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OLD VERSION - Get a Fast Start to your Azure partnership with Microsoft UK

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OLD VERSION - For the latest, go to: http://aka.ms/UKAzurePartnerFastStart

New to Microsoft? New to Microsoft Azure? New to the Microsoft Partner Network (MPN)? Want to become a Microsoft Partner? Looking to build a new Microsoft Azure Practice? Not sure where to start?

Below is the Fast Start process to becoming a Microsoft Azure Partner in the UK.

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OLD VERSION - Get a Fast Start to your Azure partnership with Microsoft UK

  1. 1. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 1 | Page Microsoft Azure FAST START Get a Fast Start to your Azure Partnership with Microsoft UK New to Microsoft? New to Microsoft Azure? New to the Microsoft Partner Network (MPN)? Want to become a Microsoft Partner? Looking to build a new Microsoft Azure Practice? Not sure where to start? Below is the Fast Start process to becoming a Microsoft Azure Partner in the UK. You should review this guide in conjunction with: • Partnership Guidance - the excellent IDC & Microsoft series on building a profitable partnership. • Industry Guidance – Get Industry insights from Microsoft and our Partners PWC, KPMG. • Azure Practice Guidance – How to build a Cloud Practice (by Azure workload area) • Marketing Guidance – How to SMART market your Azure practice in a Cloud first world The document is made up of two sections, the Fast Start guide, and more detailed guidance: SECTION 1 - Fast Start Guide A quick run through on how to get an Azure Practice started (Pages 2-4) START HERE: ↆ Fast Start your Azure Partnership with Microsoft UK SECTION 2 - Need to Know Deeper guidance on key items in the Fast Start Guide (Pages 5-25). Microsoft Partnering & Programmes for Azure NEED TO KNOW A1:- Microsoft Partnership Expectations NEED TO KNOW A2:- Microsoft Partner Network (MPN) NEED TO KNOW A3:- Marketplaces & Partner Listings NEED TO KNOW A4:- How do Customers purchase Microsoft Azure? NEED TO KNOW A5:- How do Partners make money with Microsoft Azure? NEED TO KNOW A6:- Profitable Partnering and Deal Acceleration with Microsoft Funds Microsoft Azure Education, Enablement, & Support NEED TO KNOW B1:- Azure Basics, Get Started, Updates, Education & Training NEED TO KNOW B2:- Azure Partner Practice / Workload Resources NEED TO KNOW B3:- Best Practice, Blueprints, and Tools for the Partner Professional NEED TO KNOW B4:- Access FREE Microsoft Azure NEED TO KNOW B5:- Microsoft Azure Support Options for Customers and Partners Microsoft Azure 101 & Partner Guidance NEED TO KNOW C1:- Microsoft Azure Factsheet NEED TO KNOW C2:- Microsoft Azure Data Centre Regions NEED TO KNOW C3:- Azure Trust, Security, & Compliance NEED TO KNOW C4:- Customer Success Stories & Case Studies NEED TO KNOW C5:- Microsoft Azure FAQ NEED TO KNOW C6:- Microsoft Azure Compute Options NEED TO KNOW C7:- Azure Pricing Microsoft Guidance NEED TO KNOW D1:- Microsoft & Digital Transformation NEED TO KNOW D2:- GDPR (Coming Soon) Document Notes: • Location: - This guide will be updated monthly, and saved here: http://aka.ms/UKAzurePartnerFastStart • Version – This document was published: 9-Aug-17
  2. 2. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 2 | Page Microsoft Azure Fast Start your Azure Partnership with Microsoft UK 1. MPN Sign up to the Microsoft Partner Network and resources The Microsoft Partner Network is the start of your journey. To become an Azure Partner: 1. Join MPN - Enroll your Organisation or Associate as an individual to an existing record. 2. Partner Next – Subscribe to Partner Next for essential skills and resources to sell cloud services and grow your business with Microsoft 3. Utilise the UK Partner Concierge – to help navigate your partnership with Microsoft 4. Join Cloud SureStep - personalized step-by-step guidance for your journey to the cloud 5. Microsoft Action Pack – Buy Microsoft Action Pack to get a FAST Start. Full details here. 6. Cloud Platform Competency - Review the criteria for Silver / Gold Cloud Platform Competency partner. This should be a key aim for gaining incentives & benefits. For FULL details on MPN See Need to Know A2 2. SOCIAL Join the Microsoft social community and connect with the team Join up to the following feeds to access resources, events, and teams who can help you: • Newsletters: Microsoft, MPN UK, Microsoft Azure, Cloud & Enterprise – Azure Practice, • Blogs: MPN UK Blog, Microsoft Azure Blog, Scott Guthrie’s Blog, • Twitter: @mspartnersuk, @mspartner • LinkedIn: MPN UK on LinkedIn • Yammer: Managed Partner Yammer Group, UK Cloud Service Provider Group 3. AZURE BASICS Understand the Azure fundamentals and give it a try for FREE! 1. Understand the Azure Fundamentals: • What is Microsoft Azure? Why not take a 3-minute tour of Microsoft Azure? • What is the Microsoft Azure Portal? • Read the Microsoft Azure Fundamentals Document and Webinar • Check out the Get Started Guides for Developers and IT Ops • Compare Azure IaaS vs PaaS vs SaaS • Review Azure Services Map, & Interactive Azure Map, & Azure Solutions • Learn the Azure position on Trust, Security, Compliance & Transparency, & Video • Take a Virtual Tour of one of the Data Centres • For a basic information on Microsoft Azure see: See Need to Know C1 onwards 2. How does Microsoft Azure stack up with AWS? • An overview of AWS vs Azure, • Microsoft Azure accounts, platform, and services for AWS experts • Azure vs AWS Service mapping, • Azure for AWS Professionals video series • Check out the FREE Microsoft Azure for AWS Experts course • Check out what the Analysts say • Here’s how you should be choosing a Cloud solution provider 3. Get some Validation of Azure • What do the Analysts such as Gartner and Forrester say? • Understand who is using Microsoft Azure today: Customer Case Studies, Certified Partners, Marketplace ISVs, and other ISVs & Partners. See Need to Know C4 4. Now Try Azure for FREE (For ALL FREE Azure Options See Need to Know B4) • Get $200 of Azure usage for FREE here. Or utilize your FREE Azure via MSDN Subscription or MPN or BizSpark allowance • Access the Microsoft Azure Portal and sign up (Sign Up process) for a Pay-as-you- Go Azure subscription • Review the 5-minute Getting Started Videos for each Azure Service 4. AZURE SKILLS Build or sharpen your Azure skills We have a regular schedule of Azure events that will be advertised on our social channels. For FULL details on all Azure Training and Education See Need to Know B1, and check out the “Be a Pro on Day 1” cheats in Need to Know B2 • Technical Team training: • Partner Upskill site – A portal into the many options for both tech and sales training • Azure Skills – Start with FREE access to our online course catalogue • Microsoft Virtual Academy – Free online training on Microsoft Azure • Microsoft Azure Readiness (Training) Kit – Presentations & Demos on Azure. • Microsoft Azure on Channel 9 – Channel 9 video content targeting Azure • Microsoft Azure “You Tube” channel – Azure’s YouTube channel • Cloud and Proud Series – Daniel Baker’s Azure Sessions • Microsoft Partner University – your new campus for training!
