08.25.09
Comes: Microsoft’s Anti-GNU/Linux Presentation and Explanation of Bribery
Summary: Microsoft’s “Delta Force” presents an attack plan on GNU/Linux adoption
IT IS not so often that we find so many ‘smoking guns’ in one single Comes vs Microsoft exhibit. We shall tackle this one in several parts, starting with the more obvious bits.
This exhibit is 83 slides long (plus notes) from someone who works for Microsoft. It’s actually called “Delta Force” — the force which fights against GNU/Linux adoption, apparently. The presentation is marked “HIGHLY CONFIDENTIAL” and it is easy to see why. The presenter, Steve Winfield, even mentioned the SCO lawsuit against IBM. “Another deluded fool that sold his integrity to Billistopheles and for what,” remarks one of our readers. Regarding the name “Delta Force”, suggests this reader, “insert a picture from the A Team with Bill Gates and Steve Ballmer face imposed.” Another reader sent in such a picture, but it’s not suitable for publication.
According to Winfield, customers choose GNU/Linux because “Apps are easier to pirate.”
Here is the full presentation (Exhibit PX09346) [PDF], which is available as text at the bottom. Let’s address some interesting portions of it.
Who is responsible?
Steve Winfield
National Technology Strategist
Partner Technology Team (a.k.a. Delta Force)
US Partner Group, Microsoft
This presentation is dated 2005 at the top, or maybe 2003 for the content itself. Either way, it is fairly recent by Comes standards.
The presentation is filled with the TCO lies, which Microsoft paid Gartner [1, 2, 3] and IDC [1, 2] to generate. We have other Comes exhibits that show this very clearly. These were funded by Microsoft and Microsoft even intervened to affect the outcome.
In future posts we shall address other classic FUD like security figures that combine numbers from systems that are not comparable. Microsoft hides many of its security patches, but that is another long story.
Today we would like to focus on Microsoft’s unethical behaviour, which this presentation reflects on.
Some weeks ago we presented testimonies from academic departments that got hijacked by what some call “Microsoft minions”.
For Microsoft, based on the presentation, this is a well-understood strategy. See the part where it says:
Ask the partner to give you heads up on customer situations – bribe them!
Does Microsoft admit bribing as a strategy? That would be a felony, a crime.
Around page/slide 62, the presenter talks about how they are fighting GNU/Linux at CIO level. Slide 53 says “Escalate to CompHot”. Remember CompHot [1, 2, 3, 4]? That’s the anti-GNU/Linux programme/fund.
“Contact CompHot,” it says. Further down this slide says:
Find and Lean on your insider friend, ‘the fox’. Having a trusted MSfriend in the account is critical. Some people (unix Bigots) can think of lots of reasons to not have a MS solution. MS folks may not be the strongest voice but they are true believers (Protect them, make them look good).
“Find and Lean on your insider friend,” eh?
Sounds like this ‘myth’ of “Microsoft minions” is not so far fetched after all. Paranoia it ain’t when they’re really out to get you.
Moreover, as Jason put it: “Again, it is Microsoft that applies the religious analogies to tar the FLOSS community with the “cult”/”zealot”/”fundamentalist” brush.”
Separately, he wrote: “This is a good presentation to read — even though most of it is structured as “Am not! Are too!”– because a lot of these slides show up in other internal MS presentations. There also a few good references about the “backchannel” competition Microsoft like so much: bribe someone, lean on an insider.
“And, finally, it’s topped off with the “bigots” / “true believers” mentality. Another example of Microsoft being the one to view things in religious terms (but it is the vocal members of the FLOSS community that are painted with the “zealotry” brush.”
“Sounds like this ‘myth’ of “Microsoft minions” is not so far fetched after all.”Microsoft’s staff loves accusing its competition of being “a cult” when it is them — Microsoft and its ecosystem — who act like a cult against anything that is not Microsoft. Hypocrisy to the extreme.
Further on it says: “Leverage existing MS technology clout”. Think of Exchange/SharePoint for example. Microsoft uses these as ‘Trojan horses’ to work its way up the stack and establish total lock-in. Now we have this on paper to be shown as evidence that it is no side-effect but a deliberate strategic act.
Throughout this exhibit, Microsoft also refers to an internal network, “http://linux“, as already seen before. It contains “TCO studies and tools” for Microsoft employees to fight against what it calls "Linux infestation". It’s related to CompHot.
Similarly, based on this presentation, Microsoft has an “Office compete team”, which is accessible internally through “http://officemarketing/staroffice“.
Page 57 contains a style that’s similar to Microsoft TE training material (“Evangelism is War”). It is important to understand how Microsoft views itself.
Regarding EDGI, which is not referred to by name in this presentation, Jason wrote: “This is how the EDGI program plays out in actual practice. Under honest and fair evaluation, an organization decides to go with Linux, and Microsoft comes in the the funds to distort the market, because they know they will make it up in the long run.”
