1. We are in a new era of computing…
PC Era
Internet Era
Cloud Era
Connecting servers, PCs, and networks
Look at the journey we’ve been on…
It began with the PC era… the vision of a personal computer on every desktop
Then the Internet changed everything… connecting people to information and to each other by connecting networks, PCs, and servers
Today we are in a new era: the cloud era – which opens up a new line of IT services that leverage on-demand power and scale to help us work more productively. We are now a mobile workforce as we move beyond the desktop to a whole range of devices. And as customers make this journey, the cloud will not be an “all or none” proposition. They will need the flexibility to span hybrid environments.
The cloud is transforming IT for your customers, but is also changing your business model.
It’s about consumption-based pricing and subscription payments.
It’s about replacing one-time transactions (having a customer conversation every 5 years) with ongoing customer connections as you help foster relationships and deliver continuous, incremental change and improvements.
To help stay of ahead of this new era, we talked to partners from around the world to capture best practices and to find out how to help. We have also researched trends and customer needs.
We’re invested in helping our partners succeed with SMBs and navigating – and leading – this change.
We’ve been listening – as a result we’re focused on delivering one set of solutions for SMB, on one familiar platform that can help you get to market quickly and grow your business.
This presentation is about how you take that journey… offering solutions with Microsoft to help SMBs grow their businesses and you grow yours.
A PC on every desktop
On-demand productivity and hybrid flexibility
Microsoft Partner Confidential

2. 9/18/2018
“Mobile without cloud is limiting. The cloud without mobile is mostly latent potential. But the place where they meet is magic.”
Microsoft is embracing the new “mobile-first cloud-first” world.
Satya Nadella – March 27th, 2014 – Office for iPad launch press conference
- Satya Nadella – March 27, 2014
© 2014 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.

3. Where do you start? Adopt a Challenger Mindset:
Know Your Points of Differentiation
Disrupt, with a plan
Speed, do it faster
Microsoft Partner Confidential

4. End of support for Windows Server 2003/R2
Microsoft support for Windows Server 2003 and 2003 R2 ends July 14, 2015
Server migration: 200 days
Application migration: 300+ days
Optimistic Estimates
Mainstream support from Microsoft for Windows Server 2003 ended in July Windows Server 2003/R2 has been on Extended Support since then, which means only security updates are released.
July 14, 2015 is the End of Support for Windows Server 2003/R2.
You Need to Get Started Now!

5. Total estimated Windows Server 2003 instances running North America
July 14, 2015 | Windows Server 2003 EOS
It is estimated that 44% of all Windows Server instances in small & medium businesses are still running Windows Server (<500 seats) 8M 1
TARGET
1 in 6
SQL Server 2005
Windows Server 2012 R2
Total estimated Windows Server 2003 instances running North America
Microsoft Azure
53%
PHYSICAL INSTANCES | Share of Windows Server 2003
VIRTUAL INSTANCES | Share of Windows Server 2003
47%
Talking Points:
Windows Server reaches its end of life, and end of support on July 14, 2015 – you have roughly one year to move customers off of Windows Server 2003.
This is a critical moment, and marks a massive opportunity for customer consideration of Microsoft Cloud solutions
This should not be thought of as only a lift and shift. Consideration needs to be given to the entire stack – prompt customers to look to the future, and understand that this EOS marks an opportunity for them to not only consider their OS, but the entire platform including the applications residing upon it.
Compound that the urgency to move is today, and back this up with acknowledging the EOS for SQL 2005 which will take place a little over one year post WS 2003 EOS.
Sellers should be reinforcing with every customer and every sales motion the need to migrate from WS 2003
Planning for migration to WS 2012 R2, Microsoft Azure, Office 365 for Exchange and SharePoint should happen now, use WS 2003 as the catalyst for discussion
Sales professionals should highlight the Services and Support opportunities
Content is available today:
External:
Internal:
Partner:
Land $ opportunity based on your audience.
Office 365
Cloud OS Network
Windows Server 2003 represents a major opportunity in software, cloud, hardware, migration & development services
1 Source: Microsoft Research Jan 2014, estimate only that may be revised based on updated research | 2 Estimate of the % of SMB instances still running WS 2003 – organizations <500 employees

