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Hosting Partner Momentum
47%
40%6%7%
SPLAR Managed
Managed Hosters/ISVs
Outsourcers/SI’s
Telco’s
7,500 Partners
2,500 Partners
18,000 Partners
11,000 Partners
Growth Drivers
Web Hosting
DatabaseHosting
VMHosting
DesktopHosting
AppHosting
Growth Drivers
Web Hosting
DatabaseHosting
VMHosting
DesktopHosting
AppHosting
Current State of the Cloud and Hosting Industry
Hosters/MSPs ISVs
SIs
Enterprises
OutsourcersTelcos
7,200New SPLA Agreements signed in last 12 months
The Opportunity Ahead
Customers are Ready…Sort of
Customers are Demanding More
Customers Want Comprehensive and Custom Solutions
The road to hybrid cloud for customers is private
Customers are Ready…Sort of
of hosting customers have migrated to private clouds 68%
Customers are Demanding More
Security
Services
Infrastructure
Hosting
Application
Hosting
Managed
Service
70%
30%
Customers Want Comprehensive and Custom Solutions
Ecosystem is ready and able
of revenue will come from another partner’s infrastructure in two years 63%
MICROSOFT CLOUD PLATFORM
CLOUD SOLUTION PROVIDER PROGRAM
AZURE HYBRID SERVICES
Key Strategies
>2M Hosted Windows
Servers Deployed
Worldwide
400+ Service Providers
with Azure Hybrid
Scenarios
3M Office 365 Seats Deployed
CSP + Syndication
Services:
Office 365
Intune Enterprise Mobility Suite
CRM Online
Azure
Cloud OS Network 250+Partners Serving10K Customers
325% Growth in Consumption of Azure Services thru Service Providers
Hosting & Cloud Strategy
MANAGED SERVICE PROVIDER
SERVICE PROVIDER DATACENTER
Hosting & Cloud Strategy
MANAGED SERVICE PROVIDER
CLOUD SOLUTION PROVIDER PROGRAM
Office 365
Azure
CRM Online
EMS
Intune
MICROSOFT 1st PARTY SERVICES
CUSTOMER
WORKLOADS
CUSTOMER
WORKLOADS
HOSTED PRIVATE CLOUD (SPLA)
MICROSOFT CLOUD
PLATFORM
SERVICE PROVIDER DATACENTER
CLOUD SOLUTION PROVIDER PROGRAM
Office 365
Azure
CRM Online
EMS
Intune
MICROSOFT 1st PARTY SERVICES
Customers
GROWING MARKET
MARKET LEADER
Cloud Platform & Azure
O365, Social & Productivity
Data & Insights
Mobility
Fanatical Support®
Microsoft Expertise
Managed Services
Scale with Channel
Who actively
consume
Microsoft and
Rackspace
services
GROWING MARKET
MARKET LEADER
One stop for all
Microsoft Cloud
Services
Signed as the Trusted Cloud
Provider for one of the Free
Zones and more coming
Microsoft + Pacific Controls
Fueling Business Transformation
Cisco and Microsoft are delivering integrated cloud solutions for Service Providers
Deep level of engagement
Shared long-term vision
Alignment around customer success
Cloud Evolution
Cloud 1.0
Cloud 2.0: Customers Matter
Disruptive innovationNew market
New entrants win
Engineering-led
Unpredictable
Incomplete, but good enough
Simple
Low Price
Sustained innovationExisting market
Incumbents win
Business-led
Predictable
Secure
Complex
Value for Money
Customers are along for ride Customers are in the drivers’ seat
Cloud 1.0 Cloud 2.0
Listen to your CustomersHelp them Innovate without Risk
Q. Allocate 100 points among the following five goals as they relate to your company or organization
31 3022
25 21
20
2221
23
1114
17
12 15 17
2013
n=1540
2014
n=2041
2015
n=1736
Lower risk
Speed time to market
Improve product or
service quality
Lower costs
Increase revenue
Value Added Services: A Growing Revenue Opportunity
Application HostingManaged ServicesSecurity Services
%
Select
Top 3
% Few/
None
Meet
Need
Trustworthy 48% 34%
Technical
Experts 41% 23%
Experienced 35% 25%
Consistently
Deliver 27% 38%
Innovative 26% 29%
How Customers Choose Cloud Service Providers
Products/
Services
23%
Company
Qualities
22%
Customer
Service
21%
Pricing
19%
Sales Team
15%
%
Select
Top 3
% Few/
None
Meet
Need
Trustworthy 44% 33%
Product
Knowledge39% 21%
Responsive 33% 30%
Understands
my Business33% 44%
Easy to do
Business With28% 29%
%
Select
Top 3
% Few/
None
Meet
Need
Technical
Knowledge 45% 23%
24x7x365 phone
support 34% 25%
Responsive 33% 29%
Knows my
Business 26% 44%
Accessible/Easy
to
reach/Multiple
Access Points 24% 28%
Work together
to deal with
problems 24% 36%
%
Select
Top 3
% Few/
None
Meet
Need
Secure 51% 25%
Performance 47% 23%
Uptime/Reliability 41% 27%
Industry specific
solutions 22% 42%
Open/Flexible
Platforms 21% 34%
Rating 0-10
Value for Money 8.3
Enterprise
agreements7.6
Economical/
Low cost7.6
Bundled Pricing 7.4
Flexible Payment
Terms7.0
Pay as you Go 6.7
61%
42%
40%
63%
45%
32%
0% 20% 40% 60% 80%
ON PREMISES PRIVATE cloud
with a HOSTED PRIVATE cloud
ON PREMISES PRIVATE cloud
with a PUBLIC cloud
HOSTED PRIVATE cloud with a
PUBLIC cloud
2013 Hybrid Users (n=989)
2014 Hybrid Users (n=1419)
The Road to Hybrid Cloud for Customers is (still) PrivateQ. Has your organization configured any of the following clouds for interoperability?
