| 2017 Microsoft Cloud and Hosting Summit

| 2017 Microsoft Cloud and Hosting Summit

Adam Burke, Azure Sales Lead, US HMSP

Mike Hartmann, Azure Marketing Lead, US HMSP

Winning the Azure Sale: Best Practices

Microsoft

Enterprise Grade

Hybrid

Hyper-scale

Azure momentum

5 MillionOrganizations using

Azure Active Directory

120,000 New Azure customer subscriptions/month

34Azure Regions.More than AWS

& Google combined

650%Growth in

Marketplace VMs in last 12 months

“Microsoft is growing its cloud revenue faster than Amazon”– Business Insider Jan 2016

85%Of Fortune 500 Companies use Microsoft Cloud

1 of 3VMs in

Azure run Linux

37Major attestations and certifications -

more than any other vendor

19+Leader Status in Gartner Magic

Quadrants

500+New releases in

the last 12 months

The largest compliance portfolio in the industry

Industry

United

States

Regional

Use the Azure Trust Center

Generally Authorized

US Government only (MSP/PC2P)

Central US

Iowa

West US

California

East US

Virginia

US Gov Virginia

Virginia

North Central US

Illinois

US Gov Iowa

Iowa

South Central US

Texas

Brazil South

Sao Paulo State

West Europe

Netherlands

China North

Beijing

China East

Shanghai

Japan East

Tokyo, Saitama

Japan West

Osaka

India South

Chennai

East Asia

Hong Kong

Southeast Asia

Singapore

Australia Southeast

Victoria

Australia EastNew South Wales

Central India

Pune

Canada East

Quebec City

Canada Central

Toronto

West India

Mumbai

Germany Northeast

Magdeburg

Germany Central

Frankfurt

North Europe

Ireland

East US 2

Virginia

UK South

London

US DoD East

Virginia

US DoD West

California

China Authorization

India Authorization

EU Member State Authorization

West US 2

Washington

West Central US

Wyoming

UK West

Cardiff

Microsoft’s network is one of the two largest in the world

85 iXP 1.4M 4x $15B

4400+ CONNECTIONS

TO 1695 NETWORKS

MILES OF FIBER IN OUR

DATA CENTERS

WRAP THE EARTH IN

NORTH AMERICAN FIBER

MICROSOFT CLOUD

INVESTMENT

PHYSICAL

INFRASTRUCTURE

NETWORK

Trust and control

Anti-Malware

KeyVault

Role-Based Access Controls

VM Disk, Storage Encryption

Logging / Auditing

Azure Security Center

Secure By Design

Operation Security

Controls

Compliance Certifications

DDOS protection, Forensics

Penetration Testing

Cameras / Alarms

24X7 security staff

Barriers / Fencing

Days of backup power

Two-factor access

control

Secure and Isolated VNets

Subnet ACLs

Forced Tunneling

Multiple virtual NICs

Security Appliances

VM + App

Prioritized security alerts

Central view of your security posture

Security policies for subscriptions and resource groups

Easily deploy partner security solutions

Prioritized recommendations

Monitor the security state of resources

Azure Security Center

Azure Virtual Machine Families

2x faster ACU than A Series*Supports Premium Storage

GPU

Ideal for high-end remote

visualization, deep learning and

predictive analytics

High Performance

Ideal for high throughput, low latency compute

workloads

Storage Optimized

Ideal for Big data, SQL & NoSQL

databases

Memory Optimized

Ideal for relational database, large caches and in-

memory

Compute Optimized

Ideal for medium web servers,

network appliances, batch processes and application servers

General Purpose

Ideal for large web servers, databases and general use

workloads

Entry Level

Ideal for small web servers and network

appliances

Enable seamless datacenter extensions

Microsoft Azure

Available Port Speed Options

50 Mbps

100 Mbps

200 Mbps

500 Mbps

1 Gbps

2 Gbps

5 Gbps

10 Gbps

Reliable messaging

at scale for cloud

services

Code against (REST API) Use on Windows & Linux VMs

Data Transfer Options

Web and mobile Line of Business Apps like SAP,Sharepoint

Microservice apps

Dev and test Big data and analytics

Internet of Things

Backup, recovery, and archive

High performance computing

Digital media

Help Customers move to PaaS with Azure SQL

*Data source & customer quotes: The Business Value of Microsoft Azure SQL Database Services, IDC, March 2015

staff hours reclaimed for other tasks

47%

Increased productivity

faster app deployment cycles

75%

Faster time to market

less expensive than on-prem/hosted

53%

Lower TCO

fewer cases of unplanned downtime

71%

Reduced risks

OtherAzure SQL

Database

DB management hours

Leverage Hybrid Use Benefits when available

Example scenario with customer running a single D3v2 VM using the

Hybrid Use Benefit.

