In August 2011, Windows Azure joined Software Assurance Planning Services with new 3, 5, and 10 Day AZDPS ‘Public Cloud Jumpstart’ engagements. Delivered by registered FY12 Windows Azure Circle Partners, Planning Services are structured consulting engagements designed to help customers understand the Microsoft Public Cloud offering and what Windows Azure offers to their business. By the end of this presentation, you will understand what Windows Azure Deployment Planning Services are, the benefits for participating in the program and the existing resources including sales, training and delivery materials available to you to assist in delivering the consulting engagements. You will also understand the process involved in registering to become an AZDPS provider and at the close of engagements how to initiate and submit for payment for engagements your organization has conducted. There are online tools available to facilitate this process that we will review in this session. Finally, we will review Discovery Pack, Microsoft’s current cloud offering that provides a subscription to all the major services included in Windows Azure, and you will understand how it can be coupled with Windows Azure Deployment Planning Services for an extended engagement. You will understand what the Discovery Pack package offers and in what scenarios to speak to customers about it.
In this presentation we will cover four sections: An overview of the Windows Azure Deployment Planning Services (AZPDS)The Partner eligibility requirements that must be met to become an AZDPS Provider and a review of what the Azure Circle Partner Program isThe different sales scenarios in which a Partner would discuss the Windows Azure Discovery Pack offering with a customer and a review of what the Discovery Pack isA step by step walk-through of what the partner experiences to register, conduct engagements and get paid with a review of the resources available to AZDPS Providers
The Planning Services benefits of Software Assurance are designed to help guide customers through the deployment and business value planning stages of software implementation. Planning Services engagements are conducted by certified partners who share best practices, analyze the customer's organizational environment, and help create comprehensive deployment and implementation plans.Partners can be compensated by Microsoft to conduct engagements ranging from 1, 3, 5, 10, and 15 days. Each offering provides the tools, training, and support to make engagements repeatable, lowering the cost of sales and delivery. Customers earn entitlements based on purchases of eligible products with Software Assurance benefits. These benefits can be utilized for 3 – 15 day engagements, for any engagement type regardless of the product the benefits came with. Customers use entitlements on any of the following DPS:Public Cloud, Windows Azure DPS – which we will be discussing in our presentation todayPrivate Cloud, Mgmt & Virt. DPSSQL Server DPSDeveloper Tools DPSDesktop DPSSharePoint DPSExchange DPSBusiness Value Productivity Services Customers choose a qualifying partner to delivery Planning Services. Certified FY12 Azure Circle Partners or Microsoft Consulting Services can deliver AZDPS engagements. Benefits of the program to Customersinclude: Handholding by expert partners as they embark upon their journey to the cloud. Let the experts train your team, help assess opportunity and plan deployment of your applications onto the Windows Azure. Access to hundreds of Windows Azure Circle Partners around the world, who are trained and qualified by Microsoft Benefits to Partners include: Compensation from Microsoft for driving Windows Azure pre-sales engagement with customers, leading to follow-on engagements Access to a significant service revenue opportunity and Microsoft’s large customer basewith+8,000 customers eligible for Azure DPS. Get in front of new customers and increase your business opportunities and develop the trust and credibility that opens the door to additional work.The ability to tap into Microsoft Public Cloud investments.Not only will you have a low-risk, first mover advantage, you’ll also receive compensation for joint business opportunities with Microsoft. Utilize pre-built engagement materials.Become an expert on Public Cloud technology and build your practice. Deliver more value to your customers while expanding your business into a rapidly growing market. This August, Windows Azure Deployment Services were added to Planning Services and in the next slide we will go into more detail on the different engagements within in this offering all based around helping customers identify applications best suited to run on Windows Azure.