Without further ado, here is the full presentation, which we intend to revisit, but then taking another angle. █
Appendix: Comes vs. Microsoft – exhibit PX09346, as text
MGB 2003 7/7/2005 10:52 AM The Best Damn Linux Presentation Ever!! Do you want the truth ??? Can you handle the truth ??? Steve Winfield National Technology Strategist Partner Technology Team (a.k.a. Delta Force) US Partner Group, Microsoft Plaintiff's Exhibit 9346 Comes V. Microsoft 1 MS-CC-RN 000001089898 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Why Customers Choose Linux They were already a Unix shop It was recommended to them By another vendor By someone on team fresh out of college Can't afford to upgrade their hardware It's Cheapter (not necessarily) They run a very narrow list of applications It's more secure Apps are easier to pirate It's not Microsoft 2 MS-CC-RN 000001089899 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM "I love Linux" Uhhh, what exactly do you mean by "Linux"? 3 MS-CC-RN 000001089900 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Major Players Red Hat Suse Lindows Minor Players 2-Disk Xwindow Linux Alphalinux ALT Linux Arch Linux Ark Linux Armed Linux ASPLinux Astaro Security Linux Basic Linux BearOps Linux Beehive Linux Blue Linux BluePoint Linux Bootable Business Card BRD ByzantineOS CAEN Linux CClinux ChainSaw Linux ClarkConnect CLE(Chinese Linux Extensions) cLieNux CollegeLinux Compledge Sentinel Conectiva Linux Coollinux Core Linux Corel Linux Coyote Linux CRUX EmbLin Damn Small Linux Debian GNU/Linux deepGNU/Linux DemoLinux Dettu[Xx] Linux Devil-Linux DLX Linux DragonLinux easyLinux Elfstone Linux ELinOS ELKS Elx Linux EnGarde Secure Linux 4 MS-CC-RN 000001089901 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Minor Players ... 198 total ESWare Etlinux Eurielec Linux Finnix FireCast Software Suite for Kiosks Firegate Server ??4L floppyfw FrazierWall Linux Freeso Gamelinux GCL-Grey Cat Linux Gelecek Linux Gentoo Linux Gibraltar giotto GNU Brutalware Linux GNU Dualix GNU/Linux UTUTO hal91 Floppy Linux Haydar Linux HispaFuentes Honung Linux HRID HVLinux Icepack Linux Immunix OS Independence IPCop Firewall Ivrix JAILBAIT JB Linux Jurix Linux K12LTSP Kaladix Linux Keeper Linux KNOPPIX Kondara MNU/Linux KRUD (Kevin's Red Hat über distribution) KSI Linux L13Plus Lanthan Linux Laser5 Leka Rescue Floppy LindowsOS LinEx Linpus Linux Linux Antarctica Linux by LibraNet Linux Pro LinuxInstall.org LinuxOne LinuxROM (aka PizzaBox distro) LinuxWare LOAF (Linux on a floppy) LoopLinux Lunatix GNU/Linux LuteLinux Lycoris Madeinlinux Mandrake Linux Maragda Mastadon Linux MaxOS MCC Miracle Linux MNIS/RTLinux and MNIS/SXLinux Monkey Linux Morphix muLinux Netule Modules NFSRoot-Linux NoMad Linux Nuclinux O-Net Peanut Linux PeeWee Linux Phat Linux PKLinux Plamo Linux PLD Linux Rabid Squirrel Linux Red Flag Linux Red Hat Linux Relax Linux RockLinux Root Linux RouterLinux RT Linux SCO/Caldera Open Linux ScrudgeWare Security-Enhanced Linux Shark Linux Slackware Linux Small Linux SME Server smoothwell Server Optimized Linux SoL-diag Sorcerer Linux SOT Linux Source Mage GNU/Linux SPB-Linux Spinix spylinux Stampede Linux Storm Linux SuSE Linux TelemetryBox The LNX System TINY Linux tomsrtbt Tomukas TopologiLinux Trinux Trustix Secure Linux Trustix/Merdeka Linux ttylinux TurboLinux University Linux Ute-Linux Vector Linux Vine Linux Virtual-Linux White Glove Linux Whole Glove Linux WinLinux2001 Xandros XboxLinux Xdenu Xteam Linux YES Server Yggrasil Linux Yoper YuO-GNU-Linux ZIIF Linux ZipHam ZipSpeak Which Linux? 198 different versions according to www.linux.org, of course, only 66 of these are still maintained!! This is for Intel platform only!!! But what if I only plan to use Red Hat? Only 25 different varieties based on Red Hat!!! 5 MS-CC-RN 000001089902 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM What about mail? ... 70 choices aliasman.pl Bluetail Mail Robustifier Checklowcalpwd CommuniGate Pro Courier Courier-IMAP cucipop Cyrus IMAP server cyrus-imapd-sql cyrus-sasl-mysql patch DixieMail dkimap eSquire Exim Exmlm ezmlm-idx getpg / UW-IMAP GNU Anubis GNU pop3d with NIS InfinyMail Inflex IntraStore Server 98 JAMS JergoBlatz! Mail-Gear maildir-bulletin Mailman MailOne MasqMail Minimalist Minordomo MXM Netscape Messaging Server nullmailer ODBCmap OMTA pam_cucipop perdition popa3d poplistener Postfix pwcheck_mysql pwcheck_pgsql qmail-ldap qmail_regex qmfilt Qpopper qpopper-mysql RMTP SAUCE Sendmail Sendmail PostgreSQL map patch sendmail-tls smunge Solid POP3 Squirrel Mail teapop tmlm Transparent compression for Qmail UW Imap Server UW-IMAP/Linuxconf VDM vmail-sql virtual domains support for GNU pop3d vmailmgr VoidPOP3 vpopmail Webinterface for UNIX Listproc XMail ZMailer Mail server? Choose between 70!!! 6 MS-CC-RN 000001089903 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM And Office? ... 48 choices Abacuse AbiWord BlackBook Bynari TradeMail Chinese Lyx Patch Conflux Lite CyberScheduler envi.cn R. Heuberger Form Maker GCTB GMCAL Gstalker IndeoCRM jpilot KFlowChart Lexi Word Processor LinuDent logger LyX MagicPoint MagicPoint Gallery ManStyle Maxwell Muller English-Russian Dictionary Kit OmniChex OpenOffice.org Passepartout PSSlides QtGantt QuickList Share360 by Cybozu Siag Office Slidemaker SohoVoice SoL-desktop sqlDESKTOP StarOffice Storagement Ted Uniplex UBS VetTux XC Connect XC Vault XESS xmemo XNotesPlus XRolyPoly Want Office? Only 48 different options. [geez these guys dont know what they are doing] 7 MS-CC-RN 000001089904 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM So which Linux solution? 665,280 different possible combinations just lookin at three of the most basic parts of IT!!! And we have not even looked at the following: 131 different Firewalls 55 different DNS servers 15 different Collaboration offerings 14,092,426,656,000 ... That is 14 trillion options!!! Not my data ... searches on www.linux.org on 9/7/03 E-mail client? 196 versions. Firewalls? 131 versions. DNS? 55 versions. Collaboration? 15 versions. 8 MS-CC-RN 000001089905 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM "Linux is free." Yep, just like a puppy. 9 MS-CC-RN 000001089906 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Red Hat Red Hat Linux Enterprise AS $1499 Standard Edition $2499 Premium Edition Red Hat Linux ES $349 Basic $799 Standard Red Hat Linux Enterprise WS $179 Basic Edition $299 Standard Edition 10 MS-CC-RN 000001089907 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM SuSE Linux Enterprise Server SuSE Enterprise Server = $749 1 year of on-line/e-mail support = included 1 year of phone support = $2250 About 5 years of patch support Desktop = $79.95 90 days install support About 2 years of patch support Office = $129 Allows use of Office 97/2000 11 MS-CC-RN 000001089908 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM SCO SCO pricing $199 per desktop $699 per server ($1399 after Oct 15th) ($1B lawsuit against IBM) 12 MS-CC-RN 000001089909 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM How IBM Makes Money IBM makes mony 'indirectly' Hardware, services, "middleware" The total cost is much higher There are no incentives for IBM to: Guide customers to cost-effective hardware Make Linux simpler to deploy, use & manage Include middleware with Linux distributions 13 MS-CC-RN 000001089910 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM IBM Supports WebSphere On Linux Microsoft (r) Windows Server 2003 