get a fast start to your azure partnership with microsoft uk
TRANSCRIPT
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 1 | Page
Microsoft Azure
FAST START Get a Fast Start to your Azure Partnership with Microsoft UK
New to Microsoft? New to Microsoft Azure? New to the Microsoft Partner Network (MPN)? Want to become a
Microsoft Partner? Looking to build a new Microsoft Azure Practice? Not sure where to start?
Below is the Fast Start process to becoming a Microsoft Azure Partner in the UK. You should review this guide in conjunction with:
• Partnership Guidance - the excellent IDC & Microsoft series on building a profitable partnership.
• Industry Guidance – Get Industry insights from Microsoft and our Partners PWC, KPMG.
• Azure Practice Guidance – How to build a Cloud Practice (by Azure workload area)
• Marketing Guidance – How to SMART market your Azure practice in a Cloud first world
The document is made up of two sections, the Fast Start guide, and more detailed guidance:
SECTION 1 - Fast Start Guide
A quick run through on how to get an Azure Practice started (Pages 2-4)
START HERE:
ↆ Fast Start your Azure Partnership with Microsoft UK
SECTION 2 - Need to Know Deeper guidance on key items in the Fast Start Guide (Pages 5-25).
Microsoft
Partnering &
Programmes for
Azure
NEED TO KNOW A1:- Microsoft Partnership Expectations
NEED TO KNOW A2:- Microsoft Partner Network (MPN)
NEED TO KNOW A3:- Marketplaces & Partner Listings
NEED TO KNOW A4:- How do Customers purchase Microsoft Azure?
NEED TO KNOW A5:- How do Partners make money with Microsoft Azure?
NEED TO KNOW A6:- Profitable Partnering and Deal Acceleration with Microsoft Funds
Microsoft Azure
Education,
Enablement, &
Support
NEED TO KNOW B1:- Azure Basics, Get Started, Updates, Education & Training
NEED TO KNOW B2:- Azure Partner Practice / Workload Resources
NEED TO KNOW B3:- Best Practice, Blueprints, and Tools for the Partner Professional
NEED TO KNOW B4:- Access FREE Microsoft Azure
NEED TO KNOW B5:- Microsoft Azure Support Options for Customers and Partners
Microsoft Azure 101
&
Partner Guidance
NEED TO KNOW C1:- Microsoft Azure Factsheet
NEED TO KNOW C2:- Microsoft Azure Data Centre Regions
NEED TO KNOW C3:- Azure Trust, Security, & Compliance
NEED TO KNOW C4:- Customer Success Stories & Case Studies
NEED TO KNOW C5:- Microsoft Azure FAQ
NEED TO KNOW C6:- Microsoft Azure Compute Options
NEED TO KNOW C7:- Azure Pricing
Microsoft Guidance
NEED TO KNOW D1:- Microsoft & Digital Transformation
NEED TO KNOW D2:- GDPR (Coming Soon)
Document Notes:
• Location: - This guide will be updated monthly, and saved here: http://aka.ms/UKAzurePartnerFastStart
• Version – This document was published: 9-Aug-17
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 2 | Page
Microsoft Azure
Fast Start your Azure Partnership with Microsoft UK
1. MPN
Sign up to the Microsoft
Partner Network and
resources
The Microsoft Partner Network is the start of your journey. To become an Azure Partner:
1. Join MPN - Enroll your Organisation or Associate as an individual to an existing record.
2. Partner Next – Subscribe to Partner Next for essential skills and resources to sell cloud
services and grow your business with Microsoft
3. Utilise the UK Partner Concierge – to help navigate your partnership with Microsoft
4. Join Cloud SureStep - personalized step-by-step guidance for your journey to the cloud
5. Microsoft Action Pack – Buy Microsoft Action Pack to get a FAST Start. Full details here.
6. Cloud Platform Competency - Review the criteria for Silver / Gold Cloud Platform
Competency partner. This should be a key aim for gaining incentives & benefits. For FULL
details on MPN See Need to Know A2
2. SOCIAL
Join the Microsoft social
community and connect
with the team
Join up to the following feeds to access resources, events, and teams who can help you:
• Newsletters: Microsoft, MPN UK, Microsoft Azure, Cloud & Enterprise – Azure Practice,
• Blogs: MPN UK Blog, Microsoft Azure Blog, Scott Guthrie’s Blog,
• Twitter: @mspartnersuk, @mspartner
• LinkedIn: MPN UK on LinkedIn
• Yammer: Managed Partner Yammer Group, UK Cloud Service Provider Group
3. AZURE BASICS
Understand the Azure
fundamentals and give
it a try for FREE!
1. Understand the Azure Fundamentals:
• What is Microsoft Azure? Why not take a 3-minute tour of Microsoft Azure?
• What is the Microsoft Azure Portal?
• Read the Microsoft Azure Fundamentals Document and Webinar
• Check out the Get Started Guides for Developers and IT Ops
• Compare Azure IaaS vs PaaS vs SaaS
• Review Azure Services Map, & Interactive Azure Map, & Azure Solutions
• Learn the Azure position on Trust, Security, Compliance & Transparency, & Video
• Take a Virtual Tour of one of the Data Centres
• For a basic information on Microsoft Azure see: See Need to Know C1 onwards
2. How does Microsoft Azure stack up with AWS?
• An overview of AWS vs Azure,
• Microsoft Azure accounts, platform, and services for AWS experts
• Azure vs AWS Service mapping,
• Azure for AWS Professionals video series
• Check out the FREE Microsoft Azure for AWS Experts course
• Check out what the Analysts say
• Here’s how you should be choosing a Cloud solution provider
3. Get some Validation of Azure
• What do the Analysts such as Gartner and Forrester say?
• Understand who is using Microsoft Azure today: Customer Case Studies, Certified
Partners, Marketplace ISVs, and other ISVs & Partners. See Need to Know C4
4. Now Try Azure for FREE (For ALL FREE Azure Options See Need to Know B4)
• Get $200 of Azure usage for FREE here. Or utilize your FREE Azure via MSDN
Subscription or MPN or BizSpark allowance
• Access the Microsoft Azure Portal and sign up (Sign Up process) for a Pay-as-you-
Go Azure subscription
• Review the 5-minute Getting Started Videos for each Azure Service
4. AZURE SKILLS
Build or sharpen your
Azure skills
We have a regular schedule of Azure events that will be advertised on our social channels. For
FULL details on all Azure Training and Education See Need to Know B1, and check out the “Be
a Pro on Day 1” cheats in Need to Know B2
• Technical Team training:
• Partner Upskill site – A portal into the many options for both tech and sales training
• Azure Skills – Start with FREE access to our online course catalogue
• Microsoft Virtual Academy – Free online training on Microsoft Azure
• Microsoft Azure Readiness (Training) Kit – Presentations & Demos on Azure.
• Microsoft Azure on Channel 9 – Channel 9 video content targeting Azure
• Microsoft Azure “You Tube” channel – Azure’s YouTube channel
• Cloud and Proud Series – Daniel Baker’s Azure Sessions
• Microsoft Partner University – your new campus for training!
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 3 | Page
Microsoft Azure
• Azure Podcast series - Short podcasts on Microsoft Azure
• EVENTS: 1. Microsoft Events, 2. MSDN Events, 3. Microsoft Azure User Group
• Sales Team training:
• Partner Upskill site – A portal into the many options for both tech and sales training
• Azure Sales
• Pitch Perfect for Sales: Azure
• Classroom Azure Sales Masterclass – check out the MPN UK Blog for the latest
• Microsoft Azure Sales Training 1
• Microsoft Azure Sales Training 2
• Azure Sales Specialist (Fast Track)
• Azure Pre-Sales Specialist (Fast Track)
• Azure Trust Centre – Learn about Trust, Compliance, Security, & Transparency
5. SELECT A PRACTICE
Select, Connect, and
Invest in building an
Azure Practice
We BUILD skills, capability, offerings, products and managed services with partners by their
Primary Practice areas listed below. We have built a series of Practice books to help you get a
fast start. For FULL details on Partner Expectations See Need to Know A1, and for specific
Practice guidance See Need to Know B2
Azure Practice Overview of Practice
Cloud Infrastructure
& Management
Partners who focus on infrastructure provisioning, Hybrid
management, and cloud infrastructure management
Data Platform, Adv.
Analytics, & IoT
Partners who focus on BI, Analytics, Big Data, Data Platform
modernization.
Cloud Application
Developers
Partners who focus on Web & Mobile Application
development, Digital Media and DevOps workloads
Mobility & Security Partners who focus on Application and Data Access
Management, Mobility Management, and Threat Prevention &
Protection
6. DEFINE YOUR
SOLUTION
Define your Solution
and build out the
supporting Collateral
You have built the skills, defined your capability areas, and now you need to build and define
your Azure services/solutions. Key questions you need to ask and define are here.
1. Opportunity – Where is the Microsoft cloud opportunity for you?
2. Target Industry – Which industry are you targeting?
3. Target Customer - Who is it aimed at? Who is your perfect customer? What do they
look like? What are their Characteristics?
4. Business Problem - What is the business problem you are solving?
5. Solution - What is the solution? How does it solve the business problem?
6. Benefits - What is the benefits of your solution? Can you quantify it?
7. Value Proposition - What is your unique value proposition? What differentiates you?
8. Door Opener – What gets you through the door at the customer? e.g. Free Assessment
9. Deal Sizing & Profit – Price a small/medium/large deal (See Need to Know C7) 10. References - Are there transferable capability or references to support it?
7. AZURE COMMERCIALS
Identify the right Azure
Commercials for you
and YOUR customer
Understand how customers Purchase Azure (See Need to Know A4), and how Partners can
make money with Azure (See Need to Know A5) by using DPoR or CSP Azure Programmes:
Agreement Designed for: Overview
Digital Partner of
Record
DPoR
• Systems Integrators
• ISVs – Single Tenant Apps
Get a +7-20% rebate fee for
driving Azure Consumption under
a Customer’s EA/PAYG
Cloud Solution
Provider
CSP
• Managed Service Provider
• ISVs – Single Tenant Apps
Get up to a 15% discount, and
13% of Rebates for selling a
managed Azure services.
