Executive Summit for ISV & Application builders - January 2015

13:00 Arrival and Registration
13:30 Azure: The technical perspective
14:15 Get healthy and stay healthy with Premier Support
15:00 Break
15:30 The Microsoft Partner Network
16: 15 Success in the Cloud: How ISVs Have Made Cloud Computing Work
16: 45 Cloud OS App Launch Services
17:30 Closing remarks and Q&A

• Why the cloud?
• Rapidly setup environments to drive business priorities
• Scale to meet peak demands
• Increase daily activities, efficiency and reduced cost.

On Premises
Youscale,makeresilientandmanage
Infrastructure
(as a Service)
Managedbyvendor
Youscale,make
resilient&manage
Platform
(as a Service)
Scale,resilienceand
managementbyvendor
Youmanage
Hosting models
Software
(as a Service)
Business model
Applications
Scale,resilienceand
managementbyvendor
Why the cloud?

Azure
footprint
16 regions worldwide in 2014
Data Centers
Regional Partners

.NET Support2014
Offline Sync
Mobile Services
Networking Visual Studio & .NET
Virtual Machines
Memory Optimized Disk Optimized
Resource Manager
Portal
VSO GA
XamarinPoint-to-site VPN
Web Sites
SMB File System
IBIZA
Remote Debug
VM Management
SQL Database
Puppet Chef Docker
Powershell and DSC
Capture / Deploy
Autoscale
Dynamic Routing
Subnet Routing
Static IP
Storage
Autoscale
Traffic Mgr
Web Jobs
Backup
Java Support
ASP.NET MVC 5.1
ASP.NET Web API 2.1
AD support
Powershell Automation
Node.JS project support
Remote Debugging
Kindle Support
BD’s up to 500GB
99.95% SLA
Self Service Site Recovery
Active GEO replication
HDInsight
Hadoop 2.2
YARN support
.NET 4.5
.NET Foundation
Azure Redis Cache
API Management
Site Recovery
Remote Apps
Cordova
VSO Open
Api’s
Event Hub

How we
differentiate
with Azure Enterprise Grade Hybrid
Hyper-scale

Hybrid consistency
CUSTOMER
DATACENTER
SERVICE
PROVIDER
MICROSOFT
AZURE
CONSISTENT
PLATFORM

Connect every on-premises
server to the cloud
StorSimple
Backup
Hyper-V Disaster Recovery
VMWare Disaster Recovery
SQL Server Always On
Active Directory
Orchestration as a Service
ExpressRoute Networking
Azure
On-Premises Datacenter

Support for Open Source
Languages
CMS
Devices
Databases /
Apps
Operating
systems
Management

Microsoft Azure Services
Clientlayer
(on-premises)
Tablet Phone
Games
consolePC
On-premises
databaseBrowserOffice Add-in
On-premises
service
AD
Multifactor
Authentication
AccessControl
Layer
Integration
layer
Service Bus CDN
BizTalk
Services
Traffic
Manager
Virtual
Networks
Express
Route
Application
layer
API Mgmt Websites
Cloud
Services VM
Mobile
Services
Media
Services
Notification
Hubs Scheduler Automation
DataLayer
Storage Blobs Tables Queues Data
Machine
Learning HD Insight
Backup and
Recovery
SQL
Database Caching StorSimple

Getting started
>_
REST API
Virtual Machines
Management portal
Scripting
(Windows, Linux and Mac)
Select image
and VM size
Extra Small
Small
Medium
Large
X-Large
New disk persisted
in storage
Cloud
Blob
Storage
Comprehensive
Networking
Windows Server
Linux
Boot VM from new disk

Microsoft Azure Site Recovery
Orchestrated disaster recovery to a second site or to Azure
Communication
and Replication
Microsoft Azure
Site Recovery
Communication Channel
Replication channel:
Hyper-V Replica
Primary
Site
Windows
Server
Recovery
Site
Windows
Server
Microsoft Azure
Site Recovery
Primary
Site
Windows
Server
Automated VM protection and replication
Remote health monitoring
Customizable recovery plans
No-impact recovery plan testing
Orchestrated recovery when needed

 Game sessions hosted
using Azure
 Hosted using >100,000
Azure Virtual Machines

• SQL Server database technology as a service
• Fully Managed
• Enterprise-ready with automatic support for HA
• Designed to scale out elastically with demand
• Ideal for simple and complex applications
• Full support for TDS and ODBC
• Familiar language and framework support
• Cross Datacenter failover and backups to
support disaster recovery scenarios
SQL Database

