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Building a Windows Azure Practice
Presented by Travis JonesJune 28, 2010
DRAFT
Page 3
Overview and Objectives
Current Landscape
Market Momentum and Partner Opportunity
Windows Azure Vision and Offering
Marketing and Selling Windows Azure Solutions
Training and Resources to help you Build your Windows Azure Practice
Call to Action
Agenda
Page 4
Overview and Objectives
Current Landscape
Market Momentum and Partner Opportunity
Windows Azure Vision and Offering
Marketing and Selling Windows Azure Solutions
Training and Resources to help you Build your Windows Azure Practice
Call to Action
Agenda
Page 5
Clients are facing exceptional challenges in the marketplace
Current economic conditions challenging
Bold companies emerge stronger
"CEOs are maintaining tight cost control to deliver better margins and more cash to cope with the continuing economic turbulence.”Mark Raskino, Vice President and Fellow at Gartner
Challenges: Reduce expenditures rapidly without
harming recovery development outlook
Generate successful deliverables, while operating with reduced budgets
Withstand market instability and ambiguity
Protect revenue streams and find new paths to profit
“In the end, those too slow to adopt to the benefits of cloud…are likely going to face serious and growing economic and business disadvantage.”Dion Hinchcliffe, Founder, Web 2.0 University
Focus Areas: Focus on operational efficiency
more than rivals
Cut costs to survive today, but still invest for tomorrow
Invest in technologies that help the bottom line
Source: http://hbr.org/2010/03/roaring-out-of-recession/ar/1?cm_mmc=npv-_-HBR_UPDATE-_-2010-_-MAR
Source: : http://www.zdnet.com/blog/hinchcliffe/eight-ways-that-cloud-computing-will-change-business/488
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Cloud computing is finally emerging from the hype and your customers are facing new challenges
•
“By 2012, 80% of Fortune 1000 enterprises will be using some cloud computing services, 20% of businesses will own no IT assets.”
“With the flexibility of cloud computing, we can focus on building and delivering new features to our customers—helping us increase our competitive advantage.”
Andy Lapin , Director of Enterprise Architecture , Kelley Blue Book
• Innovation in the cloud computing environment will continue to bring changes to business processes
• Cloud computing solutions will require partners to develop new capabilities and services across the entire service provisioning lifecycle
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Top 10 Business Priorities (2010)(1) Business Process Improvement
(2) Reducing enterprise costs
(3 ) Increasing the use of information/analytics
(4) Improving enterprise workforce effectiveness
(5) Attracting and retaining new customers
(6) Managing change initiatives
(7) Creating new products or services (innovation)
(8) Targeting customers and markets more effectively
(9) Consolidating business operations
(10) Expanding current customer relationships
(1) Virtualization
(2) Cloud Computing
(3 ) Web 2.0
(4) Networking, voice and data communications
(5) Business Intelligence
(6) Mobile Technologies
(7) Data/Document Management and Storage
(8) Service Oriented Applications and Architecture
(9) Security Technologies
(10) IT Management
Top 10 Technology Priorities
(2010)
Cloud computing is one of the most critical investments CIOs are contemplating today
Source: Gartner EXP (January 2010)
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The need to provide a flexible and dynamic ecosystem exists across an organization
Director, Operations“I need operational transparency so that we can align our investments with the business needs .”
Sales Account Manager“I need solutions that scale with our customers and provide greater mobility for more devices.”
CEO“I need the organization to become more agile to take advantage of changing market dynamics.”
IT Administrator“I need to reduce the amount of time my team is spending keeping systems operational and maintained.”
Product Manager“I cant wait for IT to procure capacity, we need to take our product to market now.”
CFO\CIO“We need to reduce our total cost of ownership and prioritize business initiatives rather than IT imperatives.”
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Global instability and business challenges are forcing organizations to optimize IT efforts
Facing an unprecedented economic environment…
business has responded by transforming…
causing new technologies to emerge.
• Reduction of operating and capital expenditures
• Increased competition for fewer resources
• Do more with less
• Focus on core value-add activities
• Improve agility to stay competitive
• Leverage existing assets to expand
• Shift from information technology to business technology
• Technology erases infrastructure complexity
• Globalization
Economic Changes
Business Changes
Technology Changes
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Customers have foundational questions that need to be answered
“It seems like a new name for something that's been around for a long time.”
“A server in the cloud is the simplest way to think of it.”
“I am not sure how I can use the cloud or if it will reduce costs.”
“Am I ‘on’ the cloud, or ‘in’ the cloud?”