Enterprise
Agreement
EA
• ISVs – Multitenant SaaS
Apps
Access to Enterprise Portal and
other commercial benefits (Pre-
purchase and Hybrid Use Benefit)
8. FIRST CUSTOMER
Find your 1st, 2nd, and
3rd Customer
Use the following resources to land your first customer:
1. Marketing Concierge – Review the Microsoft UK Marketing Concierge agency offers to
drive leads in a mobile first, cloud first world
2. Build the Foundations with Smart Partner Marketing - The Smart Partner Marketing
programme is the foundation of marketing Microsoft solutions in a Cloud first world.
Assess your status, learn Smart Marketing principles, and execute Marketing tactics
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 4 | Page
Microsoft Azure
3. Use the MPN Programme - Here are some key resources to help you be successful:
• Case Study in a Box - write up customer case studies and publish to the MS site.
• Campaign Finder - Use customizable marketing and sales content
• Digital Stride - Be better positioned to reach more customers and generate more
leads with the power of digital marketing
• Social on Demand - get access to content directly from Microsoft UK which you can
tailor and share with your customer audience.
• Web syndication - Keep your website current with Microsoft content.
• Ready to Go marketing resources - Save time, save money, and get the tools and
support you need to reach your customers
• Run an Event - create event registration pages for events, automate customer event
reminders and leverage event content
• Microsoft Marketing Assets – Use Microsoft Marketing assets to drive interest
4. Build Awareness - and access customers by listing your services/solution in Partner
Centre or Azure Partner Directory or Azure Marketplace or AppSource. See Need to
Know B3
5. Marketing Fund and Campaigns - We have small amount of Marketing funds to spend
with New partners, if you have an idea for a differentiated marketing campaign,
complete the Campaign Template and send it in for review.
6. Existing Opportunities
• Microsoft Funding – How can we help you land existing pipeline on Azure? Use the
Microsoft Funding framework (See Need to Know A6) to accelerate the deal
• Existing Accounts – Share your existing customers under NDA, to see if any of
them are existing Azure users that we can jointly target?
• CoSelling with Microsoft – Jointly work with the Microsoft account teams to target
your “perfect customer”.
9. GET RECOGNITION
Get the recognition you
deserve
Closing opportunities is key for a successful partnership. Get the recognition you deserve:
1. Microsoft Validation – Get recognition for your hard work and effort by getting your
Employees Certified, Your Partner status promoted, or your solutions certified. For FULL
details on Validation See Need to Know A3
2. Digital Partner of Record (DPoR) – Ensure both your Azure Subscription and your
customer’s Azure subscription have your MPN ID assigned. Instructions here.
3. Win Wires – Tell Microsoft about the success you are having with your customers by
completing this win wire template for key wins.
4. Case Studies - Use the case study template to get an external facing case study
5. Microsoft Inpire Awards – Submit a nomination for one of the Annual Partner Awards
that are awarded at the Microsoft WW Partner Conference
10. PLAN FOR GROWTH
Build a business plan
for your Microsoft Azure
business
Building on your initial wins and recognition is vital for being a successful Microsoft Partner.
Here are a couple of items that will help you sustain that momentum:
1. Microsoft Partner Network – Get Microsoft Certified and Submit for Gold MPN Status
for the Cloud Platform Competency See Need to Know A2
2. Joint Business Plan – Show intent by completing one of these simplified Business Plan
3. Marketing Funds - if you have an idea for a differentiated marketing campaign,
complete the Campaign Template and send it in for review.
4. Customer Investment Funds (CIF) – Utilize our Funding framework to find opportunity,
and win competitive deals and new business. For FULL details See Need to Know A6
5. Share your Microsoft Azure Pipeline - Start sharing your Azure pipeline to get the Co-
Selling activity going (Example Opportunity Template). Once you become a managed
partner, this will be automated via Partner Connect.
6. P-Seller – For the most successful of Microsoft Partners, you can become part of the
Microsoft virtual sales & technical Teams as a pSeller. Ask your MS representative.
7. Partner with Partners – Find Microsoft Partners & ISVs on Partner Centre or Azure
Partner Directory or Azure Marketplace or AppSource or use Dynasource.
8. Azure Marketplace & Stores - Build IP and sell your repeatable solutions using Azure
Marketplace or AppSource as a Route to Market. For FULL list of Marketplaces and stores
See Need to Know A3
9. Azure Support – Review the Azure Support options to keep your customers engaged
and happy. For FULL details on Azure Support Models See Need to Know B5
10. Review your Microsoft Platform options – Explore the wider Microsoft portfolio to
enable you to create new offerings for your customers: Office 365, Power BI, Dynamics
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 5 | Page
Microsoft Azure
NEED TO KNOW A1: Microsoft Partnership Expectations for Azure Partners
For Microsoft Cloud Platform Competency Partners, here is what we are looking for from a partner over a 12-month period:
Microsoft Expectations 1 Month 6 Months 12 Months
Technical Sales Trained Staff 1 2 3
Azure Consumed Revenue ($) $0 >$30,000 >$100,000
Microsoft Partner Network Member Silver Gold
Partner Web Site updated “Support Azure” “Silver Cloud Partner” “Gold Partner + Case Study”
Azure Wins + Win Wires 0 1-2 3-5
Azure Case Studies 0 1 2
Marketing Campaign 0 1 2
WPC Attendance 0 NA 1 Attendee
WPC Award Nomination 0 0 1
In addition, Microsoft are keen to work with Partners who are building skills and investing in:
My Perfect
Microsoft Azure
Partner
• Building Industry Focused Cloud Solutions that focus on Customer Digital Transformation
• Creating IP, Offerings, frameworks, or Software based on the Microsoft Cloud
• Taking advantage of Azure Premium PaaS services e.g. Serverless, App Services, Functions etc
• Building an Azure Practice & driving long term Azure revenue as a Managed service provider
• Focused on New Customer acquisition and Azure Consumption growth
• Building credibility and a voice in market via Smart Partner Marketing methods
• Evangelises about the Platform and Partnership
Building Solutions
around Microsoft
Technology
• Modern Workplace Using Office 365 for Collaboration, Modern Desktop, Security & Compliance,
Cloud Voice
• Business Applications using Dynamics 365 Platform for Customer engagement, Operations and
Business Apps
• Applications & Infrastructure using Microsoft Azure for Application Innovation, Cloud
Infrastructure & Management
• Data & AI solutions using Microsoft Azure and the Data Platform for IoT and Analytics
Selling Solutions
in the Following
Industries
• Primary Global Commercial Industries: Financial Services, Retail, Manufacturing,
• UK Commercial Industries: Professional Services, Telco & Media,
• Public Sector: Local Gov’t, Public National Safety & Security, Education, Central Gov’t, Health
NEED TO KNOW A2: Microsoft Partner Network (MPN) & Azure
The Microsoft Partner Network is the foundation of your partnership with Microsoft. Here are some basic details on MPN:
• Microsoft Partner Network (MPN) – Homepage Overview
• MPN Overview Video – A quick run through of the benefits
• MPN Core Benefits - A list of the core MPN benefits offered for Silver and Gold members
• List of Competencies – A list of each competency, and the requirements and benefits for Silver and Gold
• MPN Terms and Conditions – Key terms (including the Confidentiality clause which you can use)
If you need help related to the Microsoft Partner Network:
Need Help with Microsoft Partner Network?
• Telephone: the MPN Regional Support Centre on: 0800-917-3128, or 0344 8006006
• Option 1 – Cloud Billing & Subscription Issues
• Option 2 – Technical Support
• Option 3 – Product Information
• Option 4 – MPN Membership & Benefits
• Option 5 – Advisory Hours
• Option 6 – Product Activation
• Raise a support Ticket here: http://aka.ms/rsc
• FAQ’s: MPN FAQ, Top Partner questions, MPN Software licensing benefit FAQ
For Azure, the key competency for benefits and recognition is the Microsoft Cloud Platform Competency, here are the
requirements and benefits for Silver and Gold levels:
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 6 | Page
Microsoft Azure
SILVER Cloud Platform Competency GOLD Cloud Platform Competency
Requirements
• $15,000 customer or Partner EA Consumption
• 3 x unique Customer references (lasts 2 years)
• 1 x Certified Individual
• $100,000 customer or Partner EA Consumption
• 5 x unique Customer references (lasts 2 years)
• 2 x Certified Individuals
• Customer Satisfaction Index
Costs • $1530 USD • $3940 USD
Technical
Benefits
Summary
(Core +
Competency
Specific)
Access to Microsoft Technology
• $350 Azure Credit per month
• 10 x Visual Studio Enterprise with MSDN (each
with $150 pm of Azure)
• Internal Use Rights Software – Up to 25 licences
per product (including Office 365 & EMS)
Access to Support
• Signature Cloud Support (2 Hour response)
• Cloud Technical Presales
• 20 Hours Partner Advisory Hours
Access to Microsoft Technology
• $600 Azure Credit per month
• 35 x Visual Studio Enterprise with MSDN (each
with $150 pm of Azure)
• Internal Use Rights Software – Up to 25 licences
per product (including Office 365 & EMS)
Access to Support
• Signature Cloud Support (2 Hour response)
• Cloud Technical Presales
• 50 Hours Partner Advisory Hours
Incentives • Digital Partner of Record (DPoR)
• Cloud Solution Provider Programme (CSP)
• Digital Partner of Record (DPoR)
• Cloud Solution Provider Programme (CSP)
Additional
Benefits
• Silver Partner Logo • Gold Partner Logo
• Access to the co-sell programme
NEED TO KNOW A3: Marketplaces & Partner Listings to access to Microsoft Customers
Below is a quick summary of the opportunities to Monetize Azure through direct access to our customers using our
Marketplaces, Stores, or Partner listings. Full details can be found here.
Marketplace Who is it for? What is it?
Azure Marketplace
• ISVs with
Azure Enablers
or Building
Blocks
• Microsoft Azure Marketplace is for certified, open source, &
community software applications, developer services, and data, pre-
configured for Microsoft Azure. Download, deploy, and get more
done. This includes the the Microsoft Azure Certified Logo.
