In Part 2 we’re going to review what the partner opportunity is with Azure.First we’ll explain the Azure business model and pricing.Next we’ll look into the upside areas of business that are most promising right now.Finally we’ll acquaint you with ways to partner with DPE on Azure.
Now we’re going to take at the upside business opportunity—the low hanging fruit.What’s driving cloud computing—why is it a phenomenon?The simple answer is, cloud computing is an idea whose time has come. The right technologies such as virtualization are in place to make it work, and its powerful business story is amplified even further by the current economic climate.The first driver is the widespread need to cut costs and lower capital expenditures such as up-front hardware purchases. While budgets are being cut, cloud computing lets you do more with less spending.The next set of drivers have to do with continuing to provide IT business value despite those budget cuts and leveraging past investments to provide future value.Next is an emphasis on making IT resources more accessible internally and externally while maintaining security. Many data centers are a limitation.Lastly, companies are searching for the right combination of technologies that will give them more agility and more efficiency. Cloud computing is one of those.
Analysts are predicting wide adoption of cloud computing as this IDC forecast shows.
What are the upside business opportunities? ISVs & SaaS Applications. For independent software vendors, cloud computing makes lots of sense as products transition into Software-as-a-Service offerings where quick scale is needed. Multi-tenancy makes cloud computing particularly cost effective. Mid-Market Enterprise. Analysts have identified mid-market enterprise as most likely to use cloud computing early on. Often this may be a single department taking the initiative. Enterprise application migration. Many enterprises will first put cloud computing to use by migrating existing applications in order to reduce operating costs or avoid the need to make further data center investment. Start-ups & Experimental Initiatives. The cloud is ideal for experimenting with projects that may succeed rapidly or may need to be shut down rapidly (“scale fast or fail fast”). This applies not only to start-ups but also to experimental initiatives within established companies. Fast Lane. Some companies will see the cloud as a “fast lane” to get around the lead time, obstacles, and project competition they face internally. Seasonal Businesses. Companies whose computing needs vary based on season are ideal candidates for the cloud. For example, a tax preparation service needs a lot of capacity in the Sprint but not so much other times of year. Cloud Seen As A Competitive Edge. Azure is a playground for innovation, both technically and financially. Companies who seek a competitive edge will find the cloud a rich environment for innovation.
Here are places where the cloud is compelling.(read characteristics and examples)
Why Now? Is this a good time to get involved? Right now is the perfect time to get involved with Microsoft cloud computing We are far enough along that cloud computing is sufficiently established to pursue business We have a competitive platform from Microsoft now released for production use that has a strong business story and a strong technology story There are numerous opportunities to drive new business We’re in a green field situation where there is no established market leader This is an opportunity for partners to get in on the ground floor and establish themselves as market leaders
There Are Two Models To Go To Market With Microsoft In the Embedded Windows Azure Platform model, you create applications that include Azure. The customer pays you, and you pay Microsoft.An example of this model is an ISV partner who operates a Software as a Service application hosted in Windows Azure. Customers are charged for their use of the application; the partner pays the Windows Azure costs. In the Built for Windows Azure Platform model, your applications are built for the Azure platform. The customer buys the application from you and buys Azure from Microsoft.An example of this model is a partner who sells a financial services application designed to run under Windows Azure. A customer who purchases the solution must set up their own Windows Azure account to deploy the solution to, and they pay Microsoft for hosting, storage, and other services used.Embedded Windows Azure PlatformApplications that include the WindowsAzure PlatformCustomer buys applications and Azure from PartnerPartner buys Azure from Microsoft
Built for Windows Azure Platform“With Partner” modelApplications built for Azure Services Customer buys Azure from Microsoft Customer buys applications from partner
Let’s Watch a Case Study Video. Navigate to http://www.microsoft.com/windowsazure/evidence/. Video to play is on the page above the list of case studies.
