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Presentation on How to build your Windows Azure Practice Presentation on How to build your Windows Azure Practice Presentation Transcript

  • Building a Windows Azure Practice
    DRAFT
    Presented by Travis Jones
    June 28, 2010
  • Agenda
  • Agenda
  • Clients are facing exceptional challenges in the marketplace
    Bold companies emerge stronger
    Current economic conditions challenging
    "CEOs are maintaining tight cost control to deliver better margins and more cash to cope with the continuing economic turbulence.”
    Mark Raskino, Vice President and Fellow at Gartner
    Challenges:
    • Reduce expenditures rapidly without harming recovery development outlook
    • Generate successful deliverables, while operating with reduced budgets
    • Withstand market instability and ambiguity
    • Protect revenue streams and find new paths to profit
    “In the end, those too slow to adopt to the benefits of cloud…are likely going to face serious and growing economic and business disadvantage.”
    Dion Hinchcliffe, Founder, Web 2.0 University
    Focus Areas:
    • Focus on operational efficiency more than rivals
    • Cut costs to survive today, but still invest for tomorrow
    • Invest in technologies that help the bottom line
    Source: http://hbr.org/2010/03/roaring-out-of-recession/ar/1?cm_mmc=npv-_-HBR_UPDATE-_-2010-_-MAR
    Source: : http://www.zdnet.com/blog/hinchcliffe/eight-ways-that-cloud-computing-will-change-business/488
  • Cloud computing is finally emerging from the hype and your customers are facing new challenges
    “With the flexibility of cloud computing, we can focus on building and delivering new features to our customers—helping us increase our competitive advantage.”
    Andy Lapin , Director of Enterprise Architecture , Kelley Blue Book
    “By 2012, 80% of Fortune 1000 enterprises will be using some cloud computing services, 20% of businesses will own no IT assets.”
    • Innovation in the cloud computing environment will continue to bring changes to business processes
    • Cloud computing solutions will require partners to develop new capabilities and services across the entire service provisioning lifecycle
  • Cloud computing is one of the most critical investments CIOs are contemplating today
    Top 10 Technology Priorities (2010)
    Top 10 Business Priorities (2010)
    Source: Gartner EXP (January 2010)
  • The need to provide a flexible and dynamic ecosystem exists across an organization
    CEO
    CFOCIO
    “I need the organization to become more agile to take advantage of changing market dynamics.”
    “We need to reduce our total cost of ownership and prioritize business initiatives rather than IT imperatives.”
    Product Manager
    Director, Operations
    “I cant wait for IT to procure capacity, we need to take our product to market now.”
    “I need operational transparency so that we can align our investments with the business needs .”
    Sales Account Manager
    IT Administrator
    “I need solutions that scale with our customers and provide greater mobility for more devices.”
    “I need to reduce the amount of time my team is spending keeping systems operational and maintained.”
  • Global instability and business challenges are forcing organizations to optimize IT efforts
    Facing an unprecedented economic environment…
    business has responded by transforming…
    causing new technologies to emerge.
    Economic Changes
    Business Changes
    Technology Changes
    • Reduction of operating and capital expenditures
    • Increased competition for fewer resources
    • Do more with less
    • Focus on core value-add activities
    • Improve agility to stay competitive
    • Leverage existing assets to expand
    • Shift from information technology to business technology
    • Technology erases infrastructure complexity
    • Globalization
  • Customers have foundational questions that need to be answered
    What is Cloud Computing?
    How will cloud impact my policies and processes?
    “It seems like a new name for something that's been around for a long time.”
    “A server in the cloud is the simplest way to think of it.”
    “I am not sure how I can use the cloud or if it will reduce costs.”
    “Am I ‘on’ the cloud, or ‘in’ the cloud?”
    “Maybe I’m an idiot, but I have no idea what anyone is talking about. What is [cloud]?" – Larry Ellison, Oracle CEO
    Conversations around cloud computing can be messy, because of confusion on definitions of ‘the cloud’ and how to utilize the technology.
