HOSTED
EXCHANGE SEATS
+1.2M
6.6M TOTAL SEATS
HOSTED LYNC
VOICE
HOSTED OFFICE
+93% 1
#
APPLICATION
IN SIZE &
GROWTH
HOSTED
SHAREPOINT
USERS GREW
+40%
Partner Private Cloud
Partner Public Cloud
Microsoft Public Cloud
Partner Private Cloud
Partner Public Cloud
Microsoft Public Cloud
1
Lower
SPLA
Pricing
Exchange Ent
Lync Ent
8%
SharePoint Std
3
Better Margins
on Productivity
Suite
34%
8%
2
Moving UM
Rights into
Exchange
Standard
Productivity Suite
Exchange Standard
SharePoint Standard
Lync Enterprise
savings of
33%
40% 52%
52% discount vs Stand Alone SKUs:
License cost per seat / month
• Exchange Standard
• SharePoint Standard
• Lync Enterprise
“Purchase Exchange and Lync, offer
SharePoint for Free”
• Productivity Suite SKU cost is 30% less than
Exchange Standard Lync Enterprise
1
2
Surround Exchange and Drive App Growth
Partners with other applications are seeing
stronger Exchange growth
Introduce Offers
Partners with greater App business diversity
are seeing stronger Exchange growth
Exchange
Share of Apps
Exchange
Growth
>80%
60-80%
40-60%
+14%
+25%
+47%
Accelerate GTM
Support and SLA
Integration
White
Label
Control
Panel
Value Added
Component
Network
Exchange
•
Web Hosting
VM Hosting
Database Hosting
Desktop Hosting
Application Hosting
Multi-
Multi-Tenant
Storage Spaces
Enterprise
Windows Azure
At-scale
Robust Linux
Tenancy
Virtual
with Tiering
Scalability &
Pack & SPF
management of
Integration &
Windows Server
Cross-Platform
R2
Management
Networking
Density
True Hybrid VMs
High-
Multi-node
RemoteFx
NUMA aware
In-box Service
Application
& VM Mobility
Performance
Hyper-V Replica
over WAN
scalability
Templates &
Performance
Runbooks
Monitoring
Live Migration
Lync
Partner customer base will require various deployment models.
Service Provider Offerings
Customer
Profile
Enterprise & Medium Business
Small & Medium Business
Multi-Tenant
Cloud
Office 365
Customer’s
Premise
Single Tenant
Cloud
“v-dedicated”
“PBX Replacement”
“PBX Replacement”
Unified
Communications
Lync to Phone
Service Provider
As Systems Integrator
Service Provider
As Private Cloud
Service Provider
As Public Cloud
Syndication
Reseller
Customer
Deployment
Model
DESKTOP
Desktop Hosting will be
18% of total VDI/RDS
market by 2016*
• CAGR of 86% from 2011
to 2016
The market moves towards
Cloud-based Desktop as a
Service (DaaS) solutions**
• 55% of current adopters use
DaaS
• 66% of future providers
intend to deploy DaaS
*IDC. Worldwide Workspace-as-a-Service 2012–2016 Forecast: The Emerging WaaS Market. Brett Waldmann, December 2012
**Schireson – Desktop Virtualization Segmentation Study
Are your customers offering a
Hosted Desktop with a
minimum of email and website
hosting?
Sell RDS in SPLA
Entry-Level Offers
Single App
Bandwidth
Constrained
Limited Storage
Low Cost
Commodity
Promote premium offers through fully
managed desktop and upsell to
additional licenses SKU’s such as
Office, Lync & Sharepoint
Premium Offer
21
Hosted desktop solutions
Accelerate Revenue
Cloud
Enabled by Microsoft’s VDI technology
SPLA:
• RDS Subscriber Licenses (SAL)
• Windows Server 2012 R2
Processor Licenses (PL)
• Office (SAL)
SaaS with SharePoint
Four Megatrends
Dominating the next decade
Social
Mobility
1 billion
smartphones by 2016,
350M of those being
used at work
40%
Growth in global data
generated in a year.