Business Need:One of the company’s solutions is PolicyPortal, developed to help organizations manage and protect PCs inside and outside Active Directory domains. However, the solution was designed to be hosted, so it took a long time to set up with hosting service providers. This led to higher infrastructure costs and delays in closing agreements with customersSolution:PolicyPortal uses Azure services to automatically enforce Group Policy settings on machines that are temporarily or permanently disconnected from Active DirectoryQuote:“We were able to move the application quickly because our original version of PolicyPortal was written purely in managed code using ASP.NET. As a result, about 80 percent of the code could be migrated without any changes being required in order to work in the Azure environment.” — Danny Kim, CTO, FullArmor
Business Need:The City of Chicago needed to build an interactive map for an annual event “Taste of Chicago”, one of the largest events the city hosts every year with 3 million visitors and estimates site traffic of 50k hits per day. The customer had less than 2 weeks time to complete the project and had no on-premise infrastructure to host the solution.Solution:icrosoft Silverlight 2.0 front end providing provide deep zoom capability and map overlay of vendor information, live alerts for event notification via text messaging, hosted on Windows Azure. Quote:Our development team gave overwhelming feedback that the learning curve was extremely shallow allowing us to develop and deploy the solution in Azure in 2 weeks.— Eric Brown, WestMonroe Partners
ISVsIncreaseProductivityQuickly and easily build, deploy, scale, and manage applications and web services using Windows Azure, SQL Azure, and AppFabric.Avoid Up-front CostsAvoid large capital expenditures in infrastructure when delivering Software-as-a-Service offerings to customers. IncreaseAgilityBe more agile by quickly scaling up and down as business needs dictate.Open up New Revenue StreamsAugment existing on-premises applications to generate recurring revenue.Sis, VARs, Custom Software DevelopersSimplify ManagementLeverage the efficiency of Windows Azure Platform to connect and manage infrastructure required for your projects.Eliminate cost and complexity for customers and focus on their core business.Web 2.0 Scale and InteroperabilityQuickly and easily create, deploy, manage, and distribute web applications and services.Build new applications quickly with no burden on customers’ IT.Create Repeatable SolutionsBuild solutions for customers who use the Windows Azure Platform to simplify the infrastructure requirements for their projects.Test or staging HostersSimplify ManagementLeverage the efficiency of Windows Azure Platform to connect and manage infrastructure required for your projects.Eliminate cost and complexity for customers and focus on their core business.Web 2.0 Scale and InteroperabilityQuickly and easily create, deploy, manage, and distribute web applications and services.Build new applications quickly with no burden on customers’ IT.Create Repeatable SolutionsBuild solutions for customers who use the Windows Azure Platform to simplify the infrastructure requirements for their projects.Test or staging environments can be set up quickly, with lower cost.Virtualize existing custom applications easily.Resellers (VAR/LAR)Easily Package Cloud OfferingsEasily package cloud-based offerings to sell to customers.Leverage ISV EcosystemLeverage the broad ecosystem of ISVs to build partnerships and applications aligned to customer needs.Reach a Broader Set of CustomersReach a broader set of customers through new marketing tactics enabled when buying and provisioning the Windows Azure platform.Market Value and EfficiencyMarket the value and efficiency your customers can receive by purchasing Windows Azure platform applications.
Here are 2 packaged appISV partner success stories: Azure allowed OSISoft to provide an online service that can deliver anywhere access to real time plant data. Azure allowed Cactus to offer “a la carte” consumption plus the ability to scale up or down dynamically.Windows Azure impact on businessRealize new, recurring revenue streams and access to new market segments and geographies.Leverage existing application, development efforts, and skill-sets to take advantage and monetize existing IP.Migrate applications to Windows Azure with familiar tools and painless deployment. Reduce or eliminate infrastructure costs to focus its resources on the core application
Here are 2 SaaS web platform provider partner success stories: Azure allowed E-Cubed to innovate new ideas for customers Azure allowed sitemasher to focus on softwareWindows Azure impact on businessLow cost of entry and pay-as-you-go pricing make it easy to deploy new projects.Eliminates complexity and speeds time to market.Reduces or eliminates infrastructure costs to allow software provider to focus its resources on the core application.Scalability, reliability, and load balanced, replicated data centers provide performance on demand
Here are 2 custom development partner success stories: Azure allowed Infocorp to virtualize and consolidate existing apps Azure allowed a developer in Bangladesh to leverage existing skills and move into SaaSWindows Azure impact on businessElimination of complexity of infrastructure makes it easy to deploy new projects quickly.Familiar technologies Windows Azure + Windows Azure allow for painless migration and virtualization of existing applications.Scalability, reliability, and load balanced, replicated data centers provide performance on demand Custom software developers can take on more projects with higher business value (win the business), offering a competitive advantage.
In Part 3 we’ll cover how to sell Windows Azure: Selling Cloud Computing BDM Conversation TDM Conversation Pitches
To sell cloud computing, we can start with some observations about current business trends.While the economy has faced gloom and doom, business has been transforming in deeper ways, creating shifts in technology.The economic trends are: Shrinking budgets, reduction of operating and capital expenditures. Increased competition A need to do more with lessIn response, we see these business trends: Customers are focusing resource on more core value-add activities Customers are looking for agility to stay competitive as well as find ways to compete in new areas Customers are leveraging existing strategic IP and technology to expand customer reachAnd these technology trends: Technology is shifting from information technology to business technology Technology is becoming invisible, erasing infrastructure complexity and making innovation democratic Globalization and “a la carte” consumption of IT provides opportunities for expansion.
Let’s talk about the benefits Windows Azure can bring to a business.Get Your Costs under ControlWindows Azure lets you get your costs under control: The cloud generally has a lower TCO than other options and can mean reduced costs. The Azure business model gives you a predictable view of costs and a means to control those costs. Azure lets you convert capital expenditures to operational expenditures. There are no up-front hardware/infrastructure costs. Idle IT capacity is eliminated because you can scale up when you need more and scale down when you need less. It dollars are spent very efficiently because you only pay for what you use and only use what you need.With Windows Azure you have a fiscally sound way to take control over your IT costs which will lead to a healthier balance sheet .AgilityWindows Azure increases the agility of your IT department and gives you a faster time to market. Bypass the procurement process and other organization hurdles. Fast deployment in minutes through an easy to use management portal. No competition with other IT projects for priority. Instance scale up or down at a moment’s notice. Agile IT enables agile business.Less HeadacheWindows Azure lets you outsourcemany of your IT headaches. Scalability without complexity. Outsource scalability, high availability, reliability, failover, and SLA. There’s no need to anticipate future capacity needs. A management portal with one-click promotion between environments Automated service management handles deployment, upgrading, and patchingYou’ll see reduced complexity with Windows Azure.Focus on Your BusinessWindows Azure allows you to focus on your business rather than infrastructure. IT starts to become invisible: embedded in the business, and democratized broadly across the organization Realize a competitive edge through the innovation the Windows Azure platform makes possible Less risk: high end data center with capacity on tap and the protection of server and data redundancy Freedom to experiment without up front costs and ability to walk away without residual financial/contractual obligations
In a non-cloud environment, you have the staircase pattern where you’re buying equipment, time passes, then you’re buying more equipment--in response to predicted changes in load or actual changes in load. At any given time, you can be in an over-supply or under-supply of capacity situation, neither of which is desirable.
