Partner Opportunity PlaybookHybrid Storage

Content

Why partner with Microsoft

Next steps

Partner programs & resources

Market opportunity

Microsoft solution overview

Partner opportunity & benefitsWatch the Microsoft Inspire Session: Helping customers succeed with Azure Storage

Partner 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

Data is the new oil

May 6th 2017 Issue

For many companies, their data infrastructure is still a cost center nowadays and should become a profit center by using the data to improve everything, day by day --Wired, “Data is the new Oil of the Digital Economy”, 07/2014

Data is to this century what oil was to the last one: a driver of growth and change… The new economy is more about analyzing rapid real-time flows of often unstructured data: the streams of photos and videos generated by users of social networks, the reams of information produced by commuters on their way to work, the flood of data from hundreds of sensors in a jet engine. -- Economist, “Fuel of the Future”, 05/2017

163 Zettabytes (1 ZB=1M PB) created annually by 2025, 10x current 16 Zettabytes -- IDC, April 2017

Data created

Microsoft solution overview

Azure Storage services

FilesFully managed file shares in the cloudSMB and REST access“Lift and shift” legacy apps

DisksPersistent disks for Azure IaaS VMsStandard Storage Disks:Magnetic disk based, low IOPS, moderate latencyPremium Storage Disks: SSD based, high IOPS, low latency

Built on a unified Distributed Storage SystemDurability, Encryption at Rest, Strongly Consistent Replication, Fault Tolerance, Auto Load-Balancing

IaaSVirtual machinesStorage Networking

BlobsHighly scalable, REST based cloud object storeBlock Blobs: Sequential I/O, Hot and Cool Tiers Page Blobs: Random-write pattern dataAppend Blobs

QueuesReliable queues at scale for cloud servicesDecouple and scale componentsMessage visibility timeout and update message to protect against unreliable dequeuers

TablesMassive auto-scaling NoSQL storeDynamic scaling based on loadScale to PBs of table data Fast key/value lookups

PaaSExisting

frameworksWeb & mobile

Serverless compute

Microservices

Bigger, faster, and simpler enterprise classScalability & performance• Larger VM Disks• Larger storage accounts• Larger file shares• Lower latency VM disks

Manageability• New archive class• Network access control• Enhanced RBAC &

encryption• Improved data import

Enterprise Array Features• Object-level tiering• Blob “recycle bin”• Incremental disk snapshots• Availability zones

Microsoft Confidential

Building end-to-end solutions with Partners

Storage-Heavy Emerging ScenariosBig Data & Analytics

IoT HPC Social Media

Storage-Centric Scenarios (Horizontals)Data Protection

& RecoveryOn-Prem Tiering

to CloudData Migration

Archive Global Data Access

Data Management

Industry VerticalsFinServ

& Insuranc

e

Healthcare & Life

Sciences

Media Public Safety

Automotive

Oil & Gas

Retail Government

Storage-Centric

ScenariosCorporate IT

Industry Verticals

Business IT

Storage-Heavy Emerging ScenariosDevelopersBusiness IT

Storage-centric solutions

Hybrid StorageTwo modelsCloud-centric (master copy in cloud)On-premises tieringUse casesTiering/Capacity ExtensionArchive (“Deep and Cheap”)—Bulk storageCollaborationGeneral Purpose PrimaryGeneral Purpose SecondaryRequirementsLegacy Protocol (NFS, SMB, iSCSI)Scale, cost, performanceSecurity

Storage

Archive, backup, and recoveryArchiveLong-term, low-cost retentionBackupOn-premises dataCloud data and VMsTargetObject storage directlyVirtual Backup ApplianceDisaster RecoveryRecover workloads in the cloudMigrationMove data into the cloud

Storage

DR

DR

Big Data with Azure Blob Storage

Blob Storage

IoT Hub

Event HubsData

Warehouse

Data Factory

App Insights

Log Analytics

Monitor

CDN

Search Power BI

Blob Storage PillarsOpen &

InteroperableManageable & Cost Efficient

Scalable & Performant

Secure & Compliant

Durable & Available

Machine Learning

Stream Analytics

Batch

Functions

Data Lake Analytics

Azure HDInsight

Big Data Use CasesIngest & ETL Streaming Analytics & Machine

LearningData Aggregation Presentation

Industry vertical solutions

Industry Vertical FocusFinancial Services & Insurance Compliance Archiving Insurance Risk Modeling

Healthcare & Life SciencesGenomics Medical Imaging (PACS, VNA)

