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Data Platform & Analytics OpenSistemas MSFT Playbook

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Data Platform & Analytics OpenSistemas MSFT Playbook

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Data Platform & Analytics OpenSistemas MSFT Playbook

  1. 1. Insert Photo Here Data Platform & Analytics Microsoft Practice Development Playbook aka.ms/practiceplaybooks
  2. 2. aka.ms/practiceplaybooks About this Playbook This playbook is intended for the business and technical leadership for new and existing Microsoft partners that are adding a new practice to their business focused on Data Platform and Analytics. Objectives The goal of this playbook is to help you understand what you need to do for accelerating or optimizing your Azure focused practice and why you should perform the recommendations. Our goal is to not to re-write the existing body of detailed guidance on how to perform any given recommendation—we instead point you to resources that you should be aware of that will help you in this regard. For the business side, the intent is to provide valuable resources for some of the key aspects of the business including driving new revenue opportunities, strategies for marketing, selling, and lead capture, as well as building deeper and longer team engagements with your customers through potential new service offerings such as managed services. For the technical side, the intent is to offer guidance on a number of topics that range from the technical skills your team will need, to resources that you can use to accelerate learning as well as explaining some of the key opportunities for technical delivery that you can focus on as you get started and grow your practice. How this playbook was made This playbook is one of four that was written by two Microsoft Partners (Opsgility and Solliance) while working in conjunction with the Microsoft Worldwide partner group and 21 other successful Azure partners that have volunteered time and information to provide input and best practices to share with the rest of the partner community. To validate the guidance provided in these playbooks, we conducted a survey of 1,136 Azure partners from around the world with MDC. In this survey, we gathered insights on a range of topics from how they hire, compensate and train resources; their business model, revenue and profitability; what practices and services they offer and what skillsets they have in place to support their offers. The results of this survey are provided in- line with the guidance found within this playbook. CONTRIBUTING PARTNERS Artis Consulting Mirabeau Atea OpenSistemas AwareComm PC Solutions Blue Meteorite Perficient DEFTeam Solutions PlainConcepts Dimension Data Slalom Empired Softjam Equinix SpanishPoint Fragma Data Systems SQL Services Ltd. Hanu Software Theta Kloud Solutions
  3. 3. DATA PLATFORM & ANALYTICS PAGE 3 aka.ms/practiceplaybooks Using the playbook effectively Quickly read through the playbook to understand its layout and the available content. Each section has an executive summary and key actions to take with the information provided within. Review these summaries to decide on which areas to focus on. Go over content several times, if needed, then share with your team. Here are some suggested actions you can take to use the content effectively:  Get your team together and discuss which pieces of the strategy they are responsible for  Share the playbook with your sales, marketing, support, technical, and managed services teams  Leverage the resources available from Microsoft to help maximize your profitability  Share feedback on how we can improve this and other playbooks by emailing playbookfeedback@microsoft.com
  4. 4. DATA PLATFORM & ANALYTICS PAGE 4 aka.ms/practiceplaybooks Table of Contents Introduction About this Playbook.............................................................................................................................................................................................................................................2 Objectives...........................................................................................................................................................................................................................................................2 How this playbook was made.....................................................................................................................................................................................................................2 Using the playbook effectively...................................................................................................................................................................................................................3 Table of Contents..................................................................................................................................................................................................................................................4 The Booming Cloud Opportunity.................................................................................................................................................................................................................15 Define Your Practice Focus & Area of Expertise ......................................................................................................................................................................................16 Understand the Data & Analytics Practice.................................................................................................................................................................................................17 Why choose Microsoft?...............................................................................................................................................................................................................................17 Committed to Partners..........................................................................................................................................................................................................................18 Case Studies ..........................................................................................................................................................................................................................................................19 Looking Ahead..........................................................................................................................................................................................................................................21 Understand the Data & Analytics Practice................................................................................................................................................................................................22 The Data Platform Modernization Opportunity...............................................................................................................................................................................22 The Data Platform Modernization Technology Scenario..............................................................................................................................................................23 The Business Analytics Opportunity......................................................................................................................................................................................................24 Demand Forecasting .............................................................................................................................................................................................................................25 Personalization ........................................................................................................................................................................................................................................25 Predictive Maintenance........................................................................................................................................................................................................................25 Business Analytics Technology Scenario .............................................................................................................................................................................................26 Internet of Things (IoT) Opportunity .................................................................................................................................................................................................... 27 The Internet of Things (IoT) Technology Scenario...........................................................................................................................................................................28 Maturity Model .............................................................................................................................................................................................................................................29 Laggards & leaders ......................................................................................................................................................................................................................................30 Transforming Laggards into Leaders.....................................................................................................................................................................................................31 Maturity Scenarios .......................................................................................................................................................................................................................................32 Partner Practice Development Framework..............................................................................................................................................................................................34 Define Your Strategy.........................................................................................................................................................................................................................................34 Operationalize & Get Trained........................................................................................................................................................................................................................34 Go to Market........................................................................................................................................................................................................................................................34 Close & Execute Deals ......................................................................................................................................................................................................................................34 Optimize & Grow Your Practice....................................................................................................................................................................................................................34
