1 Cloud optimize your business with Windows Azure Partner overview.

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Cloud optimize your business with Windows Azure

Partner overview

Contents

2

Key sales scenarios

Why now is the time to sell Windows Azure

Windows Azure overview

Reimagining the enterprise: Microsoft Cloud OS

Promotions and offers

Next steps and resources

Reimagining the enterprise: Microsoft Cloud OS

3

Industry trends driving IT pressures

4

How do I help my business make faster decisions?

Can I enable employees to work from virtually anywhere?

How can I ensure my infrastructure will scale to meet demand?

How can I evolve my business apps to meet new needs?

Transforming IT to address new questionsMobility

Apps

Big data

Cloud

• Great user experience from virtually anywhere

• Modern, agile apps for new scenarios

• Access to data, any size, from virtually anywhere

• Powerful analytics in familiar tools

• On-demand scale, real-time performance

• Infrastructure designed to withstand almost any failure

• Resources managed at datacenter scale

Microsoft answer:

Cloud OS

Microsoft System Center 5

Hybrid design differentiates Microsoft’s Cloud OS

Customer

ServiceproviderMicrosoft Consistent

platform

ONE

Flexible development

Unified management

Common identity

Integrated virtualization

Microsoft System Center 6

Complete data platform

7

Windows Azure overview

Windows Azure Infrastructure as a Service (IaaS) At-A-Glance

8

Customer managed

O/S

Middleware

Runtime

Data

Applications

Networking

Storage

Servers

Virtualization

Networking

Storage

Servers

Virtualization

Windows Azure Platform as a Service (PaaS) At-A-Glance

9

Customer managed

O/S

Middleware

Runtime

Data

Applications

Networking

Storage

Servers

Virtualization

O/S

Middleware

Runtime

Networking

Storage

Servers

Virtualization

10

Why now is the time to sell Windows Azure

11

Source: IDC Server Workloads Study 2013Source: IDC 2013 WW Server TrackerSource: IDC, Gartner, Northbridge and GigaOm survey, Team analysisSource: Morgan Stanley % of respondents expecting to use IaaS by YE2014 – By Vendor (Greater than $1B)

5X

Growth rate of public IT cloud services revenue as compared to IT industry overall

$43.3bUS public IT cloud services revenue in 2016

45%IT budget devoted to cloud initiatives in 2016

18.5% US 2011-2016 CAGR

Take advantage of the tremendous market opportunity for the public cloud to grow your business 85%

Number of new IT firms that will start their business on public cloud in 2013

81%US companies already using public cloud

Growing your business with Windows Azure

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Microsoft helps you expand your role as a service provider and business advisor.

• Enables partners to differentiate by bundling their own IP alongside other cloud offerings

• Cloud software is easier to develop, test and take to market

• Lowers the barriers to entry to offer managed services

• Reach new customers• Upsell other software and

services to existing customers

• Windows Azure hybrid cloud differentiates your services, allowing customers to evolve their business with the cloud

• Recurring revenues establishes long term relationships with your customers

• Margins increase as partners learn how to offer fixed fee engagements with optimized delivery and higher level of services

13

Key sales scenarios

Hybrid cloud storage

Top Windows Azure business opportunities

14

SQL Server disaster recovery and backup

SharePoint development, test and production

SQL Server development and test

Identity and access management

Hybrid cloud storage

• Single solution for archive, backup and disaster recovery

• Compresses data up to 90% from on-premises solutions

• Cost reduction up to 80%

Windows Azure with StorSimple

Valu

e p

ropos

itio

n

$50K - $200K

15


• Single, integrated sign-on across on-premises and cloud

• Create and manage identities in the cloud

• Help secure access to on-premises and cloud apps

SQL dev / test

• Extend datacenter to cloud for app dev/test (ex: app compatibility testing for SQL Server upgrades)

• VM mobility: Move VMs across clouds – private, public, or hosted

• Single point of contact for support of entire stack

SQL backup

• On-demand capacity and scalability

• Built-in high availability for primary storage, backup, archive and disaster recovery (DR)