6. No updates No updates No compliance No compliance No safe haven
What end of support means
No updates
No updates
No compliance
No compliance
Lack of PCI compliance could mean that Visa and MasterCard will no longer do business with your organization
No safe haven
No safe haven
Now is the time to act
Start planning your migration and transforming your datacenter today
Impact on both physical and virtualized servers
37 critical updates released in 2013 for Windows Server 2003/R2
Windows 2003/R2 servers will not pass a compliance audit
Impact on Microsoft Small Business Server 2003
Increased operations costs
Discontinued support for many applications
End of support means:
No updates
37 critical updates were released in 2013 for Windows Server 2003/R2 under Extended Support. No updates will be developed or released after end of support.
No compliance
Lack of compliance with various standards and regulations can be devastating. This may include various regulatory and industry standards for which compliance can no longer be achieved. For example, lack of compliance with the Payment Card Industry (PCI) Data Security Standards might mean companies such as Visa and MasterCard will no longer do business with you. Or, the new cost of doing business will include paying catastrophic penalties and astronomically high transaction fees.
No safe haven
Both virtualized and physical instances of Windows Server 2003 are vulnerable and would not pass a compliance audit. Microsoft Small Business Server (SBS) 2003 servers are also affected.
Staying put will cost more in the end. Maintenance costs for aging hardware will also increase. Added costs will be incurred for intrusion detection systems, more advanced firewalls, network segmentation, and so on—simply to isolate Windows Server 2003 servers.
Many applications will also cease to be supported, once the operating system they are running on is unsupported. This includes all Microsoft applications.
Now is the time to act
You must start planning migration now.
Servers may still be running Windows Server 2003/R2 for a number of reasons. You can use these reasons as a discussion point:
Perceived challenges of upgrading applications
Presence of custom and legacy applications
Budget and resource constraints
Additional information: “Making the case for upgrading from Server 2003” (
Microsoft Partner Confidential

7. Windows Server 2003 Destinations
Local
Foreign
Exotic
Microsoft Partner Confidential

8. Staying On-Premises… Both Core & LOB services are hosted locally
Windows Server 2012 R2
Hyper-V
Exchange 2013
SharePoint 2013 11

