The Cloud opportunity in SMB...The Cloud opportunity in SMB 3 Annual recurring revenue for MSPs2...
Transcript of The Cloud opportunity in SMB...The Cloud opportunity in SMB 3 Annual recurring revenue for MSPs2...
The Cloud opportunity in SMB
3
Annual recurring
revenue for MSPs2
Reduction in costs
for SMBs moving to
IaaS1
“Partners are transforming their
business to increase the services they
offer to SMB”- Forrester Research, 2013
Windows Server 2012 Partner TEI
1. McKinsey & Co Winning in SMB Cloud, Jul 2011
2. Forrester MSP Market Overview, May 2012
-50% +28% YoY
Partner quadruples
margins with managed
services on Microsoft cloud
CCB’s transformation from reseller to solution
provider began two years ago when they started
recommending Office 365. Today, they offer a wide
range of cloud services, including VMs,
applications, and websites on Azure.
The managed services model keeps CCB in close
contact with customers, enabling them to identify
needs and sell value-added solutions.
PARTNER PROFILE
Years in business: 20+
Central location: Racine, Wisconsin
Employees: 60
Target customer: non-profits/SMB
www.ccbtechnology.com
“We used to ship a server, get 5% and not
see the client again for 7 years. With Azure
we get more margin on the product, then
add setup, migration, and managed
services on top. Our services margin is
around 60%.”
Patrick Booth, President, CCB, Inc.
Increased margins from 5% on hardware and software
resale to 20% on Azure1
Shortened deployment time thanks to Azure templates
and automation, improving customer satisfaction
More consistent contact with customers uncovers
opportunities and increased solution sales
4
The partner opportunity in Corporate Accounts
SharePoint on Azure
Migrate custom SharePoint sites to the Cloud to inter-operate with O365
Customer pains: Set
Hybrid Identity Management
Single sign-on for all apps including thousands of internet apps.
Customer pains: Multiple authentication for end usersElongated sign-on timeExtensive and expensive IT management
What we offer: Single sign-on across multiple cloud applicationsSimple integration with on-premises ADEasily create and manage identities in the cloudFlexibility to leverage social tools and identities
Azure Partner Sales ScenariosStorage/DR/Backup
Reduce storage TCO by 60%-80%,
Customer pains: Data growth and data management complexityBack-up issues Untested Disaster RecoveryEliminate tape backups
What we offer: Consolidate primary, archive, back-up and DR through seamless integration with AzureLeverage integrated solutions with StorSimple, Hyper-V Replica, SQL, Veeam, Commvaut, eVault, etc.Azure Site Recovery services
Custom Web Sites on Azure
Build highly scalable web sites for immediate campaigns
Customer pains: High infrastructure costsLimited datacenter capacityHard to plan for capacity for Web trafficHigh expense for Web campaigns or pilots
What we offer: Azure Web Sites allow you to quickly design and deploy highly scalable, redundant custom web sites with zero capital investment.Leverage our partner SiteCore for Cloud-based campaigns
ERP Systems on Azure
Test, Develop and Run MS Dynamics, SAP, Oracle Apps, Custom Apps
Customer pains: Long set-up timesHigh infrastructure costsLimited datacenter capacityHard to replicate production
What we offer: Microsoft Azure has been certified by industry leaders such as SAP, Oracle, Dynamics.Azure is Best-in-Class cloud architecture to run your ERP systems in full Cloud or Hybrid scenarios.
Data & BI – Big Data
Burst BI computations to the Cloud, run DR for your DBs, integrate Hadoop (HDInsight), Oracle, etc.
Customer pains: High cost of business and data insightComplex environment to manageLimited number of users due to high costs
What we offer: Quickly build a Hadoop cluster in minutes with Azure HDInsight. Achieve elastic scale out across thousands of databases
Mobile/Media/Custom Apps on Azure – (PaaS)
Develop for iOS, Android and Windows phones and tablets. Run highly scalable apps that self-manage.
Customer pains: Need a mobility solution for our legacy apps
What we offer: Mobile Services provides a scalable and secure backend that can be used to power apps on any platform–iOS, Android, Windows or Mac. Easily store app data in the cloud or on-premises, authenticate users, and send push notifications, as well as add your custom backend logic in C# or Node.js.
Customer pains: Hard to predict resources required for a Mobile app
What we offer: Easily configure built-in auto scale for both Mobile Services and Notification Hubs to match your app needs.
Customer pains: I need to deliver rich media to my users/customers
What we offer: Securely upload, store, encode and package video or audio content for both on-demand and live streaming delivery to a wide array of TV, PC and mobile device endpoints
Infrastructure on Azure (IaaS) – Stretch Your Datacenter
Dev & Test, Production, Staging. Migration testing for WS2003, SQL, SAP, Oracle, 3rd party apps. On-demand resources managed by familiar tools.
Customer pains: Long set-up timesHigh infrastructure costsLimited datacenter capacityHard to replicate production testing
What we offer: Azure VMs to run test & dev workloadsSeamless and secure networking optionsLower development costs and greater agilitySpeed to Innovation
Customer pains: I want to run my office applications as a remote app to be shared by remote users on all devices
What we offer: Azure RemoteApp provides a Cloud-based host for your apps accessible via RDS from any PC, Mac, phone or tablet device.