• Cost-effective, geo-redundancy

Windows Azure Active Directory; Windows Azure multi-factor authentication

Windows Azure (IaaS) Windows Azure (IaaS and storage)

SharePoint dev, test, and production

• Extend datacenter to cloud for both production and dev/test, without rewriting the app

• VM mobility: Move VMs across clouds – private, public, or hosted

• Single point of contact for support of entire stack

Windows Azure (IaaS)

Avg

. deal

size

Sol

ution

$3K - $5K$25K - $150K Backup - $15K – $50K

Data recovery –$50K - $200K

$35K - $ 200K

SQL

Top Windows Azure Business Opportunities

http://www.storsimple.com/CMS/UI/Modules/BizBlogger/rss.aspx?moduleid=410271

http://cdn2.hubspot.net/hub/65157/file-221206097-pdf/docs/New/StoreSimple_Datasheet_V5__5-30-13.pdf




Hybrid Cloud Storage

Situation One of your customers biggest budget line items is on enterprise-grade, on-premises data storage solutions to retain and protect business data.

Customer pains

• Enterprise storage is one of the highest cost elements of any customer IT environment• Managing storage to ensure SLAs, disaster mitigation, and compliance is complex and requires several

vendor stacks

The answer Lead primary storage: Windows Azure (storage) with StorSimple; CommVault (Server); EVault (devices)

Avg. deal size $50K - $200K

Why Windows Azure with StorSimple?

With Windows Azure and StorSimple, you get:• Single solution to archive, backup, and provide disaster recovery• Up to 80% cost reduction for data storage and management. Azure storage compresses the storage

up to 90% fromon-premises solutions, ultimately leading to smaller chunks of data that need to be stored

• Improved data availability and protection with automated data tiering and cloud snapshots• Keep hot data close to the user, move cold data to the cloud, and let Microsoft ensure the data is secure with StorSimple• Accommodates data growth. No need to requisition and install hardware

Customer offers

You can get additional Azure credits, deployment funding, and the StorSimple appliance for commitments upwards of $50K

Help your customers reduce their storage costs by 60–80% with Windows Azure

Starter offers for IaaS/PaaS (valid through 3/31/2014) Offer commit1 Additional Windows Azure

credit with promotion2

Deployment accelerator3

$25,000 $0 $4,000$50,000 $2,500 $9,000$100,000 $8,000 $14,000$200,000+ $20,000 $22,000

StorSimple ASAP offers (valid through 6/30/2014)

Offer commit1 StorSimple appliance

StorSimple support Deployment accelerator3

$50,000 (42 CPS units)4

One 7020 1 year Gold $2,000 (remote install)$4,000 (onsite install)

$50,000 (84 CPS units)4

One 7020 or One 7520

3 years Gold or 1 year Gold

$2,000 (remote install)$4,000 (onsite install)

1 The purchase of both Azure and Azure support will count towards offer qualification. Two support options are available – Azure standard support at $3600 and Azure pro-direct support at $12K2 Available from Nov 1; any monetary bonus remaining at end of annual subscription period will expire; one bonus per qualifying enrollment, per customer3 Partner reimbursement provided up to 4 months from date of Windows Azure purchase, funds paid directly to qualified partner; existing SA customer can combine planning services voucher(s) with offer to extend scope of work. Valid from September 1, 2013 to

March 31, 20144 CPS Units represent the annual quantity of the Monetary Commitment SKU (6QK-00001) that must be purchased to meet the offer commitment requirement. Purchase of Support will offset the Commitment purchase amount


http://www.storsimple.com/CMS/UI/Modules/BizBlogger/rss.aspx?moduleid=410271


Top probing questions:

Hybrid Cloud Storage with StorSimple

• Storage is probably one of your biggest budget line items that continues to grow in line with the growth in data being created. Do you use EMC or Net App or other large storage vendor? How much do you spend and when is your next purchase?

• Are you managing several dispersed hardware and software solutions to address your varying storage needs?

