Cloud optimize
your business with
Windows Azure
Partner overview
1
Contents
2
Reimagining the
enterprise:
Microsoft Cloud OS
3
Industry trends driving IT pressures
Can I enable
employees to work
from virtually
anywhere?
How can I evolve
my business apps
to meet new needs?
How do I help my
business make faster
decisions?
How can I ensure
my infrastructure will
scale to meet
demand?
4
Transforming IT to address new questions
• 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 System Center
5
Hybrid design differentiates Microsoft’s Cloud OS
Flexible development
Customer
Unified management
ONE
Microsoft
Consistent
platform
Service
provider
Common identity
Integrated virtualization
Complete data platform
Microsoft System Center
6
Windows Azure
overview
7
Windows Azure Infrastructure as a Service (IaaS)
At-A-Glance
8
Windows Azure Platform as a Service (PaaS)
At-A-Glance
9
Why now is the time
to sell
Windows Azure
10
Take advantage of the
tremendous market
opportunity for the
public cloud to grow
your business
$43.3b
US public IT cloud services
revenue in 2016
5X
Growth rate of public IT cloud
services revenue as compared
to IT industry overall
18.5%
US 2011-2016 CAGR
45%
IT budget devoted to
cloud initiatives in 2016
81%
US companies already using
public cloud
85%
Number of new IT firms that
will start their business on
public cloud in 2013
Source: IDC Server Workloads Study 2013
Source: IDC 2013 WW Server Tracker
Source: IDC, Gartner, Northbridge and GigaOm survey, Team analysis
Source: Morgan Stanley % of respondents expecting to use IaaS by YE2014 – By Vendor
(Greater than $1B)
11
Growing your business with Windows Azure
• 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
12
Key sales scenarios
13
Top Windows Azure business opportunities
Hybrid cloud storage
SQL Server development and
test
SharePoint development, test
and production
SQL Server disaster recovery
and backup
Identity and access
management
14
Avg. deal
size
Solution
Value proposition
Top Windows Azure Business Opportunities
Hybrid cloud
storage
SharePoint dev,
test, and
production
• Single solution for
archive, backup and
disaster recovery
• Compresses data up to
90% from on-premises
solutions
• Cost reduction up to 80%
SQL
SQL dev / test
SQL backup
Identity and access
management
• 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
• 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
• On-demand capacity and
scalability
• Built-in high availability
for primary storage,
backup, archive and
disaster recovery (DR)
• Cost-effective,
geo-redundancy
• 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
Windows Azure with
StorSimple
Windows Azure (IaaS)
Windows Azure (IaaS)
Windows Azure
(IaaS and storage)
Windows Azure Active
Directory;
Windows Azure multi-factor
authentication
$50K - $200K
$35K - $ 200K
$25K - $150K
Backup - $15K – $50K
$3K - $5K
Data recovery –
$50K - $200K
15
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% from
on-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
You can get additional Azure credits, deployment funding, and the StorSimple appliance for commitments upwards of $50K
Customer offers
1
2
3
4
Starter offers for IaaS/PaaS (valid through 3/31/2014)
Offer commit1
Additional Windows Azure credit Deployment
with promotion2
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
StorSimple support
appliance
Deployment accelerator3
$50,000
One 7020
1 year Gold
$2,000 (remote install)
$4,000 (onsite install)
$50,000
One 7020 or
One 7520
3 years Gold or
1 year Gold
$2,000 (remote install)
$4,000 (onsite install)
(42 CPS units)4
(84 CPS units)4
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 $12K
Available from Nov 1; any monetary bonus remaining at end of annual subscription period will expire; one bonus per qualifying enrollment, per customer
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
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
•
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)?
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
Starter offers for IaaS/PaaS (valid through 3/31/2014)
Customer offers
1
2
3
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
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
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 $12K
Available from Nov 1; any monetary bonus remaining at end of annual subscription period will expire; one bonus per qualifying enrollment, per customer
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
•
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
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.
The answer
Windows Azure (IaaS)
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
Starter offers for IaaS/PaaS (valid through 3/31/2014)
Customer offers
1
2
3
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
• 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
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 20
to extend scope of work
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 $12K
