Why build a DC Modernisation Practice?

Industry Trends are Creating new Challenges:

New

apps

Device

proliferation

Data

explosion

Cloud

computing

Cybersecurity

threats

Business Events Trigger Opportunities to Modernise.

Without software

updates, your

business can

become vulnerable

to cybersecurity

threats, might not

meet regulatory

requirements, and

might be out of

compliance.

Software end of

support

Rather than just

renewing current

outsourcing

contracts or on-

premises licenses,

consider how you

can leap forward

through

modernization.

Contracts and

licenses up for

renewal

Reduce or eliminate

expensive

datacenters, lower

costs, and explore

new possibilities

with modernization.

Datacenter

consolidation

Out of capacity or

contending with

Shadow IT? Remain

relevant to business

units by delivering

new capabilities and

value with speed

and agility.

Business need

for new

capabilities

With today’s

modern threats, it is

critical to apply the

right level of

security on your

critical assets and

on the underlying

infrastructure they

are using.

Protect critical

business assets

A Modern CSP with Migrated Customers“Aging platforms and service failures are

responsible for 75% of churn. We expect to

reduce this by a factor of 3 after migrating

to Azure”

– European Hoster

“Migrating companies into the cloud has

now become a legacy business for us. The

real value is unlocked when we

help organizations transform their

business by virtue of having migrated

them to the cloud”

– Tony Safoian,

CEO, SADA Systems

“It’s a fantastic business. We have a

business based solely on reselling and

selling managed services on a recurring

basis. Our revenues will double this year.

I’ve never seen anything like it. The ROI of

using Microsoft cloud is amazing.

The future for partners is so well

aligned with what Microsoft is doing in

the market”

– Finn Krusholm,

CEO, Cloud People

Deepen your customer relationships and reduce churn

• Truly engage with customers, meet their needs, and solidify

relationships

• Reduce churn by migrating customers to a modern platform

‒ Prevent customers from leaving you for AWS

Grow recurring revenue

• Create recurring revenue streams by selling customers

managed services packages

• Grow revenue as customer cloud spend grows

Boost margins

• Receive high managed services gross margins

(typically, 50-60%)

• Margins increase with scale and automation

Unlock portfolio opportunities

• Diversify your managed services portfolio with Azure

• Add new offers like cloud dev/test, cloud backup and data

recovery, cloud native app design, etc. to your practice

• Serve global customers with Azure’s geographic presence

Accelerate pace of infrastructure innovation

• Never fall behind in technology as you snap to

Microsoft-driven infrastructure modernization

With CSP – Microsoft partners can offer

managed services not just for Azure, but for all

Microsoft cloud services products including

Office 365, EMS, and Dynamics CRM Online

Own and

Control the

Billing

Provision,

Manage and

Support

Sell

Integrated

Offers and

Services

Azure Managed Services Opportunities

• Assess customer’s IT environment and determine

the data and apps that are viable opportunities for

Azure migration

• Offer customers a roadmap for Azure adoption and

associated values

• Provide a TCO and ROI analysis for moving their

applications to Azure

• Migrate viable workloads to Azure

• Re-platform applications to run in the cloud

• Optimize workloads running in hybrid and public

cloud environments

• Help your customers with staging, testing, and

validation before moving their production

environments to Azure

• Offer support while delivering on SLAs and uptime

guarantees Operate and monitor your customer’s

Azure and hybrid cloud environments

• Provide your customers with governance over their

cloud usage by managing their billing and Azure

capacity planning

Cloud Readiness Assessment

Solution Analysis, Scope & Design

Data Architecture Design

Cloud TCO and ROI analysis

Business Opportunity Identification

Planning Enablement Operations

Systems Integration

Data center Migration

Backup and Disaster Recovery

App re-platform

Database Development

Deployment Services

User Rights & Account Management

Performance and App Troubleshooting

Proactive monitoring

Health Checks

Training

Security & Identity Protection

VM Management & Upgrading

Forecasting Billing

Cloud Usage

Help Desk Support

Offer New Types of Servicesh

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Best Support for Hybrid DeploymentsH

