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