2. Building a Windows Azure Practice DRAFT Presented by Travis Jones June 28, 2010

3. Agenda

4. Agenda

6. Generate successful deliverables, while operating with reduced budgets

7. Withstand market instability and ambiguity

9. Cut costs to survive today, but still invest for tomorrow

10. Invest in technologies that help the bottom lineSource: 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

13. The need to provide a flexible and dynamic ecosystem exists across an organization CEO CFOIO “I need the organization to become more agile to take advantage of changing market dynamics.” “We need to reduce our total cost of ownership and prioritize business initiatives rather than IT imperatives.” Product Manager Director, Operations “I cant wait for IT to procure capacity, we need to take our product to market now.” “I need operational transparency so that we can align our investments with the business needs .” Sales Account Manager IT Administrator “I need solutions that scale with our customers and provide greater mobility for more devices.” “I need to reduce the amount of time my team is spending keeping systems operational and maintained.”

15. Increased competition for fewer resources

16. Do more with less

17. Focus on core value-add activities

18. Improve agility to stay competitive

19. Leverage existing assets to expand

20. Shift from information technology to business technology

21. Technology erases infrastructure complexity

23. Cloud computing provides opportunities for businesses to optimize uptime, agility, and efficiency New Economics Reduced Management Increased Productivity No patching, maintenance Faster deployment Robust multi-layered security Reliability and fault-tolerance Pay for what you use Lower and transparent costs Shift from capex and opex Accelerate speed to value Latest software for users Internet collaboration Anywhere access Instant self-provisioning

24. High Level Cloud computing Overview – “Refresher” “IaaS” “SaaS” “PaaS” Infrastructure as a Service Platform as a Service Software as a Service consume it build on it migrate to it Caching Email Application Development Legacy CRM Networking Collaborative Decision Support File Security Web Technical ERP Streaming System Mgmt Workloads

25. Agenda

26. Cloud Services Revenue to grow 24% to touch $44B by 2013 IDC IDC All Up Cloud Market Sizing Revenue $ billion Total: $15.5 B Total: $44.9 B Source: IDC (March 2010) Bringing the Private Cloud to the Data Center 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

28. Up to 20% of all business applications offered by ISVs will be in an SaaS deployment by 2016Source: IDC (Sep 2009) Cloud Computing 2010, An IDC Update; Forrester (July 2009) Platform as a Service Market Sizing

29. 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 Cloud Computing Revenue Growth Projections (2009-2013) Source: Forecast: Understanding the Traditional IT Services Opportunities Related to Cloud Computing, Worldwide,2009-2013, Gartner (October 2009)

30. New opportunities exist across the ecosystem for all partners Distribution Sales and Marketing Operations Channel dynamics Deployment Delivery rhythm Subscriptions Customer acquisition ARPU, churn, renewal 24/7 business Capital expenditure Partnerships 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

31. Cloud computing provides a range of opportunities for partners Developer Aggregator Implementer Develop new applications Extend existing applications, including geography Utilize Windows Azure for computational work Strategy Consulting Technical Assessments Capacity & Expansion Planning Application Development Migration Support and Training Performance Testing Increase range of services offered Assess, Plan, Support organizations adoption of cloud services Migrate on-premise applications Integrate on-premise applications and cloud-based applications together Recurring revenue streams Increased service based opportunities Increase range of services offered including geography

32. Windows Azure is a priority for Microsoft Capabilities & Solutions Field Priorities Partner Support Management focus throughout organization Account management focus through commitments Windows Azure revenue targets Windows Azure readiness support is a top priority. New materials/information is being deployed daily for partners Windows Azure and other services are releasing new capabilities continually Partners can obtain support from all Microsoft contact points Partner Network regularly releasing materialsraining

33. Agenda

34. The evolution of computing Windows Azure is an integrated cloud solution, utilizing Microsoft products already familiar with IT professionals Mobile / other browser Developer Experience PC browser applications Use existing skills and tools Compute Storage Relational data Access control Management Management Service Bus On-premises Leveraging Existing IT Investments Hybrid applications LOB Applications

36. Provides relational (SQL Azure) and non-relational storage

37. Controls OS (Windows Azure, Windows Server) and virtualization layers

38. Windows Azure is enterprise-ready and is supported in Microsoft datacenters

39. Windows Azure supports “private” cloud on-premise solutions to customer and partners

40. Supports both Microsoft & open-source tools and languagesThere are multiple ways for businesses to utilize Windows Azure, from creating new solutions to migrating existing ones

41. Microsoft Windows Azure Vision and Strategy Windows Azure Strategy Windows Azure Today Windows Azure Vision Simplify migrations from on-premise to the cloud Offering shared model for improved elasticity, tenant customization/provisioning and lower TCO Appeal equally to ISV’s, Developers and Enterprises Shared hardware model (PaaS & IaaS) Strong Channel & Partner ecosystem Full range of offerings (including SaaS) Best positioned to support customers with shared hardware platforms Well-suited to support enterprise customers Focus on enhancing Windows Azure to support full range of SaaS offerings i.e. VM Role Widening customer base to include those without existing on-premise infrastructure Deep investment in infrastructure and management software layers across the globe

