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Microsoft Azure no Licenciamento Open

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Visão geral de Cloud Computing + Microsoft Azure, explicação do modelo de comercialização de Azure no modelo OPEN LICENSING e discussões de cenários reais de venda com foco em SMB.

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Microsoft Azure no Licenciamento Open

  1. 1. v-luroma@microsoft.com
  2. 2. Nuvem Privada Windows Server & Hyper-V Infraestrutura exclusiva para uma única empresa, privacidade total. Regras & configurações do cliente. Custos individuais. Nuvem Pública Azure Várias empresas compartilham máquinas físicas, com isolamento lógico. Regras do provedor, configurações do cliente. Custos compartilhados. Nuvem Híbrida System Center Combinação público + privado. Permite a mobilidade de aplicações desde que haja padrões entre os ambientes.
  3. 3. Por que a Nuvem? 1 2 3 4 5 Nuvem VirtualizaçãoServidor Físico Microsoft Azure 3
  4. 4. “Aproximadamente 25% das pequenas empresas e 50% das medias empresas planejam alocar mais investimentos para Nuvem do que para on- premise” -AMI Receita Recorrente Annual para MSPs2 (Managed services partners) Redução de Custos para PME movendo para IaaS1 “Parceiros estão transformando seus negócios para aumentar os serviços que oferecem as PME” - Forrester Research, 2013 Windows Server 2012 Partner TEI -50% +28% YoY $ 1. McKinsey&Co Winning in SMB Cloud, Jul 2011 2. Forrester MSP Market Overview, May 2012 3. AMI Partners Mar 25th 2012, US SMB Trends & Server Market Insights
  5. 5. App services Network Storage Compute Caching Identity Service bus Media CDN Integration HPC Analytics Virtual machines Websites Cloud services Mobile services SQL database HDInsight Tables Blob storage Connect Virtual network Traffic manager Serviços baseados no Uso• Crie aplicações usando qualquer língua, ferramenta ou padrão • Integre solução de nuvem pública com um ambiente existente de TI • SLA mensal de 99.95% • Patching Automático de SO e Serviços Uma plataforma de nuvem aberta e flexível que permite a rápida criação, implementação e gerenciamento de Soluções em datacenters Microsoft ao redor do mundo.
  6. 6. Microsoft Azure >1,200 | 3,500Novos clientes por dia Clientes no Brasil 1MDevelopers registrados no Visual Studio Online 1.85BAutenticações por dia via Azure Active Directory 300KCores em uso no Microsoft Azure
  7. 7. Microsoft Azure 700Parceiros ativos via MOSP
  8. 8. Microsoft Azure
  9. 9. Pay As You Go Sem investimento inicial, cancele a qualquer momento Sem compromisso de longo prazo 6- ou 12-meses Monetary Commitments a partir de $500/mês Compromisso maior Oferece descontos e termos adicionais como parte de uma plataforma de comprometimento mais profunda Direto no azure.microsoft.com Enterprise Agreement 12-meses Flexibilidade com o Licenciamento por Volume através de um meio comum as PMEs Oportunidade aos parceiros em ganhar margem/incentivos Programa de Licenciamento Open 12
  10. 10. O que é o Azure no Open? “Monetary commitment” válido por 12 meses Aplicável a qualquer Serviço no Azure elegível a Monetary Commitments Processos seguem os já existentes para os serviços online no Open Disponível Hoje!!!!
  11. 11. Part number único “Monetary Commitment”, disponível em quantidades ilimitadas Clientes podem adquirir crédito adicional para qualquer serviço no Azure a qualquer momento Pode ser utilizado para qualquer serviço* no Azure dentro de 12 meses da data de ativação Disponível em países onde existem parceiros de Open e em que o Azure é oferecido no modelo direto 14
  12. 12. Principais Cenários de Vendas do Microsoft Azure 16 “Primeira regra do Azure, não venda Azure”