  3. 3. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 3 | Page Microsoft Azure • Azure Podcast series - Short podcasts on Microsoft Azure • EVENTS: 1. Microsoft Events, 2. MSDN Events, 3. Microsoft Azure User Group • Sales Team training: • Partner Upskill site – A portal into the many options for both tech and sales training • Azure Sales • Pitch Perfect for Sales: Azure • Classroom Azure Sales Masterclass – check out the MPN UK Blog for the latest • Microsoft Azure Sales Training 1 • Microsoft Azure Sales Training 2 • Azure Sales Specialist (Fast Track) • Azure Pre-Sales Specialist (Fast Track) • Azure Trust Centre – Learn about Trust, Compliance, Security, & Transparency 5. SELECT A PRACTICE Select, Connect, and Invest in building an Azure Practice We BUILD skills, capability, offerings, products and managed services with partners by their Primary Practice areas listed below. We have built a series of Practice books to help you get a fast start. For FULL details on Partner Expectations See Need to Know A1, and for specific Practice guidance See Need to Know B2 Azure Practice Overview of Practice Cloud Infrastructure & Management Partners who focus on infrastructure provisioning, Hybrid management, and cloud infrastructure management Data Platform, Adv. Analytics, & IoT Partners who focus on BI, Analytics, Big Data, Data Platform modernization. Cloud Application Developers Partners who focus on Web & Mobile Application development, Digital Media and DevOps workloads Mobility & Security Partners who focus on Application and Data Access Management, Mobility Management, and Threat Prevention & Protection 6. DEFINE YOUR SOLUTION Define your Solution and build out the supporting Collateral You have built the skills, defined your capability areas, and now you need to build and define your Azure services/solutions. Key questions you need to ask and define are here. 1. Opportunity – Where is the Microsoft cloud opportunity for you? 2. Target Industry – Which industry are you targeting? 3. Target Customer - Who is it aimed at? Who is your perfect customer? What do they look like? What are their Characteristics? 4. Business Problem - What is the business problem you are solving? 5. Solution - What is the solution? How does it solve the business problem? 6. Benefits - What is the benefits of your solution? Can you quantify it? 7. Value Proposition - What is your unique value proposition? What differentiates you? 8. Door Opener – What gets you through the door at the customer? e.g. Free Assessment 9. Deal Sizing & Profit – Price a small/medium/large deal (See Need to Know C7) 10. References - Are there transferable capability or references to support it? 7. AZURE COMMERCIALS Identify the right Azure Commercials for you and YOUR customer Understand how customers Purchase Azure (See Need to Know A4), and how Partners can make money with Azure (See Need to Know A5) by using DPoR or CSP Azure Programmes: Agreement Designed for: Overview Digital Partner of Record DPoR • Systems Integrators • ISVs – Single Tenant Apps Get a +7-20% rebate fee for driving Azure Consumption under a Customer’s EA/PAYG Cloud Solution Provider CSP • Managed Service Provider • ISVs – Single Tenant Apps Get up to a 15% discount, and 13% of Rebates for selling a managed Azure services. Enterprise Agreement EA • ISVs – Multitenant SaaS Apps Access to Enterprise Portal and other commercial benefits (Pre- purchase and Hybrid Use Benefit) 8. FIRST CUSTOMER Find your 1st , 2nd , and 3rd Customer Use the following resources to land your first customer: 1. Marketing Concierge – Review the Microsoft UK Marketing Concierge agency offers to drive leads in a mobile first, cloud first world 2. Build the Foundations with Smart Partner Marketing - The Smart Partner Marketing programme is the foundation of marketing Microsoft solutions in a Cloud first world. Assess your status, learn Smart Marketing principles, and execute Marketing tactics
  4. 4. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 4 | Page Microsoft Azure 3. Use the MPN Programme - Here are some key resources to help you be successful: • Case Study in a Box - write up customer case studies and publish to the MS site. • Campaign Finder - Use customizable marketing and sales content • Digital Stride - Be better positioned to reach more customers and generate more leads with the power of digital marketing • Social on Demand - get access to content directly from Microsoft UK which you can tailor and share with your customer audience. • Web syndication - Keep your website current with Microsoft content. • Ready to Go marketing resources - Save time, save money, and get the tools and support you need to reach your customers • Run an Event - create event registration pages for events, automate customer event reminders and leverage event content • Microsoft Marketing Assets – Use Microsoft Marketing assets to drive interest 4. Build Awareness - and access customers by listing your services/solution in Partner Centre or Azure Partner Directory or Azure Marketplace or AppSource. See Need to Know B3 5. Marketing Fund and Campaigns - We have small amount of Marketing funds to spend with New partners, if you have an idea for a differentiated marketing campaign, complete the Campaign Template and send it in for review. 6. Existing Opportunities • Microsoft Funding – How can we help you land existing pipeline on Azure? Use the Microsoft Funding framework (See Need to Know A6) to accelerate the deal • Existing Accounts – Share your existing customers under NDA, to see if any of them are existing Azure users that we can jointly target? • CoSelling with Microsoft – Jointly work with the Microsoft account teams to target your “perfect customer”. 9. GET RECOGNITION Get the recognition you deserve Closing opportunities is key for a successful partnership. Get the recognition you deserve: 1. Microsoft Validation – Get recognition for your hard work and effort by getting your Employees Certified, Your Partner status promoted, or your solutions certified. For FULL details on Validation See Need to Know A3 2. Digital Partner of Record (DPoR) – Ensure both your Azure Subscription and your customer’s Azure subscription have your MPN ID assigned. Instructions here. 3. Win Wires – Tell Microsoft about the success you are having with your customers by completing this win wire template for key wins. 4. Case Studies - Use the case study template to get an external facing case study 5. Microsoft Inpire Awards – Submit a nomination for one of the Annual Partner Awards that are awarded at the Microsoft WW Partner Conference 10. PLAN FOR GROWTH Build a business plan for your Microsoft Azure business Building on your initial wins and recognition is vital for being a successful Microsoft Partner. Here are a couple of items that will help you sustain that momentum: 1. Microsoft Partner Network – Get Microsoft Certified and Submit for Gold MPN Status for the Cloud Platform Competency See Need to Know A2 2. Joint Business Plan – Show intent by completing one of these simplified Business Plan 3. Marketing Funds - if you have an idea for a differentiated marketing campaign, complete the Campaign Template and send it in for review. 4. Customer Investment Funds (CIF) – Utilize our Funding framework to find opportunity, and win competitive deals and new business. For FULL details See Need to Know A6 5. Share your Microsoft Azure Pipeline - Start sharing your Azure pipeline to get the Co- Selling activity going (Example Opportunity Template). Once you become a managed partner, this will be automated via Partner Connect. 6. P-Seller – For the most successful of Microsoft Partners, you can become part of the Microsoft virtual sales & technical Teams as a pSeller. Ask your MS representative. 7. Partner with Partners – Find Microsoft Partners & ISVs on Partner Centre or Azure Partner Directory or Azure Marketplace or AppSource or use Dynasource. 8. Azure Marketplace & Stores - Build IP and sell your repeatable solutions using Azure Marketplace or AppSource as a Route to Market. For FULL list of Marketplaces and stores See Need to Know A3 9. Azure Support – Review the Azure Support options to keep your customers engaged and happy. For FULL details on Azure Support Models See Need to Know B5 10. Review your Microsoft Platform options – Explore the wider Microsoft portfolio to enable you to create new offerings for your customers: Office 365, Power BI, Dynamics
  5. 5. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 5 | Page Microsoft Azure NEED TO KNOW A1: Microsoft Partnership Expectations for Azure Partners For Microsoft Cloud Platform Competency Partners, here is what we are looking for from a partner over a 12-month period: Microsoft Expectations 1 Month 6 Months 12 Months Technical Sales Trained Staff 1 2 3 Azure Consumed Revenue ($) $0 >$30,000 >$100,000 Microsoft Partner Network Member Silver Gold Partner Web Site updated “Support Azure” “Silver Cloud Partner” “Gold Partner + Case Study” Azure Wins + Win Wires 0 1-2 3-5 Azure Case Studies 0 1 2 Marketing Campaign 0 1 2 WPC Attendance 0 NA 1 Attendee WPC Award Nomination 0 0 1 In addition, Microsoft are keen to work with Partners who are building skills and investing in: My Perfect Microsoft Azure Partner • Building Industry Focused Cloud Solutions that focus on Customer Digital Transformation • Creating IP, Offerings, frameworks, or Software based on the Microsoft Cloud • Taking advantage of Azure Premium PaaS services e.g. Serverless, App Services, Functions etc • Building an Azure Practice & driving long term Azure revenue as a Managed service provider • Focused on New Customer acquisition and Azure Consumption growth • Building credibility and a voice in market via Smart Partner Marketing methods • Evangelises about the Platform and Partnership Building Solutions around Microsoft Technology • Modern Workplace Using Office 365 for Collaboration, Modern Desktop, Security & Compliance, Cloud Voice • Business Applications using Dynamics 365 Platform for Customer engagement, Operations and Business Apps • Applications & Infrastructure using Microsoft Azure for Application Innovation, Cloud Infrastructure & Management • Data & AI solutions using Microsoft Azure and the Data Platform for IoT and Analytics Selling Solutions in the Following Industries • Primary Global Commercial Industries: Financial Services, Retail, Manufacturing, • UK Commercial Industries: Professional Services, Telco & Media, • Public Sector: Local Gov’t, Public National Safety & Security, Education, Central Gov’t, Health NEED TO KNOW A2: Microsoft Partner Network (MPN) & Azure The Microsoft Partner Network is the foundation of your partnership with Microsoft. Here are some basic details on MPN: • Microsoft Partner Network (MPN) – Homepage Overview • MPN Overview Video – A quick run through of the benefits • MPN Core Benefits - A list of the core MPN benefits offered for Silver and Gold members • List of Competencies – A list of each competency, and the requirements and benefits for Silver and Gold • MPN Terms and Conditions – Key terms (including the Confidentiality clause which you can use) If you need help related to the Microsoft Partner Network: Need Help with Microsoft Partner Network? • Telephone: the MPN Regional Support Centre on: 0800-917-3128, or 0344 8006006 • Option 1 – Cloud Billing & Subscription Issues • Option 2 – Technical Support • Option 3 – Product Information • Option 4 – MPN Membership & Benefits • Option 5 – Advisory Hours • Option 6 – Product Activation • Raise a support Ticket here: http://aka.ms/rsc • FAQ’s: MPN FAQ, Top Partner questions, MPN Software licensing benefit FAQ For Azure, the key competency for benefits and recognition is the Microsoft Cloud Platform Competency, here are the requirements and benefits for Silver and Gold levels:
  6. 6. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 6 | Page Microsoft Azure SILVER Cloud Platform Competency GOLD Cloud Platform Competency Requirements • $15,000 customer or Partner EA Consumption • 3 x unique Customer references (lasts 2 years) • 1 x Certified Individual • $100,000 customer or Partner EA Consumption • 5 x unique Customer references (lasts 2 years) • 2 x Certified Individuals • Customer Satisfaction Index Costs • $1530 USD • $3940 USD Technical Benefits Summary (Core + Competency Specific) Access to Microsoft Technology • $350 Azure Credit per month • 10 x Visual Studio Enterprise with MSDN (each with $150 pm of Azure) • Internal Use Rights Software – Up to 25 licences per product (including Office 365 & EMS) Access to Support • Signature Cloud Support (2 Hour response) • Cloud Technical Presales • 20 Hours Partner Advisory Hours Access to Microsoft Technology • $600 Azure Credit per month • 35 x Visual Studio Enterprise with MSDN (each with $150 pm of Azure) • Internal Use Rights Software – Up to 25 licences per product (including Office 365 & EMS) Access to Support • Signature Cloud Support (2 Hour response) • Cloud Technical Presales • 50 Hours Partner Advisory Hours Incentives • Digital Partner of Record (DPoR) • Cloud Solution Provider Programme (CSP) • Digital Partner of Record (DPoR) • Cloud Solution Provider Programme (CSP) Additional Benefits • Silver Partner Logo • Gold Partner Logo • Access to the co-sell programme NEED TO KNOW A3: Marketplaces & Partner Listings to access to Microsoft Customers Below is a quick summary of the opportunities to Monetize Azure through direct access to our customers using our Marketplaces, Stores, or Partner listings. Full details can be found here. Marketplace Who is it for? What is it? Azure Marketplace • ISVs with Azure Enablers or Building Blocks • Microsoft Azure Marketplace is for certified, open source, & community software applications, developer services, and data, pre- configured for Microsoft Azure. Download, deploy, and get more done. This includes the the Microsoft Azure Certified Logo. AppSource • ISVs with SaaS solutions • AppSource is used by customers to find line of business applications and SaaS solutions that work with Microsoft Products they already use (e.g. Dynamics, Azure, Office 365, Power BI) Azure.com • Silver or Gold Cloud Platform Competency • Azure.com Partner landing page is for Silver or Gold Cloud Platform Competency partners with leading Azure capabilities. Nominate yourself here Data Marketplace • Data Vendors • Do you have a Data set that you are looking to monetise? Use the Microsoft Azure Data Marketplace to publish your key datasets, so that customers can subscribe and enhance their own services/apps. VS Marketplace • VS / VSTS Extensions • Visual Studio Marketplace – A marketplace for Visual Studio and Visual Studio Team Services extensions. API Apps • API Management solutions • API Management provides the ability to set up billing for your API, either under a subscription model (fixed number of API calls per month) or metered model (cost per API call). Including code samples for integration with your chosen payment providers. AppCatalog (Microsoft Internal) • Nominated Azure ISVs • AppCatalog – Sales Readiness materials for marketing leading Azure ISVs. Receive and share leads from our enterprise sales teams. Microsoft Partner Centre • All Microsoft Partners • Use Microsoft Partner Centre to increase your awareness with customers who are looking for MS Partner solutions, apps & services. PowerBI Partner Showcase • PowerBI Partner Solutions • Access customers in multiple industries by posting your BI Solution in the Power BI Partner Solution Showcase Office 365 Store • Office 365 Apps & AddIns • Use the Office Store to reach consumers and small businesses who are shopping for Office 365 productivity apps Microsoft and partners.
