15th December 2016 - Microsoft Paddington Vuzion Awareness Event
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Transcript of 15th December 2016 - Microsoft Paddington Vuzion Awareness Event
manager,
PUBLIC IT CLOUD SERVICES, 2019
SaaS
$91.6B, 64.8%
PaaS$21.9B, 15.5%
IaaS
$27.8B, 19.7%
IDC/Microsoft The Booming Cloud aka.ms/modernpartner#US40709515 - Worldwide and Regional Public IT Cloud Services Forecast, 2015–2019
IDC InfoBrief: Customers Need Channel Partners, August 2015
Manage the Customer Lifecycle
MS Cloud Service
Deployment &
Migration Services
Managed Services
and Support
Add-on Projects and
Solutions
Partner Opportunity
Reve
nue
• Help desk
(i.e. Tier 1 / Tier 2 support)
• New user set-up
• Updates
• End-user training
• Expansion
• Customization
• LOB integration
• IT infrastructure design
• IT planning
• IT training
• Upgrade & desktop
remediation• Assessment / planning
• Migration of data
• Establishment of service
= Recurring
$
$$
$$$
$$$$
Core
Optimize
Op
tim
ize
Co
re
ACTIVATECONFIGURE &
DEPLOYMANAGE & SUPPORT
ORDER
Fastest growing program ever
Growth rate doubled in Q4 vs Q3
3X increased Frequency
25% increased Yield
$6 partner opportunity per $1 of MS revenue
Mth1
Mth4
Mth7
Mth10
Mth13
Mth16
Mth19
CSP VS. OPEN VS. MPSA TOTAL PAID SEATSFIRST 18 MONTHS
Open CSP MPSA
Delivers a platform for partners to own the end-to-end customer engagement by enabling partners to directly provision, bill, and support Microsoft Cloud Services for their customers
The Cloud Solution
Provider (CSP) program
Microsoft Customer Agreement, Online Service Terms, SLA
Payment Relationship
Microsoft Cloud Reseller Agreement &
Program Guide
Payment Relationship
Partner-Customer Agreement
The Microsoft Cloud Reseller Agreement and Program Guide is the contract that the CSP partner signs with Microsoft. The Microsoft Customer Agreement is the contract between Microsoft and the end Customer that the CSP partner must present and get acceptance from the Customer.
CSP 1-Tier Partner Capability Requirements (the Four Pillars)
Services Business ModelManaged services, customer solutions or applications to bundle with Microsoft Cloud
Services. In order to be considered for CSP, partners must have at least one or these
offerings or a comparable equivalent.
ScaleEngines to create demand, grow customers and invest in new capabilities. In order to be
considered for CSP, partners must have:
24 x 7 SupportResources, infrastructure and processes to provide customer support on Microsoft Cloud
Services and partner services. In order to be considered for CSP, partners must have:
Billing & InvoiceCapability to manage customer invoicing and receivables. In order to be considered for
CSP, partners must have:
.
Managed Services IP Services
Reactive Help Desk Support Turnkey BI Portals
User Rights & Account Management Automated Consumption Monitoring & Reporting
Proactive Backups & Anti-Virus Monitoring Customer Self-Serve Portals
New Accounts Added & Removed Automated Data Migration & Integration
Managed Access to Email Groups Automated Load Balancing
Performance and Application Troubleshooting SharePoint-Based Vertical Workflows
Desktop & Device Management & Support Middleware for Hybrid Synchronization
Reports & View Adjustments LOB Application Subscriptions
Hybrid Environment Support (Basic Infrastructure) Vertical Solution Subscriptions
Software Asset Management (licensing management & optimization Industry-specific Mobile Apps
More… Industry-specific Workflows
Function-specific Workflows (HR, Procurement)
Customers &
OffersExisting customer base. Upsell & cross-sell opportunities
Demand
Generation
Engines
Portals, SEO
Financial Health Ability to invest in support & billing infrastructure
EasePartners have plans in place to reach at least Silver level in
Microsoft Cloud Competency within first 12 months
Format Paper, online, itemization, plans, details
Frequency Weekly, monthly, annually
Integration MS + partner + third party services in single bill
Local language support
Support ticketing and case management tools
Established and discoverable support policies for business and after-hours support,
operational hours, response times, and contact methods (phone, web, email, chat)
The framework below should be used to drive partner eligibility for the 1-Tier CSP business model. Ensure partners understand and are able to fulfill these requirements before they make a decision to participate in the 1-Tier CSP program.