  13. 13. Backup de Dados na Nuvem Hospedagem de Websites Segurança, praticidade e escalabilidade • Cenário fácil de mapear • Soluções para diversos portes de empresa • Segurança garantida: • Backup criptografado • Redundância local • Redundância geográfica Ajude seus clientes a moverem seus websites para nuvem • Cenário fácil de mapear • Implementação simples e flexível: suporta diversos CMSs ou linguagens de programação • Elasticidade automática para aumento e redução de recursos • Custos sob medida Aplicações em Máquinas Virtuais SharePoint SQL Server Databases Orders Product AP Business Applications CRM Acct HR Virtual Machines 1. OFEREÇA COM TODA VENDA DE WINDOWS SERVER E/OU CLIENTES QUE POSSUAM SERVIDOR 2. OFEREÇA AOS CLIENTES QUE POSSUAM WEBSITE E APLICATIVOS WEB 3. OFEREÇA PARA TODO CLIENTE QUE NECESSITA CRESCER A INFRAESTRUTURA OU ATUALIZAR PARQUE DE SERVIDORES/SO
  14. 14. Backup de Dados na Nuvem Cenários: a. Win Srv On Premisses + Backup online b. Win Srv Azure (MV) + Backup online c. Solução local de backup cliente + Azure Storage* * (não vamos explorer este cenário aqui) Características: 1. Azure Backup online é uma solução de backup, precise de um Win Srv 2. Deve-se escolher DTC fora do Brasil 3. Primeiros 5GB gratuitos 4. $ Backup: USD 0,65/GB/mês 5. Há custo de download acima de 5GB
  15. 15. Hospedagem de Websites Cenários comuns: a. Site estático b. Site com baixo/médio volume de dados c. eCommerce, alto volume de dados Características: 1. Gratuito: 10 sites, limitado, sem personalização URL, 1GB, saída de dados 165MB/Dia, etc. 2. Compartilhado: Servidor compartilhado, 100 sites, 1GB, saída de dados ilimitado 3. Padrão: servers dedicados, saída de dados ilimitada, outros recursos avançcados (consulte a tabela) Compartilhado!!
  16. 16. Aplicações em Máquinas Virtuais Cenários comuns: a. Active Directory b. File Server c. Servidor de aplicação d. Virtualização de aplicações de desktop e. etc Características: 1. Diferentes versões de Sistemas Operacionais 2. 10 tamanhos de máquina 3. Classificadas em: (a) Fins gerais, (b) Utilização Intensa; (c) Instancias com utilização intense 4. Em geral HD 128GB Fins Gerais!!
  17. 17. Como precifico uma solução? http://azure.microsoft.com/pt-br/
  18. 18. Como precifico uma solução? 22
  19. 19. Como precifico uma solução?
  20. 20. Aumenta a lucratividade com novas linhas de negócios na Nuvem Entrega a solução e serviços mais apropriados aos clientes Rápida construção e implementação numa plataforma familiar $ O melhor caminho para capitalizar as melhores oportunidades de negócios habilitadas pela Nuvem.
  21. 21. A Microsoft oferece fortes diferenciais competitivos aos clientes Único fornecedor na Nuvem – privada, pública e hosting Único ponto de suporte para infraestrutura, SO, serviços e aplicações Experiência única e credibilidade corporativa Único fornecedor para Infrastructure-as-a-Service (IaaS) e Platform-as-a- Service (PaaS) SharePoint, SQL Server, e Windows Server rodam melhor no Microsoft Azure 
  22. 22. Microsoft Azure Magic Quadrant for Enterprise Application Platform as a Service (PaaS) Magic Quadrant for Cloud Infrastructure as a Service
  23. 23. Recursos e Próximos Passos
  24. 24. O que testar? Cenários Azure para SMB Por que? Desenvolver as habilidades num ambiente controlado usando os créditos de $100 mensais em créditos no Azure sem custo Benefícios Azure através do MPN (MAPS) Benefícios Azure através do MSDN Por onde começar? Programas de Parceiros, Cenários Técnicos Básicos Azure 101’s Azure Backup – Virtual Machines – Active Directory – Websites
  25. 25. Treinamentos e Materiais de Marketing aka.ms/azureopenbrasil