• What is the data rate of growth year-over-year in your business? How do you manage all of this data so that you can access the data you need when you need it? How much of your data do you access most frequently?

• What is your backup strategy (i.e. tape backup) in case of a disaster that causes one of your datacenters to go down? How long does it take you to get your backup? How much does it cost? Have you had any issues with your existing backup solution (i.e. ever have a tape go bad)?

C

SharePoint development, test and production Situation Your customer is provisioning on-premises infrastructure to application owners for SharePoint development and

test. Your customer wants to reduce their on-premises footprint and is evaluating migrating their SharePoint farms to the cloud. Your customer may have a proven appetite for the cloud with Office 365 and the next workload to consider is SharePoint.

Customer pains

• Cannot take advantage of cloud benefits to scale SharePoint and SharePoint developer environment• On-premises custom SharePoint applications or applications that require anonymous access cannot move to

SharePoint Online with Office 365• Continuing to support on-premises infrastructure while there is a desire to eliminate or reduce on-premises

footprint

The answer Windows Azure (IaaS)

Avg. deal size • $35K-$200K

Why Windows Azure?

• Extend or migrate VMs to Windows Azure for development, test and production – without rewriting the app• VM Mobility: Move VMs back and forth between Windows Azure and private or hosted clouds, with flexibility

to deploy in production on-premises or in the cloud• Single point of contact for support of entire stack

Customer offers

Offer: Commit to Windows Azure and get extra Windows Azure for free and service dollars to deploy!

It gets better:• Windows Azure and Windows Azure

support spend will both count toward offer credit

• Existing Software Assurance (SA) customer can combine planning services voucher(s) with offer to extend scope of work

Starter offers for IaaS/PaaS (valid through 3/31/2014)

Offer commit1 Additional Windows Azure credit with promotion2


$25,000 $0 $4,000

$50,000 $2,500 $9,000

$100,000 $8,000 $14,000

$200,000+ $20,000 $22,0001 The purchase of both Azure and Azure support will count towards offer qualification. Two support options are available – Azure standard support at $3600 and Azure pro-direct support at $12K2 Available from Nov 1; any monetary bonus remaining at end of annual subscription period will expire; one bonus per qualifying enrollment, per customer3 Partner reimbursement provided up to 4 months from date of Windows Azure purchase, funds paid directly to qualified partner; existing SA customer can combine planning services voucher(s) with offer to extend scope of work. Valid from September 1, 2013 to

March 31, 2014

Deliver greater agility and lower costs by running SharePoint on Windows Azure


SharePoint development, test and deployment

• Where do you get the additional hardware, CPU and storage to create and test applications?

• How long does it take to provision VMs with a production replica for development and testing?

• Are your business units buying new hardware or using public cloud vendors like Amazon Web Services for development and testing? With centralized IT, how do you deal with policy and compliance violations from these shadow IT operations?

• How do you load test your SharePoint applications as part of development and testing?

• How are you planning to do application compatibility testing for your legacy SharePoint applications?

• As an Office 365 customer, have you considered moving your SharePoint apps online as well to free up datacenter capacity?

• Do you have highly customized applications that you would like to move to the cloud to free up datacenter capacity?

• Do you have custom SharePoint apps you are running on Amazon Web Services (AWS)? Are you concerned about how you are going to get support for SharePoint in AWS?

• Do you have public SharePoint sites that require anonymous access that you would like to move to the cloud to free up datacenter capacity?

• For seasonal applications, are you able to easily scale-up or scale-down with respect to demand?

SQL Server development and testing

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Situation Your customer is provisioning on-premises infrastructure to application owners for SQL application development and test

Customer pains

• Can’t take advantage of cloud benefits to scale SQL Server developer environment• Takes too long to provision hardware for development and test• Limited hardware and budget to grow on-premises datacenter capacity. Customers are looking for ways to

free up on-premises datacenter capacity.


Avg. deal size $25K – $150K

Why Windows Azure?

