The Cloud opportunity in SMB

3

Annual recurring

revenue for MSPs2

Reduction in costs

for SMBs moving to

IaaS1

“Partners are transforming their

business to increase the services they

offer to SMB”- Forrester Research, 2013

Windows Server 2012 Partner TEI

1. McKinsey & Co Winning in SMB Cloud, Jul 2011

2. Forrester MSP Market Overview, May 2012

-50% +28% YoY

Partner quadruples

margins with managed

services on Microsoft cloud

CCB’s transformation from reseller to solution

provider began two years ago when they started

recommending Office 365. Today, they offer a wide

range of cloud services, including VMs,

applications, and websites on Azure.

The managed services model keeps CCB in close

contact with customers, enabling them to identify

needs and sell value-added solutions.

PARTNER PROFILE

Years in business: 20+

Central location: Racine, Wisconsin

Employees: 60

Target customer: non-profits/SMB

www.ccbtechnology.com

“We used to ship a server, get 5% and not

see the client again for 7 years. With Azure

we get more margin on the product, then

add setup, migration, and managed

services on top. Our services margin is

around 60%.”

Patrick Booth, President, CCB, Inc.

Increased margins from 5% on hardware and software

resale to 20% on Azure1

Shortened deployment time thanks to Azure templates

and automation, improving customer satisfaction

More consistent contact with customers uncovers

opportunities and increased solution sales

4

The partner opportunity in Corporate Accounts

SharePoint on Azure

Migrate custom SharePoint sites to the Cloud to inter-operate with O365

Customer pains: Set

Hybrid Identity Management

Single sign-on for all apps including thousands of internet apps.

Customer pains: Multiple authentication for end usersElongated sign-on timeExtensive and expensive IT management

What we offer: Single sign-on across multiple cloud applicationsSimple integration with on-premises ADEasily create and manage identities in the cloudFlexibility to leverage social tools and identities

Azure Partner Sales ScenariosStorage/DR/Backup

Reduce storage TCO by 60%-80%,

Customer pains: Data growth and data management complexityBack-up issues Untested Disaster RecoveryEliminate tape backups

What we offer: Consolidate primary, archive, back-up and DR through seamless integration with AzureLeverage integrated solutions with StorSimple, Hyper-V Replica, SQL, Veeam, Commvaut, eVault, etc.Azure Site Recovery services

Custom Web Sites on Azure

Build highly scalable web sites for immediate campaigns

Customer pains: High infrastructure costsLimited datacenter capacityHard to plan for capacity for Web trafficHigh expense for Web campaigns or pilots

What we offer: Azure Web Sites allow you to quickly design and deploy highly scalable, redundant custom web sites with zero capital investment.Leverage our partner SiteCore for Cloud-based campaigns

ERP Systems on Azure

Test, Develop and Run MS Dynamics, SAP, Oracle Apps, Custom Apps

Customer pains: Long set-up timesHigh infrastructure costsLimited datacenter capacityHard to replicate production

What we offer: Microsoft Azure has been certified by industry leaders such as SAP, Oracle, Dynamics.Azure is Best-in-Class cloud architecture to run your ERP systems in full Cloud or Hybrid scenarios.

Data & BI – Big Data

Burst BI computations to the Cloud, run DR for your DBs, integrate Hadoop (HDInsight), Oracle, etc.

Customer pains: High cost of business and data insightComplex environment to manageLimited number of users due to high costs

What we offer: Quickly build a Hadoop cluster in minutes with Azure HDInsight. Achieve elastic scale out across thousands of databases

Mobile/Media/Custom Apps on Azure – (PaaS)

Develop for iOS, Android and Windows phones and tablets. Run highly scalable apps that self-manage.

Customer pains: Need a mobility solution for our legacy apps

What we offer: Mobile Services provides a scalable and secure backend that can be used to power apps on any platform–iOS, Android, Windows or Mac. Easily store app data in the cloud or on-premises, authenticate users, and send push notifications, as well as add your custom backend logic in C# or Node.js.

Customer pains: Hard to predict resources required for a Mobile app

What we offer: Easily configure built-in auto scale for both Mobile Services and Notification Hubs to match your app needs.

Customer pains: I need to deliver rich media to my users/customers

What we offer: Securely upload, store, encode and package video or audio content for both on-demand and live streaming delivery to a wide array of TV, PC and mobile device endpoints

Infrastructure on Azure (IaaS) – Stretch Your Datacenter

Dev & Test, Production, Staging. Migration testing for WS2003, SQL, SAP, Oracle, 3rd party apps. On-demand resources managed by familiar tools.

Customer pains: Long set-up timesHigh infrastructure costsLimited datacenter capacityHard to replicate production testing

What we offer: Azure VMs to run test & dev workloadsSeamless and secure networking optionsLower development costs and greater agilitySpeed to Innovation

Customer pains: I want to run my office applications as a remote app to be shared by remote users on all devices

What we offer: Azure RemoteApp provides a Cloud-based host for your apps accessible via RDS from any PC, Mac, phone or tablet device.

Customer pains: Windows Server 2003 is end of life… how do I remain compliant?

What we offer: With Azure you can “lift & shift” your WS2003 apps to run in the Cloud. Leverage our partners AppZero and Apprenda to easily run those proprietary apps on Azure.

