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Level 50 - How can CSP partners build a business with Azure.pptx

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Level 50 - How can CSP partners build a business with Azure.pptx

  1. 1. 80% Cloud Is Changing the Game 45% 62% 52% 56% 60% 45% $84.6B $127B – IT’s WW public cloud services spend by 2018 with a 22.8% CAGR1 0 20,000 40,000 60,000 80,000 2010 2011 2012 2013 2014 2015 2016 2017 Worldwide Cloud Software Revenue 22.8% CAGR1 Partners are in a unique position to capitalize on the opportunity 1: Gartner, “Three Factors Will Significantly Impact Enterprise Cloud Use in the Near to Midterm Future”, http://www.gartner.com/newsroom/id/2581315, August 2013. 2: http://www.infosys.com/newsroom/press-releases/Pages/cloud-ecosystem-integrator.aspx 3: http://www.infosys.com/newsroom/press-releases/Pages/cloud-ecosystem-integrator.aspx 4: 451 Research, 2014. Hosting and Cloud Study 2014 Hosting and Cloud Go Mainstream. Other sources: Gartner Press Release, “Gartner Says Nearly Half of Large Enterprises Will Have Hybrid Cloud Deployments by the End of 2017”, October 1, 2013; Forrester Research, Inc., The Public Cloud Market Is Now In Hypergrowth: Sizing The Public Cloud Market, 2014 To 2020. April 24, 2014 IDC eBook, sponsored by Microsoft, Successful Cloud Partners 2.0, May 2014
  2. 2. Talk to your Microsoft account representative about the CSP Program Register your interest www.MicrosoftCSP.com Visit http://aka.ms/cloudsolutionprovider to learn more Own and Control the Billing Provision, Manage and Support Sell Integrated Offers and Services Microsoft has expanded the CSP program to more partners with access to new Azure cloud services, more markets and new capabilities. Own the end-to-end customer lifecycle and relationship with direct provisioning, billing, and support of Microsoft cloud services. Partners create the offer, set the price, and own the billing terms with their customers. Partners can attach and/or bundle their own services with Azure.
  3. 3. • • •
  4. 4. Understanding Pay-as-you-Go in CSP
  5. 5. Increase profitability with a Managed Services practice around Azure Unlock Lucrative Opportunities with Managed Services Offer new cloud and hybrid solutions to customers Enhance Your Solution Portfolio
  6. 6. Offer new cloud and hybrid solutions to customers based on IaaS services from Azure
  7. 7. Platform Services Security & Management Infrastructure Services Datacenter Infrastructure (24 Regions, 19 Online) Web Apps Mobile Apps API Management API Apps Logic Apps Notification Hubs Content Delivery Network (CDN) Media Services HDInsight Machine Learning Stream Analytics Data Factory Event Hubs Mobile Engagement Active Directory Multi-Factor Authentication Automation Portal Key Vault Biztalk Services Hybrid Connections Service Bus Storage Queues Store / Marketplace Hybrid Operations Backup StorSimple Site Recovery Import/Export SQL Database Document DB Redis Cache Search Tables SQL Data Warehouse Azure AD Connect Health AD Privileged Identity Management Operational Insights Cloud Services Batch Remote App Service Fabric Visual Studio Application Insights Azure SDK Team Project VM Image Gallery & VM Depot
  8. 8. Azure’s global presence takes you to new markets 100+ datacenters One of the top 3 networks in the world 2x AWS and 6x Google—number of offered regions G Series—largest VMs available in the market Operational Announced 20+ regions online and growing
  9. 9. ISO/IEC 27001 SOC 1 SOC 2 PCI DSS L1 version 3 Cloud Security Alliance Cloud Security Matrix HIPAA (Healthcare) FedRAMP FIPS 140-2 Life Sciences GxP Family Educational Rights & Privacy Act European Union Model Clause China Multi Layer Protection Scheme United Kingdom G-Cloud Singapore Multi-Tier Cloud Security China CCCPPF Australian Signals Directorate I-RAP Assessment Criminal Justice Information System Defense Information Systems Agency L2 Sarbanes Oxley ITAR Defense Information Systems Agency L3-5 ISO / IEC 27018 Global United States Regional Coming soon
  10. 10. Extend your Datacenter with hybrid offerings Use Azure to Build New, Cloud only offerings Backup On-premises Workloads Backup On-premises Databases Support a Customer in a New Region Disaster Recovery of Existing Customer Apps Disaster Recovery of SQL Databases Managed SQL Server Highly Available LOB Apps Dev/Test Desktop-as-a- Service N-Tier Apps (Windows or Linux) Web Apps
