How to sell Azure to

SMB customers

Paul Bowkett

Microsoft NZ

Visual Studio Family + Azure App ServiceDEVELOPER + APP PLATFORM

Azure + Azure Stack + Operations Management SuiteCLOUD INFRASTRUCTURE

Cortana Analytics SuiteDATA + ANALYTICS

Azure IoT SuiteINTERNET OF THINGS

CLOUD INFRASTRUCTURE

Data backup Disaster recoveryVirtual machine

deployment Website hosting

SharePoint SQL Server

Databases

Orders

Product

AP

Business

Applications

CRM Acct

HR

Virtual

Machines

Key Azure scenarios for your customerYou can use specific strategies to help sell to common SMB scenarios.

Provide easy, scalable

data backup services

in the cloud

Quickly deploy and

manage customer

applications in the

cloud

Offer peace

of mind with ongoing

cloud-based DR

services

Grow your business

helping customers

move their websites to

the cloud

Typical business scenarios for using Azure

You want a hybrid solution to extend

on-premises with some cloud1

You want to extend on-premises with

advanced cloud capabilities 2

You want to be fully in the cloud3

Scenario 1: SituationThe customer is a civil engineering company

with 20 employees

The company is doing static calculations for large

building companies & architects

Most users work on high-power on-premises

workstations

The company wants to keep data on-premises for

speed of access to large CAD plans

The team exchanges data with customers though

online services, such as Dropbox, and they need to

ensure only certain people have access to the data

Long-term data storage is a legal requirement

• Backup data to the cloud

• Keep line-of-business apps on-premises

• Extend local Active Directory into the cloud for

single sign-on to 1000’s of popular Microsoft and

non-Microsoft cloud apps

Solution: Hybrid with some cloud

6

For communication workloads

and collaboration

Augment on-premises workloads with some cloud services.

Cloud extension

For LOB apps running on top

of Windows Server 2012 R2

locally

For identity and access

management, on-premises file &

print capabilities, and cloud

backup

Benefits of a hybrid solution

• Gain a modern solution for

increased productivity and

agility with Office 365 and

Azure

• Enable access to data from

any device, anywhere and

anytime

• Save the cost and hassle of

local tape or disk-based

backups

• Secure data and business

with enterprise-grade

protection

• Know files are securely

backed up and can be

recovered and accessed

anywhere—even in case

of a local disaster

• Connect employees, partners,

and customers with

Office 365

• Engage, collaborate, and

work better together with

new communication and

collaboration tools and

features

• Manage users accessing

cloud services such as

Office 365 and Dropbox

• Control other company

accounts such as Facebook

the same way you manage

local apps: 1 identity, 1

password—and sign in from

all your devices

Be productive

anywhere

Protect what

matters

Work better

together

Use cloud services

like on-premises

apps

Scenario 2: SituationThe customer is a medium-sized precision

engineering manufacturer with 40 employees

The company specializes in manufacturing custom-

made stainless steel shafts

The company requires tight integration between

custom-developed web apps for customer sales and

order tracking and process control systems

to monitor and steer production

The company needs to access process control

software from manufacturing floor through newly

purchased tablets

The customer has mostly international customers,

>95% of goods exported

• Run four workloads on-premises:– Manufacturing control software (LOB)

– RDS Server

– Active Directory Domain Controller

– File & Print Server

• Increase availability by doing backup to the cloud & new

Azure Site Recovery for Disaster Recovery

• Run one SQL virtual machine on Azure for 99.9% SLA-

backed high availability and scalability

• Use Office 365 for productivity workloads

• Extend local Active Directory into cloud for single sign-on

Solution: Hybrid with more Cloud

9

Run some workloads in the cloud, keep some on-premises.

