2011 EMEA

Monetizing the Public Cloud Platform Opportunity

Nelson GonzalezDirector – Windows Azure

Carolina UzcateguiSenior Partner Strategy Manager – Windows Azure

Agenda

Windows Azure Partner OpportunitiesWindows Azure Circle Partner Program Overview

Windows Azure Incentive (SIP)Windows Azure Deployment ServicesSI Bid Architects

Open discussion

Partner Opportunities

Systems integration

Solutions

Cloud platform

enablement

Develop or migrate applications to Windows Azure for specific customersLaunch repeatable solutions on Windows Azure

OutsourcingDrive transformation of outsourcing deals through Windows Azure

Enable interoperability of Windows Azure with other customer cloud platforms

Share of SI’s Windows Azurerevenue (% of total)

Partner programs

Azure Circle

Solution Factory

Azure CircleWindows Azure EA amendment

Azure CircleHyper-V programs

FY11 FY13 (E)

70%

15%

5%

5%

45%

25%

20%

10%

Balance your business mixInvest to balance across short term and long term opportunities

Fast track deals• Longer sales cycle• Long term project• Core business

focus• Bigger revenue

Mega deals• Longer sales cycle• Long term project• Core business

focus• Bigger revenue

FY12 Windows Azure Circle Program

*For managed SIs with Architects

Azure Circle

managed SIs

250 SIs

Eligibility for:Solution Incentive Program (SIP)POC BIF Deployment Planning Services Vouchers (DPS)Discovery PackFree Developer and Test Resource

Developer, Architect and Sales Training Access to PSP activation kit contentNDA roadmap briefings

A completed PSP in the toolRevenue >$1K per QAll opportunities registered via PSX or GSXAt least one new Azure customer win (in the first 6 months)Readiness: 1 sales, 2 developers and 1 architect* ready on Windows Azure

What Partner “Gets”What Partner “Gives”

Windows Azure Circle – Platinum level

Azure Circle

Platinum Level

(Alliances or Large National

SIs)

20

Revenue: Commitment to drive significant Azure revenue $150K National SI$500K Alliance SI

Readiness: > 3 architects trained

SI dedicated Architect training classesTechnical and marketing support for developing repeatable solutions on Windows AzureMS Architect support for complex bid development Access to supplemental funds for POC development and marketing events

What Partner “Gets”What Partner “Gives”

Solution Incentive Payout Rates

10%

20%Premium*(Enterprise Edition &

Datacenter)Standard

(Standard and Workgroup)

Minimum deal size: SQL - $25K, Azure - $ 1kMaximum payout cap: $50K

25%

* SQL Server “Denali” solutions get 3% extra in payout

How SIP works

Solution Incentive Program (SIP)Solutions Incentives reward SIs for investing in practices supporting specific Microsoft solutions

Windows Azure Incentive

Azure Circle Partners with signed Windows Azure PSP in the tool

Microsoft will pay 25% incentive of the Windows Azure revenue (Windows Azure, SQL Azure, App Fabric individually or in any combination)Minimum opportunity size: $1,000 /quarter and paid out quarterly.($4,000 annualized revenue)Applies only if billing is to customer, not to partner.Max payout of $50,000 per opp. Multiple opportunities per partner are allowed.No rollover payments between Fiscal Years (nor from FY11, neither to FY13)Funds are limited and will be allocated on a first-come first-served basis

Program Overview

Eligible Partners

Criteria/ payout for

eligible deals

For more information

Deployment Planning Services - DPS

CAL Suites: STB Suites, SQL Server, Office , Visio, Project

Windows Azure DPSMgmt & Virt. DPS, SQL Server DPSDeveloper Tools DPS, Desktop DPSSharePoint DPS, Exchange DPSBusiness Value Productivity Services

Customers choose a qualifying partner to delivery DPSPartners are paid by Microsoft to deliver the services associated with this benefit

Free consulting. Let the experts train your team, help assess opportunity and plan deployment of your applications onto the Windows Azure. Access to Azure Circle partner around the world, who are trained and qualified by Microsoft

To Customers

Compensated by Microsoft for driving Windows Azure pre-sales engagement with customers, leading to follow-on engagement Access to a significant service revenue opportunity (+8,000 customers eligible for Azure DPS)

To Partners

How it works

Benefits

As part of Software Assurance benefits, customers can receive Windows Azure consulting engagements by qualified Microsoft partners or Microsoft Consulting Services (MCS)

SI Bid ArchitectsWho are the SI Bid Architects?

Sr. MS Architects focused on helping SIs develop & win large(> $ 300k MS Revenue) or competitive opportunities in the following workloads;

BI/ Data WarehouseApplication & DB MigrationCustom Application Dev. Internet SitesAzure (> $1000/month Billing)Private Cloud (>$200k MS Revenue)Dynamics XRM

How can they help you ?Drive visibility into net-new dealsTechnical bid developmentPOC assistanceIn-person bid defense

© 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows 7 and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.

The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date

of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.