Big Data Insights
Microsoft Azure Machine Learning
Mashup sophisticated intelligent algorithms
Enables data scientists and developers to efficiently
embed predictive analytics into their applications
Elastic, pay as you go with low operating costs
Extend with Power BI, Hadoop and cloud hosted data
Microsoft Azure HDInsight
Microsoft instance of Hadoop distribution
running as service
Support existing ecosystem from Hive, Pig, etc
Extended to support Excel and BI tooling
Integration with diverse sources of data

Microsoft Azure Web Sites
Create new sites in seconds
Easily manage and scale your sites
Automatic load balancing and shared
storage across instances
Scale out or up to reserved instances
for improved performance and scale
Built-in web jobs support
Use ASP.NET, ASP, PHP, Java or
Node.js
SQL Azure or MySQL databases
Start with open source apps and
frameworks
Develop with VS and WebMatrix
Supports any Web development
tool on any platform (Windows,
OSX, Linux)
Rapid deployment for quick
iteration
Integrated source control with
Team Foundation Server (TFS) and
Git
Built-in monitoring of perf and
usage data
Quick access to request logs, failed
requests diagnostics and
diagnostics
Office Blog ASP.NET microsoft.com

• Full Portal Integration
• Not just for Microsoft shops
Visual Studio Online
Agile
Build Test
Deploy
InsightsCode

• Synchronize your corporate
and 3rd party identities
• Integration with O365
• Support modern protocols
• OAuth 2.0
• OpenID Connect
• WS-Fed
• SAML 2.0
• Identity and Access Mgmt Permissions
• Users
• Groups
• Applications
Microsoft Azure Active Directory
3rd party clouds/hostingMicrosoft
Azure AD
You

• On Demand Media Services
• Video-on-demand
• Ingest
• Encode
• Package
• Encrypt
• Delivery
• Live Streaming Support
• Office 365 Integration
Azure Media Services
Live video encoding and streaming
Web + Mobile
100 million viewers
2.1 million concurrent HD viewers during the
USA vs. Canada hockey match
Olympics NBC Sports

Mobile Services
Storage
Authentication
Logic
Push
Scheduler
• Provides essential services
to support client development
• Client Support
• iOS
• Android
• HTML5/Web
• Xamarin
• Windows
• Windows Phone
• PhoneGap
• Sencha

• Dev / Test
• Full test and dev environments in minutes
• VSO integration
• Lift and Shift
• Take existing work loads and run then in a certified instance
• Storage
• Archive key data in inexpensive cloud storage
• Big Data
• Process key data into business intelligence using Hadoop or Machine Learning
• Identity
• Synchronize all your identities through Azure AD to control access to Apps, Data and Services
• Web Apps
• Take your web apps to the cloud using inexpensive Web Sites
Key Scenarios to get started with Microsoft
Azure

Activate your MSDN Benefits…
89
Countries
33%off
Dev/Test VMs
25%off
Other Dev/Test
3 VMs for 16 hrs a day 80 VMs for 20 hour load test Up to 100 web sites + DB
+
$150
per Month
Upto

Get started today at
http://azure.microsoft.com

An introduction to
Microsoft Azure
Scenarios
Premier Support for Azure
Enrico Antonacci - Technical Account Manager
enrico.antonacci@microsoft.com

34
Presentation Purpose
Purpose
Introduce you to key
customer scenarios for
Microsoft Azure and how
Premier Support for
Azure can help you
maximize uptime, reduce
costs and accelerate
cloud implementation
Cloud Benefits & Value Proposition
Intro to Microsoft Azure Cloud Scenarios
Drill-Down: Microsoft Azure Scenarios
Discussion

THE WHY:
cloud benefits & value proposition Premier Support
for Microsoft
Azure

36
Cloud provides an infinite set of computing
resources that enable ability to scale up or
down to meet needs
Scale
Introduction: Cloud Benefits
Reduced time to develop and time to
market means IT can be more agile to the
needs of the business
Speed
You only pay for what you use and can
moved fixed costs to variable costs
Economics

37
Premier Support for Azure provides an end-to-end solution that can tangibly help you
maximize uptime, reduce cost and complexity, and accelerate cloud implementation
PILLARS
Fastest response times and full advisory support
from Microsoft Azure subject matter experts
prevents issues and lessens resolution time.
Expert guidance and exclusive access to tools
such as Microsoft Azure optimization report that
help reduce IT and business costs.
IT process best practices and workshops equip
IT teams and increase productivity to help
accelerate time to value.
Accelerate
Cloud Implementation
Reduce
Costs
Maximize
Uptime