For communication workloads and

collaboration

For web apps, running on top of SQL

Server on Azure for uptime and

scalability

For Identity and Access Management,

on-premises LOB apps and file &

print, and cloud backup

Remote Desktop for accessing server-

based apps, running locally

Benefits of Hybrid Solution with more Cloud

• Modernize your business and

increase productivity with

Office 365

• Access your data and work

efficiently from any device,

anywhere and anytime

• Engage and work better

together with new

communication and

collaboration tools and

features

• Save the cost and hassle of

local tape/disk-based

backups

• Secure your data and

business with enterprise-

grade protection and

business continuity

• Ensure geo-redundancy for

your most important data

• Know your files are securely

backed up and can be easily

recovered and accessed

• Leverage the power of Azure

to run apps like a big

enterprise—and have them

available 24x7

• Scale up easily when demand

is high—without costly

hardware budgets

• Scale down when demand

decreases

• Enable access to all apps your

users require—on any device

from anywhere

• Easily access apps running on

your servers as well as apps

running on Azure and other

cloud services

Be productive

anywhere and work

better together

Protect what

matters

Achieve SLA-backed

99.9% uptime for

your apps

Access all your apps

from every device

Scenario 3: SituationCustomer is a local roofing company with five

employees working in the back office

Customer uses a standard LOB app to manage

billing and accounting and a cloud-based CRM

solution

Employees only work standard business hours

Customer isn’t interested in running IT or investing

any capital expenses to update the old solution

• Office 365 for productivity workloads

• Credentials in Azure Active Directory for single

sign-on and easy management of users

• All apps run in Azure virtual machines for 99.9%

SLA-backed high availability and scalability

Solution: Cloud-only Solution

12

For all communication workloads

and collaboration

For storing credentials and

enabling single sign-on for all

cloud apps

For all apps running in Azure:

Remote Apps and LOB apps

running on top of SQL Server

Modernize your IT infrastructure in the cloud.

Benefits of Cloud-only Solution

• Modernize your workforce

and increase productivity

with Office 365

• Access your data and work

efficiently from any device,

anywhere and anytime

• Engage and work better

together with new

communication and

collaboration tools and

features

• Secure your data and

business with enterprise-

grade protection and

business continuity in

globally-located datacenters

• Know your files are securely

backed up and can be

recovered and accessed

anywhere—even in case of

local disaster

• Leverage Office 365 and

Azure to act when

opportunities arise—and save

cost when you can

• Make sure your services are

running when your

employees and customers

require them

• Easily scale services up and

down according to demand

• Get enterprise-grade IT on

the Internet

• Save the cost of servers,

storage, or backup media

• Avoid hardware maintenance

contracts

Be productive

anywhere and work

better together

Protect what

matters

Only pay for IT

when you use IT

$

Invest into your

business—not IT

assets

Overcoming

common

objections for

Azure

Can I trust the “cloud”?

Microsoft: We never take your trust for granted

• We are serious about our commitment

to protect customers in a cloud-first

world.

• We live by standards and practices

designed to earn your confidence.

• We collaborate with industry and

governments to build trust in the cloud

ecosystem.

“Businesses and users are going to

embrace technology only if they

can trust it.”– Satya Nadella

Privacy & Control

• You control content

permissions and usage.

• You always have access to

your content and can delete it

or take it with you if you

leave.

Compliance

• Your content is stored

and managed in compliance

with applicable laws,

regulations, and key

international standards.

Transparency

• A clear, plain-language

explanation details how your

cloud provider uses, manages,

and protects your content.

• You are notified how your

cloud provider will respond to

law enforcement requests to

access your content.

Security

• Your content safeguarded

with state-of-the-industry

security technology and

certifications.

• Your content encrypted in

transit.

• Tools and features to support

encryption at rest.

Our cloud principles

Commitment to principles worthy of your organization’s trust

17

Backup and Recovery Services

Storage Services

Database Platform and Services

Cloud Computing

Application Hosting and

Development

Azure offers a collection of infrastructure and platform services in the cloud that integrate with your IT,

making you more productive, saving you money, and simplifying management.

Azure

Move faster, do more, and save money

The comprehensive Azure experience

Microsoft Confidential 19

De-positioning AWS

1Nasuni, The State of Cloud Storage 2013 Industry Report

“Amazon is leading

the way to an ‘all

cloud’ future”

Visionary

“Amazon is less

expensive than

Microsoft”

• Microsoft matches AWS

pricing for all commodity

public cloud offerings.

• Azure packs more compute

capacity than AWS in the

instances we offer, so Azure

beats AWS on price to

performance.

• Reserved EC2 instance

usage above and beyond

contracted usage is charged

at the On-Demand rate.

Lower Cost

“Amazon is more

innovative than

Microsoft”

Innovation

• Azure releasing new

services faster than AWS

(most AWS updates are

enhancements)

• Azure is 56% faster in write

speed than AWS1.

• Azure's average availability

response time is 25% faster

than Amazon S31.

• Windows Azure Storage has

over 4 trillion objects,

processes an average of

270,000 requests/second.

• Amazon envisions a world where

everything is in the cloud, claiming

that private clouds are an “archaic”

and “old guard” approach.

• At the same time, AWS pitches an

inaccurately defined “hybrid”

platform.

• Microsoft (and analysts) envision a

hybrid future, and Microsoft offers

one consistent platform for

infrastructure, apps and data, whether

in the datacenter, a hosting service

provider and/or the Microsoft public

cloud.

2. Identify which feature can meet the business

challenge from each of your potential customers

1. List out all your potential customers and

identify which scenario they fit into

Drumbeat: Next steps

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