  • Cloud computing provides opportunities for businesses to optimize uptime, agility, and efficiency
    New Economics
    Reduced Management
    Increased Productivity
    No patching, maintenance
    Faster deployment
    Robust multi-layered security
    Reliability and fault-tolerance
    Pay for what you use
    Lower and transparent costs
    Shift from capex and opex
    Accelerate speed to value
    Latest software for users
    Internet collaboration
    Anywhere access
    Instant self-provisioning
  • High Level Cloud computing Overview – “Refresher”
    “IaaS”
    “SaaS”
    “PaaS”
    Infrastructure as a Service
    Platform as a Service
    Software as a Service
    consume it build on it migrate to it
    Caching
    Email
    Application Development
    Legacy
    CRM
    Networking
    Collaborative
    Decision Support
    File
    Security
    Web
    Technical
    ERP
    Streaming
    System Mgmt
    Workloads
  • Agenda
  • Cloud Services Revenue to grow 24% to touch $44B by 2013 IDC
    IDC All Up Cloud Market Sizing
    Revenue $ billion
    Total: $15.5 B
    Total: $44.9 B
    Source: IDC (March 2010) Bringing the Private Cloud to the Data Center
    IDC Cloud Market Sizing  From 2009 to 2013:
    SaaS to grow at a 21% compound annual growth rate to touch $17.6 billion
    PaaS to grow at 20% compound annual growth rate to $14 billion
    IaaS to grow at 35% compound annual growth rate to $13.3 billion
  • SaaS and PaaS opportunity growth is interlinked
    70% of all SaaS business applications will potentially use PaaS (as the platform) for offering the customer-facing application. [Forrester]
    Forrester PaaS Market Sizing
    Forrester PaaS Market Sizing  From 2009 to 2013
    • PaaS market to grow at a 91% CAGR to touch $ 8.9 billion
    ISV Opportunity
    • ‘ISV on PaaS’ segment to grow from $ 0.02 billion to $ 3.18 billion at a CAGR of 175%
    • Up to 20% of all business applications offered by ISVs will be in an SaaS deployment by 2016
    Source: IDC (Sep 2009) Cloud Computing 2010, An IDC Update; Forrester (July 2009) Platform as a Service Market Sizing
  • IT Services Related to Cloud Computing to accelerate to 35.6%Gartner
    Cloud IT services are expected to more than triple over the next three years
    Cloud Computing Revenue Growth Projections (2009-2013)
    Source: Forecast: Understanding the Traditional IT Services Opportunities Related to Cloud Computing, Worldwide,2009-2013, Gartner (October 2009)
  • New opportunities exist across the ecosystem for all partners
    Distribution
    Sales and Marketing
    Operations
    Channel dynamics
    Deployment
    Delivery rhythm
    Subscriptions
    Customer acquisition
    ARPU, churn, renewal
    24/7 business
    Capital expenditure
    Partnerships
    The bottom line: “Early adopters are finding serious benefits, meaning that cloud computing is real and warrants your scrutiny as a new set of platforms for business applications.” Forrester
  • Cloud computing provides a range of opportunities for partners
    Developer
    Aggregator
    Implementer
    Develop new applications
    Extend existing applications, including geography
    Utilize Windows Azure for computational work
    Strategy Consulting
    Technical Assessments
    Capacity & Expansion Planning
    Application Development
    Migration
    Support and Training
    Performance Testing
    Increase range of services offered
    Assess, Plan, Support organizations adoption of cloud services
    Migrate on-premise applications
    Integrate on-premise applications and cloud-based applications together
    Recurring revenue streams
    Increased service based opportunities
    Increase range of services offered including geography
  • Windows Azure is a priority for Microsoft
    Capabilities & Solutions
    Field Priorities
    Partner Support
    Management focus throughout organization
    Account management focus through commitments
    Windows Azure revenue targets
    Windows Azure readiness support is a top priority. New materials/information is being deployed daily for partners
    Windows Azure and other services are releasing new capabilities continually
    Partners can obtain support from all Microsoft contact points
    Partner Network regularly releasing materials raining
  • Agenda
  • The evolution of computing
    Windows Azure is an integrated cloud solution, utilizing Microsoft products already familiar with IT professionals
    Mobile / other
    browser
    Developer Experience
    PC browser
    applications
    Use existing skills and tools
    Compute
    Storage
    Relational data
    Access control
    Management
    Management
    Service Bus
    On-premises
    Leveraging Existing IT Investments
    Hybrid applications
    LOB Applications
  • The Windows Azure Difference
    Key Differentiators
    Opportunities to Use Windows Azure
    • .NET developers can leverage existing knowledge – smaller learning curve