Here are some real world TCO figures. Persistent Systems saw a 16% decrease in TCO in their public sector governance suite due to dynamic scaling and automated service management.Alinean Inc. saw a 49% decrease in TCO of their F100 B2B solutions due to automated service lifecycle management.These case studies are accessible at http://www.microsoft.com/windowsazure/tco/
The Service Level Agreements (SLAs) for Windows Azure are shown here and give you 3 9’s of availability. Windows Azure Compute Connectivity of 99.95% or better. Windows Azure instance monitoring and restart of 99.9% or better. SQL Azure database availability of 99.9% or better. Windows Azure storage availability of 99.9% or better. AppFabric Service Bus and Access Control Service availability of 99.9% or better.The SLAs are listed on Azure.doc and are downloadable.
(read advantages from slide)
(read advantages from slide)
Let’s look at 3 ways you can pitch Windows Azure depending on how much time you have. A good elevator pitch is to make the comparison to electric service. A good dinner pitch is to focus on do more with less and develop that theme in several dimensions. A good golf pitch is to emphasize IT agility and develop that theme in many dimensions.
In the elevator pitch, you only have 30 seconds or so to make your point so it’s best to drive home a single point that’s easily remembered.Just like electricity You only pay for what you use. You only use what you need. Capacity on tap. All you need is there for you.Easy, cheap, and always there.
In the dinner pitch, you’re discussing Azure over a meal and have the opportunity to “Do More with Less”The Cloud is I.T. Done Right Get Your Costs Under Control. Lower TCO. Efficient use of your IT dollar. Faster Time to Market. Realize greater agility. Outsource IT. Eliminate or reduce IT Headaches. Competitive Edge. Use Azure as a platform for innovation.IT for the 21ste century
In the golf outing pitch you can bring out many benefits of Azure which can be tied together with the overarching theme of agility.“An Agile Business Requires Agile IT” Transform IT at your organization or department Get costs under control - dramatic cost efficiency Remove IT headaches & bypass internal obstacles Dynamically scale - no need to anticipate load Faster time to market Competitive edge Reduce riskThe cloud is 21st century IT
(read objections and responses from slide)
(read objections and responses from slide)
In addition to outright objections, you may find prospects want to know what the story is about a particular area. Migration. It’s generally straightforward. You may have to substitute enterprise artifacts for cloud artifacts, for example replacing a file server with blob storage. New applications. You continue using your familiar skills and tools, whether that’s Visual Studio and C# for a .NET developer or Eclipse and Java for a Java developer. Anywhere applications. It doesn’t take much extra effort to write applications that can run in the cloud or in the enterprise. An approach to this is to define common interface s(such as store/retrieve file) with dual service implementations, one for cloud and one for enterprise. Security. Azure provides lots of security. This is expanded upon on the next slide. Reliability. Azure has a great reliability story, using redundancy to provide both high availability of applications and redundant protection of data. Management. Azure has unparalleled management, which includes automated service management (patching, updates, failover), an easy to use portal with one-click promotion, and management APIs. Integration. Windows Azure application can integrate with the enterprise at the communication, security, data, or network level.
Here are the kinds of security you get with Windows Azure Physical security Logical security Continuity Compliance & Certification(read details from slide)
The cloud is more secure than many people think, and Microsoft’s security support is extremely comprehensive(read myths and realities from slide)As the Aberdeen Group says, the security environment in the cloud may well be an improvement over what’s in the enterprise.
Support options for Windows Azure include online self-help and assisted support options.Online self help is available to Portal and dashboard self-help (all users) MSDN Microsoft Partner NetworkAssisted Support is available to Pre-sales, Sales, and Customer Service support is available to all users, no charge Live Site support is no charge 24/7 Developer support is available at a charge MPN program benefits Premier support now includes the Windows Azure platform
Azure is included in the standard Premier support package. Customers can expect the same standard of support end to end, on premise and off premise.Account manager is the single point of contact for IT evolution planning, coordination of proactive training and MSFT product optimization, as well as management and escalation of incidents.As a Premier customer, you are entitled to faster response times, and priority escalation paths, including Rapid On Site Support (ROSS) and access to Sr. Microsoft management in the case of business critical events.Account manager works with customer IT team to continually identify areas for improvement in both staffing knowledge and the Data Center. Microsoft Azure SMEs are available to deliver training and work with staff to optimize and improve the production environment.More details on support are available at MICROSOFT.COM/PREMIER or in the support section on the AZURE product site.