Media & EntertainmentMedia Asset Management Post Production Media Storage and Archiving Distribution

Public Safety & National SecurityNational Security (Body Cam) Enterprise Video Surveillance

Automotive Oil and GasGovernment Retail

Media and entertainmentUse Cases

Media Asset ManagementPost Production in the CloudDistribution (Online Video Platform)

Live & On Demand StreamingMedia Analytics

Media Storage & ArchivingOn Prem TieringFull versions in the cloud

Value PropEase of use Low Cost Storage tieringMetadata Enrichment through Media AnalyticsStreaming to the right audience at scale

DistributionMasteringPostProductionFilm is shot, Audio RecordedAssets are captured and delivered to storage

Assets are edited, Managed,Transformed, AugmentedAssembled

Assembled elements are packaged, integrated for delivery

Appropriate Masters are delivered to outlets for viewing, sales

Storage & Archiving

Worldwide robotic surgery education

“Live surgeries make new procedures more memorable, but we need to do that as safely as possible. We’ve achieved a good balance

with the LiveArena and Azure Media Services approach… I think it’s a really powerful tool for surgical education.”—Justin Collins, Urologist and Researcher, Karolinska University Hospital

Transforming surgical education by broadcasting live through Azure15 participating hospitals 40+ hours of live broadcasted surgery4 hours of pre-recorded surgery5,029 registrants from 93 countries5 studios (Stockholm, Aalst, London, New York, Los Angeles)

Karolinska University Hospital

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

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

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

Partner opportunity & benefits

Take advantage of AzureThe opportunity for Partners

By 2020, IDC forecasts public cloud spending

will reachin Hybrid Cloud

Solutions by 20213

$91.7BThe most digitally

transformed enterprises generate on average $100

million in additional operating income each

year2

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 Innovation188bn hits to websites running on Azure Application Services.

60%of cloud spend will be on

SaaS by 20201

1. IDC, Worldwide Semiannual Public Cloud Services Spending Guide, February 20172. Keystone Strategy 20163. 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

The critical role of our partnersCreate the bridge to Azure Storage

• Assessment• Architecture• Implementation

Engage all parties

• Resell ISV solution• ISV Services• Azure Services

Explore and expand

• Educate the customer on Azure Services

• Look for opportunities for customer to benefit from Azure Storage

Available services opportunitiesTask Recurring or one-

time Services specificsConfigure Azure Active Directory One-time Enterprise access control implementationHybrid cloud hardware and software resell and configuration

Recurring(on refresh and expansion) Architecture and implementation services as well

Design and configure Azure networks Recurring Architecture and implementation of in-cloud

networkingDesign and configure hybrid networking One-time Architecture and implementation of ExpressRoute

or VPN connectivity

Design and configure cloud storage RecurringDesign based on scalability, workload performance, and cost isolation

Solution testing One-time or recurring Validation of data accessCustomize access to data RecurringEnable in-cloud restore testing Recurring Data and process validationEnable DevTest off the data Recurring Gain value from replica copies of dataEnable cloud bursting Recurring The cloud = your CPU and RAM depot!IaaS VM backup One-time after migration Recommended in DR or post-migration

Managed service exampleDR cost + management per VM

Initial configurationProtect net-new serversBuild and maintain protection plansIntegrate services and marketplaceMonitor statusPerform and audit test failoversPerform failoversBuild DevTest workflowsManage protection in Azure

Bronze• Configure• Monitor

Silver• Configure• Monitor• Test FailoverGold• Configure• Monitor• Test Failover• Managed Failover• DevTest Workflow

Partner programs & resources

Cool storage pre-purchase promotionDefinitionPurchase a committed capacity of Cool Blob Storage for a term period at a deep discount on capacityanalogous to purchasing a virtual storage array in the cloudA guaranteed and fixed allotment of capacity for a fixed period of timeOffer SKU 10TB 200TB 1PB 5PBList Capacity Price (¢/GB/month) 1¢ 1¢ 1¢ 1¢3-Year Gross List Capacity Commit $3,686 $73,728 $377,487 $1,891,125Promo Capacity Price (¢/GB/month)* 0.40¢ 0.35¢ 0.30¢ 0.25¢

3-Year Gross Capacity Commit $1,474 $25,804 $113,246 $471,859Discount 60% 65% 70% 75%

*Prices vary by region, prices shown here are the lowest cost regions. Promotion is available in selected regions. Please use APE to get regional prices. Capacity allotment is on a per month basis, unused capacity does not carry forward into future months entitlements. Normal access charges apply and are not included in promotion.

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.