• Extend datacenter to Windows Azure VMs for dev/test. Ideal for SQL Server app compatibility testing

• VM Mobility: Move VMs back and forth between Windows Azure and private or hosted cloud, making on-premises production deployment easier

• Single point of contact for support of entire stack• Shared engineering and development between

Windows Azure and SQL Server teams to deliver an ideal public cloud platform for SQL Server apps

Customer offers








$25,000 $0 $4,000

$50,000 $2,500 $9,000

$100,000 $8,000 $14,000


March 31, 2014

Help customers increase agility and decrease costs


SQL Server development and testing

• Where do you get additional hardware, CPU and storage to develop and test applications?

• How do you budget for datacenter capacity for development and testing when demand is variable?

• How long does it take for IT to provision VMs with a production replica for development and testing?

• Are you/your business units buying new hardware or using public cloud vendors like Amazon Web Services to quickly set up a development and testing environment? As central IT, how do you deal with policy and compliance violations from these shadow IT operations?

• How do you load test your SQL Server applications as part of development and testing?

• If you are upgrading to SQL Server 2012, how are you planning to do application compatibility testing for your business applications?

SQL Server disaster recovery and backupSituation Your customer is using SQL Server (or Oracle) databases and is planning for backup, disaster recovery, or

evaluating a storage purchase to back up their databases.

Customer pains

• Customer needs a robust, but affordable backup and business continuity solution. A separate datacenter or colocation facilities are cost-prohibitive.

• Customer is looking for ways to free up on-premises datacenter capacity.


Avg. deal size Backup - $15K – $50K Data recovery - $50K – $200K

Why Windows Azure?

• On-demand capacity and scalability with built-in high availability for storage, backup, and disaster recovery. Ideal use cases include secondary replica for scaling, offloading reporting, and backup

• Get geo-redundancy and cost effectiveness with Windows Azure – right out of the box• Move SQL VHD VMs between Azure and private cloud• Save up to 60% compared to an on-premises SAN or tape solution• Encrypted backup to Windows Azure for enhanced security

Customer offers








$25,000 $0 $4,000

$50,000 $2,500 $9,000

$100,000 $8,000 $14,000


March 31, 2014

Deliver a cost-effective and scalable business continuity solution for SQL Server on Windows Azure

http://www.microsoft.com/en-us/server-cloud/products/storsimple/#fbid=YmZcN9NzoVw


SQL Server disaster recovery & backup

• Data backup and disaster recovery are a top priority. What is your current strategy to back up your databases and ensure the data is highly available at all times? How much does it cost?

• Are you spending a fortune to manage all your databases with on-premises datacenter capacity?

• How often do you need access to all of the data that you have collected?

• Are the demands on your on-premises SQL server for both OLTP and BI putting stress on your SQL Server infrastructure?

C


Situation Your customer has purchased Office 365 or Dynamics CRM and is looking to enable single sign-on using on-premises identity

Customer pains

• Lack of single, integrated authentication for users between on-premises and cloud-based applications

• Massively-adopted, highly customized on-premises Active Directory capabilities are needed for cloud apps

• No on-premises Active Directory • Security & compliance risks associated with users

accessing on-premises or cloud applications from various devices

The answer Windows Azure Active Directory (WAAD); Windows Azure Multi-Factor Authentication (MFA)

Avg. deal size WAAD$3K – $5K

MFA$2/user per month

Why Windows Azure?

• Enable single sign-on across multiple cloud applications

• Integrate with on-premises Active Directory

• Create and manage identities in the cloud• Help secure access to on-premises and cloud apps

Customer offers








$25,000 $0 $4,000

$50,000 $2,500 $9,000

$100,000 $8,000 $14,000


March 31, 2014

Extend your Office 365 & Dynamics CRM conversations with Windows Azure



Identity• How do you enable your end users to easily

authenticate into their applications in a controlled manner?

• How much time will it take you to apply your customized Active Directory to your new cloud-based applications?

• Do you have applications that customers and partners need to log into using their own credentials?

• Do you have applications which you would like to let users log into with identities from Facebook, Google, Microsoft, and other identity providers?

