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.
Windows Server & Hyper-V
Infraestrutura exclusiva para uma única
empresa, privacidade total.
Regras & configurações do cliente.
Várias empresas compartilham máquinas
físicas, com isolamento lógico.
Regras do provedor, configurações do
Combinação público + privado.
Permite a mobilidade de aplicações desde
que haja padrões entre os ambientes.
Por que a Nuvem?
“Aproximadamente 25% das
pequenas empresas e 50% das
medias empresas planejam
alocar mais investimentos para
Nuvem do que para on-
Receita Recorrente Annual
para MSPs2 (Managed services
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
Caching Identity Service bus Media CDN Integration HPC Analytics
database HDInsight Tables
Serviços baseados no Uso• Crie aplicações usando
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.
>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
700Parceiros ativos via MOSP
Pay As You Go
Sem investimento inicial,
cancele a qualquer
Sem compromisso de
6- ou 12-meses
a partir de $500/mês
Oferece descontos e
termos adicionais como
parte de uma plataforma
Direto no azure.microsoft.com Enterprise Agreement
Flexibilidade com o
Volume através de um
meio comum as PMEs
parceiros em ganhar
Programa de Licenciamento
O que é o Azure no Open?
por 12 meses
Aplicável a qualquer
Serviço no Azure elegível
a Monetary Commitments
Processos seguem os já
existentes para os
serviços online no
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
Principais Cenários de
Vendas do Microsoft
“Primeira regra do
Azure, não venda
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
1. OFEREÇA COM TODA VENDA DE
WINDOWS SERVER E/OU CLIENTES
QUE POSSUAM SERVIDOR
2. OFEREÇA AOS CLIENTES QUE
POSSUAM WEBSITE E APLICATIVOS
3. OFEREÇA PARA TODO CLIENTE QUE
NECESSITA CRESCER A INFRAESTRUTURA
OU ATUALIZAR PARQUE DE
Backup de Dados na Nuvem
a. Win Srv On Premisses + Backup online
b. Win Srv Azure (MV) + Backup online
c. Solução local de backup cliente +
* (não vamos explorer este cenário aqui)
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
Hospedagem de Websites
a. Site estático
b. Site com baixo/médio volume de dados
c. eCommerce, alto volume de dados
1. Gratuito: 10 sites, limitado, sem
personalização URL, 1GB, saída de dados
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)
Aplicações em Máquinas Virtuais
a. Active Directory
b. File Server
c. Servidor de aplicação
d. Virtualização de aplicações de desktop
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
Como precifico uma solução?
Como precifico uma solução?
Como precifico uma solução?
Aumenta a lucratividade
com novas linhas de
negócios na Nuvem
Entrega a solução e
apropriados aos clientes
Rápida construção e
O melhor caminho para capitalizar as melhores
oportunidades de negócios habilitadas pela Nuvem.
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-
SharePoint, SQL Server, e Windows Server rodam melhor no Microsoft
Magic Quadrant for Enterprise Application Platform
as a Service (PaaS)
Magic Quadrant for Cloud Infrastructure as a Service
Cenários Azure para SMB
Desenvolver as habilidades
num ambiente controlado
usando os créditos de $100
mensais em créditos no Azure
Benefícios Azure através do MPN (MAPS)
Benefícios Azure através do MSDN
Programas de Parceiros,
Cenários Técnicos Básicos
Azure Backup – Virtual Machines – Active Directory – Websites
Treinamentos e Materiais de Marketing
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:
There you will also find a pricing calculator to estimate how much you could use with your $100 monthly credit.