  7. 7. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 7 | Page Microsoft Azure NEED TO KNOW A4: How do Customers Purchase Microsoft Azure How do Customers Purchase Microsoft Azure? • There are multiple options to purchase Azure for a customer, the key questions to help determine what the correct one is: • What solution does the customer want to buy? (Application, Service, or Azure only) • Who wants to own the Azure subscription? • What is the $ size of transaction? • Does the customer prefer an Opex or Capex model? • What Azure components will be deployed? • Is the solution deployed as a single tenant or a multi-tenant model? • How much of the solution is fixed and committed for 12 months? • Is the customer interested in paying this upfront? • Here is a summary of the main purchase models (it deliberately excludes Open and MPSA): • Here is the details of the main purchase models (it deliberately excludes Open and MPSA): OPTION 1: Pay-As-You-Go (PAYG) OPTION 2: Enterprise Agreement (EA) with Server & Cloud Enrollment OPTION 3: Cloud Solution Provider (CSP) Overview Azure utility based pricing and contracting model, that is billed monthly in arrears based on your actual usage Customer signs up to Microsoft Azure as part of an upfront Monetary Commitment Customer buys a complete solution of Partner Services or applications with Azure Which Customers? Customers who are starting on the road to Azure and want an Opex model Customers who prefer a Capex model and work closely with Microsoft LSPs, and are used to Microsoft EA agreements and structure. Customers who want the business benefit of cloud, but not the I.T. headache. Who owns Azure Subscription? • Customer • Customer • Partner How is this transacted? • Direct with Microsoft via THE Azure Web site • Via an Approved Microsoft Licensing Solution Partner (LSP) • Via a Cloud Solution Provider (CSP) Partner Invoice Entity? • Microsoft • Microsoft (but managed via LSP) • CSP Partner Invoice Frequency? • Monthly in arrears • Invoice 12 months upfront • Overage quarterly in arrears • Monthly in arrears
  8. 8. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 8 | Page Microsoft Azure • Overage at the end of contract term Minimum $ Commitment? • No Minimum Commitment • $12,000 USD upfront (any upfront commitment needs to used within 12 months) • Partner Specific Time Commitment? • None • 36 Month Commitment agreement, but with the ability to reduce/increase in Year 2/3 • Partner Specific Payment Type • Credit Card or Invoice • Invoice • Invoice What discounts are available? • Some Azure components have baked in Volume discounts • Dependent on the Commercial benefits you have signed up to (see below) • CSP Partner Specific. Delivered as part of an overall solution How are Azure Subscriptions Managed? • Microsoft Azure Portal: https://portal.azure.com • Microsoft Azure EA Portal https://ea.azure.com • Managed by Partner in Partner Centre • https://partnercenter.microsoft.com/ Access to other Commercial Benefits? • No • Compute Pre-purchase – discounts of up to 63% on reserved compute • Hybrid Use Benefit - Use your on-premise Windows licences and save up to 40% • Licence Mobility - easily deploy existing licences on Azure • Enterprise Agreement Portal – provides the ability manage multiple subscriptions • Access to specific contract terms (e.g. GDPR, FCA) • Other potential Benefits • Azure Credit back • Azure Deployment Funding • Partner Specific Azure Support • Select from one of the packages here • This will need to be purchased via your LSP • Developer Support excluded • This will need to be purchased via your CSP Partner Customer Sign- Up? • Sign Up here • Sign Up here • Find a CSP Partner here Terms & Conditions • PAYG Offer and Terms & Conditions • Partners can contract using the PAYG Model to deliver a service to a customer • Volume Licensing terms – Enterprise agreement and Server and Cloud Enrolment • EA/SCE Agreements allow access to specific contract terms (e.g. GDPR, FCA) • Partners can contract and use the EA contracting model to deliver a service to a customer by Exception ONLY • The Customer will sign the CSP Partner T&Cs, which will include the MS Customer Agreement template Useful Notes • Reporting APIs for Microsoft Azure EA Portal Customers • Azure Marketplace transactions are BYOL only under CSP. • Azure products in CSP – ARM based Azure services are can only be provided in CSP (e.g. Cloud Services is not currently provided). • Migration of Services: • Services that can/cannot be moved • Process for moving to CSP
  9. 9. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 9 | Page Microsoft Azure NEED TO KNOW A5: How do Partners make money with Microsoft Azure? DIGITAL PARTNER OF RECORD (DPoR) CLOUD SOLUTION PROVIDER (CSP) What is it? Digital Partner of Record (DPoR) is used to Track and Reward the Microsoft Azure influencing partners. It’s simple to set up, and its key for your Microsoft relationship Cloud Solution Provider (CSP) programme is designed for Managed Services Providers (MSPs) using selling Azure, Office 365, Intune, and Dynamics Which Partner is it designed for? • System Integrators (SI) • ISVs (Single Tenanted deployment) • Managed Service Providers (MSPs) • ISVs (Multi-Tenanted Deployment) Which Customer Purchase Model? • Option 1 - PAYG • Option 2 - Enterprise Agreement/SCE • Option 3 – Cloud Solution Provider (CSP) When to use? • My Customer wants to OWN the Azure Subscription • My Customers wants a Managed Azure service or solution and doesn’t want to own the Azure Subscription How does it Work? Why is DPoR Important? • Impact – Microsoft tracks partner performance by using DPoR • Incentives – For Silver or Gold Cloud Platform partners, • Support – Knowing the influencing partner can helps us provide a better customer support How does it work? 1. Ask your customer to add your MPN Partner ID to their Azure subscription. How to Video is here. 2. To show your FULL impact, we strongly recommend you add your MPN ID to your own Azure subscriptions to show your full influence (You will NOT be paid a rebate for this element) 3. Update your Bank Details in the MPN Account section, so that you can receive payment. 4. Payments are made quarterly in arrears (45 days after the quarter end, and they are made on metered services only 5. In some cases, a proof of execution may be required. To prove you are the influencing partner (e.g. architecture diagrams, Project plans etc) Key Requirements for CSP: 1. Billing, Invoicing, and Provisioning infra in place 2. 24/7 Support Resources, infra & processes 3. Capacity and ambition to drive >$20k a mnth 4. Pass a credit check 5. Attain a defined competency by 31/12/2017 Two CSP Models + Enrollment Instructions: • CSP Indirect model, you purchase it through a Distributawwor (aka CSP Indirect Provider) like Westcoast or Insight who can help you achieve the requirements of CSP (e.g. a 24/7 support desk) • CSP Direct Model - With the Direct model, you purchase direct from Microsoft. How Provisioning Azure Services in CSP • Once enrolled, you can provision Azure services on behalf of a customer, and you can bill the customer on behalf of Microsoft using: Direct CSP Partner Centre Microsoft key CSP Portal Partner Centre SDK Integrating Partner Centre capability in your own developed solution using APIs 3rd Party developed Portals & Tools AppDirect, ODIN, ComputeNext, ExtendASP, MSPControl by Virtuworks, Cloud Asset, JamCracker, Ensim, Cloud Crusier Incentives, Rebates, & Discounts Up to 30th September 2017 • 15% of Consumed Azure revenue 1st October 2017 to 30 September 2018 • 7% Rebate on ALL Consumed Azure Revenue (Gold Cloud Platform ONLY) • 20% Rebate on NEW qtr on qtr consumption (Silver/Gold Cloud Platform Partners) • $4k for each Net new customer add (with >$5k Azure consumption) Example Azure Consumed: • Q1 $100k, Q2 $150k Azure Payment at the end of Q2: • 7% of $150k =$10.5k • 20% of $50k =$10k • Paid Quarterly, 45 days after qtr close • POE may be required • Must be Silver or Gold Cloud Platform • Max payout of $100k per subscription Up to 30th June 2018 • Full margin is dependent on a mix of Rebates and Azure List Price discounts. Direct CSP Indirect CSP Margin 15% off List Partner specific. Speak to your CSP Provider Global Core Incentive Rebate 8% Rebate 8% Rebate EU/EFTA Accelerator Rebate 5% Rebate 5% Rebate • Rebates are paid every 6 months and are based on Consumed Azure services • Rebates are agreed for Fiscal Year • Discounts can change with 30 days notice and invoices need to be paid within 60 days
  10. 10. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 10 | Page Microsoft Azure Need to Know • You cannot earn DPOR payments on subscriptions that you own. • DPOR is for metered services ONLY • Only one MPN ID per subscription • Internal Partner usage cannot be deployed via CSP (i.e. customer delivery only) • Azure Marketplace in CSP – CSP is BYOL only . • Azure products in CSP – ARM based Azure services are can only be provided in CSP. Partners can access the “Azure in CSP Release Notes” document posted on the Partner Center Pricing and Offers page which details service availability • Migration of Services: • Services that can/cannot be moved • Process for moving to CSP Further Information • DPoR Programme Details on MPN (including customer guidance details): • DPoR programme Home Page • DPoR programme FAQ • Check your Account - How do you find out what Azure subscription you have been added to? • Your DPoR status • Who is the Azure account administrator? • Sign in to the Azure portal, • Go to the Hub menu, & select Subscription • Select the subscription you want to check, and then look under Settings. • Select Properties. The account administrator of the subscription is displayed in the Account Admin box Azure Managed Services Playbook for CSP CSP Programme • CSP Programme details • CSP Enrollment (both Direct & Indirect) • CSP Agreements, price lists and offers • CSP FAQ • UK CSP Direct Providers (i.e. Distributors) • Ask the UK CSP Team (Yammer) • MS Customer Agreement template CSP Partner Centre • “How To…” Guide for Partner Centre • Recorded Webinar - Partner Centre Capability • Presentation - Partner Centre Capability (e.g. Add customer)
