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Why build a DC Modernisation Practice?
Industry Trends are Creating new Challenges:
New
apps
Device
proliferation
Data
explosion
Cloud
computing
Cybersecurity
threats
Business Events Trigger Opportunities to Modernise.
Without software
updates, your
business can
become vulnerable
to cybersecurity
threats, might not
meet regulatory
requirements, and
might be out of
compliance.
Software end of
support
Rather than just
renewing current
outsourcing
contracts or on-
premises licenses,
consider how you
can leap forward
through
modernization.
Contracts and
licenses up for
renewal
Reduce or eliminate
expensive
datacenters, lower
costs, and explore
new possibilities
with modernization.
Datacenter
consolidation
Out of capacity or
contending with
Shadow IT? Remain
relevant to business
units by delivering
new capabilities and
value with speed
and agility.
Business need
for new
capabilities
With today’s
modern threats, it is
critical to apply the
right level of
security on your
critical assets and
on the underlying
infrastructure they
are using.
Protect critical
business assets
A Modern CSP with Migrated Customers“Aging platforms and service failures are
responsible for 75% of churn. We expect to
reduce this by a factor of 3 after migrating
to Azure”
– European Hoster
“Migrating companies into the cloud has
now become a legacy business for us. The
real value is unlocked when we
help organizations transform their
business by virtue of having migrated
them to the cloud”
– Tony Safoian,
CEO, SADA Systems
“It’s a fantastic business. We have a
business based solely on reselling and
selling managed services on a recurring
basis. Our revenues will double this year.
I’ve never seen anything like it. The ROI of
using Microsoft cloud is amazing.
The future for partners is so well
aligned with what Microsoft is doing in
the market”
– Finn Krusholm,
CEO, Cloud People
Deepen your customer relationships and reduce churn
• Truly engage with customers, meet their needs, and solidify
relationships
• Reduce churn by migrating customers to a modern platform
‒ Prevent customers from leaving you for AWS
Grow recurring revenue
• Create recurring revenue streams by selling customers
managed services packages
• Grow revenue as customer cloud spend grows
Boost margins
• Receive high managed services gross margins
(typically, 50-60%)
• Margins increase with scale and automation
Unlock portfolio opportunities
• Diversify your managed services portfolio with Azure
• Add new offers like cloud dev/test, cloud backup and data
recovery, cloud native app design, etc. to your practice
• Serve global customers with Azure’s geographic presence
Accelerate pace of infrastructure innovation
• Never fall behind in technology as you snap to
Microsoft-driven infrastructure modernization
With CSP – Microsoft partners can offer
managed services not just for Azure, but for all
Microsoft cloud services products including
Office 365, EMS, and Dynamics CRM Online
Own and
Control the
Billing
Provision,
Manage and
Support
Sell
Integrated
Offers and
Services
Azure Managed Services Opportunities
• Assess customer’s IT environment and determine
the data and apps that are viable opportunities for
Azure migration
• Offer customers a roadmap for Azure adoption and
associated values
• Provide a TCO and ROI analysis for moving their
applications to Azure
• Migrate viable workloads to Azure
• Re-platform applications to run in the cloud
• Optimize workloads running in hybrid and public
cloud environments
• Help your customers with staging, testing, and
validation before moving their production
environments to Azure
• Offer support while delivering on SLAs and uptime
guarantees Operate and monitor your customer’s
Azure and hybrid cloud environments
• Provide your customers with governance over their
cloud usage by managing their billing and Azure
capacity planning
Cloud Readiness Assessment
Solution Analysis, Scope & Design
Data Architecture Design
Cloud TCO and ROI analysis
Business Opportunity Identification
Planning Enablement Operations
Systems Integration
Data center Migration
Backup and Disaster Recovery
App re-platform
Database Development
Deployment Services
User Rights & Account Management
Performance and App Troubleshooting
Proactive monitoring
Health Checks
Training
Security & Identity Protection
VM Management & Upgrading
Forecasting Billing
Cloud Usage
Help Desk Support
Offer New Types of Servicesh
ttp
://a
zure
pla
tfo
rm.a
zure
web
site
s.n
et/
en
-us
Best Support for Hybrid DeploymentsH
YB
RID
StorSimple + Azure StorageSTORAGE
SQL Server + Azure SQL DBDATABASE
Azure + Azure StackCONSISTENCY
Azure ServiceBus + BizTalk ServicesAPP INTEGRATION
Windows Server Active Directory + Azure Active Directory + AAD DSIDENTITY
Operations Management Suite + System CenterCLOUD MANAGEMENT
Azure Backup + Azure Site RecoveryBACKUP + DR
VPN (S2S, P2S) + ExpressRouteCONNECTIVITY
Discovery and Migration Process – “Homework”
Discovery: Work together with your customer to determine exactly what needs to be
migrated. Because some of your customers might have complicated processes running on
their on-premises servers, it's important to make sure you don't miss a vital component
when carrying everything over in the migration.