Editor's Notes

  • Why the Cloud?
    With all the talk of cloud computing today, it can be helpful to take a step back and really understand what the cloud is and why it matters to your business.
    Some compelling new business models are emerging for partners as they leverage the cloud to reduce their own costs of providing and maintaining infrastructure to their customers. By shifting to a per-user or per-instance business model, partners can maintain and grow margins while offering customers usage-based pricing. Deploying in the cloud offers a range of additional benefits:
    Fast time-to-market: Automated/fast provisioning of infrastructure, applications, and services means you can build and deploy customer solutions fast.
    Elastic scale: With the cloud, you can deliver complete flexibility, with the ability to easily and quickly scale compute and storage to meet changing demands.
    Global/regional availability: The cloud enables you to instantly expand to a global infrastructure by leveraging Microsoft’s geo-redundant datacenters.
    Consumption-based billing: Deliver customers an affordable pay-as-you-go service and build revenue and margins through value-added consulting and services. At the same time, the cloud enables you to avoid your own infrastructure capital expense, providing an easy to way to scale the infrastructure needed to serve customers.
    (For hosters) Pooled resources/multi-tenancy: For hosters, the cloud enables you to pool resources with multi-tenant capabilities, so you can benefit from managing a single resource while offering each of your customers a separate, personalized service. For example, you can pool storage across servers and manage it as a single resource, while offering each customer their own separate storage solution.
    Many small and midsize organizations are adopting a hybrid approach, choosing to deploy in the cloud for some workloads to gain greater agility, a lower IT management burden, and savings on capital expenditures. Then for other workloads, they choose on-premises deployment for a greater level of direct control and customization, along with a larger up-front investment and more hands-on management. Microsoft is the only vendor that offers a complete platform for delivering customer solutions across on-premises, virtualization, and the cloud—providing a single, consistent set of tools and resources for building applications once and deploying in the best way that meets the customer need.
    Adoption of cloud services is gaining momentum with SMBs. According to IDC, “a growing share of SMBs, even smaller firms, expect a growing share of their server base will reside in the public cloud in the next two years. Rather than deploying servers on-premises that must be monitored and managed, SMBs will be increasingly interested in leveraging cloud infrastructure for IT.”
    - Worldwide SMB 2013 Predictions: Impact of Changing Priorities, Preferences, and Challenges, 2013 IDC #240196.
  • The cloud is transforming how businesses consume IT today by offering consumption-based resources and services that can scale up or down as needed. This is an especially appealing value proposition for SMBs, as they can take advantage of a scale that was previously cost-prohibitive. In a McKinsey study, SMBs were able to reduce costs by 50% by moving to an IaaS solution. According to AMI, roughly one quarter of SBs and one half of MBs plan to shift their budgets to more cloud spending over on-premises spending. This shift is creating new revenue streams for partners as they move to cloud-enabled solutions and services. A Forrester study found annual recurring revenue for MSPs growing at 28% year-over-year.
  • Microsoft Azure is a cloud platform that enables you to quickly build, deploy, and manage solutions across a global network of Microsoft-managed datacenters.
    It is open and flexible—you can build applications using any language, tool, or framework.
    Azure also offers the unique ability to integrate public cloud solutions with the existing IT environment. This offers a real advantage over other platforms, which take an “all or none” strategy.
    With Azure, you can count on your applications and services, with a 99.95% monthly SLA, and automatic OS and service patching.
    Azure offers a wide range of usage-based services, including applications, compute, storage, and network services.

    Microsoft will regularly introduce new services to Azure.

  • Today Azure can be purchased either directly from Microsoft.com, or with an EA.

    When Azure is available in Open, there will be another option available, and one that is familiar to tens of thousands of partners.

    Each purchasing path has advantages and will be right for different types of partners and customers. Open is simply another option that has the benefits we discussed on the previous slide.
  • You might be familiar with Open Licensing programs. Partners use Open to resell many Microsoft products and services….like Windows, and SQL Server, and Office 365. Open allows you to purchase a Microsoft product or service from your preferred distributor and resell it to your customer. You control the direct relationship. Previously, customers and partners could only purchase Azure directly from Microsoft or as part of an Enterprise Agreement (EA) with Microsoft.

    Azure in Open Volume Licensing offers a new option for customers to purchase Azure Services. Customers make monetary commitments through the Open, Open Value, or Open Value Subscription Volume Licensing Program that last for 12 months. The 12-month subscription period begins with the redemption of an Online Service Activation (OSA) Key that a reseller purchases from a distributor and sells to a customer.

    Once an OSA Key is purchased and redeemed, customers can spend its value on any consumption-based Azure service.

    Azure in Open will be available on August 1, 2014 with a price list preview on July 1, 2014.
  • There is currently one Monetary Commitment SKU per customer type available for the Azure in Open Volume Licensing program. Customers can buy an unlimited quantity of these SKUs to reach their desired credit balance. For example, if the SKU is worth $100 and a customer would like to purchase $1,000 worth of Azure in Open, they would purchase 10 SKUs from their reseller. This will be fulfilled with a single, dynamically-issued OSA Key.

    Customers purchase Azure in Open in the form of an Online Service Activation (OSA) Key, which is a pre-paid 12-month monetary option that represents a specified monetary credit to a customer’s account. Once an OSA Key is purchased and redeemed, customers can spend its value on any consumption-based Azure service.

    Customers can purchase additional credit from their partner reseller at any time.

    Azure in Open is available in countries that have Open Volume Licensing program partners and that offer Azure Direct. All distributors, outside of China, that handle Open Volume Licensing transactions can take advantage of Azure in Open.
  • I’m going to take you though a double click on the setup & portal experience after the VLSC. After following the standard process for Open Licensing purchases the Azure Portal is setup.

    Once the 5x5 key is obtained from the VLSC the customer and/or partner will setup an Azure account.
    They go through the verification process – which many of you may be familiar with – it involves receiving a text
    After this they activate the credit with the key from VLSC by pasting it into the field
    They are then able to see the management portal, this is were they view the account balance, setup balance alerts, add co-administrators and make other changes
    At step 4 you will see that once the balance is consumed, or it has been 12 months since the credit was activated, it’s time to renew

    The preferred path for this process is that the reseller is monitoring the customer’s balance and managing their services. The partner should purchase the credit from the Disti again, going through the same process as steps 2-4 above.