Public Cloud, Windows Azure Deployment Planning Services (AZDPS) is a Software Assurance (SA) benefit that provides organizations with training and consulting services for Windows Azure. AZDPS allows Partners to drive pilot projects for your customers by providing a risk-free engagement that drives awareness, usage, and traction based on leading Microsoft practices. In 3, 5, and 10-day pre-defined engagements, AZDPS offers a broad range of planning services with pre-built engagement materials that show customers how the Microsoft Public Cloud offering, Windows Azure, can be used to benefit their business. All three of the engagements can be customized to the customer needs. The program helps qualified SA customers understand Windows Azure, train their architects and/or developers, evaluate their web or line-of-business applications, and identify which are best suited to run on Windows Azure.In the 3 Day Engagement, partners teach customers how to use Windows Azure to benefit their business. The engagement includes an overview, training for architects and developers, and a demo of a sample application.In the 5 Day Engagement, partners teach customers how to use Windows Azure; identify applications and databases for migration; and help them develop assessment plans for web applications to run on Windows Azure. The engagement also includes training for architects and developers, and a demo of one sample application.In the 10 Day Engagement, partners teach customers how to use Windows Azure and help them assess three suitable line-of-business (LOB) applications to run on Windows Azure. The engagement includes readiness for BDM’s and TDM’s, architects and developers, and a demo of three sample applications.AZDPS engagements can be used to sell and deliver a popular customer offer called Discovery Pack, a discounted subscription service to Windows Azure.
To become an approved Planning Service Provider, you must first meet the following requirements:If you are not already, you must become a registered FY12Azure Circle Partner to deliver AZDPS engagements. If you do not knowwhat WindowsAzure Circle Program is, it is a programmatic approach to create and enable a community of Windows Azure partners. Microsoft will provide the readiness, support and incentives to create momentum for Windows Azure. This is a core Windows Azure program for all Sis (GSI, NSI, managed SI) to serve both EPG and SMS&P. A “Platinum” partner level has been created to offer enhanced “gives” to partners that make more significant Azure commitments.Contact your local PAM/BDM to learn more about this program. 2.. Get certified in MCP Exam 70-583: Designing and Developing Windows Azure Applications. If your organization has multiple locations, at least one consultant per location must be certified. To learn more about taking this exam you can visit the Microsoft Learning Center at:http://www.microsoft.com/learning/en/us/exam.aspx?ID=70-583&locale=en-usCost is $125 per exam.To schedule an appointment to take the exam contact Prometric directly at: http://prometric.com/default.htmor visit the Prometric Registration Site at: http://www.register.prometric.com/Index.asp?cookie%5Ftest=1As soon as each one of your consultants passes the 70-583 exam, e-mail firstname.lastname@example.org notifying Microsoft that they have completed the process explained below. This will ensure your completed registration and that your company’s name is correctly displayed within the Partner Provider Directory.In order to verify MCP's certifications you will need to have consultants certified in the exam associate their Live ID and link their Microsoft Certified Professional (MCP) credentials to your company’s location MSPPID that is currently registered for AZDPS. Please note that the location MSPPID is different from the organization MSPPID. Once your consultants have associated themselves with the location ID, please send a mail back to azdpshelp@Microsoft.com, with the following information so that your certifications can be checked and approved for AZDPS: 1. Transcript ID 2. Access Passcode 3. MCP ID 4. Your company must be enrolled in the Microsoft Partner NetworkLearn more about the Microsoft Partner Network (MPN)Enroll in MPN to obtain an MPN ID5. The individual conducting engagements must have a Windows Live ID that is associated to the Partner Location MPN ID that will be registered for Planning Services Program(s) Sign up for a Live ID at https://accountservices.passport.net/ppnetworkhome.srf?lc=10336. Once all of the requirements have been met, you can visit the iwsolve site at https://iwsolve.partners.extranet.microsoft.com/PartnerOverview.aspx to begin the registration processIf you have additional questions about this process you can e-mail the Planning Services help alias at email@example.com