Here are some things to look forward to on the Azure roadmap At November PDC 2009, the Windows Azure Platform has its launch feature set complete with Windows Azure, SQL Azure, and AppFabric In January 2010 commercial launch begins but no one will be charged for the month of January as the billing mechanisms are tested In February 2010 billing starts In the first half of 2010 we’ll be getting SQL Data Sync and System Center integration. Azure will be up and running in 21 countries. In the second half of 2010 we’ll be seeing more ISV and enterprise scenarios supported and Azure will be available in 41 countries.
In Part 4 we’re going to cover…Partner ReadinessPartner ResourcesSales & Marketing ReadinessTechnical ReadinessPartner RecognitionMaking MoneyWhy Now?
Partner resources you should know about include those shown here.Azure.comAt Azure.com you will a tremendous amount of sales, marketing, and technical resources. Microsoft Partner NetworkThe Microsoft Partner Network also offers sales, marketing, & technical resources for Azure.MPN also has role-based learning paths for Sales & Marketing, Technical Sales, Architect, Developer, Implementer roles.The Customer Opportunity Insights Tool is a simple-to-use database that identifies product upgrade and cross-sell opportunities in your existing accountsOffer Incentives Web SiteGo to microsoftincentives.com to find out what the current incentives are.East Region Home PageHere you can find out what’s going specifically in the east region.
Azure.com (or microsoft.com/windowsazure)has many, many resources for you.For Sales and Marketing, azure.com gives you (read list of available resources from slide)
In addition to what’s on Azure.com, Partner Marketing Resources you’ll want to take advantage areMicrosoft Partner Events (MPE) www.MicrososftPartnerEvents.com MicrosoftPartnerEvents.com is a full-service Web site that offers Microsoft Partners the ease and convenience of scheduling, preparing and promoting events for their customers. An up to date and easy to use content libraryWeb-based event management and registrationPre and post-event planning and marketing resourcesReady to Go Site (RTG) with Marketing Serviceshttp://partner.microsoft.com/us/ReadyToGoCustomizable marketing templates to help you: Identify sales opportunitiesGenerate demandGrow your baseList Rental ServicesFree Marketing Consultant Services
Developers will also find many essential resources at Azure.com(read list of available resources from slide)
Training resources you should take advantage of include these: Partner Quickstart area at azure.com Channel 9 videos Microsoft learning plans site Windows Azure Training Kit Windows Azure videos on azure.com Partner Academy Live webcasts
Programs to get involved in:Front RunnerCreated for U.S.-based Independent Software Vendors (ISVs), Front Runner is a program that helps get your applications compatible with the latest Microsoft technologies. Front Runner offers direct access to technical experts from Microsoft who know the technology inside and out. From online training resources course to troubleshooting via e-mail and phone, you’ll have the support to help your application succeed.Green LightCreated for non U.S.-based Independent Software Vendors (ISVs), Green Light for the Windows Azure Platform provides you with a comprehensive set of training, development, marketing, and support resources to quickly build, deploy, and promote your Azure application to customers.BizSparkBizSpark is perfect for venture-funded and Web 2.0 start-ups. It will enable software startups to run a cloud business for up to 3 years.Microsoft PinpointMicrosoft Pinpoint is a dynamic technology marketplace that helps you successfully connect with customers who need the software and professional services you offer. Showcase and sell your innovations, attract and engage customers, and get customer insights and lead notifications.
There are a number of promotions partners and customers can take advantage of. The Introductory Free offer, which can be used once per customer or partner, provides a certain amount of Windows Azure, SQL Azure, and AppFabric usage for free.The Development Accelerator offer is a discounted 6-month subscription. After the 6 months, the project graduates to normal rates or must be canceled. The MSDN Premium offer provides a certain amount of no-cost Windows Azure, SQL Azure, and AppFabric usage to MSDN Premium subscribers, limit of 1 per subscription.
Starting on February 1st, 2010, partners will be able to access the following promotional offers in connection with their use of the Windows Azure platform.Windows Azure Platform Development AcceleratorPartners have consistently asked us to create an offer which allows them to have a predicable cost associated with their use of the Windows Azure platform. The Windows Azure Platform Development Accelerator is designed with just this need in mind. In exchange for making a six-month commitment to a set level of capacity, partners will pay a fixed price for that capacity at up to a 45% discount over what it would cost to do so if purchased using the consumption based rate card. Usage which exceeds the capacity purchased through this promotional offer will be charged at the appropriate rates listed on the per use/consumption based rate card.Windows Azure Platform Partner DiscountAll partners who are registered in the Microsoft Partner Network will receive a 5% discount when they purchase the Windows Azure platform for use with their applications or services.
Microsoft Provides Several Forms of Investment Funding You May Be Able to Benefit From Local investment funding may be available for some of your opportunities Training and enablement funding ramp you up to build internal competency
To get started with Azure, you want to… Learn about it. Azure.com has many resources, including some great videos, case studies, and a partner quickstart area. Channel 9 has many videos as well. Download the Azure SDKs and tools also from azure.com. Start building things with Azure. That can be new applications or migrations of existing applications. Get trained – there is sales and marketing training as well as technical training available via the MS partner network and the Windows Azure Training Kit at Azure.com. Get involved with community – network with others and establish yourself as a leader.
