Customer Introduction GuideMICROSOFT AZURE

WHO IS THIS GUIDE FOR?

This guide is a sales tool to help you sell Microsoft Azure services to your customers. It will assist you in communicating the opportunities that come with Azure and suggests potential workloads to start your customers on their Azure journey.

TOPICS COVERED

• Cloud Outlook • Cloud Benefits - why Microsoft Azure is good for your customer’s business• Microsoft Azure vs Amazon Web Services (AWS) Competitive Analysis• Cloud Computing Patterns• Microsoft Azure – Suggested workloads and bundles• Additional Marketing materials to help you sell

TARGET AUDIENCE

Partners who are experiencing a variety of new pressures – increased customer expectations, security threats and business demands. This will particularly impact:

• IT Decision Makers (ITDMs)• Business Decision Makers (BDMs)

Before progressing with a customized assessment of the customer, it is a good idea to find out where they are in their cloud journey.

Some questions you might hear when talking about Azure:

Question: Isn’t migration to cloud a wholesale, large-scale operation – all or nothing?• Reasoning: With Azure, the shift doesn’t need to be all at once, and upfront effort can be a lot less complex than first imagined.• Solution: Start with a project that is straightforward to implement and integrate into an existing infrastructure.

Question: Isn’t moving to the cloud very expensive?• Reasoning: Reality is that commitments of large, front-loaded budgets aren’t required.• Solution: Most initial cloud projects on Azure start as low as $1k/month with an affordable pay-as-you-go model.

CLOUD OUTLOOK

Scalability and seasonality• No need to purchase hardware or resources you will only need for a short period, or spend time and money maintaining them. • Scale up or down quickly based on activity and usage peaks in dev/test environments.

Security and maintenance• Your VMs, databases, or apps are maintained with the highest level of security in the cloud. • When it comes to maintaining them, you save time and energy by removing routine tasks and focusing on higher business impact tasks instead.

Once you have discussed any concerns the customer might have, it is a good idea to discuss the overall value proposition of Microsoft Azure and how it can help their business.

You can break this down into three main topics:

Cost Savings• Cloud can provide significant cost reduction based on how you run your IT environment. • Many companies have seen up to 60% in savings when going cloud storage versus local storage.

CLOUD BENEFITS

If your customer is still uncertain about using Microsoft Azure, we can confidently say that Azure and AWS coexist well, but Azure also has certain advantages listed in the below competitive analysis done by Microsoft:

Build stuff faster Azure’s integrated tools, unified services, and proven solutions help you build enterprise, mobile, web, and Internet of Things (IoT) apps faster than with AWS, for virtually any platform or device.

Seamlessly connect your datacenter to the cloud Unlike AWS, Azure lets you easily build hybrid applications that leverage resources in your datacenter, at service providers, and within Azure itself—all without the need for complex workarounds and tradeoffs.

MICROSOFT AZURE vs AMAZON WEB SERVICES (AWS)

Use what you already know There’s no steep learning curve with Azure like there is with AWS—you’ll be productive your first day in our cloud.

Minimize your risk Microsoft leads the industry in its commitment to the protection and privacy of your data and services.

Vs

Over provisioned capacity is wasted, time to market can be cumbersome based on cost of investment

ON AND OFF WORKLOADS Successful services need to grow/scale. Keeping up with growth is a big challenge, growing businesses cannot provision hardware fast enough

FAST GROWTH

Unexpected/unplanned peaks in demand. Sudden spike impacts performance – you cannot over provision for extreme cases

UNPREDICTABLE BURSTINGServices with more seasonal trends. Peaks due to periodic increased demands and troughs due to a slow in demand leading to a wastage in capacity

PREDICTABLE BURSTING

CLOUD COMPUTING PATTERNSNot all companies will follow the same type of cloud computing pattern, but most companies would fall into one of the below categories. Azure allows you to control/change your computing patterns and remember, the good thing about the cloud is that you only pay for what you use.

Your customers may know what they need from Azure, but if they don’t then they will be looking for guidance from you about where to start. The below workloads are small scale examples of how a business can utilize Azure to start their journey. These workloads can be suggested to customers to see if they resonate with them.

Suggested WorkloadsMICROSOFT AZURE

Suggested Workloads

1. Backup & Archive2. Virtual Machines (VMs)3. Cloud Databases4. Website & Apps5. Identity & Security

An Example Of a Backup Package5 x Win machines, files & folder backup only, UK data sovereignty

Overview:With the massive explosion of data occurring across organisations around the world, many businesses are turning to the cloud for economical ways to keep pace with the vast amount of data they must backup and archive.

• Hybrid storage means you don’t have to choose between on-premises or cloud storage• Scale storage to accommodate peaks and dips• Never spend more than you are using • Allows you to adopt and define a holistic business continuity strategy

Questions you want to ask:1. Do you have any constraints that dictate where you store data?2. How do you go about archiving your data?3. Do you feel as though you’re overspending on storage?

RESOURCE REGION OS

Azure Backup Agent (MARS)

File/folder backup, Windows machines only - 3 x backups per day

5 instances x 250GB each

UK South Win

Block Blob LRS storage

(1.25TB)UK South N/A

Backup & Archive

Note: The above is just an example. Components needed depend on individual customer requirements and, additional resources are available – Please discuss with your intY Channel Account Manager for further details and advice.