“Maybe I’m an idiot, but I have no idea what anyone is talking about. What is [cloud]?" – Larry Ellison, Oracle CEO
What is Cloud Computing? How will cloud impact my
policies and processes?
Conversations around cloud computing can be messy, because of confusion on definitions of ‘the cloud’ and how to utilize the technology.
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Cloud computing provides opportunities for businesses to optimize uptime, agility, and efficiency
Pay for what you useLower and transparent costsShift from capex and opexAccelerate speed to value
No patching, maintenanceFaster deploymentRobust multi-layered securityReliability and fault-tolerance
Latest software for usersInternet collaboration Anywhere accessInstant self-provisioning
New Economics Reduced Management Increased Productivity
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High Level Cloud computing Overview – “Refresher”
Software as a Service Infrastructure as a ServicePlatform as a Service
consume it build on it migrate to it
“SaaS” “PaaS” “IaaS”
Workloads
EmailCRM
ERP
Collaborative
Application Development
Web
Decision Support
Streaming
Caching
NetworkingFileSecurity
System Mgmt
Technical
Legacy
Page 13
Overview and Objectives
Current Landscape
Market Momentum and Partner Opportunity
Windows Azure Vision and Offering
Marketing and Selling Windows Azure Solutions
Training and Resources to help you Build your Windows Azure Practice
Call to Action
Agenda
Page 14
Cloud Services Revenue to grow 24% to touch $44B by 2013 IDC
2009
2013
$6.9
$17.6
$5.7
$14.0
$2.9
$13.3
SaaS PaaS IaaS
IDC All Up Cloud Market Sizing
IDC Cloud Market Sizing From 2009 to 2013:
SaaS to grow at a 21% compound annual growth rate to touch $17.6 billion
PaaS to grow at 20% compound annual growth rate to $14 billion
IaaS to grow at 35% compound annual growth rate to $13.3 billion
Source: IDC (March 2010) Bringing the Private Cloud to the Data Center
Revenue $ billion
Total: $15.5 B
Total: $44.9 B
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SaaS and PaaS opportunity growth is interlinked
Source: IDC (Sep 2009) Cloud Computing 2010, An IDC Update; Forrester (July 2009) Platform as a Service Market Sizing
70% of all SaaS business applications will potentially use PaaS (as the platform) for offering the customer-facing application. [Forrester]
Forrester PaaS Market Sizing
Forrester PaaS Market Sizing From 2009 to 2013
PaaS market to grow at a 91% CAGR to touch $ 8.9 billion
ISV Opportunity
‘ISV on PaaS’ segment to grow from $ 0.02 billion to $ 3.18 billion at a CAGR of 175%
Up to 20% of all business applications offered by ISVs will be in an SaaS deployment by 2016
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IT Services Related to Cloud Computing to accelerate to 35.6% Gartner
Cloud IT services are expected to more than triple over the next three years
Source: Forecast: Understanding the Traditional IT Services Opportunities Related to Cloud Computing, Worldwide,2009-2013, Gartner (October 2009)
2009 2010 2011 2012 2013
CAGR 2009-2013
Consulting 508 763 1,023 1,365 1,798 37.2%
Implementation 1,555 2,086 2,774 3,735 5,154 34.9%
Management 323 436 593 323 1,114 36.2%
Total IT Services Related to Cloud Computing 2,386 3,286 4,390 5,907 8,066 35.6%
2009 2010 2011 2012 20130
1000
2000
3000
4000
5000
6000
7000
8000
9000
Consulting Implementation Management Total IT Services Related to Cloud Computing
Reven
ue (
in $
B)
Cloud Computing Revenue Growth Projections (2009-2013)
Page 17
New opportunities exist across the ecosystem for all partners
Channel dynamicsDeploymentDelivery rhythm
SubscriptionsCustomer acquisitionARPU, churn, renewal
24/7 businessCapital expenditurePartnerships
Distribution Sales and Marketing Operations
The bottom line: “Early adopters are finding serious benefits, meaning that cloud computing is real and warrants your scrutiny as a new set of platforms for business applications.” Forrester
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Cloud computing provides a range of opportunities for partners
Strategy ConsultingTechnical AssessmentsCapacity & Expansion PlanningApplication DevelopmentMigrationSupport and TrainingPerformance Testing
Develop new applicationsExtend existing applications, including geographyUtilize Windows Azure for computational work
Recurring revenue streamsIncreased service based opportunitiesIncrease range of services offered including geography
Increase range of services offeredAssess, Plan, Support organizations adoption of cloud servicesMigrate on-premise applicationsIntegrate on-premise applications and cloud-based applications together
Developer
Aggregator
Implementer
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Windows Azure is a priority for Microsoft
Windows Azure readiness support is a top priority. New materials/information is being deployed daily for partnersWindows Azure and other services are releasing new capabilities continually
Management focus throughout organizationAccount management focus through commitmentsWindows Azure revenue targets
Partners can obtain support from all Microsoft contact pointsPartner Network regularly releasing materials\training
Capabilities & Solutions Field Priorities Partner Support
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Overview and Objectives
Current Landscape
