building profitability in a cloud-first · pdf filebuilding profitability in a cloud-first...

Building Profitability in a Cloud-first Economy Session number: SP-2596

Date/time: July 27, 2016 11 - Noon

Speaker: Cheryl Salazar

Partner OfferBuilding an

MSP practice

The Managed Service Provider

(MSP) Opportunity

Cloud is Changing the Game

80%

45%

62%

$127B– IT’s WW public cloud services

spend by 2018 with a 22.8% CAGR1

0

20,000

40,000

60,000

80,000

2010 2011 2012 2013 2014 2015 2016 2017

Worldwide Cloud Software Revenue

22.8%CAGR1

1 Gartner, “Three Factors Will Significantly Impact Enterprise Cloud Use in the Near to Midterm Future”, http://www.gartner.com/newsroom/id/2581315, August 2013.

2 http://www.infosys.com/newsroom/press-releases/Pages/cloud-ecosystem-integrator.aspx and 3 http://www.infosys.com/newsroom/press-releases/Pages/cloud-ecosystem-integrator.aspx

4: 451 Research, 2014. Hosting and Cloud Study 2014 Hosting and Cloud Go Mainstream. Other sources: Gartner Press Release, “Gartner Says Nearly Half of Large Enterprises Will Have Hybrid Cloud Deployments by the End of 2017”, October 1, 2013; Forrester Research, Inc., The Public Cloud Market Is Now In Hypergrowth: Sizing The Public Cloud Market, 2014 To 2020. April 24, 2014

IDC eBook, sponsored by Microsoft, Successful Cloud Partners 2.0, May 2014

Service providers are in a unique position to capitalize on the opportunity

60%

45%

56%

$84.6B

52%

http://www.infosys.com/newsroom/press-releases/Pages/cloud-ecosystem-integrator.aspx

http://www.infosys.com/newsroom/press-releases/Pages/cloud-ecosystem-integrator.aspx