Partner should prospect for customers with Microsoft – working directly with their BDM’s and/or PAM’s to create a lead list. The very useful Customer Propsentiy Tool can be used to narrow down the lead list to a highly targeted list by using filters such as region, industry, likelihood to buy (Azure propensity), and the data shows how many planning days the customer has available for PS. Partners should always communicate to customers that they are registered AZDPS Providers. Prior to an engagement a partner must register to be a Planning Services Provider. To register:Partner signs in with their windows live id and visits PS Registration Site.Partner registers, completes profile and accepts T&C’s.Upon receiving a registration submittal, the Planning Services OPS team reviews the applicationand checks that Partner has met AZDPS Eligibility Requirements.Partner must meet the previously reviewed AZDPS Eligibility Requirements and receives Program Approval or Pending E-mail from PS Ops Team.If Partner meets the AZDPS Eligibility Requirements, they are sent a confirmation/approval email.If they do not fulfill the Program Requirements, they are sent a Pending Notification – with instructions on next steps for approval providing the eligibility requirements previously reviewed. After a customer has contacted a Partner for an engagement, Partner must ‘validate’ that the Customer Voucher has not expired, been used or is assigned to another Partner in VVR ToolPartner ‘reserves’ the Voucher so that it cannot be delivered by another Partner in VVR tool – this is accepting the SA voucher. Prior to engagement Partners should review all training material provided by BDM or PAM and on www.microsoftazdps.com.After delivering an engagement, the Partner submits AZDPS required deliverables to redeem the voucher through the VVR Tool.Partner completes the engagement, and fills out and submits the Planning Services Completion Report. ThePartner also attaches AZDPS Required Deliverables to the form - the AZDPS Engagement Completion Report that is found on www.microsoftazdps.com. Partner uploads the Saved Planning Services Completion Report in VVR Tool to Redeem the Voucher.Partner submits for payment through temporary manual payment process. Partner receives payment based on amount of days delivered and country rate for the Partner location, through a temporary manual payment process - April will be moving onto SAVB tool
www.microsoftazdps.com is our new Partner Portal and a one stop shop for partners to find all of the information they could need on Windows Azure Deployment Planning Services as well as information on how to: - Register to become an AZDPS provider - Access to training materials; including decks and datasheets on the program in order to get prepared to deliver engagements - Access to sales resources, including a customer pitch deck and a customer datasheet - Delivery materials to use when conducting engagements including the 3, 5 and 10 day delivery decks – step by step guides for each engagement type with detailed agendas and instructions on how to access module content - Instructions on the required documents that must be submitted at the end of the engagement with instructions on how to submit to initiate payment - Detailed videos on how to use the VVR tool, the voucher submittal tool for engagements and more!For any additional questions that you don’t get answered on the site, Partners can contact firstname.lastname@example.org with a guarantee for a 24 hour response time
There are three sales scenarios that are the most attractive sales scenarios for selling Discovery Pack – Microsoft’s Windows Azure product and services offering. Discovery Pack – we will go into more detail in the next slide on exactly what is included in the Discovery Pack offering. In brief, it provides organizations with Windows Azure Services at a discount, plus training and consulting from certified Windows Azure Circle Partners. 2. A customer might have purchasedWindows Azure Services with their organizations Enterprise Agreement3. AZDPS Engagement could act as a Pre-Sales Enabler. Organizations utilize SA benefits for consulting engagements with expert Partners which act as a door opener to selling Discovery Pack. Speak to a customer about AZDPS Engagements when they are interested in:1. Leveraging Windows Azure Planning Services toExpedite purchase process for the popular Discovery Pack offerAccelerate deployment of an already purchased Discovery Pack2. Learning new technologies – receiving training for their developers, architects and BDM’s/TDM’s3. Understanding what the Public Cloud or Windows Azure can do for their business; specifically for workloads like Storage, Hybrid, new custom development, and web and HPC workloads4. Getting qualified partners to help define first pilot projects or Proof of Concepts
What is Discovery Pack?Discovery Pack is an easy and low risk way to start ramping up customers onto Microsoft’s cutting edge cloud technology. Discovery Pack provides organizations with Windows Azure subscriptions at a discount, plus training and consulting from certified Windows Azure Circle Partners. This package offering is especially suited to those customers that are interested in getting started with cloud computing, but do not have a specific project in mind.
