Why MicrosoftShould Work with Equinix - Unblock Deals & Drive Increased Azure Consumption

1. Microsoft – Equinix Sales Engagement
DRIVING
HYBRID CLOUD
SOLUTIONS

2. Equinix.com | © 2019 Equinix, Inc.Equinix.com | © 2019 Equinix, Inc.
Microsoft’s Leading ExpressRoute™ partner worldwide in 22 Equinix markets
WHO IS EQUINIX?
Largest global data center provider
with 200+ data centers worldwide
Founded 1998 (NASDAQ: EQIX)
Market Cap $36B
2018 revenues: $5.07B
$2.41B adjusted EBITDA
63 consecutive quarters
of growth

3. Equinix.com | © 2019 Equinix, Inc.Equinix.com | © 2019 Equinix, Inc.
SEVILLELISBON
MADRID BARCELONA
RIO DE JANEIRO
SÃO PAULO
JAKARTA
SHANGHAI
BOGOTÁ
DENVER
BOSTON
NEW YORK
PHILADELPHIA
WASHINGTON, D.C.
CULPEPER, VA
SEATTLE
SILICON
VALLEY
TORONTO
MIAMI
ATLANTALOS ANGELES
CHICAGO
DALLAS
CANBERRA
SYDNEY
HOUSTON
ADELAIDE
MELBOURNE
PERTH
BRISBANE
OSAKA
HONG KONG
SINGAPORE
TOKYO
ABU DHABI
FRANKFURT
DUBAI
MANCHESTER
AMSTERDAMDUBLIN
LONDON
PARIS
GENEVA
MILAN
ZURICH SOFIA
ISTANBUL
WARSAW
STOCKHOLM HELSINKI
MUNICH
DUSSELDORF
5Continents
23Metros
MICROSOFT AZURE EXPRESSROUTE™
DEPLOYMENTS AT EQUINIX DATA
CENTERS
Equinix Cloud Exchange Fabric™ Flexible,
on-demand, global interconnection
1Q19 ECX Fabric deployment
Boston, Warsaw & Madrid
Equinix IBX Location
Equinix/Azure ExpressRouteTM
Equinix ECX Fabric IBX Location
ECX Fabric Connectivity Coming 2019
(routes subject to change)
Partner Data Center

4. Equinix.com | © 2019 Equinix, Inc.Equinix.com | © 2019 Equinix, Inc.
WHAT IS
INTERCONNECTION?
Interconnection enables the
Enterprise to directly and securely
connect employees, partners and
customers with their data.
Equinix is the world’s interconnection
leader with 9,500+ customers
spanning 44 markets and five
continents.
“Colocation-based Interconnection is the “glue”
for advanced digital business applications.”

5. Equinix.com | © 2019 Equinix, Inc.Equinix.com | © 2019 Equinix, Inc.
Unblock Deals & Drive Increased Azure Consumption
WHY MICROSOFT
SHOULD WORK
WITH EQUINIX

6. 6
Sarah Kennedy
Director Enterprise Western Canada
Microsoft Canada
“Equinix has proven to be an instrumental
partner for MSFT in our market. No other
ExpressRoute partner in our ecosystem is
able to accelerate local & global Azure
solutions the same way, reducing our
average ER deployment from 8-9 months
down to 6-8 weeks.
Engagement with Equinix accelerates
Azure consumption with our enterprise
customers - allowing for consistent,
optimized Azure migrations, directly
resulting in increased ACR.”

7. Equinix.com | © 2019 Equinix, Inc.Equinix.com | © 2019 Equinix, Inc.
Unblock Deals
REMOVE
OBSTACLES
Network architecture complications can
prohibit pushing workloads to Azure.
Equinix enables high bandwidth, low
latency and secure private connections to
Azure via ExpressRouteTM & ECX Fabric.
WHY EQUINIX SHOULD WORK WITH MICROSOFT
Equinix.com | © 2019 Equinix, Inc.

8. Equinix.com | © 2019 Equinix, Inc.Equinix.com | © 2019 Equinix, Inc.
MUTUAL
CUSTOMERS
Many Microsoft customers are
already in Equinix data centers,
and we can identify the most
optimal geos for data center
migration.
WHY EQUINIX SHOULD WORK WITH MICROSOFT
Unblock Deals
Equinix.com | © 2019 Equinix, Inc.