30%70%

Application

hosting

Managed

Services

Infrastructure

Hosting

Security

Services

* Split of total business revenue from hosting services

N=360, survey conducted by 451 research in late 2014

70% of total revenue comes from

managed services, security services and

application hosting. Service providers

are moving up the stack

1 TrillionMessages delivered every month with Event Hubs

100,000 New Azure customer subscriptions/month

20MillionSQL database hours

used every day

>5TrillionStorage transactions

every month

60BillionHits to Websites run on Azure Web App Service

425MillionAzure Active

Directory Users

57%Of Fortune 500 Companies

use Microsoft Azure

>50TrillionStorage objects

in Azure

1.4 MillionSQL Databases Deployed

In Azure

“Microsoft is

growing its cloud

revenue faster than

Amazon” – Business

Insider 2016

AWS revenue grew about

69% but Microsoft Azure

revenue grew by 127%

Azure

footprint

Azure

footprint

19

$

$

$

$ $

$

$1 Microsoft revenue = $5.87 partner attach

=

The largest compliance portfolio in the industry

HIPAA / HITECH

FedRAMP JAB P-ATO

FIPS 140-2 FERPA DISA Level 2 ITAR-readyCJIS21 CFRPart 11

IRS 1075 Section 508 VPAT

ISO 27001 PCI DSS Level 1SOC 1 Type 2 SOC 2 Type 2 ISO 27018Cloud Controls

Matrix

Content Delivery and

Security Association

Shared

Assessments

European Union

Model Clauses

United Kingdom

G-Cloud

Singapore

MTCS Level 3

Australian

Signals

Directorate

Japan

Financial Services

China Multi

Layer Protection

Scheme

China

CCCPPF

New

Zealand

GCIO

China

GB 18030

EU Safe

HarborENISA

IAF

http://www.asd.gov.au/infosec/irap/index.htm

http://www.asd.gov.au/infosec/irap/index.htm

https://www.fisc.or.jp/

https://www.fisc.or.jp/

Assess current workloads

Workload/network dependency mapping

Cloud TCO analysis

Cloud vendor feature and cost comparison

Cloud migration planning for

workload/data/apps

Cloud Strategy definition

Investment and training planning

Cloud ROI analysis

Dev-test and POCs

Migrate services/data/apps

Re-platforming and /or Re-factoring

App/workload testing

Staging and release management

Orchestrate and validate

Backup

Disaster Recovery

Patching

Config management

Identity management

Resource right-sizing

QOS checks

Monitor services

Monitor HW/SW

App performance

Log analytics

Cost optimization

Chargeback

Billing management

End point protection

Anti-virus, malware protection

Threat detection and analytics

SIEM/alerting

Web application firewall

24/7 support

Response time SLAs

Troubleshooting

Service health monitoring and

dashboards

Assessment &

Planning Migration Deployments

Infrastructure Management

MonitoringCost

Optimization Security SupportConfig

ManagementBackup & DR

Identity

Management

Automation/

DevOps

Application

Recovery Lift and shift

Solution

design &

architecture

support

OS updates,

upgrades and

patchingSnapshotting

Subscription

management

ARM template

authoring and

deployment

Basic

infrastructure

management

(OS, compute,

storage,

network)

Usage and

spendanalytics

Anti-virus/

Anti-malware 24/7 support

App

dependency

mapping &

visualization

Re-

platforming/

Re-

architecting

Dev-test,

POCs and App

performance

testing

Password

resets

Managed

Backup (Short-

term)

User access

and RBAC

management

Continuous

integration &

deployment

Advanced

infrastructure

monitoring

(basic +

firewall/DNS/

load balancer

etc.)

Spend

and usage

forecasting

Security

and risk

assessments

Uptime and

response SLAs

Azure TCO

analysis

App decom-

missioning

Auto-scale

design and

deployment

Resource

configuration

and policy

management

Long termdata

retention

User tagging

and change

management

Application

life cycle

management

Alerting/alarm

s with

response SLAs

Tagging and

audit trails

Intrusion

detection and

remediation

System health

monitoring

Migration ROI

analysis

Compliance

and regulation

support

Audit log

management

DR planning

and DRdrills

Single sign

on and

Multi-factor

authentication

Database

monitoring

Custom

invoicing

Security

information

and event

management

IT Service

and incident

management

Migration

planningDeployment

automation

Deployment

operations and

troubleshoot-

ing

Automated

failover and

restore

App

performance

monitoring Capacity

planning

and resource

optimization

Web

application

firewall Custom

control panels/

customer

portals

Log analytics &

alerting

Encryption

and key

management

Dedicated account management and architect support

Governance and planning

Compliance and regulation support

Conduct market and customer research

Create your business plan

Evaluate tools

Business planning

Offer design

Build POCs and test in Azure

Engage in training and certifications

Build the service offerings

• Pilot the offering

Marketing and sales enablement

Differentiate your offerings

Nurture the business

Go to Market

A-LA-CARTE PER VM/NODE % OF CLOUD SPEND PER USER/DEVICE

$ $$ $$$ $$$$

Example service catalog

ESSENTIALS

ADVANCED

• 24 X 7 support with 24 hr response

• Basic IT support (patching, updates, configuration

management, identity management)

• 30 day backup

• Proactive infrastructure monitoring and alerting

• Monthly health reports and dashboards

• Basic anti-virus and anti-malware support

• 24 X 7 support with 1 hour response times

• Shared TAM and architect support

• Basic IT support (patching, updates, configuration

management, identity management)