Available from Nov 1; any monetary bonus remaining at end of annual subscription period will expire; one bonus per qualifying enrollment, per customer
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
•
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 backup
Situation
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.
The answer
Windows Azure (IaaS)
Avg. deal size
Backup - $15K – $50K
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
Data recovery - $50K – $200K
Starter offers for IaaS/PaaS (valid through 3/31/2014)
Customer offers
1
2
3
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
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
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 $12K
Available from Nov 1; any monetary bonus remaining at end of annual subscription period will expire; one bonus per qualifying enrollment, per customer
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
•
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?
Identity and access management
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
The answer
Windows Azure Active Directory (WAAD); Windows Azure Multi-Factor Authentication (MFA)
Avg. deal size
WAAD
$3K – $5K
Why Windows
Azure?
• Enable single sign-on across multiple cloud applications
• Integrate with on-premises Active Directory
• No on-premises Active Directory
• Security & compliance risks associated with users accessing
on-premises or cloud applications from various devices
MFA
$2/user per month
• Create and manage identities in the cloud
• Help secure access to on-premises and cloud apps
Starter offers for IaaS/PaaS (valid through 3/31/2014)
Customer offers
1
2
3
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
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
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 $12K
Available from Nov 1; any monetary bonus remaining at end of annual subscription period will expire; one bonus per qualifying enrollment, per customer
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
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?
Windows Azure offers*
Customer
commits
Customer
gets
Partner
may get
Partner
gets
Upfront Azure
commitment**
Starter offer:
Promotional credit***
Cloud OS Accelerate
(COSA)****
Starter offer:
Deployment
accelerator*****
$15,000
$25,000
$50,000
$100,000
$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
*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.
26
Windows Azure offers*
Customer
commits
Customer
gets
Customer
gets
Upfront
commitment**
StorSimple***
(server)
eVault****
(device)
$25,000
N/A
• 1K Endpoint Protection
licenses for 6 mos.
• 6 mos maintenance &
support
• Customer pays $5,750 for
deployment
$50,000
• 1-7020 StorSimple appliance
• 1 yr. Gold Support
• $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
• $2,500 promotional credit
$100,000
• 1-7020 StorSimple appliance with 3 yrs. Gold Support
OR
• 1-7520 StorSimple appliance with 1 yr. Gold Support
• $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
• $8,000 promotional credit
• $8,000 promotional credit
• 1 yr. maintenance and support
•
•
•
•
Customer
gets
CommVault**** • 32TB Simpana archiving for 1 yr. • 64TB Simpana archiving for 1 yr. • 128TB Simpana archiving for 1
• 1 day remote deployment
yr.
• 2 days remote deployment
(server)
• 1 yr maintenance and support
• 4 days remote deployment
Partner
delivers
StorSimple
Deployment
accelerator***
• 1 yr. maintenance and support
N/A
$2,000 remote install
$4,000 onsite install
$200,000
($160,000 for CommVault only)
$2,000 remote install
$4,000 onsite install
10TB Simpana backup for 1 yr.
22TB Simpana archiving for 1 yr.
2 days onsite deployment
1 yr. maintenance and support
$2,000 remote install
$4,000 onsite install
*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.
27
Next steps &
resources
28
Get started today!

Use Windows Azure
for your own
environment
Create an app and scale on
the dev/test offer
Faster speed to market
• Get Windows Azure
credits to use for your
internal applications
• Check out the MSDN
dev/test Offer

Enhance your
Windows Azure
skills
Certify your skills and
certify your apps
High-value services &
exclusive partner benefits
• Investigate earning a
competency

Upload existing
apps as virtual
machines
Upload your existing apps
to the cloud in Virtual
Machines
Reduced costs &
faster speed to market
• Learn how to create a
virtual machine
• Review new content –
battlecards, datasheets,
and more
For more information about Windows Azure, visit the website, or call 1-800-867-1389 (US)
Learn more about Cloud OS resources

Design new apps
natively on
Windows Azure
Add to your existing apps
and develop new ones on
the Windows Azure
platform
Reduced costs &
faster speed to market
• Download the Windows
Azure training kit
• Check out our forums,
sample applications, and
downloads

Take advantage of
Microsoft go-tomarket programs
Reach new customers,
advertise, and get your
apps discovered
Extended market reach &
faster speed to market
• Become a Microsoft
partner
30