This document discusses Microsoft's cloud platform Azure and resources available for partners. It provides an overview of Azure and its capabilities. It also outlines various FY15 customer offers for Azure, StorSimple, and Enterprise Mobility Suite that provide credits and deployment funds to help drive cloud sales. Details are given on the Microsoft Partner Network transformation including new cloud-focused competencies and requirements. Resources for partners are highlighted, including technical assessments, marketing support, and training.
3. Agenda
• Why we are selling a Cloud Platform
• Azure momentum cannot be ignored
• What we are selling
• FY15 Customer Offers and BIF
• MPN Transformation
• Partner Marketing
• Partner Resources
5. With Microsoft’s Cloud OS, you can…
• flexible development
• unified management
• common identity
• integrated virtualization
• complete data platform
6. Serious About Being The Cloud OS
• $15B+ investment in cloud infrastructure.
• Continue to push further, innovate more.
• One of the largest, fastest, most connected networks
globally.
• Hardware + Software = The NEW DC.
• Security and Compliance Never Stops.
• Green innovation, carbon footprint reduction.
• 2,000+ people in cloud infrastructure
engineering and operations.
• 30,000+ software engineers involved
in cloud-based activities.
We are only just getting started… COME WITH US
7. What WS2003 end of support means…
Now
is the time to act
No
compliance
No
updates
Start planning your migration and transforming your datacenter toDdiasycontinued
support for many
applications
Increased
operations costs
Impact on
Microsoft Small
Business Server
2003
Impact on both
physical and
virtualized
servers
No
safe haven
Windows 2003/R2 servers will not
pass a compliance audit
37 critical updates released
in 2013 for Windows Server
2003/R2
8. Azure Evolution is Recognized by Gartner
Magic Quadrant for Cloud Infrastructure as
a Service (IaaS)
Magic Quadrant for Enterprise Application
Platform as a Service (PaaS)
Magic Quadrant for Public Cloud Storage
Services
Magic Quadrant for x86 Server
Virtualization Infrastructure
9. 94 released over the last 12 months
New Product features/ functionality
10. Partners nearly double gross profits and
drive faster growth with Azure
Partners with more than 50 percent of their revenue related to the cloud have
been benefiting from higher gross profit, more new customers, increased
revenue per employee and faster overall business growth, according to a new
IDC study.
The full study and more details, such as a related infographic, can be found at:
Successful Cloud Partners Document
11. Microsoft has edged ahead of Amazon
Microsoft has become the largest hosting company as measured by the number of Windows
computers. The pair have been neck and neck for almost nine months: Microsoft now has 23,400 web-facing
Windows computers against Amazon's 22,600.
Source:
12. Your customers want to talk to you about Azure
Source: Morgan Stanley CIO Survey, 2013. “Percentage of Enterprise CIOs Greater than $1B/$10B expecting to use IaaS by YE2014”
13. What are we selling?
Azure is an Internet-scale computing and services
platform hosted in data centers managed or supported
by Microsoft. It includes many separate features with
corresponding developer services which can be used
individually or together.
http://msdn.microsoft.com/en-us/library/azure/dd163896.aspx
18. MPN Transformation
You must be the change you wish to see in the world.
-- Mahatma Gandhi
MPN Disclosure Guide
Cloud is Our Core
19. Leading with Cloud in Microsoft Partner Network
cloud-focused competencies performance
help partners transition
Small and Midmarket Cloud
Solutions (Office 365)
Cloud Productivity (Office 365)
Cloud Platform (Azure)
Gold
+ Cloud performance
+ 2 people passing technical exam
+ CSAT
+ Cloud references
Silver
+ Cloud performance
+ 1 person passing tech exams
+ Cloud references
Eligibility: No changes to existing competencies. Reduced competency fees*
Benefits: Cloud benefits to help enable partners to move their business to the
cloud (including cloud internal use rights, cloud support and training)
*Silver entry fee promotional through June 30, 2015
20. Setting Partners Up for Success Enter at the Silver level at no cost*
Enter at the Gold level at reduced fee
Partners earn additional benefit and support by reaching these performance requirements.