  5. 5. DATA PLATFORM & ANALYTICS PAGE 5 aka.ms/practiceplaybooks Define Your Strategy.........................................................................................................................................................................................................................................35 Executive Summary ...........................................................................................................................................................................................................................................36 Define Your Strategy...................................................................................................................................................................................................................................36 Define & Design the Solution Offer ............................................................................................................................................................................................................ 37 Understand the Cloud Business Models.............................................................................................................................................................................................. 37 Cloud Profitability Benchmark Assessment .............................................................................................................................................................................................38 Benchmark your business..........................................................................................................................................................................................................................38 Benchmark your cloud business now across the four pillars of the Modern Partner ...................................................................................................38 Develop a Business Plan ..................................................................................................................................................................................................................................39 Starting Your Business Plan ......................................................................................................................................................................................................................39 Cloud Opportunity.................................................................................................................................................................................................................................39 Creating the Marketing & Sales Plan ....................................................................................................................................................................................................40 Marketing ..................................................................................................................................................................................................................................................40 Sales .............................................................................................................................................................................................................................................................40 Delivery.......................................................................................................................................................................................................................................................40 Financial Projections..............................................................................................................................................................................................................................40 Capital Requirements............................................................................................................................................................................................................................40 Differentiation..........................................................................................................................................................................................................................................40 Develop a Financial Plan.............................................................................................................................................................................................................................41 Financial Projections...............................................................................................................................................................................................................................41 Anticipated Valuation Impact.............................................................................................................................................................................................................41 Risks and Mitigation ...............................................................................................................................................................................................................................41 Define & Design the Solution Offer ............................................................................................................................................................................................................42 Defining Your Value Proposition............................................................................................................................................................................................................42 Defining Your Solution Offer ...................................................................................................................................................................................................................44 Project Based Services ................................................................................................................................................................................................................................45 Managed Services ........................................................................................................................................................................................................................................47 Intellectual Property....................................................................................................................................................................................................................................50 The Importance of Developing Intellectual Property......................................................................................................................................................................51 Which Azure Services to Include in a Data Platform & Analytics Practice..............................................................................................................................52 Defining Your Pricing Strategy................................................................................................................................................................................................................53 Standard Pricing......................................................................................................................................................................................................................................53 Virtuous Pricing.......................................................................................................................................................................................................................................53 Flat Rating Pricing...................................................................................................................................................................................................................................53 Upfront fees..............................................................................................................................................................................................................................................55 Payment terms.........................................................................................................................................................................................................................................56 Defining Sales Incentives........................................................................................................................................................................................................................... 57
  6. 6. DATA PLATFORM & ANALYTICS PAGE 6 aka.ms/practiceplaybooks Reward a sales action ............................................................................................................................................................................................................................ 57 The level of incentive versus required selling effort orients the sales ................................................................................................................................ 57 Simple enough to be understood and drive actions................................................................................................................................................................. 57 Sales Compensation Variables........................................................................................................................................................................................................... 57 Positioning the Offer via Incentives................................................................................................................................................................................................. 57 Include Automation ....................................................................................................................................................................................................................................58 Continuous Innovation through DevOps............................................................................................................................................................................................58 Key services for this offering...............................................................................................................................................................................................................58 Consider Verticalizing the Offer .............................................................................................................................................................................................................59 Identify Partnership Opportunities ..............................................................................................................................................................................................................61 Partner to Partner..........................................................................................................................................................................................................................................61 Make connections with Dynasource.com ......................................................................................................................................................................................61 Get started now.......................................................................................................................................................................................................................................62 Getting the Right Partners into the Azure Business...................................................................................................................................................................62 Define Engagement Process..........................................................................................................................................................................................................................64 Pre-Sales & Post Sales.................................................................................................................................................................................................................................64 Pre-Sales.....................................................................................................................................................................................................................................................64 Post-Sales...................................................................................................................................................................................................................................................64 Implementation ............................................................................................................................................................................................................................................65 Team Data Science