Enterprise (6) $15,996 Windows Server 2003 Standard (2) $1,998 SQL Server 2000 Standard $19,996 Host Integration Server $9,996 Visual Studio 2003 EA $21,950 Total Software $69,976 IBM (r) Linux $0 WebSphere App. Server v5.0 $48,000 DB2 v8.1 $18,000 CICS Transaction Gateway $29,252 WebSphere App. Developer $34,990 Total Software $130,242 Basic Softeware Configurations Six 2-CPU servers; 2 application servers, 2 database servers, 2 host gateway servers 14 MS-CC-RN 000001089911 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Gartner Comparison Desktop HW SW HW&SW End User TotalTCO 95/Office 481 871 1423 3242 6050 XP/Office 481 871 1423 2706 5285 XP/SO 481 797 1348 2896 5402 Linux/SO 445 785 1311 2986 5477 15 MS-CC-RN 000001089912 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Perception - It's Free Red Hat made $91 million last year ($291 million in the bank) Gartner estimates that IBM can trace to Linux about $1.2 billion in revenue in 2002 (hardware, software and services) 17 MS-CC-RN 000001089912 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM "Well, it may not be free, but it's cheaper ..." Not really. 18 MS-CC-RN 000001089914 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM What Factors Contribute to TCO? Initial software cost is 5% of long-term TCO Independent analysis firms confirm that staffing and downtime are the biggest cost factors Staff Costs Downtime Training Software Hardware IDC 2002 Based upon independent research from Gartner, Meta and now IDC, most analysists agree that upfront costs are only a tiny portion of the long term cost of ownership. Staff costs plus the costs of downtime are the two biggest sources of expense involved in owning and operating an IT infrastructure. IDC's TCO study confirmed these cost factors, discovering that based on over 100 customer intervies, staff costs associated with installing, upgrading and troubleshooting server operating systems tended to be the largest component. Compare that to software acquisition costs of Windows, which were only 5% of most server operating solutions. Unfront "free" does not mean low-cost in the long term. 18 MS-CC-RN 000001089915 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Cost: The Facts IDC Analyze the Future "The cost advantages of Windows are significant: 11 to 22% over a 5 year period" * * Source: IDC Whitepaper, October 2002, "Windows 2000 versus Linux in Enterprise Computing" 19 MS-CC-RN 000001089916 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Result of this model is lower TCO 5 Year TCO Advantage File Serving Print Serving Network Services Security Services Simple Web = Windows Lower TCO = Linux Lower TCO Simple web does not include web-based applications or development Low total costs for simple web overall amplify hardware & software cost differences Microsoft expects to take the lead for Simple Web with Windows Server 2003 Microsoft costs less when considering all factors of the software development lifecycle The results of the efforts Microsoft puts into solving customer pain, the aproach to development, integration and test and the focus on broad ecosystems is lower TCO and higer business value for you. When asked why customers are interested in Linux, the most popular response is "low cost". In fact, many customes report that their intuition says that Linux will be 2-3 times cheaper than Windows. Why? It seems intuitive that an operating system that is free would also cost less over the long term to maintain and operate. Microsoft has long felt, however, that there are many factors (such as 'people costs') that would be lower for Windows, and that over time Windows would actually cost less than LInux. In order to test this belief, and show that our investments in engineering would deliver a lower long-term cost profile, Microsoft commissioned an in-depth studey with International Data Corporation sto study the 5 year total cost of ownership of Windows versus Linux in 5 common workloads. What the study found was that initial software acquisition costs are a very small percentage of the 5 year TCO, and that the #1 factor is 'People costs'. And, the study found that Windows has a lower TCO than Linux in all but the Web serving workload. In fact, the savings in some of the workloads - sepecially security servers and print serving - were surprising high. {Note: The web workload does not include application-centric web deployments; people costs were still lower for Windows in the web workload; the low cost profile overall for the web workload amplified the software acquisition costs differences and the fact that most customers run Linux web servers on less expensive hardware than Windows web servers (a situaiont we expect to change with IIS 6.0, which will operate more efficiently than IIS 5.0). It is also important to not that we're not stating that TCO is the only factor that companies should use when making operating system platform decisions. Instead, we are asserting that this data shows the investments we make in rigorous engineering and investing in ecosystem development have yielded returns for customers. In other words, lower TCO doesn't happen by accident. And we encourage customers to question their assumptions about whether low up-front costs in additional work loads (that we didn't study) will translate automatically to lower costs over time. We strongly expect that Windows TCO advantage grows along with the complexity of the workload. Look at the http://Linux site, where the IDC study is posted, to find additional 3rd party TCO data that corroborates the data found in the IDC study. Notes: - In the case of the web workload, it is important to not that this category covered only basic web serving (static content and basic dynamic content) and that Windows had a lower 'people cost' but hardware costs were higher on Windows than on Linux due to the way that most deployed in clusters and also tended to run more workloads per server, which generally translated to larger, more expensive machines. (Note that because of the advances of IIS in Version 6.0, that shipws in Windows.NET Server 2003, Microsoft expects that we will come out ahead on the simple web workload in the future.) - Microsoft also had leadership positions on a 3 year basis. In fact, the gap on simple web serving was more favorable to Windows. - The remainder of the details are in the study itself, which can be found on the http://linux portal 20 MS-CC-RN 000001089917 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM "Dude, Linux is just better." Nope. 21 MS-CC-RN 000001089918 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Fundamentals Performanc and Scalability Leadership Throughput (Mbps) Windows Server 2003 Enterprise Edition RC2 Red Hat Linux Advanced Server 2.1 Red Hat Linux 8.0 Professional Source: Veritest File Performance Benchmark Study 22 MS-CC-RN 000001089919 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Linux Reality - Scalability Windows Server 2003 Lower TCO Better performance Integrated innovation Futures in file sharing Key: Windows Server 2003 Enterprise Edition RC2 Red Hat Linux Advanced Server 2.1 - Apache Red Hat Linux Advanced Server 2.1 - TUX Red Hat Linux 8.0 Professional Requests Per Second DL760-1P DL760-2P Veritest Web Performance Benchmark Study Throughput (Mbps) Veritest File Performance Benchmark Study This slide shows the actual peak dynamic CGI and ISAPI test results and the percentage increase in performance