How you can become a complete cloud solution provider and future proof your business. Here we cover: - Updates on the latest SMB and channel market trends - An in-depth understanding of how to make Microsoft’s Cloud Solution Provider Programme (CSP) work for you - Insights into how to future proof your business – transitioning to solution-led propositions and managing customers’ lifecycles - How to build more compelling solutions and increase your profit on cloud services - In-depth insights into Office 365 and Microsoft’s Cloud Platform, Azure – learn how you can generate opportunities in 2017

3. manager,

4. PUBLIC IT CLOUD SERVICES, 2019
SaaS
$91.6B, 64.8%
PaaS
$21.9B, 15.5%
IaaS
$27.8B, 19.7%
IDC/Microsoft The Booming Cloud aka.ms/modernpartner
#US40709515 - Worldwide and Regional Public IT Cloud Services Forecast, 2015–2019

5. IDC InfoBrief: Customers Need Channel Partners, August 2015

10. Manage the Customer Lifecycle
MS Cloud Service
Deployment &
Migration Services
Managed Services
and Support
Add-on Projects and
Solutions
Partner Opportunity
Revenue
• Help desk
(i.e. Tier 1 / Tier 2 support)
• New user set-up
• Updates
• End-user training
• Expansion
• Customization
• LOB integration
• IT infrastructure design
• IT planning
• IT training
• Upgrade & desktop
remediation
• Assessment / planning
• Migration of data
• Establishment of service
= Recurring
$
$$
$$$
$$$$
Core
Optimize
Optimize
Core
ACTIVATE
CONFIGURE &
DEPLOY
MANAGE &
SUPPORT
ORDER

11. Fastest growing program ever
Growth rate doubled in Q4 vs Q3
3X increased Frequency
25% increased Yield
$6 partner opportunity per $1 of MS revenue
Mth
1
Mth
4
Mth
7
Mth
10
Mth
13
Mth
16
Mth
19
CSP VS. OPEN VS. MPSA TOTAL PAID SEATS
FIRST 18 MONTHS
Open CSP MPSA

12. Delivers a platform for
partners to own the end-to-
end customer engagement by
enabling partners to directly
provision, bill, and support
Microsoft Cloud Services for
their customers
The Cloud Solution
Provider (CSP) program

15. Microsoft Customer Agreement, Online Service Terms, SLA
Payment Relationship
Microsoft Cloud
Reseller Agreement &
Program Guide
Payment Relationship
Partner-Customer
Agreement
The Microsoft Cloud Reseller Agreement and Program Guide is the contract that the CSP partner signs with Microsoft. The
Microsoft Customer Agreement is the contract between Microsoft and the end Customer that the CSP partner must
present and get acceptance from the Customer.

17. CSP 1-Tier Partner Capability Requirements (the Four Pillars)
Services Business Model
Managed services, customer solutions or applications to bundle with Microsoft Cloud
Services. In order to be considered for CSP, partners must have at least one or these
offerings or a comparable equivalent.
Scale
Engines to create demand, grow customers and invest in new capabilities. In order to be
considered for CSP, partners must have:
24 x 7 Support
Resources, infrastructure and processes to provide customer support on Microsoft Cloud
Services and partner services. In order to be considered for CSP, partners must have:
Billing & Invoice
Capability to manage customer invoicing and receivables. In order to be considered for
CSP, partners must have:
.
Managed Services IP Services
Reactive Help Desk Support Turnkey BI Portals
User Rights & Account Management Automated Consumption Monitoring & Reporting
Proactive Backups & Anti-Virus Monitoring Customer Self-Serve Portals
New Accounts Added & Removed Automated Data Migration & Integration
Managed Access to Email Groups Automated Load Balancing
Performance and Application Troubleshooting SharePoint-Based Vertical Workflows
Desktop & Device Management & Support Middleware for Hybrid Synchronization
Reports & View Adjustments LOB Application Subscriptions
Hybrid Environment Support (Basic Infrastructure) Vertical Solution Subscriptions
Software Asset Management (licensing management & optimization Industry-specific Mobile Apps
More… Industry-specific Workflows
Function-specific Workflows (HR, Procurement)
Customers &
Offers
Existing customer base. Upsell & cross-sell opportunities
Demand
Generation
Engines
Portals, SEO
Financial Health Ability to invest in support & billing infrastructure
Ease
Partners have plans in place to reach at least Silver level in
Microsoft Cloud Competency within first 12 months
Format Paper, online, itemization, plans, details
Frequency Weekly, monthly, annually
Integration MS + partner + third party services in single bill
Local language support
Support ticketing and case management tools
Established and discoverable support policies for business and after-hours support,
operational hours, response times, and contact methods (phone, web, email, chat)
The framework below should be used to drive partner eligibility for the 1-Tier CSP business model. Ensure partners understand and are able to fulfill these requirements before
they make a decision to participate in the 1-Tier CSP program.

