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Presentation on How to build your Windows Azure Practice

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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
      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
      • 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
      “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”
      Infrastructure as a Service
      Platform as a Service
      Software as a Service
      consume it build on it migrate to it
      Application Development
      Decision Support
      System Mgmt
    • 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
      Sales and Marketing
      Channel dynamics
      Delivery rhythm
      Customer acquisition
      ARPU, churn, renewal
      24/7 business
      Capital expenditure
      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
      Develop new applications
      Extend existing applications, including geography
      Utilize Windows Azure for computational work
      Strategy Consulting
      Technical Assessments
      Capacity & Expansion Planning
      Application Development
      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
      Developer Experience
      PC browser
      Use existing skills and tools
      Relational data
      Access control
      Service Bus
      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
      Systems Integration
      Software Development
      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.
      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
      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
      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
      • 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
      • 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
      • 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
      Software as a Service
      Platform as a Service
      Infrastructure as a Service
      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.”
      “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."
      “Microsoft has the ability to establish…a low- or no-impact, evolutionary solution for customers to move to a cloud infrastructure.”
    • 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
      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
      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
      Potential # of Applications to Migrate
      Bus Dev Investment Hours
      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
      Deal Size
    • 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
      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
      Strong partner relationship through IT and Application Outsourcing
      Looking to decrease Total Cost of Ownership (TCO) and minimize capital expenditure
      Owns Microsoft Windows Server 2003 or 2008 and the majority of their application stack utilizes Microsoft technologies
    • Typical Windows Azure Deal Parameters
      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
      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
      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
      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
      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
      SIs & VARs
    • Customer and Partner Momentum
      Service Providers
    • Case Study
      Benefit Drivers:
      • Reduced capital risk • High scalability• Reduced operating costs • Enhanced customer services• Familiar development environment
      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
      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
      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
      Recognize that Windows Azure is an extension of current Microsoft on-premise development environment
      Identify internal applications that can be migrated to Windows Azure
      Migrate an Internal application
      Support resource learning on Application Migration considerations
      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
      Technical Architect
      Technical Analyst
      Project Management
      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
      IT architect
      IT implementer
      Technical presales
      Application Developer
      Practice Executive
    • Managed SI – Sales Learning Paths By Role
      Demand Gen
      BDM (Practice Exec)
      Technical Pre-Sales
    • Join the Windows Azure Community
      Social Networks and Technical Forums
      Partner Learning Center
      Professional Developers Conference
      Single Web Page Challenge Guide
      Windows Azure Platform Training Kit
      Partner Learning Center
      Windows Azure.com
      Windows Azure Hub
      Channel 9 Windows
      Microsoft Platform Ready
      Microsoft Learning
      Tech Ed Online
      Channel 9 Windows
      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
      Create Demand
      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
      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
      • 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
    • Thank you
      CONFIDENTIAL.  Distribution Only Under Nondisclosure. Microsoft makes no warranties, express or implied. © 2010 Microsoft Corporation.  All rights reserved.
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