AppSource
• ISVs with SaaS
solutions
• AppSource is used by customers to find line of business applications
and SaaS solutions that work with Microsoft Products they already
use (e.g. Dynamics, Azure, Office 365, Power BI)
Azure.com
• Silver or Gold
Cloud Platform
Competency
• Azure.com Partner landing page is for Silver or Gold Cloud Platform
Competency partners with leading Azure capabilities. Nominate
yourself here
Data Marketplace
• Data Vendors • Do you have a Data set that you are looking to monetise? Use the
Microsoft Azure Data Marketplace to publish your key datasets, so
that customers can subscribe and enhance their own services/apps.
VS Marketplace
• VS / VSTS
Extensions
• Visual Studio Marketplace – A marketplace for Visual Studio and
Visual Studio Team Services extensions.
API Apps • API
Management
solutions
• API Management provides the ability to set up billing for your API,
either under a subscription model (fixed number of API calls per
month) or metered model (cost per API call). Including code samples
for integration with your chosen payment providers.
AppCatalog
(Microsoft Internal)
• Nominated
Azure ISVs
• AppCatalog – Sales Readiness materials for marketing leading Azure
ISVs. Receive and share leads from our enterprise sales teams.
Microsoft Partner Centre
• All Microsoft
Partners
• Use Microsoft Partner Centre to increase your awareness with
customers who are looking for MS Partner solutions, apps & services.
PowerBI Partner
Showcase
• PowerBI
Partner
Solutions
• Access customers in multiple industries by posting your BI Solution in
the Power BI Partner Solution Showcase
Office 365 Store
• Office 365
Apps & AddIns
• Use the Office Store to reach consumers and small businesses who
are shopping for Office 365 productivity apps Microsoft and partners.
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 7 | Page
Microsoft Azure
NEED TO KNOW A4: How do Customers Purchase Microsoft Azure
How do Customers Purchase Microsoft Azure?
• There are multiple options to purchase Azure for a customer, the key questions to help determine what the correct one is:
• What solution does the customer want to buy? (Application, Service, or Azure only)
• Who wants to own the Azure subscription?
• What is the $ size of transaction?
• Does the customer prefer an Opex or Capex model?
• What Azure components will be deployed?
• Is the solution deployed as a single tenant or a multi-tenant model?
• How much of the solution is fixed and committed for 12 months?
• Is the customer interested in paying this upfront?
• Here is a summary of the main purchase models (it deliberately excludes Open and MPSA):
• Here is the details of the main purchase models (it deliberately excludes Open and MPSA):
OPTION 1:
Pay-As-You-Go (PAYG)
OPTION 2:
Enterprise Agreement (EA) with
Server & Cloud Enrollment
OPTION 3:
Cloud Solution Provider (CSP)
Overview Azure utility based pricing
and contracting model,
that is billed monthly in
arrears based on your
actual usage
Customer signs up to Microsoft
Azure as part of an upfront
Monetary Commitment
Customer buys a complete solution
of Partner Services or applications
with Azure
Which
Customers?
Customers who are
starting on the road to
Azure and want an Opex
model
Customers who prefer a Capex
model and work closely with
Microsoft LSPs, and are used to
Microsoft EA agreements and
structure.
Customers who want the business
benefit of cloud, but not the I.T.
headache.
Who owns Azure
Subscription?
• Customer • Customer • Partner
How is this
transacted?
• Direct with Microsoft
via THE Azure Web
site
• Via an Approved Microsoft
Licensing Solution Partner
(LSP)
• Via a Cloud Solution Provider
(CSP) Partner
Invoice Entity? • Microsoft • Microsoft (but managed via
LSP)
• CSP Partner
Invoice
Frequency?
• Monthly in arrears • Invoice 12 months upfront
• Overage quarterly in arrears
• Monthly in arrears
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 8 | Page
Microsoft Azure
• Overage at the end of contract
term
Minimum $
Commitment?
• No Minimum
Commitment
• $12,000 USD upfront (any
upfront commitment needs to
used within 12 months)
• Partner Specific
Time
Commitment?
• None • 36 Month Commitment
agreement, but with the ability
to reduce/increase in Year 2/3
• Partner Specific
Payment Type • Credit Card or Invoice • Invoice • Invoice
What discounts
are available?
• Some Azure
components have
baked in Volume
discounts
• Dependent on the Commercial
benefits you have signed up to
(see below)
• CSP Partner Specific. Delivered
as part of an overall solution
How are Azure
Subscriptions
Managed?
• Microsoft Azure Portal: https://portal.azure.com
• Microsoft Azure EA Portal https://ea.azure.com
• Managed by Partner in Partner Centre
• https://partnercenter.microsoft.com/
Access to other
Commercial
Benefits?
• No • Compute Pre-purchase –
discounts of up to 63% on
reserved compute
• Hybrid Use Benefit - Use your
on-premise Windows licences
and save up to 40%
• Licence Mobility - easily
deploy existing licences on
Azure
• Enterprise Agreement Portal –
provides the ability manage
multiple subscriptions
• Access to specific contract
terms (e.g. GDPR, FCA)
• Other potential Benefits
• Azure Credit back
• Azure Deployment Funding
• Partner Specific
Azure Support • Select from one of the
packages here
• This will need to be purchased
via your LSP
• Developer Support excluded
• This will need to be purchased
via your CSP Partner
Customer Sign-
Up?
• Sign Up here • Sign Up here
• Find a CSP Partner here
Terms &
Conditions
• PAYG Offer and Terms
& Conditions
• Partners can contract
using the PAYG Model
to deliver a service to
a customer
• Volume Licensing terms –
Enterprise agreement and
Server and Cloud Enrolment
• EA/SCE Agreements allow
access to specific contract
terms (e.g. GDPR, FCA)
• Partners can contract and use
the EA contracting model to
deliver a service to a customer
by Exception ONLY
• The Customer will sign the CSP
Partner T&Cs, which will
include the MS Customer
Agreement template
Useful Notes • Reporting APIs for Microsoft
Azure EA Portal Customers • Azure Marketplace
transactions are BYOL only
under CSP.
• Azure products in CSP – ARM
based Azure services are can
only be provided in CSP (e.g.
Cloud Services is not currently
provided).
• Migration of Services:
• Services that can/cannot
be moved
• Process for moving to CSP
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 9 | Page
Microsoft Azure
NEED TO KNOW A5: How do Partners make money with Microsoft Azure?
DIGITAL PARTNER OF RECORD (DPoR)
CLOUD SOLUTION PROVIDER (CSP)
What is it? Digital Partner of Record (DPoR) is used to
Track and Reward the Microsoft Azure
influencing partners. It’s simple to set up, and
its key for your Microsoft relationship
Cloud Solution Provider (CSP) programme is designed
for Managed Services Providers (MSPs) using selling
Azure, Office 365, Intune, and Dynamics
Which Partner is
it designed for?
• System Integrators (SI)
• ISVs (Single Tenanted deployment)
• Managed Service Providers (MSPs)
• ISVs (Multi-Tenanted Deployment)
Which Customer
Purchase Model?
• Option 1 - PAYG
• Option 2 - Enterprise Agreement/SCE
• Option 3 – Cloud Solution Provider (CSP)
When to use? • My Customer wants to OWN the Azure
Subscription
• My Customers wants a Managed Azure service or
solution and doesn’t want to own the Azure
Subscription
How does it
Work?
Why is DPoR Important?
• Impact – Microsoft tracks partner
performance by using DPoR
• Incentives – For Silver or Gold Cloud
Platform partners,
• Support – Knowing the influencing
partner can helps us provide a better
customer support
How does it work?
1. Ask your customer to add your MPN
Partner ID to their Azure subscription.
How to Video is here.
2. To show your FULL impact, we strongly
recommend you add your MPN ID to
your own Azure subscriptions to show
your full influence (You will NOT be paid
a rebate for this element)
3. Update your Bank Details in the MPN
Account section, so that you can receive
payment.
4. Payments are made quarterly in arrears
(45 days after the quarter end, and they
are made on metered services only
5. In some cases, a proof of execution may
be required. To prove you are the
influencing partner (e.g. architecture
diagrams, Project plans etc)
Key Requirements for CSP:
1. Billing, Invoicing, and Provisioning infra in place
2. 24/7 Support Resources, infra & processes
3. Capacity and ambition to drive >$20k a mnth
4. Pass a credit check
5. Attain a defined competency by 31/12/2017
Two CSP Models + Enrollment Instructions:
• CSP Indirect model, you purchase it through a
Distributawwor (aka CSP Indirect Provider) like
Westcoast or Insight who can help you achieve the
requirements of CSP (e.g. a 24/7 support desk)
• CSP Direct Model - With the Direct model, you
purchase direct from Microsoft.
How Provisioning Azure Services in CSP
• Once enrolled, you can provision Azure services on
behalf of a customer, and you can bill the customer
on behalf of Microsoft using:
Direct CSP
Partner Centre Microsoft key CSP Portal
Partner Centre
SDK
Integrating Partner Centre
capability in your own
developed solution using APIs
3rd Party
developed
Portals & Tools
AppDirect, ODIN, ComputeNext,
ExtendASP, MSPControl by
Virtuworks, Cloud Asset,
JamCracker, Ensim, Cloud Crusier
Incentives,
Rebates, &
Discounts
Up to 30th September 2017
• 15% of Consumed Azure revenue
1st October 2017 to 30 September 2018
• 7% Rebate on ALL Consumed Azure
Revenue (Gold Cloud Platform ONLY)
• 20% Rebate on NEW qtr on qtr
consumption (Silver/Gold Cloud
Platform Partners)
• $4k for each Net new customer add
(with >$5k Azure consumption)
Example Azure Consumed:
• Q1 $100k, Q2 $150k Azure
Payment at the end of Q2:
• 7% of $150k =$10.5k
• 20% of $50k =$10k
• Paid Quarterly, 45 days after qtr close
• POE may be required
• Must be Silver or Gold Cloud Platform
• Max payout of $100k per subscription
Up to 30th June 2018
• Full margin is dependent on a mix of Rebates and
Azure List Price discounts.
Direct CSP Indirect CSP
Margin 15% off
List
Partner specific.
Speak to your
CSP Provider
Global Core
Incentive
Rebate
8%
Rebate
8% Rebate
EU/EFTA
Accelerator
Rebate
5%
Rebate
5% Rebate
• Rebates are paid every 6 months and are based on
Consumed Azure services
• Rebates are agreed for Fiscal Year
• Discounts can change with 30 days notice and
invoices need to be paid within 60 days
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 10 | Page
Microsoft Azure
Need to Know • You cannot earn DPOR payments on
subscriptions that you own.
