| EMEA Channel Partner Conference 2014
| EMEA Channel Partner Conference 2014
| EMEA Channel Partner Conference 2014
Azure in EA – Drive for Simplification
Category
Challenge
Pricing
• Commitment discount was the product of VL
price level (A-D) and commitment volume(Tiered
discount in portal)
• Removal of tiered discounts for
Monetary Commitment
• CPS shows actual price and invoice confusion is eliminated
• Higher usage rates in place for consumption of
Azure in excess of monetary commitment
• Removal of Overage Pricing
• Commit SKU Price = Overage SKU Price
• Adoption of Windows Azure without risk
Sales
• 12 month order required at anniversary each
year.
• Challenges in top-up coverage alignment
• Same service alignment Challenges
• Inconsistency with all other OLS offerings
• Removal of 12 month subscription
term
•
•
•
•
Sales
• No flexibility when ordering coterminous, risk of
overcommitting and losing money
• Inconsistency with all other OLS offerings
• Added option to increase or
decrease commitment at
anniversary
• Minimize customer risk
• Alignment with all other OLS offerings
Pricing
• Future Pricing table more than 50% of an Azure
CPS
• Large manual effort to enter all future SKU’s
• Removal of Future Pricing Table
on CPS, now optional
• Future pricing table only required now for discounting
• Portal records/manages prices, reducing risk of ops errors/corrections
• (SSA) Same Service Alignment Bug generated
large volumes of credit and rebills to correct
Azure coverage periods
• SSA bug resolved
• Elimination of credit and rebills to fix incorrect coverage dates
generated by system
Pricing
Operations
Change
Services
What this means for customers
Reduced credit and rebills
Eliminated confusion when topping up
Increased flexibility with less manual touch
Alignment with all other OLS offerings
Reducing order complexity in Azure program ● Reducing order corrections for Azure customers ●
Driving broad activation of Azure by EA customers ● Providing friction free access to Azure for EA
customers ● Aligning Azure to EA purchasing motion ● Helping customers understand their Azure needs
Channel Incentives
Microsoft | EMEA Channel Partner Conference 2014
| EMEA Channel Partner Conference 2014
Windows Azure Global Footprint
24 x 7 x 365 support.
7
90 markets worldwide.
Services
Channel Incentives
>$1bn invested in Azure expansion in 2014
Microsoft | EMEA Channel Partner Conference 2014
We are going to the
cloud (fast)
201
2
201
3
Apps are going SaaS
(both packaged & custom)
201
4
The partner channel is the
key to success
| EMEA Channel Partner Conference 2014
Majority of revenue
generated by channel
Customers are relying more on
Distributors for value-add
Partners are beginning to host
solutions for customers
| EMEA Channel Partner Conference 2014
| EMEA Channel Partner Conference 2014
Let’s Break New Ground Together.
Provide your feedback on the sessions through the
Conference App and be eligible to win one of five
Nokia Windows Phone 8
ALL Partners who provide feedback through the
Conference App will receive a one year subscription
to Office 365 Home Premium
Visit the Conference App now at
partnerconferenceapp.com
| EMEA Channel Partner Conference 2014
© 2014 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 presentations. 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 CONFIDENTIAL – FOR PARTNER
USE ONLY. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.