SQL Server 2012 Sales Guide - Microsoft Partners - SQL2012



-476250-47625000Microsoft? SQL Server? 2012 Customer GuideSQL Server? 2012 OverviewSQL Server? 2012 is a cloud-ready information platform that will help organizations unlock breakthrough insights across the organization, and quickly build solutions backed by best-in-class availability and performance to extend data across on-premises and public cloud. This guide is designed to help partners communicate to customers the details around driving sales of SQL Server? 2012.Introducing SQL Server 2012:In the next wave of SQL Server investments, Microsoft is delivering its cloud-ready information platform to organizations looking to efficiently protect, unlock and scale the power of their data across the desktop, device, datacenter and private or public cloud.241935088265Enable mission critical performance and availability at low TCO00Enable mission critical performance and availability at low TCO62865084455MISSION CRITICAL CONFIDENCE00MISSION CRITICAL CONFIDENCE2419350116840Unlock new insights with pervasive data discovery across the organization0Unlock new insights with pervasive data discovery across the organization62357093980BREAKTHROUGH INSIGHT00BREAKTHROUGH INSIGHT 241935042545Create business solutions fast, on your terms across server and private or public cloud0Create business solutions fast, on your terms across server and private or public cloud6191251269CLOUD ON YOUR TERMS00CLOUD ON YOUR TERMS Introducing Microsoft? SQL Server? 2012 to Customers DISCUSSION POINTSTALKING POINTSMany organizations are 24x7 operations and have a global presence and can’t afford downtime. How is your current database supporting your needs? Is the performance of your current database where you need it to be? Do you see yourself introducing new Mission Critical applications or planning migrations in 3 months to a year?How are you viewing Business Insights for your organization? Are you planning any major projects within the next 3 months to a year?SQL Server? 2012 is a cloud-ready information platform that will help organizations unlock breakthrough insights across the organization, and quickly build solutions backed by best-in-class availability and performance to extend data across on-premises and public cloud. Mission Critical Confidence: Enable mission critical performance and availability at low TCO.Improved High Availability solution with faster throughput failoverAdvanced performance speedsBuilt-in encryption capabilities help protect confidential information without changes to the applicationBreakthrough Insight: Unlock new insights with pervasive data discovery across the organization.Empower business users to create visually rich dashboards or reports in minutesManaged Self Service BI – Easily balance employee’s need for rich information and collaboration with IT’s need to manage the safety & confidentiality of informationCloud on Your Terms: Quickly create business solutions on your terms across servers to private or public clouds.Easily move applications across on-premises and cloud with unlimited virtualization and license mobility.Extend data across on-premises and the cloudAre you aware of the significant improvement Microsoft? is making to the licensing model for SQL Server? 2012?We’ve simplified our offering to three main SKUs: Enterprise Edition, for mission critical applications and data warehousingA new Business Intelligence Edition for premium corporate and self-service BIStandard Edition for basic database, reporting, and analyticsWe’ve aligned the licensing for our editions with how customers consume those solutions: License by cores for Enterprise License per users/devices for Business Intelligence Choice of licensing for StandardWe have expanded our virtualization and cloud benefits for cloud-optimized licensing under software assurance:License ability for a single VM or unlimited virtualizationLicense mobility across private and public cloudsWhy should customers care?Peace of Mind at the Right Price Required Uptime & ProtectionBlazing Fast PerformanceEnhanced Security & ComplianceBusiness Intelligence for AllRapid Data Exploration & VisualizationManaged Self-Service BI Credible Consistent DataScalable Analytics & Data WarehouseAgility for the FutureScale on DemandFast Time to SolutionOptimized ProductivityAny Data, AnywhereDo you currently have an EAP or SA agreement? Did you know that you can take advantage of the best migration path to Microsoft? SQL Server? 2012 with EAP or SA?EAP or SA (active at GA) provides the best migration path: SA (active at general availability) provides the best migration path with following benefits:Access to SQL Server? 