  11. 11. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 11 | Page Microsoft Azure NEED TO KNOW A6: Profitable Partnering and Deal acceleration with Microsoft Funding Across the sales cycle, Microsoft provides funding & incentives for partners to drive customer opportunities on Microsoft Azure. A summary of some of the programs are below, albeit there is also non-program funding available: MICROSOFT SALES PROCESS 0% SELECT LEAD 10% QUALIFY LEAD 20% DEVELOP STRATEGY 40% PRESENT VALUE 60% PROVE VALUE 80% NEGOTIATE TERMS 100% WIN CUSTOMER JOURNEY DISCOVER TRY USE / BUY GROW / CONSUME “Get me Thinking” “Get me Started” “Get me Working” “Get me Running” “Support Me” MICROSOFT PARTNER PROGRAM Marketing Concierge Service (Orchestration of MS & Agency Marketing Packages) Strategic Marketing Investments (Big Bet Marketing Funds for Digital Marketing – 20:1 ROI, Up to $25k) Azure Everywhere – Cloud Workshop (Funds for F2F Workshop (10 Companies), to drive new opportunities. 30% converted to Qualified) scsxcsxssx1 MTC – Workload Technical Workshop (Hands on Azure briefing & workshop for 1 to Many customers @ MTC in Microsoft Reading) Azure Everywhere - PoC (PoC Funding for 121 engagements for Qualified leads. Funding limited to $6k) Cloud Investment Funds (CIF) (Funds to drive Azure consumption using Partner Services. $5k-$45k with a 10:1 ROI) <<----------------------------- Deployment Planning Services (DPS) (Multiple options inc. $5k Vouchers for EA Customers with SA) Azure PASS – FREE Credits ($500 p.m. x 3, or, $1k for 1 month) Digital Partner of Record (DPoR) From 7% Rebate on Consumed Azure rev Cloud Solution Provider (CSP) 15% Discount off Azure Services
  12. 12. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 12 | Page Microsoft Azure NEED TO KNOW B1: Azure Basics, Getting Started, Updates, Education, & Training From understanding the Azure basics, to Formal Certifications to reward deep skills and knowledge, we have it covered: Area What is available? Azure – Get the Basics 1. Understand the Azure Fundamentals: • What is Microsoft Azure? Why not take a 3-minute tour of Microsoft Azure? • What is the Microsoft Azure Portal? • Read the Microsoft Azure Fundamentals Document and Webinar • Check out the Get Started Guides for Developers and IT Ops • Compare Azure IaaS vs PaaS vs SaaS • Review Azure Services Map, & Interactive Azure Map, & Azure Solutions • Learn the Azure position on Trust, Security, Compliance & Transparency, & Video • Take a Virtual Tour of one of the Data Centres • For a basic information on Microsoft Azure see: See Need to Know C1-C7 onwards 2. How does Azure stack up with AWS? • An overview of AWS vs Azure, • Microsoft Azure accounts, platform, and services for AWS experts • Azure vs AWS Service mapping, • Azure for AWS Professionals video series • Check out the FREE Microsoft Azure for AWS Experts course • Check out what the Analysts say • Here’s how you should be choosing a Cloud solution provider 3. Get some Validation of Azure • What do the Analysts such as Gartner and Forrester say? • Understand who is using Microsoft Azure today: Customer Case Studies, Certified Partners, Partner Stories, Marketplace ISVs, and other ISVs & Partners. See Need to Know C4 Azure Getting Started 1. Access the Microsoft Azure Portal and sign up 2. Review the Video of the Sign Up process for a Pay-as-you-Go Azure subscription 3. Troubleshoot Sign up Issues OR Sign In Issues 4. Review the 5-minute Getting Started Videos for each Azure Service 5. Walk through using Azure for your role: a. Get Started Guide for Azure Developers b. Get Started Guide for Azure IT Operators Keep up to Date 1. Key Blogs: • Read the Microsoft Azure Blog, and the Cloud & Enterprise Blog 2. Roadmap and Service Updates • Azure Roadmap • Review the Public Cloud Platform Roadmap • Sign up for the Microsoft Azure Newsletter • Stay in touch with ALL Azure service updates 3. Get Involved: • Provide feedback on features to the Microsoft Azure Product team via this Forum • Request to be part of the Microsoft Azure Advisory Council Azure Deep Dive 1. Technical Team training: • Learning Path for each individual Azure Service • Azure Skills – Start with FREE access to our online course catalogue • Microsoft Virtual Academy – Free online training on Microsoft Azure • Microsoft Azure Readiness (Training) Kit – Presentations & Demos on Azure. • Microsoft Azure on Channel 9 – Channel 9 video content targeting Azure • Microsoft Azure “You Tube” channel – Azure’s YouTube channel • Cloud and Proud Series – Daniel Baker’s Azure Sessions • Microsoft Partner University – your new campus for training! • Azure Podcast series - Short podcasts on Microsoft Azure • Partner Upskill site – A portal into the many options for both tech and sales training 2. Sales Team training • Learning Path for each individual Azure Service • Azure Sales • Pitch Perfect for Sales: Azure • Classroom Azure Sales Masterclass – check out the MPN UK Blog for the latest • Microsoft Azure Sales Training 1
  13. 13. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 13 | Page Microsoft Azure • Microsoft Azure Sales Training 2 • Azure Sales Specialist (Fast Track) • Azure Pre-Sales Specialist (Fast Track) • Azure Trust Centre – Learn about Trust, Compliance, Security, & Transparency • 14 Cloud Security Controls for UK for UK Cloud Formal Training & Certifications 1. Azure Skills • Azure Skills – Start with FREE access to our online course catalogue, get certifications for each course and work your way to the FULL certifications. 2. All Microsoft Training and Certifications (Classroom + OnDemand Access) • https://www.microsoft.com/en-gb/learning/training.aspx • https://www.microsoft.com/en-gb/learning/certification-overview.aspx 3. Azure Specific Training & Certifications (for Cloud Platform Competency) • Exam 70-532: Developing Microsoft Azure Solutions • Exam 70-533: Implementing Microsoft Azure Infrastructure Solutions • Exam 70-534: Architecting Microsoft Azure Solutions • Exam 70-473: Designing and Implementing Cloud Data Platform Solutions • Exam 70-475: Designing and Implementing Big Data Analytics Solutions • MCSA: Linux on Azure 4. Microsoft Certifications • MCP – Microsoft Certified Professional certification is awarded when an individual passes a single exam on any technology • MCSA – Microsoft Certified Solutions Associate certification is awarded when an individual passes all core exams (2-3) associated with a product • MCSE / MCSD – Microsoft Certified Solutions Expert/Developer certification is awarded when an individual earns an MCSA, and continues education in each specialty area. The MCSE/MCSD can be earned each year. Microsoft Events 1. Microsoft Events, 2. MSDN Events, 3. Microsoft Azure User Group 4. UK DevOps Events by Visual Studio Get Bespoke Azure Training 1. Silver/Gold Competency:- Utilise your Partner Advisory Hours to get the tailored training 2. Microsoft Learning Providers - Microsoft Learning Providers have formal classroom training 3. Speak to your PSE Account Manager about your Education needs NEED TO KNOW B2: Specific Azure Practice and Workload Resources Cloud Application Developers Cloud Infrastructure & Management Data Platform, Adv Analytics & IoT Mobility & Security Web link Cloud App Dev Practices Cloud Infrastructure & Management Practice Data Platform, Analytics and IoT Practice Mobility & Security Practice Practice Playbook Cloud Application Development Playbook Cloud Infrastructure & Management Playbook Data Platform & Analytics Playbook Mobility & Security Playbook Managed Services Playbook Azure Managed Services Playbook for CSP Learning Path by Azure Service Learning Path for each individual Azure Service Partner Stories Partner Success Stories Join the Community Join the Cloud & Enterprise Practice Community newsletter Azure Practice Sub-Segment Resources Cloud Application Developers Application Development • Understanding Azure – A Guide for Developers • The Total Economic Impact of Microsoft Azure • Microsoft: a Gartner cloud computing leader across IaaS, PaaS, and SaaS • IaaS isn’t your only path to outsized gains DevOps • Understanding Azure – A Guide for Developers • Get Started with DevOps and Azure
  14. 14. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 14 | Page Microsoft Azure • Your Guide to Mobile DevOps (Azure + VSTS + Xamarin) • Azure Developer Tools • VSTS Video playlist • ALM & DevOps with Visual Studio Events • DevOps Fundamentals • DevOps Maturity Assessment • FREE COURSE – Accelerate Software Delivery using DevOps – Self-Paced (Edx) • FREE COURSE – DevOps on Azure PaaS – Self paced MOOC (OpenEdx) • FREE COURSE – DevOps Testing – Self paced MOOC (OpenEdx) • FREE TRAINING - DevOps Dimensions on Channel 9 – DevOps Practitioner • FREE TRAINING - DevOps Courses on Microsoft Virtual Academy - Virtual • COURSE - DevOps Practitioner - A DevOps classroom course by QA • Mobile App Innovation • Donovan Brown Blog • Intro to DevOps – Microsoft & OSS Blog • DevOps Partner Sales and Marketing Portal • UK DevOps Events by Visual Studio • ALM/DevOps Learning Path • DevOps Factory • DevOps in the Enterprise Blog • DevOps Best Practices White Paper Media Services • More to follow NEED TO KNOW B3: Best Practice, Blueprints & Tools for the Partner Professional Here are some great cheats to make you look like a Pro on Day 1: Area Resource What is it? Best Practice & Blueprints Azure Architecture Centre • Portal for Reference architectures, Cloud Design Patterns, Best practices, Design Review Checklists, Scenario Guides etc Cloud Services Due Diligence Checklist • The checklist provides a framework that aligns clause-by- clause with a new international standard for cloud service agreements, ISO/IEC 19086 Cloud Design Patterns • Design patterns are useful for building reliable, scalable, secure applications in the cloud. Design Review Checklist • Checklists to assist developers and solution architects during the design process. Checklists cover availability, resiliency, scalability, and DevOps. Designing resilient Applications for Azure • Provides a process for achieving resiliency, using a structured approach over the life of an application, from design and implementation, to deployment and operations. Azure Onboarding Guide for IT Organisations • An overview, guidance, and best practices for enterprise IT departments to introduce, consume, and manage Azure Enterprise Cloud Strategy • Guidance for enterprises looking for proven methods to take their application portfolio to the cloud Contoso in the Microsoft Cloud • How Contoso (a fictional but representative global organization) has implemented the Microsoft Cloud Azure Services Doc Centre • Document Hub for All Azure Services DevOps Maturity Assessment Framework • A framework to better understand your current DevOps practices and where to focus next. Azure Solution Architectures • Architectures to help you design and implement secure, highly-available, performant and resilient solutions on Azure Application Architectures on Azure • Application Architecture Resources for building apps in Azure Azure Architecture Series • Microsoft Cloud for Enterprise Architects Series