500 assigned seats (150 seats in developing markets) in last 12 months
1,500 assigned seats (500 seats in developing markets) in last 12 months
150 seats with at least 15 new customers in last 12 months
300 seats with at least 30 new customers in last 12 months
$25K ($15K in developing markets) customer and/or
partner EA consumption and Open sales in last 12 months
$100K customer and/or partner EA
consumption and Open sales in last 12 months
Cloud
Productivity
Small and
Midmarket Cloud
Solutions
Cloud
Platform
*Silver entry fee promotional through June 30, 2015
21. Cloud Platform: for partners who specialize in delivering infrastructure
and SaaS solutions on Microsoft Azure
Cloud Productivity: for partners deploying Microsoft Office 365 for enterprise customers
Small and Midmarket Cloud Solutions: for partners selling Microsoft Office 365 to small and
Midmarket customers
22. FY15 Customer Offers and BIF
Cloud OS Accelerate
The secret of getting ahead is getting started.
-Mark Twain
FY15 Azure Starter Offer
FY15 StorSimple ASAP Offer
FY15 EMS Deployment Offer
23. Azure Offers Summary
Pre-Sales
Azure
Consumption
Offer – “Starter ”
SMS&P Local
POC
Post Sales
Cloud OS Accelerate (BIF) StorSimple Offers EMS Offers
Azure Credit
- Credit of 100% of new
Azure usage in the
first 3 months of
enrollment
- Dec 31st 2014
Deployment Offer
- $25K $4K
- $50K $9K
- $100K $14K
- $200K $22K
- $500K $45K
ASAP Hardware
Offer
- 7000 Series
Appliance with $60K
or $120K
commitment
- 8000 Series
Appliance with $75K
or $150K
commitment
(Storage SKU only)
StorSimple
Deployment
- $4K per appliance at
different locations
- $1K for each
additional appliance
at the same location
EMS Promo
- 40% Discount for 250
Users + ($4/user vs.
$6.5/user)
EMS Deployment
Offer
- Deployment funds
for either Intune, AD
Premium or RMS
- Funds double with 2
ore more deploym.
- $4K 150 to 249
seats
- $6K 250 to 999
- $10K 1000+
Azure POC
$5-$10K for AC
partner delivered POC
EMS POC
$5-$10K for partner
delivered POC
Azure DPS
3, 5 or 10-day
engagements to drive
implementations of
various Azure
Workloads. Specific 3, 5
and 10-day
engagements include:
- Azure Storage
- Dev/Test
Available as part of SA
Benefits
Azure Revenue & WS EOS
- EPG: Min. 10:1 ROI, Up to
$15K, if > $200K up to $100K
- CA: Min. 3:1, up to $15K
- WS03 EOS, min. 50 servers,
up to $50K
AWS or VMWare Migration
- Min. 3:1 ROI
- Azure & System Center
Revenue
EMS Revenue
- EPG: Min 500 Seats, 10:1 ROI,
up to $15K, if >1500 seats up
to $100K
- CA: Min. 250 Seats, 5:1 ROI, up
to $15K
Offer expires Dec 31, 2014
24. Cloud OS
Conversation
Cloud OS Sales Scenarios
FY'15 Accelerate BIF
Bucket
Programs & Metrics
Technical
Requirements
Funding per
project (Max)
Click to Apply
Modern
Datacenter
Hybrid Dev & Test, DC Cloud Extension,
Hybrid Cloud Automation, MS Workload
Virtualization, Hybrid Identity, WS 2012 R2
or Azure Upgrade and compatability
testing, VMWare Migrations, SDN
Windows Server
16+ Hyper-V Hosts
ROI: EPG 10x / CA 5x
WSS 2012 + Hyper-V, SC
2012, VMM, Orchestrator
plus one or more SC 2012
components
$25,000
Click to Apply
3+ Hyper-V Hosts
ROI: EPG 10x / CA 5x $12,500
VMware Migration
16+ Hyper-V Hosts $30,000
VMware Migration
8+ Hyper-V Hosts $20,000
Windows Server 2003 End of Life
50 Server minimum
WS 2012 R2 Upgrade,
Azure or Hoster $15,000
Hybrid Dev & Test
App Monitoring & Management, DC Cloud
Extension, AWS Migrations or VMWare to
Azure, StorSimple archiving, AD premium,
SharePoint , SAP on Azure, Desktop Backup ,
Data Recovery
Azure Infrastructure
Azure Modern Datacenter Revenue
Commit ROI: EPG 5x / CA 3x
Azure $15,000
AWS or VMWare to Azure Migration Click to Apply
ROI: EPG 5x / CA 3x Azure + System Center $15,000
Data Insights
HD Insight, Power BI, BI on Azure, SQL
Server Testing and Data Recovery Data Platform Cloud Data Platform Cloud
ROI: EPG 15x / CA 10x
Azure or Power BI
Revenue $15,000 Click to Apply
Tier 1 (Oracle/IBM/SAP) Migration
Tier 1 & Mission Critical
Migrations