42. Partner Opportunities within the Cloud Cloud Service Offerings Traditional Service Models Business Consulting Assessments/Pilots Systems Integration Solutions Software Development Outsourcing SLA Management

43. Microsoft: Your Partner in the Cloud (SI) SIs can offer assessment services, migration tools, integrate applications/web services, manage support services, and create training tools to leverage cloud. SI ISV Speed Up Development Generate Revenue by Providing New Efficient Choices to Your Customers Choose a Dependable Partner with a Large Ecosystem Augment existing applications using Azure services comprehensive, interoperable, business class features Blend your customer on-premises IT assets with cloud computing capabilities Migrate legacy solutions to Windows Azure Move applications without re-architecting the infrastructure Provide your customers with efficient investments which scale as they grow Familiar developer experience: Visual Studio integration Windows Azure is designed for interoperability(SOAP, REST XML) Support for popular programming languages Reduce the barriers associated with large or slower deployments by leveraging the agility of Azure Accelerate your sales cycle by providing solutions with little to no dependency on your customer IT Microsoft is a market-leading platform infrastructure provider– as its core business Reliability (Proofpoints) Security Standards Automated Management Microsoft’s large partner ecosystem makes it easy to establish relationships with ISVs that you can integrate Azure Services into your customers’ existing environment

44. Microsoft benefits include shifting IT resource focus towards core value adding activities On Premises Cost Breakdown Windows Azure Solution Cost Breakdown new capacity or cost savings App Dev Hardware/Hosting Support Cost saved Infrastructure Maturity Model Source: Making the Windows Azure Platform Real for the CIO: An MSIT Perspective, 05/31/2010 Windows Azure accelerates Infrastructure Maturity Lower levels of infrastructure maturity: Have higher potential IT benefits Introduce agility and efficiency into organization behavior quickly

45. Customers will benefit from moving to Windows Azure Transcend Complexity Agile Infrastructure Sustained Advantage Rapid deployment of new business solutions Focus IT on driving the business not maintenance Low ongoing infrastructure costs Utilize familiar development tools Helps provide a secure and compliant platform Scale capacity up and down on demand Transparent ROI Opportunity for extra functionality

46. Delivering the right Windows Azure Service – Solution Selling 4 Utilization Patterns 5 IT Scenarios

48. running on end of life hardware

49. with highly variable load usage

51. Marketing campaigns /events

52. Disaster response / recoveryCustomers with considerable investments in their data centers may find themselves with significant capacity problems, or simply may want to explore minimizing future capital expenditures.

55. Digital syndication

56. Internal collaborative applications

57. Scalable websites: low-cost option for product launches, M&As, or customer loyalty programs. If customers plan any new application development, the Windows Azure platform provides an attractive solution to minimize their development lifecycle and/or maximize TCO benefits.

59. Monte Carlo simulation

62. Marketing campaigns with burst workloads

65. Data Distribution – The ability to host and distribute proprietary information, such as videos or documents, which are being globally accessed via the web.

67. Content Delivery: Media distribution of video and documents

68. Data Backup and RecoveryStorage 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.

69. Microsoft’s Cloud Continuum: Choice Private Public Software as a Service (SaaS) Platform as a Service (PaaS) Infrastructure as a Service (IaaS) | | Dynamic Data Center Toolkit For Hosters Dynamic Data Center Toolkit For Enterprises

70. Why Microsoft?

71. Windows Azure is uniquely positioned against competing offerings

72. The Vision of Microsoft’s Position in Cloud Computing "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 “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 has the ability to establish…a low- or no-impact, evolutionary solution for customers to move to a cloud infrastructure.” -IDC

73. 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

74. Agenda

75. Windows Azure business models aim to empower Partners “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. “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.

76. Profiling your Sales Targets Enterprises SMBs TDM/BDMs There are also opportunities in the lower- midsize market segment Your upper-midsize and enterprise customers with 500+ computers Target roles include TDMs and BDMs, especially those responsible for increasing business agility, lower capital expenditure and deceasing TCO

77. Potential Deal Sizes Enterprises TDM/BDMs SMBs Potential # of Applications to Migrate 50-100+ 2-5+ 1 Bus Dev Investment Hours 100+hrs 40-80hrs 10-20hrs Pre Sales Activities Cloud Assessment Workshops Business Case Support Client Awareness Factoryngine ROI Business Case Support Client Awareness Client Awareness Proof of Concepts Implementation Activities Application Development & Test Decommissioning Support Application Extension Architecture Design Application Development & Test DR Setup/Relief Decommissioning Support Application Development & Test Potential Implementation Hours 3000-6000hrs 750-1500hrs 200-500hrs Deal Size $300-$500k $75-$200k $40-$60k

78. Top Five Ideal Customer Traits for Windows Azure Opportunities Midsize 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 1 Looking 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 2 3 Strong partner relationship through IT and Application Outsourcing 4 Looking to decrease Total Cost of Ownership (TCO) and minimize capital expenditure 5 Owns Microsoft Windows Server 2003 or 2008 and the majority of their application stack utilizes Microsoft technologies