  15. 15. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 15 | Page Microsoft Azure Templates and Code Azure Resource Manager Quickstart Templates • Community-contributed templates for getting a quick start to your ARM deployment Azure Code Samples • Learn to interact with Azure services through code Azure Download Centre • Get the command-line tools and SDKs Azure Symbols • Get the Azure Symbols to build your own presentations and collateral General Guidelines Azure Subscription and Service Limits, Quotas, and Constraints • The Complete list of services and sizing guide. Azure Subscription and accounts guidelines • Design considerations and guidelines as you build out an application infrastructure in Azure Azure Cost & Pricing Tools Azure Pricing Calculator • For estimating expected pricing of Azure services Azure Channel Pricing Calculator • Pricing to help channel partners calculate pricing based on customer purchase model. Azure Total Cost of Ownership Calculator • Estimate the cost savings by migrating workloads to Microsoft Azure Azure VM Price • A comparison of Prices of VMs across regions Azure Billing Tools Getting Started with Azure Billing and Cost Management • Key information to ensure you run your Azure subscription correctly, and without any Billing surprises! Azure Usage and Billing Portal • Enable visibility of Azure usage across multiple subscriptions to keep track of billing Microsoft Peek • Can be used to track Azure Usage/Billing Analytics EA, CSP and Direct Azure Subscriptions. It provides detailed visuals for near real-time data analytics. PowerBI Content Pack for EA agreement • for Azure Enterprise users which enables exploration and analysis of consumption data for enterprise enrollments Cloudyn • Cloudyn is the only multi-cloud monitoring and optimization solution that supports Azure, AWS, Google Cloud and Openstack from a single pane of glass Hanu Insights • Hanu Insights is one of many 3rd party products that can help with usage, billing Delivery Tools Microsoft Assessment and Planning Toolkit (MAPS) • An automated, multi-product planning and assessment tool for quicker and easier desktop, server and cloud migrations Cloud Migration Assessment • Microsoft is offering a free cloud migration assessment designed to provide you with detailed information based on the specific configurations of your own datacenter Azure Resource Explorer • Discover the Azure Resource Management APIs, get documentation and make actual calls directly in your own subscriptions Azure Advisor • Get personalised recommendations to improve high availability, security, performance, and cost base of your resources in Azure. Azure Monitor • The central source and pipeline for monitoring data from Azure AzureDocIt • Generate Tech Documentation for your end customer or your Azure Microsoft Azure subscription in Minutes Azure SQL Database DTU Calc • Helping you migrate from SQL Server to SQL Database AZCopy • AzCopy is a Windows command-line utility designed for copying data to and from Microsoft Azure Blob, File, and Table storage using simple commands with optimal performance. Azure Speed Test • Measure speed and Latency between you and the Azure DC Regions Azure Marketplace • For key Microsoft and 3rd party tooling to help achieve a successful deployment on Microsoft Azure.
  16. 16. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 16 | Page Microsoft Azure NEED TO KNOW B4: How can you access FREE Microsoft Azure credits Do you want to TRY Azure? Here are the options available to you and your customers: Programme Who for? What is it? Link How Much? FREE Azure Trial • New Azure Customers Up to £125 ($200) in FREE Azure credits to Try Microsoft Azure • Link • £125 ($200) FREE Azure Services for ALL • All Customers Take advantage of free Azure Service tier options at any time, with any subscription. • Link • Service Specific Try Cognitive API Services for FREE • All Customers Microsoft Cognitive Services let you build apps with powerful algorithms using just a few lines of code • Link • 30 day Usage Limit Azure Test Drive & FREE Software Trials • All Customers Test Drives are ready to go environments that allow you to experience a product for free without needing an Azure subscription, they are even pre-provisioned. • Link • Product Specific Azure Labs • All Customers Practice with the latest products and services in a live environment and advance your cloud skills for free • Link • Visual Studio Dev Essentials • Developers Free tools, cloud services, and training • Link • $25 per month ($300) Microsoft IT Pro Cloud Essentials • IT Pros A free annual subscription which includes cloud services, education (Pluralsight), Certification discounts, and support benefits • Link • $25 per month ($300) Visual Studio Subscriptions • Developers MSDN Subscribers receive up to £95 ($150) a month to run individual dev/test workloads • Link • £95 ($150) per month Microsoft Partner Network (Silver or Gold) • Cloud Platform Competencies Microsoft Cloud Platform Partners receive up to £7330 in Microsoft Azure credits per annum • Link • Up to £7330 per annum Azure PASS for PoCs • Qualified Opportunities For qualified opportunities, Partners can obtain an Azure PASS for a PoC • NA • $1000 for 1 mth, or $500 p.m. for 3 mths Not for Profit • Charities Entitled to 5000 (USD) in credits annually to use towards the complete portfolio of Azure services • Link • $5000 BizSpark • Start-Ups Startups receive up to $750 per month of FREE Azure cloud services for 3 years; that's $150 per month each for up to 5 developers. • Link • $750 per month Imagine Access (NEW) • Students Microsoft Azure now hosts your web projects at no cost for students. • Link • Service specific Imagine Access (NEW) • Academic Institutions Enroll in a DreamSpark subscription to get the software you need for your students, faculty and labs. • Link • Service specific Research Grants • Researchers The Microsoft Azure for Research program provides free cloud computing time, training, and resources • Link • Service specific • NB. Please ensure you remove ALL spending limits, and set-up payments details correctly, before you GO LIVE NEED TO KNOW B5: Support Options Microsoft Azure Check out the comprehensive documentation and get started resources for all Azure customers. Microsoft offers support across the lifecycle: 1. Development - As you start to develop or build, look for answers from Microsoft community experts – Azure Forums is a great option. Ask questions and get answers on MSDN, StackOverflow, Reddit, Microsoft Tech Community 2. Building - While you progress building your solution, self-help and optimization tools are built into the Azure Portal. Can’t connect to your VM? Just click on the Diagnose and solve problems to follow troubleshooting guidance for resolution right in your Azure Portal. This troubleshooting solution is included with all Azure services. 3. Deployment - Once your solutions are established, Azure Advisor preview provides personalized recommendations based on best practices to further optimize your environment for e.g. high availability, security, performance, and cost effectiveness of your Azure resources. Check the Advisor dashboard to get your list of recommendations. 4. Production - As you move into to Production, there are a number of Support options dependent if you are an end customer or a partner:
  17. 17. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 17 | Page Microsoft Azure SUPPORT OPTIONS for CUSTOMERS: Name Price Severity 1 Response Time Detail Core Included NA • Forum support • Account/Billing management Developer $29 a month 8 Hours • Unlimited break/fix via Web Submission Standard $300 a month 2 Hours • Unlimited break/fix via Web Submission • 3 x Tel call backs per month Pro-Direct $1000 a month 1 Hour • Unlimited Telephone call backs • Priority handling + Escalation services • Pooled A/C management • Some Proactive services Premier >$3000 a month <1 Hour Minimum • Unlimited Priority Telephone • Assigned ADM • Bespoke Proactive services/mentoring • Rapid Response option SUPPORT OPTIONS for PARTNERS: Name Price Severity 1 Response Time Detail Signature Cloud Support Included in Silver or Gold Cloud Platform Competency 1 Hour • Unlimited break/fix via Web Submission for Azure • Can be used for Customer Azure subscriptions provided you are set up with the right permissions on their subscription Partner Advisory Hours Included in Silver or Gold Cloud Platform Competency NA • For cloud, hybrid scenarios, and limited on-premises (W10, Windows Server, Dynamics AX, SQL Server) • Focused on design, development, and deployment phases of your projects Advanced Support for Partners (ASfP) $1250 p.m. OR $14,550 p.a 1 Hour • Azure, Office 365, & Dynamics 365 • 5 hours p.m. of Services Account Mgr / Service Advisor • Proactive guidance, advisory services, and training • Escalation Management • Add-Ons (e.g. Onsite, Extra Hours, Consult work) What to do if you have a Technical Issue for Microsoft Azure? 1. In Advance: • Make sure you have an Azure Support Plan in place (see above) • Make sure you have the right Azure Subscription access to raise a support ticket: • Account administrator, service administrator, or co-administrator can submit a support request • Any users with ‘write permissions’ (Owner/Contributor) to a subscription will be able to submit a support request • Review the Common Support Requests 2. Azure Status • Check Azure Status for any known issue or service outage that is affecting a broad set of customers 3. Azure Resource Health • Check your Azure Resource Health status from the main portal to understand if there is anything specific to your resources. Resource health helps you diagnose and get support when an Azure issue impacts your resources. It informs you about the current and past health of your resources and helps you mitigate issues. Resource health provides technical support when you need help with Azure service issues. Resource health shows you all the times your resources were unavailable in the past due to Azure service issues. This makes it simple for you to understand if an SLA was violated. 4. Raise a support ticket via the Azure Portal at the appropriate Severity level • Once you have raised the ticket, you will be issued with the Ticket Number • You will also receive an email with your allocated engineer within the targeted response time • If you are not happy about the speed of response, you can escalate the ticket to the support engineer’s manager (the support engineer’s manager will be in the engineers email signature). Notes about Microsoft Azure Support • Azure Preview Services - Support is limited to Support Forums ONLY • Azure EA Customers & Support - EA Customers must buy Support via their LSP/LAR