7

8

9

Start planning your migration and transforming your datacenter todayDiscontinued support for many applications

Nowis the time to act

Increased operations costs

Impact on Microsoft Small Business Server 2003

Impact on both physical and virtualized servers

Nosafe haven

Nosafe haven

Windows 2003/R2 servers will not pass a compliance audit

Nocompliance

Nocompliance

37 critical updates released in 2013 for Windows Server 2003/R2

Noupdates

Noupdates

Windows Server 2003 EOS - Resources Ready to Go!

Ready to Go Resources:

• Digital Assets

• Migration approach videos

• Telesales Guide

• And more…

FY15 Azure EA Offers-Get started with Azure

Minimum commitment of $50,000

Credit added to Azure account based on actual

consumption with in the first 90 days

Credit of 100% of Azure usage

within the first 90 days of

enrollment

Max bonus of 25% of initial

commitment

Renewal must be 150% or greater of month 12

run rate

Bonus of 100% of net new Azure usage within

the first 90 days of enrollment—Max bonus of

25% of the initial commitment

Funds to offset the cost of Azure deployment

Paid directly to MCS or partner after engagement

Available for new, existing-annual renewal, and

existing-mid-term additions

Deployment Offer Azure EA minimum commitment

$25k

$4,000

$50k

$9,000

$100k

$14,000

$200k

$22,000

$500k+

$45,000

Funds to cover the cost of StorSimple appliance

installations from ASAP

Paid directly to StorSimple partner after

engagement

Available for all ASAP customers

Deployment Offer$4,000 per StorSimple appliance at different customer

locations

First Install per

Location

Additional

Installs$1,000 for each additional StorSimple appliance deployed at

the same customer location

Offers expire on Dec. 31, 2014

$25Kcustomer and/or partner EA consumption

3 unique Microsoft Azure customer references*

One certified individual

$100K customer and/or partner EA consumption

5 unique Microsoft Azure customer references*

Gold competency fee at reduced rate

Two certified individuals

Microsoft Azure IURs - $500/mo credit (additional to $100 core)

Eligibility for Azure Deployment Planning Services

Priority Placement in Pinpoint Marketplace

Account management

Microsoft Azure IURs – $250/mo credit (additional to $100 core)

*Silver entry fee promotional through June 30, 2015

Req

uirem

ents

Benefits

GoldSilver

Unlimited Signature Cloud Support

Customer Satisfaction Survey

Introducing the Cloud Platform Competency

Marketing Resources available to youTypical Marketing Investments (list not exhaustive)

Events: in-person and online, seminars, roundtables

Executive Engagement: Targeted one-to-few/one-to-

one events; EBCs, MTCs, roundtables,

Telemarketing: list generation, post activity follow-up

Digital Audience Engagement: utilization of social

media, web syndication and SEO

Customer Immersion Events (CIE)

Integrated campaigns – proposition development, GTM

plan, multiple activities, post activity follow-up

Microsoft Marketing Made Easy (MMME)

• Free marketing consultancy service

• Paid for marketing activity - execution support to

help spend Jumpstart/TPM funds

Join the Partnering & Innovating in the Cloud community

Hold for Linked In community image

The ‘Partnering & Innovating in the Cloud'

community, brings together cloud & technology

entrepreneurs, educators and evangelists to support

your mission to cloud success.

With a full time community manager managing the

community, join us to collaborate with your peers,

establish partnerships, create new business models,

networking opportunities and to learn, share and to

innovate.

Available Azure partner incentives

• Business Investment Funding (BIF)

• Assistance with POC for Azure with 5x ROI+

• Solution incentive Plan (SIP)

• 20% monthly consumption for 24 months. Paid quarterly

• Azure Deployment Planning Days

• Assistance with consultancy days

• Through Partner Marketing

• Assistance with marketing planning and demand generation and joint go-to-market activities

• Access to the Microsoft Azure Partner team

• Assistance with issues, connecting to sellers and helping with building your Azure practice

So, to sum up

Review Azure partner

sales scenarios –

familiarise yourself with

them

Review Azure Resources

(Marketing, incentives,

offer) – identify what’s

available to you now

Review your list of

existing customers

Map your customers

needs and requirements

to the Azure Sales

Scenarios

Sign up to the Azure

LinkedIn community to

leverage shared

knowledge and insights

Start having

conversations with

customers

Leverage incentives and

support (is the customer

Microsoft managed? Do

you have a Microsoft

contact?)

Land first 3 opportunities

Gain Cloud Platform

Silver competency to

access a number of

Microsoft Azure partner

benefits!

Azure Readiness resources for partnersSales and pre-sales

• Azure BDM training – quarterly

• Azure Champions sales training – quarterly

• Azure Technical training – quarterly

• Sales Specialist Accreditation – 1 Day training – coming H2

• Pre-Sales Technical evenings – Technights – coming H2

• Cloud Platform Competency (Azure competency) – currently available

• Microsoft Azure Blogs

• Microsoft Azure Training

• Azure Technical Readiness

• Microsoft Azure on Microsoft Virtual Academy

• Microsoft Azure IaaS Estimator

• Microsoft Azure Training Kit

• Microsoft Azure Competency partner learning paths:

• Microsoft Azure Infrastructure Services (IaaS) overview Need MPN login

• Microsoft Azure Infrastructure Services (IaaS) technical resources Need MPN login

• Microsoft Azure documentation

• Microsoft server software support for Windows Azure Virtual Machines

• Microsoft Azure Trust Centre

• Microsoft Azure Legal SLAs, Service Terms, etc)

• Microsoft Azure purchase options

• Microsoft Azure Support Plans

Azure Readiness resources for partners

Q&A

Please meet the team outside this room

or on the Hybrid Cloud or MPN stands.