2011 EMEA
Nelson Gonzalez
Director – Windows Azure

Carolina Uzcategui
Senior Partner Strategy Manager – Windows Azure
Windows Azure Partner Opportunities
Windows Azure Circle Partner Program Overview
Windows Azure Incentive (SIP)
Windows Az...
FY11
Systems
integration

Solutions

Azure Circle

Develop or migrate
applications to Windows
Azure for specific customers...
Fast track deals

Mega deals

•
•
•
•

•
•
•
•

Longer sales cycle
Long term project
Core business focus
Bigger revenue

L...
A completed PSP in the tool
Revenue >$1K per Q
All opportunities registered via
PSX or GSX
At least one new Azure
customer...
Revenue: Commitment to
drive significant Azure
revenue
$150K National SI
$500K Alliance SI
Readiness: > 3 architects
train...
Solution Incentive Payout Rates

How SIP works

Minimum deal size: SQL - $25K, Azure - $ 1k
Maximum payout cap: $50K
Azure Circle Partners with signed Windows Azure PSP in the tool
Microsoft will pay 25% incentive of the Windows Azure reve...
CAL Suites: STB Suites, SQL Server, Office
, Visio, Project

Windows Azure DPS
Mgmt & Virt. DPS, SQL Server DPS
Developer ...
Sr. MS Architects focused on helping SIs develop & win large
(> $ 300k MS Revenue) or competitive opportunities in the fol...
© 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows 7 and other product names are or may be reg...
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Monetizing public cloud

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Monetizing public cloud

  1. 1. 2011 EMEA
  2. 2. Nelson Gonzalez Director – Windows Azure Carolina Uzcategui Senior Partner Strategy Manager – Windows Azure
  3. 3. Windows Azure Partner Opportunities Windows Azure Circle Partner Program Overview Windows Azure Incentive (SIP) Windows Azure Deployment Services SI Bid Architects Open discussion
  4. 4. FY11 Systems integration Solutions Azure Circle Develop or migrate applications to Windows Azure for specific customers Launch repeatable solutions on Windows Azure Outsourcing Drive transformation of outsourcing deals through Windows Azure Cloud platform enablement Enable interoperability of Windows Azure with other customer cloud platforms FY13 (E) 70% 45% Solution Factory 15% 5% 5% 25% 20% 10% Azure Circle Windows Azure EA amendment Azure Circle Hyper-V programs
  5. 5. Fast track deals Mega deals • • • • • • • • Longer sales cycle Long term project Core business focus Bigger revenue Longer sales cycle Long term project Core business focus Bigger revenue
  6. 6. A completed PSP in the tool Revenue >$1K per Q All opportunities registered via PSX or GSX At least one new Azure customer win (in the first 6 months) Readiness: 1 sales, 2 developers and 1 architect* ready on Windows Azure Eligibility for: Solution Incentive Program (SIP) POC BIF Deployment Planning Services Vouchers (DPS) Discovery Pack Free Developer and Test Resource Developer, Architect and Sales Training Access to PSP activation kit content NDA roadmap briefings *For managed SIs with Architects
  7. 7. Revenue: Commitment to drive significant Azure revenue $150K National SI $500K Alliance SI Readiness: > 3 architects trained SI dedicated Architect training classes Technical and marketing support for developing repeatable solutions on Windows Azure MS Architect support for complex bid development Access to supplemental funds for POC development and marketing events
  8. 8. Solution Incentive Payout Rates How SIP works Minimum deal size: SQL - $25K, Azure - $ 1k Maximum payout cap: $50K
  9. 9. Azure Circle Partners with signed Windows Azure PSP in the tool Microsoft will pay 25% incentive of the Windows Azure revenue (Windows Azure, SQL Azure, App Fabric individually or in any combination) Minimum opportunity size: $1,000 /quarter and paid out quarterly. ($4,000 annualized revenue) Applies only if billing is to customer, not to partner. Max payout of $50,000 per opp. Multiple opportunities per partner are allowed. No rollover payments between Fiscal Years (nor from FY11, neither to FY13) Funds are limited and will be allocated on a first-come first-served basis For more information
  10. 10. CAL Suites: STB Suites, SQL Server, Office , Visio, Project Windows Azure DPS Mgmt & Virt. DPS, SQL Server DPS Developer Tools DPS, Desktop DPS SharePoint DPS, Exchange DPS Business Value Productivity Services Free consulting. Let the experts train your team, help assess opportunity and plan deployment of your applications onto the Windows Azure. Access to Azure Circle partner around the world, who are trained and qualified by Microsoft Customers choose a qualifying partner to delivery DPS Partners are paid by Microsoft to deliver the services associated with this benefit Compensated by Microsoft for driving Windows Azure pre-sales engagement with customers, leading to follow-on engagement Access to a significant service revenue opportunity (+8,000 customers eligible for Azure DPS)
  11. 11. Sr. MS Architects focused on helping SIs develop & win large (> $ 300k MS Revenue) or competitive opportunities in the following workloads; BI/ Data Warehouse Application & DB Migration Custom Application Dev. Internet Sites Azure (> $1000/month Billing) Private Cloud (>$200k MS Revenue) Dynamics XRM Drive visibility into net-new deals Technical bid development POC assistance In-person bid defense
  12. 12. © 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows 7 and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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