9. Equinix.com | © 2019 Equinix, Inc.Equinix.com | © 2019 Equinix, Inc.
Increased Azure Consumption
HYBRID CLOUD
OPPORTUNITIES
The Equinix interconnection
platform helps customers rapidly
deploy highly performant hybrid
clouds and drive increased Azure
Consumption Revenue (ACR).
WHY EQUINIX SHOULD WORK WITH MICROSOFT
Equinix.com | © 2019 Equinix, Inc.

10. Equinix.com | © 2019 Equinix, Inc.Equinix.com | © 2019 Equinix, Inc.
EXPRESSROUTETM
DRIVES ACR
As the largest global ExpressRouteTM
provider, Equinix is
the best choice to place server hardware and networking
gear connected via ExpressRouteTM
to Azure.
WHY EQUINIX SHOULD WORK WITH MICROSOFT
Increased Azure Consumption

11. Equinix.com | © 2019 Equinix, Inc.Equinix.com | © 2019 Equinix, Inc.
Increased Azure Consumption
FASTER CLOUD-
TO-CLOUD
MIGRATION
Enterprise customers are using
Equinix’s interconnection
platform to push workloads from
AWS to Azure.
WHY EQUINIX SHOULD WORK WITH MICROSOFT
Equinix.com | © 2019 Equinix, Inc.

12. Equinix.com | © 2019 Equinix, Inc.Equinix.com | © 2019 Equinix, Inc.
KEY TALKING
POINTS
Interconnection
equals
consumption
Equinix’s hybrid cloud
expertise
Equinix helps accelerate
transformation to a digital-
ready infrastructure
Overcome obstacles
to unblock deals

13. Equinix.com | © 2019 Equinix, Inc.
INTERCONNECTION
EQUALS
CONSUMPTION
Private interconnection to Azure via
ExpressRouteTM results in a better user
experience, increased Azure consumed
revenue (ACR) and wider deployment of
Azure services, particularly for latency-
sensitive workloads requiring high
bandwidth.

14. Equinix.com | © 2019 Equinix, Inc.
EQUINIX CLOUD
EXCHANGE FABRIC™
Directly, securely and dynamically connects distributed infrastructure and digital
ecosystems globally on Platform Equinix® via software-defined interconnection.
HOW EQUINIX DRIVES AZURE
CONSUMPTION
Bringing workloads to the Azure edge improves performance and increases consumption
MICROSOFT AZURE
EXPRESSROUTETM
Provides private, dedicated, high-throughput network
connection to Microsoft Azure and Office 365.
Dedicated
ExpressRoute
connection
into Azure
Equinix Cloud
Exchange Fabric™
Microsoft
ExpressRoute
10G
Cross
Connect
Public Internet
Network Service
Provider
Enterprise
Infrastructure

15. Equinix.com | © 2019 Equinix, Inc.
AZURE CONSUMPTION INCREASES WITH
EXPRESSROUTE™ AND EQUINIX
$300,000
$250,000
$200,000
$150,000
$100,000
$50,000
$0
AzureConsumerRevenue/Month
Time
Customers with
ExpressRoute™
consume an
average of 3-5x
more Azure.
Microsoft ExpressRoute™

16. Equinix.com | © 2019 Equinix, Inc.Equinix.com | © 2019 Equinix, Inc.
From legacy data centers to a
digital-ready infrastructure, Equinix can
accelerate digital transformation and
re-architect for the new intelligent edge.
NETWORK
TRANSFORMATION
LEADERSHIP

17. Equinix.com | © 2019 Equinix, Inc.Equinix.com | © 2019 Equinix, Inc.
Equinix Addresses Microsoft’s Top Obstacles To Cloud Adoption
(Resource: “Microsoft Cloud Operating Model” customer guidance)

18. Equinix.com | © 2019 Equinix, Inc.Equinix.com | © 2019 Equinix, Inc.
WE ARE HYBRID
CLOUD EXPERTS
The Equinix interconnection
platform accelerates deployment
of highly performant workloads
and drives increased Azure
consumed revenue (ACR).