Customer pains: Windows Server 2003 is end of life… how do I remain compliant?
What we offer: With Azure you can “lift & shift” your WS2003 apps to run in the Cloud. Leverage our partners AppZero and Apprenda to easily run those proprietary apps on Azure.
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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
Windows Server 2003 EOS - Resources Ready to Go!
Ready to Go Resources:
• Digital Assets
• Migration approach videos
• Telesales Guide
• And more…
FY15 Azure EA Offers-Get started with Azure
Minimum commitment of $50,000
Credit added to Azure account based on actual
consumption with in the first 90 days
Credit of 100% of Azure usage
within the first 90 days of
enrollment
Max bonus of 25% of initial
commitment
Renewal must be 150% or greater of month 12
run rate
Bonus of 100% of net new Azure usage within
the first 90 days of enrollment—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
Funds to cover the cost of StorSimple appliance
installations from ASAP
Paid directly to StorSimple partner after
engagement
Available for all ASAP customers
Deployment Offer$4,000 per StorSimple appliance at different customer
locations
First Install per
Location
Additional
Installs$1,000 for each additional StorSimple appliance deployed at
the same customer location
Offers expire on Dec. 31, 2014
$25Kcustomer and/or partner EA consumption
3 unique Microsoft Azure customer references*
One certified individual
$100K customer and/or partner EA consumption
5 unique Microsoft Azure customer references*
Gold competency fee at reduced rate
Two certified individuals
Microsoft Azure IURs - $500/mo credit (additional to $100 core)
Eligibility for Azure Deployment Planning Services
Priority Placement in Pinpoint Marketplace
Account management
Microsoft Azure IURs – $250/mo credit (additional to $100 core)
*Silver entry fee promotional through June 30, 2015
Req
uirem
ents
Benefits
GoldSilver
Unlimited Signature Cloud Support
Customer Satisfaction Survey
Introducing the Cloud Platform Competency
Marketing Resources available to youTypical Marketing Investments (list not exhaustive)
Events: in-person and online, seminars, roundtables
Executive Engagement: Targeted one-to-few/one-to-
one events; EBCs, MTCs, roundtables,
Telemarketing: list generation, post activity follow-up
Digital Audience Engagement: utilization of social
media, web syndication and SEO
Customer Immersion Events (CIE)
Integrated campaigns – proposition development, GTM
plan, multiple activities, post activity follow-up
Microsoft Marketing Made Easy (MMME)
• Free marketing consultancy service
• Paid for marketing activity - execution support to
help spend Jumpstart/TPM funds
Join the Partnering & Innovating in the Cloud community
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The ‘Partnering & Innovating in the Cloud'
community, brings together cloud & technology
entrepreneurs, educators and evangelists to support
your mission to cloud success.
With a full time community manager managing the
community, join us to collaborate with your peers,
establish partnerships, create new business models,
networking opportunities and to learn, share and to
innovate.
Available Azure partner incentives
• Business Investment Funding (BIF)
• Assistance with POC for Azure with 5x ROI+
• Solution incentive Plan (SIP)
• 20% monthly consumption for 24 months. Paid quarterly
• Azure Deployment Planning Days
• Assistance with consultancy days
• Through Partner Marketing
• Assistance with marketing planning and demand generation and joint go-to-market activities
• Access to the Microsoft Azure Partner team
• Assistance with issues, connecting to sellers and helping with building your Azure practice
So, to sum up
Review Azure partner
sales scenarios –
familiarise yourself with
them
Review Azure Resources
(Marketing, incentives,
offer) – identify what’s
available to you now
Review your list of
existing customers
Map your customers
needs and requirements
to the Azure Sales
Scenarios
Sign up to the Azure
LinkedIn community to
leverage shared
knowledge and insights
Start having
conversations with
customers
Leverage incentives and
support (is the customer
Microsoft managed? Do
you have a Microsoft
contact?)
Land first 3 opportunities
Gain Cloud Platform
Silver competency to
access a number of
Microsoft Azure partner
benefits!
Azure Readiness resources for partnersSales and pre-sales
• Azure BDM training – quarterly
• Azure Champions sales training – quarterly
• Azure Technical training – quarterly
• Sales Specialist Accreditation – 1 Day training – coming H2
• Pre-Sales Technical evenings – Technights – coming H2
• Cloud Platform Competency (Azure competency) – currently available
• Microsoft Azure Blogs
• Microsoft Azure Training
• Azure Technical Readiness
• Microsoft Azure on Microsoft Virtual Academy
• Microsoft Azure IaaS Estimator
• Microsoft Azure Training Kit
• Microsoft Azure Competency partner learning paths:
• Microsoft Azure Infrastructure Services (IaaS) overview Need MPN login
• Microsoft Azure Infrastructure Services (IaaS) technical resources Need MPN login
• Microsoft Azure documentation
• Microsoft server software support for Windows Azure Virtual Machines
• Microsoft Azure Trust Centre
• Microsoft Azure Legal SLAs, Service Terms, etc)
• Microsoft Azure purchase options
• Microsoft Azure Support Plans
Azure Readiness resources for partners
Q&A
Please meet the team outside this room
or on the Hybrid Cloud or MPN stands.