Multi-factor authentication• Do you have sensitive information that your

employees, partners, vendors, or end users need to securely access?

• What is prompting you to evaluate your security and information access policies today?

• (If prospect currently has RSA tokens) When are your tokens expiring? When does service renew? Why not just buy more tokens?

Starter offer:

Deployment accelerator*****

Starter offer:

Promotional credit***

Upfront Azure commitment**

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Customer commits

Customergets

Partnergets

$15,000 $25,000 $50,000 $100,000

Cloud OS Accelerate (COSA)****

Partnermay get

$200,000

$0 $0 $2,500 $8,000 $20,000

Up to $7,500

Up to $7,500

Up to $15,000

Up to $15,000

Up to $15,000

$0 $4,000 $9,000 $14,000 $22,000

Windows Azure offers*Microsoft is here to help you and your customers every step of the way

*MPN Partners Only – DO NOT DISTRIBUTE. This material is provided solely for informational purposes; speak with your Microsoft liaison for full program details, terms and conditions.**Customer can combine revenue commit with the purchase of Standard or Pro-Direct support plans to meet the Upfront commitment.***Promotional credit available until June 30, 2014; any promotional credit remaining at the end of annual subscription term will expire; one bonus per qualifying enrollment per customer.****To be eligible for the COSA Program, the US partner must hold Gold or Silver status in the applicable competency by scenario, as listed in the Program Components and Requirements. A Microsoft Customer Relationship Management (PSX) opportunity is required for all COSA nominations. Potential Funding Available - up to a maximum of $50,000 per partner in the aggregate, for all U.S. based programs. Eligibility for funding determined based on: (1) Microsoft core server revenue generated (2) Expected return on investment (3) Microsoft’s Strategic Priorities. Funding related determinations will be made in Microsoft’s sole discretion based upon, among other things, the factors set forth US Cloud OS Accelerate (COSA) Program. Microsoft reserves the right to modify, amend or terminate the COSA Program or the above components or requirements without notice. ***** Starter Deployment Funds available until March 31, 2014; third party partner reimbursement provided up to 4 months after date of Windows Azure purchase; funds paid directly to qualified third party partner; one offer per qualifying enrollment per customer; deployment funding is not stackable.

Starter Offer (avail. until 3/31/2014) & Cloud OS Accelerate

https://partner.microsoft.com/download/40196673

$200,000 ($160,000 for CommVault

only)

$50,000

eVault****

(device)

Upfront commitment**

Customer commits

$25,000 $100,000

Customergets

N/A

• 1K Endpoint Protection licenses for 6 mos.

• 6 mos maintenance & support

• Customer pays $5,750 for deployment

• $2,500 promotional credit• Unlimited Endpoint

Protection licenses for 1 yr w/ deployment

• 1 yr. maintenance & support• $50K of Azure storage

covers 2-3K devices

Customergets

CommVault****

(server)

Customergets

Partner delivers

StorSimple Deployment accelerator***

N/A$2,000 remote install

$4,000 onsite install

• 1-7020 StorSimple appliance

• 1 yr. Gold Support

• $2,500 promotional credit• 64TB Simpana archiving for

1 yr.• 2 days remote deployment• 1 yr. maintenance and

support

• 32TB Simpana archiving for 1 yr.

• 1 day remote deployment• 1 yr maintenance and

support

$2,000 remote install


$2,000 remote install


• $8,000 promotional credit• 128TB Simpana archiving

for 1 yr.• 4 days remote deployment• 1 yr. maintenance and

support

Windows Azure offers*Get help with your backup strategy and deployment from Microsoft and key storage partners

*MPN Partners Only – DO NOT DISTRIBUTE. This material is provided solely for informational purposes; speak with your Microsoft liaison for full program details, terms and conditions.**Customer can combine revenue commit with the purchase of Standard or Pro-Direct support plans to meet the Upfront commitment.***StorSimple Deployment Fund includes deployment via a qualified partner; $4,000 per appliance for onsite installation, or $2,000 per appliance for remote installation paid directly to the partner. Partner deployment offer available until June 30, 2014; partner reimbursement provided up to 4 months after date of Windows Azure purchase; maximum of up to 6 appliances; one offer per qualifying enrollment per customer; offer cannot be broken up or combined with other deployment offers. Additional costs will be applied to extend support plans for additional years or to upgrade to platinum support. ****Available from Nov 1; any monetary bonus remaining at end of annual subscription period will expire; one bonus per qualifying enrollment, per customer.