19. Equinix.com | © 2019 Equinix, Inc.Equinix.com | © 2019 Equinix, Inc.
“Equinix was invaluable
in helping us retrofit our
global network with the lowest
latency and fastest connectivity
to Microsoft Azure for our global
users, while enabling greater
cloud security and reliability.”
Chris Palmer,
Manager of Advanced Technology Services,
PCL Construction
Equinix.com | © 2019 Equinix, Inc.
CASE STUDY - CONSTRUCTION

20. Equinix.com | © 2019 Equinix, Inc.
CASE STUDY
Consistent, predictable connectivity
with up to 59% lower latency in
some locations, from its network
backbone to all of its remote offices
and worksites, enabling faster
cloud “on-ramps”
Faster time to market and
automation of cloud service
delivery, reducing project times
from years/months to weeks/days
Reduction in OPEX and CAPEX
costs, saving $500K per year
PCL Construction
Customer Challenge: Transform to a cost-effective,
agile and high-performance cloud environment.
Required a more flexible, faster, secure and reliable
backbone network infrastructure out to the edge.
59% LOWER
LATENCY
FASTER TIME
TO MARKET
SAVED $500K
PER YEAR
Results

21. Equinix.com | © 2019 Equinix, Inc.Equinix.com | © 2019 Equinix, Inc.
“With Equinix, we were able to
close down the first physical
data center and migrate 800
servers less than one year from
signing. That’s incredible!”
Lori Garcia,
Microsoft Senior Account Executive
Equinix.com | © 2019 Equinix, Inc.
CASE STUDY - ENERGY

22. Equinix.com | © 2019 Equinix, Inc.
CASE STUDY
Devon
Customer Challenges: Transform large-scale cloud
migration, data center migration. Emphasis on increased
security and enhanced performance. Improve operational
efficiency and cost structure by leveraging Microsoft
Azure.
OPTIMIZED
NETWORK
FASTER
EXECUTION
FY17 #1 AZURE
CUSTOMER
CLOUD
FIRST
Optimized network and
security for Azure
Faster execution
timeline for migration of
800 servers to Azure;
large consumption win
Devon was the FY17 #1
Azure customer in oil and
gas (top 5 in South
Central)
Cloud-first on all new
applications
Results

23. Equinix.com | © 2019 Equinix, Inc.Equinix.com | © 2019 Equinix, Inc.Equinix.com | © 2019 Equinix, Inc.
CASE STUDY - FINANCE

24. Equinix.com | © 2019 Equinix, Inc.
CASE STUDY
Equinix assessment produced end-
to-end guidance and reference
architectures for UBS, Microsoft
and a local partner (Excelian)
Enables market data and brokering
apps to be deployed in Azure at
scale with enterprise-grade
connectivity and security
Microsoft’s biggest strategic
breakthrough in financial services
use of Azure via ExpressRoute™
to date
UBS Group
Customer Challenge: Improve efficiency, reduced cost and
complexity. Large-scale (global) brokerage engine requires
elasticity for super workloads. Highly regulated environment;
security councils, compliance briefs and network engineering.
HYBRID CLOUD
EXPERTISE
INTELLIGENT
EDGE
STRATEGIC
WIN
Results

25. Equinix.com | © 2019 Equinix, Inc.
PLATFORM
EQUINIX
Hybrid cloud-enabling
interconnection platform with
unprecedented global reach
CONNECTIVITY
SOLUTIONS
ECX Fabric is Microsoft's largest
ExpressRouteTM professional services
partner for Azure and Office 365
CLOUD PLATFORM
SOLUTIONS
Hybrid cloud enablement
and migration services
Infrastructure Network Cloud
EQUINIX PROFESSIONAL SERVICES
Expertise to help you design and install an interconnected enterprise
ECX Fabric Microsoft ExpressRouteTM

26. Equinix.com | © 2019 Equinix, Inc.Equinix.com | © 2019 Equinix, Inc.
JOINT ACCOUNT
PLANNING AND SALES
Use EPS to engage with customers
to uncover cloud business
opportunities that lead to new logos
Sell and win
Drive joint account
targeting with Azure
HiPo and Equinix
STAR
Build and drive
joint pipeline
Drive Azure consumption with a joint go-to-market plan

27. Equinix.com | © 2019 Equinix, Inc.Equinix.com | © 2019 Equinix, Inc.
GROWING THE BUSINESS,
WORKING TOGETHER
Call to Action
SALES ENABLEMENT WORKSHOPS
• Microsoft Sales Enablement Workshops
• Partner Sales Enablement Workshops
• Regional/EOU briefings
• Solutions Architect Summits
OBJECTIVES
• Understand how Equinix accelerates Azure
consumption
• Competency on Equinix and Microsoft joint solutions
• Define standard use cases and appropriate solutions
Equinix.com | © 2019 Equinix, Inc.
Strategic Alliance Sales Lead, David Anderson,
provides cross-matched joint account targets