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Partner Opportunity Playbook Cloud Infrastructure & Management

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Partner Opportunity PlaybookCloud Infrastructure & Management

Content

Partner opportunity & benefits

Why partner with Microsoft

Next steps

Partner programs & resources

Market opportunity

Microsoft solution overview

Watch the Microsoft Inspire session: Empowering organizations with Microsoft AzurePartner success insights

Microsoft Partner internal use only. Visit the C+E Partner Resources portal > Practice > Sales & marketing for to-customer resources.

Market opportunity

The cloud revolution continues

Source:1 TBR Hybrid Cloud Report2 IDC Microsoft eBook: The Modern Microsoft Partner Series

Public IT cloud services revenue will reach $141.2

billion by 20192

Public IT Cloud Services Growth (2014-2019 CAGR %) SaaS: 15.8% PaaS: 30.6% IaaS: 27.0%2

Hybrid influence market size will grow 78% year-to-

year in 20171 to $155 billion

78%Cloud Partners (>50%

cloud revenue) have 2X the growth and 1.5X the gross profit of their less-

cloudy peers2

$141B

2X

Cloud growth in enterprise

2016 2020

PUBLIC CLOUD SALES WORLDWIDE

201920182017

$160B

SaaSPaaSIaaS

Cloud growth in enterprise

2016 2020

DIGITAL TRANSFORMATION OPPORTUNITY

201920182017

~$4.5T

Microsoft solution overview

Trusted approach

Innovation for your needs

Designed for results

HYBRIDOPEN

CUTTING EDGE TECHNOLOGY

DEVELOPER PRODUCTIVITYBUILT IN MANAGEMENT & SECURITY

SOLUTIONS & F INISHED APPS

SECURITY COMPLIANCE

GLOBAL DATACENTERS

Microsoft Azure

Hybrid cloud consistency

Common Identity

Management & Security

Data Platform

Unified Development

Azure Active Directory

Active Directory

Azure Management and Security

Azure Data Services

SQL Server

Azure Services

On-premisesInfrastructure

Azure Stack

Azure Stack: an extension of Azure

At the edge and disconnected

Cloud application model on-premises

Meet every regulatory

requirement

Choice + flexibilityManagement

Applications

App frameworks

Infrastructure

Linux

Databases & middleware

Developer productivity

Microsoft Azure

4 Million Developer Audience

HIPAA / HITECH

FedRAMP JAB P-ATO

FIPS 140-2

FERPA DISA Level 2

ITAR-ready

CJIS

21 CFRPart 11

IRS 1075

Section 508 VPAT

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

Content Delivery andSecurity Association

SharedAssessments

European UnionModel Clauses

United Kingdom G-Cloud

SingaporeMTCS Level 3

Australian Signals

Directorate

JapanFinancial Services

China MultiLayer Protection

Scheme

ChinaCCCPPF

New Zealand

GCIO

ChinaGB 18030

EU Safe Harbor

ENISAIAF

Compliance: largest portfolio in the industry

40Azure regionsMore than AWS & Google combined

Azure solutionsDev Test Backup, Archive, DR BI +Analytics Internal

business appsCustomer

facing apps

SAP on Azure Big Data & Data Warehouse RedHat on Azure Internet of Things High Performance

Computing

Why partner with Microsoft

Partner with Microsoft & Microsoft AzureCapitalize on new opportunities

Investments in partnersOne complete platformMomentum & customer base

$640m in partner GTM investmentsOne Commercial Partner organizationDriving co-sell with Microsoft field sellersContinued investment and improvement in platforms.

End-to-end solutions on a consistent platform across private, hybrid and public cloudsBroad opportunity across infrastructure, apps, devices and cloud servicesBuilt-in capabilities enable profitable and competitive solutions

100s of service providers, 1,000s of enterprises, and over 90% of Fortune 500 companies use Microsoft cloud70%1 increase in partners doing Azure projects214% increase in consumption from partners led solutions350% increase of OSS Azure consumption from partner led projects

1. Internal Microsoft figures.

Partner success insights

A holistic approach to datacenter transformationBuilding on deep expertise and offering the full suite of Azure services, 10th Magnitude goes further to help enterprises see their future gains and savings in Azure

"Our business essentially doubles every year. Our relationship with customers has continued to grow and evolve as Azure has grown and evolved"

Alex BrownFounder & CEO

10th Magnitude – a Microsoft Cloud Partner

Management and security become differentiatorsConquest changes the playing field in protecting customers’ infrastructures and virtual machines with the Azure Management and Security portfolio

"Azure Management and Security has been one of the key game changers and differentiators that let us win over other cloud options, over siloed cloud scenario"