Process.................................................................................................................................................................................................................65 Scrum Process ..........................................................................................................................................................................................................................................65 Agile Process.............................................................................................................................................................................................................................................65 Capability Maturity Model (CMMI) Process .................................................................................................................................................................................65 Join the Microsoft Partner Network............................................................................................................................................................................................................66 About the Microsoft Partner Network .................................................................................................................................................................................................66 Network member ...................................................................................................................................................................................................................................66 Action Pack................................................................................................................................................................................................................................................66 Competency .............................................................................................................................................................................................................................................66 Take the next step with a competency...........................................................................................................................................................................................66 Microsoft Partner Programs..................................................................................................................................................................................................................... 67 Business Intelligence Partner Program........................................................................................................................................................................................... 67 Advanced Analytics Partner Program............................................................................................................................................................................................. 67 Cloud Solution Provider (CSP) ........................................................................................................................................................................................................... 67 P-Seller Program..................................................................................................................................................................................................................................... 67 MPN to Resource Alignment.........................................................................................................................................................................................................................68 Align Individuals to MPN Requirements .............................................................................................................................................................................................68 Join the Azure Mentor Program....................................................................................................................................................................................................................71
  7. 7. DATA PLATFORM & ANALYTICS PAGE 7 aka.ms/practiceplaybooks Define Engagement Process.......................................................................................................................................................................................................................... 72 Identify Equipment, Services and Tools............................................................................................................................................................................................... 72 Practice Cost Calculation................................................................................................................................................................................................................................. 73 Estimating your Azure Spend .................................................................................................................................................................................................................. 73 Identify Potential Customers/Pilots ............................................................................................................................................................................................................ 76 Build your prospect hit list........................................................................................................................................................................................................................ 76 Define Customer Support Program and Process................................................................................................................................................................................... 77 Support Overview......................................................................................................................................................................................................................................... 77 Supporting Your Customers..................................................................................................................................................................................................................... 78 Support Options from Microsoft............................................................................................................................................................................................................ 79 Submitting Azure Support Requests.....................................................................................................................................................................................................80 Partner Advisory Hours ...............................................................................................................................................................................................................................81 Technical presales assistance ...................................................................................................................................................................................................................82 Deployment services...................................................................................................................................................................................................................................82 Support.............................................................................................................................................................................................................................................................82 Summary of Support Options .......................................................................................................................................................................................................................83 Operationalize & Get Trained........................................................................................................................................................................................................................84 Executive Summary ...........................................................................................................................................................................................................................................85 Operationalize & Get Trained..................................................................................................................................................................................................................85 Creating a hiring plan.......................................................................................................................................................................................................................................86 Should you Hire New Resources or Train Existing Resources?....................................................................................................................................................86 Hire Resources..................................................................................................................................................................................................................................................... 87 Sales Resources.............................................................................................................................................................................................................................................. 87 Marketing Resources................................................................................................................................................................................................................................... 87 Technical Resources.....................................................................................................................................................................................................................................88 Management..................................................................................................................................................................................................................................................89 Support Resources .......................................................................................................................................................................................................................................90 Job Descriptions.............................................................................................................................................................................................................................................91 Recruiting Resources.........................................................................................................................................................................................................................................98 Top 10 Sources to Find Skilled Labor and What to Look For .......................................................................................................................................................98 Resource Compensation.......................................................................................................................................................................................................................... 100 Train Your Business Team ..............................................................................................................................................................................................................................101 Training is Good for Business..................................................................................................................................................................................................................101 Cloud Platform University ................................................................................................................................................................................................................. 102 C+E Partner Curriculum Guide........................................................................................................................................................................................................ 102 MPN Learning Paths............................................................................................................................................................................................................................ 102 Microsoft Inspire Conference Recordings................................................................................................................................................................................... 102