Assessment: After you know what needs to be migrated, you must evaluate the processes
and workloads, and determine how to migrate it to Azure CSP. This includes moving over a
few small workloads to test how they work in Azure, and identifying any issues that might
arise. In many cases, this is a straight-forward transfer, but sometimes the customer's
existing system involves something that Azure CSP cannot do. It's good to know what
these blockers are ahead of time, so you can account for them during the migration
process.
Migrate: If any blockers appeared during the assessment step, you need to work together
with the customer to restructure the architecture of their system. Your goal is to circumvent
the blocking issues, producing the same results. After that is done, you can begin the
process of transferring remaining workloads to Azure CSP.
On Premises to Azure Migration – 3 steps
Migration Guides – Links to detailed documentsDiscovery:
These resources are helpful when you're first engaging the customer and planning out the
migration process:
Architectural design and considerations guide
Crossing the chasm, part 1: Migrating the first workloads
Assessment:
After you have completed basic discovery, use these resources to help determine the best
method for migrating, and to identify any issues that might arise:
Architectural design and considerations guide – advanced networking scenarios
Crossing the chasm, part 2: Migrating additional workloads
Migration:
Use these guides when it is time to migrate the complete workload. They walk you
through the use of the Azure Site Recovery tool:
Azure Site Recovery capacity planning guide
Azure Site Recovery setup and configuration guide
Migration Guides – Links to additional guides
Additional Azure Site Recovery resources
Azure Site Recovery overview: What is site recovery?
Azure Site Recovery in multi-tenant mode
Migrate on-premises virtualized workloads to Azure using Azure Site Recovery
These slide decks offer a simple look at the Azure CSP migration process and Azure Site Recovery:
Why migrate from on-premises to Azure CSP
Azure Site Recovery training
Azure Migrate Private Preview
• Discovery
• Appliance-based and agent-less discovery of on-
premises virtual machines (VMs)
• VMware vCenter Server 5.5- and 6.0-managed VMs
• Assessments
• Is the VM suitable for running in Azure?
• What would be the appropriate Azure VM size based
on the performance history of the VM?
• What would be the cost estimate of running the VM in
Azure?
DC Modernisation Viability Program
Discovery
Workshop
Technical
Assessment of
current
environments
Technical Design
of target
environments
Assess
Opportunities
to optimise or
modernise
Product
Portfolio
Headcount and
skill sets
Customer
contracts and
Terms of Service
Migration
Tools and
Migration
planning
People
development
PoC for
technical and
operation
acceptance.
Accreditations
and
Compliance
Service plan and
collateral
changes
IT and DevOps
requirements
Service
Management
CONTRACTS
AND
COMPLIANCE
TECHNICAL
AND SECURITY
PEOPLE AND
SKILLS
OPERATIONAL
MANAGEMENT
PRODUCT &
SALES
Viability study methodology
Sales training
Financial
Modelling and
Business Case
generation
BUSINESS
Licensing models
and Customer
licenses
Resource Allocation: Workshops and calls will take multiple days for key stakeholders during this process. Data and pre-requisites may take multiple days to compile.The initial scope can be smaller to remove some aspects from inclusion in assessment.
