Partner Opportunity PlaybookRed Hat solutions in Microsoft Azure
Content
Partner opportunity & benefits
Why partner with Microsoft
Next steps
Partner programs & resources
Microsoft solution overview
Market opportunity
Partner success insights
Market opportunity
The cloud revolution continues
Source:1 TBR Hybrid Cloud Report2 IDC Microsoft eBook: The Modern Microsoft Partner Series
Public IT cloud services revenue will reach $141.2
billion by 20192
Public IT Cloud Services Growth (2014-2019 CAGR %) SaaS: 15.8% PaaS: 30.6% IaaS: 27.0%2
Hybrid influence market size will grow 78% year-to-
year in 20171 to $155 billion
78%Cloud Partners (>50%
cloud revenue) have 2X the growth and 1.5X the gross profit of their less-
cloudy peers2
$141B
2X
Cloud growth in enterprise
2016 2020
PUBLIC CLOUD SALES WORLDWIDE
201920182017
$160B
SaaSPaaSIaaS
Cloud growth in enterprise
2016 2020
DIGITAL TRANSFORMATION OPPORTUNITY
201920182017
~$4.5T
Microsoft solution overview
The cloud is where open enterprise innovation happensIn a cloud world, where organizations are looking at open source to drive agility and deliver apps more quickly, security and management remain top of mindThrough this partnership, Microsoft adds value to your Red Hat investments in Azure, wherever you are in your cloud journey
+Azur
e
=Agility
Secure Manageable Supported
“Running JBoss BRMS on Azure allows us to quickly procure the necessary infrastructure resources.
The IoT landscape is always changing so [Azure] makes it easier to switch directions once a project is underway.
If trials go well and lead to scale expansion, [Azure] makes it easier to do capacity planning.”
Tadahiro TomisugiIT Engineering Business Control UnitSCSK
+Azur
e
=Agility
Insights & analyticsIdentity managementThreat detectionTool/skill reusePortabilityDisaster recoveryIntegrated supportGlobal reach
+Azur
e
=Secure Manageable Supported
Deploys dev environments in < 1 hour, saving 2-5 days of effort per environment by using Red Hat Ansible in
Microsoft Azure
Uses Red Hat OpenShift in Azure Germany Cloud for its
hybrid cloud offering for software developers, AppAgile
Customers Embracing Red Hat solutions in Azure
Applications Scale-out Clusters Self-Service
Agility
Secure Manageable Supported
Integrated support
No touch monitoring
No touch backups
Update and baseline
monitoring
Integrated supportIn-portal customer experience for PAYG deployments
Co-located support with Red Hat on-site team
ISO 27001 compliant B2B communication channel
Integrated support is available 24x7 for Cloud Access (BYOS) as well as On-Demand (PAYG) deployments
Microsoft Help
+ Support
Red Hat Customer
PortalFlexibility in support channels
SSO access to Red Hat support
Co-location and cross-product support
Microsoft Azure support
Red Hat support
Ticket exchange platform
Cross-team hand off
Agility
Secure Manageable Supported
Integrated support
Log correlation and app insights
Item-level restore
Identity management
Threat insights
Master Nodes Infrastructure Nodes App Nodes
Integrated supportIntegrated support is available for many Red Hat solutions in Azure:
Red Hat Enterprise Linux®Red Hat Enterprise Linux® for SAP HANARed Hat Gluster StorageRed Hat OpenShift Container PlatformRed Hat JBoss® Middleware portfolio, including Fuse and BRMSRed Hat CloudForms
Microsoft Help
+ Support
Red Hat Customer
PortalFlexibility in support channels
SSO access to Red Hat support
Co-location and cross-product support
Microsoft Azure support
Red Hat support
Ticket exchange platform
Cross-team hand off
Key takeawaysThe cloud is where open enterprise innovation is happening
Microsoft Azure offers the security, manageability and support you’ve come to expect from Red Hat solutions
Microsoft and Red Hat have a unique partnership that includes joint portfolio and engineering, global reach and integrated, co-located support
2
3
1 +Azur
e
=Agility
Secure Manageable Supported
Azure CLI 2.0
1st Party
Azure
On-Premises
Applications Scale-out Clusters Self-Service
Bring your ownPay-As-You-Go
“Azure and OpenShift automate a significant amount of work, which allows development teams to achieve consistent results every time”Yuji HiroseHead of Service Supervisory Unit, Service Solutions Control Unit, andICT Business Supervisory Control UnitHitachi
“Our customers are able to migrate their own legacy mainframe applications to the Microsoft Azure cloud without any modifications, including open source technologies like Red Hat Linux, resulting in improved application performance at a fraction of their current operating costs.”
“One customer, for example, went from running a program on an IBM mainframe environment in about six minutes to now running the same program in the Microsoft Azure cloud in 1 minute and 20 seconds with our Linux-based Software Defined Mainframe.”
Mark Cresswell, CEO LzLabs Jan Jaeger, Chief Architect, LzLabs
Cloud agility
Why partner with Microsoft
Partner with Microsoft & Microsoft AzureCapitalize on new opportunities
Investments in partnersOne complete platformMomentum & customer base
$640m in partner GTM investmentsOne Commercial Partner organizationDriving co-sell with Microsoft field sellersContinued investment and improvement in platforms.