Market Momentum and Partner Opportunity
Windows Azure Vision and Offering
Marketing and Selling Windows Azure Solutions
Training and Resources to help you Build your Windows Azure Practice
Call to Action
Agenda
Page 21
The evolution of computing
On-premises LOB ApplicationsHybrid applications
Compute StorageManagement
ManagementRelational data Service Bus Access control
Windows Azure is an integrated cloud solution, utilizing
Microsoft products already familiar with IT professionals
Leveraging Existing IT Investments
PC browser applications
Mobile / otherbrowser
Develo
per
Exp
eri
en
ceU
se e
xis
ting s
kill
s and t
ools
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The Windows Azure DifferenceOpportunities to Use Windows
AzureKey Differentiators
There are multiple ways for businesses to utilize Windows Azure, from creating new solutions to migrating existing ones
• .NET developers can leverage existing
knowledge – smaller learning curve
• Provides relational (SQL Azure) and non-
relational storage
• Controls OS (Windows Azure, Windows
Server) and virtualization layers
• Windows Azure is enterprise-ready and is
supported in Microsoft datacenters
• Windows Azure supports “private” cloud
on-premise solutions to customer and
partners
• Supports both Microsoft & open-source
tools and languages
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Microsoft Windows Azure Vision and Strategy
Shared hardware model (PaaS & IaaS)Strong Channel & Partner ecosystemFull range of offerings (including SaaS)Best positioned to support customers with shared hardware platformsWell-suited to support enterprise customers
Simplify migrations from on-premise to the cloudOffering shared model for improved elasticity, tenant customization/provisioning and lower TCOAppeal equally to ISV’s, Developers and Enterprises
Focus on enhancing Windows Azure to support full range of SaaS offerings i.e. VM RoleWidening customer base to include those without existing on-premise infrastructureDeep investment in infrastructure and management software layers across the globe
Windows Azure TodayWindows Azure
VisionWindows Azure Strategy
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Partner Opportunities within the Cloud
Traditional Service Models
Business Consulting
Systems Integration
Software Development
Outsourcing
Assessments/Pilots
Solutions
SLA Management
Cloud Service Offerings
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Microsoft: Your Partner in the Cloud (SI)
Speed Up Development
Generate Revenue by Providing New Efficient
Choices to Your Customers
Choose a Dependable Partner with a Large
Ecosystem
Familiar developer experience: Visual Studio integrationWindows Azure is designed for interoperability(SOAP, REST XML)Support for popular programming languagesReduce the barriers associated with large or slower deployments by leveraging the agility of AzureAccelerate your sales cycle by providing solutions with little to no dependency on your customer IT
Augment existing applications using Azure services comprehensive, interoperable, business class featuresBlend your customer on-premises IT assets with cloud computing capabilitiesMigrate legacy solutions to Windows AzureMove applications without re-architecting the infrastructureProvide your customers with efficient investments which scale as they grow
Microsoft is a market-leading platform infrastructure provider– as its core businessReliability (Proofpoints)Security StandardsAutomated ManagementMicrosoft’s large partner ecosystem makes it easy to establish relationships with ISVs that you can integrate Azure Services into your customers’ existing environment
ISV
SIs can offer assessment services, migration tools, integrate applications/web services, manage support services, and create training tools to leverage cloud.SI
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Microsoft benefits include shifting IT resource focus towards core value adding activities
Lower levels of infrastructure maturity:
Have higher potential IT benefitsIntroduce agility and efficiency into organization behavior quickly
Windows Azure accelerates
Infrastructure Maturity
Infrastructure Maturity Model
On PremisesCost Breakdown
53%28%
19%
Windows Azure SolutionCost Breakdown
42%
19%9%
30%
new capacityor cost savings
App Dev
Hardware/Hosting
Support
Cost saved
Source: Making the Windows Azure Platform Real for the CIO:An MSIT Perspective, 05/31/2010
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Customers will benefit from moving to Windows Azure
Transcend Complexity
Focus IT on driving the business not
maintenance
Utilize familiar development tools
Transparent ROI
Agile Infrastructure
Rapid deployment of new business
solutions
Scale capacity up and down on
demand
SustainedAdvantage
Low ongoing infrastructure costs
Helps provide a secure and
compliant platform
Opportunity for extra functionality
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Delivering the right Windows Azure Service – Solution Selling
4 Utilization Patterns
5 IT Scenarios
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Windows Azure Solution Selling Framework: Data Center ExtensionCustomers with considerable investments in their data centers may find themselves with significant capacity problems, or simply may want to explore minimizing future capital expenditures.
