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Richard Harbridge 
Partner Technology Strategist
Agenda 
• Why we are selling a Cloud Platform 
• Azure momentum cannot be ignored 
• What we are selling 
• FY15 Customer ...
Cloud OS
With Microsoft’s Cloud OS, you can… 
• flexible development 
• unified management 
• common identity 
• integrated virtual...
Serious About Being The Cloud OS 
• $15B+ investment in cloud infrastructure. 
• Continue to push further, innovate more. ...
What WS2003 end of support means… 
Now 
is the time to act 
No 
compliance 
No 
updates 
Start planning your migration and...
Azure Evolution is Recognized by Gartner 
Magic Quadrant for Cloud Infrastructure as 
a Service (IaaS) 
Magic Quadrant for...
94 released over the last 12 months 
New Product features/ functionality
Partners nearly double gross profits and 
drive faster growth with Azure 
Partners with more than 50 percent of their rev...
Microsoft has edged ahead of Amazon 
Microsoft has become the largest hosting company as measured by the number of Windows...
Your customers want to talk to you about Azure 
Source: Morgan Stanley CIO Survey, 2013. “Percentage of Enterprise CIOs Gr...
What are we selling? 
Azure is an Internet-scale computing and services 
platform hosted in data centers managed or suppor...
One complete, consistent platform
Eye Chart
Not Eye Chart
MPN Transformation 
You must be the change you wish to see in the world. 
-- Mahatma Gandhi 
MPN Disclosure Guide 
Cloud i...
Leading with Cloud in Microsoft Partner Network 
cloud-focused competencies performance 
help partners transition 
Small a...
Setting Partners Up for Success Enter at the Silver level at no cost* 
Enter at the Gold level at reduced fee 
Partners ea...
Cloud Platform: for partners who specialize in delivering infrastructure 
and SaaS solutions on Microsoft Azure 
Cloud Pro...
FY15 Customer Offers and BIF 
Cloud OS Accelerate 
The secret of getting ahead is getting started. 
-Mark Twain 
FY15 Azur...
Azure Offers Summary 
Pre-Sales 
Azure 
Consumption 
Offer – “Starter ” 
SMS&P Local 
POC 
Post Sales 
Cloud OS Accelerate...
Cloud OS 
Conversation 
Cloud OS Sales Scenarios 
FY'15 Accelerate BIF 
Bucket 
Programs & Metrics 
Technical 
Requirement...
FY15 Azure EA Offers 
EMS revenue does not qualify for the Azure Starter Offer 
Minimum commitment of $50,000 for 
New Cus...
Offers valid till December 31, 2014 
7000 series 8000 series 
$60K for 60TB1 $120K for 120TB1 $75K for 50TB2 $150K for 100...
FY15 EMS Offers – Overview 
40% Discount 
$8,000 
(Deployment funds double 
with two or more service 
deployments) 
$12,00...
DPS Days 
DPS Engagement Days Customer deliverable 
AZDPS 
Activating Microsoft Azure Sto rage 3, 5, 10 
Activating Micros...
US Azure Partners Team 
Francesco 
Rietti 
Azure BDM 
New England 
NY Metro 
Brian 
McGinnis 
Azure BDM 
Midwest 
Azure Te...
Partner Resources 
The Internet has no such organization - files are made 
available at random locations. To search throug...
Partner-ready Resources & More 
www.azure.com 
www.meetwindowsazure.com 
Scott Guthrie’s Blog 
Azure Partner Training 
Cha...
