MOVING TO THE WINDOWS AZURE CLOUD Strategic Options For Getting to the Cloud
Nigel Watson, Platform Strategy AdvisorMicrosoft Australia
Introductions and Agenda
Who We AreDPE Platform Strategy Advisors
Main Talking Points
Moving to The Cloud
Why?Evolution to Cloud ComputingMarket Opportunity and Impacts
What?Windows Azure Public Cloud TrendsPartner Opportunities
How?Cloud Business StrategyReadinessPrograms and Resources
Nigel WatsonPlatform Strategy AdvisorMicrosoft
Graham ElliottPlatform Strategy AdvisorAzure ISV, Microsoft
http://www.flickr.com/photos/raster/3072255833/sizes/l/in/photostream/
The essence of strategy is choosing what not to do
- Michael Porter
Never waste the opportunities created by a good crisis
- Machiavelli
Strategy
Azure Business Value Drivers
Grow your business
Innovate Quickly
Scale reliably & cost effectively
Dominic O’HanlonMYOB
Introducing…
Partner Models for Azure
Monetisation
Free Usage
A large upfront payment for the license
Per Unit Payment Type
Sales and Marketing
• Direct customer relationship inherent to cloud• Better understanding of customer use• Responsibility for customer data• You may impact their business model as well
• Lower cost of entry• Free customer trials, quick customer ramp-up• No deployment step to use application
• Studies show that business roles are likely buyers• Cloud applications resolve business capability gaps• Ops complexity moves to cloud – reduces IT footprint• Be ready for a risk discussion
Customer Intimacy
Quicker Salesand Deployment
Sell to the Business
Campbell JohnstonSMS Consulting
Adrian VitiSMS Consulting
Introducing…
Distribution and Partnering
• Channel and Partner dynamics• Customer expectations are different• Deployment and Delivery are crucial parts of
your strategy
Distribution
• SIs and ISVs are increasingly partnering for reach and sales
• Customers still need support, training, integration and customization
• Finished applications can still be building blocks for other offerings
• Make sure you leave that door open• Can you monetize the data?
Additional RevenueFrom APIs
Partnering
Going to Market
BUILDANYTHING
SELLANYWHERE
www.windowsazure.com/marketplaceCall to Action!
• New channel roles emerge• Find networks effects if you can• Brokers, Aggregators, and Marketplaces
Going To Market
Operations
• 24/7 Business• SLA monitoring and management• Tooling• Partnerships• Billing• Helpdesk • Trouble Ticketing and Issue Resolution
Operations
Choosing your strategy
• Optimize for cash flow to smooth the transition from upfront payment over time
• Understand what revenue you lose, and what do you gain?
• Remember:– You may impact your customers business model– You may impact your partners business model
• Be prepared to be flexible
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Readiness
Leverage what you know…
The cloud technology portfoliomostly comprises the usual
suspects…
Top Skill Sets to Learn
Networking and Infrastructure
Business SkillsArchitecting for the Cloud
Integration
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Cloud Programs and Resources
Microsoft Platform Ready
Development• Access to software and the latest
software development kits • Top rated training• E-mail based developer support
Testing• Validates your application is current:
“Works with” quality check • Fully automated self service: no fee• Can be used to fulfill Silver & Gold
competency requirements in MPN
Marketing• Passing Azure Platform Ready Test
qualifies for Windows Azure logo• Ready to Go email, web banner,
postcard and business letter templates, PR template
Sales• Included in customer-facing product
catalogs (e.g. Pinpoint)• Included in the ‘Buy Australia
Software’ Catalog sent to over 5,000 organisations (Azure apps only)
www.microsoftplatformready.comCall to Action!
Helps you develop, test and take your product to market
Microsoft Cloud Essentials Pack – Requirements & Benefits
REQUIREMENTS
Sell & Service
Design & Develop
Profile
Sales Agreement:- MOSPA: incl.