Pain Points
• Application portfolios:• running on end of life hardware• with highly variable load usage
• Reduction of operational overhead in on-premises data-center
Windows Azure Services
Windows Azure (Compute/Storage)SQL AzureAppFabric
Target Scenarios
• Low risk applications (non-mission critical and/or no PII implications)
• Marketing campaigns /events• Disaster response / recovery
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Pain Points
• In flexible development resource environment (non scalable resources)• Traditional application development serves as barrier to entry, with little
experimentation due to financial risk
Windows Azure Solution Selling: Framework: New Application DevelopmentIf customers plan any new application development, the Windows Azure platform provides an attractive solution to minimize their development lifecycle and/or maximize TCO benefits.
Windows Azure Services
Windows Azure (Compute/Storage)SQL AzureAppFabric
Target Scenarios
• Digital marketing and social networking• Digital syndication• Internal collaborative applications• Scalable websites: low-cost option for
product launches, M&As, or customer loyalty programs.
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Windows Azure Solution Selling Framework: Application ExtensionApplication Extension refers to the ability for our customers to run applications both on premise and in the cloud.
Pain Points
• High Performance Computing: Parallel Processing and/or Grid Computing application typically have more predictable, but highly compute intensive workloads
• While scalability is very attractive, sensitive data requirement to stays secure on premises,
Windows Azure Services
SQL AzureAppFabric
Target Scenarios
• Credit card risk scoring• Monte Carlo simulation• High-performance Computing
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Windows Azure Solution Selling Framework: Application Migration and MaintenanceApplication Maintenance and Migration refers to the ability for our customers to delegate many data center networking tasks to the Windows Azure Platform, allowing them to focus on more mission critical applications development.
Pain Points
• Reliance on uptime and maintenance of physical servers.• Automated management could improves application uptime, and
reduces the need for human resources interacting with the application.
Windows Azure Services
SQL ServerAppFabric: Automated Management Services
Windows Azure (Compute/Storage)
Target Scenarios
•Web portal with high growth and scalability requirements•Marketing campaigns with burst workloads•Payroll portal with variable workload patterns
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Windows Azure Solution Selling Framework: Storage in the CloudStorage in the Cloud is rapidly becoming more attractive for customers with large and rapidly growing repositories of data and/or customers with mature data governance polices.
Pain Points
• Active Archiving – The ability to have live access to archived data as part of a larger business continuity strategy or data governance strategy.
• Data Distribution – The ability to host and distribute proprietary information, such as videos or documents, which are being globally accessed via the web.
• Performance and Spike Capacity – The ability to deliver content around the globe, with huge capacity on demand with no build-up or idle hardware.Windows Azure Services
SQL ServerAppFabric: Automated Management Services
Windows Azure (Compute/Storage)
Target Scenarios
•Archived Data with low access rate•Content Delivery: Media distribution of video and documents•Data Backup and Recovery
Page 34
Microsoft’s Cloud Continuum: Choice
Dynamic Data Center ToolkitFor Hosters| Dynamic Data Center Toolkit
For Enterprises|
Software as
a Service(SaaS)
Platform as
a Service(PaaS)
Infrastructure as a
Service(IaaS)
Private
Public
Page 35
Why Microsoft?Oppor-tunity
& Busine
ss Growt
h
Experience
Matters
Enterprise
Class
Deep Invest
-ments
Global Infra-structure
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Windows Azure is uniquely positioned against competing offerings
Windows Azure
Platform
Amazon Web Services(AWS)
Google App Engine
Salesforce.com
Force.com
VMwarevCloudExpress
Run-On Premise Apps
Offers a Relational Database
Management SystemCreate
Moderately Scalable Web
Apps with Relational Data
Create Very Scalable
Web Apps
Create Parallel Processing
Apps
Create Very Scalable Web
Apps with Background Processing
Page 37
The Vision of Microsoft’s Position in Cloud Computing
“The launch of Windows Azure and Azure Services platform is a first step in a long evolutionary path.”
