tomorrow

Wendy SmithDatacenter Product Marketing Manager

Robert EvansPartner Channel Marketing Manager

How to unlock higher profit and value from Microsoft’s modern datacenter solutions

Agenda

Market insights & comparison in the market

Partner opportunity & investments to drive your profit

Transform the Datacenter Immersion

The partner perspective

In FY13 49% of customers surveyed have implemented, or are

implementing a Private Cloud

In FY14… 54% of customers over 500 seats intend to deploy

Hybrid Cloud

* Source: ICBS Interactive B2B ©2013

so the shift to

cloud in the

datacenter is

already taking

place…

this

customers are

asking for to meet

their business

needs

* Source: IDC “What IT Solution Providers Need to Know to Build High-Performing Cloud Businesses,” ©2013 IDC

Economic. Business

agility.

User

experience.

$

* Source: David Chappell & Associates, ©2013

The others can’t provide an integrated offering

APPLICATIONS MANAGEMENT IDENTITY VIRTUALIZATIONDATA

1CONSISTENT

PLATFORM

Cloud OS is the modern datacenter

The Partner Opportunity & Microsoft Investments to drive your profit

Expect to have a

single major Cloud

service provider.

Expect to purchase

a wide variety of

cloud services from

a single vendor.

Expect to be able

to move a Cloud

offering back on

premise if needed.

Customer Preference

Managing for Cloud

Marketing and demand generation

Microsoft is making significant Partner investments

+ Business incentive funds.

+ Incentive programs.

=

Investments to Drive Profit

Competency requirements apply

Immersion:Welcome to selling with Immersion

Immersion Program

Transform the Datacenter Immersion

Single most valuable resource to accelerate Microsoft datacenter sales

Supports sellers in presenting a consistent and technically backed message of how Microsoft can benefit customers today.

3 stage experience where the customer can be fully immersed into the capability of the Datacenter solution stack of Windows Server, System Center and Windows Azure

Customers can validate products and solutions in real time…

Transform the DC Hands On

Envision (L100)

Experience(L300)

Audience: BDMs, IT Decision Maker, IT Manager, LOB IT ManagersContent: PowerPoint & Videos

Audience: IT Managers and IT ImplementersContent: Immersion Environment with Interactive Immersion Guide.

Free No Hardware On Demand Remote Access Supporting Content Training

0%prospect

10%qualify 20% develop 40% proof 60% close 80%

Immerse Prove

TDI

Thru-

Partner

TDI

DC

Workshop

Launch

eventsOnline

DC DGIT

Camps

Cloud OS

Accelerate

Engage

When to use TDI?

Market

Intelligence

Customer

targeting

Account

planning with

Microsoft

• Reduce cost of sales by minimizing need for a POC

• Drive deployment

Immersion Partners | Benefits

How are Partners

using Immersion?

Accelerating

Sales Engagements

Simplifying/

Supplement POCs

Driving Sales

Training & Readiness

What: Help Customers understand

the capability of Microsoft

Datacenter Cloud solutions

Why: Accelerate sales pipeline

How: Partner delivered and

facilitated ‘to customer’

engagement.

→Speed up sales cycles : from pre-

sales to POC

→Reduce POC times and close

deals quickly

→Drive Internal Sales Readiness

Enable partners across the sales cycle

• Unlike a POC or demo, TDI delivers the exact same result for every attendee >90% of the time.

• Just like a POC, a customer can ‘drive’ within the Immersion environment.

Management

and

Virtualization

competency

Microsoft Virtual Academy Type in “Immersion”

http://www.partners-psp.comUser name and Password: immersion

Earn Competency Get Trained Get Ready

www.partners-psp.com immersion

How to access the benefits?Introducing the new Datacenter competency

MPN: Introducing the datacenter competency

Management and virtualization, server platform, and identity and access competencies will merge into the datacenter competency.

As part of the new datacenter competency. • Silver partners will demonstrate foundational expertise. • Gold partners will demonstrate advanced expertise. • Specific qualification tracks will be available for Azure and hosting.

Datacenter competency

• Standard track (MSL certs)• Cloud track (seats deployed)• Hosting track (MSL + assessment)

Today

Management & virtualization

January 2014

Server platform

Identity & access

• Enablement. Datacenter enables solution selling for partners, with huge opportunities to upsell.

• Alignment. Consistent with the Microsoft Cloud OS strategy, cloud and hosting partners can leverage the datacenter competency.

• Simplicity. We’re making it easier for partners with expertise in Windows Server and System Center to differentiate their business.

For details about the datacenter competency

• Explore the MPN program changes guide at https://mspartner.microsoft.com.

• Attend the MPN value keynote on Wednesday July 10.

• Talk to the experts during WPC at the Microsoft Partner Network booth.

Transforming the Datacenter end to end, on-premises and in the cloud.

Cloud OS

Partner perspective

CNITraditionally on-prem providerNow delivering cloud services

How did they manage the transition?

How are you offering your solutions? packagaed offerings? Any great solutions you would like to talk about?

TDI…

Have you leverage MS’s programs? Cloud OS Accelerate / TDI

Take-aways…

Microsoft is the only solution that delivers on the promise of true Hybrid Cloud

To maximize your opportunity you need to be offering your customers both on-premise and cloud solutions

We have the investments and resources to help you

Calls to action

Cloud Networking Event

Want to get into the Cloud via Services from White Label Hoster – Join Us for Breakfast

http://www.microsoft.com/en-us/news/download/presskits/partnernetwork/docs/IDCMicrosoftCloudInfoDoc.pdf

34

Cloud: most important project

3%

6%

15%

17%

21%

38%

0% 5% 10% 15% 20% 25% 30% 35% 40%

Other

Public Cloud: Platform as a service (PaaS)

Public Cloud: Infrastructure as a service(IaaS)

Public Cloud: Software as a Service (SaaS)

Hybrid Cloud model

Private Cloud environment

n=213

Datacenter & Private Cloud

Premier Mission Critical Support for the Datacenter & Private Cloud

Premier Mission Critical provides Microsoft’s highest level of service and support to help ensure business continuity for your Datacenter/Private Cloud built on Microsoft

technologies.

Datacenter & Private Cloud

Datacenter & Private Cloud

Ensuring maximum performance for customers pooling computing resources into a datacenter/private cloud.

Premier Support Services for Windows Azure

Microsoft developer support• Leading expertise

• Comprehensive services

• Global reach and delivery channel

• Tailored to your unique business and organization

Enable your business• Ensure your development organization is delivering capability to the

business

• Reduce the time from business idea to solution delivery

• Drive process improvement and rationalized development

• Understand and mitigate application risk

Reduce Risks

Increasing Developer Productivity

Getting Out In Front of Issues