• Unlimited backup, self-serve-point-in-time

restore

• Proactive infrastructure, DB and app monitoring

and alerting

• Advanced threat analytics, anti-virus and

anti-malware support

• Real-time health reports and dashboards

• 24 X 7 support with 15 min. response times

• Direct access to L3 support

• Dedicated TAM and architect support

• Unlimited back, self-serve-point-in-time restore

• BCDR SLA – 15 mins RPO, 1 hr RTO

• Proactive infrastructure monitoring and alerting

• Proactive capacity planning, performance and

cost optimization

• Deep Security (WAF, DDoS, Threat analytics, anti-

virus, anti-malware, email and web protection)

• Proactive runbook authoring

• Advanced operational intelligence and custom

dashboard on usage, performance, governance,

and cost

Register your interest www.MicrosoftCSP.com

Visit http://aka.ms/cloudsolutionprovider to learn more

Microsoft has expanded the CSP program to more

partners with access to new Azure cloud services, more

markets and new capabilities.

Own the end-to-end customer lifecycle and

relationship with direct provisioning, billing, and

support of Microsoft cloud services.

Partners create the offer, set the price, and own the

billing terms with their customers.

Partners can attach and/or bundle their own

services with Azure.

Own and

Control the

Billing

Provision,

Manage and

Support

Sell

Integrated

Offers and

Services

http://www.microsoftcsp.com/

http://aka.ms/cloudsolutionprovider

ResellBundle &

Attach

App or

Hybrid

Solutions

Managed

Services

Solutions drive usage

Managed services drive profitability

• By default only the CSP partner has rights to CSP subscriptions

• Rights enable the management of Azure services in the Management Portal

• Partners can grant customers rights to subscriptions and services

• Customers then have control to create and manage services or subscriptions

• Partner needs to be aware of support responsibilities & account receivables

• Monitoring/ Management:Patching, Monitoring, Break Fix, Service

Management

Add new offers to your portfolio

Man

ag

ed

Serv

ices

• Usage management, capacity planning

• Optimization: Improved user experience,

Performance, BI Capabilities, Security, Billing

management, Dev Ops management

• Outsourcing: Migrations, Cloud Integration,

Workload discoverability

Hybrid Offers• Disaster Recovery

• Backup

• Capacity Bursting

• Identity & Access

Management

Geo ExpansionSupporting customer’s

growth without new capital

investments

New App

Development• Dev Ops framework

• App Life Cycle

management

• SAP/Oracle/Sharepoint

on Azure

Advanced Services• Azure ML

• HD Insight

• Advanced Analytics

• Modern DW

• IOT Suite

• Power BI

Resell• Multi-Cloud IaaS

• Dev/Test Scenarios

• Cloud Marketplace

Traditional

datacenter

management

Cloud managed services = More $$

START (50 - 100)

Exploring the product services opportunity, has begun

using MPNresources.

START

GROW (200)

Building a specialized services practice with some

customer success, making full use of benefits.

GROW

OPTIMIZE (300 - 400)

Strong specializations, maximizing complex

scenarios and cross-services practices.

OPTIMIZE

Technical Presales Assistance

Azure Ask the Experts

Azu

re.c

om

C+

E P

art

ner

Reso

urc

es

C+E University Online (webinars and MOOCs)

Partner Profitability Portal + SureStep Portal

Azure Mentor Program (invitation only)

Azure Sales

AssessmentPitch Perfect

SolutionAccelerator Practice AcceleratorBuild

Conference

Ww. Partner

ConferenceEnvision

Microsoft Partner University and Learning Paths / learning plan portal

Partner Learning Plan Consult StarterKit Deployment Consult Deployment Shadowing

Sales and

Presales

Practice

Leads &

Decision

Makters

On-demandonline In-persononlyOn-demand or live In-person or on-demand

START (50 - 100)

Exploring the product services opportunity, has

begun using MPNresources.

GROW (200)

Building a specialized services practice with some

customer success, making full use of benefits.

OPTIMIZE (300 - 400)

Strong specializations, maximizing complex

scenarios and cross-services practices.