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39. 1) Office 365 Momentum Outcome
Fastest Growing Service to $1bn Office 365
Active Business Users 80m
Mobile App Downloads 340 Million
Most Penetrated Segments CA / EPG
Modern Meetings and Voice PSTN Services
3) O365 Partner Priorities How? Issues / Risks / Dependencies
Have an Offer including Office 365 into a defined market. The offer should be differentiated by
your unique value add or by using other Partner IP or Services. Enroll in CSP
Automation & Sales
Skills
Provide customer value from the ongoing Management and Adoption of Office 365 as a
Productivity Suite of Products and Services.
Deployment and
Adoption Services
Digital / Virtual / In
Person Services in
Market
Be users and fans of Office 365. Have a 36 month by month target of Office 365 seats and
revenue combined with upsell and other IP / Service wrap or product.
Detailed Planning
with CE / IMDM
Ensure Revenue is
captured
2) Opportunity View
Legacy Office Base 1.3Bn
Legacy Point Solutions
Mail, Storage,
IM, Conf, Voice
Modern Meetings / Modern Voice $47Bn
Target Market SMB / MM
Microsoft Incentive / Margin Up to 32%

40. IDC FutureScape: Worldwide Cloud 2016
Predictions — Mastering the Raw Material of
Digital Transformation, doc #259840,
November 2015
worldwide public IT
cloud services revenue
Faster than
the rest of IT
Source: #US40709515—Worldwide
and Regional Public IT Cloud
Services Forecast, 2015-2019

41. Sales Readiness
Program
Enabling Microsoft Sales Experts
Partner Internal Use Only
Office 365 is your complete office in the cloud
Business-
class email
Online
meetings
Online
document
storage & file
sharing
Financially-
backed SLA Technical
support
Private social
network
Plus
• Office Desktop Apps
• Office Mobile
• Office Online

42. Outlook Multi-Factor
Auth New DLP Policies
Deferred Updates Single Sign On
Office Everywhere
Get through your
email faster
Tell Me
Smart
Lookup
Always there
docs
Co-authoring Skype Meetings
Modern Attachments Shared Notebooks
The New Office. Takes the work out of working together.
Worry Less Work Easier Work Together

43. Sales Readiness
Program
Enabling Microsoft Sales Experts
Partner Internal Use Only
Complete productivity and
collaboration solution in the cloud
• Document Creation
• Business Email
• File Storage and Sharing
• Online Meetings
• Team and Project Sites
• Corporate Social Network

44. CombineANY of these plansin a singleOffice365 account
Businessplanshave 300seat cap,per plan
Enterpriseplanshave no seat cap
One single, scalable admin experience
Business
Core needs
Enterprise
Advanced needs

45. http://office.com/roadmap
Skype PBX
Clutter
Office
365 Groups
Advanced
Threat
Protection Office 2016
Continuous innovation
Express
Route
Skype
Meetings
Planner
Mobile
Device Mgmt.
for Office 365
IT Mgt.
controls for
OneDrive for
Business
Power
BI Pro
PSTN
Conferencing
Delve
Analytics Sway
Office 365
Videos
PowerPoint
Designer
Morph

46. Office 365 Roadmap

48. 1 Trillion
Messages delivered every month with Event
Hubs
120,000
New Azure customer
subscriptions/month
20Million
SQL database hours
used every day
>5Trillion
Storage transactions
every month
60Billion
Hits to Websites run on
Azure Web App Service
425Million
Azure Active
Directory Users
57%
Of Fortune 500 Companies use Microsoft
Azure
>50Trillion
Storage objects
in Azure
1.4 Million
SQL Databases Deployed
In Azure
“Microsoft is growing
its cloud revenue
faster than Amazon”
– Business Insider 2016
AWS revenue grew about 69%
but Microsoft Azure revenue
grew by 127%
99.95%
monthly SLAs
10 languages
19 currencies
supported
Available
in 140 countries
worldwide
Hybrid
the best of both
worlds
24x7x365
enterprise support

49. 24Azure regions
available today
More than AWS and Google
Cloud combined
1 million+ servers • 100+ Datacenters in over 40 countries
Easy Scaling, Close to Customers