  8. 8. DATA PLATFORM & ANALYTICS PAGE 8 aka.ms/practiceplaybooks Partner Community Events, Calls & Webinars........................................................................................................................................................................... 102 Smart Partner Marketing ................................................................................................................................................................................................................... 102 Build staff on-boarding and mentoring plan........................................................................................................................................................................................ 103 Preparing and Training IT Staff for the Cloud ................................................................................................................................................................................. 103 Complete Training........................................................................................................................................................................................................................................... 104 Technical Training...................................................................................................................................................................................................................................... 104 Azure Skills............................................................................................................................................................................................................................................... 104 Microsoft Conferences........................................................................................................................................................................................................................ 104 Safari.......................................................................................................................................................................................................................................................... 104 Pluralsight................................................................................................................................................................................................................................................ 104 Opsgility ................................................................................................................................................................................................................................................... 104 Partner Community Events, Calls & Webinars........................................................................................................................................................................... 105 Microsoft Virtual Academy ............................................................................................................................................................................................................... 105 edX Courses ............................................................................................................................................................................................................................................ 105 Cloud Platform University ................................................................................................................................................................................................................. 105 MPN Learning Paths............................................................................................................................................................................................................................ 105 Microsoft Inspire Conference Recordings................................................................................................................................................................................... 105 Azure Skills............................................................................................................................................................................................................................................... 105 Microsoft Learning On Demand Courses.................................................................................................................................................................................... 105 TechNet Virtual Labs ........................................................................................................................................................................................................................... 105 Attend a Microsoft Azure Course ................................................................................................................................................................................................... 105 Microsoft Azure eBooks ..................................................................................................................................................................................................................... 105 Channel 9................................................................................................................................................................................................................................................. 105 Azure Documentation ........................................................................................................................................................................................................................ 105 Stack Overflow....................................................................................................................................................................................................................................... 105 Microsoft Learning Partners ............................................................................................................................................................................................................. 105 Complete Certifications................................................................................................................................................................................................................................. 106 Solutions Associate Certifications ........................................................................................................................................................................................................ 106 MCSA: Cloud Platform Solutions Associate................................................................................................................................................................................ 106 MCSA: Linux on Azure Solutions Associate................................................................................................................................................................................. 106 Solutions Expert Certifications................................................................................................................................................................................................................107 MCSE: Cloud Platform and Infrastructure ....................................................................................................................................................................................107 MCSE: Data Management and Analytics ......................................................................................................................................................................................107 Solutions Developer Certifications ...................................................................................................................................................................................................... 108 MCSD: App Builder............................................................................................................................................................................................................................... 108 MCSD: Azure Solutions Architect ................................................................................................................................................................................................... 108 Setup Azure for internal use......................................................................................................................................................................................................................... 109
  9. 9. DATA PLATFORM & ANALYTICS PAGE 9 aka.ms/practiceplaybooks Azure Credits................................................................................................................................................................................................................................................ 109 Flexibility with Azure Credits.................................................................................................................................................................................................................. 109 Visual Studio........................................................................................................................................................................................................................................... 109 Microsoft Partner Network ............................................................................................................................................................................................................... 109 CSP Sandbox........................................................................................................................................................................................................................................... 