  18. 18. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 18 | Page Microsoft Azure • Support Entitlement - The flat monthly cost for Azure Support covers the entire account regardless of how many subscriptions you have under the account or how much usage you have. • All subscriptions under an account share the same support plan. • Microsoft provides direct support for popular OSS technologies running on Azure • Linux e.g. SUSE, Ubuntu, RedHat, Debian CentOS, CoreOS • 3RD Party Frameworks e.g. Java, Apache Tomcat, Python, node.JS, MySQL, Wordpress • For further details, check out the Microsoft Azure Support FAQ
  19. 19. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 19 | Page Microsoft Azure NEED TO KNOW C1: Microsoft Azure Factsheet Microsoft Azure is a growing collection of integrated cloud services—analytics, computing, database, mobile, networking, storage, and web—for moving faster, achieving more, and saving money. Here is a factsheet of useful information you may need: WHY MICROSOFT AZURE? WHY DO CUSTOMERS BUY AZURE? >$15bn Investment by Microsoft • 90% of the Fortune 500 use the Microsoft Cloud • 66% of the Fortune 500 use Microsoft Azure • 120,000 NEW customers a month • 140 Countries you can buy Microsoft Azure • 40% of Azure’s revenue comes from start-ups and ISVs • 36 Hours New Azure functionality is delivered • > 65 Azure Services • 40 x Azure Regions Announced with 34 Operational • Top 3 network in the world (coverage, speed, connections) • No. 1 in Certification – more than any other cloud vendor • 50 Compliance regimes covered by Azure • 4000+ Applications in Azure Marketplace • 1000’s of Service providers supporting Azure • $45bn+ Partner services revenue attached in last 12 mths • 99.9982% - Average Available Uptime for last 6 months Microsoft Azure gives you the Cloud on YOUR terms: • Choice of Data Centre regions and types • Choice of Deployment Options (Public, Private, Hybrid) • Choice of Service Options (PaaS, IaaS etc) • Choice of Compute Options (Compute, Memory Intensive) • Choice of App frameworks and Tools (.net, java, php etc) • Choice of Windows or OSS (RedHat, Windows etc) • Choice of Commercials models for purchasing • Choice of Partner or Microsoft Direct models • Choice in Technology options (4000+ 3rd parties in AMP) • Choice in Support Options In 2016: • Microsoft deploys more servers in a day, than we did in an entire year in 2011 • Microsoft has the most open source contributions to GitHub • Review the wider Microsoft by Numbers The Most common reasons are: • Hybrid Cloud – This is the cloud on your terms: • "Microsoft’s comprehensive hybrid story, which spans applications and platforms as well as infrastructure, is highly attractive to many companies, drawing them towards the cloud in general.” Gartner • Enterprise Grade Cloud • Leadership in ALL key Gartner Magic Quadrants • Single Tech Support for Azure, Microsoft Software, Red Hat Linux • Each GA’d Service has an SLA • Account team structure and resource • Strong Partner & ISV Community (See: AppSource, AMP, & Channel 9) • Azure is the “Trusted Cloud” • Security and Privacy are embedded into the development of Azure • Security: We work to keep your data safe • Privacy: You own and control your customer data • Transparency: You know how your data is stored and accessed, and how we help secure it • Compliance: We conform to global standards • We have more Certifications that any other cloud provider • Industry leader for customer advocacy and rights protection • Uses the same ID & Access layer as your Office 365 • Microsoft Azure Commercials and Investments • Choice of buying options • Utilise existing investments and Software • Investment funds build customer partnership AZURE SERVICES STATS WHAT ARE COMPANIES DOING WITH AZURE? • Compute • 75% of deployments on IaaS • 1 in 3 VMs deployed on Azure are Linux • Doubled capacity every 6 months • >60% of Apps are deployed using Azure App Service • App Svc is the 3rd largest service after VMs & Storage • Access & Identity • >750 Million Azure Active directory users • >18 bn Azure active directory authentications per/week • Storage and Database • 1.6m SQL Databases in Azure • 340bn Azure SQL query request processed per day • 160,000 SQL Databases created/dropped per day • 50 Trillion Storage Objects in Azure • > 4m developers on VSTS • 2 Trillion messages per week processed by Azure IoT Azure customers are doing some amazing things – See Need to Know C4: A quick summary of the capability built into the Platform with this List of Azure Services. A summary of is below: • Building and deploying modern, cross platform web and mobile applications • Store, backup, and recover data in the cloud • Run Enterprise applications • Run large scale compute jobs • Perform powerful predictive analytics • Encode, store, and stream audio and video at scale • Build intelligent products and services leveraging the Internet of Things services We have also built out a List of Azure Solutions that can easily be deployed,
  20. 20. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 20 | Page Microsoft Azure NEED TO KNOW C2: Microsoft Azure Data Centre Regions • 40 x Azure Regions Announced with 36 Operational • Regional Data Centres – e.g. Dublin & Amsterdam • Sovereign Data Centres – e.g. Germany • Government Data Centres – In the US specifically • + Azure Stack – for your own Data Centre (and Privately Connect anywhere to Azure using ExpressRoute) • Microsoft Azure has more Global Regions than any other provider. Geographic expansion is a priority for Azure because it enables our customers to achieve higher performance and support our customer requirements regarding data location. • Each Azure Data Centre Region: • is paired with another Region for Isolation & Replication, DR/Recovery/Availability, Sequential updates, data residency. • typically has multiple Data Centres (e.g. 6 in Dublin) • Up to 600,000 servers per region • Azure Regions are connected over a private, high-speed network, which is one of the Top 3 network globally (for coverage, speed, connections) • See it for yourself: • Check out a quick view of the Data Centre Infrastructure • Take a virtual Data Centre Tour to see for yourself • Here are the Data Centre regions: Geography Region Location Status Notes EMEA North Europe Dublin, Ireland GA West Europe Amsterdam, Netherlands GA Germany Central Frankfurt, Germany GA T-Systems: German Data Trustee Germany Northeast Magdeburg, Germany GA France Central TBC Announced France South TBC Announced UK West Cardiff, UK GA UK South London, UK GA Americas Central US Iowa, USA GA East US Virginia, USA GA East US 2 Virginia, USA GA US Gov. Iowa Iowa, USA GA Government focused Data Centre US Gov. Virginia Virginia, USA GA Government focused Data Centre US DoD East TBC GA Government focused Data Centre US DoD West TBC GA Government focused Data Centre North Central US Illinois, USA GA South Central US Texas, USA GA West US California, USA GA West US 2 TBC GA Canada Central Toronto, Canada GA Canada East Quebec City, Canada GA Brazil South Sao Paolo State GA Asia Pacific East Asia Hong Kong GA Southeast Asia Singapore GA Japan East Tokyo, Saitama GA Japan West Osaka, Japan GA Australia East New South Wales GA Now available to ALL customers Australia Southeast Victoria GA Central India Pune, India GA South India Chennai, India GA West India Mumbai, India GA Korea Central Seoul GA Korea South TBC GA China East Shanghai, China GA In Partnership with 21Vianet. Requires a separate subscription.China North Beijing, China GA Africa Africa Cape Town Announced Africa Johannesburg Announced
  21. 21. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 21 | Page Microsoft Azure NEED TO KNOW C3: Azure Trust, Security, Compliance, and Transparency To realize the benefits of the cloud, you must be willing to entrust your cloud provider with one of your most valuable assets – your data. The Following resources will help you respond to your customers queries and concerns: • Microsoft Azure Trust Centre – The single portal to all matters related to the Trusted Cloud: • Azure Security – We keep your customer data safe • Azure Privacy – You own and control your Data • Azure Transparency – You have visibility into our practices • Azure Compliance – we conform to global standards and we have more certifications than any other cloud vendor • Other great resources: • General Data Protection Regulation (GDPR) – Prepare for a new era in Privacy Regulation with Microsoft’s guidance • Azure Mapping of the CSA Security, Compliance and Privacy Cloud control matrix requirements – for RFI/RFP Responses • How Azure can be used to help address the 14 Cloud controls mandated by the UK CESG/NSCS – October 2016 blog post • Cloud Services Due Diligence Checklist - The checklist provides a framework that aligns clause-by-clause with a new international standard for cloud service agreements, ISO/IEC 19086 • Microsoft’s approach to the Financial Conduct Authority’s FG 16/5 Guidance - for firms outsourcing to the cloud • RFP Scan and respond – Upload a Spreadsheet of your compliance questions and allow the App service to create responses • All Resources – A complete list of resources for people interested in Security, Privacy, and Compliance • Brad Smith’s Blog - President and Chief Legal Officer gives his opinion on Privacy and security • How Microsoft is protecting customer data – Video Snapshot • Common Questions: • How does Microsoft define data? • How do Microsoft manage your data? • Where is your data located? • Who can access your data and on what terms? • Can you provide a List of subcontractors that handle data? • What happens with my data if I leave your service? • How do Microsoft respond to Government requests? • What are Microsoft’s Privacy Standards? NEED TO KNOW C4: Microsoft Azure Customer Success Stories To understand who is using Microsoft Azure today: • Check out our Customer Case Studies page, the great Customer story web site, and the Enterprise Customer Stories page. • Review the list of Certified Partners for the Cloud Platform Competency • Partner Success Stories for each Azure workload and ISVs • Search the 1000’s of Azure building blocks, enablers, and ISVs on the Azure Marketplace, • Search the list of SaaS ISVs in AppSource, or discussed on Channel 9 ISVs & Partners Here are some of the great stories: Customer Industry Link UBS Financial Services • UBS taps Microsoft Cloud to power business-critical tech • https://news.microsoft.com/2017/04/26/ubs-taps-microsoft-cloud-power- business-critical-tech/ BP Oil & Gas • BP, a leading global energy company, has selected Microsoft Azure as part of its global cloud computing strategy. https://news.microsoft.com/en-gb/2017/07/25/bp-selects-microsoft-azure- company-wide-platform-part-modernisation-programme-2/ Centrica Utilities • Centrica is moving it's UK Data Centre workloads to #Azure and #Office365 as a platform to enable Digital Transformation • https://news.microsoft.com/en-gb/2017/06/28/centrica-becomes-latest-blue- chip-company-to-choose-microsoft-azure/ North American Eagle Automotive • Setting a new land-speed record with Advanced Analytics & IoT • https://www.youtube.com/watch?v=YxmAEMmwXYU Real Madrid Sports • Real Madrid opens 1 stadium to 450 million with Microsoft Azure • https://www.youtube.com/watch?v=Xp7VhEy4GHI Xbox Gaming • Xbox live scales in the cloud with Microsoft Azure
