Does my server customer need to Modernize their
Active Directory infrastructure?
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Top reasons customers buy new servers
Update/retire obsolete systems
To account for growth in Workloads
Support new applications
Support increased workloads from existing application
Support consolidated workloads
Virtualize more applications
For operating efficiency improvement
Ease of manageability, scalability
Migrate server OS
Meet higher SLA standards
Decrease time to deploy applications & application services
To reduce operating expense
To reduce power & cooling costs
Top drivers to Modernize your Active Directory
As a result of a merger & acquisition
Many customers have been thru an M&A and are faced with multiple domains and forests
and/or other challenges as a result
Require a leaner infrastructure to meet evolving tech trends
Customers want to move to the cloud (O365, Azure AD, BYOD) or WS2012; Healthcare
customers are looking to implement an ERM system; ShadowIT
Disaster recovery planning
With all the changes and new technology absorbed by customers they need to re-think their
disaster recovery plan
Dynamic compliance requirements and increased security needs
Both internal and external regulations shift and companies need to stay in compliance. Read the
news any day to understand the need to keep tight security
To extend beyond windows (to Linux/Unix/Mac
Future-proof/EOL/EOS
Customers are forced to make changes to their AD structure as MSFT products go End of Life
or End of Support.
306M active
AD licenses
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Introducing Active Directory Modernization to customers
Active Directory Modernization
Simplifies the daily management of Microsoft platforms (Active Directory, Exchange, Lync,
SharePoint) to streamline IT administration, recovery and reporting.
Organizations need a complete AD lifecycle management solution that can cut the time,
cost, risk and increase the productivity, flexibility and security of their AD centric
infrastructure
Steps to uncover opportunities
1.
Ask your customers the following questions:
•
How is the new server going to be used?
•
Do any of your servers run windows?
•
Do you have recovery plans in place?
•
Are you looking to move to WS2012? O365? Azure AD? Implement an ERM
(healthcare)
•
Have you had a Merger and Acquisition Recently?
•
When was the last time that you assessed your AD structure?
2.
Send your customers the introductory email.
Contact your DSG rep
Reduce enterprise risks, maintain policy compliance and adhere to regulations with detailed,
real-time assessment, auditing, alerting and remediation of Microsoft environments.
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1. Yes. Exchange/SharePoint/Active Directory/Windows Server
2. Yes, it’s our major source of authentication…….
3. Yes and we have several legacy applications
4. Yes. O365/hybrid/Exchange online/Azure
5.
Yes. We need visibility into the who/what/where/why when changes
occur
6.
The auditor had to leave and come back. We’ve failed an audit
7.
Yes.
8.
We still have multiple domains
9.
Provisioning, de-provisioning is time consuming.
10. Not an up to date plan
11. Yes
12. Yes/no/maybe
1.
Adjacencies to things you already sell
•
Linked to server purchase/refresh: Windows Server, Active Directory, Exchange,
SharePoint
•
Linked to move to Cloud: Office 365/Azure AD
DSG Opportunities
Restructure, manage, secure, comply, extend, recover your Active Directory
infrastructure. All windows-centric organizations run AD and likely need to
modernize
1.
Do any of the servers you run have Windows?
2.
Is Active Directory important to your business?
3.
Do a large number of your applications rely on AD?
4.
Are you looking to move to the cloud?
5.
Does compliance impact your organization?
6.
Have you recently had an audit? Did it go smoothly?
7.
Have you ever had a merger or acquisition?
8.
Was the integration of the new employees into the network easy?
9.
Does it take long to get a new employee up and running? Does it take
long to deactivate a terminated employee?
10.
Do you have a disaster recovery plan for AD?
11.
Do you currently have Windows Server 2003 deployed?
12.
Do you plan to update?
Top questions to ask
What to listen for
Factoid/Differentiators
Can’t be done natively
No one else can do this.
We are the leader in this market and can own it!
Dell is the only vendor with a complete solution that includes
software, hardware and services.
There are 306M active and deployed AD licenses in the market.
Resources
Talk to your Dell-dedicated team today
at (800) 456-8000, ext. 67889 or [email protected]
AD Modernization
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Yes. Exchange/SharePoint/Active Directory/Windows Server Domain controller
Authentication
Infrastructure is built on Active Directory/Active Directory is the source for
authentication.
[any %] Applications rely on Active Directory data.
We are moving to the cloud/we are considering moving to the cloud/Moving to
Office 365 or another cloud application.
We are implementing Epic or an ERM system
Compliance and security
We’ve failed an audit. IT was heavily impacted as was the business.
Security and compliance projects are pushing us to simplify our infrastructure. We need to know who has access and what they are doing with it.
We need to keep our data in AD clean and secure. We don’t have a disaster recovery plan for AD.
Centralized management
It takes forever to add a new employee or remove someone we fire. We need to streamline adds/moves/changes to AD.
We are trying to operationalize merger & acquisition activity. We have Windows Server 2003 in the environment.
Adjacencies to things you already sell
•
Linked to server purchase/refresh: Windows Server, Active Directory, Exchange,
SharePoint
•
Linked to move to Cloud: Office 365/Azure AD
DSG Opportunities
Restructure, manage, secure, comply, extend, recover your Active Directory
infrastructure. All windows-centric organizations run AD and likely need to
modernize
1. Do any of the servers you run have Windows?
2. Which Windows workloads run on this server? Authentication
1. How important is Active Directory to your business? 2. What percentage of your applications rely on AD? 3. Are you implementing cloud applications?
4. [If healthcare] Are you implementing an ERM system? Compliance and security
1. How does compliance impact your organization? 2. Have you recently had an audit? How did it go? 3. How do you handle AD security?
4. How do you control the AD admin account?
5. How do you know admins are using their rights properly? Centralized management
1. Have you ever had a merger or acquisition?
2. How were those employees integrated into the network? 3. How long does it take to get a new employee up and running? 4. How long does it take to get an employee out?
5. How do you handle routine adds/moves/changes? 6. Do you have a disaster recovery plan for AD?
7. Do you currently have Windows Server 2003 deployed? What is your plan to update?
Conversation starters
Related feedback to listen for
Factoid/Differentiators
Can’t be done natively
No one else can do this.
We are the leader in this market and can own it!
Dell is the only vendor with a complete solution that includes
software, hardware and services.
There are 306M active and deployed AD licenses in the market.
Resources
AD Modernization
<open-end questions to qualify a lead>
Talk to your Dell-dedicated team today
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Services
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Software
Minimize time, cost, and risk
Hardware
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