• DPOR is for metered services ONLY
• Only one MPN ID per subscription
• Internal Partner usage cannot be deployed via
CSP (i.e. customer delivery only)
• Azure Marketplace in CSP – CSP is BYOL only .
• Azure products in CSP – ARM based Azure
services are can only be provided in CSP. Partners
can access the “Azure in CSP Release Notes”
document posted on the Partner Center Pricing
and Offers page which details service availability
• Migration of Services:
• Services that can/cannot be moved
• Process for moving to CSP
Further
Information
• DPoR Programme Details on MPN
(including customer guidance details):
• DPoR programme Home Page
• DPoR programme FAQ
• Check your Account - How do you find
out what Azure subscription you have
been added to?
• Your DPoR status
• Who is the Azure account
administrator?
• Sign in to the Azure portal,
• Go to the Hub menu, & select
Subscription
• Select the subscription you want to
check, and then look under Settings.
• Select Properties. The account
administrator of the subscription is
displayed in the Account Admin box
Azure Managed Services Playbook for CSP
CSP Programme
• CSP Programme details
• CSP Enrollment (both Direct & Indirect)
• CSP Agreements, price lists and offers
• CSP FAQ
• UK CSP Direct Providers (i.e. Distributors)
• Ask the UK CSP Team (Yammer)
• MS Customer Agreement template
CSP Partner Centre
• “How To…” Guide for Partner Centre
• Recorded Webinar - Partner Centre Capability
• Presentation - Partner Centre Capability (e.g. Add
customer)
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 11 | Page
Microsoft Azure
NEED TO KNOW A6: Profitable Partnering and Deal acceleration with Microsoft Funding
Across the sales cycle, Microsoft provides funding & incentives for partners to drive customer opportunities on Microsoft Azure. A
summary of some of the programs are below, albeit there is also non-program funding available:
MICROSOFT
SALES
PROCESS
0%
SELECT LEAD
10%
QUALIFY
LEAD
20%
DEVELOP
STRATEGY
40%
PRESENT
VALUE
60%
PROVE
VALUE
80%
NEGOTIATE
TERMS
100%
WIN
CUSTOMER
JOURNEY
DISCOVER TRY USE / BUY GROW / CONSUME
“Get me Thinking” “Get me Started” “Get me Working” “Get me Running” “Support Me”
MICROSOFT
PARTNER
PROGRAM
Marketing Concierge Service (Orchestration of MS & Agency Marketing Packages)
Strategic Marketing Investments (Big Bet Marketing Funds for Digital
Marketing – 20:1 ROI, Up to $25k)
Azure Everywhere – Cloud Workshop (Funds for F2F Workshop (10 Companies), to drive
new opportunities. 30% converted to Qualified)
scsxcsxssx1
MTC – Workload Technical Workshop (Hands on Azure briefing & workshop for 1 to
Many customers @ MTC in Microsoft Reading)
Azure Everywhere - PoC (PoC Funding for 121 engagements for
Qualified leads. Funding limited to $6k)
Cloud Investment Funds (CIF) (Funds to drive Azure consumption using Partner Services.
$5k-$45k with a 10:1 ROI)
<<----------------------------- Deployment Planning Services (DPS) (Multiple options inc. $5k Vouchers for EA Customers with SA)
Azure PASS – FREE Credits ($500 p.m. x 3, or, $1k for 1 month)
Digital Partner
of Record
(DPoR) From 7% Rebate on
Consumed Azure rev
Cloud Solution
Provider
(CSP) 15% Discount off
Azure Services
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 12 | Page
Microsoft Azure
NEED TO KNOW B1: Azure Basics, Getting Started, Updates, Education, & Training
From understanding the Azure basics, to Formal Certifications to reward deep skills and knowledge, we have it covered:
Area What is available?
Azure – Get the
Basics
1. Understand the Azure Fundamentals:
• What is Microsoft Azure? Why not take a 3-minute tour of Microsoft Azure?
• What is the Microsoft Azure Portal?
• Read the Microsoft Azure Fundamentals Document and Webinar
• Check out the Get Started Guides for Developers and IT Ops
• Compare Azure IaaS vs PaaS vs SaaS
• Review Azure Services Map, & Interactive Azure Map, & Azure Solutions
• Learn the Azure position on Trust, Security, Compliance & Transparency, & Video
• Take a Virtual Tour of one of the Data Centres
• For a basic information on Microsoft Azure see: See Need to Know C1-C7 onwards
2. How does Azure stack up with AWS?
• An overview of AWS vs Azure,
• Microsoft Azure accounts, platform, and services for AWS experts
• Azure vs AWS Service mapping,
• Azure for AWS Professionals video series
• Check out the FREE Microsoft Azure for AWS Experts course
• Check out what the Analysts say
• Here’s how you should be choosing a Cloud solution provider
3. Get some Validation of Azure
• What do the Analysts such as Gartner and Forrester say?
• Understand who is using Microsoft Azure today: Customer Case Studies, Certified Partners,
Partner Stories, Marketplace ISVs, and other ISVs & Partners. See Need to Know C4
Azure Getting
Started
1. Access the Microsoft Azure Portal and sign up
2. Review the Video of the Sign Up process for a Pay-as-you-Go Azure subscription
3. Troubleshoot Sign up Issues OR Sign In Issues
4. Review the 5-minute Getting Started Videos for each Azure Service
5. Walk through using Azure for your role:
a. Get Started Guide for Azure Developers
b. Get Started Guide for Azure IT Operators
Keep up to Date 1. Key Blogs:
• Read the Microsoft Azure Blog, and the Cloud & Enterprise Blog
2. Roadmap and Service Updates
• Azure Roadmap
• Review the Public Cloud Platform Roadmap
• Sign up for the Microsoft Azure Newsletter
• Stay in touch with ALL Azure service updates
3. Get Involved:
• Provide feedback on features to the Microsoft Azure Product team via this Forum
• Request to be part of the Microsoft Azure Advisory Council
Azure Deep Dive 1. Technical Team training:
• Learning Path for each individual Azure Service
• Azure Skills – Start with FREE access to our online course catalogue
• Microsoft Virtual Academy – Free online training on Microsoft Azure
• Microsoft Azure Readiness (Training) Kit – Presentations & Demos on Azure.
• Microsoft Azure on Channel 9 – Channel 9 video content targeting Azure
• Microsoft Azure “You Tube” channel – Azure’s YouTube channel
• Cloud and Proud Series – Daniel Baker’s Azure Sessions
• Microsoft Partner University – your new campus for training!
• Azure Podcast series - Short podcasts on Microsoft Azure
• Partner Upskill site – A portal into the many options for both tech and sales training
2. Sales Team training
• Learning Path for each individual Azure Service
• Azure Sales
• Pitch Perfect for Sales: Azure
• Classroom Azure Sales Masterclass – check out the MPN UK Blog for the latest
• Microsoft Azure Sales Training 1
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 13 | Page
Microsoft Azure
• Microsoft Azure Sales Training 2
• Azure Sales Specialist (Fast Track)
• Azure Pre-Sales Specialist (Fast Track)
• Azure Trust Centre – Learn about Trust, Compliance, Security, & Transparency
• 14 Cloud Security Controls for UK for UK Cloud
Formal Training
& Certifications
1. Azure Skills
• Azure Skills – Start with FREE access to our online course catalogue, get certifications for each
course and work your way to the FULL certifications.
2. All Microsoft Training and Certifications (Classroom + OnDemand Access)
• https://www.microsoft.com/en-gb/learning/training.aspx
• https://www.microsoft.com/en-gb/learning/certification-overview.aspx
3. Azure Specific Training & Certifications (for Cloud Platform Competency)
• Exam 70-532: Developing Microsoft Azure Solutions
• Exam 70-533: Implementing Microsoft Azure Infrastructure Solutions
• Exam 70-534: Architecting Microsoft Azure Solutions
• Exam 70-473: Designing and Implementing Cloud Data Platform Solutions
• Exam 70-475: Designing and Implementing Big Data Analytics Solutions
• MCSA: Linux on Azure
4. Microsoft Certifications
• MCP – Microsoft Certified Professional certification is awarded when an individual passes a
single exam on any technology
• MCSA – Microsoft Certified Solutions Associate certification is awarded when an individual
passes all core exams (2-3) associated with a product
• MCSE / MCSD – Microsoft Certified Solutions Expert/Developer certification is awarded when
an individual earns an MCSA, and continues education in each specialty area. The MCSE/MCSD
can be earned each year.
Microsoft
Events
1. Microsoft Events,
2. MSDN Events,
3. Microsoft Azure User Group
4. UK DevOps Events by Visual Studio
Get Bespoke
Azure Training
1. Silver/Gold Competency:- Utilise your Partner Advisory Hours to get the tailored training
2. Microsoft Learning Providers - Microsoft Learning Providers have formal classroom training
3. Speak to your PSE Account Manager about your Education needs
NEED TO KNOW B2: Specific Azure Practice and Workload Resources
Cloud Application
Developers
Cloud Infrastructure &
Management
Data Platform, Adv
Analytics & IoT
Mobility & Security
Web link Cloud App Dev Practices Cloud Infrastructure &
Management Practice
Data Platform, Analytics
and IoT Practice
Mobility & Security
Practice
Practice Playbook Cloud Application
Development Playbook
Cloud Infrastructure &
Management Playbook
Data Platform &
Analytics Playbook
Mobility & Security
Playbook
Managed Services
Playbook
Azure Managed Services Playbook for CSP
Learning Path by
Azure Service
Learning Path for each individual Azure Service
Partner Stories Partner Success Stories
Join the
Community
Join the Cloud & Enterprise Practice Community newsletter
Azure Practice Sub-Segment Resources
Cloud
Application
Developers
Application Development
• Understanding Azure – A Guide for Developers
• The Total Economic Impact of Microsoft Azure
• Microsoft: a Gartner cloud computing leader across IaaS, PaaS, and SaaS
• IaaS isn’t your only path to outsized gains
DevOps • Understanding Azure – A Guide for Developers
• Get Started with DevOps and Azure
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 14 | Page
Microsoft Azure
• Your Guide to Mobile DevOps (Azure + VSTS + Xamarin)
• Azure Developer Tools
• VSTS Video playlist
• ALM & DevOps with Visual Studio Events
• DevOps Fundamentals
• DevOps Maturity Assessment
• FREE COURSE – Accelerate Software Delivery using DevOps – Self-Paced (Edx)
• FREE COURSE – DevOps on Azure PaaS – Self paced MOOC (OpenEdx)
• FREE COURSE – DevOps Testing – Self paced MOOC (OpenEdx)
• FREE TRAINING - DevOps Dimensions on Channel 9 – DevOps Practitioner
• FREE TRAINING - DevOps Courses on Microsoft Virtual Academy - Virtual
• COURSE - DevOps Practitioner - A DevOps classroom course by QA
• Mobile App Innovation
• Donovan Brown Blog
• Intro to DevOps – Microsoft & OSS Blog
• DevOps Partner Sales and Marketing Portal
• UK DevOps Events by Visual Studio
• ALM/DevOps Learning Path
• DevOps Factory
• DevOps in the Enterprise Blog
• DevOps Best Practices White Paper
Media Services • More to follow
NEED TO KNOW B3: Best Practice, Blueprints & Tools for the Partner Professional
Here are some great cheats to make you look like a Pro on Day 1:
Area Resource What is it?