  11. 11. Increase profitability with a Managed Services practice and reach new customers globally with Azure
  12. 12. • Education • Assessments • Strategy definition & roadmap • Lift & Shift • App re-platform • New App Development • App Optimization • Workload Migration • Service Delivery • SLA • Support • Operations & Monitoring • Security • Analytics • Tools & Processes • Backup & Recovery • App optimization • Governance • Compliance • Managed Billing Expand your practice bi-directionally to become the cloud vendor of choice for customers along their cloud journey
  13. 13. Managed Services Opportunities Cloud Readiness Assessment Solution Analysis, Scope, & Design Data Architecture Design Workflow Creation in SharePoint User Experience Consulting Training Business Opportunity Identification Systems Integration Datacenter Migration Backup & Storage Deployment Disaster Recovery Deployment Proof of Concept App re-platform Database Infrastructure Development Deployment Services Proactive Backups & Anti-Virus Monitoring Update & Patch Management Reactive Help Desk Support User Rights & Account Management Performance and App Troubleshooting Desktop & Device Support/Management VoIP Maintenance Critical Response Support Health Checks Hybrid Environment Support Security Management & Identity Protection Virtual Machine Management & Upgrading Network Monitoring Cloud Usage Forecasting Billing Management Capacity Planning 3rd Party Application Management Remote Device Monitoring Mobile Device Management
  14. 14. Predefined Bundles – Flat Rate Predefined Bundles – % of Cloud Spend A La Carte
  15. 15. Feb March Basic Advanced Premier Customer Azure Spend April MSP revenue Service Basic (20%) Advanced (30%) Premier (40%) Azure Fundamentals – Subscription management, OS patching, IaaS management, basic authentication    Usage and Billing management (Basic)– Monthly Azure consumption reporting    Usage and Billing management (Advanced)– Capacity planning, usage forecasts, billing concierge, usage forecasts by workload/deptt  Monitoring (basic)– OS monitoring, network monitoring, ticket/service request logs, 24/7 help desk    Monitoring (Advanced) – Workload/App monitoring, log analytics, audit reporting, alerting and proactive troubleshooting, superior response time SLA (e.g. 15 min)  Security management – firewall, antivirus, security updates, data encryption, compliance   Business Continuity Services – Automated disaster recovery and backup, monitoring, and testing   Charge customers as a percentage of cloud spend—actual percentage depends on the Managed Services tier
  16. 16. CSP has enabled partners to launch unique service offerings around Azure Managed Cloud for Microsoft Azure Fanatical Support for Microsoft Azure Azure Cloud Start Package
  17. 17. • Monitoring/ Management: Patching, Monitoring, Break Fix, Service Management Add new offers to your portfolio Managed Services • Usage management, capacity planning • Optimization: Improved user experience, Performance, BI Capabilities, Security, Billing management, Dev Ops management • Outsourcing: Migrations, Cloud Integration, Workload discoverability Hybrid Offers • Disaster Recovery • Backup • Capacity Bursting • Identity & Access Management Geo Expansion Supporting customer’s growth without new capital investments New App Development • Dev Ops framework • App Life Cycle management • SAP/Oracle/Sharepoint on Azure Advanced Services • Azure ML • HD Insight • Advanced Analytics • Modern DW • IOT Suite • Power BI Resell • Multi-Cloud IaaS • Dev/Test Scenarios • Cloud Marketplace Traditional datacenter management Cloud managed services = More $$
  18. 18. Azure business scenarios (deep-dive)
  19. 19. Extend your Datacenter with hybrid offerings Use Azure to Build New, Cloud only offerings Backup On-premises Workloads Backup On-premises Databases Support a Customer in a New Region Disaster Recovery of Existing Customer Apps Disaster Recovery of SQL Databases Managed SQL Server Highly Available LOB Apps Dev/Test Desktop-as-a- Service N-Tier Apps (Windows or Linux) Web Apps