*CSP in USD, US East 2; full-time usage on demand

**Second Azure instance is included with Windows Server Standard Edition Software Assurance

Annual Cost for a single Azure D3v2

VM*

$3,878

Azure HUB offers

49% in annual savings on a D3v2!

A benefit that enables customers to extend the value of server application licenses by

deploying them on-premises or in Azure

Application server products eligible for License Mobility through Software Assurance,

including Microsoft Exchange Server, Microsoft SharePoint Server, and Microsoft SQL

Server, are identified in the Microsoft Product Use Rights document.

Windows Server is not eligible for License Mobility through Software Assurance.

Quoting Best Practices & Tips

Virtual Machines• Quote 720 hours or less

• Cheapest: Av2, Dv2 & F

• Best for SQL Server & Oracle: G series

• Skimp on cores- existing hardware is not as fast as Av2, Dv2, F, G, N, H series

Cheapest Regions• US East 2

• US South Central

• Any USD invoice

Storage• Premium Storage pay for provisioned

• Standard Storage pay for usage + IOPS (4K=8io)- Standard windows VM 4.5 Million IO a month ($0.16 per month)

• Managed Disks pay for provisioned- Standard Storage also has IOPS

Networking• Pay for egress bandwidth only

- First 5GB & Inbound bandwidth free

• Express Route customers spend 6x in Azure

• ExpressRoute all geo-political regions access

• ExpressRoute Premium = ALL regions access

ASR

• First 31 days free

• Pay only for Storage when Azure is passive

• Use to migrate workloads to Azure

Azure Backup

• Protected Instance + GB usage

• No Egress | IOPS• Windows Server Backup, Azure Backup Server & DPM

Azure Everywhere Program

On site, white-glove Azure adoption and ramp up experience delivered by Partner to a customer with 3 key components:

Azure Fast Start Workshop

• 4 day on-site hands-on Azure workshop

• 5 Core Scenarios (IaaS, Linux, OMS, SQL on

IaaS, Web and Mobile) with more to come

Cloud Adoption Planning Session

• Work with Microsoft team and the

customer to build a consumption plan

Up to $1,500 of free Azure

• $1.5k Azure CSP Pass to be used during

Fast Start workshop

• New Azure customers only

Available Fast Starts:

Azure IaaS OMSLinux on Azure Web & MobileSQL on IaaS

10 Key Differentiators of the Microsoft Platform

Microsoft is the only Hyperscale, Enterprise Grade Provider

with a Hybrid Platform

Ask your Customers

about their plans

for Public Cloud

Offer MS funded

assessments as a

simple way to get

started.

Explore

incorporating

existing solutions

with Azure

Your existing

customers will be

your first wins and

best pilot customers

Building Azure Pipeline

Benefits of Azure from a CSP Partner

• Microsoft doesn’t provide:

• Managed Services

• Managed Hosting / Co-location for Hybrid needs

• Single invoice for cloud computing + services cost

• Additional Support Resources

• Benefit from a pay as you go model

• Partner IP

• Custom Billing

• Accelerated time to market with cloud expertise.

Azure Readiness Options

openedx.microsoft.com

Self Paced

openedx.microsoft.com

openedx.microsoft.com

openedx.microsoft.com

microsoft.com/en-us/learning

On Demand

microsoft.com/en-us/learning

microsoft.com/en-us/learning

Classroom

microsoft.com/en-us/learning

microsoft.com/en-us/learning microsoft.com/en-us/learningaka.ms/edxazurearchitecture

Level 100

Level 200

Level 400

All Roles

Consulting

Service Delivery

Support Staff

Sr. Support Staff

Consulting

Sr. Support Staff

Technical Sales

Start an internal

Azure Readiness

Effort

Schedule Azure

Sales Training

for your team

Leverage Azure

Battle cards

Explore CSP in a

Box Content

Next Steps

| 2017 Microsoft Cloud and Hosting Summit

Adam Burke, Azure Sales Lead, US HMSP

Mike Hartmann, Azure Marketing Lead, US HMSP

Winning the Azure Sale: Best Practices

Microsoft

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