Best Practice &
Blueprints
Azure Architecture Centre • Portal for Reference architectures, Cloud Design Patterns, Best
practices, Design Review Checklists, Scenario Guides etc
Cloud Services Due Diligence
Checklist
• The checklist provides a framework that aligns clause-by-
clause with a new international standard for cloud service
agreements, ISO/IEC 19086
Cloud Design Patterns • Design patterns are useful for building reliable, scalable, secure
applications in the cloud.
Design Review Checklist • Checklists to assist developers and solution architects during
the design process. Checklists cover availability, resiliency,
scalability, and DevOps.
Designing resilient Applications
for Azure
• Provides a process for achieving resiliency, using a structured
approach over the life of an application, from design and
implementation, to deployment and operations.
Azure Onboarding Guide for IT
Organisations
• An overview, guidance, and best practices for enterprise IT
departments to introduce, consume, and manage Azure
Enterprise Cloud Strategy • Guidance for enterprises looking for proven methods to take
their application portfolio to the cloud
Contoso in the Microsoft Cloud • How Contoso (a fictional but representative global
organization) has implemented the Microsoft Cloud
Azure Services Doc Centre • Document Hub for All Azure Services
DevOps Maturity Assessment
Framework
• A framework to better understand your current DevOps
practices and where to focus next.
Azure Solution Architectures • Architectures to help you design and implement secure,
highly-available, performant and resilient solutions on Azure
Application Architectures on
Azure
• Application Architecture Resources for building apps in Azure
Azure Architecture Series • Microsoft Cloud for Enterprise Architects Series
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 15 | Page
Microsoft Azure
Templates and
Code
Azure Resource Manager
Quickstart Templates
• Community-contributed templates for getting a quick start to
your ARM deployment
Azure Code Samples • Learn to interact with Azure services through code
Azure Download Centre • Get the command-line tools and SDKs
Azure Symbols • Get the Azure Symbols to build your own presentations and
collateral
General
Guidelines
Azure Subscription and Service
Limits, Quotas, and Constraints
• The Complete list of services and sizing guide.
Azure Subscription and
accounts guidelines
• Design considerations and guidelines as you build out an
application infrastructure in Azure
Azure Cost &
Pricing Tools
Azure Pricing Calculator • For estimating expected pricing of Azure services
Azure Channel Pricing
Calculator • Pricing to help channel partners calculate pricing based on
customer purchase model.
Azure Total Cost of Ownership
Calculator • Estimate the cost savings by migrating workloads to Microsoft
Azure
Azure VM Price • A comparison of Prices of VMs across regions
Azure Billing
Tools
Getting Started with Azure
Billing and Cost Management
• Key information to ensure you run your Azure subscription
correctly, and without any Billing surprises!
Azure Usage and Billing Portal • Enable visibility of Azure usage across multiple subscriptions to
keep track of billing
Microsoft Peek • Can be used to track Azure Usage/Billing Analytics EA, CSP and
Direct Azure Subscriptions. It provides detailed visuals for near
real-time data analytics.
PowerBI Content Pack for EA
agreement
• for Azure Enterprise users which enables exploration and
analysis of consumption data for enterprise enrollments
Cloudyn • Cloudyn is the only multi-cloud monitoring and optimization
solution that supports Azure, AWS, Google Cloud and
Openstack from a single pane of glass
Hanu Insights • Hanu Insights is one of many 3rd party products that can help
with usage, billing
Delivery Tools Microsoft Assessment and
Planning Toolkit (MAPS)
• An automated, multi-product planning and assessment tool for
quicker and easier desktop, server and cloud migrations
Cloud Migration Assessment • Microsoft is offering a free cloud migration assessment
designed to provide you with detailed information based on
the specific configurations of your own datacenter
Azure Resource Explorer • Discover the Azure Resource Management APIs, get
documentation and make actual calls directly in your own
subscriptions
Azure Advisor
• Get personalised recommendations to improve high
availability, security, performance, and cost base of your
resources in Azure.
Azure Monitor • The central source and pipeline for monitoring data from
Azure
AzureDocIt • Generate Tech Documentation for your end customer or your
Azure Microsoft Azure subscription in Minutes
Azure SQL Database DTU Calc • Helping you migrate from SQL Server to SQL Database
AZCopy • AzCopy is a Windows command-line utility designed for
copying data to and from Microsoft Azure Blob, File, and Table
storage using simple commands with optimal performance.
Azure Speed Test • Measure speed and Latency between you and the Azure DC
Regions
Azure Marketplace • For key Microsoft and 3rd party tooling to help achieve a
successful deployment on Microsoft Azure.
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 16 | Page
Microsoft Azure
NEED TO KNOW B4: How can you access FREE Microsoft Azure credits
Do you want to TRY Azure? Here are the options available to you and your customers:
Programme Who for? What is it? Link How Much?
FREE Azure Trial • New Azure
Customers
Up to £125 ($200) in FREE Azure credits to Try
Microsoft Azure
• Link • £125 ($200)
FREE Azure
Services for ALL
• All Customers Take advantage of free Azure Service tier options at
any time, with any subscription.
• Link • Service
Specific
Try Cognitive API
Services for FREE
• All Customers Microsoft Cognitive Services let you build apps with
powerful algorithms using just a few lines of code
• Link • 30 day
Usage Limit
Azure Test Drive
& FREE Software
Trials
• All Customers Test Drives are ready to go environments that allow
you to experience a product for free without needing
an Azure subscription, they are even pre-provisioned.
• Link • Product
Specific
Azure Labs • All Customers Practice with the latest products and services in a live
environment and advance your cloud skills for free
• Link •
Visual Studio Dev
Essentials
• Developers Free tools, cloud services, and training • Link • $25 per
month
($300)
Microsoft IT Pro
Cloud Essentials
• IT Pros A free annual subscription which includes cloud
services, education (Pluralsight), Certification
discounts, and support benefits
• Link • $25 per
month
($300)
Visual Studio
Subscriptions
• Developers MSDN Subscribers receive up to £95 ($150) a month
to run individual dev/test workloads
• Link • £95 ($150)
per month
Microsoft Partner
Network
(Silver or Gold)
• Cloud
Platform
Competencies
Microsoft Cloud Platform Partners receive up to
£7330 in Microsoft Azure credits per annum
• Link • Up to £7330
per annum
Azure PASS for
PoCs
• Qualified
Opportunities
For qualified opportunities, Partners can obtain an
Azure PASS for a PoC
• NA • $1000 for 1
mth, or $500
p.m. for 3
mths
Not for Profit • Charities Entitled to 5000 (USD) in credits annually to use
towards the complete portfolio of Azure services
• Link • $5000
BizSpark • Start-Ups Startups receive up to $750 per month of FREE Azure
cloud services for 3 years; that's $150 per month
each for up to 5 developers.
• Link • $750 per
month
Imagine Access
(NEW)
• Students Microsoft Azure now hosts your web projects at no
cost for students.
• Link • Service
specific
Imagine Access
(NEW)
• Academic
Institutions
Enroll in a DreamSpark subscription to get the
software you need for your students, faculty and labs.
• Link • Service
specific
Research Grants • Researchers The Microsoft Azure for Research program provides
free cloud computing time, training, and resources
• Link • Service
specific
• NB. Please ensure you remove ALL spending limits, and set-up payments details correctly, before you GO LIVE
NEED TO KNOW B5: Support Options Microsoft Azure
Check out the comprehensive documentation and get started resources for all Azure customers. Microsoft offers support across the
lifecycle:
1. Development - As you start to develop or build, look for answers from Microsoft community experts – Azure Forums is a
great option. Ask questions and get answers on MSDN, StackOverflow, Reddit, Microsoft Tech Community
2. Building - While you progress building your solution, self-help and optimization tools are built into the Azure Portal. Can’t
connect to your VM? Just click on the Diagnose and solve problems to follow troubleshooting guidance for resolution right
in your Azure Portal. This troubleshooting solution is included with all Azure services.
3. Deployment - Once your solutions are established, Azure Advisor preview provides personalized recommendations based
on best practices to further optimize your environment for e.g. high availability, security, performance, and cost
effectiveness of your Azure resources. Check the Advisor dashboard to get your list of recommendations.
