Monetizing the Public Cloud Platform Opportunity
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Transcript of Monetizing the Public Cloud Platform Opportunity
2011 EMEA
Monetizing the Public Cloud Platform Opportunity
Nelson GonzalezDirector – Windows Azure
Carolina UzcateguiSenior Partner Strategy Manager – Windows Azure
AgendaWindows Azure Partner OpportunitiesWindows Azure Circle Partner Program Overview
Windows Azure Incentive (SIP)Windows Azure Deployment ServicesSI Bid Architects
Open discussion
Partner Opportunities
Systems integration
Solutions
Cloud platform
enablement
Develop or migrate applications to Windows Azure for specific customersLaunch repeatable solutions on Windows Azure
OutsourcingDrive transformation of outsourcing deals through Windows Azure
Enable interoperability of Windows Azure with other customer cloud platforms
Share of SI’s Windows Azurerevenue (% of total)
Partner programs
Azure Circle
Solution Factory
Azure CircleWindows Azure EA amendment
Azure CircleHyper-V programs
FY11 FY13 (E)
70%
15%
5%
5%
45%
25%
20%
10%
Balance your business mixInvest to balance across short term and long term opportunities
Fast track deals• Longer sales cycle• Long term project• Core business
focus• Bigger revenue
Mega deals• Longer sales cycle• Long term project• Core business
focus• Bigger revenue
FY12 Windows Azure Circle Program
*For managed SIs with Architects
Azure Circle
managed SIs
250 SIs
Eligibility for:Solution Incentive Program (SIP)POC BIF Deployment Planning Services Vouchers (DPS)Discovery PackFree Developer and Test Resource
Developer, Architect and Sales Training Access to PSP activation kit contentNDA roadmap briefings
A completed PSP in the toolRevenue >$1K per QAll opportunities registered via PSX or GSXAt least one new Azure customer win (in the first 6 months)Readiness: 1 sales, 2 developers and 1 architect* ready on Windows Azure
What Partner “Gets”What Partner “Gives”
Windows Azure Circle – Platinum level
Azure Circle
Platinum Level
(Alliances or Large National
SIs)
20
Revenue: Commitment to drive significant Azure revenue $150K National SI$500K Alliance SI
Readiness: > 3 architects trained
SI dedicated Architect training classesTechnical and marketing support for developing repeatable solutions on Windows AzureMS Architect support for complex bid development Access to supplemental funds for POC development and marketing events
What Partner “Gets”What Partner “Gives”
Solution Incentive Payout Rates
10%
20%Premium*(Enterprise Edition &
Datacenter)Standard
(Standard and Workgroup)
Minimum deal size: SQL - $25K, Azure - $ 1kMaximum payout cap: $50K
25%
* SQL Server “Denali” solutions get 3% extra in payout
How SIP works
Solution Incentive Program (SIP)Solutions Incentives reward SIs for investing in practices supporting specific Microsoft solutions
Windows Azure Incentive
Azure Circle Partners with signed Windows Azure PSP in the tool
Microsoft will pay 25% incentive of the Windows Azure revenue (Windows Azure, SQL Azure, App Fabric individually or in any combination)Minimum opportunity size: $1,000 /quarter and paid out quarterly.($4,000 annualized revenue)Applies only if billing is to customer, not to partner.Max payout of $50,000 per opp. Multiple opportunities per partner are allowed.No rollover payments between Fiscal Years (nor from FY11, neither to FY13)Funds are limited and will be allocated on a first-come first-served basis
Program Overview
Eligible Partners
Criteria/ payout for
eligible deals
For more information
Deployment Planning Services - DPS
CAL Suites: STB Suites, SQL Server, Office , Visio, Project
Windows Azure DPSMgmt & Virt. DPS, SQL Server DPSDeveloper Tools DPS, Desktop DPSSharePoint DPS, Exchange DPSBusiness Value Productivity Services
Customers choose a qualifying partner to delivery DPSPartners are paid by Microsoft to deliver the services associated with this benefit
Free consulting. Let the experts train your team, help assess opportunity and plan deployment of your applications onto the Windows Azure. Access to Azure Circle partner around the world, who are trained and qualified by Microsoft
To CustomersCompensated by Microsoft for driving Windows Azure pre-sales engagement with customers, leading to follow-on engagement Access to a significant service revenue opportunity (+8,000 customers eligible for Azure DPS)
To Partners
How it works
Benefits
As part of Software Assurance benefits, customers can receive Windows Azure consulting engagements by qualified Microsoft partners or Microsoft Consulting Services (MCS)
SI Bid ArchitectsWho are the SI Bid Architects?
Sr. MS Architects focused on helping SIs develop & win large(> $ 300k MS Revenue) or competitive opportunities in the following workloads;
BI/ Data WarehouseApplication & DB MigrationCustom Application Dev. Internet SitesAzure (> $1000/month Billing)Private Cloud (>$200k MS Revenue)Dynamics XRM
How can they help you ?Drive visibility into net-new dealsTechnical bid developmentPOC assistanceIn-person bid defense
© 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows 7 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.