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
• flexible development
• unified management
• common identity
• integrated virtualization
• complete data platform
With Microsoft’s Cloud OS, you can…
• $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 infrastructureengineering and operations.
• 30,000+ software engineers involved in cloud-based activities.
We are only just getting started… COME WITH US
Serious About Being The Cloud OS
What WS2003 end of support means…
Start planning your migration and transforming your datacenter todayDiscontinued support for many applications
Nowis the time to act
Increased operations costs
Impact on Microsoft Small Business Server 2003
Impact on both physical and virtualized servers
Nosafe haven
Nosafe haven
Windows 2003/R2 servers will not pass a compliance audit
Nocompliance
Nocompliance
37 critical updates released in 2013 for Windows Server 2003/R2
Noupdates
Noupdates
Magic Quadrant for Enterprise Application Platform as a Service (PaaS)
Magic Quadrant for Cloud Infrastructure as a Service (IaaS)
Azure Evolution is Recognized by GartnerMagic Quadrant for Public Cloud Storage Services
Magic Quadrant for x86 Server Virtualization Infrastructure
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
Partners nearly double gross profits and drive faster growth with Azure
Microsoft has edged ahead of AmazonMicrosoft 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:
Source: Morgan Stanley CIO Survey, 2013. “Percentage of Enterprise CIOs Greater than $1B/$10B expecting to use IaaS by YE2014”
Your customers want to talk to you about Azure
What are we selling?
http://msdn.microsoft.com/en-us/library/azure/dd163896.aspx
Azure is an Internet-scale computing and servicesplatform hosted in data centers managed or supportedby Microsoft. It includes many separate features withcorresponding developer services which can be usedindividually or together.
MPN Transformation
MPN Disclosure Guide
Cloud is Our Core
You must be the change you wish to see in the world.
-- Mahatma Gandhi
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
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)
+ Cloud performance
+ 1 person passing tech exams
+ Cloud references
Silver
*Silver entry fee promotional through June 30, 2015
Setting Partners Up for SuccessEnter at the Gold level at reduced fee
Enter at the Silver level at no cost*
1,500 assigned seats (500 seats in developing markets) in last 12 months
$100K customer and/or partner EA consumption and Open sales in last 12 months
300 seats with at least 30 new customers in last 12 months
500 assigned seats (150 seats in developing markets) in last 12 months
$25K ($15K in developing markets) customer and/or partner EA consumption and Open sales in last 12 months
150 seats with at least 15 new customers in last 12 months
Partners earn additional benefit and support by reaching these performance requirements.
*Silver entry fee promotional through June 30, 2015
CloudPlatform
Cloud Productivity
Small and Midmarket Cloud Solutions
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
FY15 Customer Offers and BIF
Cloud OS Accelerate
FY15 Azure Starter Offer
FY15 StorSimple ASAP Offer
FY15 EMS Deployment Offer
The secret of getting ahead is getting started.
-Mark Twain
Azure Offers SummaryPre-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
Cloud OS Conversation
Cloud OS Sales Scenarios FY'15 Accelerate BIF
BucketPrograms & 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 compatabilitytesting, 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
Click to ApplyAWS or VMWare to Azure Migration 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 CloudData Platform Cloud
ROI: EPG 15x / CA 10xAzure or Power BI
Revenue $15,000 Click to Apply
Tier 1 (Oracle/IBM/SAP) MigrationTier 1 & Mission Critical
MigrationsTier 1 & Mission Critical ROI: EPG 20x / CA 15x
SQL Server Premium $50,000 Click to Apply
PCITEMS, Hybrid Identity Mgt, 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 AppsAzure Modern Apps Revenue Commit
ROI: EPG 5x / CA 3xAzure $15,000 Click to Apply
Special Scenarios: RDP (Data Platform & PCIT), Mega, APS, COSN/National Cloud
FY15 Azure EA OffersEMS 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
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
Deployment Offer Azure EA minimum commitment
$25k
$4,000
$50k
$9,000
$100k
$14,000
$200k
$22,000
$500k+
$45,000
Offers expire on Dec. 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 basis1 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 services2 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 Xyratex4 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
Offers valid till December 31, 2014
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
DPS DaysDPS Engagement Days Customer deliverable
AZDPS
Activating Microsoft Azure Sto rage 3, 5, 10Activating Microsoft Azure Storage
Completion Report Template
Migrate Applications to Microsoft
Azure Infrastructure Services3, 5, 10
Migrate Applications to Microsoft Azure
Infrastructure Services Completion Report
Template
Implementing Develop & Test
Scenarios on Microsoft Azure
Virtual Machines
3, 5, 10Dev & Test on Microsoft Azure VMs
Findings and Recommendations
Implementing Enterprise Mobility 3, 5, 10Implementing Enterprise Mobility
Completion Report Template
PVDPS
Upgrading to Windows Server 3, 5, 10, 15Upgrading to Windows Server 2012
Completion
Migrating to Hyper-V from
VMware3, 5, 10
Migrating to Hyper-V from VMware
Completion
Accelerating Management and
Virtualization Deployment3, 5, 10
Accelerating Management and
Virtualization Final Report
Implementing Enterprise Mobility 3, 5, 10, 15Implementing Enterprise Mobility
Completion Report Template
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
MissionGain Market Share by
driving Azure
consumption to and
through partners
Jason RookGroup Manager
1
2Grow Revenue through
building Azure Partner
Capability
FY15 Big Bets1. Drive Customer Consumption
2. Drive MSP Consumption
3. Depth vs. Breadth with Top
Partners
4. STU/PSE Alignment
5. Strategic Workload Capacity
and Consumption
US Azure Partners Team
Partner ResourcesThe 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
Partner-ready Resources & More
www.azure.comwww.meetwindowsazure.comScott Guthrie’s BlogAzure Partner TrainingChannel 9 : AzureAzure Training KitAzure BlogsAzure Security, Privacy & ComplianceStoriesAzure 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