-IDC
“Cloud computing places Microsoft and its customers at the center of a remarkable transition in and around everything [they] do with technology.“ -Business Week
“[Microsoft is] unique in that no other vendor has the same level of experience and expertise in software and services." -CIO.com
"Microsoft is really getting ahead of the game in the cloud, and it is in a much better position vis-a-vis its competition." -CNN Money
“Microsoft has the ability to establish…a low- or no-impact, evolutionary solution for customers to move to a cloud infrastructure.” -IDC
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What’s Coming
• Unified Programming Platform and Tools– .NET 4 & Visual Studio 2010– Improved compatibility between on-premise applications and Windows
Azure applications via support for VMs and other methods
• Simplified Management– Improved interoperability with System Center and APIs for integration
with mainstream management tools like OpenView and Tivoli
• Flexible and Trustworthy Storage– Windows Azure Storage: Automatic data geo-replication– SQL Azure: Larger database sizes for SQL Azure & On premise/Cloud
data sync
• Efficient Networking– Improvements in flexibility and responsiveness
• Global Platform– Additional locations and CDN nodes & Global Traffic Management
Capabilities
• Compliance– Important new security and compliance certifications
• Adaptable Pricing Models– Integration with MS Volume Licensing
Page 39
Overview and Objectives
Current Landscape
Market Momentum and Partner Opportunity
Windows Azure Vision and Offering
Marketing and Selling Windows Azure Solutions
Training and Resources to help you Build your Windows Azure Practice
Call to Action
Agenda
Page 40
Windows Azure business models aim to empower Partners
“Embedded“ Channel Model
Applications that include the Windows Azure
Platform:
• Customer buys applications and the
Windows Azure Platform from a partner.
• Partner buys the Windows Azure Platform
from Microsoft.
“Built for Windows Azure Platform”Channel Model
Applications that include the Windows Azure Platform:
• Customer buys applications and the Windows
Azure
Platform from a partner.
• Partner buys the Windows Azure Platform from
Microsoft.
Page 41
Profiling your Sales Targets
Your upper-midsize and enterprise customers with 500+ computers
There are also opportunities in the lower- midsize market segment
Target roles include TDMs and BDMs, especially those responsible for increasing business agility, lower capital expenditure and deceasing TCO
Enterprises SMBs TDM/BDMs
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Potential Deal Sizes
Enterprises SMBs TDM/BDMs
Potential # of Applications to Migrate 50-100+ 2-5+ 1
Bus Dev Investment Hours 100+hrs 40-80hrs 10-20hrs
Pre Sales Activities
Factory\Engine ROIBusiness Case SupportClient Awareness
Client AwarenessProof of Concepts
Cloud Assessment WorkshopsBusiness Case SupportClient Awareness
Implementation Activities
Architecture DesignApplication Development & TestDR Setup/ReliefDecommissioning Support
Application Development & Test
Application Development & TestDecommissioning SupportApplication Extension
Potential Implementation Hours 3000-6000hrs 750-1500hrs 200-500hrs
Deal Size $300-$500k $75-$200k $40-$60k
Page 43
Top Five Ideal Customer Traits for Windows Azure Opportunities
1Midsize customer accounts with a history of investing in IT to differentiate for competitive advantage and are actively pursuing innovative projects and ways to service clients
2Looking for application/infrastructure stability, is experiencing scalability or peak demand issues for either system or data resources and currently has no– or low-Service Level Agreements for uptime
3
4 Looking to decrease Total Cost of Ownership (TCO) and minimize capital expenditure
Owns Microsoft Windows Server 2003 or 2008 and the majority of their application stack utilizes Microsoft technologies
5
Strong partner relationship through IT and Application Outsourcing
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Typical Windows Azure Deal Parameters
BDM and/or TDM is driving teams/projects in order to gain exposure to the cloudLooking for a simple conversation to get quick wins and to get some learning about how to use the cloud
Enterprise typically as a significant investment in the Microsoft stack alreadyTrack record of adopting new technologies early
To create hybrid solutionsProprietary data remains secured behind firewallsLow risk data/processing leverages cloud’s elastic nature
Exposure Typical Emerging Trends
Reduce IT capital budgetDrive IW productivity and company growthRationalize ROI through transparent accounting
Security of data within the cloudOpen to learning how solution will ensure privacy compliance
Typical Motivations Core Concerns
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Many of your Accounts are Ready