IAMCP - Cloud Platform Overview & Partner Opportunities
IAMCP - Cloud Platform Overview & Partner Opportunities
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IAMCP - Cloud Platform Overview & Partner Opportunities

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Presented to a collection of great partners at the IAMCP Boston Chapter Meeting

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IAMCP - Cloud Platform Overview & Partner Opportunities

  1. 1. Richard Harbridge Partner Technology Strategist
  2. 2. Agenda • Why we are selling a Cloud Platform • Azure momentum cannot be ignored • What we are selling • FY15 Customer Offers and BIF • MPN Transformation • Partner Marketing • Partner Resources
  3. 3. Cloud OS
  4. 4. With Microsoft’s Cloud OS, you can… • flexible development • unified management • common identity • integrated virtualization • complete data platform
  5. 5. Serious About Being The Cloud OS • $15B+ investment in cloud infrastructure. • Continue to push further, innovate more. • One of the largest, fastest, most connected networks globally. • Hardware + Software = The NEW DC. • Security and Compliance Never Stops. • Green innovation, carbon footprint reduction. • 2,000+ people in cloud infrastructure engineering and operations. • 30,000+ software engineers involved in cloud-based activities. We are only just getting started… COME WITH US
  6. 6. What WS2003 end of support means… Now is the time to act No compliance No updates Start planning your migration and transforming your datacenter toDdiasycontinued support for many applications Increased operations costs Impact on Microsoft Small Business Server 2003 Impact on both physical and virtualized servers No safe haven Windows 2003/R2 servers will not pass a compliance audit 37 critical updates released in 2013 for Windows Server 2003/R2
  7. 7. Azure Evolution is Recognized by Gartner Magic Quadrant for Cloud Infrastructure as a Service (IaaS) Magic Quadrant for Enterprise Application Platform as a Service (PaaS) Magic Quadrant for Public Cloud Storage Services Magic Quadrant for x86 Server Virtualization Infrastructure
  8. 8. 94 released over the last 12 months New Product features/ functionality
  9. 9. Partners nearly double gross profits and drive faster growth with Azure Partners with more than 50 percent of their revenue related to the cloud have been benefiting from higher gross profit, more new customers, increased revenue per employee and faster overall business growth, according to a new IDC study. The full study and more details, such as a related infographic, can be found at: Successful Cloud Partners Document
  10. 10. Microsoft has edged ahead of Amazon Microsoft has become the largest hosting company as measured by the number of Windows computers. The pair have been neck and neck for almost nine months: Microsoft now has 23,400 web-facing Windows computers against Amazon's 22,600. Source:
  11. 11. Your customers want to talk to you about Azure Source: Morgan Stanley CIO Survey, 2013. “Percentage of Enterprise CIOs Greater than $1B/$10B expecting to use IaaS by YE2014”
  12. 12. What are we selling? Azure is an Internet-scale computing and services platform hosted in data centers managed or supported by Microsoft. It includes many separate features with corresponding developer services which can be used individually or together. http://msdn.microsoft.com/en-us/library/azure/dd163896.aspx
  13. 13. One complete, consistent platform
  14. 14. Eye Chart
  15. 15. Not Eye Chart
  16. 16. MPN Transformation You must be the change you wish to see in the world. -- Mahatma Gandhi MPN Disclosure Guide Cloud is Our Core
  17. 17. Leading with Cloud in Microsoft Partner Network cloud-focused competencies performance help partners transition Small and Midmarket Cloud Solutions (Office 365) Cloud Productivity (Office 365) Cloud Platform (Azure) Gold + Cloud performance + 2 people passing technical exam + CSAT + Cloud references Silver + Cloud performance + 1 person passing tech exams + Cloud references Eligibility: No changes to existing competencies. Reduced competency fees* Benefits: Cloud benefits to help enable partners to move their business to the cloud (including cloud internal use rights, cloud support and training) *Silver entry fee promotional through June 30, 2015