  22. 22. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 22 | Page Microsoft Azure • https://www.youtube.com/watch?v=mKUwryQI9cw IO-Interactive / Square Enix - Hitman Gaming • Hitman by IO-Interactive and Square Enix runs on Microsoft Azure • https://www.youtube.com/watch?v=ApEvC2M8FWc NHS Blood & Transport Service Healthcare • Scaling the UK NHS Blood and Transplant service to cope with peak demand, offer new services (and save >$1.5m in cost). • https://www.youtube.com/watch?v=HqSZzBUjFzM Dartmouth- Hitchcock Healthcare • Dartmouth-Hitchcock revolutionizes the U.S. healthcare system • https://www.youtube.com/watch?v=-wVeHZNn8aU ThyssenKrupp Manufacturing • ThyssenKrupp - Giving cities a lift with the Internet of Things • https://www.youtube.com/watch?v=jhrhBgZphBw JustGiving Charity • JustGiving uses big data and Microsoft Azure to help connect people with the causes they care about most • https://www.youtube.com/watch?v=CBTXNCkYGmc ASOS Retail • ASOS and Azure Case study • https://customers.microsoft.com/en-us/story/asos • ASOS streamlines fashion with Microsoft Azure • https://www.forbes.com/sites/tonybradley/2017/02/24/asos-streamlines- fashion-with-microsoft-azure • Listen to ASOS CTO discuss the road to Azure and Microservices: • https://channel9.msdn.com/Events/TechDaysOnline/UK-TechDays-Online-- Future-Decoded/Evolving-ASOS-to-Azure-Microservices Watchfinder Retail • Watchfinder Partners with Microsoft and Endjin as they look to expand overseas • https://www.youtube.com/watch?v=woq7ji5Fddk Met Office Weather • Met Office move Weather Observation Website (WOW) to Azure with New Signature • https://www.youtube.com/watch?v=C8W0HnlMqwg AccuWeather Weather • Microsoft Azure enables AccuWeather to respond to 17 billion requests for crucial weather data per day. • https://cloud.microsoft.com/en-us/customer-stories/accuweather/ Temenos Banking • This cloud helped Temenos bring banking to 10 million people in just 2 years • https://cloud.microsoft.com/en-us/customer-stories/temenos/ Milliman Insurance • Milliman partners with endjin to deliver hyper-scale compute on Azure • https://www.youtube.com/watch?v=KomLLWiJflE Hymans Robertson Financial Services • Hymans Roberston is a leading UK pension consultancy with an interactive platform to enable their clients to plan for their retirement. Run in Azure was a perfect fit, because of the elastic scale and regulatory compliance • https://www.youtube.com/watch?v=5M3mE6w9ueU National Air Traffic Service (NATS) Public Sector • Helping improve air quality and reduce costs with the cloud • https://enterprise.microsoft.com/en-gb/roles/it-leader/analytics-at-nats-takes- flight-with-the-cloud/ Somerset County Council Public Sector • Nationwide austerity measures are prompting local government to rethink and revamp technologies and processes, to better support citizens and achieve their goals. Somerset County Council is moving nearly all its on-premises datacenters—including Windows, Linux, and open source technologies—to a hybrid Azure architecture. The county also built a new DevOps environment in Azure that facilitates continuous integration and automated processes including infrastructure as code. As a result, Somerset will realize dramatic gains in efficiency, reducing downtime, accelerating new software releases, improving services, and saving more than £65,000 a year in power. • https://customers.microsoft.com/en-us/story/somersetcountycouncil Metropolitan Police Police Forces • 22,000 police men/women from 32 boroughs in the capital are stepping up the fight against crime by using Microsoft’s Azure cloud service to store and review millions of hours of footage filmed on officers’ body cameras, so they can automatically record criminal acts, helping with prosecutions. • http://news.microsoft.com/en-gb/2016/12/01/35558/#rUCJaxeGuV33BGtf.99 Paul Smith Retail • Paul Smith sets the trend in business agility, with new hybrid cloud solution • https://www.youtube.com/watch?v=yuRQUFZLkRc Jet.com Retail • Jet.com has created a new online marketplace with a dynamic, real-time pricing engine, built on Microsoft Azure • https://www.youtube.com/watch?v=abci_fMcPls
  23. 23. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 23 | Page Microsoft Azure Rolls-Royce Manufacturing • Rolls-Royce is using the Microsoft Azure platform to fundamentally transform how it uses data to better serve its customers. • https://www.youtube.com/watch?v=B3CZXp-RK0g Johnson Controls Services • Johnson Controls, a leading provider of HVAC equipment and building automation solutions, is creating an easier, more-automated way to aggregate data and provide intelligence on systems running globally • https://www.youtube.com/watch?v=haYd0L4bQzA WASH Services • Laundry Innovator Manages Growing Business Using Cloud Analytics • https://www.youtube.com/watch?v=iIYU1Xfhr8g NEED TO KNOW C5: Microsoft Azure FAQs • Below is a list of the most common FAQs related to Microsoft Azure • List of the most common presales questions asked by Partners by Product: https://support.microsoft.com/kb/3182623 Area FAQ Link Area FAQ Link Commercial FAQ • Virtual Machines Licensing FAQ • Azure for Microsoft software FAQ • Azure Marketplace FAQ Product FAQ • Windows VM FAQ • Linux VM FAQ • SQL Database FAQ • SQL Server on Azure VM FAQ • Azure Security Centre FAQ • Azure Active Directory FAQ • ExpressRoute FAQ • Azure Site Recovery FAQ • Virtual Network FAQ • Azure Backup FAQ • Azure Data Factory FAQ • Azure Stack FAQ • Visual Studio FAQ • Application Insight FAQ Pricing & Purchasing FAQ • Azure Purchase FAQ • Azure Billing and Subscription FAQ • Azure Free Trial FAQ Support FAQ • Azure Support FAQ • Azure Lifecycle support policy FAQ Microsoft Partner Network FAQ • MPN FAQ • Top Partner questions • MPN Software licensing benefit FAQ • BizSpark FAQ • CSP FAQ
  24. 24. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 24 | Page Microsoft Azure NEED TO KNOW C6: Microsoft Azure Deployment Options Microsoft provides you with a choice of deployments for Azure. PaaS (a more managed Azure stack), IaaS (less managed Azure stack), and Hybrid deployments that take advantage of the best of Public and Private cloud deployments. A summary of responsibilities for these options are: On Premise (Private Cloud) Infrastructure (as a Service) Platform (as a Service) Software (as a Service) YOU Provision and Manage Data & Access YOU Manage Data & Access YOU Manage Data & Access YOU Manage Data & Access Applications Applications Applications MICROSOFT Provision and manage Applications Runtime Runtime MICROSOFT Provision and manage Runtime Runtime O/S O/S O/S O/S VM VM VM VM Compute MICROSOFT Manage Physical Fabric Compute Compute Compute Networking Networking Networking Networking Storage Storage Storage Storage Here are some examples of Microsoft Azure services: • Azure gives you CHOICE when deploying applications. A comparison of some of the options are here: Deployment Example Ideal for User Type Ideal for Work Type Software as a Service (SaaS) • Dynamics 365 - intelligent business applications that help you manage & run your business, while better engaging customers • Office 365 - Your place to create, communicate, collaborate and get great work done Business Users Consume PACKAGED Apps in the Cloud Application Platform as a Service (APaaS) • PowerApps – Graphical design of Mobile solutions • PowerBI – Interactive Data Visualisation BI Tools • Microsoft Flow – automates workflow across apps and SaaS services Designers Design NEW apps in the cloud Platform as a Service (PaaS) • Batch – HPC Solutions • Cloud Services – Custom N-tier/3-Tier stateless apps • Service Fabric – Cloud native Microservices stateful & stateless • Functions – Serverless compute, event driven functions and Code • App Services – Private & Dedicated (ASE), or Web, Mobile, API & Logic (workflow) Apps • Other PaaS – Third Party Frameworks e.g. Cloud Foundry, OpenShift, Apprenda, Jetstatic etc Developers Build NEW apps in the Cloud Infrastructure as a Service (IaaS) • VMs – Stateful & Stateless Solutions • VM Scale Sets - Scaleble stateless solutions • Container Services – Scalable Docker Images in containers Developers Lift & Shift/HOST EXISTING apps to the cloud. OnPremise • Microsoft Stack – Extend Azure on-premises and build innovative hybrid applications Developers Build HYBRID Apps Infrastructure as a Service - Virtual Machine Series • Azure has a variety of Virtual Machines categories to suit your workload needs. • Within each category, there are a range of VM options • Basic Tier VMs - Do not include Azure load-balancer and Auto-Scaling, or the full Azure Compute Availability SLA . • Standard Tier VMs – Include load balancers, auto-scaling and SLA as standard. • VMs with denoted with an “S” (e.g. Fs or Ds) – Indicates Persistent storage (which you need to buy premium SSD Storage separately) Platform as a Service – The New frontier Platform as a service (PaaS) is a complete development and deployment environment in the cloud, with resources that enable you to deliver everything from simple cloud-based apps to sophisticated, cloud-enabled enterprise applications.