Tier 1 & Mission Critical
ROI: EPG 20x / CA 15x
SQL Server Premium $50,000 Click to Apply
PCIT EMS, Hybrid IdentityMgt, Mobile Device &
Apps Mgt, VDI
Enterprise Mobility
Management
Enterprise Mobility Management
Minimum seats: EPG 500/CA 250
ROI: EPG 10x / CA 5x
Intune, Azure AD
Premium, Azure RMS,
RDS, SCCM (1 or more)
$15,000 Click to Apply
Modern Apps
Azure Based Hybrid apps, Azure Custom
apps, Azure Packaged LOB Apps, PAAS,
Media, Mobile app development, Web apps,
Dev/Test & DevOps
Azure Modern Apps Azure Modern Apps Revenue Commit
ROI: EPG 5x / CA 3x
Azure $15,000 Click to Apply
Special Scenarios: RDP (Data Platform & PCIT), Mega, APS, COSN/National Cloud
25. FY15 Azure EA Offers
EMS revenue does not qualify for the Azure Starter Offer
Minimum commitment of $50,000 for
New Customers and $100,000 for
Existing Customers
Credit added to Azure account based on
actual consumption with in the first 90
days
Credit of 100% of Azure
usage in the first 90 days
of enrollment
Max bonus of 25% of
initial commitment
Renewal must be 150% or greater of
committed purchases over the previous
annual term, with a minimum of $100K.
Credit of 100% of all Azure usage in the
first 90 days that exceeds 3x that of the
last month of the previous annual term
Max bonus of 25% of the initial
commitment
Deployment Offer Azure EA minimum commitment
Funds to offset the cost of Azure
deployment
Paid directly to MCS or partner after
engagement
Available for new, existing-annual
renewal, and existing-mid-term
additions
$25k
$4,000
$50k
$9,000
$100k
$14,000
$200k
$22,000
$500k+
$45,000
Offers expire on Dec. 31, 2014
26. Offers valid till December 31, 2014
7000 series 8000 series
$60K for 60TB1 $120K for 120TB1 $75K for 50TB2 $150K for 100TB2
What customers
pay for
$60K/year on Azure EA for
storage2
• Covers ~60TB of Azure storage
through StorSimple
• SKU: 6QK-00001
$120K/year on Azure EA for
storage2
• Covers ~120TB of Azure storage
through StorSimple
• SKU: 6QK-00001
$75K/year on Azure EA for
storage2
• Covers 50TB of managed storage
capacity3 through StorSimple
• SKU: CWZ-00001
$150K/year on Azure EA for
storage2
• 100TB of managed storage
capacity3 through StorSimple
• SKU: CWZ-00002
What customers
get at NO
additional cost
7020 appliance (worth $70K)3
• Gold support for 1 year with Next
Business Day (NBD) parts
• Shipping charges
• Optional deployment services4
7520 appliance (worth $120K)3
• Gold support for 1 year with NBD
parts
• Shipping charges
• Optional deployment services4
8100 appliance (worth $100K)3
• Gold support for 1 year with NBD
parts
• Shipping charges
• Optional deployment services4
8600 appliance (worth $170K)3
• Gold support for 1 year with NBD
parts
• Shipping charges
• Optional deployment services4
Additional costs
• $5,000 per year for Gold support
in years 2 & 3
• Additional $2,500 per year for
upgrade to platinum support
• Import duties and taxes
• $7,500 per year for Gold support
in years 2 & 3
• Additional $2,500 per year for
upgrade to platinum support
• Import duties and taxes
• $6,000 per year for Gold support
in years 2 & 3
• Additional $2,500 per year for
upgrade to platinum support5
• Import duties and taxes
• $7,500 per year for Gold support
in years 2 & 3
• Additional $2,500 per year for
upgrade to platinum support5
• Import duties and taxes
ASAP+ offers
Note: Offers include geo-replicated storage (GRS) for a wide range of use cases; platinum hardware support upgrade option subject to availability on a per country basis
1 Azure commitment SKUs that customers can use to consume Azure storage with StorSimple and any other Azure service. The actual storage available may vary by discount, use case and use of other Azure services
2 EA Level-A pricing; entitlement SKUs that provide customers specified quantities of StorSimple managed storage capacity; cannot be used for other Azure services. The actual pricing may vary by discount.. Managed