YB

RID

StorSimple + Azure StorageSTORAGE

SQL Server + Azure SQL DBDATABASE

Azure + Azure StackCONSISTENCY

Azure ServiceBus + BizTalk ServicesAPP INTEGRATION

Windows Server Active Directory + Azure Active Directory + AAD DSIDENTITY

Operations Management Suite + System CenterCLOUD MANAGEMENT

Azure Backup + Azure Site RecoveryBACKUP + DR

VPN (S2S, P2S) + ExpressRouteCONNECTIVITY

Discovery and Migration Process – “Homework”

Discovery: Work together with your customer to determine exactly what needs to be

migrated. Because some of your customers might have complicated processes running on

their on-premises servers, it's important to make sure you don't miss a vital component

when carrying everything over in the migration.

Assessment: After you know what needs to be migrated, you must evaluate the processes

and workloads, and determine how to migrate it to Azure CSP. This includes moving over a

few small workloads to test how they work in Azure, and identifying any issues that might

arise. In many cases, this is a straight-forward transfer, but sometimes the customer's

existing system involves something that Azure CSP cannot do. It's good to know what

these blockers are ahead of time, so you can account for them during the migration

process.

Migrate: If any blockers appeared during the assessment step, you need to work together

with the customer to restructure the architecture of their system. Your goal is to circumvent

the blocking issues, producing the same results. After that is done, you can begin the

process of transferring remaining workloads to Azure CSP.

On Premises to Azure Migration – 3 steps

Migration Guides – Links to detailed documentsDiscovery:

These resources are helpful when you're first engaging the customer and planning out the

migration process:

Architectural design and considerations guide

Crossing the chasm, part 1: Migrating the first workloads

Assessment:

After you have completed basic discovery, use these resources to help determine the best

method for migrating, and to identify any issues that might arise:

Architectural design and considerations guide – advanced networking scenarios

Crossing the chasm, part 2: Migrating additional workloads

Migration:

Use these guides when it is time to migrate the complete workload. They walk you

through the use of the Azure Site Recovery tool:

Azure Site Recovery capacity planning guide

Azure Site Recovery setup and configuration guide

Migration Guides – Links to additional guides

Additional Azure Site Recovery resources

Azure Site Recovery overview: What is site recovery?

Azure Site Recovery in multi-tenant mode

Migrate on-premises virtualized workloads to Azure using Azure Site Recovery

These slide decks offer a simple look at the Azure CSP migration process and Azure Site Recovery:

Why migrate from on-premises to Azure CSP

Azure Site Recovery training

Azure Migrate Private Preview

• Discovery

• Appliance-based and agent-less discovery of on-

premises virtual machines (VMs)

• VMware vCenter Server 5.5- and 6.0-managed VMs

• Assessments

• Is the VM suitable for running in Azure?

• What would be the appropriate Azure VM size based

on the performance history of the VM?

• What would be the cost estimate of running the VM in

Azure?

DC Modernisation Viability Program

Discovery

Workshop

Technical

Assessment of

current

environments

Technical Design

of target

environments

Assess

Opportunities

to optimise or

modernise

Product

Portfolio

Headcount and

skill sets

Customer

contracts and

Terms of Service

Migration

Tools and

Migration

planning

People

development

PoC for

technical and

operation

acceptance.

Accreditations

and

Compliance

Service plan and

collateral

changes

IT and DevOps

requirements

Service

Management

CONTRACTS

AND

COMPLIANCE

TECHNICAL

AND SECURITY

PEOPLE AND

SKILLS

OPERATIONAL

MANAGEMENT

PRODUCT &

SALES

Viability study methodology

Sales training

Financial

Modelling and

Business Case

generation

BUSINESS

Licensing models

and Customer

licenses

Resource Allocation: Workshops and calls will take multiple days for key stakeholders during this process. Data and pre-requisites may take multiple days to compile.The initial scope can be smaller to remove some aspects from inclusion in assessment.

