and reporting are integrated with individual areas for protection against malware, protection of information, and identity and access technologies. Problem management processes are integrated across IT services. The change and configuration management process is integrated across IT services. Standard changes are identified across IT services and automated where possible. Risk and vulnerability analysis is integrated across all IT services. IT compliance objectives and activities are integrated across IT services and automated where possible. Management regularly reviews policy and compliance. BPIO Collab Workspaces Portals Social Computing Project Mgt UC Messaging IM/Presence Conferencing Voice ECM Information Mgt Process Efficiency Compliance Enterprise Search Information Access Interactive Experience & Navigation Reporting & Analysis Dashboards Analytics & Data Mining Report Generation & Distribution Content Creation Authoring Multi-Device Support User Accessibility Interoperability Database Dependencies Design & Management: Enterprise-wide standards and practices are in place for discrete areas such as physical storage and capacity planning, performance and tuning, data integrity, and security. Integration Dependencies Development Dependencies Slide Objective: Introduce the implications of the integrated capabilities approach for the three solution phases in terms of the Optimization model. This detail of the Optimization maturity mapping is required for the aggregated collection of business capabilities for this phase of the solution with the key elements of the maturity definition. This information also appears in the Capability Discussion Guide.

Data Center Services Data Center Mgt & Virtualization Isolation and remediation of vulnerable and non-compliant systems are automated. Software mapping spans physical, virtual, and heterogeneous environments and is application-aware with real-time enforcement of compliance for applications that have licensed-based use. All business units follow the same strategy, process, and technology for software asset management. Server provisioning and de-provisioning occur dynamically, on demand, and in real time. IT system (hardware, hypervisor, OS, and application)-aware monitoring and reporting with full remediation and automated disaster recovery are in place. Reporting is comprehensive, in real-time, and is unified and consistent across all data centers. Real-time policy enforcement and reporting are based on company and industry-standard polices with automated non-compliance resolution for all data center services. Services are available during complete site outage (via geo-clustering and automated load management). Server Security Malware protection is centrally managed and comprehensive for server operating systems, and includes automated remediation, recovery, and auditing. Network security is automated and proactive, with centralized alerting and reporting to meet network protection service-level agreements. Network security, alerts, and compliance are integrated with all other company tools to provide a complete and company-wide scorecard view and threat assessment. Secure, remote access is nearly always available with bidirectional connectivity. Access to networks and applications is policy-based. Alerts are proactive and security issues are remediated. Networking User auditing and reporting is based on zones. Storage Storage is managed in highly available storage pools. Critical data can be replicated between geographical or virtual locations or services to help ensure business continuity in the event of a site failure. Automatic processes enable identification of sensitive information based on business policy, and to store sensitive information in appropriate locations. Critical data across the enterprise is protected continuously by replicating it at a separate location or by using a cloud-based service; data backups can be recovered by using a self-service recovery process. Client Services Client Mgt & Virtualization The operating system image deployment process is automated, zero-touch, and layered for desktop systems (physical or virtual). Desktop applications and system events are centrally monitored and reported, and trends are analyzed and integrated into incident management systems. Software installed in physical and virtual environments is identified and categorized automatically. There is a single location to track license and contract details and to manage the software allocation. Inventory is reconciled quarterly. Client Security Protection against malware is centrally managed for desktop systems, laptops, and non-PC devices. Desktop systems and laptops include a host firewall, host intrusion prevention system or vulnerability shield, and quarantine. Identity & Security Services Identity & Access Provisioning and de-provisioning of all resources, certificates, and smart cards is automated for all users; roles and entitlement are managed and access control is policy-driven. The federation and trust management infrastructure is standardized for applications and systems that cross boundaries. Multi-factor and certificate-based authentication are corporate-wide across all applications and users. End-users can have multiple identities to enable seamless, dynamic role changes (for example, consumer to information worker) based on contextual access enforced by corporate policy. A single application directory service covers multiple standards and all applications in the corporate directory. A centralized directory supports all intranet, extranet, and Internet scenarios, and automatically synchronizes with all remaining directories. Information Protection & Control IT Process & Compliance All IT services are described in the service portfolio; services align with business strategy. IT service costs and returns can be modeled and predicted. IT policies initiate automated remediation. Definitions of reliability for IT services are modeled. Reporting on service-level and operational-level agreements occurs in real time across the organization. IT services are provisioned dynamically to provide the required levels of reliability and scalability. All tasks that can be automated are automated. Standard changes to IT services are managed by self-service provisioning where appropriate. Monitoring, reporting, and auditing are automated across IT services—including dynamic correlation to identify patterns, respond proactively to issues, and coordinate across teams. Monitoring, reporting, and auditing are automated with event correlation and remediation for protection against malware, protection of information, and identity and access technologies. IT services are analyzed automatically for potential problems; preventative actions are automated. All standard changes across IT services are automated and provisioned by self-service processes where appropriate. Risks and vulnerabilities are analyzed across all IT services against developed models. Compliance objectives and activities are automated, and then updated automatically based on changes to IT policies. BPIO Collab Workspaces Portals Social Computing Project Mgt UC Messaging IM/Presence Conferencing Voice ECM Information Mgt Process Efficiency Compliance Enterprise Search Information Access Interactive Experience & Navigation Reporting & Analysis Dashboards Analytics & Data Mining Report Generation & Distribution Content Creation Authoring Multi-Device Support User Accessibility Interoperability Database Dependencies High Availability: The ability to handle highly tuned workloads by using quantified service-level agreements and real-time query performance enables achievement and maintenance of high levels of data availability and business continuity, with advanced restoration capabilities across the enterprise. Integration Dependencies Development Dependencies Slide Objective: Introduce the implications of the integrated capabilities approach for the three solution phases in terms of the Optimization model. This detail of the Optimization maturity mapping is required for the aggregated collection of business capabilities for this phase of the solution with the key elements of the maturity definition. This information also appears in the Capability Discussion Guide.