    • Provides relational (SQL Azure) and non-relational storage
    • Controls OS (Windows Azure, Windows Server) and virtualization layers
    • Windows Azure is enterprise-ready and is supported in Microsoft datacenters
    • Windows Azure supports “private” cloud on-premise solutions to customer and partners
    • Supports both Microsoft & open-source tools and languages
    There are multiple ways for businesses to utilize Windows Azure, from creating new solutions to migrating existing ones
  • Microsoft Windows Azure Vision and Strategy
    Windows Azure Strategy
    Windows Azure Today
    Windows Azure Vision
    Simplify migrations from on-premise to the cloud
    Offering shared model for improved elasticity, tenant customization/provisioning and lower TCO
    Appeal equally to ISV’s, Developers and Enterprises
    Shared hardware model (PaaS & IaaS)
    Strong Channel & Partner ecosystem
    Full range of offerings (including SaaS)
    Best positioned to support customers with shared hardware platforms
    Well-suited to support enterprise customers
    Focus on enhancing Windows Azure to support full range of SaaS offerings i.e. VM Role
    Widening customer base to include those without existing on-premise infrastructure
    Deep investment in infrastructure and management software layers across the globe
  • Partner Opportunities within the Cloud
    Cloud Service Offerings
    Traditional Service Models
    Business
    Consulting
    Assessments/Pilots
    Systems Integration
    Solutions
    Software Development
    Outsourcing
    SLA Management
  • Microsoft: Your Partner in the Cloud (SI)
    SIs can offer assessment services, migration tools, integrate applications/web services, manage support services, and create training tools to leverage cloud.
    SI
    ISV
    Speed Up Development
    Generate Revenue by Providing New Efficient Choices to Your Customers
    Choose a Dependable Partner with a Large Ecosystem
    Augment existing applications using Azure services comprehensive, interoperable, business class features
    Blend your customer on-premises IT assets with cloud computing capabilities
    Migrate legacy solutions to Windows Azure
    Move applications without re-architecting the infrastructure
    Provide your customers with efficient investments which scale as they grow
    Familiar developer experience: Visual Studio integration
    Windows Azure is designed for interoperability(SOAP, REST XML)
    Support for popular programming languages
    Reduce the barriers associated with large or slower deployments by leveraging the agility of Azure
    Accelerate your sales cycle by providing solutions with little to no dependency on your customer IT
    Microsoft is a market-leading platform infrastructure provider– as its core business
    Reliability (Proofpoints)
    Security Standards
    Automated Management
    Microsoft’s large partner ecosystem makes it easy to establish relationships with ISVs that you can integrate Azure Services into your customers’ existing environment
  • Microsoft benefits include shifting IT resource focus towards core value adding activities
    On Premises
    Cost Breakdown
    Windows Azure Solution
    Cost Breakdown
    new capacity
    or cost savings
    App Dev
    Hardware/Hosting
    Support
    Cost saved
    Infrastructure Maturity Model
    Source: Making the Windows Azure Platform Real for the CIO:
    An MSIT Perspective, 05/31/2010
    Windows Azure accelerates Infrastructure Maturity
    Lower levels of infrastructure maturity:
    Have higher potential IT benefits
    Introduce agility and efficiency into organization behavior quickly
  • Customers will benefit from moving to Windows Azure
    Transcend
    Complexity
    Agile
    Infrastructure
    Sustained
    Advantage
    Rapid deployment of new business solutions
    Focus IT on driving the business not maintenance
    Low ongoing infrastructure costs
    Utilize familiar development tools
    Helps provide a secure and compliant platform
    Scale capacity up and down on demand
    Transparent ROI
    Opportunity for extra functionality
  • Delivering the right Windows Azure Service – Solution Selling
    4 Utilization Patterns
    5 IT Scenarios
  • Pain Points
    Windows Azure Services
    Target Scenarios
    Windows Azure Solution Selling Framework: Data Center Extension
    • Application portfolios:
    • running on end of life hardware
    • with highly variable load usage
    • Reduction of operational overhead in on-premises data-center
    Windows Azure (Compute/Storage)
    SQL Azure
    AppFabric
    • Low risk applications (non-mission critical and/or no PII implications)
    • Marketing campaigns /events
    • Disaster response / recovery
    Customers with considerable investments in their data centers may find themselves with significant capacity problems, or simply may want to explore minimizing future capital expenditures.
