Richard Harbridge

Partner Technology Strategist

Agenda

• Why we are selling a Cloud Platform

• Azure momentum cannot be ignored

• What we are selling

• FY15 Customer Offers and BIF

• MPN Transformation

• Partner Marketing

• Partner Resources

Cloud OS

• flexible development

• unified management

• common identity

• integrated virtualization

• complete data platform

With Microsoft’s Cloud OS, you can…

• $15B+ investment in cloud infrastructure.

• Continue to push further, innovate more.

• One of the largest, fastest, most connected networks

globally.

• Hardware + Software = The NEW DC.

• Security and Compliance Never Stops.

• Green innovation, carbon footprint reduction.

• 2,000+ people in cloud infrastructureengineering and operations.

• 30,000+ software engineers involved in cloud-based activities.

We are only just getting started… COME WITH US

Serious About Being The Cloud OS

What WS2003 end of support means…

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

Magic Quadrant for Enterprise Application Platform as a Service (PaaS)

Magic Quadrant for Cloud Infrastructure as a Service (IaaS)

Azure Evolution is Recognized by GartnerMagic Quadrant for Public Cloud Storage Services

Magic Quadrant for x86 Server Virtualization Infrastructure

New Product features/ functionality released over the last 12 months94

Partners with more than 50 percent of their revenue related to the cloud have

been benefiting from higher gross profit, more new customers, increased

revenue per employee and faster overall business growth, according to a new

IDC study.

The full study and more details, such as a related infographic, can be found at:

Successful Cloud Partners Document

Partners nearly double gross profits and drive faster growth with Azure

Microsoft has edged ahead of AmazonMicrosoft has become the largest hosting company as measured by the number of Windows

computers. The pair have been neck and neck for almost nine months: Microsoft now has 23,400 web-

facing Windows computers against Amazon's 22,600.

Source:

Source: Morgan Stanley CIO Survey, 2013. “Percentage of Enterprise CIOs Greater than $1B/$10B expecting to use IaaS by YE2014”

Your customers want to talk to you about Azure

What are we selling?

http://msdn.microsoft.com/en-us/library/azure/dd163896.aspx

Azure is an Internet-scale computing and servicesplatform hosted in data centers managed or supportedby Microsoft. It includes many separate features withcorresponding developer services which can be usedindividually or together.

One complete, consistent platform

Eye Chart

Not Eye Chart

MPN Transformation

MPN Disclosure Guide

Cloud is Our Core

You must be the change you wish to see in the world.

-- Mahatma Gandhi

Leading with Cloud in Microsoft Partner Network

cloud-focused competencies performance

help partners transition

Small and Midmarket Cloud

Solutions (Office 365)

Cloud Productivity (Office 365)

Cloud Platform (Azure)

Gold

+ Cloud performance

+ 2 people passing technical exam

+ CSAT

+ Cloud references

Eligibility: No changes to existing competencies. Reduced competency fees*

Benefits: Cloud benefits to help enable partners to move their business to the cloud (including cloud internal use rights, cloud support and training)

+ Cloud performance

+ 1 person passing tech exams

+ Cloud references

Silver

*Silver entry fee promotional through June 30, 2015

Setting Partners Up for SuccessEnter at the Gold level at reduced fee

Enter at the Silver level at no cost*

1,500 assigned seats (500 seats in developing markets) in last 12 months

$100K customer and/or partner EA consumption and Open sales in last 12 months

300 seats with at least 30 new customers in last 12 months

500 assigned seats (150 seats in developing markets) in last 12 months

$25K ($15K in developing markets) customer and/or partner EA consumption and Open sales in last 12 months

150 seats with at least 15 new customers in last 12 months

Partners earn additional benefit and support by reaching these performance requirements.