  20. 20. Profitability Model* CSP Discount Managed Services ADVANCED Tier $8,264 $2,197 $3,138 Annual Revenue = $163,184 Annual Profit = $43,306 Gross Margin = 27% Year 1 Discount Multi-geo Support LeverageAzuretosupportacustomerinanewregionwherethecustomer/partnerdoesnot haveadatacenterpresence Total Monthly Revenue = $13,599 Scenario Description Partner Opportunity
  21. 21. North America VPN Australia Azure (Australia East) Service Provider Cloud N-Tier Application N-Tier Application Customer Branch Office Partner Datacenter Customer HQ Multi-geo Support LeverageAzuretosupportacustomerinanewregionwherethecustomer/partnerdoesnot haveadatacenterpresence Customer Environment Customer Environment
  22. 22. CSP Discount $2,732 $726 $1,038 Annual Revenue = $53,953 Annual Profit = $14,318 Gross Margin = 27% Year 1 Discount Managed Services ADVANCED Tier Total Monthly Revenue = $4,497 Disaster Recovery of On-premises Applications Disasterrecoveryofexistingcustomerappsinapartner/customerdatacenter toAzureusingAzureSiteRecovery* Profitability Model* Scenario Description Partner Opportunity
  23. 23. Existing Connection Customer HQ Azure Service Provider Customer Environment Customer Environment VMM DNS ExpressRoute Partner Datacenter Customer Environment DNS Azure Partner Datacenter Customer HQ Disaster Recovery of On-premises Applications Disasterrecoveryofexistingcustomerappsinapartner/customerdatacenter toAzureusingAzureSiteRecovery* ASR
  24. 24. CSP Discount $585 $155 $148 Annual Revenue = $10,656 Annual Profit = $2,664 Gross Margin = 25% Year 1 Discount Managed Services BASIC Tier Total Monthly Revenue = $888 Backup On-premises Applications BackupofexistingcustomerapplicationsrunninginapartnerdatacentertoAzure(usingeither SystemCenterDataProtectionManagertoAzureorAzureBackupServertoAzure) Profitability Model* Scenario Description Partner Opportunity
  25. 25. Existing Connection Azure Service Provider Customer Environment DPM Customer Environment Azure Backup Partner Datacenter Customer HQ Backup On-premises Applications BackupofexistingcustomerapplicationsrunninginapartnerdatacentertoAzure(usingeither SystemCenterDataProtectionManagertoAzureorAzureBackupServertoAzure)
  26. 26. Profitability Model* CSP Discount $9,753 $2,592 $2,469 Annual Revenue = $177,768 Annual Profit = $44,442 Gross Margin = 25% Year 1 Discount Managed Services BASIC Tier Total Monthly Revenue = $14,814 Scenario Description Partner Opportunity Backup Hosted Databases ReplicationofexistingMicrosoftSQLdatabasesrunninginapartnerdatacentertoAzure(using MicrosoftSQLAlwaysOnavailabilitygrouptechnology)
  27. 27. Existing Connection VPN Azure Service Provider Cloud Customer Environment Customer Environment Partner Datacenter Customer HQ Backup Hosted Databases ReplicationofexistingMicrosoftSQLdatabasesrunninginapartnerdatacentertoAzure(using MicrosoftSQLAlwaysOnavailabilitygrouptechnology)
  28. 28. Profitability Model* CSP Discount $3,553 $945 $1,349 Annual Revenue = $70,168 + $1,500 Annual Profit = $18,621 Gross Margin = 27% Year 1 Discount Setup Fee $1,500 Managed Services ADVANCED Tier Protect on-site SQL databases via SQL Server AlwaysOn Total Monthly Revenue = $5,847 Scenario Description Partner Opportunity
  29. 29. ExpressRoute Azure Service Provider Cloud Customer Environment Customer Environment Partner Datacenter Customer HQ Protect on-site SQL databases via SQL Server AlwaysOn
  30. 30. Profitability Model* CSP Discount Setup Fee $1.90 $0.50 $300 Year 1 Discount Total Monthly Revenue = $2.90 Backup hosted databases to Azure blobs for cost-effective, long-term retention Scenario Description Partner Opportunity
  31. 31. Redundant Copy (LRS) Azure (West US) Service Provider Cloud Customer Environment Customer Environment Partner Datacenter Customer HQ Backup hosted databases to Azure blobs for cost-effective, long-term retention
  32. 32. CSP Discount $623 $166 $158 Annual Revenue = $11,362 Annual Profit = $2,840 Gross Margin = 25% Year 1 Discount Managed Services BASIC Tier Total Monthly Revenue = $947 Quickly deploy SQL Server solutions and bundle Managed Services Profitability Model* Scenario Description Partner Opportunity
  33. 33. Customer Environment Azure Customer Managed Service Provider Quickly deploy SQL Server solutions and bundle Managed Services
