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Wendy SmithDatacenter Product Marketing Manager
Robert EvansPartner Channel Marketing Manager
How to unlock higher profit and value from Microsoft’s modern datacenter solutions
Agenda
Market insights & comparison in the market
Partner opportunity & investments to drive your profit
Transform the Datacenter Immersion
The partner perspective
In FY13 49% of customers surveyed have implemented, or are
implementing a Private Cloud
In FY14… 54% of customers over 500 seats intend to deploy
Hybrid Cloud
* Source: ICBS Interactive B2B ©2013
so the shift to
cloud in the
datacenter is
already taking
place…
this
customers are
asking for to meet
their business
needs
* Source: IDC “What IT Solution Providers Need to Know to Build High-Performing Cloud Businesses,” ©2013 IDC
Economic. Business
agility.
User
experience.
$
* Source: David Chappell & Associates, ©2013
The others can’t provide an integrated offering
APPLICATIONS MANAGEMENT IDENTITY VIRTUALIZATIONDATA
1CONSISTENT
PLATFORM
Cloud OS is the modern datacenter
The Partner Opportunity & Microsoft Investments to drive your profit
Expect to have a
single major Cloud
service provider.
Expect to purchase
a wide variety of
cloud services from
a single vendor.
Expect to be able
to move a Cloud
offering back on
premise if needed.
Customer Preference
Managing for Cloud
Marketing and demand generation
Microsoft is making significant Partner investments
+ Business incentive funds.
+ Incentive programs.
=
Investments to Drive Profit
Competency requirements apply
Immersion:Welcome to selling with Immersion
Immersion Program
Transform the Datacenter Immersion
Single most valuable resource to accelerate Microsoft datacenter sales
Supports sellers in presenting a consistent and technically backed message of how Microsoft can benefit customers today.
3 stage experience where the customer can be fully immersed into the capability of the Datacenter solution stack of Windows Server, System Center and Windows Azure
Customers can validate products and solutions in real time…
Transform the DC Hands On
Envision (L100)
Experience(L300)
Audience: BDMs, IT Decision Maker, IT Manager, LOB IT ManagersContent: PowerPoint & Videos
Audience: IT Managers and IT ImplementersContent: Immersion Environment with Interactive Immersion Guide.
Free No Hardware On Demand Remote Access Supporting Content Training
0%prospect
10%qualify 20% develop 40% proof 60% close 80%
Immerse Prove
TDI
Thru-
Partner
TDI
DC
Workshop
Launch
eventsOnline
DC DGIT
Camps
Cloud OS
Accelerate
Engage
When to use TDI?
Market
Intelligence
Customer
targeting
Account
planning with
Microsoft
• Reduce cost of sales by minimizing need for a POC
• Drive deployment
Immersion Partners | Benefits
How are Partners
using Immersion?
Accelerating
Sales Engagements
Simplifying/
Supplement POCs
Driving Sales
Training & Readiness
What: Help Customers understand
the capability of Microsoft
Datacenter Cloud solutions
Why: Accelerate sales pipeline
How: Partner delivered and
facilitated ‘to customer’
engagement.
→Speed up sales cycles : from pre-
sales to POC
→Reduce POC times and close
deals quickly
→Drive Internal Sales Readiness
Enable partners across the sales cycle
• Unlike a POC or demo, TDI delivers the exact same result for every attendee >90% of the time.
• Just like a POC, a customer can ‘drive’ within the Immersion environment.
Management
and
Virtualization
competency
Microsoft Virtual Academy Type in “Immersion”
http://www.partners-psp.comUser name and Password: immersion
Earn Competency Get Trained Get Ready
www.partners-psp.com immersion
How to access the benefits?Introducing the new Datacenter competency
MPN: Introducing the datacenter competency
Management and virtualization, server platform, and identity and access competencies will merge into the datacenter competency.
As part of the new datacenter competency. • Silver partners will demonstrate foundational expertise. • Gold partners will demonstrate advanced expertise. • Specific qualification tracks will be available for Azure and hosting.
Datacenter competency
• Standard track (MSL certs)• Cloud track (seats deployed)• Hosting track (MSL + assessment)
Today
Management & virtualization
January 2014
Server platform
Identity & access
• Enablement. Datacenter enables solution selling for partners, with huge opportunities to upsell.
• Alignment. Consistent with the Microsoft Cloud OS strategy, cloud and hosting partners can leverage the datacenter competency.
• Simplicity. We’re making it easier for partners with expertise in Windows Server and System Center to differentiate their business.
For details about the datacenter competency
• Explore the MPN program changes guide at https://mspartner.microsoft.com.
• Attend the MPN value keynote on Wednesday July 10.
• Talk to the experts during WPC at the Microsoft Partner Network booth.
Transforming the Datacenter end to end, on-premises and in the cloud.
Cloud OS
Partner perspective
CNITraditionally on-prem providerNow delivering cloud services
How did they manage the transition?
How are you offering your solutions? packagaed offerings? Any great solutions you would like to talk about?
TDI…
Have you leverage MS’s programs? Cloud OS Accelerate / TDI
Take-aways…
Microsoft is the only solution that delivers on the promise of true Hybrid Cloud
To maximize your opportunity you need to be offering your customers both on-premise and cloud solutions
We have the investments and resources to help you
Calls to action
Cloud Networking Event
Want to get into the Cloud via Services from White Label Hoster – Join Us for Breakfast
http://www.microsoft.com/en-us/news/download/presskits/partnernetwork/docs/IDCMicrosoftCloudInfoDoc.pdf
34
Cloud: most important project
3%
6%
15%
17%
21%
38%
0% 5% 10% 15% 20% 25% 30% 35% 40%
Other
Public Cloud: Platform as a service (PaaS)
Public Cloud: Infrastructure as a service(IaaS)
Public Cloud: Software as a Service (SaaS)
Hybrid Cloud model
Private Cloud environment
n=213
Datacenter & Private Cloud
Premier Mission Critical Support for the Datacenter & Private Cloud
Premier Mission Critical provides Microsoft’s highest level of service and support to help ensure business continuity for your Datacenter/Private Cloud built on Microsoft
technologies.
Datacenter & Private Cloud
Datacenter & Private Cloud
Ensuring maximum performance for customers pooling computing resources into a datacenter/private cloud.
Premier Support Services for Windows Azure
Microsoft developer support• Leading expertise
• Comprehensive services
• Global reach and delivery channel
• Tailored to your unique business and organization
Enable your business• Ensure your development organization is delivering capability to the
business
• Reduce the time from business idea to solution delivery
• Drive process improvement and rationalized development
• Understand and mitigate application risk
Reduce Risks
Increasing Developer Productivity
Getting Out In Front of Issues