storage capacity is metered as the greater of ingested data and storage consumption in Microsoft Azure
3 7000 series appliances and 8000 series storage arrays built and distributed by Xyratex
4 Qualifies for deployment via a qualified partner; $4,000 per appliance for new installation and $1,000 per appliance for additional installation at the same site paid directly to the partner. Partner reimbursement
provided up to 4 months after date of Microsoft Azure purchase; one offer per qualifying enrollment per customer; offer cannot be broken up or combined with other deployment offers
5 Existing Microsoft Premier customers are eligible for upgrade to Platinum hardware support (subject to availability) at no additional cost. Refer to StorSimple country enablement list for details
27. FY15 EMS Offers – Overview
40% Discount
$8,000
(Deployment funds double
with two or more service
deployments)
$12,000
(Deployment funds double
with two or more service
deployments)
$20,000
(Deployment funds double
with two or more service
deployments)
NA
Offer expires Dec 31, 2014
28. DPS Days
DPS Engagement Days Customer deliverable
AZDPS
Activating Microsoft Azure Sto rage 3, 5, 10
Activating Microsoft Azure Storage
Completion Report Template
Migrate Applications to Microsoft
Azure Infrastructure Services
3, 5, 10
Migrate Applications to Microsoft Azure
Infrastructure Services Completion Report
Template
Implementing Develop & Test
Scenarios on Microsoft Azure
Virtual Machines
3, 5, 10
Dev & Test on Microsoft Azure VMs
Findings and Recommendations
Implementing Enterprise Mobility 3, 5, 10
Implementing Enterprise Mobility
Completion Report Template
PVDPS
Upgrading to Windows Server 3, 5, 10, 15
Upgrading to Windows Server 2012
Completion
Migrating to Hyper-V from
VMware
3, 5, 10
Migrating to Hyper-V from VMware
Completion
Accelerating Management and
Virtualization Deployment
3, 5, 10
Accelerating Management and
Virtualization Final Report
Implementing Enterprise Mobility 3, 5 , 10, 15
Implementing Enterprise Mobility
Completion Report Template
29. US Azure Partners Team
Francesco
Rietti
Azure BDM
New England
NY Metro
Brian
McGinnis
Azure BDM
Midwest
Azure Tele Team
JJ Murray
Azure BDM
Mid Atlantic
Michelle Olson
Azure BDM
North Central
Stephanie Eddy
Azure PSE
National
Martin
Pichardo
Azure BDM
Greater
Southeast
Alita Larkin
Azure BDM
Southwest
Shane Koenig
Azure PTS
National
Chris Kahrs
Azure BDM
Heartland
TBH
Azure BDM
Northwest
Sheila Wamre
Modern Datacenter
PPR
West
Kelly Reynolds
Azure BDM
South Central
Brianna Gartner
Modern Datacenter
PPR
Central
Brandee
Haakenson
Modern Datacenter
PPR
East
Mission
Gain Market Share by
driving Azure
consumption to and
through partners
Jason Rook
Group Manager
1
2
Grow Revenue through
building Azure Partner
Capability
FY15 Big Bets
1. Drive Customer Consumption
2. Drive MSP Consumption
3. Depth vs. Breadth with Top
Partners
4. STU/PSE Alignment
5. Strategic Workload Capacity
and Consumption
30. Partner Resources
The Internet has no such organization - files are made
available at random locations. To search through this chaos,
we need smart tools, programs that find resources for
us…[or an Azure BDM]
--Clifford Stoll
Microsoft Blogs, Tools, and More
Training – Azure University
Partner-to-Partner Connect
31. Partner-ready Resources & More
www.azure.com
www.meetwindowsazure.com
Scott Guthrie’s Blog
Azure Partner Training
Channel 9 : Azure
Azure Training Kit
Azure Blogs
Azure Security, Privacy &
Compliance
Stories
Azure 101
US Azure Yammer Group
Ready-To-Go Marketing
http://www.youtube.com/watch?v=VNoGnxvTLDQ –
How to find an Azure Subscription ID
Azure Practice Building Framework
Azure Partners Yammer Group
Hinweis der Redaktion
There are a couple of mega trends that have been changing the world of work as many of us know it. The place where people work is no longer exclusively the workplace. People work from home, from cafes, from customer sites, on the road, in the air. In fact people can – and do – work from just about anywhere.