“By 2012, 80% of Fortune 1000 enterprises will be using some cloud computing services, 20% of businesses will own no IT assets.” Gartner
“The bottom line: Early adopters are finding serious benefits, meaning that cloud computing is real and warrants your scrutiny as a new set of platforms for business applications.” Forrester
Begin initiating Cloud Assessments to qualify opportunities
Identify technology “first mover” accounts and utilize proof of concept solution selling
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Windows Azure Revenue
Reduced IT CostsImproved Performance
Windows Azure benefits customers, partners, and Microsoft
Consulting ServicesMigration/Build ServicesApplication Management
Partner
Customer
Microsoft
Provide thought leadership Deliver Assessment Services Build/migrate/manage applications
Purchase Windows Azure Service
Provide Training / MaterialsProvide Assessment Process
Incentives / Introductory offers
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Running on Windows Azure Platform
Client interest in Windows Azure
Migration Assessment
Decision to migrate to Windows Azure
Migrate Applications
1. Project Management2. Architectural Design3. Development4. Testing5. Monitoring
1. Qualify Opportunity2. Identify Candidate Applications3. Assess Benefits case4. Assess Migration Suitability5. Build Portfolio Migration Plan
Customer Journey
Migration assessments help convert customer interest into a decision to migrate applications to Windows Azure
Key tasks: Key tasks:
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Windows Azure Cloud Assessment ProcessM
igra
tion
A
ssessm
en
t R
ole
s
Tools
an
d
Su
pp
ort
Build Migration
Plan
Assess Migration Suitability
Assess Benefits
Case
Identify Candidate Applicatio
ns
Qualify Opportunit
y
Analyze business objectives
Score apps against business
objectives
TCO analysis(Total Cost Ownership)
Utilize Migration Assessment Tool
(MAT)
Analyze migration scenarios
Analyze technical
environment
Define candidates apps for assessment
Analyze TCO& benefits scorecard
Assess customized
migration report
Develop Migration Plan
Sales Qualification Questionnaire
Portfolio Assessment Framework
TCO Tool Migration Assessment Tool Migration
Prioritization Approach
Benefits Scorecard Architectural Guidance Training
Account Manager
Tech Pre-Sales
Customer Business Decision Maker
Technical Architects
Project/ Assessment Manager
Acti
vit
ies
Page 49
Leverage Marketing and Sales resources
“We’re all in.”
Utilize field sales & marketing resources.
Enable your team.
• Microsoft is investing significantly in Windows Azure as the cornerstone of its cloud strategy
• Established Windows Azure Incubation team
• Dedicated sales resources locally
• Marketing campaigns deployed
• Readiness material available through partner ecosystem and core MS tech channels
• Events, workshops, training
Significant Investment Organized to enable partner growth Partner Readiness
Page 50
Partners continue to be central to the Microsoft business• Over 600,000 partners in Microsoft Ecosystem• Great breadth of solution offerings• Extensive depth of industry specific knowledge• The MS partner ecosystem is 5x larger than our nearest competitor
ISVs Hosters SIs & VARsMS ISVs are the most profitable in the industry
> 40% of all hosters WW are hosting with the Microsoft Platform
> 300,000 SIs and VARs and resellers WW
Page 51
Customer and Partner Momentum
Customer Partners Service Providers
Page 52
CASE STUDY
Company Profile:
Benefit Drivers:•Reduced capital risk • High scalability• Reduced operating costs • Enhanced customer services• Familiar development environment
Situation/Solution:To deliver software more efficiently, reduce costs, and get more complex software packages to more devices, Siemens wanted to expand the capacity of its software distribution system.
Siemens used the Windows Azure™ platform to deliver software packages from a central Internet-based storage location to thousands of devices for many different customers.
Key Advances:Siemens is now able to use the Windows Azure™ platform for devices directly connected to the Internet. The company now can dynamically scale its global software distribution, while reducing costs, enhancing services, and avoiding significant new capital investment.
Siemens Expands Software Delivery Service, Significantly Reduces TCO
“Our first estimates show that we can reduce our TCO by a factor of 10. The software distribution system we built with Windows Azure is 10 times cheaper than our previous solution.”
— Elmar Stoecker Director Portfolio Management, Siemens IT Solutions and Services
Siemens is a global powerhouse in electronics and electrical engineering, operating in the industry, energy, and healthcare sectors. The company has around 410,000 employees, and a worldwide reputation for innovation and achievement.