Sales and Marketing people should visit the quickstart partner area of Azure.com – http://www.windowsazure.com/partnerquickstartReview the partner resource guide, which contains: Programs Readiness Resources Pricing & Offers
If you’re a developer or architect new to Windows Azure, the place to get started is the Getting Started section of Azure.com. There you’ll find a set of steps under the headings Discover, Develop, and Deploy that will guide you into knowledge articles, downloading the appropriate tools, developing an Azure application locally, and finally deploying to the cloud.
Once developers and architects have gone through the introductory Level 101 materials, they should complete each of the “Introduction…” labs in the Windows Azure Platform Training Kit.
Once developers and architects have gone through the Level 101 and 102 materials, they should complete each of the remaining labs in the Windows Azure Platform Training Kit. They should also complete the Windows Identity Foundation training kit.
Supporting the community will help you find expert resources and the networking can be invaluable. Community work can take many forms.Local User Groups. Your local chapter of the INETA organization may be doing something with Windows Azure. Join the national Azure User Group (AzureUserGroup.com) and find out if there is a local meeting in your area.Use social media—blogs, twitter, FaceBook.Participate in the Azure forms on MSDN.Search CodePlex for Azure solutions.To get started with Azure, you want to… Learn about it. Azure.com has many resources, including some great videos, case studies, and a partner quickstart area. Channel 9 has many videos as well. Download the Azure SDKs and tools also from azure.com. Start building things with Azure. That can be new applications or migrations of existing applications. Get trained – there is sales and marketing training as well as technical training available via the MS partner network and the Windows Azure Training Kit at Azure.com. Get involved with community – network with others and establish yourself as a leader.Community Resources: Local user groups http://ineta.org http://AzureUserGroup.com Blogs · Twitter · Facebook http://www.microsoft.com/windowsazure/community/ http://azurefeeds.com Azure Forums on MSDNhttp://social.msdn.microsoft.com/Forums/en-US/category/azure/ Online codeCodePlex solutions (search “azure”) - http:/www.codeplex.com Code Gallery solutions (search “azure”) - http:/code.msdn.com
In closing, we’d like to encourage you to “Catch the Azure Wave”.Catch the Azure Wave! Azure is exciting Great technology story Great business story Empowering to work with Economy and I.T. trends putting cloud computing on a fast track Many partner opportunities Perfect timing to seize the market
Part 2: The Partner Opportunity
What’s Driving Cloud Computing? Top of Mind Market Conditions 1 Cutting Cost and Lowering CapEx Infrastructure uses up valuable IT resources 40% CIOs plan to cut IT budgets 2 Driving value for the business with tight IT budgets Leveraging and extending past IT investments to provide future value 72% CIOs have cut or plan to cut discretionary IT projects* “Live with what we have” 3 4 Maintaining security while increasing access and transparency internally and externally Many data centers are a limitation 59% of surveyed CIOs view security and datacenter efficiency as “must do” projects 5 Finding the right transformative capabilities across the enterprise: cloud computing, data-center strategies, SaaS, mobility, IT automation ? 6 Top Projects: SaaS, VoIP, Green IT, Web 2.0 and outsourcing Source: CIO Magazine, October 21, 2008, “Cloud Computing Survey: IT Leaders See Big Promise, Have Big Security Questions”
Global Cloud IT spend (US$ B) Source: IDC eXchange, "IT Cloud Services User Survey, pt.1: Crossing the Chasm,” Sept. 29, 2008, and "IT Cloud Services Forecast – 2008, 2012: A Key Driver of New Growth,” Oct 8, 2008. 3
Upside Business Opportunity ISVs & SaaS Applications Mid-Market Enterprise Enterprise Application Migration Start-ups & Experimental Initiatives Cloud Seen as a Fast Lane to Get to Market Faster Seasonal Businesses Under Pressure to Dramatically Reduce I.T. Costs Cloud Seen as a Competitive Edge
Why Now? This is the perfect time to get involved with Microsoft cloud computing Cloud computing is sufficiently established to pursue business from early adopter customers Microsoft has a competitive platform with a strong business story and technology story Numerous opportunities to drive new business Green field with no established market leader Opportunity for partners to get in on the ground floor and establish themselves as market leaders
How We Will Work with the Channel:Embedded Windows Azure platform Discount Partner Partner offering Customer Partner offering Applications that include the Windows Azure Platform
Customer buys applications and Windows Azure from Partner
Case Study Video: See The Difference http://www.microsoft.com/windowsazure/evidence/ See The Difference Video
Business Need: One of the company’s solutions is PolicyPortal, developed to help organizations manage and protect PCs inside and outside Active Directory domains. However, the solution was designed to be hosted, so it took a long time to set up with hosting service providers. This led to higher infrastructure costs and delays in closing agreements with customers. Case Study: Solution: PolicyPortal uses Azure services to automatically enforce Group Policy settings on machines that are temporarily or permanently disconnected from Active Directory. Company Profile: FullArmor helps large organizations manage their IT user policy and endpoint security with solutions based on Microsoft® products and technologies. A Boston-based Microsoft Gold Certified Partner, FullArmor targets large organizations such as Boeing, the Federal Bureau of Investigation, Eli Lilly, Wal-Mart, and Bank of America, and it has a customer base of more than 5 million users and 1,500 organizations worldwide. Benefit Drivers: By moving to Azure, FullArmor was able to reduce the costs of customer provisioning and meet their growing infrastructure requirements on an as-needed basis. “We were able to move the application quickly because our original version of PolicyPortal was written purely in managed code using ASP.NET. As a result, about 80 percent of the code could be migrated without any changes being required in order to work in the Azure environment.” — Danny Kim, CTO, FullArmor