  • Pain Points
    Windows Azure Services
    Target Scenarios
    Windows Azure Solution Selling: Framework: New Application Development
    • In flexible development resource environment (non scalable resources)
    • Traditional application development serves as barrier to entry, with little experimentation due to financial risk
    Windows Azure (Compute/Storage)
    SQL Azure
    AppFabric
    • Digital marketing and social networking
    • Digital syndication
    • Internal collaborative applications
    • Scalable websites: low-cost option for product launches, M&As, or customer loyalty programs.
    If customers plan any new application development, the Windows Azure platform provides an attractive solution to minimize their development lifecycle and/or maximize TCO benefits.
  • Pain Points
    Windows Azure Services
    Target Scenarios
    Windows Azure Solution Selling Framework: Application Extension
    SQL Azure
    AppFabric
    • Credit card risk scoring
    • Monte Carlo simulation
    • High-performance Computing
    Application Extension refers to the ability for our customers to run applications both on premise and in the cloud.
    • High Performance Computing: Parallel Processing and/or Grid Computing application typically have more predictable, but highly compute intensive workloads
    • While scalability is very attractive, sensitive data requirement to stays secure on premises,
  • Pain Points
    Windows Azure Services
    Target Scenarios
    Windows Azure Solution Selling Framework: Application Migration and Maintenance
    • Web portal with high growth and scalability requirements
    • Marketing campaigns with burst workloads
    • Payroll portal with variable workload patterns
    SQL Server
    AppFabric: Automated Management Services
    Windows Azure (Compute/Storage)
    Application Maintenance and Migration refers to the ability for our customers to delegate many data center networking tasks to the Windows Azure Platform, allowing them to focus on more mission critical applications development.
    • Reliance on uptime and maintenance of physical servers.
    • Automated management could improves application uptime, and reduces the need for human resources interacting with the application.
  • Pain Points
    Target Scenarios
    Windows Azure Services
    Windows Azure Solution Selling Framework: Storage in the Cloud
    • Active Archiving – The ability to have live access to archived data as part of a larger business continuity strategy or data governance strategy.
    • Data Distribution – The ability to host and distribute proprietary information, such as videos or documents, which are being globally accessed via the web.
    • Performance and Spike Capacity – The ability to deliver content around the globe, with huge capacity on demand with no build-up or idle hardware.
    SQL Server
    AppFabric: Automated Management Services
    Windows Azure (Compute/Storage)
    • Archived Data with low access rate
    • Content Delivery: Media distribution of video and documents
    • Data Backup and Recovery
    Storage in the Cloud is rapidly becoming more attractive for customers with large and rapidly growing repositories of data and/or customers with mature data governance polices.
  • Microsoft’s Cloud Continuum: Choice
    Private
    Public
    Software as a Service
    (SaaS)
    Platform as a Service
    (PaaS)
    Infrastructure as a Service
    (IaaS)
    |
    |
    Dynamic Data Center Toolkit
    For Hosters
    Dynamic Data Center Toolkit
    For Enterprises
  • Why Microsoft?
  • Windows Azure is uniquely positioned against competing offerings
  • The Vision of Microsoft’s Position in Cloud Computing
    "Microsoft is really getting ahead of the game in the cloud, and it is in a much better position vis-a-vis its competition."
    -CNN Money
    “The launch of Windows Azure and Azure Services platform is a first step in a long evolutionary path.”
    -IDC
    “Cloud computing places Microsoft and its customers at the center of a remarkable transition in and around everything [they] do with technology.“
    -Business Week
    “[Microsoft is] unique in that no other vendor has the same level of experience and expertise in software and services."
    -CIO.com
    “Microsoft has the ability to establish…a low- or no-impact, evolutionary solution for customers to move to a cloud infrastructure.”
    -IDC
  • What’s Coming
    Unified Programming Platform and Tools
    .NET 4 & Visual Studio 2010
    Improved compatibility between on-premise applications and Windows Azure applications via support for VMs and other methods
    Simplified Management
    Improved interoperability with System Center and APIs for integration with mainstream management tools like OpenView and Tivoli
    Flexible and Trustworthy Storage
    Windows Azure Storage: Automatic data geo-replication
    SQL Azure: Larger database sizes for SQL Azure & On premise/Cloud data sync
    Efficient Networking
    Improvements in flexibility and responsiveness
    Global Platform
    Additional locations and CDN nodes & Global Traffic Management Capabilities
    Compliance
    Important new security and compliance certifications
    Adaptable Pricing Models
    Integration with MS Volume Licensing
  • Agenda
  • Windows Azure business models aim to empower Partners
    “Built for Windows Azure Platform”
    Channel Model
    Applications that include the Windows Azure Platform:
    • Customer buys applications and the Windows Azure
    Platform from a partner.