79. Typical Windows Azure Deal Parameters Exposure Typical Emerging Trends Enterprise typically as a significant investment in the Microsoft stack already Track record of adopting new technologies early To create hybrid solutions Proprietary data remains secured behind firewalls Low risk data/processing leverages cloud’s elastic nature BDM and/or TDM is driving teams/projects in order to gain exposure to the cloud Looking for a simple conversation to get quick wins and to get some learning about how to use the cloud Typical Motivations Core Concerns Security of data within the cloud Open to learning how solution will ensure privacy compliance Reduce IT capital budget Drive IW productivity and company growth Rationalize ROI through transparent accounting

80. 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

81. Windows Azure benefits customers, partners, and Microsoft Partner Consulting Services Migration/Build Services Application Management Provide Training / Materials Provide Assessment Process Incentives / Introductory offers Provide thought leadership Deliver Assessment Services Build/migrate/manage applications Customer Microsoft Windows Azure Revenue Reduced IT Costs Improved Performance Purchase Windows Azure Service

82. Migration assessments help convert customer interest into a decision to migrate applications to Windows Azure Customer Journey Running on Windows Azure Platform Client interest in Windows Azure Decision to migrate to Windows Azure Migrate Applications Migration Assessment Key tasks: Key tasks: Project Management Architectural Design Development Testing Monitoring Qualify Opportunity Identify Candidate Applications Assess Benefits case Assess Migration Suitability Build Portfolio Migration Plan

83. Windows Azure Cloud Assessment Process Build Migration Plan Assess Migration Suitability Assess Benefits Case Identify Candidate Applications Qualify Opportunity Analyze business objectives Score apps against business objectives TCO analysis (Total Cost Ownership) Utilize Migration Assessment Tool (MAT) Analyze migration scenarios Activities Analyze technical environment Define candidates apps for assessment Analyze TCO & benefits scorecard Assess customized migration report Develop Migration Plan Account Manager Tech Pre-Sales Migration Assessment Roles Customer Business Decision Maker Technical Architects Project/ Assessment Manager Migration Assessment Tool TCO Tool Portfolio Assessment Framework Sales Qualification Questionnaire Migration Prioritization Approach Tools and Support Benefits Scorecard Architectural Guidance Training

85. Established Windows Azure Incubation team

86. Dedicated sales resources locally

87. Marketing campaigns deployed

88. Readiness material available through partner ecosystem and core MS tech channels

90. Customer and Partner Momentum Service Providers Customer Partners

93. Improves agility

94. Supports new scenarios

95. Enhances global consistency

96. Lowers total cost of ownershipSituation/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 Company Profile: 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.

97. Microsoft is offering a variety of partner programs to support building a Windows Azure practice Find more information on pricing and offers, visit www.windowsazure.com/pricing.

98. Microsoft Platform Ready participants receive special services through Frontrunner

99. Agenda

101. Signup to Windows Azure and setup sandbox environments

102. Develop a simple web based services to gain exposure to worker roles and SQL Azure2 3 Recognize that Windows Azure is an extension of current Microsoft on-premise development environment 4 Identify internal applications that can be migrated to Windows Azure 5 Migrate an Internal application 6 Support resource learning on Application Migration considerations 7 Look for application migration opportunities with clients

103. Initial Windows Azure Customer Engagement framework Application Migration New Solutions

104. Windows Azure practice capabilities leverage your existing organizational knowledge

105. Windows Azure Roles – from Sales to Implementation Business Process/Architecture Implementation Technical Architect Technical Analyst Project Management Sales Technical Pre-Sales Custom Application Developers w/ Windows Azure training .NET, Open Source technologies SQL Server Scalability, Availability and Performance experts

106. Role-Based Learning Paths Roles in a Windows Azure solution implementation Sales IT architect IT implementer Technical presales Application Developer Practice Executive

107. Managed SI – Sales Learning Paths By Role Demand Gen Prospect Qualify Develop Solution Proof Close Deploy BDM (Practice Exec) Sales Technical Pre-Sales

109. Cloud Computing Readiness

111. Agenda

113. PaaS offerings increase discretionary expenditure

114. Windows Azure offers diverse offerings

115. Various Implementation models available

116. SI’s need to adapt to take advantage

117. Increases speed to market

118. Focus on business agility

119. Landscape has changed

121. Get ready and train resources

122. Get your team access to Windows Azure

123. Begin engaging customers and perform cloud assessments

124. Build POC’s as a priority

125. First impressions are critical

126. Barriers vary by workload

128. Thank you CONFIDENTIAL. Distribution Only Under Nondisclosure. Microsoft makes no warranties, express or implied. © 2010 Microsoft Corporation. All rights reserved. Microsoft ,.NET, Exchange, Microsoft Dynamics, Microsoft Office, Microsoft Office Live, Microsoft Online Services, Microsoft Pinpoint, Microsoft Partner Network, Microsoft System Center, MSDN, SharePoint Server, SQL Azure, SQL 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."

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