by Sean Donahue, Sr. Business Development Mgr, Microsoft Presented at SoftSummit 2010

1. The Business Impact
of Virtualization
Sean Donahue
Sr. Business Development Mgr
Microsoft

2. Agenda
• Objectives
• Virtualization Solutions
• Trending
• Benefits of Virtualization To ISV’s
B fit f Vi t li ti T ISV’
• Challenges
• Next steps (
p (Obligatory)
g y)

3. Objectives
• Define Virtualization As Your Customers Leverage It
• Explore Popular Virtualization Solutions
• Take A Look At Analyst Predictions To 2013
• How D Y
H Do You, th ISV b
the ISV, benefit F
fit From Virtualizing?
Vi t li i ?
• Are There Any Challenges?
• Every Microsoft Meeting Ends The Same Way…
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4. Separation Creates Flexibility
Issues IT Faces What’s Changing
PC components Breaking ties using
bound together, technologies like
difficult to replace virtualization to
Data,
Data User settings increase agility
hardware,Redirection
Folder Offline/
software Offline files Online sync
Applications
A li ti
Remote FX
Operating System
Hardware-
independent
WIM Images
Hardware

5. A Look At The VDI / HVD Stack
XenDesktop 4
XenApp
(Now Ships w/ Hyper‐V)
Essentials
Essentials
for Hyper‐V
Windows
SAVDA

6. The Windows Azure Platform
Windows Azure is an internet-scale cloud services platform hosted in Microsoft data centers around
the world, proving a simple, reliable and powerful platform for the creation of web applications and
services.

7. Developing Applications for Windows Azure
p g pp
Familiar Developer Designed for Proven Microsoft
Experience Interoperability Technologies
Development: Visual Studio SOAP and REST protocols Visual Studio, ASP.NET, SQL
integration, offline cloud XML file formats Azure integration
simulation Commitment to support
Maintenance: L
M i Locall Java, PHP, P h and
J PHP Python d
debugging, APIs for logging other popular
Management: APIs for programming languages
deployment management

8. Top of Mind for ISVs
Extension of existing solutions integrate with your on-
premises application, extending your infrastructure into the cloud and
enabling new types of solutions
solutions. "It’s the
"It’ th
transformation of
Ability to Pay-as-you go allows you to build solutions with low our software, it’s the
cost of entry transformation of
our strategy and our
Time to market & Agility Windows Azure allows you to offerings across the
deploy solutions quickly while reducing risk of putting a new solution into board to
market. If the market does not adopt, you turn the resources off. fundamentally
embrace services.”
Focus on core IP allows you to reduce IT staff, and focus on
delivering solutions, not managing technology infrastructure. —RAY OZZIE
Expansion into new market segments, build SaaS
solutions or extend existing solutions into new markets
Expansion into global markets providing a worldwide
markets,
datacenter presence, Service Level Agreements, developer programs and
the customer service and support your business expects.

9. Trends “What The Analysts Say”
• IDC: In 2009 – HVD market (Paid Software Revenue Only) was worth $102M
2013 – Will Grow to $442M at a CAGR of 42%
• Gartner: In 2009 – HVD Combined WW (HW/SW/Services) $1.4B
2013 – Will Grow to $65.7B at a CAGR of 161%
• IDC Su ey External Se ce Providers used in 6 % o HVD Deployments
C Survey: te a Service o de s 61% of ep oy e ts
• By The Numbers: What Is The Takeaway?
• Trends – Not Going Down
• Ali
Align With Service Providers
S i P id

10. Benefits to the ISV
• Reduced Regression Testing
• Multiple Versions / Same Device
• Reduce App – App Conflicts
• Easier Updates
• Multi-Tenancy
• More Development Options
p p
• Develop Locally, Test For Scale In Cloud.

11. Benefits to the ISV – Part Duex
• Package Once – Deploy Many
• Reach new markets
• Virtual Appliances
• Decrease Support Costs
• Faster time to revenue / deployment
• New Delivery Types (e.g. Virtual Appliances)
• Your Own Dev Cycles – Testing Lab Automation
Speeds customer adoption of new applications and upgrades, by reducing deployment time by
50 percent: “Our job is to make sure our customers can use our products and features as soon
as possible. Microsoft Application Virtualization makes this possible,” Dhole says. “Shortening
the time gap between application availability and end customer usage offers a tremendous
benefit t both A
b fit to b th AspenTech and our customers.” – Vik Dh l S Director of Engineering, A
T h d t ” Vikas Dhole, Sr. Di t fE i i AspenTech
T h

12. Challenges
• Subject Matter Expertise
– Developer / Technical and Sales
• New / Modified Build Process
– Well Established for MSI
• Does Your Licensing Support Virtualization?
– Dongles
– CPU Based
– Device Based
e ce ased
• Code Up To Virtualization Standards?
• Customer’s Using a Broad Range Of Virtualization Solutions
• Users Are Becoming More Mobile and Less Device Centric

13. Next Steps
1 Talk to your Customers
What Are They Using?
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Why Are They Using Virtualization?
User Groups
2 Plan il
Pl pilot applications
li i
3 Learn more at Microsoft s channelnine com
Microsoft’s channelnine.com
4 Determine the value of Microsoft Virtualization
http://www.microsoft.com/virtualization/en/us/default.a