•
•
•
•
•
1) Office 365 Momentum Outcome
Fastest Growing Service to $1bn Office 365
Active Business Users 80m
Mobile App Downloads 340 Million
Most Penetrated Segments CA / EPG
Modern Meetings and Voice PSTN Services
3) O365 Partner Priorities How? Issues / Risks / Dependencies
Have an Offer including Office 365 into a defined market. The offer should be differentiated by
your unique value add or by using other Partner IP or Services. Enroll in CSPAutomation & Sales
Skills
Provide customer value from the ongoing Management and Adoption of Office 365 as a
Productivity Suite of Products and Services.Deployment and
Adoption Services
Digital / Virtual / In
Person Services in
Market
Be users and fans of Office 365. Have a 36 month by month target of Office 365 seats and
revenue combined with upsell and other IP / Service wrap or product.Detailed Planning
with CE / IMDM
Ensure Revenue is
captured
2) Opportunity View
Legacy Office Base 1.3Bn
Legacy Point SolutionsMail, Storage,
IM, Conf, Voice
Modern Meetings / Modern Voice $47Bn
Target Market SMB / MM
Microsoft Incentive / Margin Up to 32%
IDC FutureScape: Worldwide Cloud 2016 Predictions — Mastering the Raw Material of Digital Transformation, doc #259840, November 2015
worldwide public IT
cloud services revenue
Faster than
the rest of IT
Source: #US40709515—Worldwide and Regional Public IT Cloud Services Forecast, 2015-2019
Sales Readiness
ProgramEnabling Microsoft Sales Experts
Partner Internal Use Only
Office 365 is your complete office in the cloud
Business-
class email
Online
meetings
Online
document
storage & file
sharing
Financially-
backed SLA Technical
support
Private social
network
Plus
• Office Desktop Apps
• Office Mobile
• Office Online
Outlook Multi-Factor Auth New DLP Policies
Deferred Updates Single Sign On
Office EverywhereGet through your
email faster
Tell MeSmart
LookupAlways there
docs
Co-authoring Skype Meetings
Modern Attachments Shared Notebooks
The New Office. Takes the work out of working together.
Worry Less Work Easier Work Together
Sales Readiness
ProgramEnabling Microsoft Sales Experts
Partner Internal Use Only
Complete productivity and collaboration solution in the cloud
• Document Creation
• Business Email
• File Storage and Sharing
• Online Meetings
• Team and Project Sites
• Corporate Social Network
Combine ANY of these plans in a single Office 365 account
Business plans have 300 seat cap, per plan
Enterprise plans have no seat cap
One single, scalable admin experience
BusinessCore needs
EnterpriseAdvanced needs
http://office.com/roadmap
Skype PBX
Clutter
Office
365 Groups
Advanced
Threat
Protection Office 2016
Continuous innovation
Express
Route
Skype
Meetings
Planner
Mobile
Device Mgmt.
for Office 365
IT Mgt.
controls for
OneDrive for
Business
Power
BI Pro
PSTN
Conferencing
Delve
Analytics Sway
Office 365
Videos
PowerPoint
Designer
Morph
Office 365 Roadmap
1 TrillionMessages delivered every month with Event
Hubs
120,000New Azure customer subscriptions/month
20MillionSQL database hours
used every day
>5TrillionStorage transactions
every month
60BillionHits to Websites run on Azure Web App Service
425MillionAzure Active
Directory Users
57%Of Fortune 500 Companies use Microsoft
Azure
>50TrillionStorage objects
in Azure
1.4 MillionSQL Databases Deployed
In Azure
“Microsoft is growing
its cloud revenue
faster than Amazon”
– Business Insider 2016
AWS revenue grew about 69%
but Microsoft Azure revenue
grew by 127%
99.95%monthly SLAs
10 languages19 currencies supported
Availablein 140 countries
worldwide
Hybridthe best of both
worlds
24x7x365enterprise support
24Azure regions available today
More than AWS and Google Cloud combined
1 million+ servers • 100+ Datacenters in over 40 countries
Easy Scaling, Close to Customers
Azure Infrastructure Services (IaaS)
Azure Platform Services (PaaS)
Web AppsInfrastructure
MobileBackends
APIManagement
API AppInfrastructure
Business ProcessAutomation
PushNotifications
Content DeliveryNetwork (CDN)
Live & ODMedia Streaming
B2BIntegration
HybridConnections
Pub/SubQueuing
SimpleQueuing
HybridOperations
Server DataBackup
Hybrid/IntelligentData Backup
DisasterRecovery
Bulk Data ImportAnd Export
RelationalSQL Database
DocumentDatabase Service
DistributedIn-MemoryCache
SearchSimpleKey/ValueStore
DataWarehouse
Directory Health Monitoring
PrivilegedIdentity Management
OperationalAnalytics
StatelessCompute
ScheduledCompute Jobs
Virtual AppStreaming
DistributedCompute
DevelopmentTools
ApplicationInstrumentation
Software DevelopmentKits
Software LifecycleManagement
Domain Join &Policy Management
Big DataAnalytics
PredictiveAnalytics
Data StreamAnalytics
Data Pipelines
Device DataCollection
MobileAnalytics
Big Data Storage
IoT DeviceManagement
Data SourceManagement
Security & Management
User/Group Directory Store
Multi-FactorAuthentication
Scheduled ServiceManagement
Service Creation& Configuration
Encryption KeyStore
Software/SolutionMarketplace
Pre-Build VMImages
Identity Sign-Up and sign-in
TaskScheduler
Azure Infographic
SharePoint SQL Server
Databases
Orders
Product
AP
Business
Applications
CRM Acct
HR
Virtual
Machines
CRM Acct
HR
Orders
Product
AP
Go mobile. Stay in control.