4. Production - As you move into to Production, there are a number of Support options dependent if you are an end
customer or a partner:
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 17 | Page
Microsoft Azure
SUPPORT OPTIONS for CUSTOMERS:
Name Price Severity 1
Response Time
Detail
Core Included NA • Forum support
• Account/Billing management
Developer $29 a month 8 Hours • Unlimited break/fix via Web Submission
Standard $300 a month 2 Hours • Unlimited break/fix via Web Submission
• 3 x Tel call backs per month
Pro-Direct $1000
a month 1 Hour
• Unlimited Telephone call backs
• Priority handling + Escalation services
• Pooled A/C management
• Some Proactive services
Premier >$3000
a month
<1 Hour
Minimum
• Unlimited Priority Telephone
• Assigned ADM
• Bespoke Proactive services/mentoring
• Rapid Response option
SUPPORT OPTIONS for PARTNERS:
Name Price Severity 1
Response Time
Detail
Signature Cloud
Support
Included in Silver or
Gold Cloud Platform
Competency
1 Hour
• Unlimited break/fix via Web Submission for Azure
• Can be used for Customer Azure subscriptions
provided you are set up with the right permissions on
their subscription
Partner Advisory
Hours
Included in Silver or
Gold Cloud Platform
Competency
NA
• For cloud, hybrid scenarios, and limited on-premises
(W10, Windows Server, Dynamics AX, SQL Server)
• Focused on design, development, and deployment
phases of your projects
Advanced Support
for Partners
(ASfP)
$1250 p.m.
OR $14,550 p.a 1 Hour
• Azure, Office 365, & Dynamics 365
• 5 hours p.m. of Services Account Mgr / Service Advisor
• Proactive guidance, advisory services, and training
• Escalation Management
• Add-Ons (e.g. Onsite, Extra Hours, Consult work)
What to do if you have a Technical Issue for Microsoft Azure?
1. In Advance:
• Make sure you have an Azure Support Plan in place (see above)
• Make sure you have the right Azure Subscription access to raise a support ticket:
• Account administrator, service administrator, or co-administrator can submit a support request
• Any users with ‘write permissions’ (Owner/Contributor) to a subscription will be able to submit a support request
• Review the Common Support Requests
2. Azure Status
• Check Azure Status for any known issue or service outage that is affecting a broad set of customers
3. Azure Resource Health
• Check your Azure Resource Health status from the main portal to understand if there is anything specific to your
resources. Resource health helps you diagnose and get support when an Azure issue impacts your resources. It
informs you about the current and past health of your resources and helps you mitigate issues. Resource health
provides technical support when you need help with Azure service issues. Resource health shows you all the times
your resources were unavailable in the past due to Azure service issues. This makes it simple for you to understand if
an SLA was violated.
4. Raise a support ticket via the Azure Portal at the appropriate Severity level
• Once you have raised the ticket, you will be issued with the Ticket Number
• You will also receive an email with your allocated engineer within the targeted response time
• If you are not happy about the speed of response, you can escalate the ticket to the support engineer’s manager (the
support engineer’s manager will be in the engineers email signature).
Notes about Microsoft Azure Support
• Azure Preview Services - Support is limited to Support Forums ONLY
• Azure EA Customers & Support - EA Customers must buy Support via their LSP/LAR
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 18 | Page
Microsoft Azure
• Support Entitlement - The flat monthly cost for Azure Support covers the entire account regardless of how many
subscriptions you have under the account or how much usage you have.
• All subscriptions under an account share the same support plan.
• Microsoft provides direct support for popular OSS technologies running on Azure
• Linux e.g. SUSE, Ubuntu, RedHat, Debian CentOS, CoreOS
• 3RD Party Frameworks e.g. Java, Apache Tomcat, Python, node.JS, MySQL, Wordpress
• For further details, check out the Microsoft Azure Support FAQ
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 19 | Page
Microsoft Azure
NEED TO KNOW C1: Microsoft Azure Factsheet
Microsoft Azure is a growing collection of integrated cloud services—analytics, computing, database, mobile, networking, storage,
and web—for moving faster, achieving more, and saving money. Here is a factsheet of useful information you may need:
WHY MICROSOFT AZURE?
WHY DO CUSTOMERS BUY AZURE?
>$15bn Investment by Microsoft
• 90% of the Fortune 500 use the Microsoft Cloud
• 66% of the Fortune 500 use Microsoft Azure
• 120,000 NEW customers a month
• 140 Countries you can buy Microsoft Azure
• 40% of Azure’s revenue comes from start-ups and ISVs
• 36 Hours New Azure functionality is delivered
• > 65 Azure Services
• 40 x Azure Regions Announced with 34 Operational
• Top 3 network in the world (coverage, speed, connections)
• No. 1 in Certification – more than any other cloud vendor
• 50 Compliance regimes covered by Azure
• 4000+ Applications in Azure Marketplace
• 1000’s of Service providers supporting Azure
• $45bn+ Partner services revenue attached in last 12 mths
• 99.9982% - Average Available Uptime for last 6 months
Microsoft Azure gives you the Cloud on YOUR terms:
• Choice of Data Centre regions and types
• Choice of Deployment Options (Public, Private, Hybrid)
• Choice of Service Options (PaaS, IaaS etc)
• Choice of Compute Options (Compute, Memory Intensive)
• Choice of App frameworks and Tools (.net, java, php etc)
• Choice of Windows or OSS (RedHat, Windows etc)
• Choice of Commercials models for purchasing
• Choice of Partner or Microsoft Direct models
• Choice in Technology options (4000+ 3rd parties in AMP)
• Choice in Support Options
In 2016:
• Microsoft deploys more servers in a day, than we did in an
entire year in 2011
• Microsoft has the most open source contributions to GitHub
• Review the wider Microsoft by Numbers
The Most common reasons are:
• Hybrid Cloud – This is the cloud on your terms:
• "Microsoft’s comprehensive hybrid story, which
spans applications and platforms as well as
infrastructure, is highly attractive to many
companies, drawing them towards the cloud in
general.” Gartner
• Enterprise Grade Cloud
• Leadership in ALL key Gartner Magic Quadrants
• Single Tech Support for Azure, Microsoft Software,
Red Hat Linux
• Each GA’d Service has an SLA
• Account team structure and resource
• Strong Partner & ISV Community (See: AppSource,
AMP, & Channel 9)
• Azure is the “Trusted Cloud”
• Security and Privacy are embedded into the
development of Azure
• Security: We work to keep your data safe
• Privacy: You own and control your customer data
• Transparency: You know how your data is stored
and accessed, and how we help secure it
• Compliance: We conform to global standards
• We have more Certifications that any other cloud
provider
• Industry leader for customer advocacy and rights
protection
• Uses the same ID & Access layer as your Office 365
• Microsoft Azure Commercials and Investments
• Choice of buying options
• Utilise existing investments and Software
• Investment funds build customer partnership
AZURE SERVICES STATS WHAT ARE COMPANIES DOING WITH AZURE?
• Compute
• 75% of deployments on IaaS
• 1 in 3 VMs deployed on Azure are Linux
• Doubled capacity every 6 months
• >60% of Apps are deployed using Azure App Service
• App Svc is the 3rd largest service after VMs & Storage
• Access & Identity
• >750 Million Azure Active directory users
• >18 bn Azure active directory authentications per/week
• Storage and Database
• 1.6m SQL Databases in Azure
• 340bn Azure SQL query request processed per day
• 160,000 SQL Databases created/dropped per day
• 50 Trillion Storage Objects in Azure
• > 4m developers on VSTS
• 2 Trillion messages per week processed by Azure IoT
Azure customers are doing some amazing things – See Need
to Know C4:
A quick summary of the capability built into the Platform with
this List of Azure Services. A summary of is below:
• Building and deploying modern, cross platform web and
mobile applications
• Store, backup, and recover data in the cloud
• Run Enterprise applications
• Run large scale compute jobs
• Perform powerful predictive analytics
• Encode, store, and stream audio and video at scale
• Build intelligent products and services leveraging the
Internet of Things services
We have also built out a List of Azure Solutions that can
easily be deployed,
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 20 | Page
Microsoft Azure
NEED TO KNOW C2: Microsoft Azure Data Centre Regions
• 40 x Azure Regions Announced with 36 Operational
• Regional Data Centres – e.g. Dublin & Amsterdam
• Sovereign Data Centres – e.g. Germany
• Government Data Centres – In the US specifically
• + Azure Stack – for your own Data Centre (and Privately Connect anywhere to Azure using ExpressRoute)
• Microsoft Azure has more Global Regions than any other provider. Geographic expansion is a priority for Azure because it
enables our customers to achieve higher performance and support our customer requirements regarding data location.
• Each Azure Data Centre Region:
• is paired with another Region for Isolation & Replication, DR/Recovery/Availability, Sequential updates, data residency.
• typically has multiple Data Centres (e.g. 6 in Dublin)
• Up to 600,000 servers per region
• Azure Regions are connected over a private, high-speed network, which is one of the Top 3 network globally (for coverage,
speed, connections)
• See it for yourself:
• Check out a quick view of the Data Centre Infrastructure
• Take a virtual Data Centre Tour to see for yourself
• Here are the Data Centre regions:
Geography Region Location Status Notes
EMEA North Europe Dublin, Ireland GA
West Europe Amsterdam,
Netherlands
GA
Germany Central Frankfurt, Germany GA T-Systems: German Data Trustee
Germany Northeast Magdeburg, Germany GA
France Central TBC Announced
France South TBC Announced
UK West Cardiff, UK GA
UK South London, UK GA
Americas Central US Iowa, USA GA
East US Virginia, USA GA
East US 2 Virginia, USA GA
US Gov. Iowa Iowa, USA GA Government focused Data Centre
US Gov. Virginia Virginia, USA GA Government focused Data Centre
US DoD East TBC GA Government focused Data Centre
US DoD West TBC GA Government focused Data Centre
North Central US Illinois, USA GA
South Central US Texas, USA GA
West US California, USA GA
West US 2 TBC GA
Canada Central Toronto, Canada GA
Canada East Quebec City, Canada GA
Brazil South Sao Paolo State GA
Asia Pacific East Asia Hong Kong GA
Southeast Asia Singapore GA
Japan East Tokyo, Saitama GA
Japan West Osaka, Japan GA
Australia East New South Wales GA Now available to ALL customers
Australia Southeast Victoria GA
Central India Pune, India GA
South India Chennai, India GA
West India Mumbai, India GA
Korea Central Seoul GA
Korea South TBC GA
China East Shanghai, China GA In Partnership with 21Vianet. Requires a
separate subscription. China North Beijing, China GA
Africa Africa Cape Town Announced
Africa Johannesburg Announced
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 21 | Page
Microsoft Azure
NEED TO KNOW C3: Azure Trust, Security, Compliance, and Transparency
To realize the benefits of the cloud, you must be willing to entrust your cloud provider with one of your most valuable assets – your
data. The Following resources will help you respond to your customers queries and concerns:
• Microsoft Azure Trust Centre – The single portal to all matters related to the Trusted Cloud:
• Azure Security – We keep your customer data safe
• Azure Privacy – You own and control your Data
• Azure Transparency – You have visibility into our practices
• Azure Compliance – we conform to global standards and we have more certifications than any other cloud vendor
• Other great resources:
• General Data Protection Regulation (GDPR) – Prepare for a new era in Privacy Regulation with Microsoft’s guidance
• Azure Mapping of the CSA Security, Compliance and Privacy Cloud control matrix requirements – for RFI/RFP Responses
• How Azure can be used to help address the 14 Cloud controls mandated by the UK CESG/NSCS – October 2016 blog post
• Cloud Services Due Diligence Checklist - The checklist provides a framework that aligns clause-by-clause with a new
international standard for cloud service agreements, ISO/IEC 19086
• Microsoft’s approach to the Financial Conduct Authority’s FG 16/5 Guidance - for firms outsourcing to the cloud
• RFP Scan and respond – Upload a Spreadsheet of your compliance questions and allow the App service to create responses
• All Resources – A complete list of resources for people interested in Security, Privacy, and Compliance
• Brad Smith’s Blog - President and Chief Legal Officer gives his opinion on Privacy and security
• How Microsoft is protecting customer data – Video Snapshot
• Common Questions:
• How does Microsoft define data?