50. Azure Infrastructure Services (IaaS)
Azure Platform Services (PaaS)
Web Apps
Infrastructure
Mobile
Backends
API
Management
API App
Infrastructure
Business Process
Automation
Push
Notifications
Content
Delivery
Network (CDN)
Live & OD
Media
Streaming
B2B
Integration
Hybrid
Connections
Pub/Sub
Queuing
Simple
Queuing
Hybrid
Operations
Server Data
Backup
Hybrid/Intelligent
Data Backup
Disaster
Recovery
Bulk Data Import
And Export
Relational
SQL Database
Document
Database
Service
Distributed
In-Memory
Cache
Search
Simple
Key/Value
Store
Data
Warehouse
Directory
Health Monitoring
Privileged
Identity
Management
Operational
Analytics
Stateless
Compute
Scheduled
Compute
Jobs
Virtual App
Streaming
Distributed
Compute
Development
Tools
Application
Instrumentation
Software
Development
Kits
Software Lifecycle
Management
Domain Join &
Policy Management
Big Data
Analytics
Predictive
Analytics
Data Stream
Analytics
Data
Pipelines
Device Data
Collection
Mobile
Analytics
Big Data
Storage
IoT Device
Management
Data Source
Management
Security &
Management
User/Group
Directory Store
Multi-Factor
Authentication
Scheduled Service
Management
Service Creation
& Configuration
Encryption Key
Store
Software/Solution
Marketplace
Pre-Build VM
Images
Identity Sign-Up
and sign-in
Task
Scheduler
Azure Infographic

51. SharePoint SQL Server
Databases
Orders
Product
AP
Business
Applications
CRM Acct
HR
Virtual
Machines

52. CRM Acct
HR
Orders
Product
AP

54. 
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58. 
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

59. Go mobile.
Stay in control.
Mark Lawton
Enterprise Mobility + Security

60. Mobile-first, cloud-first reality
Data breaches
63% of confirmed data breaches
involve weak, default, or stolen
passwords.
63% 0.6%
IT Budget growth
Gartner predicts global IT spend
will grow only 0.6% in 2016.
Shadow IT
More than 80 percent of employees
admit to using non-approved
software as a service (SaaS)
applications in their jobs.
80%

61. Intune
Azure Rights
Management and
Secure Islands
Protect your users,
devices, and apps
Detect problems
early with visibility
and threat analytics
Protect your data,
everywhere
Extend enterprise-grade security
to your cloud and SaaS apps
Manage identity with hybrid
integration to protect application
access from identity attacks
Advanced Threat Analytics
Microsoft Cloud App Security
Azure Active Directory
Identity Protection

62. Backup and
Recovery Services
Storage Services
IT Services in the Cloud
IT Cloud Services that integrate with your IT.
Database Platform
and Services
A secure, high-performance cloud platform for businesses of any size.
A collection of integrated infrastructure and platform services in the cloud.
Cloud
Computing
Application
Hosting and
Development
Azure

63. IT Services in the Cloud
Transition workloads and
applications to the cloud
Virtual machines, apps,
sites, databases up in
minutes
Easily build apps and run
apps in Azure
Extend datacenter/IT
Infrastructure to the cloud
Easily expand your
services to new regions
100+ Microsoft data
centers in 40+ Countries
Open, flexible cloud platform
Any workload, tool,
language
Integrates with existing IT
Hybrid or full cloud
computing
Automated storage,
backup and recovery
Enterprise-grade data
protection, security and
privacy
99.95% SLA uptime
Industry-verified, global
compliance standards
No upfront costs
Pay as you go –
only for what use.
Hyper-scale - up,
down, out anytime,
automatically

64. Worry
less
Work
easier
Work
together
Best-in-class productivity and communication solution

65. Web
conferencing
Email
Broadcast
meetings
Instant
messaging
Content creation
& collaboration
Voice calls
Private social
network
Machine-based
learning
Mobility
Business
analytics
WORK EASIER
Familiar and easy to use
Consistent experience across apps
Securely access, edit and share
Work from anywhere, any device
Get work done online or offline

66. WORK TOGETHER
Integrated apps and services
Built for teams and networks
Real-time co-creation and sharing
Secure team and project sites
Modern meetings and voice
Personal and org analytics and insights
Corporate social networking
Web
conferencing
Email
Broadcast
meetings
Instant
messaging
Content creation
& collaboration
Voice calls
Private social
network
Machine-based
learning
Mobility
Business
analytics

67. Web
conferencing
Email
Broadcast
meetings
Instant
messaging
Content creation
& collaboration
Voice calls
Private social
network
Machine-based
learning
Mobility
Business
analytics
WORRY LESS
Innovative, trusted services
People-centric security
Privacy by design
Stringent compliance standards
Data control
Protected users and devices

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71. Secure
Comms
Web
Presence
Agility
DaaS
Protection
Workspace
productivity
Customer
Engagement
Enterprise
Mobility
Suite
Acronis
Backup
DaaS
Web
Business
Builder
IOVOX
Call
Tracking
Email
Encryption
Email
Archiving
Enterprise
Mobility
Suite
IOVOX
Call
Tracking
Email
Encryption
Email
Archiving
Email
Archiving
Email
Encryption
Acronis
Backup
DaaS
Web
Business
Builder
Enterprise
Mobility
Suite
IOVOX
Call
Tracking
Design
Migration
On-boarding
Support
Consultancy
Design
Migration
On-
boarding
Support
Consultancy
Your service
Your service
Your service
Your
service
Your
value
add

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