    • Partner buys the Windows Azure Platform from Microsoft.
    “Embedded“ Channel Model
    Applications that include the Windows Azure Platform:
    • Customer buys applications and the Windows Azure Platform from a partner.
    • Partner buys the Windows Azure Platform from Microsoft.
  • Profiling your Sales Targets
    Enterprises
    SMBs
    TDM/BDMs
    There are also opportunities in the lower- midsize market segment
    Your upper-midsize and enterprise customers with 500+ computers
    Target roles include TDMs and BDMs, especially those responsible for increasing business agility, lower capital expenditure and deceasing TCO
  • Potential Deal Sizes
    Enterprises
    TDM/BDMs
    SMBs
    Potential # of Applications to Migrate
    50-100+
    2-5+
    1
    Bus Dev Investment Hours
    100+hrs
    40-80hrs
    10-20hrs
    Pre Sales Activities
    Cloud Assessment Workshops
    Business Case Support
    Client Awareness
    FactoryEngine ROI
    Business Case Support
    Client Awareness
    Client Awareness
    Proof of Concepts
    Implementation Activities
    Application Development & Test
    Decommissioning Support
    Application Extension
    Architecture Design
    Application Development & Test
    DR Setup/Relief
    Decommissioning Support
    Application Development & Test
    Potential Implementation Hours
    3000-6000hrs
    750-1500hrs
    200-500hrs
    Deal Size
    $300-$500k
    $75-$200k
    $40-$60k
  • Top Five Ideal Customer Traits for Windows Azure Opportunities
    Midsize customer accounts with a history of investing in IT to differentiate for competitive advantage and are actively pursuing innovative projects and ways to service clients
    1
    Looking for application/infrastructure stability, is experiencing scalability or peak demand issues for either system or data resources
    and currently has no– or low-Service Level Agreements for uptime
    2
    3
    Strong partner relationship through IT and Application Outsourcing
    4
    Looking to decrease Total Cost of Ownership (TCO) and minimize capital expenditure
    5
    Owns Microsoft Windows Server 2003 or 2008 and the majority of their application stack utilizes Microsoft technologies
  • Typical Windows Azure Deal Parameters
    Exposure
    Typical
    Emerging Trends
    Enterprise typically as a significant investment in the Microsoft stack already
    Track record of adopting new technologies early
    To create hybrid solutions
    Proprietary data remains secured behind firewalls
    Low risk data/processing leverages cloud’s elastic nature
    BDM and/or TDM is driving teams/projects in order to gain exposure to the cloud
    Looking for a simple conversation to get quick wins and to get some learning about how to use the cloud
    Typical Motivations
    Core Concerns
    Security of data within the cloud
    Open to learning how solution will ensure privacy compliance
    Reduce IT capital budget
    Drive IW productivity and company growth
    Rationalize ROI through transparent accounting
  • Many of your Accounts are Ready
    “By 2012, 80% of Fortune 1000 enterprises will be using some cloud computing services, 20% of businesses will own no IT assets.” Gartner
    “The bottom line: Early adopters are finding serious benefits, meaning that cloud computing is real and warrants your scrutiny as a new set of platforms for business applications.” Forrester
    Begin initiating Cloud Assessments to qualify opportunities
    Identify technology “first mover” accounts and utilize proof of concept solution selling
  • Windows Azure benefits customers, partners, and Microsoft
    Partner
    Consulting Services
    Migration/Build Services
    Application Management
    Provide Training / Materials
    Provide Assessment Process
    Incentives / Introductory offers
    Provide thought leadership
    Deliver Assessment Services
    Build/migrate/manage applications
    Customer
    Microsoft
    Windows Azure Revenue
    Reduced IT Costs
    Improved Performance
    Purchase Windows Azure Service
  • Migration assessments help convert customer interest into a decision to migrate applications to Windows Azure
    Customer Journey
    Running on Windows Azure Platform
    Client interest in Windows Azure
    Decision to migrate to Windows Azure
    Migrate Applications
    Migration Assessment
    Key tasks:
    Key tasks:
    Project Management
    Architectural Design
    Development
    Testing
    Monitoring
    Qualify Opportunity
    Identify Candidate Applications
    Assess Benefits case