We offer a prioritized support queue for problem
resolution services and with our Rapid Response Add-on
the fastest response times from Microsoft.
Our service management approach is founded on an
ongoing relationship between you and a Microsoft
technical account manager or application development
manager.
We take a proactive approach to help lower people and
technology risk, accelerate cloud implementation and
optimize key operational processes.
Service Management
Approach
Proactive Services
People, Process, Technology
Problem Resolution
Services
People: Equip IT to build Microsoft Azure-ready
applications, understand architecture choices
and build a proof of concept.
Process: Process optimization services
help accelerate deployment times and
reduce overhead costs.
Technology: Preventative services identify
scalability and configuration issues
to avoid unnecessary downtime.
Relationship Management: Direct 1:1 relationship with
a TAM or ADM that knows your environment.
Incident Management: Preparedness for dealing with
unplanned events and incident management for
escalations or service interruptions.
Cloud Operations Management: Account Manager
provides recommendations to optimize for improved
uptime and on options to save money.
Service Delivery Orchestration: Proactive service
planning and delivery orchestration across our global
network of subject matter experts.
Reactive Services Rapid Response Add-on
Responsive: <1 hour
response time, senior
support engineers.
Escalation Management:
24/7/365, priority routing,
escalation to sr. support
engineers.
Onsite & Remote: Support
for all MSFT products,
unlimited Microsoft Azure
break-fix.
Fastest Response Time: <15
minutes response time for
high severity incidents.
Dedicated support
engineers.
Direct Routing: To a team
that knows your applications
and environment. Direct
access to Azure operations.
We learn about customer
Microsoft Azure applications
and environment: Detailed
submission form to expedite
support.

THE WHAT:
intro to Microsoft Azure cloud scenarios Premier Support
for Microsoft
Azure

40
Customers new to Azure, can solve core IT needs
by adopting one of four key cloud scenarios
Store, backup,
recover your data
Develop, test, run
your applications
Extend
your infrastructure
Reach where your
datacenter won’t
Leverage Microsoft Azure for geo
replication across the world, back-
up and restore of your database
and datacenter to the cloud
Quickly create test and
development environments and
deploy applications anywhere with
easy VM portability between on
premises and the cloud
Create infrastructure services and
virtual networks with Microsoft
Azure and extend your on premises
infrastructure to the cloud
Create website with global reach,
turnkey backend for mobile
applications and integrate with
partner systems and infrastructure
GVirtual Network
<subnet1><subnet2><subnet3>
DNSServer
data pushauth

41
As well as a Premier Support for Microsoft Azure
package tailored to each customer’s needs and scenario
Store, backup,
recover your data
Service Benefits & Value
• Lower risk and improved performance
for deployed applications
• Key infrastructure and operational
processes are optimized for the cloud
• Improved visibility to operational
performance and metrics
Infrastructure
& Identity Assessment
Application Monitoring
and Diagnostic Workshop
Microsoft Azure: Infrastructure
as a Service
Application Scalability
Assessment
Develop, test, run
your applications
• Optimized development process
lowers time to develop & deploy
• Accelerated cloud adoption by IT
team
• Lower cost to build, deploy and
operate applications
Microsoft Azure Architecting
for Cost Effectiveness
Microsoft Azure Proof
of Concept Accelerator
Application Cost
Effectiveness Assessment
Developing Microsoft Azure
Solutions Workshop
Extend
your infrastructure
• Lower cost to build, deploy and
operate applications
• Key infrastructure and operational
processes are optimized for the cloud
Microsoft Azure
Architecting for Cost Effectiveness
Microsoft Azure: Infrastructure
as a Service
Infrastructure
Reach where your
datacenter won’t
• Optimized development process
lowers time to develop & deploy
• Accelerated time to migrate
applications to the cloud
.NET Application
Migration Assessment
Developing Windows
Azure Solutions Workshop
Infrastructure

42
Defend against regional disasters by
replicating critical applications and data
across geographies
Store
Geo Replication
Reliable off-site data backup for SQL images
Easily restore databases using VMs
Back-up & Restore
Database to the Cloud
Reliable offsite data protection
Simple, familiar, integrated
Efficient backup and recovery
Easy set up
Back-Up
Datacenter
Scenario 1: Store, backup, recover your data
SQL Server
Management Studio
Direct URL
backup
to Azure
Storage
Windows Server 2012
Windows Server 2012 Essentials
Windows Server 2008 R2 (SP1)
System Center 2012 DPM SP1
Your On-Premises
Datacenter
Restore
in Azure
Virtual
Machine
ScenarioBenefits
Scenario Drill-Down

43
Example proactive services for store, back-up, and
recover your data
Maximize Uptime Maximize Uptime
Reduce
Costs
Accelerate Cloud
ImplementationMaximize Uptime
Accelerate Cloud
Reduce
Costs
Workshop Subscription
Ops
Improvement
Service