  25. 25. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 25 | Page Microsoft Azure Like IaaS, PaaS includes infrastructure – servers, storage and networking – but also middleware, development tools, business intelligence (BI) services, database management systems and more. PaaS is designed to support the complete web application life cycle: building, testing, deploying, managing, and updating. PaaS allows you to avoid the expense and complexity of buying and managing software licences, the underlying application infrastructure and middleware or the development tools and other resources. You manage the applications and services that you develop, and the cloud service provider typically manages everything else (no more maintenance and management overheads of IaaS virtual machines), at the same time being able to create a templated environment for consistency and maintainability that can be source controlled and automatically deployed. This entire shift will: • Reduce consumption costs • Reduce maintenance time and effort • Improve quality • Implement a governance process for code and environment deployments • Decrease time to market/time to test/dev • Remove deployment overhead from application lifecycle • Improve security NEED TO KNOW C7: Pricing Azure Services Microsoft Azure operates on a “utility” based pricing model (i.e. you pay for what you use). It is therefore vital to understand • Features you have deployed, and how is it metered • Tier of package you select (Basic, Standard, Premium) • How you purchased the Azure services (and thus what offers you can access) The following resources will help you price a customer specific solution: • Azure Pricing Overview – For a breakdown of the pricing models for all Azure services • Azure Pricing Calculator – For estimating expected pricing of Azure services • Azure Channel Pricing Calculator – Pricing to help channel partners calculate pricing based on customer purchase model. • Azure Total Cost of Ownership Calculator - estimate the cost savings by migrating workloads to Microsoft Azure • Azure VM Price – A comparison of Prices of VMs across regions The Following resources will help you with billing and purchasing (also Check out the Tools in Need to Know C3) • Azure Billing Portal – Track your actual account usage and set-up billing alerts • Azure Purchase FAQ – Purchasing FAQ • Azure Billing and Subscription FAQ – Billing FAQ • Get your Azure invoice emailed to you or your procurement team • Microsoft Peek – Can be used to track Azure Usage/Billing Analytics EA, CSP and Direct Azure Subscriptions. It provides detailed visuals for near real time data analytics For Cloud Application Development technologies, I have outlined some of the key services and pricing models: CAD Area Service What is it? How is it Priced? App Development Azure Resource Manager Deploy and manage Azure resoureces Included as part of the service App Services For building scalable web/mobile apps Tier Based on App Service Plans (number of apps, functionality, Disk space, & Instances) Web Apps Quickly create, deploy, scale web apps Mobile Apps Build and host the backend for any mobile apps API Apps Easily build consume cloud API Logic Apps Code free workflow orchestration as a service Priced per action executed Notification Hubs A scalable, push notification engine for quickly sending millions of messages Tiers based on features and number of pushes API-Management Publish APIs to developers, partners and employees securely and at scale. Based on API Calls, Cache, Scale-out Azure functions Process events with serverless code Price based on resource consumption and executions Azure Service Fabric Build and operate always-on scalable, distributed apps using a microservices Costs based on VMs and storage used (not the service itself) Azure Search Fully managed search as a service for web and mobile apps Tiers of services based on storage, indexes, documents hosted
  26. 26. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 26 | Page Microsoft Azure Mobile Engagement Mobile app user engagement platform (usage, Notifications and messaging) Based on the number of monthly active users Redis Cache High throughput, low latency data access to build fast/scalable apps Tiers based on feature and memory size Service Bus Messaging platform to connect services and solutions in the cloud Tiers based on Features, message size and connections Azure Batch Run large-scale parallel and batch compute jobs Charged based on the underlying compute resources used (Cloud Services or Linux VMs) Cloud Services Create highly available, infinitely scalable cloud applications and APIs Based on VM type , Size, and specification DevOps Visual Studio Team services Services for teams to share code, track work, and ship software Number of users (5 included free) with additional costs for extensions and features (e.g, Load Testing) Application Insights Detect, triage, and diagnose issues in your web apps and services Some Free. Then based on Number of Nodes HockeyApp Deploy mobile apps, collect feedback and crash reports and monitor usage Plans based on number of apps and number of owners Media Services Media Services Encode, store, and stream video and audio at scale Based on Service (e.g. VoD, Live Streaming, Streaming, Content Protection) Azure CDN Deliver content to end-users through a robust network of global data centres Based on Supplier (Verizon/Akamai), Geo Zone, outbound data transfers)
  27. 27. _______________________________________________________________________________________________ Lee Corbett (lcorbett@microsoft.com) Microsoft & MPN Partner Confidential 27 | Page Microsoft Azure NEED TO KNOW D1: Microsoft & Digital Transformation What is digital transformation? • Digital transformation is about reimagining how you bring together people, data and processes to create value for your customers and maintain a competitive advantage in a digital-first world. • “Every company is a software company. You have to start thinking and operating like a digital company. It’s no longer just about procuring one solution and deploying one. It’s not about one simple software solution. It’s really you yourself thinking of your own future as a digital company.”– Satya Nadella CEO, Microsoft • Review the following framework from Gartner, and download our exclusive e-book to take digital to the core of your business: • https://info.microsoft.com/Enterprise_EN-US_ITDM_DTebook_RegistrationPage.html How can a customer or Partner start on their Digital Transformation Journey? • Partnering with Microsoft helps your organisation transform into a digital company by developing new capabilities in the 4 key areas below: ENGAGE your CUSTOMERS EMPOWER your EMPLOYEES OPTIMISE your OPERATIONS TRANSFORM your PRODUCTS Tailor Individual customer experiences by harnessing data and drawing on actionable insights (Link) Increase employee productivity and collaboration by creating a work environment that’s intelligent, flexible, and secure (Link). Accelerate the responsiveness of your business, improve service levels, and reduce costs with intelligent processes. (Link) Differentiate and capture emerging opportunities by using data as a strategic asset and shifting from hindsight to foresight. (Link) How does Microsoft Technology enable to Digital Transformation? • Microsoft products, platforms, and technologies can be grouped into four solution areas, and are a key enabler for Digital Transformation: • What Digital Transformation Customer Success stories can you share? • Find your inspiration and Imagine the possible with these REAL stories of Digital Transformation, enabled through Microsoft Technology (Filter by Technology, Industry, of Type of Digital Transformation) • https://enterprise.microsoft.com/en-us/real-stories-of-digital-transformation/ How does Digital Transformation apply to my Customer contact or Customer Industry? • Industry Book of Dreams - The Book of Dreams is intended for Digital Advisors (Architects) to support the end-to-end Microsoft Value proposition. It includes some of the best scenarios for an industry vertical to better understand the digital future for the industry. • These Guides are available for: Roles • Chief Marketing Officier (CMO), • Chief Operating Officer (COO), • Chief Information Security Officer (CISO), • Chief Information Officer (CIO), • Human Resources (HR), Industry • Airlines, Automotive, Banking, CityNext, Consumer Electronics, Consumer Goods, Education, Healthcare, Insurance, Manufacturing, Media, Mining, Oil & Gas, Professional Services, Retail, Sports, Telco (with more industries and roles to follow) • You can download these guides here: • https://1drv.ms/f/s!AricDKG0Tsitj81tMrmdHOhSbjSY4Q

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