109 Ways to Purchase Azure ...........................................................................................................................................................................................................................110 EA Agreements.......................................................................................................................................................................................................................................110 Pay as you go and Trial Accounts....................................................................................................................................................................................................110 Identify and enroll into Azure Sell Incentives..........................................................................................................................................................................................111 Attaching a Digital Partner of Record (DPOR) ..................................................................................................................................................................................111 How does it work?..................................................................................................................................................................................................................................111 Multiple Partner Support.....................................................................................................................................................................................................................111 Microsoft Enterprise Agreement (EA)..................................................................................................................................................................................................112 Cloud Solution Provider............................................................................................................................................................................................................................113 CSP Direct .................................................................................................................................................................................................................................................113 CSP Indirect..............................................................................................................................................................................................................................................113 Identify and apply for Azure Investment Programs.............................................................................................................................................................................114 Cloud and Enterprise (C+E) Investment Programs.........................................................................................................................................................................114 Objectives.................................................................................................................................................................................................................................................114 Build materials to support sales and marketing efforts......................................................................................................................................................................115 Understanding Push vs. Pull Marketing..............................................................................................................................................................................................115 Sales and Marketing Resources..............................................................................................................................................................................................................117 Campaigns................................................................................................................................................................................................................................................117 Web Content ...........................................................................................................................................................................................................................................117 Marketing SureStep..............................................................................................................................................................................................................................117 Services......................................................................................................................................................................................................................................................117 Digital Stride............................................................................................................................................................................................................................................117 Microsoft Community Connections ...............................................................................................................................................................................................117 Logo Builder ............................................................................................................................................................................................................................................117 Create key contracts.........................................................................................................................................................................................................................................118 Key Contracts for your Practice..............................................................................................................................................................................................................118 Service Level Agreement.....................................................................................................................................................................................................................118 Master Services Agreement...............................................................................................................................................................................................................118 Statement of Work................................................................................................................................................................................................................................118 Mutual Non-Disclosure Agreement...............................................................................................................................................................................................118 Setup Tools & Systems ....................................................................................................................................................................................................................................119 Project Management .................................................................................................................................................................................................................................119
  10. 10. DATA PLATFORM & ANALYTICS PAGE 10 aka.ms/practiceplaybooks GitHub........................................................................................................................................................................................................................................................119 Visual Studio Team Services ..............................................................................................................................................................................................................119 Microsoft Project....................................................................................................................................................................................................................................119 Microsoft Dynamics 365 for Project Service Automation ......................................................................................................................................................119 Collaboration Tools & File Sharing ...................................................................................................................................................................................................... 120 Microsoft Teams.................................................................................................................................................................................................................................... 120 Yammer .................................................................................................................................................................................................................................................... 120 OneDrive for Business......................................................................................................................................................................................................................... 120 Skype for Business ................................................................................................................................................................................................................................ 120 Surface Hub............................................................................................................................................................................................................................................. 120 Customer Relationship Management..................................................................................................................................................................................................121 Support Ticket Setup and Tracking........................................................................................................................................................................................................... 122 Customer Support...................................................................................................................................................................................................................................... 122 Microsoft Dynamics 365 for Customer Service ......................................................................................................................................................................... 122 Create Consistency and Loyalty ...................................................................................................................................................................................................... 122 Make your agents' jobs easier.......................................................................................................................................................................................................... 122 Get an Adaptive Engine...................................................................................................................................................................................................................... 122 Decide on a Solution Marketplace ............................................................................................................................................................................................................ 123 Azure Marketplace..................................................................................................................................................................................................................................... 123 Certify Applications and Services.................................................................................................................................................................................................... 123 Develop your sales channel .............................................................................................................................................................................................................. 124 Operationalize ....................................................................................................................................................................................................................................... 124 Cortana Intelligence Gallery................................................................................................................................................................................................................... 125 Experiments ............................................................................................................................................................................................................................................ 125 Jupyter Notebooks............................................................................................................................................................................................................................... 125 Solutions................................................................................................................................................................................................................................................... 125 Tutorials.................................................................................................................................................................................................................................................... 