  34. 34. CSP Discount $5,116 $1,360 $1,943 Annual Revenue = $101,025+$555 Annual Profit = $26,810 Gross Margin = 27% Year 1 Discount Setup Fee $555 Managed Services ADVANCED Tier Total Monthly Revenue = $8,419 Provide highly available SQL Server solutions in regions with no datacenter presence Profitability Model* Scenario Description Partner Opportunity
  35. 35. Customer Environment Azure (East US) Customer Environment Azure (West US) Managed Service Provider Customer Provide highly available SQL Server solutions in regions with no datacenter presence
  36. 36. CSP Discount Managed Services PREMIUM Tier $4,879 $1,297 $2,470 Annual Revenue = $103,757+$900 Annual Profit = $28,904+$618 Gross Margin = 28% Year 1 Discount Setup Fee $900 Total Monthly Revenue = $8,646 Deploy SQL Server on high performance VMs for advanced customer solutions Profitability Model* Scenario Description Partner Opportunity
  37. 37. VPN Azure Service Provider Customer Environment Customer Environment Partner Datacenter Customer HQ Deploy SQL Server on high performance VMs for advanced customer solutions
  38. 38. CSP Discount $12,198 $3,242 $6,176 Annual Revenue = $259,392 Annual Profit = $72,259 Gross Margin = 28% Year 1 Discount Managed Services PREMIUM Tier Total Monthly Revenue = $21,616 Line of business applications (e.g. SharePoint) running in Azure Profitability Model* Scenario Description Partner Opportunity
  39. 39. Customer Environment Azure Internet Managed Service Provider Customer Line of business applications (e.g. SharePoint) running in Azure
  40. 40. Profitability Model* CSP Discount $14,421 $3,833 $7,302 Annual Revenue = $306,671 Annual Profit = $85,430 Gross Margin = 28% Year 1 Discount Managed Services PREMIUM Tier Total Monthly Revenue = $25,556 Scenario Description Partner Opportunity Highly available line of business applications (e.g. SharePoint) running in Azure in a dual datacenter configuration
  41. 41. Customer DNS ExpressRoute Service Provider Datacenter Existing Connection Managed Service Provider Highly available line of business applications (e.g. SharePoint) running in Azure in a dual datacenter configuration Service Provider Cloud Azure
  42. 42. Profitability Model* CSP Discount $13,667 $3,633 $3,460 Annual Revenue = $249,120 Annual Profit = $62,280 Gross Margin = 25% Year 1 Discount Managed Services BASIC Tier Total Monthly Revenue = $20,760 Scenario Description Partner Opportunity Leverage Azure for Dev/Test in high-scale scenarios
  43. 43. Internet Customer Environment Azure Customer Managed Service Provider Leverage Azure for Dev/Test in high-scale scenarios
  44. 44. Profitability Model* CSP Discount $494 $131 $188 Annual Revenue = $9,750 Annual Profit = $2,587 Gross Margin = 27% Year 1 Discount Managed Services ADVANCED Tier Total Monthly Revenue = $813 Scenario Description Partner Opportunity Hosting VDI environments in Azure
  45. 45. Customer Environment Azure Customer Internet Managed Service Provider Hosting VDI environments in Azure
  46. 46. Profitability Model* CSP Discount $112,283 $29,847 $56,852 Annual Revenue = $2,387,784 Annual Profit = $665,168 Gross Margin = 28% Year 1 Discount Managed Services PREMIUM Tier Total Monthly Revenue = $198,982 Scenario Description Partner Opportunity N-tier Windows-based app powering a high scale website
  47. 47. Internet Azure Managed Service Provider N-tier Windows-based app powering a high scale website Customer
  48. 48. Profitability Model* CSP Discount $61,778 $12,973 $24,711 Annual Revenue = $1,037,870 Annual Profit = $289,121 Gross Margin = 28% Year 1 Discount Managed Services PREMIUM Tier Total Monthly Revenue = $86,489 Scenario Description Partner Opportunity N-tier LAMP app powering a high scale website
  49. 49. Internet Customer Environment Azure Customer Managed Service Provider N-tier LAMP app powering a high scale website
  50. 50. Profitability Model* CSP Discount $1,446 $384 $732 Annual Revenue = $30,748 Annual Profit = $8,565 Gross Margin = 28% Year 1 Discount Managed Services BASIC Tier Total Monthly Revenue = $2,196 Scenario Description Partner Opportunity Run a highly scalable web-app with Azure PaaS services
  51. 51. Azure Run a highly scalable web-app with Azure PaaS services CDN CDN CDN Managed Service Provider End users End users End users Azure Traffic Manager

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