Solution

Developers

Solution

Architects

IT

Implements

Channel 9 / MSDN / EdX

Partner Practice Enablementworkshops

Leverage Azure IURs

Technical presales assistance

Partner Advisory Services + Signature Support (CSS) + Advanced Support for Partners (CSS-paid offer)

CloudPlatform Comptency

Technical Assessments

CloudArchitects boot camps

(invitation only)

CloudPlatform Comptency

Technical Assessments

Labs on Azure forDevelopers



Build Conference

C+E University Roadshow

(invitiation only)

C+EUniversity Roadshow*

70-473 Azure Data

ServicesMCP

70-533 AzureData

center Infra MCP

70 -532Azure DevMCP

70 -534AzureArchitect

MCP

Dev.

events

Azure

events

Cloud

Platform

Immersion

Azure

Partner

Readiness

Catalog

Gro

w a

nd

Man

ag

e y

ou

r b

usi

ness

wit

hA

zure

IU

R

Clo

ud

Ro

ad

sho

w/

Ign

ite

Microsoft Virtual Academy/ EdX / Azure. Com / Microsoft PartnerUniversity

On-demandonline In-persononlyOn-demand or live In-person or on-demand

Join CSPAka.ms/CSPreadiness

Build a practice• Aka.ms/CSP-in-a-box

• Aka.ms/AzureMSPplaybook

Sample Channel Partners

Awards

For Infrastructure Services

Industrialized IT Operations™

4Global delivery centers

(1 in USA & 3 in India)

1M+ Incidents processed

per month

100,000+Customer devices

managed

1,000+ Customers managed

Compliance &

Certifications

11+ Years of experience in

industrialized

operations services

Our Channel Distributors100+Active MSPs

partnering with

NetEnrich

500+ Employees

80+ Industrialized SKUs

Sample CustomersStrategic Alliance

SAGE ASSESSMENT

• Discover existing

SAGE

deployment

• Discover SAGE

modules /

Version installed

• Sizing on Azure

SAGE MIGRATION

TO AZURE

• Plan for SAGE

migration to

Azure

• Run pre-req tasks

to initiate SAGE

migration to

Azure

• Deploy Azure

RDS environment

• Migrate SAGE to

Azure

SAGE INTEGRATION

• SAGE CRM

integrations

• SAGE third party

application

integrations

MANGED SERVICES

FOR SAGE

• Monitoring of

SAGE

environment

• MACD

Administration

• Health Check

Discover Assess Recommend

SA

GE C

APA

CIT

Y

ASSESSM

EN

TSA

GE 360

ASSESSM

EN

T

• Discover customer’s existing

Sage environment

• Discover all Sage modules

installed

• Understand the deployment

model of Sage

• Discover the BCDR strategy

currently used

• Evaluate Sage deployment

mode on Azure

• Recommend infrastructure

sizing on Azure

• Recommend backup/disaster

recovery strategy in Azure

Everything in capacity planner +

• Discover end user workstation

configurations (shared drive

map) & browser configuration

• List out remote user

connectivity to Sage

environment

• Evaluate remote user

connectivity to Sage on Azure


• Assess database migration

strategy

• Assess authentication

mechanism (Windows/Sage

ID/Both)

• Assess Sage CRM integration

• Assess 3rd party integrations


• Recommend database

migration on Azure

• Define CRM migration strategy

• Define 3rd party integration

strategy

Sage Assessment Scope Sage Capacity

Assessment

Sage 360

Assessment

Review current Sage installation (modules installed, deployment model and Sage

version)

Assess infrastructure, network and storage

Assess remote user access methods to Sage

Review current BCDR strategy implemented in Sage environment

Recommended sizing and Azure costs

Discover & publish any third party integrations or extended solutions in Sage

environment

End user workstation assessment (shared folder/browser version…)

Assess license requirements

Access authentication mechanism (Windows integrated/Sage ID/BOTH)

Database evaluation (MS SQL, Pervasive.SQL, Oracle)