9. >_ Windows Server 2012 R2 Enterprise-class scale and performance
Shared nothing live migration with Remote Direct Memory Access
Hyper-V Network Virtualization
Low-cost, highly available file-based storage
Backup and recovery
Hybrid applications
Windows PowerShell 4.0
Simplified, feature-rich Virtual Desktop Infrastructure (VDI)
Windows Server has seen many advancements in the past 10 years, and today the current version is Windows Server 2012 R2.
Enterprise-class scale and performance
Windows Server 2003 R2
Windows Server 2012 R2
Scales to 64 logical processors and 1 terabyte of memory (x64 versions)
Scales to 64 logical processors and 1 terabyte of memory on a virtual machine
Scales to 320 logical processors and 4 terabytes of physical memory (x64 versions)
Supports up to 64 nodes and 8,000 virtual machines in a cluster
Shared nothing live migration with Remote Direct Memory Access (RDMA)
Not available
Offers faster live migration among Hyper-V hosts by establishing an efficient memory-to-memory transfer of data using RDMA
Enables migration of virtual machines among Hyper-V hosts on different clusters or servers with no storage sharing, using Ethernet connection only—with virtually no downtime
Hyper-V Network Virtualization
Enables isolation of network traffic from different business units or customers on a shared infrastructure, with reduced need for virtual local area networks (VLANs)
Makes full management of HNV gateway possible through System Center 2012 R2 Virtual Machine Manager
Performs site-to-site (VPN), NAT, and forwarding functions with an in-the-box multitenant gateway
Enables moving of virtual machines as needed within virtual infrastructure, while preserving virtual network assignments
Supports guest clustering for high availability
Low-cost, highly available file-based storage
Offers new SMB 3.0 protocol enhancements and low-cost, “commodity” hardware with new File Services for storing server application data such as SQL databases and VHDs for Hyper-V on file shares
Automatically rebalances Scale-Out File Server clients
Tracks SMB client connections per file share, and then redirect clients to the cluster node with the best access to the volume used by the file share
Enables leveraging of commodity storage into virtual storage pools, which can then be provisioned as Storage Spaces
Provides virtualized drives that can be formatted and accessed just like a physical drive, which can also be dynamically resized with the addition of more physical drives to the storage pool
Includes storage tiers, write-back cache, parity space support for failover clusters, dual parity, and the ability to automatically rebuild storage spaces from storage pool free space
Backup and recovery
The backup utility (Backup) in Windows Server 2003 helps back up directories, selected files, and system state data, including Windows Server 2003 operating system registry information (very simple utility)
Provides a set of wizards and other tools to perform basic backup and recovery tasks for the server it is installed on
Windows Server Backup role in Windows Server 2012 and Windows Server 2012 R2 has the following enhanced features:
Ability to back up and restore individual virtual machines from a Hyper-V host server
Improvements to managing backup versions and backup retention
Ability to back up volumes greater than 2 terabytes and with 4-KB sector sizes
Support for backup of Cluster Shared Volumes (CSVs)
Ability to report system state components
Hyper-V supports incremental backup (backing up only the differences) of virtual hard disks while the virtual machine is running
Microsoft Azure Online Backup (cloud-based backup service) offers offsite protection against data loss from failure with a cloud-based backup solution, which allows files and folders to be backed up and recovered from the cloud (Microsoft Azure Backup Overview: us/library/hh aspx%20)
Hybrid applications
Requires virtual private networks (VPNs) or other form of point-to-point connectivity for communication among geographically separated parts of an application
Unifies application management
Protects existing investments in on-premises applications
Provides flexibility to build and deploy hybrid applications on-premises and in the cloud
Provides a common development environment for .NET developers to build cloud (Azure) and on-premises applications
Windows PowerShell 4.0
Provides more than 100 cmdlets
Enables the deployment and management of configuration data for software services and the environment in which these services run through Desired State Configuration (DSC)
Provides more than 3,000 cmdlets in over 100 modules and includes several significant features that enable easier and more comprehensive control and management of Windows-based environments
Simplified, feature-rich Virtual Desktop Infrastructure (VDI)
Provides simplified wizard-based setup procedures for Remote Desktop Services deployment
Includes a unified management console for virtual desktops, session-based desktops, and applications
Simplifies the creation, assignment, and patch management of pooled and personal virtual desktops and provides a richer experience on different devices, in various locations, and over changing network conditions
Provides online storage deduplication and session shadowing
>_
Microsoft Partner Confidential

10. Exploring Hybrid… Core services are hosted in the cloud
Office 365
LOB services are
hosted locally
Windows Server 2012 R2
Hyper-V 14

11. 9/18/2018
Office 365 at a Glance
Always the latest version of Office and Office Online
Complete Office experience with services integration
Familiar Office user experience
Run Office anywhere with Office On-Demand
Per-user licensing
Online meeting with desktop sharing
IM & Presence & VOIP
GAL search with contact card
Skype federation Y
Access documents offline
Document-level permissions
SkyDrive to manage and share documents
Share documents securely with External Sites
Yammer integration for social networking
Free/busy coexistence
Integrated personal archiving
Archiving, retention policies and legal hold
50Gb mailbox with voic & unified messaging
Microsoft Partner Confidential

12. Moving to the Cloud… Both Core & LOB services are hosted in the Cloud
Office 365
Microsoft Azure 16

13. infrastructure services
Microsoft Azure
app services
media
hpc
integration
analytics
caching
identity
service bus
web sites
mobile services
cloud services
data services
table
HDInsight
blob storage
SQL database
infrastructure services
cdn
virtual machines
virtual network
vpn
traffic manager
Microsoft Partner Confidential

14. Successful cloud partners engage in every stage of the
9/18/2018
Successful cloud partners engage in every stage of the
customer journey
RENEW
SELL
ONBOARD
ENHANCE
MANAGE
© 2014 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.

15. Successful cloud partners engage in every stage of the
Agenda
Successful cloud partners engage in every stage of the
customer journey
Sell
Building a Profitable Cloud Practice
Accelerating demand
What’s new with Office 365
MEC Demo
Onboard
Migration and Deployment
Enhance
SharePoint
PowerBI
CRM Online
Manage & Renew
Getting the most from your customers
Increase your Cloud profitability
RENEW
SELL
ONBOARD
ENHANCE
MANAGE
Today’s goal:
drive business through new customers and
bigger deal size
Microsoft Partner Confidential