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Microsoft Virtualization Opportunity. Microsoft server virtualization is a strategic growth opportunity for your business. The Server Virtualization market is rapidly growing…. … with new (and different) customers driving this growth. In this segment Microsoft has an advantage.

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microsoft server virtualization is a strategic growth opportunity for your business
Microsoft server virtualization is a strategic growth opportunity for your business
  • The Server Virtualization market is rapidly growing…
  • … with new (and different) customers driving this growth
  • In this segment Microsoft has an advantage
  • A “Virtualization Practice” is better than a “VMware Practice”
  • “This next wave in adoption is what IDC terms Virtualization 2.0, and it will be supported not just by the Global 2000 but also by the Global 200,000.” – IDC, Aug 2008
  • “Cost stands out as the biggest inhibitor to companies virtualizing these remaining systems” – IDC, Aug 2008
  • Growth will be coming from more price sensitive customers (e.g. Mid-Market) and scenarios
  • Being technology agnostic allows you to act as a trusted advisor to your customer
  • A Microsoft Virtualization solution enables you greater access to follow-on projects (such as integrated mgmt, O/S and application upgrades, desktop virtualization, BPIO)
  • You have the best ROI on a full virtualization offering that covers all opportunity scenarios
  • Microsoft Virtualization enables you to sell solutions to customers that will choose the partner that offers them the lower-cost, feature-parity Microsoft solution
  • Microsoft costs significantly less than VMware…
  • … and is now at technical parity with VMware
  • Microsoft is a familiar vendor for these new customers
  • Resulting in Microsoft gaining share

% of x86 Workloads Virtualized

VMware

Microsoft

WW Spending on Server Virtualization Software ($B)

Server Virt. Market Share (%)

  • Microsoft will support you with demand generation and evidence if you invest in growing your Microsoft Virtualization capabilities

Source: Gartner, IDC, 2009, 2010

the market has moved into the next phase of server virtualization growth focus on affordability
The market has moved into the next phase of server virtualization growth - “Focus on Affordability”
  • Server Virtualization on the Technology Adoption Lifecycle
  • The Last Phase
  • Early Adopters
  • Large Enterprises
  • Price insensitive
  • Low volume, large size
  • The Next Phase
  • Early Majority through Mainstream
  • Mid-Market (smaller size, higher volume)
  • Cost/Price sensitive – “Affordable”

MarketSize

Early Adopter: 13.3%1

Early Majority: 49.9%

Late Adopter: 32.1%

Laggard: 4.9%

Today

Time

  • “This next wave in adoption is what IDC terms Virtualization 2.0, and it will be supported not just by the Global 2000 but also by the Global 200,000.”
  • – IDC, Aug 2008
  • “To date, roughly 5% of the installed base of servers has been virtualized… with over 25 million servers that could potentially be virtualized as they are upgraded and refreshed.”
  • – IDC, Aug 2008

1: October 2009 IDC Server Virtualization Survey

microsoft virtualization is advantaged for this market and will win share
Microsoft Virtualization is advantaged for this market and will win share
  • The top 5 reasons why customers haven’t virtualized…1
  • ... are answered by Microsoft’s value proposition…
  • … resulting in Microsoft gaining share in the market
  • Cost/Budget
  • Institutional Resistance
  • Management servers/resources/monitoring
  • Application/ISV support
  • IT education/training
  • Microsoft Virtualization is 1/6th the cost of VMware2
  • $150M Microsoft demand generation campaign
  • System Center for DC mgmt (physical & virtual)
  • Breadth of WS 2008 supported applications
  • Microsoft’s investment in training and education is unparalleled, including Microsoft Sales University and Sales Specialist program
  • “Growth in Hyper-V is inevitable. It wins with price sensitive customers, small customers, and customers new to virtualization.”
  • – US VMware Partner
  • “The market is shifting towards Hyper-V. 50% of customer ask for it now, compared to 20% a year ago .”
  • – UK VMware Partner

VMware

Market Share (%)

Microsoft

1: “Top Server Virtualization Adoption Inhibitors” from Paths to Opportunity with Virtualization Solutions IDC, August 20082: http://www.microsoft.com/virtualization/en/us/cost-savings.aspx

we believe your practice growth will be higher by adding a microsoft based virtualization practice
We believe your practice growth will be higher by adding a Microsoft-based Virtualization practice
  • We have built a model* that supports this assertion…
  • … which follows four simple propositions…
  • … and can be tailored to match your business expectations
  • VMware generate higher deal revenues and margins
  • … but the lower Microsoft cost allows you to sell more solutions…
  • … and the win rate with Microsoft is higher in the price sensitive segment…
  • … thus generating greater practice revenue and margin if you offer Microsoft Virtualization
  • We would love to engage with you to model your company-specific financial benefits of investing in Microsoft Virtualization capabilities
  • Full Disclosure: Depending upon your assumptions, our model could suggest that you invest in Microsoft and/or your VMware business!

SCREENSHOT

* Model built based on 30+ partner interviews from US, Canada, UK, Germany, Italy, and other countries

next steps
Next Steps
  • Prove the expected economic benefits
  • 1
  • Agree on the joint Partner-Microsoft investment
  • 2
  • Enroll into the Microsoft Virtualization competency
  • 3