Sage CRM evaluation

Migrate

Sage 100

Migrate

Sage 300

Sage CRM

Integration

Sage 3rd party

Integration

Setup Azure AD sync

(optional)

Setup Azure RDS

infrastructure

Migrate on-premise

Sage data to cloud

Setup Sage 100 in

Azure

Enable end-user

workstations to work

seamlessly with Sage

in Azure

Setup Azure AD sync

(optional)

Setup Azure RDS

infrastructure

Migrate on-premise

Sage data to cloud

Setup Sage 300 in

Azure

Setup Sage CRM

Enable end-user

workstations to work

seamlessly with Sage

in Azure

Setup Sage CRM on

Azure

Integrate Sage CRM

with Sage 100 and/or

300 on Azure

Setup 3rd party

applications in Azure

Integrate 3rd party

applications with

Sage 100/300 on

Azure

1 2 3

+

4

Plan SETUP UAT Go-Live

• Outline Sage on Azure

Implementation plan based

on assessment report**

• Create project plan with high

level milestones

• Sign-off with customer on

implementation plan

• Detailed assessment of

current environment to

capture additional Sage

deployment details

• Write sanity test cases that

needs to be tested as part of

UAT

• Configure VPN

• AD sync in Azure (optional)

• Install remote desktop

service (RDS)

• Test through RDS

• Check for latest backup

• Provision Azure resources

• Prepare for data migration

• Migrate Sage 100 to Azure

• Configure all Sage modules

• Assist end user workstations

configurations to connect

with Sage in Azure

• Validate sanity test cases

(IT/connectivity cases)

• Validate backup replication

jobs are up & running

• Monitor live performance

• UAT owner to evaluate end

users connectivity,

functionality and usability of

Sage

• UAT signoff from customer

• Notify customer end users on

the migration cut over date

• Freeze Sage

• Finalise data migration

• Closure document

• Publish test case results

• Publish known

limitations/constraints

• De-provision on premise

infrastructure

** Sage assessment report – Input to Sage migration service

Plan SETUP UAT Go-Live

• Outline Sage 300 and Sage

CRM on Azure

Implementation plan based

on assessment report**

• Create project plan with high

level milestones

• Sign-off with customer on

implementation plan

• Detailed assessment of

current environment to

capture additional Sage

deployment details

• Write sanity test cases that

needs to be tested as part of

UAT

• Configure VPN

• AD sync in Azure (optional)

• Install remote desktop

service (RDS)

• Test through RDS

• Check for latest backup

• Provision Azure resources for

Sage and CRM module

• Prepare for data migration

• Migrate Sage 300 to Azure

• Migrate Sage CRM Program

to Azure

• Migrate Sage 300, Sage CRM

database and shared data to

Azure

• Configure all Sage modules

• Assist end user workstations

setup to connect with Sage

in Azure (optional)

• Validate sanity test cases

(IT/connectivity cases)

• Validate backup replication

jobs are up & running

• Monitor live performance

• UAT owner to evaluate end

users connectivity,

functionality and usability of

Sage

• UAT signoff from customer

• Notify customer end users on

the migration cut over date

• Freeze Sage

• Finalise data migration

• Closure document

• Publish test case results

• Publish known

limitations/constraints

• De-provision on-premise

infrastructure

** Sage assessment report – Input to Sage migration service

Standard Entitlements for NetEnrich Services for Sage NetEnrich

Sage “Premium”

Partner Portal – monitoring, management, tickets, session recordings, remote console, reports,

executive dashboard, private branded, on-demand, weekly & monthly reports, two-way integration

with Autotask or ConnectWise

24x7 monitoring, alert filtering & prioritization of Azure instances and applications from NOC

(ISO27001 certified)