  18. 18. Setting Partners Up for Success Enter at the Silver level at no cost* Enter at the Gold level at reduced fee Partners earn additional benefit and support by reaching these performance requirements. 500 assigned seats (150 seats in developing markets) in last 12 months 1,500 assigned seats (500 seats in developing markets) in last 12 months 150 seats with at least 15 new customers in last 12 months 300 seats with at least 30 new customers in last 12 months $25K ($15K in developing markets) customer and/or partner EA consumption and Open sales in last 12 months $100K customer and/or partner EA consumption and Open sales in last 12 months Cloud Productivity Small and Midmarket Cloud Solutions Cloud Platform *Silver entry fee promotional through June 30, 2015
  19. 19. Cloud Platform: for partners who specialize in delivering infrastructure and SaaS solutions on Microsoft Azure Cloud Productivity: for partners deploying Microsoft Office 365 for enterprise customers Small and Midmarket Cloud Solutions: for partners selling Microsoft Office 365 to small and Midmarket customers
  20. 20. FY15 Customer Offers and BIF Cloud OS Accelerate The secret of getting ahead is getting started. -Mark Twain FY15 Azure Starter Offer FY15 StorSimple ASAP Offer FY15 EMS Deployment Offer
  21. 21. Azure Offers Summary Pre-Sales Azure Consumption Offer – “Starter ” SMS&P Local POC Post Sales Cloud OS Accelerate (BIF) StorSimple Offers EMS Offers Azure Credit - Credit of 100% of new Azure usage in the first 3 months of enrollment - Dec 31st 2014 Deployment Offer - $25K  $4K - $50K  $9K - $100K  $14K - $200K  $22K - $500K  $45K ASAP Hardware Offer - 7000 Series Appliance with $60K or $120K commitment - 8000 Series Appliance with $75K or $150K commitment (Storage SKU only) StorSimple Deployment - $4K per appliance at different locations - $1K for each additional appliance at the same location EMS Promo - 40% Discount for 250 Users + ($4/user vs. $6.5/user) EMS Deployment Offer - Deployment funds for either Intune, AD Premium or RMS - Funds double with 2 ore more deploym. - $4K  150 to 249 seats - $6K  250 to 999 - $10K  1000+ Azure POC $5-$10K for AC partner delivered POC EMS POC $5-$10K for partner delivered POC Azure DPS 3, 5 or 10-day engagements to drive implementations of various Azure Workloads. Specific 3, 5 and 10-day engagements include: - Azure Storage - Dev/Test Available as part of SA Benefits Azure Revenue & WS EOS - EPG: Min. 10:1 ROI, Up to $15K, if > $200K up to $100K - CA: Min. 3:1, up to $15K - WS03 EOS, min. 50 servers, up to $50K AWS or VMWare Migration - Min. 3:1 ROI - Azure & System Center Revenue EMS Revenue - EPG: Min 500 Seats, 10:1 ROI, up to $15K, if >1500 seats up to $100K - CA: Min. 250 Seats, 5:1 ROI, up to $15K Offer expires Dec 31, 2014
  22. 22. Cloud OS Conversation Cloud OS Sales Scenarios FY'15 Accelerate BIF Bucket Programs & Metrics Technical Requirements Funding per project (Max) Click to Apply Modern Datacenter Hybrid Dev & Test, DC Cloud Extension, Hybrid Cloud Automation, MS Workload Virtualization, Hybrid Identity, WS 2012 R2 or Azure Upgrade and compatability testing, VMWare Migrations, SDN Windows Server 16+ Hyper-V Hosts ROI: EPG 10x / CA 5x WSS 2012 + Hyper-V, SC 2012, VMM, Orchestrator plus one or more SC 2012 components $25,000 Click to Apply 3+ Hyper-V Hosts ROI: EPG 10x / CA 5x $12,500 VMware Migration 16+ Hyper-V Hosts $30,000 VMware Migration 8+ Hyper-V Hosts $20,000 Windows Server 2003 End of Life 50 Server minimum WS 2012 R2 Upgrade, Azure or Hoster $15,000 Hybrid Dev & Test App Monitoring & Management, DC Cloud Extension, AWS Migrations or VMWare to Azure, StorSimple archiving, AD premium, SharePoint , SAP on Azure, Desktop Backup , Data Recovery Azure Infrastructure Azure