IT Benefits of the Integrated Enterprise Platform Approach
4/20/2017 7:32 PM IT Benefits of the Integrated Enterprise Platform Approach A dynamic IT infrastructure that includes scalable workloads More effective management of multiple identities across organizations Compliance of IT operations and asset management with requirements More timely, cost-effective, and informed decisions regarding management of IT infrastructure and services Higher availability and more reliable data backup and recovery of services to point in time Improved disaster recovery options to accommodate planned and unplanned downtime Reduced operational costs and downtime caused by configuration problems and human error Slide Objective: Summarize the benefits of the enterprise platform approach for this solution in terms of general services offered and IT impact.

Benefits of Optimizing IT Capabilities
Optimized IT… Companies in the top 25% of IT capability… Fuels profitable revenue growth Grow revenue 6.8% faster per year than their peers in the bottom 25% of IT capability. Encourages employee productivity Enjoy 23% higher revenue per employee than their peers in the bottom 25% of IT capability. Slide Objective: Provide evidence of optimization benefits based on the study. Key points: Emphasize each of the business benefits of Optimized IT from the Harvard Business School Study. Share the findings to close on the session with hard evidence. 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, <<Please familiarize your self with the study so that you can convey the gist on this slide>> Is a key driver of business productivity and growth Achieve superior productivity (a company’s IT infrastructure is a key determinant). Gives managers more insight and control Have significantly better insight into, and control over, key dimensions of their business. 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,

Guidance Use the next slides to have the TDM do the following:
4/20/2017 7:32 PM Guidance Use the next slides to have the TDM do the following: Approve the next step in the Engagement Approach: a integrated capability analysis Involve the appropriate IT resources in the integrated capability analysis Critical / needed for immediate next steps: Business Analysts, Solution Architects Desired / will need to eventually be involved in the integrated capability analysis, but good to have involved up-front in immediate next steps: Platform Architects, Infrastructure Architects, IT Infrastructure Manager, IT Operations Manager State that the immediate next step is the presentation of the Solution Implementer Guide to the assigned IT audience Reference the Capability Discussion Guide to briefly describe the process you will lead the SIG team through If necessary, review the Capability Discussion Guide with the TDM to determine who to best involve from IT

Capability Discussion Guide
4/20/2017 7:32 PM Capability Discussion Guide EXAMPLE EXAMPLE Capability Discussion Guide This guide is a key tool for translating priority business capabilities into Optimization maturity levels. This page presents business drivers, business capabilities, and solution components. Capability Discussion Guide Map This page summarizes the Optimization mapping for the three solution phases defined by the collective set of integrated capability attributes on previous pages. Use this information to customize the target Optimization solution mapping per the client’s priority business capabilities.

Architects IT pro/dev executives
Engagement Approach Business strategy Solution areas Industry Horizontal Audience Understand business needs and priorities Discuss range of potential solution capabilities Business executives Present relevant integrated capabilities Position the Integrated Enterprise Platform approach executives IT Integrated Capability Analysis => Projects, architecture, products Architects IT pro/dev executives Solution road map

Integrated Capability Analysis
4/20/2017 7:32 PM Integrated Capability Analysis Ensure target business capabilities cover process improvement priorities Translate business capabilities into required infrastructure capabilities Assess current infrastructure maturity Determine gaps to target integrated capabilities Build a road map for integrating capabilities and implementing solutions Specify required platform architecture, technologies, and services Baseline the Microsoft platform road map

Next Steps Integrated capability analysis
Explore the Integrated Enterprise Platform Create a high-level implementation road map Identify resources in your organization Business analysts Solution architects Platform architects Infrastructure architects IT infrastructure managers IT operations managers Review the technology road map Translate into a solution capability road map to review with the business

4/20/2017 7:32 PM © 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

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