    Assess Migration Suitability
    Build Portfolio Migration Plan
  • Windows Azure Cloud Assessment Process
    Build Migration Plan
    Assess Migration Suitability
    Assess Benefits Case
    Identify Candidate Applications
    Qualify Opportunity
    Analyze business objectives
    Score apps against business objectives
    TCO analysis
    (Total Cost Ownership)
    Utilize Migration Assessment Tool (MAT)
    Analyze migration scenarios
    Activities
    Analyze technical environment
    Define candidates apps for assessment
    Analyze TCO
    & benefits scorecard
    Assess customized migration report
    Develop Migration Plan
    Account Manager
    Tech Pre-Sales
    Migration Assessment Roles
    Customer Business Decision Maker
    Technical Architects
    Project/ Assessment Manager
    Migration Assessment Tool
    TCO Tool
    Portfolio Assessment Framework
    Sales Qualification Questionnaire
    Migration Prioritization Approach
    Tools and Support
    Benefits Scorecard
    Architectural Guidance Training
  • Leverage Marketing and Sales resources
    “We’re all in.”
    Utilize field sales & marketing resources.
    Enable your team.
    Significant Investment
    Organized to enable partner growth
    Partner Readiness
    • Microsoft is investing significantly in Windows Azure as the cornerstone of its cloud strategy
    • Established Windows Azure Incubation team
    • Dedicated sales resources locally
    • Marketing campaigns deployed
    • Readiness material available through partner ecosystem and core MS tech channels
    • Events, workshops, training
  • Partners continue to be central to the Microsoft business
    Over 600,000 partners in Microsoft Ecosystem
    Great breadth of solution offerings
    Extensive depth of industry specific knowledge
    The MS partner ecosystem is 5x larger than our nearest competitor
    MS ISVs are the most profitable in the industry
    > 40% of all hosters WW are hosting with the Microsoft Platform
    > 300,000 SIs and VARs and resellers WW
    ISVs
    Hosters
    SIs & VARs
  • Customer and Partner Momentum
    Service Providers
    Customer
    Partners
  • Case Study
    Benefit Drivers:
    • Reduced capital risk • High scalability• Reduced operating costs • Enhanced customer services• Familiar development environment
    Situation/Solution:
    To deliver software more efficiently, reduce costs, and get more complex software packages to more devices, Siemens wanted to expand the capacity of its software distribution system.
    Siemens used the Windows Azure™ platform to deliver software packages from a central Internet-based storage location to thousands of devices for many different customers.
    Key Advances:
    Siemens is now able to use the Windows Azure™ platform  for devices directly connected to the Internet. The company now can dynamically scale its global software distribution, while reducing costs, enhancing services, and avoiding significant new capital investment.
    Siemens Expands Software Delivery Service, Significantly Reduces TCO
    “Our first estimates show that we can reduce our TCO by a factor of 10. The software distribution system we built with Windows Azure is 10 times cheaper than our previous solution.”
    — ElmarStoecker Director Portfolio Management, Siemens IT Solutions and Services
    Company Profile:
    Siemens is a global powerhouse in electronics and electrical engineering, operating in the industry, energy, and healthcare sectors. The company has around 410,000 employees, and a worldwide reputation for innovation and achievement.
  • Case Study
    Benefit Drivers:
    • Reduces costs
    • Improves agility
    • Supports new scenarios
    • Enhances global consistency
    • Lowers total cost of ownership
    Situation/Solution:
    Wipro wanted to offer its customers highly scalable, high-performance business services solutions while reducing development, maintenance, and infrastructure costs.
    The firm is building solutions for the Windows Azure platform, to take advantage of its scalability, broad service platform, versatile storage, and easy integration with on-premises solutions.
    Key Advances:
    By taking advantage of the on-demand application scaling, Windows Azure storage services, Microsoft SQL Azure  relational database capabilities, and support for familiar programming languages in the Windows Azure platform, Wipro expects to reduce costs, improve agility, enhance global consistency for its customers, and add new revenue streams for its own operations.