125 Collections............................................................................................................................................................................................................................................... 125 Competitions.......................................................................................................................................................................................................................................... 125 AppSource..................................................................................................................................................................................................................................................... 126 Power BI ......................................................................................................................................................................................................................................................... 126 PowerBI.com Solution Templates................................................................................................................................................................................................... 126 PowerBI.com Partner Showcase...................................................................................................................................................................................................... 126 Increase your visibility............................................................................................................................................................................................................................... 126 Create Engagement Checklists & Templates..........................................................................................................................................................................................127 Standardize Customer Engagement....................................................................................................................................................................................................127 Go to Market...................................................................................................................................................................................................................................................... 128
  11. 11. DATA PLATFORM & ANALYTICS PAGE 11 aka.ms/practiceplaybooks Executive Summary ......................................................................................................................................................................................................................................... 129 Go to Market................................................................................................................................................................................................................................................ 129 Define your sales process.............................................................................................................................................................................................................................. 130 Plan your customer’s journey to buying............................................................................................................................................................................................ 130 Advance Analytics Customer Decision Framework ..................................................................................................................................................................131 Launch digital marketing activities ........................................................................................................................................................................................................... 132 Build a modern, discoverable website................................................................................................................................................................................................ 132 Social Media............................................................................................................................................................................................................................................ 132 Content Creation .................................................................................................................................................................................................................................. 132 DigitalStride............................................................................................................................................................................................................................................ 132 Digital Transformation with Azure ............................................................................................................................................................................................................ 133 Leading with Digital Transformation.................................................................................................................................................................................................. 133 The four pillars of digital transformation include:.................................................................................................................................................................... 133 How enterprises make this work........................................................................................................................................................................................................... 134 Digital Transformation with Azure ............................................................................................................................................................................................................ 135 Account Based Marketing (ABM)......................................................................................................................................................................................................... 136 Self-Evaluate........................................................................................................................................................................................................................................... 136 Get to know your existing customers.............................................................................................................................................................................................137 Use predictive analytics.......................................................................................................................................................................................................................137 Dig deeper............................................................................................................................................................................................................................................... 138 Engage with Customers & Prospects........................................................................................................................................................................................................ 139 Meetups ......................................................................................................................................................................................................................................................... 139 Conferences.................................................................................................................................................................................................................................................. 139 Publications .................................................................................................................................................................................................................................................. 140 Webinars and Podcasts............................................................................................................................................................................................................................ 140 Bill of Material (BOM) ................................................................................................................................................................................................................................141 Define Technical Community Strategy.................................................................................................................................................................................................... 142 Engage with Workshops.......................................................................................................................................................................................................................... 142 Workshops............................................................................................................................................................................................................................................... 142 Microsoft Technology Centers (Where available).................................................................................................................................................................... 142 Execute Nurture Marketing Efforts............................................................................................................................................................................................................ 143 Creating Long Term Customer Relationships.................................................................................................................................................................................. 143 Why Nurture?......................................................................................................................................................................................................................................... 143 Invest in relationships ............................................................................................................................................................................................................................... 143 Authenticity ............................................................................................................................................................................................................................................144 Relevance.................................................................................................................................................................................................................................................144 Variety.......................................................................................................................................................................................................................................................144