Discovery Pack includes:For USD $13,200 or USD$2,200/mo, Discovery Packs offers a subscription to all of the major services included in Windows Azure Platform at 52% discount for 6 months + limited overage free on request (discount available through December 31st, 2011).Two days training delivered by certified Windows Azure Circle Partners for developer, architect and business and technical decision makers. This allows customer's to get the right people trained with customized conversations. One day of flexible cloud consulting. Free online training vouchers for up to 5 Developers.Consulting days can be extended by adding Windows Azure Deployment Planning Services 5 or 10 day offer to conduct a deeper assessment application assessment for deployment to Windows Azure. Go to AZDPS Internal Site for additional information. The 3 days of included consulting enable partners to get a foot in the door with our mutual customers and allows for conversations with BDM/TDM’s, Architects, and Developers and provides time to assess application portfolios for deployment to Windows Azure. Prescriptive guidance and tools are provided including content with speaker notes. Partners can earn up to 25% of revenue via Solution Incentive Pilot Benefit (Discovery Pack SIP= $3300)The opportunity exists for partners to leverage customers SA benefits for continued 5 or 10 day paid AZDPS engagements to drive application assessment for deployment. Partner pitches to those customers interested in knowing more about Windows Azure, understanding an easy way to get started on their first Pilot, and determining how to best use Windows Azure for their business Find high propensity customers from Customer Propensity Tool and pitch Discovery Pack as the recommended way to get started. The 3 days of included consulting enable partners to get a foot in the door with our mutual customers and allows for conversations with BDM/TDM’s, Architects, and Developers and provides time to assess application portfolios for deployment to Windows Azure. Prescriptive guidance and tools are provided including content with speaker notes. Partners can earn up to 25% of revenue via Solution Incentive Pilot Benefit (Discovery Pack SIP= $3300)The opportunity exists for partners to leverage customers SA benefits for continued 5 or 10 day paid AZDPS engagements to drive application assessment for deployment. Partner pitches to those customers interested in knowing more about Windows Azure, understanding an easy way to get started on their first Pilot, and determining how to best use Windows Azure for their business Find high propensity customers from Customer Propensity Tool and pitch Discovery Pack as the recommended way to get started.
Let’s dive a bit deeper into the different sales scenarios previously mentioned now that we have an understanding of exactly what Discovery Pack offering is which is the new offer on this chart and a great opportunity.1. A sales motion can begin with the sale of Discovery Pack. The three day consulting engagement (which mirrors that found in the 3 day engagement of AZDPS) is included in this offer. A Partner can determine with a customer if they have additional SA benefits and can encourage them to extend their engagement by adding on the 5 or 10 day Planning Service engagement. This would allow a deeper assessment of applications to deploy onto Windows Azure. Windows Azure can be added to an Enterprise Agreement at the end of the Discovery Pack offering. 2. A sales motion can begin with Windows Azure being added to an Enterprise Agreement. This will provide SA benefits that can be utilized for AZDPS 3, 5 or 10 day engagements. A way to increase Windows Azure usage is to add additional applications to be deployed and run on Windows Azure. 3. A sales motion can begin with the utilization of Software Assurance benefits towards AZDPS engagements. A partner conducts a 3, 5 or 10 day engagement showing the benefits of a customers applications running on Windows Azure. At the end of an engagement Discovery Pack can be sold or licenses added to an Enterprise Agreement. A way to increase Windows Azure usage is to add additional applications to be deployed and run on Windows Azure.
This is a summary of the most useful links and resources for Windows Azure Deployment Planning Services and Discovery Pack.