*Silver entry fee promotional through June 30, 2015

CloudPlatform

Cloud Productivity

Small and Midmarket Cloud Solutions

Cloud Platform: for partners who specialize in delivering infrastructure and SaaS solutions on Microsoft Azure Cloud Productivity: for partners deploying Microsoft Office 365 for enterprise customers

Small and Midmarket Cloud Solutions: for partners selling Microsoft Office 365 to small and Midmarket customers

FY15 Customer Offers and BIF

Cloud OS Accelerate

FY15 Azure Starter Offer

FY15 StorSimple ASAP Offer

FY15 EMS Deployment Offer

The secret of getting ahead is getting started.

-Mark Twain

Azure Offers SummaryPre-Sales

Azure

Consumption

Offer – “Starter”

SMS&P Local

POC

Post Sales

Cloud OS Accelerate (BIF) StorSimple Offers EMS Offers

Azure Credit

- Credit of 100% of new

Azure usage in the

first 3 months of

enrollment

- Dec 31st 2014

Deployment Offer

- $25K $4K

- $50K $9K

- $100K $14K

- $200K $22K

- $500K $45K

ASAP Hardware

Offer

- 7000 Series

Appliance with $60K

or $120K

commitment

- 8000 Series

Appliance with $75K

or $150K

commitment

(Storage SKU only)

StorSimple

Deployment

- $4K per appliance at

different locations

- $1K for each

additional appliance

at the same location

EMS Promo

- 40% Discount for 250

Users + ($4/user vs.

$6.5/user)

EMS Deployment

Offer

- Deployment funds

for either Intune, AD

Premium or RMS

- Funds double with 2

ore more deploym.

- $4K 150 to 249

seats

- $6K 250 to 999

- $10K 1000+

Azure POC

$5-$10K for AC

partner delivered POC

EMS POC

$5-$10K for partner

delivered POC

Azure DPS

3, 5 or 10-day

engagements to drive

implementations of

various Azure

Workloads. Specific 3, 5

and 10-day

engagements include:

- Azure Storage

- Dev/Test

Available as part of SA

Benefits

Azure Revenue & WS EOS

- EPG: Min. 10:1 ROI, Up to

$15K, if > $200K up to $100K

- CA: Min. 3:1, up to $15K

- WS03 EOS, min. 50 servers,

up to $50K

AWS or VMWare Migration

- Min. 3:1 ROI

- Azure & System Center

Revenue

EMS Revenue

- EPG: Min 500 Seats, 10:1 ROI,

up to $15K, if >1500 seats up

to $100K

- CA: Min. 250 Seats, 5:1 ROI, up

to $15K

Offer expires Dec 31, 2014

Cloud OS Conversation

Cloud OS Sales Scenarios FY'15 Accelerate BIF

BucketPrograms & Metrics

Technical Requirements

Funding per project (Max)

Click to Apply

Modern Datacenter

Hybrid Dev & Test, DC Cloud Extension, Hybrid Cloud Automation, MS Workload Virtualization, Hybrid Identity, WS 2012 R2 or Azure Upgrade and compatabilitytesting, VMWare Migrations, SDN

Windows Server

16+ Hyper-V Hosts ROI: EPG 10x / CA 5x

WSS 2012 + Hyper-V, SC 2012, VMM, Orchestrator plus one or more SC 2012

components

$25,000

Click to Apply

3+ Hyper-V Hosts ROI: EPG 10x / CA 5x $12,500

VMware Migration 16+ Hyper-V Hosts $30,000

VMware Migration 8+ Hyper-V Hosts $20,000

Windows Server 2003 End of Life 50 Server minimum

WS 2012 R2 Upgrade, Azure or Hoster $15,000

Hybrid Dev & Test App Monitoring & Management, DC Cloud Extension, AWS Migrations or VMWare to Azure, StorSimple archiving, AD premium, SharePoint , SAP on Azure, Desktop Backup , Data Recovery

Azure Infrastructure

Azure Modern Datacenter Revenue Commit ROI: EPG 5x / CA 3x

Azure $15,000

Click to ApplyAWS or VMWare to Azure Migration ROI: EPG 5x / CA 3x Azure + System Center $15,000