Page 53
CASE STUDY
Company Profile:
Benefit Drivers:•Reduces costs •Improves agility •Supports new scenarios •Enhances global consistency •Lowers total cost of ownership
Situation/Solution:Wipro wanted to offer its customers highly scalable, high-performance business services solutions while reducing development, maintenance, and infrastructure costs.
The firm is building solutions for the Windows Azure platform, to take advantage of its scalability, broad service platform, versatile storage, and easy integration with on-premises solutions.
Key Advances:By taking advantage of the on-demand application scaling, Windows Azure storage services, Microsoft SQL Azure relational database capabilities, and support for familiar programming languages in the Windows Azure platform, Wipro expects to reduce costs, improve agility, enhance global consistency for its customers, and add new revenue streams for its own operations.
IT Services Company Reduces Costs, Expands Opportunities with New Cloud Platform “The Windows Azure platform is a highly effective and low cost option for hosting complex solutions with agility and scalability.”
— Srini Pallia, Senior Vice President and Global Head of Business Technology Services, Wipro Technologies
Wipro Technologies, one of the world's largest IT services companies, provides global integrated business, technology, and process solutions. Based in Bangalore, India, Wipro employs more than 95,000 people worldwide.
Page 54
Microsoft is offering a variety of partner programs to support building a Windows Azure practice
Members of the Microsoft Partner Network will receive a 5% discount on all Windows Azure Platform Services and offers with the exception of Windows Azure Storage and Data Transfers (bandwidth).
MSDN® Premium Subscriptions—These subscriptions are a Microsoft Partner Network benefit for Certified, Gold Certified and Microsoft® BizSpark™ program partners. The number of users who can access this benefit is determined by your partner level.
Windows Azure Platform Introductory Special—This promotional offer enables you to try the Windows Azure platform at “no charge”. The subscription includes a base level of compute hours, storage, data transfers, a SQL Azure database, and .NET Services messages.
Windows Azure Platform Development Accelerator Core & Extended —This promotional offer provides compute hours, storage, data transfers, .NET Services and SQL Azure database (extended only) messages at a deeply discounted monthly price. The offer is valid only for a six-month term. Customers may purchase multiple Base Units to match their development needs.Find more information on pricing and offers, visit
www.windowsazure.com/pricing.
Page 55
Microsoft Platform Ready participants receive special services through Frontrunner
Phone and e-mail technical support, and aggregated technical resources.
One-year Live Meeting subscription with complementary event services for one to two Web events.
Marketing templates, a Microsoft press release template with pre-approved Microsoft quotes, and use of a Front Runner logo.
Exposure to Windows Azure Platform partner applications through special placement within the Microsoft® Pinpoint™ catalog (MPN Partners), including unique landing pages for all live applications. Microsoft US has also placed a media buy, through CMG, to drive impressions to featured landing pages. Click here to learn about Microsoft Platform Ready
Page 56
Overview and Objectives
Current Landscape
Market Momentum and Partner Opportunity
Windows Azure Vision and Offering
Marketing and Selling Windows Azure Solutions
Training and Resources to help you Build your Windows Azure Practice
Call to Action
Agenda
Page 57
Successful Early Adopters’ Approaches to Windows Azure
1
2
3
4
5
6
7
Understand the differences in working in Windows Azure vs. On-Premise
Train resources on developing new applications on Windows Azure
• Support resource training initiatives• Signup to Windows Azure and setup sandbox environments• Develop a simple web based services to gain exposure to
worker roles and SQL AzureRecognize that Windows Azure is an extension of current
Microsoft on-premise development environment
Identify internal applications that can be migrated to Windows Azure
Migrate an Internal application
Support resource learning on Application Migration considerations
Look for application migration opportunities with clients
Page 58
Initial Windows Azure Customer Engagement framework
3. Identify potential Windows Azure
application migration candidates through
Technical Assessment workshops
4. Support business case for migration and
wherever possible suggest proof of
concept solutions
3. Develop business case scenarios detailing cost
effective Windows Azure solutions
4. Work with Microsoft Account teams to define
business solutions using Windows Azure
1. Learn more about the Windows Azure scenario’s and the Microsoft offerings
2. Identify the top business challenges that need addressing
in your customers’ organization
5. Starting with the end in mind does not mean you need to achieve the end result right
out of the gate