when using Windows Server 2003 vs. Red Hat Linux Apache and TUX. Windows shows a 300% performance gain over Red Hat Linux Apache. It also showed significant performance margins over Red Hat TUX on all tested configurations. Windows Server 2003 processed 33,991 requests per second on the 8P system compared to Red Hat's TUX 13007 and Red Hat Apache 8496 requests per second. Requests per second are a basic measure of the client/server interaction and give you a rough idea of how many hits per day a server can handle. Keep in mind, though, that WebBench's requests per second score is generally higher than the typical load sevices by mose Web servers because WebBench uses stress tests to bombard the server with requests as fast as clients can issue them. Reactive TP if asked about red Hat drop off on 8P machines Veritest noticed a drop off in performance on the 8 processor configuration on TUX. They requested server tuning infor from Red Hat but were unable to get the needed resolution from RH tech support to complete the testing in time for this report. Veritest concluded that even if Red Hat could hve remedied the situation Windows server 2003 would come out ahead by a significant margin. This slide uses data from page 3 of the Veritest report. 23 MS-CC-RN 000001089920 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Web Server Linux Competitive Data (WebBench Static) WebBench Stat.c Static: Small static set (60MB) 6.5 KB average response size All requests non-KA Used WCAT client to drive load for 8P WebBench client used for UP/4P IIS vs. Tux Up: 10% over TUX 4P: 18% over TUX 8P: 12% over TUX IS twice as fast as Apache/Linux Hardware 8P 700 MHz Xeon PIII 4xGB nte XF NICS 4GB RAM Software Windows Server 2003 RC2 Linux Red Hat 7.2 + Linux 2.4.9-31 Intel GB driver 4.1.7 TUX 2.2.0-1 Apache 2.0.35 WebBench Static Throughput WS2003 Apache/Linux Tux 24 MS-CC-RN 000001089921 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM "But at least it is more secure..." Whatever. 25 MS-CC-RN 000001089922 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Fundamentals: Security Security is an industry challenge Total Security Advisories Jan-Nov 04, 2002 Source: Company web sites Windows compares very favorably to Linux and Unix alternatives CERT Advisories by OS - Jan - Oct 2002 Solaris Red Hat (OS) Microsoft (OS) Source: CERT Current Scanning Activity Systems Linux/Unix systems Microsoft systems Scanning and probing activity related to unknown vulnerabilities. This reflects attempted exploitation of vulnerabilities in Internet hosts. Key Slide Take-Aways: Microsoft consideres security to be an industry challenge. We recognize how critical this issue is for customers and partners and are committed to our leadership position in the industry on this issue. Security is top-of-mind accross everything element of our business and development model. We beleive that people who examine the industry data on security will conclude that Windows compares very favorably to Linux and Unix. Discussion Points: It is important to not that Microsoft considers security to be an industry challenge, and that we believe that Windows is not alone as a target for hackers. This is contrary to the belief held by many customers that Linux is inherently more secure than Windows and/or not targeted for attacks. In fact, if customers examine the data, we believe that they will see that Windows compares very favorably to both Linux and Unix from a vulnerability perspective. For example, Microsoft issued less security bulletins and cert vulnerabilities than Linux in 2002. The fact is, the challenge faced by Linux on security is equal to Microsoft's, and it remains to be seen how well a decentralized community of volunteers can meet that challenge. /* transcriber note - see recent article on the companies developing linux kernel */ 26 MS-CC-RN 000001089923 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Security: The Facts CERT Advisories by OS - 2002 Solaris Redhat Microsoft Linux Vulnerabilities Growing 21% Faster Than Microsoft Key: Linux Microsoft Source: ISS X-Force On Tuesday a Cnet story posted announcing that RedHat's Advanced Server had been ceretified by the DoD's Common Operating Environment (COE) process (http://news.com.com/2100-1001-984202.html; http://www.infoworld.com/article/03/02/12/HNrhat_1.html). Wednesday a piece ran in Tech Daily announcing that IBM would begin a process to obtain Common Criteria certification for the Linx operating system. What followed were several trade press articles announcing that Oracle is going to back RedHat in a quest to secure Common Criteria certification (see links below). We've developed the following reactive talking points and will get them to the field in case this coverage is picked up globally. /* transcriber note - astroturfing and moles */ Oracle/RedHat/IBM Coverage Cnet: http://news.com.com/2100-1001-984383.html?tag=fd_top Daily Tech News: http://www.dailytechnews.com/dtn.php?n=8 eWeek: http://www.eweek.com/article2/0,3,959,886729,00.asp ComputerWorld: http://www.computerworld.com/softwaretopics/os/linux/story/0,10801,78484,00.tml Talking Points CC v. COE 27 MS-CC-RN 000001089924 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM UK Security Site Report (mi2g) In May this year, 19,208 successful breaches were recorded agains Linux based systems, compared to 3,801 against MS Windows based systems, http://www.theinquirer.net/?article=9845 28 MS-CC-RN 000001089925 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM "GNU Project Server Hacked by Intruder." "...[T]he Foundation is warning that some files may still be compromoised. "Given the nature of the compromise and the length of time the machine was compromised, we have spent the last few weeks verifying the integrity of the GNU source code stored on gnuftp. Most of this work is done, and the remaining work is primarily for files that were uploaded since early 2003, as our backups from that period could also theoreticaly be compromised," he explained. http://www.atnewyork.com/news/article.php/2248811 29 MS-CC-RN 000001089926 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Linux Becoming a Target During August, 67 per cent of all successful and verifiable digital attacks against on-line servers targeted Linux, followed by Microsoft Windows at 23.2 per cent. A total of 12,892 Linux on-line servers running e-business and information sites were successfully breached in that month, followed by 4,626 Windows servers according to the report. http://www.globetechnology.com/servlet/story/RTGAM.20030911.gtlinuxsep11/BNStory/Technology. 30 MS-CC-RN 000001089927 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM "But what's with all the patches?" Patches? We don't need no stinkin' patches! 