62% can’t use it for
effective decision
making.
66 %
SMB customers
are “on the road” to
cloud and 50% of
enterprise ...
82%
of the world's online
population engages in
social networking
Four Megatrends
Dominating the next decade
Addressing Customer Drivers
Share
Why SharePoint?
+5%
18 %
35%
Why SharePoint? Stay Relevant
Partner-Hosted SaaS LoB Apps by Solution Offerings
>10,000
■
■
■
Messaging only
Messaging, Communications
Messaging, Communications, Collaboration
100
<50
Partners
Solutions Offerings
Source: MSFT SPLA data, 2014
Leveraging ISV apps
for a rich SharePoint
solution
 Invest
and
Build
Forms
Enterprise Content
Management White Label
Custom Apps
Web Sites
Web Content
Management
Workflows
ISV
Customer Opportunity
Partner Echo System
Reach out
Key Players
Social
Stand out Offer
Portals
Complete offer
Parallels Automation SmartStart with
Windows Azure Pack
Parallels will help you with:
• Fixed Cost with WAP
deployment
• Dedicated SI/PS Parallels
• Multiple Deployment
experience
• PA Billing integration
• 60 day to full feature solution
Highly available Cloud OS Topology
Based on SPORK/PDT
Enables IaaS
Up to 25 VM Hosts
Price $7,500
More Info: www.schakra.com/wap
schakra






Microsoft Partner for 5+ years
Working with MS technologies
for 11+ years
Working with Azure since
2008
Global Delivery
Experience with syndication,
service delivery platforms
Experience working with
service providers such as:
Verizon, SingTel, CenturyLink,
BT
Partner Private Cloud
Partner Public Cloud
Microsoft Public Cloud
Cloud Solution Provider Program
Scenarios for Hosters
Systems Integration
Migrations and Deployment
Outsourcing
Office ProPlus
Lync Online
Intune
SaaS ISVs Apps
Private Clouds
Customization
Hosters Partners already offering a hybrid of Partner Hosted and Microsoft Cloud Services
July 2014
WPC Announcement | Invitation Only
Office 365
Windows Intune
48 geos
Additional Cloud Services, such as Dynamics CRM Online, Microsoft Azure
Public Sector
Additional geos
Provision new customers
Order & manage subscriptions
Admin-on-behalf-of
Enhanced transaction capabilities
Additional reports & admin tools
Enhanced customer service health & diagnostics info
HSP Apps Partner Playbook
Hosted Productivity GTM
Resources
Hosted Exchange on
TechNet
Lync GTM Partner Playbook
Lync on TechNet
SharePoint Partner
Playbook
Hosted environment
Planning
Help Hosters tell a Story
 Sales Reference Guides
 Sales Reference Cards
 Messaging & Copy Blocks
 Social Media
 Banners
 Email templates
 Landing Pages
Microsoft Partner Network Resources
Partner Marketing Center Hosting Service
Provider Campaign
40
Hilary Zaborski
Hosting Lead
Neeraj Sharma
Channel Executive
Jeff Lundgren
Channel Executive
John Carthy
Channel Executive
Charles Lippe
Channel Executive
Ian Cumming
Tele PAM
(Invenio)
Alla Burdo
Partner Technology
Strategist
Krzysztof Sokolowski
Licensing Solution
Specialist
Adam Longacre
Compliance Manager
Mignonne Olsen
Operations Manager
(IFG)
Barnaby Jeans
Partner Technology
Strategist
KP Rao
Partner Technology
Strategist
Canadian Hosting
https://www.yammer.com/cdnhosting/#/threads/index?type=following
Canada partner cloud summit
Profitability workshop :
• Calgary October 1ts
• Vancouver October 3rd
• Montreal October 17th
• Toronto October 9th
Hosting Pilot in a day workshop
Yammer
site
• Followed by series of webinars to deep dive into building blocks of
the solution
• Bounty for first production Cloud
QUESTIONS?
https://brandtools.microsoft.com
aka.ms/brandhelp
https://brandtools.microsoft.com/Resources/Presentations
slides@microsoft.com