End-to-end solutions on a consistent platform across private, hybrid and public cloudsBroad opportunity across infrastructure, apps, devices and cloud servicesBuilt-in capabilities enable profitable and competitive solutions
100s of service providers, 1,000s of enterprises, and over 90% of Fortune 500 companies use Microsoft cloud70%1 increase in partners doing Azure projects214% increase in consumption from partners led solutions350% increase of OSS Azure consumption from partner led projects
1. Internal Microsoft figures.
Partner success insights
A holistic approach to datacenter transformationBuilding on deep expertise and offering the full suite of Azure services, 10th Magnitude goes further to help enterprises see their future gains and savings in Azure
"Our business essentially doubles every year. Our relationship with customers has continued to grow and evolve as Azure has grown and evolved"
Alex BrownFounder & CEO
A full services package for digital transformationInSpark gives customers control and pace in the adoption of public cloud through leveraging Azure to deliver hybrid cloud solutions
"We've been able to grow faster than before using the Microsoft cloud. We can now embrace the speed of change, but also use the Microsoft cloud to instantly deliver services to our customers"
Martin HouttManaging Partner & Co-founder
Partner opportunity & benefits
Take advantage of AzureThe opportunity for Partners
By 2020, IDC forecasts public cloud spending
will reachin Hybrid Cloud
Solutions by 20214
$91.7BThe most digitally
transformed enterprises generate on average $100
million in additional operating income each
year3
100M
$203B
ISV Applications
9kAzure Marketplace leads per month
Project Services
214%Consumption growth in partner driven Azure projects
Managed Services
+20%New customers per month for our Managed Services Provider partners.
Capitalize on opportunities with Microsoft Azure
Application Modernization9.5m 3 .Net/Java enterprise apps to be modernized in our top customer accounts.
Data Platform300% Cloud consumption growth in Data and Analytics partner driven projects
Application Innovation353k Daily active Web/Mobile sites growing consistently +5% MOM
60%of cloud spend will be on
SaaS by 20202
1. IDC, Worldwide Semiannual Public Cloud Services Spending Guide, February 20172. IDC, Worldwide Semiannual Public Cloud Services Spending Guide, February 20173. Keystone Strategy 20164. Internal Microsoft source
1
Huge partner opportunity across cloud infrastructure & management
Marketing ProgramsEnd-Customer Investment Fund (ECIF)Azure Every WhereGlobal Engagement ProgramsAzure Credit Offer
Training & ReadinessCloud Platform UniversityAccess Partner Training, Sales and Marketing Resources for Cloud Infrastructure and Management
Microsoft Virtual Academy
Sales & Deployment ProgramsCloud OS AccelerateSoftware Assurance Planning Services (aka DPS)Azure Access POCAzure FastTrackAzure Hybrid Use Benefit
1 Cloud partners are those partners with >50% cloud revenue2 IDC Microsoft eBook: The Modern Microsoft Partner Series3 Microsoft Internal Research
Key opportunities to drive consumptionLeverage Azure Infrastructure Solutions% for transformation projectsScale your Backup, Archive and DR practices Boost your Azure Practice with Migration & Modernization opportunities
in Hybrid Cloud Solutions by 20213
$91.7B
$43Bin managed
services cloud projects by 2018
(%% SAP, Red Hat Linux, High Performance Computing, DC Transformation, Dev/Test, App Modernization
Cloud projects1 are 5.8x larger
when driven by partners3
Growing momentum in partner opportunities
$1 in Azure consumption
1 1 1 1 1
$5 partner services
1
Partner programs & resources
Partner ToolboxThe Partner Toolbox for Cloud Infrastructure & Management provides a summary of links to all guidance and resources that will help partners get started, build and sell and market Microsoft’s Cloud Infrastructure & Management solutions. Access the Partner Toolbox for the following guidance and resources:
All resources listed in the Partner Toolbox can be found on the Cloud and Enterprise Partner Resources portal.Any new resources or updates to existing partner resources will be posted to the Partner Resources portal.
Get Started with MicrosoftBecome a Microsoft PartnerPractice Development
Technical ReadinessTechnical Readiness Technical Programs
Sales & MarketingSales ReadinessSales ToolsMarketing Resources
Incentives & OffersPartner & Customer
Get ShowcasedPartner DirectorySuccess Stories
SupportPartner Support
Next steps
Get started todayPartner with Microsoft• Become a Digital Partner of Record (DPOR).• Join the Cloud Solution Provider program and grow your business.• Join the Microsoft Partner Network to become an official Microsoft
partner. Partnering with Microsoft can help you expand your business, engage customers, and earn more money. Discover the benefits.
Build and sell your Microsoft solutions• Visit the Cloud and Enterprise Partner Resources portal for Cloud
Infrastructure & Management solutions technical, sales and marketing guidance and resources.
Get recognized• Once you’ve joined the Microsoft Partner Network (above), create a
Marketing Profile to showcase your business to customers. • Join the elite tier of Microsoft Partners and stand out from your peers
by earning a Microsoft Competency.
Access partner resources• Visit the Cloud and Enterprise Partner Resources portal• Download the Partner Practice Development Playbook – Cloud Infrastructure
and Management
© 2017 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing marketconditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation.MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.