31 MS-CC-RN 000001089928 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Which is Buggier - Windows or Linux Red Hat Linux 7.2, released early 2001 Windows XP, release November 2001 XP Pro = 27 fixes Red Hat = 158 fixes (Counting patches listed on Microsoft and Red hat web sites from XP release through February 2003.) http://www.newsfactor.com/perl/story/21583.html 32 MS-CC-RN 000001089929 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Do Linux Patches Get Delivered Faster? Reality: Even major distributions take months to turn patches around Open Source model opens door to attackers when patchers are delivered from only some vendors Jan-Oct 15 2002, Redhat release 9 security advisories one or more months after other vendors Meanwhile, systems remain vulnerable while administrators wait for the Redhat patches Red Hat security advisories CVS-2002-0002 (stunnel, 1 month late) CVS-2002-0003 (groff, 1 month late) CVE-2002-0004 (at, 2 months late) CAN-2002-0012 (snmp, 1 month late) CAN-2002-0013 (ethereal, 1 month late) CVE-2002-0043 (sudo, 2 months late) CVE-2002-0044 (enscript, 2 months late) CVE-2002-0045 (openldap, 3 months late) CVE-2002-0047 (kernel, 1 month late) CVE-2002-0059 (zlib, 2 months late) CVE-2002-0083 (openssh, 2 months late) CVE-2002-0167 (imlib, 1 month late) CAN-2002-0184 (sudo, 1 month late) CAN-2002-0871 (xinetd, 2 months late) (Source: CVE advisories at http://www.cve.mitre.org RedHat web site) http://www.cve.mitre.org http://www.redhat.com/apps/support/errata Most linux dista appear to ship their fixes relatively close together, RH commonly issues patches later. 33 MS-CC-RN 000001089930 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Microsoft Issues Patches, But Users Don't Apply Them Attack date Patch issued Advance notice Impact of attack Average: 305 days Source: MacAfee, MessageLabs, Microsoft, Symantec and Sophos Forrester study, "Can Microsoft be Secure?", March 2003 34 MS-CC-RN 000001089931 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Microsoft's Position It's not the products. It's the solutions. 35 MS-CC-RN 000001089932 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Microsoft's Premise The Microsoft Windows platform is more comprehensive, integrated, interoperable, and easy to use Microsoft's approach delivers better products, greater choice and a healthier ecosystem The combinations of these results in greater business value and lower TCO 36 MS-CC-RN 000001089933 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Focuse on Platform Management Collaboration Identity Mgmt Commerce Productivity Mobility SMS 2002, MOM Exchange, SPS MMS, ISA, AD BizTalk, CS2000 Office XP Mobile Info Svr Tivoli Lotus Domino ??? WebSphere Commerce StarOffice ??? Data Management Programming Frameworks Web & Application Services Web Server File Services Network Access Services Directory/Security Services Kernel Customer Need SQL Server .NET Framework ASP.NET Internet Information Server MSMQ Transaction Server Windows Server Distributed File Servie VPN RAS PKI Smart Card Active Directory Kerberos Windows Kernel Microsoft Platform Visual Studio .NET DB2 J2EE WebSphere MQ Series Apache Samba ??? IBM SecureWay RedHat Linux IBM "Platform" WebSphere Studio Integrated, Comprehensive, Easy to Use, Visionary 37 MS-CC-RN 000001089934 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM MS Smart Connected Organization Integrated Innovation ... Providing Solutions 38 MS-CC-RN 000001089935 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Desktop: Better Value Measurement (Linux+StarOffice) Result Deployment Success 2/3 IT Pros Could Not Complete Installation /* transcriber note - MSCEs are truly that incompetent */ Deployment Time Avg. 57% More Time to Deploy than Windows Document Compatibility 35.3% of Office Docs Opened in StarOffice Had Errors /* transcriber note - now whos fault is that? */ Top 11 Office Tasks StarOffice Tasks Took 2.7 Times Longer eTesting Labs, AIR Myth: Linux costs 2X-3X less than Windows Reality: Windows costs ~30% less per year 39 MS-CC-RN 000001089936 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Import: Copy/Paste Web Page Microsoft Word StarOffice 6.0 40 MS-CC-RN 000001089937 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM File Formats: IRS 1040 Form Microsoft Word StarOffice 6.0 41 MS-CC-RN 000001089938 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM "StarOffice is so bad that nobody wants it, even for free. A mere 100,000 unites have been ordered , which won't put much of a dent in the 78 million copies of Office XP that Microsoft has shipped." ...Forbes Magazine, November 1, 2002 "McNealy has to pick his fights with Microsoft. Give this one up. It's a distraction." ...BusinessWeek, November 25, 2002 42 MS-CC-RN 000001089926 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Our Strengths Price is what you pay, value is what you get - you get way more from Microsoft Better Security Better Integration Better Interoperability Far Greater wealth of Applications, Drivers, etc. Much better development tools Better Support/Quicker Fixes Safer Bet Well defined road map & constant investment Single point of accountability 43 MS-CC-RN 000001089940 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM "Dang. So what should we do?" Ahhh, Grasshopper, you are learning much. 44 MS-CC-RN 000001089941 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Empower peope and businesses to realize their full potential CSI Advantage: Microsoft products deliver superior advantage and value to our customers and partners through: Phase 1 Phase 2 Stronger Security Lower Overall Cost Integrated Innnovation Reliability and uptime Interoperability Easy to deploy & manage Simple & familiar to use Wide range of apps & partners 45 MS-CC-RN 000001089942 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Understanding the Open Source Movement Attack of the Clones Many Microsoft products (Office97, Win98, Outlook) have been copied well Business Model Most open source vendors revenue comes from services revenue; building custom apps, support Ximian, JBoss, Zope.com, MySQL, et. al. Community Open source has created a competing ecosystem of developers and ISVs Disparate pieces & parts don't serve Enterprises needs Focus customer on vendor accountability 46 MS-CC-RN 000001089943 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Ximian on Red Hat 47 MS-CC-RN 000001089944 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM SuSE KDE 48 MS-CC-RN 000001089945 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Oracle's Mad Hatter 50 MS-CC-RN 000001089947 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Upgrade the NT4 installed base Over 60% of MS installed base supporting commodity workloads 49% of NT4 installed base running work loads that could potentially be switched to Linux with miniml customer pain /* transcriber note - by their own admission */ Windows Server 2003 Changes the Dynamics Dramatic performance, manageability, reliability, storage capacity enhancements make it ideal consolidation platform - "Do More With Less" Buit-in integration points between server and client, (AD and Group Policy) give admins unique abilities Broad suite of interoperability services to respond to customers' diverse needs Upgrading the NT4 installed base is a a key to positioning Microsoft for future growth. The goal in FY04 is to migrate 40% of this installed base, representing an upgrade opportunity of more than $1 billion USD. In a recent U.S. Server Tracker survey over 60% of Microsoft's installed base is supporting commodity workloads. /* transcriber note - and thus could leave at the drop of a hat */ 49% of our installed base is on NT4 running workloads that could potentially be switched over to Linux with minimal customer pain. Addressing the challenge in Server Consolidation in the Enterprise: We havea unique opportunity to demonstrate customer value centered on server consolidation in the enterprise. When contrasted to Linux, Windows Server 2003(WS03) delivers platform value by supporting key IT scenarious right out of the box as a comprehensive, integrated, and easy-to-use platform. Server