• $8,000 promotional credit• 10TB Simpana backup for 1

yr.• 22TB Simpana archiving for

1 yr.• 2 days onsite deployment• 1 yr. maintenance and

support

StorSimple***

(server)

StorSimple Offer (avail. until 6/30/2014) & other device and service storage offers

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• $8,000 promotional credit• Unlimited Endpoint Protection licenses for 1 yr w/

deployment• 1 yr. maintenance & support• $100K of Azure storage covers 4-5K devices

• 1-7020 StorSimple appliance with 3 yrs. Gold Support

OR • 1-7520 StorSimple appliance with 1 yr. Gold Support

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Next steps & resources

For more information about Windows Azure, visit the website, or call 1-800-867-1389 (US)Learn more about Cloud OS resources

Get started today!

Use Windows Azure for your own environment

Take advantage of Microsoft go-to-market programs

Upload existing apps as virtual machines

Design new apps natively on Windows Azure

Enhance your Windows Azure skills

Create an app and scale on the dev/test offer

Reach new customers, advertise, and get your apps discovered

Upload your existing apps to the cloud in Virtual Machines

Add to your existing apps and develop new ones on the Windows Azure platform

Certify your skills and certify your apps

Reduced costs & faster speed to

market

Reduced costs & faster speed to

market

Extended market reach &

faster speed to market

High-value services & exclusive partner

benefits

Faster speed to market

• Get Windows Azure credits to use for your internal applications

• Check out the MSDN dev/test Offer

• Become a Microsoft partner

• Learn how to create a virtual machine

• Download the Windows Azure training kit

• Check out our forums, sample applications, and downloads

• Investigate earning a competency

• Review new content – battlecards, datasheets, and more

http://www.windowsazure.com/

http://aka.ms/about-cloud-os

http://www.windowsazure.com/en-us/offers/ms-azr-0051p/

http://www.windowsazure.com/en-us/offers/ms-azr-0051p/

http://www.windowsazure.com/en-us/pricing/member-offers/msdn-benefits/http:/www.windowsazure.com/en-us/pricing/member-offers/




https://mspartner.microsoft.com/en/us/pages/membership/enroll.aspx

https://mspartner.microsoft.com/en/us/pages/membership/enroll.aspx

http://www.windowsazure.com/en-us/manage/windows/tutorials/virtual-machine-from-gallery/?WT.mc_id=doc_center_slide_virtualmachines#custommachine




http://www.windowsazure.com/en-us/develop/net/other-resources/training-kit/

http://www.windowsazure.com/en-us/develop/net/other-resources/training-kit/

https://www.windowsazure.com/en-us/support/forums/

http://code.msdn.microsoft.com/windowsazure/

http://www.windowsazure.com/en-us/downloads/

https://mspartner.microsoft.com/en/us/Pages/Membership/competencies.aspx

https://microsoft.sharepoint.com/teams/Azure_Content/_layouts/15/start.aspx#/Shared%20Documents/Forms/AllItems.aspx?RootFolder=%2Fteams%2FAzure%5FContent%2FShared%20Documents%2FCloud%20Optimize%20Your%20Business%20with%20Azure%20BoM&FolderCTID=0x0120004D793657770EA84BAD3656BD6676C4DF&View=%7B577D2D8C%2D9B72%2D4C5A%2D8599%2D694AC386BE4C%7D&InitialTabId=Ribbon%2EDocument&VisibilityContext=WSSTabPersistence

© 2013 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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 market conditions, 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.

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1 Cloud optimize your business with Windows Azure Partner overview.

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Transcript of 1 Cloud optimize your business with Windows Azure Partner overview.