Application Migration New Solutions
Page 59
Windows Azure practice capabilities leverage your existing organizational knowledgeBusiness Expertise
Organizational Expertise
Industry Expertise
Vendor/Product
Expertise
Technical Subject
Expertise
Implementation
Expertise
Delivery Expertise
Programmatic Expertise
Ability for Innovation
Page 60
Windows Azure Roles – from Sales to Implementation
SalesTechnical Pre-Sales
Technical Architect Technical AnalystProject Management
Custom Application Developers w/ Windows Azure training .NET, Open Source technologiesSQL ServerScalability, Availability and Performance experts
Business Process/Architecture Implementation
Page 61
Role-Based Learning Paths
Sales IT architectIT
implementer
Technical presales
Application Developer
Practice Executive
Essential instructor-led
training
•Access to instructor-led training in local geography
Essential self-study training
•Recorded webcasts•E-learning•Role-based training access
Updating current skills
•Training pointers for people familiar with Microsoft application development technologies
Additional learning
resources
•MSDN•Microsoft TechNet•Cloud Assessment tools
Roles in a Windows Azure solution implementation
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Managed SI – Sales Learning Paths By Role
What is Win Azure?Solution with Azure Partner Opportunity for SI’s
Win Azure Platform Business Model for Partners
Fundamentals of building a Windows Azure practice
What is Azure? Solution with Azure Partner Opportunity for SI’s
Qualification Questionnaire
Solutions Briefings - Cloud Assessment, Dept IT Standardization
Understanding Azure Platform Sales, Pricing, and Licensing Models
Selling Windows Azure to Enterprises
How to Sell Enterprise Solutions on Azure
Selling Win Azure with Cloud Assessment Services
Windows Azure Platform - Value for Partners
Identify and Qualify Win Azure Sales Opportunities
Win Azure Platform - TCO Tool
Understanding Competition and Handling Customer Objections When Selling to Enterprises
Technical Overview of Windows Azure
Compliance and Other Considerations for Migrating LOB Apps to Win Azure
Azure Platform Update
Delivering Win Azure Cloud Assessment Services
Fundamentals of building a Windows Azure practice
Selling Win Azure with Cloud Assessment Services
Azure Demo Training
Technical Pre-Sales Academy for Windows Azure
Demand Gen
Prospect Qualify Develop Solution Proof Close Deploy
BDM (Practice
Exec)
Sales
Technical Pre-Sales
Page 63
Join the Windows Azure Community
Awareness TrainingSocial Networks and
Technical Forums
Partner Learning CenterWindows Azure.comWindows Azure Hub BizSpark Channel 9 Windows Microsoft Platform ReadyMicrosoft LearningTech Ed Online
Partner Learning Center MSDEV.com Professional Developers Conference Single Web Page Challenge Guide Windows Azure Platform Training Kit
Channel 9 Windows MSDN Technet (Search Azure) Windows Azure BlogWindows Azure Twitter LinkedIn groups:
• Cloud Computing• Cloud Computing Readin
ess• Windows Azure Platform
Facebook groups and pages:• Windows Azure
Page 64
Windows Azure Partner Enablement Roadmap
Readiness Plan Development Sales Training Architect/Developer Training
Assistance developing joint Solutions Briefing and customer ready deck Opportunities to participate in Microsoft Events
Sales planning and engagement with MS Azure Sales force BIF to fund customer assessments and pilots Solutions Briefing Access to a volume pricing discount model where the ”SI Partner” owns the billing relationship with Microsoft
Enable Create Demand Selling
Page 65
Overview and Objectives
Current Landscape
Market Momentum and Partner Opportunity
Windows Azure Vision and Offering
Marketing and Selling Windows Azure Solutions
Training and Resources to help you Build your Windows Azure Practice
Call to Action
Agenda
Page 66
Key Takeaways
Market Momentum
CustomerChoice
Engagement Model
New Opportunities
• SI’s need to adapt to take advantage
• Increases speed to market
• Focus on business agility
• Windows Azure offers diverse offerings
• Various Implementation models available
• Cloud Computing is Growing
• PaaS offerings increase discretionary expenditure
• Landscape has changed
• Decreased capital expenditures is enabling sales creativity
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Next Steps
Resources Training Engagement Closing
• First impressions are critical
• Barriers vary by workload
• Engage support
• Begin engaging customers and perform cloud assessments
• Build POC’s as a priority
• Get ready and train resources
• Get your team access to Windows Azure
• Take advantage of MS resources to help build business
Page 68
Find Windows Azure Resources
https://partner.microsoft.com/40084702?msp_id=azure
Page 69
Thank you
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Services, SQL Server, Windows Azure, Windows Azure Platform Appfabric, Windows Live Hotmail, Windows Platform Development and Windows Server are trademarks of the Microsoft group of companies. All other trademarks are property of their respective owners."
70
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