John SastrePresident

Conquest – a Microsoft Cloud Partner

A full services package for digital transformationInSpark gives customers control and pace in the adoption of public cloud through leveraging Azure to deliver hybrid cloud solutions

"We've been able to grow faster than before using the Microsoft cloud. We can now embrace the speed of change, but also use the Microsoft cloud to instantly deliver services to our customers"

Martin HouttManaging Partner & Co-founder

InSpark video – a Microsoft Cloud Partner

Partner opportunity & benefits

Take advantage of AzureThe opportunity for Partners

By 2020, IDC forecasts public cloud spending

will reachin Hybrid Cloud

Solutions by 20214

$91.7BThe most digitally

transformed enterprises generate on average $100

million in additional operating income each

year3

100M

$203B

ISV Applications

9kAzure Marketplace leads per month

Project Services

214%Consumption growth in partner driven Azure projects

Managed Services

+20%New customers per month for our Managed Services Provider partners.

Capitalize on opportunities with Microsoft Azure

Application Modernization9.5m 3 .Net/Java enterprise apps to be modernized in our top customer accounts.

Data Platform300% Cloud consumption growth in Data and Analytics partner driven projects

Application Innovation353k Daily active Web/Mobile sites growing consistently +5% MOM

60%of cloud spend will be on

SaaS by 20202

1. IDC, Worldwide Semiannual Public Cloud Services Spending Guide, February 20172. IDC, Worldwide Semiannual Public Cloud Services Spending Guide, February 20173. Keystone Strategy 20164. Internal Microsoft source

1

Huge partner opportunity across cloud infrastructure & management

Marketing ProgramsEnd-Customer Investment Fund (ECIF)Azure Every WhereGlobal Engagement ProgramsAzure Credit Offer

Training & ReadinessCloud Platform UniversityAccess Partner Training, Sales and Marketing Resources for Cloud Infrastructure and Management

Microsoft Virtual Academy

Sales & Deployment ProgramsCloud OS AccelerateSoftware Assurance Planning Services (aka DPS)Azure Access POCAzure FastTrackAzure Hybrid Use Benefit

1 Cloud partners are those partners with >50% cloud revenue2 IDC Microsoft eBook: The Modern Microsoft Partner Series3 Microsoft Internal Research

Key opportunities to drive consumptionLeverage Azure Infrastructure Solutions% for transformation projectsScale your Backup, Archive and DR practices Boost your Azure Practice with Migration & Modernization opportunities

in Hybrid Cloud Solutions by 20213

$91.7B

$43Bin managed

services cloud projects by 2018

(%% SAP, Red Hat Linux, High Performance Computing, DC Transformation, Dev/Test, App Modernization

Cloud projects1 are 5.8x larger

when driven by partners3

Growing momentum in partner opportunities

$1 in Azure consumption

1 1 1 1 1

$5 partner services

1

Partner programs & resources

Partner ToolboxThe Partner Toolbox for Cloud Infrastructure & Management provides a summary of and links to all guidance and resources that will help partners get started, build and sell and market Microsoft Cloud Infrastructure & Management solutions. Access the Partner Toolbox for the following guidance and resources:

All resources listed in the Partner Toolbox can be found on the Cloud and Enterprise Partner Resources portal.Any new resources or updates to existing partner resources will be posted to the Partner Resources portal.

Get Started with MicrosoftBecome a Microsoft PartnerPractice Development

Technical ReadinessTechnical Readiness Technical Programs

Sales & MarketingSales ReadinessSales ToolsMarketing Resources

Incentives & OffersPartner & Customer

Get ShowcasedPartner DirectorySuccess Stories

SupportPartner Support

Next steps

Partner with Microsoft• Become a Digital Partner of Record (DPOR).• Join the Cloud Solution Provider program and grow your business.• Join the Microsoft Partner Network to become an official Microsoft

partner. Partnering with Microsoft can help you expand your business, engage customers, and earn more money. Discover the benefits.

Build and sell your Microsoft solutions• Visit the Cloud and Enterprise Partner Resources portal for Cloud

Infrastructure & Management solutions technical, sales and marketing guidance and resources.

Get recognized• Once you’ve joined the Microsoft Partner Network (above), create a

Marketing Profile to showcase your business to customers. • Join the elite tier of Microsoft Partners and stand out from your peers

by earning a Microsoft Competency.

Access partner resources• Visit the Cloud and Enterprise Partner Resources portal• Download the Partner Practice Development Playbook – Cloud Infrastructure

and Management

Get started today

© 2017 Microsoft Corporation. All rights reserved. Microsoft, Windows, 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 marketconditions, 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.