• How do Microsoft manage your data?
• Where is your data located?
• Who can access your data and on what terms?
• Can you provide a List of subcontractors that handle data?
• What happens with my data if I leave your service?
• How do Microsoft respond to Government requests?
• What are Microsoft’s Privacy Standards?
NEED TO KNOW C4: Microsoft Azure Customer Success Stories
To understand who is using Microsoft Azure today:
• Check out our Customer Case Studies page, the great Customer story web site, and the Enterprise Customer Stories page.
• Review the list of Certified Partners for the Cloud Platform Competency
• Partner Success Stories for each Azure workload and ISVs
• Search the 1000’s of Azure building blocks, enablers, and ISVs on the Azure Marketplace,
• Search the list of SaaS ISVs in AppSource, or discussed on Channel 9 ISVs & Partners
Here are some of the great stories:
Customer Industry Link
UBS Financial
Services
• UBS taps Microsoft Cloud to power business-critical tech
• https://news.microsoft.com/2017/04/26/ubs-taps-microsoft-cloud-power-
business-critical-tech/
BP Oil & Gas • BP, a leading global energy company, has selected Microsoft Azure as part of its
global cloud computing strategy.
https://news.microsoft.com/en-gb/2017/07/25/bp-selects-microsoft-azure-
company-wide-platform-part-modernisation-programme-2/
Centrica Utilities • Centrica is moving it's UK Data Centre workloads to #Azure and #Office365 as a
platform to enable Digital Transformation
• https://news.microsoft.com/en-gb/2017/06/28/centrica-becomes-latest-blue-
chip-company-to-choose-microsoft-azure/
North American
Eagle
Automotive • Setting a new land-speed record with Advanced Analytics & IoT
• https://www.youtube.com/watch?v=YxmAEMmwXYU
Real Madrid Sports • Real Madrid opens 1 stadium to 450 million with Microsoft Azure
• https://www.youtube.com/watch?v=Xp7VhEy4GHI
Xbox Gaming • Xbox live scales in the cloud with Microsoft Azure
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 22 | Page
Microsoft Azure
• https://www.youtube.com/watch?v=mKUwryQI9cw
IO-Interactive /
Square Enix -
Hitman
Gaming • Hitman by IO-Interactive and Square Enix runs on Microsoft Azure
• https://www.youtube.com/watch?v=ApEvC2M8FWc
NHS Blood &
Transport Service
Healthcare • Scaling the UK NHS Blood and Transplant service to cope with peak demand,
offer new services (and save >$1.5m in cost).
• https://www.youtube.com/watch?v=HqSZzBUjFzM
Dartmouth-
Hitchcock
Healthcare • Dartmouth-Hitchcock revolutionizes the U.S. healthcare system
• https://www.youtube.com/watch?v=-wVeHZNn8aU
ThyssenKrupp Manufacturing • ThyssenKrupp - Giving cities a lift with the Internet of Things
• https://www.youtube.com/watch?v=jhrhBgZphBw
JustGiving Charity • JustGiving uses big data and Microsoft Azure to help connect people with the
causes they care about most
• https://www.youtube.com/watch?v=CBTXNCkYGmc
ASOS Retail • ASOS and Azure Case study
• https://customers.microsoft.com/en-us/story/asos
• ASOS streamlines fashion with Microsoft Azure
• https://www.forbes.com/sites/tonybradley/2017/02/24/asos-streamlines-
fashion-with-microsoft-azure
• Listen to ASOS CTO discuss the road to Azure and Microservices:
• https://channel9.msdn.com/Events/TechDaysOnline/UK-TechDays-Online--
Future-Decoded/Evolving-ASOS-to-Azure-Microservices
Watchfinder Retail • Watchfinder Partners with Microsoft and Endjin as they look to expand overseas
• https://www.youtube.com/watch?v=woq7ji5Fddk
Met Office Weather • Met Office move Weather Observation Website (WOW) to Azure with New
Signature
• https://www.youtube.com/watch?v=C8W0HnlMqwg
AccuWeather Weather • Microsoft Azure enables AccuWeather to respond to 17 billion requests for
crucial weather data per day.
• https://cloud.microsoft.com/en-us/customer-stories/accuweather/
Temenos Banking • This cloud helped Temenos bring banking to 10 million people in just 2 years
• https://cloud.microsoft.com/en-us/customer-stories/temenos/
Milliman Insurance • Milliman partners with endjin to deliver hyper-scale compute on Azure
• https://www.youtube.com/watch?v=KomLLWiJflE
Hymans
Robertson
Financial
Services
• Hymans Roberston is a leading UK pension consultancy with an interactive
platform to enable their clients to plan for their retirement. Run in Azure was a
perfect fit, because of the elastic scale and regulatory compliance
• https://www.youtube.com/watch?v=5M3mE6w9ueU
National Air
Traffic Service
(NATS)
Public Sector • Helping improve air quality and reduce costs with the cloud
• https://enterprise.microsoft.com/en-gb/roles/it-leader/analytics-at-nats-takes-
flight-with-the-cloud/
Somerset County
Council
Public Sector • Nationwide austerity measures are prompting local government to rethink and
revamp technologies and processes, to better support citizens and achieve their
goals. Somerset County Council is moving nearly all its on-premises
datacenters—including Windows, Linux, and open source technologies—to a
hybrid Azure architecture. The county also built a new DevOps environment in
Azure that facilitates continuous integration and automated processes including
infrastructure as code. As a result, Somerset will realize dramatic gains in
efficiency, reducing downtime, accelerating new software releases, improving
services, and saving more than £65,000 a year in power.
• https://customers.microsoft.com/en-us/story/somersetcountycouncil
Metropolitan
Police
Police Forces • 22,000 police men/women from 32 boroughs in the capital are stepping up the
fight against crime by using Microsoft’s Azure cloud service to store and review
millions of hours of footage filmed on officers’ body cameras, so they can
automatically record criminal acts, helping with prosecutions.
• http://news.microsoft.com/en-gb/2016/12/01/35558/#rUCJaxeGuV33BGtf.99
Paul Smith Retail • Paul Smith sets the trend in business agility, with new hybrid cloud solution
• https://www.youtube.com/watch?v=yuRQUFZLkRc
Jet.com Retail • Jet.com has created a new online marketplace with a dynamic, real-time pricing
engine, built on Microsoft Azure
• https://www.youtube.com/watch?v=abci_fMcPls
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 23 | Page
Microsoft Azure
Rolls-Royce Manufacturing • Rolls-Royce is using the Microsoft Azure platform to fundamentally transform
how it uses data to better serve its customers.
• https://www.youtube.com/watch?v=B3CZXp-RK0g
Johnson Controls Services • Johnson Controls, a leading provider of HVAC equipment and building
automation solutions, is creating an easier, more-automated way to aggregate
data and provide intelligence on systems running globally
• https://www.youtube.com/watch?v=haYd0L4bQzA
WASH Services • Laundry Innovator Manages Growing Business Using Cloud Analytics
• https://www.youtube.com/watch?v=iIYU1Xfhr8g
NEED TO KNOW C5: Microsoft Azure FAQs
• Below is a list of the most common FAQs related to Microsoft Azure
• List of the most common presales questions asked by Partners by Product: https://support.microsoft.com/kb/3182623
Area FAQ Link Area FAQ Link
Commercial
FAQ
• Virtual Machines Licensing FAQ
• Azure for Microsoft software FAQ
• Azure Marketplace FAQ
Product FAQ • Windows VM FAQ
• Linux VM FAQ
• SQL Database FAQ
• SQL Server on Azure VM FAQ
• Azure Security Centre FAQ
• Azure Active Directory FAQ
• ExpressRoute FAQ
• Azure Site Recovery FAQ
• Virtual Network FAQ
• Azure Backup FAQ
• Azure Data Factory FAQ
• Azure Stack FAQ
• Visual Studio FAQ
• Application Insight FAQ
Pricing &
Purchasing FAQ
• Azure Purchase FAQ
• Azure Billing and Subscription FAQ
• Azure Free Trial FAQ
Support FAQ • Azure Support FAQ
• Azure Lifecycle support policy FAQ
Microsoft
Partner
Network FAQ
• MPN FAQ
• Top Partner questions
• MPN Software licensing benefit FAQ
• BizSpark FAQ
• CSP FAQ
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 24 | Page
Microsoft Azure
NEED TO KNOW C6: Microsoft Azure Deployment Options
Microsoft provides you with a choice of deployments for Azure. PaaS (a more managed Azure stack), IaaS (less managed Azure
stack), and Hybrid deployments that take advantage of the best of Public and Private cloud deployments. A summary of
responsibilities for these options are:
On Premise
(Private Cloud)
Infrastructure
(as a Service)
Platform
(as a Service)
Software
(as a Service)
YOU
Provision
and
Manage
Data & Access YOU
Manage
Data &
Access
YOU
Manage
Data & Access YOU
Manage
Data & Access
Applications Applications Applications MICROSOFT
Provision
and manage
Applications
Runtime Runtime MICROSOFT
Provision
and manage
Runtime Runtime
O/S O/S O/S O/S
VM VM VM VM
Compute MICROSOFT
Manage
Physical
Fabric
Compute Compute Compute
Networking Networking Networking Networking
Storage Storage Storage Storage
Here are some examples of Microsoft Azure services:
• Azure gives you CHOICE when deploying applications. A comparison of some of the options are here:
Deployment Example Ideal for
User Type
Ideal for
Work Type
Software as a
Service
(SaaS)
• Dynamics 365 - intelligent business applications that help you
manage & run your business, while better engaging customers
• Office 365 - Your place to create, communicate, collaborate and
get great work done
Business
Users
Consume
PACKAGED
Apps in the
Cloud
Application
Platform as a
Service
(APaaS)
• PowerApps – Graphical design of Mobile solutions
• PowerBI – Interactive Data Visualisation BI Tools
• Microsoft Flow – automates workflow across apps and SaaS
services
Designers Design NEW
apps in the
cloud
Platform as a
Service
(PaaS)
• Batch – HPC Solutions
• Cloud Services – Custom N-tier/3-Tier stateless apps
• Service Fabric – Cloud native Microservices stateful & stateless
• Functions – Serverless compute, event driven functions and Code
• App Services – Private & Dedicated (ASE), or Web, Mobile, API &
Logic (workflow) Apps
• Other PaaS – Third Party Frameworks e.g. Cloud Foundry,
OpenShift, Apprenda, Jetstatic etc
Developers Build NEW
apps in the
Cloud
Infrastructure
as a Service
(IaaS)
• VMs – Stateful & Stateless Solutions
• VM Scale Sets - Scaleble stateless solutions
• Container Services – Scalable Docker Images in containers
Developers Lift &
Shift/HOST
EXISTING
apps to the
cloud.