And even when they are in the office people don’t expect to be chained to their desk in order to be productive. People expect to have the ability to work where, when and how they choose. Using the devices they love and the apps they are familiar with. Just look at the story told by some of these stats: 66% of employees use personal devices for work. A large percentage of employees work away from their desk – even when they are in the office.
The Cloud OS lights up four key scenarios for our sellers and we expect this to continue going forward.
SQL Server and the Data Platform is critical to all of these four scenarios:
Transform the Datacenter: SQL Server delivers a consistent data platform on-premises to cloud, built in hybrid capabilities and the mission critical capabilities for supporting your most demanding apps along with Windows Server.
Enable Application Innovation: SQL Server helps to enable modern applications with our in-memory and cloud technologies.
Unlock Insights on Any Data: SQL Server is a the heart of the data platform’s ability to deliver rich insights to users across organizations with high-scale and modern data warehouse capabilities for unstructured and structured data, the ability to combine many types of data internal and external to an organization and the ability to explore and visualize data for insights through rich visualization and our leading BI tools with Excel.
Empower Enterprise Mobility: Mobile BI experiences will be delivered through multiple devices and multiple types of devices which can be managed centrally through System Center, Intune and Microsoft Azure.
End of support means:
No updates
37 critical updates were released in 2013 for Windows Server 2003/R2 under Extended Support. No updates will be developed or released after end of support.
No compliance
Lack of compliance with various standards and regulations can be devastating. This may include various regulatory and industry standards for which compliance can no longer be achieved. For example, lack of compliance with the Payment Card Industry (PCI) Data Security Standards might mean companies such as Visa and MasterCard will no longer do business with you. Or, the new cost of doing business will include paying catastrophic penalties and astronomically high transaction fees.
No safe haven
Both virtualized and physical instances of Windows Server 2003 are vulnerable and would not pass a compliance audit. Microsoft Small Business Server (SBS) 2003 servers are also affected.
Staying put will cost more in the end. Maintenance costs for aging hardware will also increase. Added costs will be incurred for intrusion detection systems, more advanced firewalls, network segmentation, and so on—simply to isolate Windows Server 2003 servers.
Many applications will also cease to be supported, once the operating system they are running on is unsupported. This includes all Microsoft applications. SQL Server 2005 will also enter EOS April 2016, so the urgency to not only move applications off of WS 2003 exists, but also the DB.
Now is the time to act
You must start planning migration now.
Servers may still be running Windows Server 2003/R2 for a number of reasons. You can use these reasons as a discussion point:
Perceived challenges of upgrading applications
Presence of custom and legacy applications
Budget and resource constraints
Additional information: “Making the case for upgrading from Server 2003” (http://www.theregister.co.uk/2013/06/23/windows_server_2003_reasons_to_upgrade_analysis)
Your customers actually want to talk to you about Windows Azure. This is a survey done by Morgan Stanley. As you can see, significantly more large and medium size companies plan to use Windows Azure rather than Amazon Web Services.
Morgan Stanley did this research and their findings were that AWS will be a $26B company in the next 8-10 years! This is the data they used to arrive at their conclusions. If based on this data, they project AWS to be $26B, you can only imagine how big Windows Azure will be!
The point is that your customers are very interested in using Windows Azure. More than for any other cloud provider. So the time is right for you to talk to your customer about Windows Azure
What is it that you should say to them? …
Slide Objectives:
Explain the differences and relationship between IaaS, PaaS, and SaaS in more detail.
Speaking Points:
Here’s another way to look at the cloud services taxonomy and how this taxonomy maps to the components in an IT infrastructure.