Consolidation/Migration Scenarios: Dramatic performance, manageability, reliability and storage capacity enhancements in WS03 make it an ideal consolidation platform, particularly for customers running legacy NT4 or Novell systems. /* transcriber note - targetting novell by name here */ Management of the Server-Client Environment Scenarios: The built-in integration points between the Windows server and client, such as Active Directory and Gorup Policy, give WS03 adminsitrators the unique ability to centrally manage settings and protect data at both the server and client levels. Identity Management Scenarios: Active Directory, made dramatically easier to deploy, use and manage in WS03, is uniquely capable of providing a single point of control for managing user identities and access to resources across multiple systems and platforms - Linux has no equivalent offering. Secure Mobile Access Scenarios: WS03 delivers securie wireless and VPN access out-of-the-box, while palcing together a comparable soluton on Linux is a complex and costly undertaking. Information Worker Productivtity Scenarios: WS03 delivers innovative new solutions for today's information worker, enabiling productivity and collaboration benefits that extend far beyond the simple file sharing capabilities of the Linux-based offerings. Small Business End-to-End Solution Scenario: For small businesses, Windows Small Business Server is the perfect entry point into the Microsoft server line-up, delivering the richness of Microsoft's server technologies together in a simple, integrated solution for an exceptional value. Cross-Platform Interoperability Scenarios: Recognizing that heterogeneous environments are a fact of life in today's IT environment, Microsoft offers a broad suit of interoperability services with WS03 to respond to the diverse needs of customers. 51 MS-CC-RN 000001089948 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Move Customers off of NT4! "Integrated Innovation" Base: Total Companies (N=459) Aware Use Clustering UNIX Client Supp. DFS Replication EFS DFS Redirected My Documents SAN Support Mac Client Support Shadow Copy Restore BUT. Which one of the following statements best describes your awareness, familiarity and usage of the following File Server features or tools? 52 MS-CC-RN 000001089949 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Maintain the Desktop Advantage Desktop's market position: more to lose Linux and other desktop alternatives look more appealing - only when compated to Windows 9x than when compared to Windows XP Win by communicating value proposition Integrated Innovation: productive, easy powerful Innovation: Tablet, MediaCenter Stronger Security: riorous engineering Proven compatibility, interoperability, reliable partner Lower Cost: TCO, deployment, manageability Windows Desktop The Desktop's market position presents a different situation from that of Server. Concentrate on positive, customer-oriented benefits of Windows XP against previous versions of Windows and competitive alternatives. Linux and other desktop alternatives look more appealing when compared to Windows 9x than when compared to Windows XP. Customer interest is in Linux at both ends of the desktop computing sprectrum: at the low end, primarily in embedded devices like retail POS devices; and at the high end, primarily in workstations migrating from Unix for engineering or digital content creation. Linux on the desktop is perceived very favorably by IT Pros. Win by communicating the positive busines value of Windows XP, such as familiarity, ease of use, and application compatibility. Win by helping our customers deploy upgrades to their existing systems as well as new systems. 53 MS-CC-RN 000001089950 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Fight the Myths Linux and Open Source Software Myth Lower Cost More Secure More Reliable Faster Best for Unix migration Good Enough Reality Numerous 3rd party TCO studies show Windows a better value over typical lifecycle Vulnerability stats, Common Criteria certification demonstrate Windows more secure Numerous customers demonstrate 99.99% reliability; IDC says Windows just as reliable, even with more complex workloads Veritest demonstrates Windows Server 2003 delivers significantly better File server throughput over Red Hat Advanced Server Microsoft Services For Unix (SFU) wins Best Systems Integration product award at LinuxWorld A.I. Research Study shows desktop tasks take 1/2 time to complete on Windows vs Linux. Exploit Business Value Team Success -posted 25 Linux vs. Windows TCO studies on its Sharepoint site for internal reference Team Objectives Develop Value Methodologies Provided customers with Business Cases Capture Value Benchmarks Create new tools based on benchmarked data Influence Analysts on Microsoft business value Case Studies & White Papers Tools used by the BV Team Gartner TCO Analyst 5.02 Total Value of Opportunity (TVO) MS Linux Mainframe (TCO) When to Engage Cutomers desires Business Value evidence and the scenarios match the Business Value team's core programs How to Engage Contact Scott Davis (Volt) 54 MS-CC-RN 000001089951 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM What to Do? Provile the Accounts, so we can make sure their infrastructure is on our platform. Ask the customer situations - bribe them! Know what to pitch Terminal Server SBS Standard Web Server Office Lite Etc. Feed to Corporate through Comphot 55 MS-CC-RN 000001089952 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Resources One stop shopping: http://linux Available tools on the site Linux Competitive Airlift Competitive selling guide New customers ready BDM & TDM white papers and presentations TCO studies and tools Updated battle cards Don't forget the Office compete team http://officemarketing/staroffice 56 MS-CC-RN 000001089953 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Microsoft vs. Linux Just Win, Baby. 57 MS-CC-RN 000001089954 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM That's it. I am done. 58 MS-CC-RN 000001089955 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Appendix Slides I thought I was going to use but didn't. 59 MS-CC-RN 000001089956 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM customer Cox Communications Alex Kucera, Account Manager Lloyd Burke, Services Executive Southeast Region 60 MS-CC-RN 000001089957 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Customer Landscape Linux Threat Cox Enterprises $10 billion Fortune 350 company Business Driver: Increase Cash Flow Linux hype sparked CEO interest Cox Enterprises ranks in the fortune 350, Cox Communications (CCI, a subsidiary of Cox Enterprises) is the third largest cable operator in the United States. CCI has been challenged by the investor market place (Wall Street) to increase Free Cash Flow, a leading indivator in the the cable business of busines well being. In a capital intensive industry like cable tv, Investors use free cash flow as a primary measure of health. Facing the pressure of deliverying an additional 350 Million dolars in Free Cash Flow (FCF) CCI is looking at every way possible to free up cash. The CEO of CCI ask the CIO to learn more about Linux, The CIO asked the VP of IT Ops to check this out. VP Ops. asked Dell: verify Linux on Intel ROI Dell, Redhat. Intel produced Linux Assessment; findings: save $7m over 5 years 61 MS-CC-RN 000001089958 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Timeline