Make sure your customers know you are an expert partner – a certified Windows Azure Circle Partner then identify opportunities to engage with customers leveraging planning services. Speak to a customer who is interested in: 1. Leveraging Windows Azure Planning Services toExpedite purchase process for the popular Discovery Pack offerAccelerate deployment of an already purchased Discovery Pack2. Learning new technologies – receiving training for their developers, architects and BDM’s/TDM’s3. Understanding what the Public Cloud or Windows Azure can do for their business; specifically for workloads like Storage, Hybrid, new custom development, and web and HPC workloads4. Getting qualified partners to help define first pilot projects or Proof of Concepts
These steps are thoroughly described in a series of videos found on the microsfotazdps.com site under getting paid. See the Voucher Guidance Videos 6 Steps to Running a Planning Service Engagement Customer: Assigns a Planning Service voucher to someone within your organization. Getting StartedCustomer: Contacts a qualified provider to schedule an engagement. Provider DirectoryPartner: Validates customer’s voucher information and reserve it in the VVR Tool. InstructionsPartner: Delivers a Planning Service engagement. Partner: Submits and uploads the deliverables to Redeem the voucher through the VVR Tool. Instructions . Contact the RSCs for VVR support questions.“Open” a Planning Services Completion Report (*a new form must be opened from the URL for each new engagement—a form should not be saved to a computer until the Partner has clicked “submit” as explained in the next step).Fill out the Planning Services Completion Report, attach the Customer Deliverable (BVPS, DDPS, EDPS, SDPS), and click “Submit” (*save form locally for next step)Upload the Saved Planning Services Completion Report in VVR Tool to Redeem the Voucher.Partner:Partner gets paid through temporary manual payment process - April will be moving onto SAVB tool. Process includes setting up a vendor account, opening an individual PO with Partners and sending out payment based on amount of days delivered and country rate for the Partner locationThere are 5 simple steps that occur for a partner to get paid:Step 1. Partner redeems Server & Tools Business (STB) Voucher in the Voucher Validation and Redemption tool (VVR)Step 2. Partner receives e-mail instructions from the Server & Tools Business (STB) team explaining payment process and next stepsStep 3. Partner receives instructions from My Order on how to invoice in MS InvoiceStep 4. Partner creates invoice in MS InvoiceStep 5. Partner receives payment
Customers are allocated points based on the type and number of licenses a customer has with Software Assurance. These points are then calculated into varying number of Planning Services days. Days earned across all software purchases are pooled and can be used on any of the PS offerings regardless of the software type purchased.If a customer has purchased one of the following products they will receive 75 points per license. SQL EE (Proc)SQL DC (Proc)WS DCSC SMSDVisual Studio Ultimate w/MSDNWindows Azure /$100k in spendIf a customer has purchased one of the following products they will receive 50 points per license. SQL EE (Device)WS EESC SMSEVisual Studio Premium w/ MSDNIf a customer has purchased one of the following products they will receive 25 points per license. Windows Server StdSQL Std (Proc/Device)Visual Studio Test Pro w/MSDNVisual Studio Pro w/ MSDNThe following points are allocated for Client Access Licenses: Core CAL – 1 ptECAL – 2 ptsSQL CAL – 1 ptA 2x multiplier is used if a customer purchased through EAP or Enrollment for Core Infrastructure.
To determine what Software Assurance points are worth, plug in a customers total number of points to determine how many days the customer is eligible for in the above chart. Days earned across all software purchases are pooled and can be used on any of the PS offerings regardless of the software type purchased.To determine a customers Software Assurance benefits, they can use the Volume Licensing Service Center (www.micsosoft.com/licensing/servicecenter) to see the most accurate statement of current benefits. Customer must be registered to use this tool.
With the usage limit per unit of Discovery Pack as shown in the slide, this is a compelling and competitive offer to Amazon’s Web Services. This offer also provides an easy path to move to an EA agreement which can be done at anytime during the 6 month period.
The topics include those listed in the table above - includes readiness for Business and Technical Decision Markers, Architects and Developers.This offer is identical to the three day offer within the planning Services engagement 3 day offer. If you customer has already purchased and used Discovery Pack then it makes sense to extend with AZDPS 5 and 10 day offers.