Data Insights

HD Insight, Power BI, BI on Azure, SQL Server Testing and Data Recovery

Data Platform CloudData Platform Cloud

ROI: EPG 15x / CA 10xAzure or Power BI

Revenue $15,000 Click to Apply

Tier 1 (Oracle/IBM/SAP) MigrationTier 1 & Mission Critical

MigrationsTier 1 & Mission Critical ROI: EPG 20x / CA 15x

SQL Server Premium $50,000 Click to Apply

PCITEMS, Hybrid Identity Mgt, Mobile Device & Apps Mgt, VDI

Enterprise Mobility Management

Enterprise Mobility Management Minimum seats: EPG 500/CA 250

ROI: EPG 10x / CA 5x

Intune, Azure AD Premium, Azure RMS, RDS, SCCM (1 or more)

$15,000 Click to Apply

Modern Apps

Azure Based Hybrid apps, Azure Custom apps, Azure Packaged LOB Apps, PAAS, Media, Mobile app development, Web apps, Dev/Test & DevOps

Azure Modern AppsAzure Modern Apps Revenue Commit

ROI: EPG 5x / CA 3xAzure $15,000 Click to Apply

Special Scenarios: RDP (Data Platform & PCIT), Mega, APS, COSN/National Cloud

FY15 Azure EA OffersEMS revenue does not qualify for the Azure Starter Offer

Minimum commitment of $50,000 for

New Customers and $100,000 for

Existing Customers

Credit added to Azure account based on

actual consumption with in the first 90

days

Credit of 100% of Azure

usage in the first 90 days

of enrollment

Max bonus of 25% of

initial commitment

Renewal must be 150% or greater of

committed purchases over the previous

annual term, with a minimum of $100K.

Credit of 100% of all Azure usage in the

first 90 days that exceeds 3x that of the

last month of the previous annual term

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

Offers expire on Dec. 31, 2014

7000 series 8000 series

$60K for 60TB1 $120K for 120TB1 $75K for 50TB2 $150K for 100TB2

What customers

pay for

$60K/year on Azure EA for

storage2

• Covers ~60TB of Azure storage

through StorSimple

• SKU: 6QK-00001

$120K/year on Azure EA for

storage2

• Covers ~120TB of Azure storage

through StorSimple

• SKU: 6QK-00001

$75K/year on Azure EA for

storage2

• Covers 50TB of managed storage

capacity3 through StorSimple

• SKU: CWZ-00001

$150K/year on Azure EA for

storage2

• 100TB of managed storage

capacity3 through StorSimple

• SKU: CWZ-00002

What customers

get at NO

additional cost

7020 appliance (worth $70K)3

• Gold support for 1 year with Next

Business Day (NBD) parts

• Shipping charges

• Optional deployment services4

7520 appliance (worth $120K)3

• Gold support for 1 year with NBD

parts

• Shipping charges

• Optional deployment services4

8100 appliance (worth $100K)3

• Gold support for 1 year with NBD

parts

• Shipping charges

• Optional deployment services4

8600 appliance (worth $170K)3

• Gold support for 1 year with NBD

parts

• Shipping charges

• Optional deployment services4

Additional costs

• $5,000 per year for Gold support

in years 2 & 3

• Additional $2,500 per year for

upgrade to platinum support

• Import duties and taxes

• $7,500 per year for Gold support

in years 2 & 3

• Additional $2,500 per year for

upgrade to platinum support

• Import duties and taxes

• $6,000 per year for Gold support

in years 2 & 3

• Additional $2,500 per year for

upgrade to platinum support5

• Import duties and taxes

• $7,500 per year for Gold support

in years 2 & 3

• Additional $2,500 per year for

upgrade to platinum support5

• Import duties and taxes

ASAP+ offers

Note: Offers include geo-replicated storage (GRS) for a wide range of use cases; platinum hardware support upgrade option subject to availability on a per country basis1 Azure commitment SKUs that customers can use to consume Azure storage with StorSimple and any other Azure service. The actual storage available may vary by discount, use case and use of other Azure services2 EA Level-A pricing; entitlement SKUs that provide customers specified quantities of StorSimple managed storage capacity; cannot be used for other Azure services. The actual pricing may vary by discount.. Managed