Confirmed Linux evaluation was under way Asked for "equal time", met w CIO / VP Ops Created preliminary business case Started In-Depth Rapid Economic Justification (REJ) & Proof of Concept Preliminary Findings Linux Microsoft Savings $7.3M over 3 years $13.9M over 5 years Opportunity for Microsoft - Capture $2.4 million in server revenue High services revenue CRM/ERP, Cox Net conversion to Win/SQL EAI The MS account Team Confirmed Linux evaluation was under way The MS account team, (a paranoid group) Asked for "equal time" and met w CIO / VP Ops.; We had to ensure that we would have a fair hearing and our #'s would be compared honestly against any Linux eval and the perception that Linux was just a different pew in the Unix church. By getting executives to acknowledge that MS would be considered, the playing field was leveled. CCI conducted an internal review and cost analysis that determined there were 7.3 million in savings. By bringing REJ expertise MCS was able to refine the nubers for various alternatives that allowed a more accurate comparison. We worked with the cheif architect to review the CCI analyses that had been prepared to date. WOW Numbers all over the place. An incomplete picture that made apples to apples very difficult. Most of your companies may not know all of the applications, tools and solutions as well as what boxes they might be on. After serveral versions and drafts and reviews, The VP Ops came to the conclusion that more info was needed. The preliminary business case was designed only to wet the appetite and ensure a full blown REJ and POC could be started. We needed to increase our understanding of the environment, what could move to Wintel/SQL from Sun/Oracle. Started In-Depth REJ, & POC This oppty gives MS the oppty to STOP Linux, Move Sun out of the account and Replace ORACLE. The POC will allow us to prove all the 'abilities' necessary to become the enterprise standard at CCI. Oppty for MS-bloc Linux, capture $2.4m in server rev., hich svc's rev, CRM/ERP/Cox.Net conversion to Win/SQL/EAI. 62 MS-CC-RN 000001089959 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Best Practices / Do's and Don'ts Assume Linux is in your account Find and lean on your insider friend, 'the Fox' Gain executive sponsor on Microsoft value proposition Escalate to CompHot; update Siebel Search for assessment funding: customer, partnet and Microsoft Pull in MCS / partner resources early Leverage existing Microsoft technology clout Assume Linux is in your account Someone is doing some research Find and Lean on your insider friend, 'the fox' Having a trusted MSfriend in the account is crritical. Some people (unix Bigots) can think of lots of reasons not to have a MS solution. MS folks may not be the strongest voice but they are true believers (Protect them, make them look good) Gain exec. Sponsor on MS value prop Ensure a fair hearing. Results are very easy to manipulate be careful not to over promise You only need enough towin not to set unachievable expectations. Contact CompHot; Update Siebel Document the risk & oppty. Search for Assessment funding: customer, partner and MS. Customers are wary to pay for the oppt to spend more money with you. Pull in MCS / partner resources Early notice lets everyone rally around the oppty. Del and Intel were instrumental in the success achieved to date (But remember they win regardless of how Sun loses) Leverage existing MS technology could MS is installed throughout most accounts and may be playing the low cost role the Linux envisions itself in. Maximize "enterprise capability" Maturity and support of the MS Platform. Discus Linux considerations at senior level, nothing lower than IT Dir.; evaluate priority of Linux consideration Executive level discussion: confirm if Standardization, Optimization, Consolidation, and cost reduction are key business drivers 63 MS-CC-RN 000001089960 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM What did we learn? We must work to get customers to fully understand our value proposition "Microsoft is too expensive for the value we gain" CFO, Government sector We must develop much better relationships with our customers than our competitors "I have key suppliers that I ask advice from and Microsoft isn't one of them" CIO Global bank We must present a better roadmap for the future for our customers "I understand where Sun, Oracle and IBM are going with technology, but not Microsoft" Chief Architect Global Bank 64 MS-CC-RN 000001089961 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Broad Interoperability NetWare Services for Netware Macintosh Novell NDS, Exchange, UNIX NIS, IPlanet, Novell Groupwise, Lotus Notes Services for Macintosh TCP/IP IPX Kerberos Active Directory DHCP WIndows PKI Meta-directory Services Built on Interoperability and Standards LDAP HTTP App servies: OLD DB, ADO, ODBC, XML, SOAP BizTalk IBM Amdahl, Hitachi Host Integration Server DNS WBEM XML Services for UNIX SQL Server Oracle, Informix, IBM DB2 XML/SOAP web services Sun Solaris, HP/UX, Linux, Tru64, IBM AIX Key Slide Take-Aways: Windows 2000 provides an unmatched level of interoperability at both the platform and application services level We start with industry standards built into the core of Windows 2000 - TCP/IP, DNS, http, Kerberos and others We have numerous solutions to provide interop at four levels: Network: e.g. Novell netowrks talking to Windows networks Data: e.g. sharing files and application data between diverse systems Management e.g. consolidating directories from multiple platforms Application e.g. getting access to applications and services that are running on other platforms Discussion Points: Microsoft has products for Windows 2000 to allow virtually any other operating system client, including Macintosh, UNIX and Linux to use Windows 2000 Servers. Products are also available to allow Windows clients to access other server platforms, including UNIX, IBM mainframe and Novell NetWare. Microsoft goes beyond the plaftom interoperability capability to also allow Windows applications and environments to work seamlessly with data and applications hosted on other platforms Active Directory interoperates with other system directory services and can host directory services for third party enterprise applications running on other platforms. Data sharing technologies such as XML, ODBC and OLE DB are built into Windows 2000 and SQL 2000 to allow access to distributed corporate data and applications. Even UNIX scripts and applications can run on Windows 2000 through Services for UNIX and Internix products. In summary, no other enterprise platform can match the diversity of interoperability that is available with the Windows 2000 product family. 