Modern Datacenter Revenue Commit ROI: EPG 5x / CA 3x Azure $15,000 AWS or VMWare to Azure Migration Click to Apply ROI: EPG 5x / CA 3x Azure + System Center $15,000 Data Insights HD Insight, Power BI, BI on Azure, SQL Server Testing and Data Recovery Data Platform Cloud Data Platform Cloud ROI: EPG 15x / CA 10x Azure or Power BI Revenue $15,000 Click to Apply Tier 1 (Oracle/IBM/SAP) Migration Tier 1 & Mission Critical Migrations Tier 1 & Mission Critical ROI: EPG 20x / CA 15x SQL Server Premium $50,000 Click to Apply PCIT EMS, Hybrid IdentityMgt, Mobile Device & Apps Mgt, VDI Enterprise Mobility Management Enterprise Mobility Management Minimum seats: EPG 500/CA 250 ROI: EPG 10x / CA 5x Intune, Azure AD Premium, Azure RMS, RDS, SCCM (1 or more) $15,000 Click to Apply Modern Apps Azure Based Hybrid apps, Azure Custom apps, Azure Packaged LOB Apps, PAAS, Media, Mobile app development, Web apps, Dev/Test & DevOps Azure Modern Apps Azure Modern Apps Revenue Commit ROI: EPG 5x / CA 3x Azure $15,000 Click to Apply Special Scenarios: RDP (Data Platform & PCIT), Mega, APS, COSN/National Cloud
  23. 23. FY15 Azure EA Offers EMS revenue does not qualify for the Azure Starter Offer Minimum commitment of $50,000 for New Customers and $100,000 for Existing Customers Credit added to Azure account based on actual consumption with in the first 90 days Credit of 100% of Azure usage in the first 90 days of enrollment Max bonus of 25% of initial commitment Renewal must be 150% or greater of committed purchases over the previous annual term, with a minimum of $100K. Credit of 100% of all Azure usage in the first 90 days that exceeds 3x that of the last month of the previous annual term Max bonus of 25% of the initial commitment Deployment Offer Azure EA minimum commitment Funds to offset the cost of Azure deployment Paid directly to MCS or partner after engagement Available for new, existing-annual renewal, and existing-mid-term additions $25k $4,000 $50k $9,000 $100k $14,000 $200k $22,000 $500k+ $45,000 Offers expire on Dec. 31, 2014
  24. 24. Offers valid till December 31, 2014 7000 series 8000 series $60K for 60TB1 $120K for 120TB1 $75K for 50TB2 $150K for 100TB2 What customers pay for $60K/year on Azure EA for storage2 • Covers ~60TB of Azure storage through StorSimple • SKU: 6QK-00001 $120K/year on Azure EA for storage2 • Covers ~120TB of Azure storage through StorSimple • SKU: 6QK-00001 $75K/year on Azure EA for storage2 • Covers 50TB of managed storage capacity3 through StorSimple • SKU: CWZ-00001 $150K/year on Azure EA for storage2 • 100TB of managed storage capacity3 through StorSimple • SKU: CWZ-00002 What customers get at NO additional cost 7020 appliance (worth $70K)3 • Gold support for 1 year with Next Business Day (NBD) parts • Shipping charges • Optional deployment services4 7520 appliance (worth $120K)3 • Gold support for 1 year with NBD parts • Shipping charges • Optional deployment services4 8100 appliance (worth $100K)3 • Gold support for 1 year with NBD parts • Shipping charges • Optional deployment services4 8600 appliance (worth $170K)3 • Gold support for 1 year with NBD parts • Shipping charges • Optional deployment services4 Additional costs • $5,000 per year for Gold support in years 2 & 3 • Additional $2,500 per year for upgrade to platinum support • Import duties and taxes • $7,500 per year for Gold support in years 2 & 3 • Additional $2,500 per year for upgrade to platinum support • Import duties and taxes • $6,000 per year for Gold support in years 2 & 3 • Additional $2,500 per year for upgrade to platinum support5 • Import duties and taxes • $7,500 per year for Gold support in years 2 & 3 • Additional $2,500 per year for upgrade to platinum support5 • Import duties and taxes ASAP+ offers Note: Offers include geo-replicated storage (GRS) for a wide range of use cases; platinum hardware support upgrade option subject to availability on a per country basis 1 Azure commitment SKUs that customers can use to consume Azure storage with StorSimple and any other Azure service. The actual