Business Need: The City of Chicago needed to build an interactive map for an annual event “Taste of Chicago”, one of the largest events the city hosts every year with 3 million visitors and estimates site traffic of 50k hits per day. The customer had less than 2 weeks time to complete the project and had no on-premise infrastructure to host the solution. Case Study: Solution: Microsoft Silverlight 2.0 front end providing provide deep zoom capability and map overlay of vendor information, live alerts for event notification via text messaging, hosted on Windows Azure. Company Profile: West Monroe Partners is a full service business and technology consulting firm with seven offices in the US and Canada, headquartered in Chicago. Benefit Drivers: Quick to Market Focused resources on developing application vs. infrastructure Streamlined process Reliable and scalable “Our development team gave overwhelming feedback that the learning curve was extremely shallow allowing us to develop and deploy the solution in Azure in 2 weeks. — Eric Brown, WestMonroe Partners
Partner Success Packaged App ISV Manufacturing software vendor expands business “OSIsoft focuses on delivering infrastructure for the enterprise. Leveraging our existing PI System, we can build solutions using Azure that will allow us to provide an online service to deliver anywhere access to real-time plant data and deliver solutions to small business and mid-market. It could radically change our business.” –John Baier Dir. Product Management, OSISoft E-commerce software vendor extends application “E-commerce applications have a heavy setup and deployment footprint–they require special consideration for typical sales bursts. The Azure platform facilitates “a la carte” consumption plus the ability to scale up or down dynamically. Leveraging Windows Azure makes a significant dent in the painful data center problem retailers are experiencing.” –Jean-Yves Martineau Founder and CTO, Cactus Commerce Windows Azure impact on business
Realize new, recurring revenue streams and access to new market segments and geographies.
Leverage existing application, development efforts, and skill-sets to take advantage and monetize existing IP.
Migrate applications to Windows Azure with familiar tools and painless deployment.
Reduce or eliminate infrastructure costs to focus its resources on the core application.
Partner Success SaaS Platform Provider SaaS web platform provider Moves to Azure “When we built Sitemasher, we tried to find a cloud provider that could provide burst scaling, low latency, and global load balancing across datacenters. We’ll move to Windows Azure to avoid these complexities - we would rather focus our resources on our software to keep our “first mover” advantage in the market.” –Phil Calvin Founder and CTO Sitemasher Web agency provides increased functionality “We started out offering traditional websites. Today, customers demand interactive website or web apps that require databases and IT infrastructure. With Windows Azure, we can innovate new ideas for our customers without architecting and managing the infrastructure.” –Kyle Bailey, Founder and CTO E-Cubed Windows Azure impact on business
Low cost of entry and pay-as-you-go pricing make it easy to deploy new projects.
Eliminates complexity and speeds time to market.
Reduces or eliminates infrastructure costs to allow software provider to focus its resources on the core application.
Scalability, reliability, and load balanced, replicated data centers provide performance on demand
Partner Success: Custom Development Custom IT firm helps customers reduce costs “How can we build business in an economy where customers’ IT budgets are shrinking? Our customers are looking for ways to virtualize and consolidate existing apps. Also, smaller departments can’t depend on their downsized IT teams for immediate needs. I truly believe the Azure platform and Windows Azure will help us win that business.” –Herbert Lewy General Manager Infocorp Caribbean Developer becomes more competitive “I‘m a developer, DBA, and most recently a SaaS developer. Suddenly, I am facing a lot of competition as developers look for work. Windows Azure will allow me to leverage my existing skills to move even deeper into the SaaS space and focus more on innovating with data, less with setting up infrastructure.” –TanzimSaquib Software Engineer Bangladesh Windows Azure impact on business
Elimination of complexity of infrastructure makes it easy to deploy new projects quickly.
Familiar technologies Windows Azure + Windows Azure allow for painless migration and virtualization of existing applications.
Scalability, reliability, and load balanced, replicated data centers provide performance on demand
Custom software developers can take on more projects with higher business value (win the business), offering a competitive advantage.
Part 3: Selling Windows Azure
Business trends reshape technologyTechnology is becoming invisible While the economy has faced gloom and doom…. business is transforming in deeper ways… creating shifts in technology. Economic trends Business trends Technology trend
Customers face shrinking budgets, reduction of operating costs and capital expenditures
Customers are focusing resources on core value-add activities vs. non-strategic
Technology is shifting from information technology to business technology
Customers face increased competition as businesses fight for wallet share
Customers are looking for agility to stay competitive as well as find ways to compete in new areas.
Technology becomes invisible, erasing infrastructure complexity and making innovation democratic
Customers are trying to do more with less resources.
Customers are leveraging existing strategic IP and technology to expand customer reach.