65 MS-CC-RN 000001089962 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Thriving Global Ecosystem Enables Greater Choice, Flexibility and Value 750,000 Microsoft partners More than 450,000 MCSE professionals More than 1.5M MCP certification holders 6M+ developers 2200 user groups 400 community web sites Largest ISV community worldwide 66 MS-CC-RN 000001089963 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Key Slide Take-Aways: Microsoft believes in and is highly committed to building a vibrant global ecosystem of application providers, service providers, systems integrators, training providers, and hardware developers to compliement the work it does to develop strong, useful technology products. This thriving Microsoft ecosystem of partners and enthusiasts enables customers to realise lower costs via competitive prices, and greater choice and versatility as they seek out technology suppoer, services and solutions across the globe in their local communities. Microsoft's business model also ensures that there is considerable opportunity for people around the world to be successful in choosing to build a local business or software economy around the Windows platform. We did a study and found that, on average, for every dollar that goes to Microsoft, nine dollars go to the local economy. Discussion Points: Microsoft has a more vibrant global ecosystem than Linux/NCS alternatives. Worldwide, there are: 75,000 Microsoft Partners More than 45,000 MCSE professionals More than 1.5M MCP certification holders 6M+ developers 2200 user groups 400 community web sites Largest ISV community worldwide ...al making up a global, yet local, community of technology service and solution providers to support Microsot customers around the globe. In contrast, the Linux/NCS ecosystem has no single 'center of gravity' or central body investing in and assuming broad responsibility for its overall health and growth. Today, there are 10XD more applications for Windows Server and 100X more trained & certified service providers. In considering this, customers will want to be aware that there are elements of the winning services engagements on Linux, and that puts IBM's services organization (the IBM Global Servics (IGS) organization that accounts for >50% of IBM's revenus) in direct competition with any service provider who wants to deliver solutions on Linux. Customers who look to IBM or support and services risk being locked into and end-to-end IBM solution that is typically based on their proprietary servies model, offering little competitive advantage and an "ecosystem of one" Being locked into IBM eliminates any advantage of choice that Linux/NCS is supposed to provide. 66 MS-CC-RN 000001089963 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Desktop: Greatest Choice Largest number of applications > >4000 apps tested by Microsoft with Windows XP Many, many more available Largest number of devices 12,999+ device driers on the XP CD 41,000 devices submitted to WHQL Broader availability of services > >450,000 MCSE professionals world-wide More training options Wide range of Microsoft certified training courses Many Microsoft certified training providers 67 MS-CC-RN 000001089964 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Progress on the Fundamentals Reliability IDC TCO Studty say Windows and Linux both 99.99+% Windows servers more heavily burdened Scalability Windows greater scale-out, scale-up, 60% faster than Samba Manageability IDC TCO Study says Linux requires higher staffing costs Security Fewer vulnerabilities; faster response 68 MS-CC-RN 000001089965 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Acheiving World-Class Uptime Single Server Availability Windows 2000 delivers up to 99.99% availability Cinergy achieving 99.99% availability MSNBC delivered 99.98% during the Winter Olympics Multi-Server Availability Madrid Stock Exchange achieving 99.99% MS.COM has top rated availability (Keynote benchmark) Continuous availability for City of San Diego 911 services Fault Tolerant Offerings Stratus FTServer offers guaranteed 100% availability Hewlett-Packared Compaq offers 99.99% uptime guarantee Unisys offers 99.99% and higher availability Windows 2000 made substantial improvements over Windows NT 4.0 Elimination of 80% of reboots per server per year in Windows 2000 Windows Server 2003 is expected to have 50% less down-time Let's start with Reliability. Unfortunately, there is a perception that Windows is less reliable than Linux. We believe that this perception is usually based on customer experiences with Windows NT4 (often early versions prior to SP4). What is important to note is that there have been significant improvements in reliability with Windows 2000 including a great reduction in the number of reboots and mean time to crash that is now measured in years. With Windows 2000 customers achieve single service availability of 99.99% and multi-server availability of 99.999% when they have sound testing (checking driver & app compatibility & hardware problems) and integration processes in place, use standard hardware and maintain strong operations/mgmt pracies. In addition, our partners offer solutions built on Windows 2000 with guarantees of up to 100% availability, much better than guarantees offered for NT4. Windows .NET Server 2003 will improve reliability even further, primarily with the new and resilient Web (IIS6) application model. Slide information background: Cingergy - Largest non-nuclear electric supplier and one of the leading diversified energy companies in the United States /* transcriber note - east coast blackout */ MSNBC hosting the official NBCOlympics.com site during the 2002 Winter Olympics was able to maintain high service availability while serving 113 Millino page view and enduring multiple Net attacks. Madrid Stock Exchange achieved 99.999% availability and zero downtime in the first seven months running on Windows 2000 Data center and Advanced Server and SQL 2000. Microsoft.com - results from Keynote measurements commissioned by Microsoft show that MS.com has the highest availability YTD 10/2002 when compared to it's top 5 rival sites (AOL, YAHOO, ORACLE.COM, SUN.COM and MSN.COM). Rivals selection defined by Microsoft. City of San Diego 911 services - San Diego Fire & Life Safety Services achieved continuous service availability running on Windows 2000 Advanced Server The OEM guarantees consider only unplanned reboots in the downtime. Stratus and Compaq/HP offer their guarantees with W2K but not with Linux. Compaq/HP used to offer 99.9% with NT (520 minutes vs 52 minutes of downtime for W2K). Compaq/HP and Stratus need to do an availability review before accepting a customer. This includes softare, mgmt, physical connections, network, hardware ... 69 MS-CC-RN 000001089966 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Gnome 70 MS-CC-RN 000001089967 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Red Hat Gnome 71 MS-CC-RN 000001089968 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Red Hat Gnome 72 MS-CC-RN 000001089969 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Red Hat Gnome 73 MS-CC-RN 000001089970 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM OpenOffice on Red Hat 74 MS-CC-RN 000001089971 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Normaler Text Fett kursiv untertrichen groß sehr groß bild im text tabelle im rahmen OpenOffice 75 MS-CC-RN 000001089972 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM OpenOffice 76 MS-CC-RN 000001089973 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM OpenOffice 77 MS-CC-RN 000001089974 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM SquirrelMail 78 MS-CC-RN 000001089975 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Ximian on Red Hat 79 MS-CC-RN 000001089976 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Ximian 80 MS-CC-RN 000001089977 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Ximian 81 MS-CC-RN 000001089978 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM Ximian 82 MS-CC-RN 000001089979 HIGHLY CONFIDENTIAL
MGB 2003 7/7/2005 10:52 AM YaST 83 MS-CC-RN 000001089980 HIGHLY CONFIDENTIAL
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