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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
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
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
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
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 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
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
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
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
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
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
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
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.
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
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:
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
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