15 minute response for critical incidents during business hours

Troubleshooting and full remediation of cloud instances including spinning of new instances &

restorations

Root cause analysis of critical issues

3rd Partner vendor tech support

Windows and application patching

Backup job checks and remediation

Advisory Services: NetEnrich Azure expert who understands client’s Azure workloads will run quarterly

assessment of cloud environment and provide recommendations (if any) to optimize cloud

infrastructure

• General Ledger, Accounts payable, Accounts receivable, Fixed assets, Bank re-

consolidation, paperless-office, Federal & State efiling, reportingFinancial & Accounting

• Inventory Management, Sales order, purchase return, return merchandise authorization,

bar code, credit card processing, sales taxDistribution

• eBusiness Web Services , eBusiness MangerEcommerce

• HRMS, Job cost, Electronic reporting, Payroll, direct deposit, Timecard, Federal and State

efilingResource & Project Management

• Bill of material, Material requirements planning, work orderManufacturing

• Business Alerts, Business insights dashboard, Explorer, Insights, reporters, Crystal

reports, Custom office, Business Intelligence, Visual integrator

Business Intelligence and Integration

Tools

• Sage CRMCustomer Relationship Management

NetEnrich Sage experts would migrate one or all of the Sage modules to Azure

• General Ledger, Multicurrency Management, Accounts Payable, Fixed Assets Management, Accounts

Receivable, Sage Active Planner–Budgeting and Allocations, Sage Active Planner–Budgeting and

Allocations, System Manager , check and form Printing, Document Management, Payment ProcessingCore Accounting

• Multiple Language and Localization support, G/L Consolidations, Multicurrency

Manager, Inter-Company TransactionsMultiCompany and Global Operations

• Sage CRM, Sage CRM Marketing Management, Sage CRM Sales Management, Sage

CRM Customer ManagementCustomer Relationship Management

• Inventory Control, Order Entry, EDI by True Commerce, Purchase Order, SalesTax by

Avalara, Warehouse Management by Accellos, Return Material AuthorizationDistribution

• Project and Job Costing, Service Manager by Technisoft, Sage TimesheetProject and Service Management

• Sage SAP Crystal Reports, Financial Reporter, Insight, Alerts, Inquiry Tools, Business

Intelligence, Document Management by AltecERP Business Intelligence

•

• Payroll, Sage Employee Self Service, Sage HRMS Train, Sage HRMS, Sage HRMS Org

Plus.Human Resource and Payroll

NetEnrich Sage experts would migrate one or all of the Sage modules to Azure

Remote Users

Remote Monitoring & Managed Services

NetEnrich

Microsoft Azure

SMB Business

Products Description Quantity Extended Cost

Sage Capacity Assessment +

Application Migration

Sage Capacity Assessment Assess up to 2X Servers 2

Sage Application Migration 1x Application servers Migration (App &

Database) + Application management for 3

months

1

Front-end servers management services for 3

months

1

SQL Database management services for 3

months

1

Total Package Cost ~ $2,000.00

Contact NetEnrich

Phone

602-680-9563

Email

[email protected]

Website

www.netenrich.com

44

Thank you!

#SageSummit

Thank you for attending this session!

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PLACEHOLDER FOR ACTUAL LINK

Session code: SP-2596

Session title: Building Profitability in a Cloud-first EconomyContact: Cheryl Salazar ([email protected])

© 2016 The Sage Group plc or its licensors or its affiliated companies. All rights reserved. Sage, Sage logos, and Sage product and service names mentioned herein are the trademarks of

The Sage Group plc or its licensors or its affiliated companies. All other trademarks are the property of their respective owners.

The contents of this presentation were provided by the individual(s) and/or company listed on the title page.

The information and opinions presented in this presentation may not represent the positions, strategies, or

opinions of Sage. Unless explicitly stated, Sage is not responsible for the content herein and no endorsements

are implied.

© 2016 The Sage Group plc or its licensors. All rights reserved. Sage, Sage logos, and Sage product

and service names mentioned herein are the trademarks of The Sage Group plc or its licensors. All other

trademarks are the property of their respective owners.

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