storage capacity is metered as the greater of ingested data and storage consumption in Microsoft Azure 3 7000 series appliances and 8000 series storage arrays built and distributed by Xyratex4 Qualifies for deployment via a qualified partner; $4,000 per appliance for new installation and $1,000 per appliance for additional installation at the same site paid directly to the partner. Partner reimbursement

provided up to 4 months after date of Microsoft Azure purchase; one offer per qualifying enrollment per customer; offer cannot be broken up or combined with other deployment offers 5 Existing Microsoft Premier customers are eligible for upgrade to Platinum hardware support (subject to availability) at no additional cost. Refer to StorSimple country enablement list for details

Offers valid till December 31, 2014

FY15 EMS Offers – Overview

40% Discount

$8,000(Deployment funds double with two or more service

deployments)

$12,000(Deployment funds double with two or more service

deployments)

$20,000(Deployment funds double with two or more service

deployments)

NA

Offer expires Dec 31, 2014

DPS DaysDPS Engagement Days Customer deliverable

AZDPS

Activating Microsoft Azure Sto rage 3, 5, 10Activating Microsoft Azure Storage

Completion Report Template

Migrate Applications to Microsoft

Azure Infrastructure Services3, 5, 10

Migrate Applications to Microsoft Azure

Infrastructure Services Completion Report

Template

Implementing Develop & Test

Scenarios on Microsoft Azure

Virtual Machines

3, 5, 10Dev & Test on Microsoft Azure VMs

Findings and Recommendations

Implementing Enterprise Mobility 3, 5, 10Implementing Enterprise Mobility

Completion Report Template

PVDPS

Upgrading to Windows Server 3, 5, 10, 15Upgrading to Windows Server 2012

Completion

Migrating to Hyper-V from

VMware3, 5, 10

Migrating to Hyper-V from VMware

Completion

Accelerating Management and

Virtualization Deployment3, 5, 10

Accelerating Management and

Virtualization Final Report

Implementing Enterprise Mobility 3, 5, 10, 15Implementing Enterprise Mobility

Completion Report Template

Francesco

Rietti

Azure BDM

New England

NY Metro

Brian

McGinnis

Azure BDM

Midwest

Azure Tele Team

JJ Murray

Azure BDM

Mid Atlantic

Michelle Olson

Azure BDM

North Central

Stephanie Eddy

Azure PSE

National

Martin

Pichardo

Azure BDM

Greater

Southeast

Alita Larkin

Azure BDM

Southwest

Shane Koenig

Azure PTS

National

Chris Kahrs

Azure BDM

Heartland

TBH

Azure BDM

Northwest

Sheila Wamre

Modern Datacenter

PPR

West

Kelly Reynolds

Azure BDM

South Central

Brianna Gartner

Modern Datacenter

PPR

Central

Brandee

Haakenson

Modern Datacenter

PPR

East

MissionGain Market Share by

driving Azure

consumption to and

through partners

Jason RookGroup Manager

1

2Grow Revenue through

building Azure Partner

Capability

FY15 Big Bets1. Drive Customer Consumption

2. Drive MSP Consumption

3. Depth vs. Breadth with Top

Partners

4. STU/PSE Alignment

5. Strategic Workload Capacity

and Consumption

US Azure Partners Team

Partner ResourcesThe Internet has no such organization - files are made

available at random locations. To search through this chaos,

we need smart tools, programs that find resources for

us…[or an Azure BDM]

--Clifford Stoll

Microsoft Blogs, Tools, and More

Training – Azure University

Partner-to-Partner Connect

Partner-ready Resources & More

www.azure.comwww.meetwindowsazure.comScott Guthrie’s BlogAzure Partner TrainingChannel 9 : AzureAzure Training KitAzure BlogsAzure Security, Privacy & ComplianceStoriesAzure 101

US Azure Yammer Group

Ready-To-Go Marketing

http://www.youtube.com/watch?v=VNoGnxvTLDQ –

How to find an Azure Subscription ID

Azure Practice Building Framework

Azure Partners Yammer Group