“Roughly one quarter of SBs
and one half of MBs plan to
shift their budgets to more
cloud spending over onpremise spending”
$
1. McKinsey&Co Winning in SMB Cloud, Jul 2011
2. Forrester MSP Market Overview, May 2012
3. AMI Partners Mar 25th 2012, US SMB Trends & Server Market Insights
-AMI
-50%
+28% YoY
Reduction in Costs for
SMBs moving to IaaS1
Annual Recurring
Revenue for MSPs2
“Partners are transforming their
business to increase the services
they offer to SMB”
- Forrester Research, 2013
Windows Server 2012 Partner TEI
An open and flexible cloud platform that enables you to quickly build, deploy, and manage
solutions across a global network of Microsoft-managed datacenters.
• Build applications using
any language, tool, or
framework
• Integrate public cloud
solution with the existing
IT environment
• 99.95% monthly SLA
• Automatic OS and
service patching
Usage-based services
App services
Compute
Storage
Caching
Identity
Service bus
Media
Virtual
machines
Websites
Cloud
services
Mobile
services
SQL
database
HDInsight
Tables
Blob
storage
Connect
Virtual
network
Traffic
manager
Network
CDN
Integration
HPC
Analytics
Data Backup in the Cloud
Deploy Applications within VMs
Orders
AP
Product
SharePoint
Provide easy, scalable data backup in
the cloud
• A range of applications: file servers,
SharePoint, SQL Server, Exchange
• Encrypted backups, Global Georedundant datacenters
• Quickly and easily provision more
storage for your customers as needed
Host Websites
CRM Acct
HR
SQL Server
Business
Databases Applications
Virtual
Machines
Leverage Microsoft Azure to quickly
deploy customer applications in
the cloud
• Cut infrastructure costs& Reduce IT
management burden
• Deploy Microsoft Workloads
(SharePoint Servers, SQL Server,
Domain Controllers) as well as 3rd
party business applications
Grow your business helping
customers move their websites to
the cloud with Microsoft Azure
• Quickly build, deploy, and manage
websites on an open and flexible
cloud platform
• Offer the peace of mind from
hosting on a global network of
Microsoft-managed data centers
kr
$
£
$
chf
€
руб
₩ ¥
TL
Global datacenters
$
Rp
Global support
Local account teams
Local currencies
kr
$
R
$
24 x 7 x 365 support Over 1 billion customers, 20 million businesses
90 markets worldwide
280 years of combined industry experience in infrastructure, security, product dev, and global ops
$
What is Azure in Open?
Monetary
commitment valid for
12 months
Applicable to any
Azure Service eligible for
Monetary Commitments
Business processes
follow existing Online
Services in Open
Available August 1, 2014
(with a price list preview on July 1, 2014)
One Monetary Commitment SKU, available in unlimited
quantities
Customers can purchase additional credit for Azure
services at any time
Can be used against any Azure service* within 12 months
from the date of activation
Available in countries with Open Volume Licensing
program partners and that offer Azure Direct
7
SKU Structure
Single SKU used for any eligible pay-as-you-go Azure Service
Unique SKUs for each Office 365 Plan, as well as Add-ons
Commitment
Monetary Commitment that expires 12 months from activation
Customers pre-pay for 12 months of service
Revenue Recognition
Billed Revenue: Value of total purchase
Adjusted Revenue: Pro-rated recognition (at launch), eventually move
to consumption-based
Billed Revenue: Value of total purchase
Adjusted Revenue: Recognition begins on service
activation with daily revenue recognition
Margin Structure
Business Processes
Reporting
Channel Impact
Aligned to cloud channel incentives for managed partners & distributor margin
(The FY15 guide will be released in June for the Global Channel Incentives Guide)
All Online Services in Open follow existing business processes
Leverage existing Distributor and VAR reporting constructs
• Single SKU provides flexible ‘building blocks’ to scale partner
business or customer services
• Top up and upsell opportunity for additional services
• Partners drive consumption with ongoing customer engagement
• Specific SKUs purchased for each service offering
• Renewal motions have annual anniversary
• Incremental seats added shift customer end dates
*Credit card top up will be available shortly after launch
Low barrier of entry with no investments in
complex billing systems
A consistent, familiar licensing option for
cloud services along with your on-premises
solutions
A flexible, consumption-based
purchasing model
New opportunities to grow margins and
deepen customer relationships
Capitalize on the
opportunity to
incorporate the
cloud into your
solutions and
services
Direct on azure.Microsoft.com
Pay As You Go
Zero upfront, cancel
anytime
No long-term
commitment
6- or 12-months
Monetary Commitments
starting at $500/mo
Open Licensing Programs
12-months
Flexibility with Volume
Licensing through a
familiar vehicle for SMBs
Opportunity for partners
to earn
margins/incentives
Enterprise Agreement
Longer-term
Offers additional
discounts and terms as
part of a deeper
commitment to the
platform
11
The best path to capitalizing on the major new business
opportunities enabled by cloud computing.
$
Increase profitability
with new lines of
business in the cloud
Deliver the right
solutions and services
to your customers
Build and deploy
quickly on a familiar
platform
Microsoft offers compelling competitive differentiation to customers
Single vendor across clouds – private, public and hoster
Single point of support for infrastructure, OS, services, and applications

Tenured experience and enterprise credibility
Single vendor for Infrastructure-as-a-Service (IaaS) and Platform-as-aService (PaaS)
SharePoint, SQL Server, and Windows Server run best on Microsoft Azure
Sign up for Ramp Up
virtual event
& get the technical
skills you need
Find marketing
content
on Ready-to-Go
http://aka.ms/AzureOpen
http://aka.ms/
SMBLearningPath
http://aka.ms/readytogo/azure
http://aka.ms/readytogo/bizanywhere
http://aka.ms/readytogo/datagoldmine
http://aka.ms/readytogo/belean
http://aka.ms/readytogo/cloudoptimize
Cloud Partner Community
14
What to
Test?
Azure Scenarios for SMB
Why?
Develop expertise now in a
controlled environment using
$100 of monthly Azure credits
at no charge
Where to
Start?
Partner Programs, Azure
Technical Scenario 101’s
Azure Benefits through MPN (MAPS)
Azure Benefits through MSDN
Azure 101’s
Azure Backup – Virtual Machines – Active Directory – Websites