  12. 12. DATA PLATFORM & ANALYTICS PAGE 12 aka.ms/practiceplaybooks Follow-up.................................................................................................................................................................................................................................................144 Automation.............................................................................................................................................................................................................................................144 Engage Technical Pre-Sales in Sales Conversations............................................................................................................................................................................ 145 Selling is Technical ..................................................................................................................................................................................................................................... 145 Find Your Customers....................................................................................................................................................................................................................................... 146 Find Your First Customer......................................................................................................................................................................................................................... 146 Qualifying Your Leads............................................................................................................................................................................................................................... 147 Find a business sponsor...................................................................................................................................................................................................................... 147 Confirm the budget............................................................................................................................................................................................................................. 147 Determine use case.............................................................................................................................................................................................................................. 147 Ensure customer readiness................................................................................................................................................................................................................ 147 Targeting Advanced Analytics............................................................................................................................................................................................................... 148 Demand Forecasting ........................................................................................................................................................................................................................... 148 Personalization ...................................................................................................................................................................................................................................... 148 Predictive Maintenance...................................................................................................................................................................................................................... 148 Find Your Next Customer........................................................................................................................................................................................................................ 149 Successfully drive your sales and marketing efforts................................................................................................................................................................ 149 DigitalStride............................................................................................................................................................................................................................................ 149 Web syndication ................................................................................................................................................................................................................................... 149 Case Study:.......................................................................................................................................................................................................................................................... 149 Engage Customers............................................................................................................................................................................................................................................151 Assessing for Customer Readiness........................................................................................................................................................................................................151 Creating a cloud migration plan........................................................................................................................................................................................................... 152 Migration Planning.................................................................................................................................................................................................................................... 153 Measure Customer Adoption & Engagement....................................................................................................................................................................................... 155 Measure & Track......................................................................................................................................................................................................................................... 155 Close & Execute Deals .................................................................................................................................................................................................................................... 156 Executive Summary ..........................................................................................................................................................................................................................................157 Close & Execute Deals................................................................................................................................................................................................................................157 Develop Customer Adoption & Onboarding Plans ............................................................................................................................................................................ 158 Maximize customer lifetime value....................................................................................................................................................................................................... 158 People ....................................................................................................................................................................................................................................................... 158 Process...................................................................................................................................................................................................................................................... 158 Technology ............................................................................................................................................................................................................................................. 158 Identify Opportunities to Co-Sell with Microsoft ................................................................................................................................................................................ 159 Closing the Sale Together....................................................................................................................................................................................................................... 159 Develop Proposal............................................................................................................................................................................................................................................. 160
  13. 13. DATA PLATFORM & ANALYTICS PAGE 13 aka.ms/practiceplaybooks Write winning proposals.......................................................................................................................................................................................................................... 160 Negotiate and Close Deals ............................................................................................................................................................................................................................161 Be on point with Azure Sales Training.................................................................................................................................................................................................161 Training Recommendations ..............................................................................................................................................................................................................161 Pitch Perfect Conversation Checklist........................................................................................................................................................................................................ 162 Selling Azure Solutions............................................................................................................................................................................................................................. 162 INSTRUCTIONS FOR PARTNERS...................................................................................................................................................................................................... 162 Deploy/Implement Solutions ...................................................................................................................................................................................................................... 163 Execute Efficiently ...................................................................................................................................................................................................................................... 163 Deploy/Implement Solutions ...................................................................................................................................................................................................................... 164 Architecture Design Session................................................................................................................................................................................................................... 164 Primary Audience ................................................................................................................................................................................................................................. 164 Before the ADS....................................................................................................................................................................................................................................... 164 During the ADS...................................................................................................................................................................................................................................... 164 Discovery.................................................................................................................................................................................................................................................. 165 Envisioning.............................................................................................................................................................................................................................................. 165 Planning ................................................................................................................................................................................................................................................... 165 After the ADS.......................................................................................................................................................................................................................................... 165 Deploy/Implement Solutions ...................................................................................................................................................................................................................... 