2012 at no additional costLicense mobility and unlimited virtualization with Software AssuranceAccess to new benefits for Deployment Planning Services and System Center AdvisorGreater budget predictability and spreading payments over time Access to latest technology and 24x7 customer supportWith EAP, customers can get additional benefits:Customers in an EAP save 40% on every new Enterprise core or BI Server license they buy.Customers can buy EE server licenses under the Server/CAL model until the end of their EA/EAP term.With EAP, customers can get the latest Application Platform products across your organizations, on new and existing deployments, with lower up-front costs and savings on new IT solutions.TRIGGERS, CHALLENGES AND RESPONSESConversation StartersCustomer Pain PointsYour SolutionBreakthrough InsightHow are you monitoring your business metrics today?What is the process for you to access your data? How dependent are your users on IT to provide them with analytics and reporting?How quickly can end users access the data and get new insights?It is difficult to monitor key business metrics on an ongoing basisToo many tools needed to access information from multiple sourcesSoftware for sharing information within the business is expensive to buy and runCannot view customer information from multiple systemsCannot analyze financial information without requiring new reports from ITInternal data exists in various silos such as multiple databases & spreadsheetsNeed to be able to gain deeper insights from data for effective decision makingDiscover new insights – fast, with highly interactive, browser-based data exploration, visualization, and presentation experiences for users of all levels.SQL 2012 empowers users across the organization to access data from virtually any source, create compelling reports, easily collaborate and share insights using familiar tools - Microsoft Excel 2010 and Microsoft SharePoint 2010; as well as new tools – Power View and PowerPivotEnable IT to proactively empower end users with Self-Service BI while balancing the need to monitor and manage end user generated content, data source usage, and gather performance metrics from servers.Cloud on your TermsAre you thinking about storing data in the cloud?How many tools does your IT staff currently use to manage your infrastructure?How much has your data grown over the past year?Where do you have this data stored?IT has to manage too many tools to see what is going onData is stored in a number of different placesIT costs continue to climbIt takes too long to provision and deploy systemsMore users are accessing the information stored in the databasesNeed to consolidate information for more effective managementAmount of information being generated by organization is exploding Through built in tools and common architecture SQL 2012 provides a flexible deployment environment that allows organizations to move licenses or extend apps fluidly across server and cloudSQL 2012 reduces complexity and accelerates time to solution with turn-key appliance and cloud offerings that can be deployed in a matter of days vs. weeks or months for traditional implementationsSQL 2012 optimizes productivity for IT and developers with common tools and a single console to deploy and manage database assets across servers, private cloud and public cloudIT is able to easily automate infrastructure maintenance tasks, streamline troubleshooting and diagnostics and optimize hardware resources with built-in easy-to-use manageability toolsMission CriticalWhat’s your plan if your database goes down?What tools do you have in place to control access to data and perform audits?Need systems that can keep up with increasing data volume, the increasing complex nature of data, and handle the velocity at which data is coming inIncreased pressures to store data more securely with increased privacy of informationNeed tools to help us more easily control access to data and perform audits.SQL 2012 delivers required uptime and data protection SQL 2012 helps reduce planned and unplanned downtime with the new integrated high availability and disaster recovery solution.SQL 2012 protects data with built-in encryption capabilities that help protect confidential information without changes to the application. SQL 2012 allows you to more easily manage permissions around data access with User-Defined Server Roles to support separation of duties.Objection HandlingQUESTIONS TO ASKTALKING POINTSOur current version of SQL is stable: Why should we upgrade? How does SQL Server? 2012 differ from SQL Server? 2008 R2?SQL Server? 2012 delivers mission critical performance and availability with AlwaysOn, 10x data warehousing performance gains and new breakthrough business intelligence solutions. SQL Server? 2012 uniquely supports hybrid IT environments with common tools and the ability to extend applications directly to the cloud through Microsoft? SQL Azure?. It will also bring changes in licensing from previous versions. The new licensing model will allow customers to pay as they grow and plan their database budgets in a more consistent and predictable manner across hybrid IT environments.When are these Licensing changes effective?Licensing changes will come into effect at the general availability of SQL Server? 2012. The Enterprise Edition sever license will be retired on June 30th, 2012.I already have an EAP that expires after April 1, 2012; can I still purchase processor licenses through the agreement’s end?Yes, customers who have EAPs can continue to purchase processor licenses with SQL Server? 