Packaged Software
With packaged software a customer would be responsible for managing the entire stack – ranging from the network connectivity to the applications.
IaaS
With Infrastructure as a Service, the lower levels of the stack are managed by a vendor. Some of these components can be provided by traditional hosters – in fact most of them have moved to having a virtualized offering.
Very few actually provide an OS
The customer is still responsible for managing the OS through the Applications.
For the developer, an obvious benefit with IaaS is that it frees the developer from many concerns when provisioning physical or virtual machines.
This was one of the earliest and primary use cases for Amazon Web Services Elastic Cloud Compute (EC2).
Developers were able to readily provision virtual machines (AMIs) on EC2, develop and test solutions and, often, run the results ‘in production’.
The only requirement was a credit card to pay for the services.
PaaS
With Platform as a Service, everything from the network connectivity through the runtime is provided and managed by the platform vendor.
The Windows Azure best fits in this category today.
In fact because we don’t provide access to the underlying virtualization or operating system today, we’re often referred to as not providing IaaS.
PaaS offerings further reduce the developer burden by additionally supporting the platform runtime and related application services.
With PaaS, the developer can, almost immediately, begin creating the business logic for an application.
Potentially, the increases in productivity are considerable and, because the hardware and operational aspects of the cloud platform are also managed by the cloud platform provider, applications can quickly be taken from an idea to reality very quickly.
SaaS
Finally, with SaaS, a vendor provides the application and abstracts you from all of the underlying components.
We are introducing new competencies for Microsoft Office 365 and Microsoft Azure that you can qualify for through your proven cloud performance. Partners who attain the new Cloud Performance competencies will receive both the silver and gold level at a reduced price. Partners who qualify will receive a host of benefits that include:
• Unlimited Cloud support (break-fix cloud support)
• Additional internal-use rights and development and test environments
• Access to incentives and access to special offers
• Guaranteed account management (TPAM or field) at the gold level
Now that the cloud is being fully integrated into the Microsoft Partner Network, the Cloud Accelerate, Cloud Deployment Partners , and Azure Circle programs will be retired and partners will have a path to migrate into three new cloud performance competencies:
The Small and Midmarket Cloud Solutions competency is for partners selling Microsoft Office 365 to small and mid-market customers.
In order to qualify at the silver level, partners must have 150 seats of Office 365 sold with 15 customer add in the last 12 month. At the gold level, partners must have 300 seats sold with 30 customers adds.
There is no technical exams or assessments required at the silver level. Partners must have 3 unique Office 365 customer references to qualify.
At the gold level, two individuals must pass an exam and have 5 unique Office 365 customer references to qualify.
Cloud Productivity: For partners deploying Microsoft Office 365 for enterprise customers.
In order to qualify at the silver level, partners must have 500 seats of Office 365 deployed in the last 12 month. At the gold level, partners must have 1,500 seats deployed. However, at the September 29 launch, we will measure seats assigned, but will measure active use in the months ahead.
At the silver level, one individual must pass technical exams and must have 3 unique Office 365 customer references to qualify.
At the gold level, two individuals must pass technical exams and must have 5 unique Office 365 customer references to qualify.
Cloud Platform: For partners who specialize in delivering infrastructure and SaaS solutions on Microsoft Azure.
In order to qualify at the silver level, partners must have $25,000 in Azure consumption or Azure Partner EA purchased. At the gold level, partners must have $100,000 in Azure consumption or Azure revenue. At the September 29 launch, we will measure Azure sales, but eventually we will move to consumption in calendar year 2015.
At the silver level, one individual must pass technical exams and must have 3 unique Azure customer references to qualify.
At the gold level, two individuals must pass technical exams and must have 5 unique Azure customer references to qualify.
**At launch we will measure assigned seats Office 365 and Azure Sales. Eventually we will move to Active Use and Azure Consumption
There are a couple of mega trends that have been changing the world of work as many of us know it. The place where people work is no longer exclusively the workplace. People work from home, from cafes, from customer sites, on the road, in the air. In fact people can – and do – work from just about anywhere.
And even when they are in the office people don’t expect to be chained to their desk in order to be productive. People expect to have the ability to work where, when and how they choose. Using the devices they love and the apps they are familiar with. Just look at the story told by some of these stats: 66% of employees use personal devices for work. A large percentage of employees work away from their desk – even when they are in the office.