166 Implement Proof of Concepts ............................................................................................................................................................................................................... 166 How to perform a Proof of Concept? ............................................................................................................................................................................................167 Define Scope............................................................................................................................................................................................................................................167 POC Execution ........................................................................................................................................................................................................................................167 Next Steps.................................................................................................................................................................................................................................................167 Common Proof of Concepts for Data Platform and Analytics: ............................................................................................................................................167 Transition to Managed Services ................................................................................................................................................................................................................. 168 Pass the customer off to your managed service team ................................................................................................................................................................. 168 Expectations............................................................................................................................................................................................................................................ 168 Opportunity............................................................................................................................................................................................................................................ 168 Digital Partner of Record ................................................................................................................................................................................................................... 168 Best practices for running an Azure project........................................................................................................................................................................................... 169 Troubleshooting Resources...........................................................................................................................................................................................................................170 Data Platform & Analytics Troubleshooting Resources ..........................................................................................................................................................170 Leverage Investment Resources ..................................................................................................................................................................................................................171 Consumption Investment Funds (CIF).................................................................................................................................................................................................171 Deal Support (Pre-Sales).....................................................................................................................................................................................................................171 Driving Consumption & Adoption (Post Sales)........................................................................................................................................................................171
  14. 14. DATA PLATFORM & ANALYTICS PAGE 14 aka.ms/practiceplaybooks Deployment Planning Services for Data Platform & Analytics.............................................................................................................................................171 Safe Passage ..................................................................................................................................................................................................................................................172 Azure Everywhere........................................................................................................................................................................................................................................173 Azure Everywhere..................................................................................................................................................................................................................................173 Delivery Format......................................................................................................................................................................................................................................173 Azure Access..................................................................................................................................................................................................................................................173 Optimize & Grow Your Practice.................................................................................................................................................................................................................. 174 Executive Summary ..........................................................................................................................................................................................................................................175 Optimize & Grow Your Practice.............................................................................................................................................................................................................175 Collect Feedback ...............................................................................................................................................................................................................................................176 The Basics .......................................................................................................................................................................................................................................................176 Use Feedback to Optimize and Grow..................................................................................................................................................................................................177 Don’t forget the Case Studies ...........................................................................................................................................................................................................177 What is a post mortem?............................................................................................................................................................................................................................178 Land & Expand ...................................................................................................................................................................................................................................................179 Growing Scope.............................................................................................................................................................................................................................................179 Land ............................................................................................................................................................................................................................................................179 Expand .......................................................................................................................................................................................................................................................179 Refine Customer Value Proposition.......................................................................................................................................................................................................... 180 Refine Customer Value Proposition and Offer................................................................................................................................................................................ 180 Expand to Similar Customers........................................................................................................................................................................................................................181 Vertical Customer Play ..............................................................................................................................................................................................................................181 Optimize Costs.................................................................................................................................................................................................................................................. 182 Efficiency, Profit and Growth ................................................................................................................................................................................................................. 182 Metrics that matter in a cloud business............................................................................................................................................................................................. 183 Revisit Partnerships.......................................................................................................................................................................................................................................... 184 Grow Partnerships...................................................................................................................................................................................................................................... 184 Playbook Summary ......................................................................................................................................................................................................................................... 185
  15. 15. DATA PLATFORM & ANALYTICS PAGE 15 aka.ms/practiceplaybooks The Booming Cloud Opportunity IDC forecasts that worldwide public IT cloud services revenue (i.e. SaaS, PaaS, and IaaS) will reach $141.2B USD by 2019, a 19.4% compounded annual growth rate (CAGR): almost six times the rate of overall IT spending growth! SaaS still makes up the majority of spending, though PaaS and IaaS are expected to grow at almost twice the rate of SaaS over the next five years. IDC predicts double digit cloud services growth across all geographies. The US accounted for 64% of revenue in 2015, but will drop to 60% by 2019. Latin America (31.4% CAGR) and Asia Pacific excluding Japan (24.1% CAGR) will see the highest growth rates for public cloud over the next 5 years. Public IT Cloud Services Growth (2014-2019 CAGR %) SERVICE MODELS: SaaS (Software as a Service) 15.8% PaaS (Platform as a Service) 30.6% Read the E-Book  Latin America: 31.4% Asia/Pacific (excluding Japan): 24.1% Middle East and Africa: 22.4% Western Europe: 20.5% Japan: 20.3% Central and Eastern Europe: 18.9% Canada: 18.3% United States: 18.0%
  • pedrotobarra

    May. 19, 2018
  • basilqubain1

    Jan. 29, 2017

Data Platform & Analytics OpenSistemas MSFT Playbook

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