• Governance• Scope• Benefits• Risks
Monitoring and
reporting
Operational
Process
changes
Automation
and
Orchestration
Accreditations
&
Competencies
Accreditations
and
Compliance
Licensing models
and Customer
licenses
Context and People Areas covered
Context and People Areas covered
Context and People Areas covered
Context and People Areas covered
Context and People Areas covered
Context and People Areas covered
Hoster Data Centre Migration Program
Program Summary
Customers are looking for a way
to move from traditional hosted
services to public cloud.
By shifting to modern managed
services, hosters and service
providers can extend their
business to new markets and be
more competitive.
Partners, enrolled in the program,
will be eligible to receive up to
25% additional incentives
Microsoft will also make the
transition from hosted services to
Azure smooth and easy, with
minimal service interruption for
customers.
Partner Opportunity
Partner signs a special agreement for 13 months:
1. New Azure CSP revenue commitment –
generated by migrating workloads, from
hosted environment to Azure CSP (~1 month
to plan a migration, and 12 months to migrate
workloads).
2. Total revenue commitment – total of new
Azure CSP revenue commitment and current
Azure CSP revenue.
Program Details
Ability to generate at least $500,000 of new
Azure CSP revenue during 13 months after
signing the agreement.
SPLA partner with significant amount of
hosted infrastructure business or large Linux
hoster.
Existing or potential CSP Direct partner.
C-Level commitment to the program and a
team ready to execute.
Program start date: August 15, 2017
Nominations accepted until October 31,
2017.
All agreements must be signed before May
31, 2018.
Program end date: June 14, 2019
Partner Qualification
Program Timeline
What’s in it for Hosters?
• Focus on managed services instead of dealing with
electricity outages, faulty hardware, security breaches,
and misconfiguration issues.
• Unify the environment and reduce hardware, software
and labor costs.
• Provide modern cloud services to existing customers
and extend their portfolio through higher value Azure
scenarios, offerings and services – IoT, ML, containers,
databases etc.
• Extend current offerings to new regions.
• Leverage rich portfolio of Azure certifications – PCI/DSS,
HIPAA, GDPR etc.
Why should hosters migrate to Azure?
• Partners can get up to 25% of new Azure CSP revenue
commitment as incentives on top of existing Azure CSP
benefits:
• Azure CSP Discount
• Global Azure CSP Rebate
• Local Azure CSP Rebates (depending on the region).
• Microsoft will make the migration path to Azure smooth
and easy by providing training, tools and services.
Why should hosters join the program?
Program WorkflowQualification
• Assess your current environment to understand if you qualify
for the program ($500k Azure CSP revenue during 13 months
after signing a agreement).
Nomination
• Provide information to your Microsoft partner representative to
submit a program nomination internally.
• Sign a Letter of Intent.
• Onboard to CSP Direct.
• Register as Microsoft approved vendor to receive ECIF funding.
Migration planning
• Sign an agreement and specify the size of Azure CSP new
revenue commitment.
• Microsoft issues ECIF
• Prepare a detailed migration plan with Microsoft’s help.
Migration
• Migrate your customers to Azure in CSP.
• Microsoft provides technical support services and required
tools to assist you during migration.
Post-migration
• Pay to Microsoft monthly for Azure usage in CSP, generated by
migrated customers.
• After reaching 50% of revenue commitment - Microsoft applies
1st CSP Credit on next CSP invoice
• After reaching 100% - Microsoft applies 2nd CSP Credit
11
2 5
4
6Viability study
• Provide detailed information about your current environment
for business case preparation.
• Microsoft prepares a detailed business case to help with Azure
migration decision.
• Review the business case & decide on migration strategy.
3
Additional Links, Resources and Actions
http://aka.ms/azurecsphttp://aka.ms/EACSP
http://aka.ms/PAYGCSPhttp://aka.ms/ONPREMCSP