100-level training and assessment
- CSA: requires (1) deal 12 months prior to enrollment
MSFT Online Services Sales: (None to start; active sales to continue benefit – sale bar to be defined)
Profile
Platform Ready Signup & Register application
Annual Fee None for this program
Annual Fee None
“I build intellectual property delivered through the cloud”
“I sell and deploy online services”
Partner
Selects
Applicable
Business
Track and
begins
Qualification
Process.
Can qualify
for one or
both tracks.
IUR & Discounts• O365 – up to 250 licenses• CRM Online – up to 250 licenses• Intune – 25 PCs• Windows Azure:
• Windows Azure• SQL Azure• App Fabric• Data Transfers
Marketplace Participation: Pinpoint
Training Platform with Targeted Cloud Training
Marketing Resources
Online Sales Tools: Demo Showcase, Profitability Modeler (Partner Order on Behalf TBD)
Pre-sales and Technical Support: Partner Forums for Cloud, BPOS Practice Accelerator
BENEFITS & RESOURCES
or
www.microsofcloudpartner.comCall to Action!
Microsoft Cloud Accelerate – Requirements & Benefits
Sell & Service
Design & Develop“I build intellectual property delivered through the cloud”
“I sell and deploy online services”
MOSPA/CSA Sales Agreement
Training & Assessment(Technical; 300 level)
Fee$0 for competency partners; otherwise $3,618
Three Deals sold and 150 seats minimum
Sales Commitment(8 deals and 500 seat minimum)
Three Cloud Customer references
Three Cloud Customer references
Azure Solution Certification (Platform Ready)
Sales Commitment($10K Azure Revenue)
Fee$0 for competency partners ($1,850 otherwise) 23
IUR & Discounts• O365 – up to 250 licenses• CRM Online – up to 250 licenses• Intune – 25 devices• Windows Azure Platform
• MSDN Premium Subscriptions (Silver Competency)
• Cloud Essentials Pack Benefits (H1 Calendar Year 2011)
NDA Cloud Roadmap
Earned Silver Competency & Related MPN Competency Benefits
Pre-sales and Technical Support: 20 Additional Hours of Partner Directed Support, Partner Forums for Cloud, BPOS Practice Accelerator
Local Subsidiary Engagement
Cloud Accelerate Badge
REQUIREMENTS
Online Sales Tools: Demo Showcase, Profitability Modeler (Partner Order on Behalf TBD)
Marketplace Prioritization: Pinpoint
Training Platform: Targeted Cloud Training
Marketing Resources
BENEFITS
Partner
Selects
Applicable
Business
Track and
begins
Qualification
Process.
Can qualify
for one or
both tracks.
www.microsofcloudpartner.comCall to Action!
SI: Windows Azure Circle
Complete your PSP
Get at least one new customer
Ready 1 Sales
2 Dev. 1 Archit.
Achieve >$1K per Quarter
Accelerating Customer Acquisition
Generous 25% Rebates
Access to Premium Training and Resources
Limited to 250 Pre-Qualified Partners
Call to Action!
Business Tools
– A New Price Predictor
– Understand your costs structure before you commit to buy
– Forecast your monthly P&L
– A New TCO and ROI Calculator
– A detailed report for an accurate TCO and a 1 to 3 year ROI
– Customizable per each individual business scenariowww.windowsazure.com/offersCall to
Action!
Business Economics Package
Overview Presentation and SaaS Pricing Examples
Pricing Tools and Offer Guidance
Webinars (on-demand, localized in 7 languages)
Exclusive Analyst Reports
Case Studies and Whitepapers
Enabling Partner Brochures
http://Call to Action!
Working with Microsoft
If you are working with Azure, or want to know more….
Nigel WatsonPlatform Strategy AdvisorMicrosoft
Graham ElliottPlatform Strategy AdvisorAzure ISV, Microsoft
Q&AQ&A
SESSION CODE: AP023
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