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2019 microsoft sales enablement why equinix
- 1. Microsoft – EquinixSales 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 EnterpriseWestern 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
Editor's Notes
- #4 Get the best possible latency and performance using ECX Fabric for Microsoft ExpressRouteTM cloud deployments. Or for customers in non-ExpressRouteTM markets can get access to ExpressRouteTM via the Fabric. Stockholm to Amsterdam example is a good one: MSFT doesn’t have an ExpressRouteTM Node in Stockholm but customers using the ECXF in Stockholm can access ExpressRouteTM in Amsterdam by simply choosing that option in the portal.
- #5 Interconnection enables the Enterprise to directly and securely connect employees, partners and customers with their data. By bringing data sources & constituents together digitally, businesses can simultaneously capture, correlate and transform that data into new customer value.
- #9 PCL CONSTRUCTION Reduction in OPEX and CAPEX costs, saving $500K per year Reduced the network latency 4x between Azure ExpressRoute and its backbone MPLS network (13 ms to 3 ms) Automated delivery of Microsoft Azure services to users in less than 4 hours vs. 8 weeks to deploy new systems/services Bullet statement “North American construction company reduced network latency 4x, reduced new application delivery from eight weeks to four hours and recognized $500k cost savings annually”
- #10 SMITHFIELD FOODS 60 percent reduction in datacenter costs New-application delivery timeframe reduced from two months to one day Bullet statement “US based agricultural processor reduced their data center costs by 60% and reduced new application delivery timeframe from two months to one day”
- #11 SMITHFIELD FOODS 60 percent reduction in datacenter costs New-application delivery timeframe reduced from two months to one day Bullet statement “US based agricultural processor reduced their data center costs by 60% and reduced new application delivery timeframe from two months to one day”
- #12 DEVON ENERGY Increased Azure consumption 11x over two year period; $25k/month to $275k/month Bullet statement “South West Energy company’s ACR increased 11x over two year period”
- #13 PCL CONSTRUCTION Reduction in OPEX and CAPEX costs, saving $500K per year Reduced the network latency 4x between Azure ExpressRoute and its backbone MPLS network (13 ms to 3 ms) Automated delivery of Microsoft Azure services to users in less than 4 hours vs. 8 weeks to deploy new systems/services Bullet statement “North American construction company reduced network latency 4x, reduced new application delivery from eight weeks to four hours and recognized $500k cost savings annually”
- #15 INTERCONNECTION - Enterprises looking at big data migration or data analytics projects in Azure need a large pipe. Equinix enables fast, deterministic, secure connections to Azure via ExpressRouteTM & ECX Fabric.
- #20 NETWORK EXPERTISE - Interconnection to Transformational, profitable, logical, flexible Control…. with utilization of Public Cloud
- #23 Customer profile Devon Energy Corporation, headquartered in Oklahoma City, is a leading independent oil and natural gas exploration and production company CIO-led strategic initiative included migrating approximately 800 of their 8,000 on-premise servers and associated applications to the Microsoft Azure Cloud Platform Equinix/Microsoft solution Microsoft had initial contact with the customer, and engaged with key decision-makers on Devon’s cloud strategy steering committee Collaboration: Equinix Interconnection Oriented Architecture™ (IOA™) strategy enabled direct, secure, fast connections to multiple cloud service providers Equinix Professional Services - ExpressRoute™ Strategy & Connectivity Workshop
- #25 Customer profile Devon Energy Corporation, headquartered in Oklahoma City, is a leading independent oil and natural gas exploration and production company CIO-led strategic initiative included migrating approximately 800 of their 8,000 on-premise servers and associated applications to the Microsoft Azure Cloud Platform Equinix/Microsoft solution Microsoft had initial contact with the customer, and engaged with key decision-makers on Devon’s cloud strategy steering committee Collaboration: Equinix Interconnection Oriented Architecture™ (IOA™) strategy enabled direct, secure, fast connections to multiple cloud service providers Equinix Professional Services - ExpressRoute™ Strategy & Connectivity Workshop