    IT Services Company Reduces Costs, Expands Opportunities with New Cloud Platform
    “The Windows Azure platform is a highly effective and low cost option for hosting complex solutions with agility and scalability.”
    — Srini Pallia, Senior Vice President and Global Head of Business Technology Services, Wipro Technologies
    Company Profile:
    Wipro Technologies, one of the world's largest IT services companies, provides global integrated business, technology, and process solutions. Based in Bangalore, India, Wipro employs more than 95,000 people worldwide.
  • Microsoft is offering a variety of partner programs to support building a Windows Azure practice
    Find more information on pricing and offers, visit www.windowsazure.com/pricing.
  • Microsoft Platform Ready participants receive special services through Frontrunner
  • Agenda
  • Successful Early Adopters’ Approaches to Windows Azure
    1
    Understand the differences in working in Windows Azure vs. On-Premise
    Train resources on developing new applications on Windows Azure
    • Support resource training initiatives
    • Signup to Windows Azure and setup sandbox environments
    • Develop a simple web based services to gain exposure to worker roles and SQL Azure
    2
    3
    Recognize that Windows Azure is an extension of current Microsoft on-premise development environment
    4
    Identify internal applications that can be migrated to Windows Azure
    5
    Migrate an Internal application
    6
    Support resource learning on Application Migration considerations
    7
    Look for application migration opportunities with clients
  • Initial Windows Azure Customer Engagement framework
    Application Migration
    New Solutions
  • Windows Azure practice capabilities leverage your existing organizational knowledge
  • Windows Azure Roles – from Sales to Implementation
    Business
    Process/Architecture
    Implementation
    Technical Architect
    Technical Analyst
    Project Management
    Sales
    Technical Pre-Sales
    Custom Application Developers w/ Windows Azure training
    .NET, Open Source technologies
    SQL Server
    Scalability, Availability and Performance experts
  • Role-Based Learning Paths
    Roles in a Windows Azure solution implementation
    Sales
    IT architect
    IT implementer
    Technical presales
    Application Developer
    Practice Executive
  • Managed SI – Sales Learning Paths By Role
    Demand Gen
    Prospect
    Qualify
    Develop
    Solution
    Proof
    Close
    Deploy
    BDM (Practice Exec)
    Sales
    Technical Pre-Sales
  • Join the Windows Azure Community
    Social Networks and Technical Forums
    Awareness
    Training
    Partner Learning Center
    MSDEV.com
    Professional Developers Conference
    Single Web Page Challenge Guide
    Windows Azure Platform Training Kit
    Partner Learning Center
    Windows Azure.com
    Windows Azure Hub
    BizSpark
    Channel 9 Windows
    Microsoft Platform Ready
    Microsoft Learning
    Tech Ed Online
    Channel 9 Windows
    MSDN
    Technet (Search Azure)
    Windows Azure Blog
    Windows Azure Twitter
    LinkedIn groups:
    • Cloud Computing
    • Cloud Computing Readiness
    • Windows Azure Platform
    Facebook groups and pages:
    • Windows Azure
  • Windows Azure Partner Enablement Roadmap
    Enable
    Create Demand
    Selling
    Assistance developing joint Solutions Briefing and customer ready deck
    Opportunities to participate in Microsoft Events
    Readiness Plan Development
    Sales Training
    Architect/Developer Training
    Sales planning and engagement with MS Azure Sales force BIF to fund customer assessments and pilots
    Solutions Briefing
    Access to a volume pricing discount model where the ”SI Partner” owns the billing relationship with Microsoft
  • Agenda
  • Key Takeaways
    Market Momentum
    New Opportunities
    Customer
    Choice
    Engagement Model
    • Cloud Computing is Growing
    • PaaS offerings increase discretionary expenditure
    • Windows Azure offers diverse offerings
    • Various Implementation models available
    • SI’s need to adapt to take advantage
    • Increases speed to market
    • Focus on business agility
    • Landscape has changed
    • Decreased capital expenditures is enabling sales creativity
  • Next Steps
    Closing
    Resources
    Training
    Engagement
    • Take advantage of MS resources to help build business
    • Get ready and train resources
    • Get your team access to Windows Azure
    • Begin engaging customers and perform cloud assessments
    • Build POC’s as a priority
    • First impressions are critical
    • Barriers vary by workload
    • Engage support
  • Find Windows Azure Resources
    https://partner.microsoft.com/40084702?msp_id=azure
  • Thank you
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