storage available may vary by discount, use case and use of other Azure services 2 EA Level-A pricing; entitlement SKUs that provide customers specified quantities of StorSimple managed storage capacity; cannot be used for other Azure services. The actual pricing may vary by discount.. Managed storage capacity is metered as the greater of ingested data and storage consumption in Microsoft Azure 3 7000 series appliances and 8000 series storage arrays built and distributed by Xyratex 4 Qualifies for deployment via a qualified partner; $4,000 per appliance for new installation and $1,000 per appliance for additional installation at the same site paid directly to the partner. Partner reimbursement provided up to 4 months after date of Microsoft Azure purchase; one offer per qualifying enrollment per customer; offer cannot be broken up or combined with other deployment offers 5 Existing Microsoft Premier customers are eligible for upgrade to Platinum hardware support (subject to availability) at no additional cost. Refer to StorSimple country enablement list for details
  25. 25. FY15 EMS Offers – Overview 40% Discount $8,000 (Deployment funds double with two or more service deployments) $12,000 (Deployment funds double with two or more service deployments) $20,000 (Deployment funds double with two or more service deployments) NA Offer expires Dec 31, 2014
  26. 26. DPS Days DPS Engagement Days Customer deliverable AZDPS Activating Microsoft Azure Sto rage 3, 5, 10 Activating Microsoft Azure Storage Completion Report Template Migrate Applications to Microsoft Azure Infrastructure Services 3, 5, 10 Migrate Applications to Microsoft Azure Infrastructure Services Completion Report Template Implementing Develop & Test Scenarios on Microsoft Azure Virtual Machines 3, 5, 10 Dev & Test on Microsoft Azure VMs Findings and Recommendations Implementing Enterprise Mobility 3, 5, 10 Implementing Enterprise Mobility Completion Report Template PVDPS Upgrading to Windows Server 3, 5, 10, 15 Upgrading to Windows Server 2012 Completion Migrating to Hyper-V from VMware 3, 5, 10 Migrating to Hyper-V from VMware Completion Accelerating Management and Virtualization Deployment 3, 5, 10 Accelerating Management and Virtualization Final Report Implementing Enterprise Mobility 3, 5 , 10, 15 Implementing Enterprise Mobility Completion Report Template
  27. 27. US Azure Partners Team Francesco Rietti Azure BDM New England NY Metro Brian McGinnis Azure BDM Midwest Azure Tele Team JJ Murray Azure BDM Mid Atlantic Michelle Olson Azure BDM North Central Stephanie Eddy Azure PSE National Martin Pichardo Azure BDM Greater Southeast Alita Larkin Azure BDM Southwest Shane Koenig Azure PTS National Chris Kahrs Azure BDM Heartland TBH Azure BDM Northwest Sheila Wamre Modern Datacenter PPR West Kelly Reynolds Azure BDM South Central Brianna Gartner Modern Datacenter PPR Central Brandee Haakenson Modern Datacenter PPR East Mission Gain Market Share by driving Azure consumption to and through partners Jason Rook Group Manager 1 2 Grow Revenue through building Azure Partner Capability FY15 Big Bets 1. Drive Customer Consumption 2. Drive MSP Consumption 3. Depth vs. Breadth with Top Partners 4. STU/PSE Alignment 5. Strategic Workload Capacity and Consumption
  28. 28. Partner Resources The Internet has no such organization - files are made available at random locations. To search through this chaos, we need smart tools, programs that find resources for us…[or an Azure BDM] --Clifford Stoll Microsoft Blogs, Tools, and More Training – Azure University Partner-to-Partner Connect
  29. 29. Partner-ready Resources & More www.azure.com www.meetwindowsazure.com Scott Guthrie’s Blog Azure Partner Training Channel 9 : Azure Azure Training Kit Azure Blogs Azure Security, Privacy & Compliance Stories Azure 101 US Azure Yammer Group Ready-To-Go Marketing http://www.youtube.com/watch?v=VNoGnxvTLDQ – How to find an Azure Subscription ID Azure Practice Building Framework Azure Partners Yammer Group

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