Building a Windows Azure Practice<br />DRAFT<br />Presented by Travis Jones<br />June 28, 2010<br />
Agenda<br />
Agenda<br />
Clients are facing exceptional challenges in the marketplace<br />Bold companies emerge stronger<br />Current economic con...
 Generate successful deliverables, while operating with reduced budgets
Withstand market instability and ambiguity
Protect  revenue streams and find new paths to profit</li></ul>“In the end, those too slow to adopt to the benefits of clo...
Cut costs to survive today, but still invest for tomorrow
Invest in technologies that help the bottom line</li></ul>Source: http://hbr.org/2010/03/roaring-out-of-recession/ar/1?cm_...
Cloud computing is finally emerging from the hype and your customers are facing new challenges<br />“With the flexibility ...
Cloud computing solutions will require partners to develop new capabilities and services across the entire service provisi...
The need to provide a flexible and dynamic ecosystem exists across an organization<br />CEO<br />CFOCIO<br />“I need the o...
Global instability and business challenges are forcing organizations to optimize IT efforts<br />Facing an unprecedented e...
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 </li></li></ul><li>Customers have foundational questions that need to be answered<br />What is Cloud Computi...
Cloud computing provides opportunities for businesses to optimize uptime, agility, and efficiency<br />New Economics<br />...
High Level Cloud computing Overview – “Refresher”<br />“IaaS”<br />“SaaS”<br />“PaaS”<br />Infrastructure as a Service<br ...
Agenda<br />
Cloud Services Revenue to grow 24% to touch $44B by 2013 IDC<br />IDC All Up Cloud Market Sizing<br />Revenue $ billion<br...
SaaS and PaaS opportunity growth is interlinked<br />70% of all SaaS business applications will potentially use  PaaS (as ...
Up to 20% of all business applications offered by ISVs will be in an SaaS deployment by 2016</li></ul>Source: IDC (Sep 200...
IT Services Related to Cloud Computing to accelerate to 35.6%Gartner<br />Cloud IT services are expected to more than trip...
New opportunities exist across the ecosystem for all partners<br />Distribution<br />Sales and Marketing<br />Operations<b...
Cloud computing provides a range of opportunities for partners<br />Developer<br />Aggregator<br />Implementer<br />Develo...
Windows Azure is a priority for Microsoft<br />Capabilities & Solutions<br />Field Priorities<br />Partner Support<br />Ma...
Agenda<br />
The evolution of computing<br />Windows Azure is an integrated cloud solution, utilizing Microsoft products already famili...
The Windows Azure Difference<br />Key Differentiators<br />Opportunities to Use Windows Azure<br /><ul><li>.NET developers...
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</li></ul>There are multiple ways for businesses to utilize Windo...
Microsoft Windows Azure Vision and Strategy<br />Windows Azure Strategy<br />Windows Azure Today<br />Windows Azure Vision...
Partner Opportunities within the Cloud<br />Cloud Service Offerings<br />Traditional Service Models<br />Business <br />Co...
Microsoft: Your Partner in the Cloud (SI)<br />SIs  can offer assessment services, migration tools, integrate applications...
Microsoft benefits include shifting IT resource focus towards core value adding activities<br />On Premises<br />Cost Brea...
Customers will benefit from moving to Windows Azure<br />Transcend<br /> Complexity<br />Agile<br /> Infrastructure<br />S...
Delivering the right Windows Azure Service – Solution Selling<br />4 Utilization Patterns<br />5 IT Scenarios<br />
Pain Points<br />Windows Azure  Services<br />Target Scenarios<br />Windows Azure Solution Selling Framework: Data Center ...
running on end of life hardware
with highly variable load usage
Reduction of operational overhead in on-premises data-center</li></ul>Windows Azure (Compute/Storage)<br />SQL Azure<br />...
Marketing campaigns /events
Disaster response / recovery</li></ul>Customers with considerable investments in their data centers may find themselves wi...
Pain Points<br />Windows Azure  Services<br />Target Scenarios<br />Windows Azure Solution Selling: Framework: New Applica...
Traditional  application development serves as barrier to entry, with little experimentation  due to financial risk</li></...
Digital syndication
Internal collaborative applications
Scalable websites: low-cost option for product launches, M&As, or customer loyalty programs. </li></ul>If customers plan a...
Pain Points<br />Windows Azure  Services<br />Target Scenarios<br />Windows Azure Solution Selling Framework: Application ...
Monte Carlo simulation
High-performance Computing</li></ul>Application Extension refers to the ability for our customers to run applications both...
While scalability is very attractive, sensitive data requirement to stays secure on premises, </li></li></ul><li>Pain Poin...
Marketing campaigns with burst workloads
Payroll portal with variable workload patterns</li></ul>SQL Server<br />AppFabric: Automated Management Services<br />Wind...
Automated management  could improves application uptime, and reduces the need for human resources interacting with the app...
Data Distribution – The ability to host and distribute proprietary information, such as videos or documents, which are bei...
Performance and Spike Capacity – The ability to deliver content around the globe, with huge capacity on demand with no bui...
Content Delivery: Media distribution of video and documents
Data Backup and Recovery</li></ul>Storage in the Cloud is rapidly becoming more attractive for customers with large and ra...
Microsoft’s Cloud Continuum: Choice<br />Private<br />Public<br />Software as a Service<br />(SaaS)<br />Platform as a Ser...
Why Microsoft?<br />
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Presentation on How to build your Windows Azure Practice

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