    Notes on preferred path:
    Reseller should be named as co-admin on subscription
    Reseller should receive balance alerts through Azure portal
    Distributors should be monitoring account balances through consumption reports to notify reseller

    In an emergency situation, for example the customer reaches a zero balance on a holiday weekend and cant reach their reseller, they will be able to top up the account with a credit card. They will still be transacting in the Open Program, and can purchase via the preferred path, from their reseller, for their next top up.
  • At launch, we will focus on a couple of key scenarios that make sense for SMB customers and simplify the opportunity for our VARs.

    Here are three great examples of how to offer profitable new services built on Microsoft Azure.

    Offer data backup in the cloud – this is our lead scenario
    With Azure, you can provide easy, scalable data backup in the cloud for a range of applications, such as file servers, SharePoint, SQL Server, and Exchange. For improved data protection, you can offer encrypted backups and know that data is backed up on Azure’s global geo-redundant datacenters. You also have the flexibility to quickly and easily provision more storage for your customers as needed.

    Deploy applications within virtual machines
    Azure also opens up the opportunity to help customers deploy applications in the cloud by hosting them in Azure VMs. Windows Server 2003 End of Life is on July15th, 2015. This presents a huge opportunity to drive the IaaS scenarios. With Azure, applications can be deployed quickly by moving them into an Azure VM. There are no up front infrastructure costs, you reduce IT management, and the application has scale up or down as needed.

    Host websites on Azure – this is more of a niche scenario for partners that host websites
    Microsoft Azure also offers a perfect platform for leveraging the cloud to deploy scalable websites. Hosting a website on Azure means that infrastructure management is covered, and you and your customers get the peace of mind from leveraging Microsoft’s global network of managed datacenters.

  • Partnering with Microsoft puts you on the fast track to the cloud with the ability to broaden your customer base and create new, more profitable lines of business. Selling Azure helps you expand your role as a service provider and consultant by enabling and advising your customers as they evolve their business in the cloud. Cloud business models enable recurring revenues that help establish long-term relationships with your customers. Successful cloud partners are also able to “up-level” the services they provide into more strategic, IT-enabled business consulting.

    Not all customers are ready to move 100% to the cloud. Building your business on the Microsoft platform offers a unique level of flexibility to choose the right solution for your customers, whether integrating on-premises and cloud, or choosing from IaaS and PaaS. Not all customers are ready to move 100% to the cloud. That’s the beauty of a Microsoft solution that includes Azure. You can deliver Hybrid server solutions that leverage backup in the cloud, in addition to deploying applications within VMs hosted on Azure. Customers see the flexibility and agility they are looking for, and you provide the complete solution.

    Take your solutions and services to market faster with a familiar development environment and ease of integration across infrastructures, apps, identities, and databases. Use your existing skills to build on Microsoft Azure and easily connect to other Microsoft products and services that your customers use. Cloud-based solutions are easier to develop, test, and take to market and also lower the barriers to entry to offer managed services.

  • There are many benefits that come with a single vendor solution from an experienced and proven vendor (Microsoft). Partners have the flexibility to work across clouds, private, public & hoster – plus hybrid.

    Most partners will already have customers that have invested in, and trust, products like SQL Server, SharePoint Server, Windows Server, Hyper-V VMs. Now those products are available as services in a consumption-based billing model that enables you to maintain your direct relationship with the customer & still benefit from the scale and security the MS cloud offers. Think about how the services you offer can evolve with this new construct.

    Having all services supported under Microsoft’s roof, guarantees support accountability and faster resolution of any questions or problems that arise.
  • When you become a Microsoft Cloud Partner, you receive a set of core benefits to help you start and build your cloud practice, including, internal-use software rights, tailored training, and prioritized exposure in Microsoft marketing and product directories.

    Members of the Microsoft Partner Network Cloud Essentials program receive monthly credits of $100 of Windows Azure at no charge.

    For the first month after activation of your benefit, you receive $200 of Windows Azure credits. After the first month, you will receive $100 of Windows Azure credits every month. The choice is now yours on how you use your Windows Azure credits. Use them on any Windows Azure service based on your needs including, Virtual Machines, Web Sites, Cloud Services, Mobile Services, Storage, SQL Database, Content Delivery Network, HDInsight, Media Services, and many more.

    For more details and to enroll, visit:

    http://www.windowsazure.com/en-us/offers/ms-azr-0051p

    There you will also find a pricing calculator to estimate how much you could use with your $100 monthly credit.

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