This document outlines Windows Azure partner opportunities for fiscal year 2011, including the Windows Azure Circle Partner Program and Azure Incentive Program. It discusses growing systems integration projects involving developing or migrating applications to Azure, launching repeatable solutions, and enabling cloud platform interoperability. Azure Circle partners can earn incentives up to 25% of Azure revenue. Deployment planning services are also available to help qualified partners plan Azure deployments for customers.

1. 2011 EMEA

2. Nelson Gonzalez
Director – Windows Azure
Carolina Uzcategui
Senior Partner Strategy Manager – Windows Azure

3. Windows Azure Partner Opportunities
Windows Azure Circle Partner Program Overview
Windows Azure Incentive (SIP)
Windows Azure Deployment Services
SI Bid Architects
Open discussion

4. FY11
Systems
integration
Solutions
Azure Circle
Develop or migrate
applications to Windows
Azure for specific customers
Launch repeatable solutions
on Windows Azure
Outsourcing
Drive transformation of
outsourcing deals through
Windows Azure
Cloud platform
enablement
Enable interoperability of
Windows Azure with other
customer cloud platforms
FY13 (E)
70%
45%
Solution Factory
15%
5%
5%
25%
20%
10%
Azure Circle
Windows Azure EA
amendment
Azure Circle
Hyper-V programs

5. Fast track deals
Mega deals
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•
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•
•
•
•
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Longer sales cycle
Long term project
Core business focus
Bigger revenue
Longer sales cycle
Long term project
Core business focus
Bigger revenue

6. A completed PSP in the tool
Revenue >$1K per Q
All opportunities registered via
PSX or GSX
At least one new Azure
customer win
(in the first 6 months)
Readiness: 1 sales, 2 developers
and 1 architect* ready on
Windows Azure
Eligibility for:
Solution Incentive Program (SIP)
POC BIF
Deployment Planning Services
Vouchers (DPS)
Discovery Pack
Free Developer and Test Resource
Developer, Architect and Sales Training
Access to PSP activation kit content
NDA roadmap briefings
*For managed SIs with Architects

7. Revenue: Commitment to
drive significant Azure
revenue
$150K National SI
$500K Alliance SI
Readiness: > 3 architects
trained
SI dedicated Architect training classes
Technical and marketing support for
developing repeatable solutions on
Windows Azure
MS Architect support for complex bid
development
Access to supplemental funds for POC
development and marketing events

8. Solution Incentive Payout Rates
How SIP works
Minimum deal size: SQL - $25K, Azure - $ 1k
Maximum payout cap: $50K

9. Azure Circle Partners with signed Windows Azure PSP in the tool
Microsoft will pay 25% incentive of the Windows Azure revenue
(Windows Azure, SQL Azure, App Fabric individually or in any combination)
Minimum opportunity size: $1,000 /quarter and paid out quarterly.
($4,000 annualized revenue)
Applies only if billing is to customer, not to partner.
Max payout of $50,000 per opp. Multiple opportunities per partner are allowed.
No rollover payments between Fiscal Years (nor from FY11, neither to FY13)
Funds are limited and will be allocated on a first-come first-served basis
For more information

10. CAL Suites: STB Suites, SQL Server, Office
, Visio, Project
Windows Azure DPS
Mgmt & Virt. DPS, SQL Server DPS
Developer Tools DPS, Desktop DPS
SharePoint DPS, Exchange DPS
Business Value Productivity Services
Free consulting. Let the experts train your team, help assess
opportunity and plan deployment of your applications onto
the Windows Azure.
Access to Azure Circle partner around the world, who are
trained and qualified by Microsoft
Customers choose a qualifying partner
to delivery DPS
Partners are paid by Microsoft to deliver
the services associated with this benefit
Compensated by Microsoft for driving Windows Azure pre-sales
engagement with customers, leading to follow-on engagement
Access to a significant service revenue opportunity (+8,000
customers eligible for Azure DPS)

11. Sr. MS Architects focused on helping SIs develop & win large
(> $ 300k MS Revenue) or competitive opportunities in the following workloads;
BI/ Data Warehouse
Application & DB Migration
Custom Application Dev.
Internet Sites
Azure (> $1000/month Billing)
Private Cloud (>$200k MS Revenue)
Dynamics XRM
Drive visibility into net-new deals
Technical bid development
POC assistance
In-person bid defense

12. © 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows 7 and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it
should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation.
MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.