• Governance• Scope• Benefits• Risks

Monitoring and

reporting

Operational

Process

changes

Automation

and

Orchestration

Accreditations

&

Competencies

Accreditations

and

Compliance

Licensing models

and Customer

licenses

Context and People Areas covered

Context and People Areas covered

Context and People Areas covered

Context and People Areas covered

Context and People Areas covered

Context and People Areas covered

Hoster Data Centre Migration Program

Program Summary

Customers are looking for a way

to move from traditional hosted

services to public cloud.

By shifting to modern managed

services, hosters and service

providers can extend their

business to new markets and be

more competitive.

Partners, enrolled in the program,

will be eligible to receive up to

25% additional incentives

Microsoft will also make the

transition from hosted services to

Azure smooth and easy, with

minimal service interruption for

customers.

Partner Opportunity

Partner signs a special agreement for 13 months:

1. New Azure CSP revenue commitment –

generated by migrating workloads, from

hosted environment to Azure CSP (~1 month

to plan a migration, and 12 months to migrate

workloads).

2. Total revenue commitment – total of new

Azure CSP revenue commitment and current

Azure CSP revenue.

Program Details

Ability to generate at least $500,000 of new

Azure CSP revenue during 13 months after

signing the agreement.

SPLA partner with significant amount of

hosted infrastructure business or large Linux

hoster.

Existing or potential CSP Direct partner.

C-Level commitment to the program and a

team ready to execute.

Program start date: August 15, 2017

Nominations accepted until October 31,

2017.

All agreements must be signed before May

31, 2018.

Program end date: June 14, 2019

Partner Qualification

Program Timeline

What’s in it for Hosters?

• Focus on managed services instead of dealing with

electricity outages, faulty hardware, security breaches,

and misconfiguration issues.

• Unify the environment and reduce hardware, software

and labor costs.

• Provide modern cloud services to existing customers

and extend their portfolio through higher value Azure

scenarios, offerings and services – IoT, ML, containers,

databases etc.

• Extend current offerings to new regions.

• Leverage rich portfolio of Azure certifications – PCI/DSS,

HIPAA, GDPR etc.

Why should hosters migrate to Azure?

• Partners can get up to 25% of new Azure CSP revenue

commitment as incentives on top of existing Azure CSP

benefits:

• Azure CSP Discount

• Global Azure CSP Rebate

• Local Azure CSP Rebates (depending on the region).

• Microsoft will make the migration path to Azure smooth

and easy by providing training, tools and services.

Why should hosters join the program?

Program WorkflowQualification

• Assess your current environment to understand if you qualify

for the program ($500k Azure CSP revenue during 13 months

after signing a agreement).

Nomination

• Provide information to your Microsoft partner representative to

submit a program nomination internally.

• Sign a Letter of Intent.

• Onboard to CSP Direct.

• Register as Microsoft approved vendor to receive ECIF funding.

Migration planning

• Sign an agreement and specify the size of Azure CSP new

revenue commitment.

• Microsoft issues ECIF

• Prepare a detailed migration plan with Microsoft’s help.

Migration

• Migrate your customers to Azure in CSP.

• Microsoft provides technical support services and required

tools to assist you during migration.

Post-migration

• Pay to Microsoft monthly for Azure usage in CSP, generated by

migrated customers.

• After reaching 50% of revenue commitment - Microsoft applies

1st CSP Credit on next CSP invoice

• After reaching 100% - Microsoft applies 2nd CSP Credit

11

2 5

4

6Viability study

• Provide detailed information about your current environment

for business case preparation.

• Microsoft prepares a detailed business case to help with Azure

migration decision.

• Review the business case & decide on migration strategy.

3

Additional Links, Resources and Actions

http://aka.ms/azurecsphttp://aka.ms/EACSP

http://aka.ms/PAYGCSPhttp://aka.ms/ONPREMCSP