2008 R2 processor use rights. They can also maintain their current use rights, which allow them to deploy on any server, regardless of the number of cores. EAPs (unlike EAs) include use rights protection. After that, they will only be able to buy the new licenses available in SQL Server? 2012.Is Microsoft? increasing pricing?Yes, with these changes, customers will see an increase in prices for SQL Server? 2012 together with an increase in product capabilities. Customers may be able to reduce costs with SQL Server? 2012 by deploying databases more efficiently through database consolidation and virtualization or by signing up for an EA/EAP agreement.Core-based licensing: At the time of launch, customers with SA who license by processor can move to SQL Server? 2012 with no additional cost. The majority of the server installed base is currently on four processors and four core boxes, which will cost the same as four processors would today. CAL price increasing: Microsoft? has invested significantly in the capabilities for SQL Server? over time with minimal changes to the cost under the Server/CAL model. The price increase is a reflection of this added value. Also, customers whose users/devices have the CAL receive access to all editions of SQL Server?. How do you compare to your competitors pricing under the new model?SQL Server? 2012 remains the value leader in the industry, delivering Mission Critical capabilities and high end BI tools at the best price.For OracleFor a comparable unit of processing power (core), Microsoft’s price is 1/3 the cost of Oracle’s published pricing, allowing customers to benefit even more from SQL Server? at higher core densities with built-in mission critical and business intelligence capabilities.QUESTIONS TO ASKTALKING POINTSHow can I transition the Enterprise Edition in the Server + CAL Model to new licensing?Although Enterprise Edition is moving to a core-based licensing metric, EE Server licenses will be available for Microsoft? SQL Server? 2012 through June 30, 2012 to allow customers to complete planned purchases. Starting July 1, 2012, new EE Server licenses will no longer be available on the price list. However, all existing EE Server licenses with Software Assurance (SA) can be upgraded to SQL Server? 2012 and EE Server SA can be maintained to provide access to future software updates. EE Server licenses upgraded to 2012 and beyond will be subject to a 20 core per server maximum.Can I convert my Enterprise server/CAL licenses into core licenses?No. Programmatic transitions of Enterprise Edition servers to cores will not occur. However, an offering to do this may be available through negotiated EAPs. Customers are encouraged to talk to their Microsoft? representative for specific details regarding their deployments.If I license my physical server with Enterprise Edition core licenses, but don’t have SA, do I get unlimited virtualization rights?No. Customers who license all the physical cores with Enterprise Edition, but choose not to have SA, will be able to deploy up to one virtual machine (VM) per each core license. For example, a customer with a 2 processor server with 4 cores each will need 8 core licenses and deploy up to 8 VMs.Microsoft? SQL Server? 2008 R2 vs. SQL Server? 2012Differences of note are shown in RedProduct HighlightsEditionsLicensing ModelsVirtualizationsInformation platform for applications of all sizesManaged, familiar self-service BI toolsSupport for large-scale data centers and data warehousesOpportunities to build and extend applications in the cloudIntegration with the Microsoft? Application PlatformDatacenterEnterpriseStandardSmall BusinessWorkgroupPDWWebDeveloperExpressCompactStandard Server/CAL or Per ProcessorEnterprise Server/CAL or Per ProcessorDatacenter Per ProcessorStandard ProcessorsRun a single VM per license if all physical processors are licensedLicense individual VM’s based on virtual processorsStandard Server + CALRun a single VM per license (CALs required)Enterprise ProcessorsRun up to 4 VMs per license if all physical processors are licensedLicense Individual VM’s based on virtual processorsEnterprise Server + CALRun up to 4 VMs per license (CALs required)Datacenter Run unlimited VMs per licenseAlwaysOn high availabilityBlazing-fast performanceOptimized for private cloudEnterprise security/complianceMulti-server manageabilityRapid data discoveryManaged self-service analyticsSingle BI semantic modelData quality and managementEnterpriseBI StandardPDWWeb (Through SPLA only)DeveloperExpressCompactStandard Server/CAL or Per CoreBIServer/CALEnterprise Per CoreEnterprise w/Software AssuranceLicense all cores on physical hardware to run unlimited VMsStandard/BI/Enterprise License a single VM based on virtual cores used OR with Server + CAL licensingFor additional information on Microsoft? SQL Server? 2012, go to the SQL Server? website at: ................
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