% of Hybrid Users
NO,
Staying
PUBLIC
32%Yes,
HOSTED
PRIVATE
CLOUD
50%
Yes, ON-
PREMISES
CLOUD
18%
Public Cloud Repatriation
Q. Has your organization migrated any applications or data that were primarily part of a PUBLIC cloud environment to a PRIVATE cloud environment? Plan to in the next year?
Only 32% of hosting
customers have NOT
migrated from public
cloud to some form of
private cloud
Capture Opportunity as Business TransformsWindows Server 2003
On-
Premises
25%
Hosting
provider
18%Public
Cloud
Provider
11%
Hybrid
46%
Q. Which of the following best describes your organization’s transition plan for current Windows Server 2003 workloads? n=504
A large opportunity exists to help customers with Windows Server 2003 migration or perform sustaining support for those not migrating
Clients have to move data and applications; its not just about the operating system
Showcase your technical expertise and managed services
Hosting Customers Currently Use Windows Server 200340%
Have Formal Plans to Migrate73%
Plan to Increase Use of Hosting Providers51%
Partnerships Matter
Key Takeaways of Cloud 2.0
Listen to your Customers Mission Critical workloads require enterprise – grade
trust and security
Customers expect it and your growth is
dependent on it
Microsoft Confidential
Microsoft Confidential
What partners want
Own the customer relationship
Service the complete customer lifecycle
Attach Partner services
Microsoft Confidential
What CSP delivers to partners
Offer monthly billing
Provision and manage subscriptions
Provide technical support
Customer acquisition and retention
1T partners own billing and sales relationship as well as 24/7 support of the customer
• 2T partners provide activation and enablement of breadth partner capabilities and capacity
• Provide offers and promotions
• Extend 24/7 support to reseller & end customers
• Provide proprietary marketplace services for the reseller to bill and provision customer
2T Model
1T ModelMSFT
Escalation Support
& Partner Readiness
End Customer
MSFTEscalation Support
& Readiness
2T Cloud WholesalerChannel Activation
Reseller & Customer Support
CLM
Provisioning Tools
End Customer
1T PartnerCustomer Acquisition
Support
CLM
Customer Provisioning & Billing
Console API
Mode of Service Delivery
Console API
Mode of Service Delivery
Marketplace
Customer Portal
ResellerCustomer Acquisition
Sell, Service & Support
Renewal / Upsell
White Label Reseller Portal
Partner Sales ExperienceGo To Market
Microsoft Confidential
Required Partner Capabilities at-a-Glance
Partner
capabilityAdvisor Open Hosting
Cloud Solution
Provider
Cloud
Distributors
Value Added
ServicesRecommended Recommended Recommended Recommended ●
Support Recommended Recommended ● ● ●Manage Recommended Recommended ● ● ●Provision Recommended Recommended ● ● ●
Bill Recommended ● ● ● ●Sell ● ● ● ● ●
Cloud Distributor determines reseller offers
訂閱(行動寶盒 Action Pack) 可讓解決方案提供者、開發人員及網頁設計師以非常低的價格存取軟體、開發工具、訓練、拓展市場知名度與支援。您可以藉由與微軟專家和同儕聯繫來分享最佳應用、開拓您的微軟業務及推動創新,進而獲得許多商機。
任何人都可以參與社群(Community Member)並參與討論。透過社群進行即時聯繫,有助於激發創新與建立關係,可更有效率地為客戶的需求提供支援。與其他合作夥伴協同合作,將能提供客戶具影響力的解決方案。只要填寫一份簡短的公司檔案,就可以加入MPN。如此一來,您就可以享有許多權益,包括
協助您擴展市場觸角、降低成本,以及提高利潤。
擁有微軟銀級專長認證(Sliver Competency),即符合服務微軟客戶的資格,不僅將協助貴公司的專業得以被客戶看見,並讓潛在客戶更能注意到您所通過的認證。在 MPN中,有 27項專長認證可對應到微軟行銷活動,有助於吸引客戶注意與解決特定的客戶需求。
擁有微軟金級專長認證(Gold Competency)的合作夥伴,其在特定商業解決方案領域中擁有最佳且最穩定的能力與承諾。取得金級專長認證,有助於您向客戶與其他合作夥伴證明您擁有同級廠商中之最佳能力。Gold Competency
Silver Competency
Subscription
Community Member
金級
銀級
訂閱服務
社群
專案與產品組合管理
線上
訓練/
行銷
資源
內部
使用
軟體
授權
技術
支援
雲端
獎勵
Co-
Marketing