Globalization and “a-la-carte” consumption of IT provides opportunities for expansion
“Technology will be invisible and completely embedded in the business ” Forrester: Three Mega Business Trends will Reshape the Tech Sector, November, 2008
Windows Azure Benefits Get Your Costs Under Control Faster Time to Market OutsourceIT Headaches Focus on Business not Infrastructure Get Your Costs Under Control Lower TCO Predictable, controllable cost model Convert CapEx to OpEx Eliminate idle IT capacity Efficient use of IT dollars Increase Agility Bypass procurement process Fast deployment No competing with other projects
Agile IT enables an agile business Less I.T. Headache
Outsource scalability, HA, reliability, SLA
No need to anticipate future capacity One-click promotion
Automated patching and updating
Reduced complexity Focus on Your Business IT becomes invisible and democratized Competitive edge through innovation
Inefficiencies in Enterprise IT Allocated IT-capacities Load Forecast “Under-supply“ of capacities “Waste“ of capacities Fixed cost of IT-capacities IT CAPACITY Barrier for innovations ActualLoad TIME
Efficiencies in the Cloud Load Forecast Allocated IT capacities No “under-supply“ IT CAPACITY Reduction of “over-supply“ Possible reduction of IT-capacities in case of reduced load Reduction of initial investments ActualLoad Time
Real World TCO Analysis Persistent Systems Alinean Inc. Public sector governance suite of applications & services Needs secure, scalable, elastic, & comprehensive platform Leading provider of B2B sales & marketing solutions to F100 Reduce IT complexity & shift resources to core businesses 16% 49% $62K $74K $277K $540K Lower TCO from dynamic scaling & automated service management Lower TCO from automated service lifecycle management http://www.microsoft.com/windowsazure/tco/
Pay as you go & grow; only for what you use & when you use it On demand resources that are ready when ever you need them The Value of Automated Service Management Business Technical
Reduced IT complexity, more time to focus on high value applications
The Software + Services Advantage Mature cloud + enterprise view puts customer’s interests first and offers the most options Cloud is additive to the enterprise, not replacing it Cloud vs. on-premise split is an individual decision for each organization Parallel software offerings available on-premise or in the cloud Best of both worlds: reap cloud benefits, reap enterprise software benefits
The Azure Advantage Breadth of offering spans hosting, storage, database, communication, security, content, sync Competitively priced & a range of purchase options No software installation/configuration to perform Easy management through portal .NET developers leverages existing skills and tools Non-.NET developers can access via REST
Pitches Golf Pitch Agile IT Cost Control Save · Efficient Dinner PitchDo More with Less CapEx to OpEx Balance Sheet Control CostsReduced CostsCost Efficient Elevator PitchLike Electricity Outsource IT Less Headache Like ElectricityEasy, Cheap,Always There Faster to MarketAgile ITStreamlined Faster to Market Streamlined Like Electricity Like Electricity Self Service Empowering Outsource ITNo HeadachesPower on Tap Like Electricity Compete Innovation CompeteInnovateExperiment Reduce Risk Easy In / Out Like Electricity
Only Pay for What You Use Elevator Pitch:Just Like Electricity Only Use What You Need Capacity on Tap vs.
Dinner Pitch:Do More with Less Get Costs Under Control Faster Time to Market Outsource IT Competitive Edge Capability Expense
Get Costs Under Control Golf Pitch:Agile IT enables anAgile Business Convert CapEx to OpEx Faster to Market Self Service Compete Reduce Risk
“Concerns about security are overblown. What we have found is that SaaS providers actually offer better data security and better application reliability than in-house operations, because the data centers are up to date with security management and have built-in redundancy." Beth Enslow, AberdeenSaaS Apps Gaining Ground as Implementation, ROI Concerns Dwindle: CRM Buyer 34
Premier Support for Windows Azure Platform One end to end support package for all Microsoft Products & Services Developer Benefits:
Designated Support Account Managerprovides single point of contact for support & IT planning needs
Problem Resolution Support shorter response times & priority escalation paths should be required
Service Delivery Planning ongoing planning & execution cycle continuously improving IT operations & maturity
Access to specialized Azure PreventionandResolution resourceswho deliver Developer Support, Support Assistance, Information Services, & Workshops
Additional info: http://www.microsoft.com/premier Support Account Management Problem Resolution Support Workshops Premier Support Prevention and Resolution Resources Support Assistance Information Services
Azure Roadmap Service Expansion SQL Data SyncSCOM Integration In 21 countries Service Expansion More ISV &Enterprise scenarios In 41 countries Billing Starts First Billing Cycle Windows Azure Drive Replication across Data Centers Launch Feature Set Windows AzureSQL AzureAppFabric H2 2010 Nov 2009 Feb 2010 H1 2010
Partner Resources Azure.comhttp://azure.com/partnerquickstart Microsoft Partner Networkhttps://partner.microsoft.com Customer Opportunity Insights Toolhttps://partner.microsoft.com/us/40102286?msp_id=coit Offer/incentives web sitehttp://www.microsoftincentives.com East Region Home Pagehttps://partner.microsoft.com/US/salesmarketingsection/usregions/40013537
Sales & Mktg Resources on Azure.com www.microsoft.com/windowsazure
Training Resources Partner Quickstarthttp://www.azure.com/partnerquickstart Channel 9 videoshttp://channel9.msdn.com/azure Microsoft Learning Planshttp://microsoftlearningplans.com Windows Azure Training Kit & Whiteboard Videoshttp://www.azure.com Partner Academy Live webcastshttp://www.mspacademy.com
DriveTime for Partners: Azure Pre-Launch Overview
Learning Plan Toolhttp://MicrosoftLearningPlans.com Provides paths to accomplish skills progression from beginner to advanced on all competencies and key products Provides Microsoft Partners with a customized set of training activities consolidated into packages Packages include partner relevant content and encompass multiple Microsoft training teams and systems Delivers plans to trainees’ inboxes with active links to attend events Identifies activities as core recommendations and additional resources as electives Flexible to partner organizational changes with trainees and plan management
Windows Azure Sales Training free Azure Services Platform Functional Updates ISV Innovation: Windows Azure for Technical & Business Decision Makers free What is Azure? free free Windows Azure Business Model for Partners
Windows Azure Technical Training free Windows Azure for Developers (4 Part) Windows Azure for Technical & Business Decision Makers free How To Guide: Deploying a Windows Azure Application free free How To Guide: Getting Started Developing on Windows Azure How To Guide: Storing Blobs in Windows Azure Storage free How to Guide: Leveraging Queues in Windows Azure free partial listing
Certification MVP Microsoft Solutions Advocate Programs – TAP, CTP, Front Runner, Green Light, BizSpark, Pinpoint Dogfooding Platinum wins Go To Partners Partner Recognition
Promotions MSDN Premium Mobilize committed .NET developer base. Enable them to build, deploy, manage multiple cloud projects within MSDN subscription.