An Example Of Basic Virtual Machine’s PackageVirtual Machine Package 1 (local SSD, all-round performance)

Overview:Azure VMs give’s the customer on-demand, scalable computing resources with more control, higher availability, better security, and improved management. The customer can:

• Scale to what they need, pay only for what they use• Create VMs when they need them for as long as they need them, then shut them down when they don’t• Get more choice, enhance security compliance

Questions you want to ask:1. How do you drive innovation when you have budget constraints?2. How are you meeting business demands as quickly and efficiently as possible?3. Is your current infrastructure flexible, reliable, scalable?”

RESOURCE REGION OS

A1 v2 (1 core/2GB

RAM/10GB HDD)

UK South Win

Managed disk (to carry

Windows OS)UK South Win

Storage (Block Blob, 500GB)

UK South N/A

Data Manage-ment (storage transactions)

N/A N/A

Networking (1TB outbound

traffic) Z1UK South N/A

Virtual Machines

Note: The above is just an example. Components needed depend on individual customer requirements and, additional resources are available – Please discuss with your intY Channel Account Manager for further details and advice.

An Example Of Basic Cloud Database PackageSingle Basic SQL Database (suited to more predictable usage)

Overview:Use the cloud as your data warehouse and database solution as a service, and do it all by paying for what you need. The customer can either have a single database or elastic pool:

• Single databases are fully isolated databases optimised for workloads when performance demands are somewhat predictable. You can scale a single database up or down through the Basic, Standard and Premium service tiers to get the performance and features your app needs, precisely when it needs it.

• Elastic pools let you manage the collective performance of a pool of databases rather than single databases. The databases in the pool automatically scale up and down to meet demand. You can easily add and remove databases from the pool, scaling your app from a handful of databases to thousands, all within a budget you control.

RESOURCE REGION OS

B: 5 DTUs, 2GB storage per DB

UK South -

Networking (20GB outbound

traffic) Z1 UK South Win

Cloud Databases

Note: The above is just an example. Components needed depend on individual customer requirements and, additional resources are available – Please discuss with your intY Channel Account Manager for further details and advice.

Questions you want to ask:1. What is your current data warehouse approach?2. Can it scale on demand and pause when not in use? 3. How do you handle exponential data growth?

Free Evaluation PackageLimit of 10 web, mobile or API apps

Overview:The concept of hosting a website on Azure is done through the Web Apps service. A selection is made for the tier of service required:

• Free – used to evaluate the App Service• Shared – suitable for low traffic sites, but mainly as a pre-production environment• Basic – used for low traffic websites (dedicated virtual machine)• Standard – significantly more storage and unlimited number of apps/domains hosted (dedicated virtual machine)• Premium – everything included in the Standard plan plus support for large scales instances, additional connectors and BizTalk capabilities (dedicated virtual machine)• Basic, Standard & Premium plans all include a 99.95% uptime SLA• 165 MB of outbound traffic is included, additional outbound network bandwidth charged separately

RESOURCE REGION OS

F1: Shared cores, 1GB RAM, 1GB Storage

UK South -

Websites & Apps

Note: The above is just an example. Components needed depend on individual customer requirements and, additional resources are available – Please discuss with your intY Channel Account Manager for further details and advice.

Questions you want to ask:1. How are you managing internal and external websites?2. Are you using different platforms?3. Do your customers use and love your websites and apps?

Example Identity & Security Package

Overview:A package of services that help to ensure that sensitive information is kept private & secure in the public cloud.

Security services combine a management centre, data security and end-user security

Constituent parts are:• Security Center standard pricing is on a per-node basis (a node being any device that is monitored by the service such as a virtual machine, Azure SQL Database)• Key Vault enables Azure subscribers to safeguard and control cryptographic keys and other secrets used by cloud apps and services (Standard and Premium variants available)• Log Analytics enables gathering & examination of a customer’s cloud/on premise log data• Azure Active Directory provides robust capabilities to manage users and groups, helping to secure access to on premise and cloud applications

RESOURCE REGION OS

Security Center (Standard Tier) - -

5 instances x 250GB each - -

Key Vault - Certificate Renewals - -

Log Analytics (Standalone) West Europe -

Azure Active Directory Premium P1 - -

Multi-Factor Authentication - -

Identity & Security

Note: The above is just an example. Components needed depend on individual customer requirements and, additional resources are available – Please discuss with your intY Channel Account Manager for further details and advice.

• Multi-Factor Authentication adds an additional layer of security, protects data & application (incl. O365, Salesforce, Dropbox & many non-Microsoft SaaS applications)

Questions you want to ask:1. How safe and secure is your data, especially in the event of an incident?2. What security measures do you have in place currently?3. Do you know what type of threats your company could be exposed to?

You can find more information about Azure on our website: www.inty.com/services/microsoft-azure

Partner Resource PortalFor case studies, infographics, battlecards and more, log into the intY Resource PortalGo to > Documents > Product Documentation > Azure

Microsoft Training PortalVisit the Microsoft Partner training portal to see the options available for additional sales and technical training: www.microsoft.com/uk/partner/upskill

If you have any queries or require further details, please contact your intY Channel Account Manager or alternatively call us on: 44 (0)1454 640500 or send us an email: hello@inty.com

Additional Marketing MaterialsMICROSOFT AZURE