Mark Lawton
Enterprise Mobility + Security
Mobile-first, cloud-first reality
Data breaches
63% of confirmed data breaches
involve weak, default, or stolen
passwords.
63% 0.6%IT Budget growth
Gartner predicts global IT spend
will grow only 0.6% in 2016.
Shadow IT
More than 80 percent of employees
admit to using non-approved
software as a service (SaaS)
applications in their jobs.
80%
Intune
Azure Rights
Management and
Secure Islands
Protect your users, devices, and apps
Detect problems early with visibility and threat analytics
Protect your data, everywhere
Extend enterprise-grade security
to your cloud and SaaS apps
Manage identity with hybrid
integration to protect application
access from identity attacks
Advanced Threat Analytics
Microsoft Cloud App Security
Azure Active Directory
Identity Protection
Backup and Recovery Services
Storage Services
IT Services in the Cloud
IT Cloud Services that integrate with your IT.
Database Platform and Services
A secure, high-performance cloud platform for businesses of any size.
A collection of integrated infrastructure and platform services in the cloud.
Cloud Computing
Application Hosting and
Development
Azure
IT Services in the Cloud
Transition workloads and
applications to the cloud
Virtual machines, apps,
sites, databases up in
minutes
Easily build apps and run
apps in Azure
Extend datacenter/IT
Infrastructure to the cloud
Easily expand your
services to new regions
100+ Microsoft data
centers in 40+ Countries
Open, flexible cloud platform
Any workload, tool,
language
Integrates with existing IT
Hybrid or full cloud
computing
Automated storage,
backup and recovery
Enterprise-grade data
protection, security and
privacy
99.95% SLA uptime
Industry-verified, global
compliance standards
No upfront costs
Pay as you go –
only for what use.
Hyper-scale - up,
down, out anytime,
automatically
Worryless
Workeasier
Worktogether
Best-in-class productivity and communication solution
Web
conferencing
Broadcast
meetingsInstant
messaging
Content creation
& collaboration
Voice calls
Private social
network
Machine-based
learning
Mobility
Business
analytics
WORK EASIER
Familiar and easy to use
Consistent experience across apps
Securely access, edit and share
Work from anywhere, any device
Get work done online or offline
WORK TOGETHER
Integrated apps and services
Built for teams and networks
Real-time co-creation and sharing
Secure team and project sites
Modern meetings and voice
Personal and org analytics and insights
Corporate social networking
Web
conferencing
Broadcast
meetingsInstant
messaging
Content creation
& collaboration
Voice calls
Private social
network
Machine-based
learning
Mobility
Business
analytics
Web
conferencing
Broadcast
meetingsInstant
messaging
Content creation
& collaboration
Voice calls
Private social
network
Machine-based
learning
Mobility
Business
analytics
WORRY LESS
Innovative, trusted services
People-centric security
Privacy by design
Stringent compliance standards
Data control
Protected users and devices
•••
•
•••
•
•
•••
Secure
Comms
Web
Presence
Agility
DaaS
Protection
Workspace
productivity
Customer
Engagement
Enterprise
Mobility
Suite
Acronis
Backup
DaaS
Web
Business
Builder
IOVOX
Call
Tracking
Encryption
EmailArchiving
Enterprise
Mobility
Suite
IOVOX
Call
Tracking
Encryption
EmailArchiving
EmailArchiving
Encryption
Acronis Backup
DaaS
Web
Business
Builder
Enterprise
Mobility
Suite
IOVOX
Call
Tracking
Design
Migration
On-boarding
Support
Consultancy
Design
Migration
On-
boarding
Support
Consultancy
Your service
Your service
Your service
Your
service
Your
value
add
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