Amount of No-Cost Service: Windows Azure Compute 25 Hrs/mo Storage 0.5 GB/mo Bandwidth 0.5 GB/mo* Storage Transactions 10K/mo SQL Azure 1 Web Edition DB (1GB DB)90 day trial Service Bus and Access Control Service Messages 100K/mo Amount of No-Cost Service: Windows Azure Compute 750 hrs Storage 10 GB Storage Transaction 1M SQL Azure - 3 Web DB (1 GB) Service Bus and Access Control Service Messages 1 Million Data Transfer 7GB In/14GB Out* CORE: $59.95/mo ($55.95 for partners) Amount Included in Base Compute 750 hrs/mo Storage 10 GB/mo Storage Transactions 1M/mo NET - Messages 1M/mo Data Transfers 7GB In / 14GB Out* EXTENDED: $109.95/mo ($104.45 for partners) Amount Included in Base Same as Core except also includes* 1 SQL Azure Business Edition DB (10 GB)
Partner Offers Windows Azure Platform Development AcceleratorIn exchange for making a six-month commitment to a set level of capacity, partners will pay a fixed price for that capacity at up to a 45% discount over what it would cost to do so if purchased using the consumption based rate card. Windows Azure Platform Partner DiscountAll partners registered in the Microsoft Partner Network will receive a 5% discount when they purchase the Windows Azure platform for use with their applications or services.
Investment Funding Local Investment FundingLocal investment funding is allocated annually by the Microsoft subsidiary in order to meet the subsidiary’s specific goals. This funding can be put to use for a number of purposes, including deployment related activities, such as Proof of Concept (POC) projects; and demand and lead generation activities, such as Microsoft sponsored events. Exact details of BIF funding for your organization are specified by your PSP. Training and enablement fundingTraining and enablement funds are designed to ramp up your practice development capacity with minimal cost. Similar to BIF funds, training and enablement funds are allocated annually and specified by your PSP.
Getting Started Learn about Azure http://azure.com/partnerquickstarthttp://channel9.msdn.com/azure Download Azure SDKs and tools http://microsoft.com/windowsazure/tools/ Build with Azure Get sales, marketing, and technical trainingTraining resources - https://partner.microsoft.comWindows Azure Training Kit - http://azure.com Get involved with local communityUser Groups · Code Camps · Cloud Camps
Sales & Marketing 101 - Get Started Visit Partner Quickstart area at http://www.windowsazure.com/partnerquickstart Review Partner Resource Guide Programs Readiness Resources Pricing & Offers
Developer 101 - Get Started Follow the Discover, Develop, & Deploy steps at www.microsoft.com/windowsazure/getstarted/ Learn about Azure Download tools and SDK Download Windows Azure Platform Training Kit Develop an Azure application locally Obtain an Azure account Deploy application to the cloud
Developer 201 - Get Experienced Complete the Intro labs in the Windows Azure Platform Training Kit Introduction to Windows Azure Introduction to SQL Azure Introduction Service Bus Introduction to Access Control Services Introduction to Dallas (Data Marketplace)
Developer 301 - Go Deep Complete the remaining labs in the Windows Azure Platform Training Kit Everything on the Service Bus Exploring Windows Azure Storage Migrating Databases to SQL Azure Service Remoting with Service Bus SQL Azure Tips and Tricks Windows Azure and Passive Federation Windows Azure Deployment Windows Identity Foundation Training Kit
Community Resources Local user groupshttp://ineta.org http://AzureUserGroup.com Blogs · Twitter · Facebookhttp://www.microsoft.com/windowsazure/community/ http://azurefeeds.com Azure Forums on MSDNhttp://social.msdn.microsoft.com/Forums/en-US/category/azure/ CodePlex & Code Gallery (search “azure”)http:/www.codeplex.com http:/www.code.msdn.com
Catch the Azure Wave Azure is exciting Great technology story Great business story Empowering to work with Economy and I.T. trends putting cloud computing on a fast track Many partner opportunities Perfect timing to seize the market