OnPremise
• Microsoft Stack – Extend Azure on-premises and build innovative
hybrid applications
Developers Build HYBRID
Apps
Infrastructure as a Service - Virtual Machine Series
• Azure has a variety of Virtual Machines categories to suit your workload needs.
• Within each category, there are a range of VM options
• Basic Tier VMs - Do not include Azure load-balancer and Auto-Scaling, or the full Azure Compute Availability SLA .
• Standard Tier VMs – Include load balancers, auto-scaling and SLA as standard.
• VMs with denoted with an “S” (e.g. Fs or Ds) – Indicates Persistent storage (which you need to buy premium SSD
Storage separately)
Platform as a Service – The New frontier
Platform as a service (PaaS) is a complete development and deployment environment in the cloud, with resources that enable
you to deliver everything from simple cloud-based apps to sophisticated, cloud-enabled enterprise applications.
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 25 | Page
Microsoft Azure
Like IaaS, PaaS includes infrastructure – servers, storage and networking – but also middleware, development tools, business
intelligence (BI) services, database management systems and more. PaaS is designed to support the complete web application
life cycle: building, testing, deploying, managing, and updating.
PaaS allows you to avoid the expense and complexity of buying and managing software licences, the underlying application
infrastructure and middleware or the development tools and other resources. You manage the applications and services that you
develop, and the cloud service provider typically manages everything else (no more maintenance and management overheads
of IaaS virtual machines), at the same time being able to create a templated environment for consistency and maintainability
that can be source controlled and automatically deployed. This entire shift will:
• Reduce consumption costs
• Reduce maintenance time and effort
• Improve quality
• Implement a governance process for code and environment deployments
• Decrease time to market/time to test/dev
• Remove deployment overhead from application lifecycle
• Improve security
NEED TO KNOW C7: Pricing Azure Services
Microsoft Azure operates on a “utility” based pricing model (i.e. you pay for what you use). It is therefore vital to understand
• Features you have deployed, and how is it metered
• Tier of package you select (Basic, Standard, Premium)
• How you purchased the Azure services (and thus what offers you can access)
The following resources will help you price a customer specific solution:
• Azure Pricing Overview – For a breakdown of the pricing models for all Azure services
• Azure Pricing Calculator – For estimating expected pricing of Azure services
• Azure Channel Pricing Calculator – Pricing to help channel partners calculate pricing based on customer purchase model.
• Azure Total Cost of Ownership Calculator - estimate the cost savings by migrating workloads to Microsoft Azure
• Azure VM Price – A comparison of Prices of VMs across regions
The Following resources will help you with billing and purchasing (also Check out the Tools in Need to Know C3)
• Azure Billing Portal – Track your actual account usage and set-up billing alerts
• Azure Purchase FAQ – Purchasing FAQ
• Azure Billing and Subscription FAQ – Billing FAQ
• Get your Azure invoice emailed to you or your procurement team
• Microsoft Peek – Can be used to track Azure Usage/Billing Analytics EA, CSP and Direct Azure Subscriptions. It provides
detailed visuals for near real time data analytics
For Cloud Application Development technologies, I have outlined some of the key services and pricing models:
CAD Area Service What is it? How is it Priced?
App
Development
Azure Resource Manager Deploy and manage Azure resoureces Included as part of the service
App Services For building scalable web/mobile apps Tier Based on App Service Plans
(number of apps, functionality, Disk
space, & Instances)
Web Apps Quickly create, deploy, scale web apps
Mobile Apps Build and host the backend for any
mobile apps
API Apps Easily build consume cloud API
Logic Apps
Code free workflow orchestration as a
service
Priced per action executed
Notification Hubs A scalable, push notification engine for
quickly sending millions of messages
Tiers based on features and number
of pushes
API-Management
Publish APIs to developers, partners and
employees securely and at scale.
Based on API Calls, Cache, Scale-out
Azure functions Process events with serverless code Price based on resource
consumption and executions
Azure Service Fabric Build and operate always-on scalable,
distributed apps using a microservices
Costs based on VMs and storage
used (not the service itself)
Azure Search
Fully managed search as a service for
web and mobile apps
Tiers of services based on storage,
indexes, documents hosted
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 26 | Page
Microsoft Azure
Mobile Engagement
Mobile app user engagement platform
(usage, Notifications and messaging)
Based on the number of monthly
active users
Redis Cache
High throughput, low latency data access
to build fast/scalable apps
Tiers based on feature and memory
size
Service Bus
Messaging platform to connect services
and solutions in the cloud
Tiers based on Features, message
size and connections
Azure Batch Run large-scale parallel and batch
compute jobs
Charged based on the underlying
compute resources used (Cloud
Services or Linux VMs)
Cloud Services Create highly available, infinitely scalable
cloud applications and APIs
Based on VM type , Size, and
specification
DevOps
Visual Studio Team
services
Services for teams to share code, track
work, and ship software
Number of users (5 included free)
with additional costs for extensions
and features (e.g, Load Testing)
Application Insights Detect, triage, and diagnose issues in
your web apps and services
Some Free. Then based on Number
of Nodes
HockeyApp Deploy mobile apps, collect feedback
and crash reports and monitor usage
Plans based on number of apps and
number of owners
Media
Services
Media Services
Encode, store, and stream video and
audio at scale
Based on Service (e.g. VoD, Live
Streaming, Streaming, Content
Protection)
Azure CDN
Deliver content to end-users through a
robust network of global data centres
Based on Supplier (Verizon/Akamai),
Geo Zone, outbound data transfers)
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Lee Corbett ([email protected]) Microsoft & MPN Partner Confidential 27 | Page
Microsoft Azure
NEED TO KNOW D1: Microsoft & Digital Transformation
What is digital transformation?
• Digital transformation is about reimagining how you bring together people, data and processes to create value for your
customers and maintain a competitive advantage in a digital-first world.
• “Every company is a software company. You have to start thinking and operating like a digital company. It’s no longer just about
procuring one solution and deploying one. It’s not about one simple software solution. It’s really you yourself thinking of your own
future as a digital company.”– Satya Nadella CEO, Microsoft
• Review the following framework from Gartner, and download our exclusive e-book to take digital to the core of your business:
• https://info.microsoft.com/Enterprise_EN-US_ITDM_DTebook_RegistrationPage.html
How can a customer or Partner start on their Digital Transformation Journey?
• Partnering with Microsoft helps your organisation transform into a digital company by developing new capabilities in the 4 key
areas below:
ENGAGE
your
CUSTOMERS
EMPOWER
your
EMPLOYEES
OPTIMISE
your
OPERATIONS
TRANSFORM
your
PRODUCTS
Tailor Individual customer
experiences by
harnessing data and
drawing on actionable
insights (Link)
Increase employee
productivity and
collaboration by creating a
work environment that’s
intelligent, flexible, and
secure (Link).
Accelerate the
responsiveness of your
business, improve service
levels, and reduce costs
with intelligent processes.
(Link)
Differentiate and capture
emerging opportunities by
using data as a strategic asset
and shifting from hindsight to
foresight. (Link)
How does Microsoft Technology enable to Digital Transformation?
• Microsoft products, platforms, and technologies can be grouped into four solution areas, and are a key enabler for Digital
Transformation:
•
What Digital Transformation Customer Success stories can you share?
• Find your inspiration and Imagine the possible with these REAL stories of Digital Transformation, enabled through Microsoft
Technology (Filter by Technology, Industry, of Type of Digital Transformation)
• https://enterprise.microsoft.com/en-us/real-stories-of-digital-transformation/
How does Digital Transformation apply to my Customer contact or Customer Industry?
• Industry Book of Dreams - The Book of Dreams is intended for Digital Advisors (Architects) to support the end-to-end
Microsoft Value proposition. It includes some of the best scenarios for an industry vertical to better understand the digital
future for the industry.
• These Guides are available for:
Roles
• Chief Marketing Officier (CMO),
• Chief Operating Officer (COO),
• Chief Information Security Officer (CISO),
• Chief Information Officer (CIO),
• Human Resources (HR),
Industry
• Airlines, Automotive, Banking, CityNext, Consumer Electronics, Consumer Goods,
Education, Healthcare, Insurance, Manufacturing, Media, Mining, Oil & Gas, Professional
Services, Retail, Sports, Telco (with more industries and roles to follow)
• You can download these guides here:
• https://1drv.ms/f/s!AricDKG0Tsitj81tMrmdHOhSbjSY4Q