44
Scenario 2: Develop, test, run your apps
Cost effective (pay for what you use)
Improved developer agility with platform services
Ready to use gallery of images
Ship tested in realistic scale scenarios
If it runs on Hyper-V, it runs in Microsoft Azure
Deploy Anywhere
With No Lock-in
Test & Development
Using Microsoft Azure
Your Datacenter,
or Your Hoster
Start VMs and app
development in
Azure
Easy VM portability
If it runs on Hyper-V,it runs
in MicrosoftAzure
Deploy anywhere
with no lock-in
ScenarioBenefits
Scenario Drill-Down

45
Example proactive services for develop, test, run
Ops
Improvement
Service
Maximize Uptime
Reduce
CostsMaximize Uptime
Reduce
Costs
Accelerate Cloud
Implementation
Reduce
Costs
Accelerate Cloud
Implementation

46
Scenario 3: Extend your infrastructure
Virtual Machines with on-demand scale
and compute
Spin up and tear down in minutes,
no hardware provisioning
Infrastructure Services
Microsoft Azure
Logical isolation with control over network
Create Subnets, Private IP addresses
Bring your own DNS
Virtual Networks
Microsoft Azure
Virtual Network as your Datacenter extension
Domain join your VMs
Extend
On-Premises Datacenter
Virtual
Network
Your
Datacenter
Internet
Active
Directory
SharePoint SQL
Server
GVirtual Network
<subnet 1> <subnet 2> <subnet 3>
DNSServer
On-premises
VPN
VPN
ScenarioBenefits
Scenario Drill-Down

47
Example proactive services for extend your infrastructure
Ops
Improvement
Service
Maximize Uptime
Accelerate Cloud
Implementation
Reduce
Costs Maximize Uptime Maximize Uptime
Reduce
Costs
Accelerate Cloud
Implementation

48
Integrate with partner IT systems
Use a highly available, scalable messaging
Infrastructure with ServiceBus
Partner
Integration
Scenario 4: Reach where your datacenter won’t
Build websites with global scale
Built-in support for open web frameworks
Managed by Microsoft
Websites
With Global Reach
ScenarioBenefits
Windows
Azure
Websites
Extend internal web apps to mobile devices
Quickly build and deploy consumer
facing apps
Land your app on any platform or device
Turnkey Backend
For Mobile Apps
data pushauth
Scenario Drill-Down

49
Example proactive services for reach where your
datacenter won’t
Ops
Improvement
Service
Maximize Uptime
Accelerate Cloud
Implementation Maximize Uptime
Reduce
Costs
Accelerate Cloud
Accelerate Cloud
Implementation Maximize Uptime

50
Summary: Premier Support for Azure delivers real-
world value
Maximize
Uptime
Reduce
Costs
Accelerate Cloud
Implementation
• Fastest Response Available
• Access to Microsoft Azure Expertise
• Preventative Services
• Process Optimization Services
• Workshops and Training
• Microsoft Azure Technology
Assessments
• Breadth of Proactive Services
• Training and Assessments
• Access to Microsoft Azure Experts
Worldwide
Increase
Uptime
Improve
Performance
Accelerate
Time to Value
Improve IT
Team Readiness
& Adoption
Optimize
Operational
Processes
Lower
Operational Risk
Real-world Value

Discussion Premier Support
for Microsoft
Azure

DRILL-DOWN:
Microsoft Azure scenarios Premier Support
for Microsoft
Azure

53
Store, backup, recover your data
Extend your infrastructure
Develop, test, run your apps
Reach where your datacenter won’t

54
Time
Data grows
exponentially
(50 – 60% Annually)
However most I/O
happens to the
“Working Set” data
SAN storage cost = 4x Cloud storage
(source: Forrester)
Cloud
Storage
Opportunity
Local
Storage
Capacity

55
Microsoft Azure Storage
4 Trillion
Objects
“Azure Blob storage has taken a significant step ahead of last year’s leader Amazon S3, to take the top spot”
– Nasuni 2013 Cloud Storage Report

56
Highly durable and scalable
Multiple copies of your data
Financially backed SLAs
Storage for objects, tables,
drives
Supports REST APIs

57
Defend against
regional disasters.

58Your Data Center
Simple and fast on-ramp to Azure
Active data instantly available locally
Archives less used data to Microsoft Azure
Recover data from any internet connection
Reduce enterprise storage TCO by 60-80%
Physical or Virtual Servers StorSimple

59
SQL Server Management Studio
Reliable off-site data backup
for SQL images
Easily restore databases
using VMs
Benefits
Microsoft SQL Server
Backup and restore database to the cloud

60
Backup datacenter data to Windows using System
Center Data Protection Manager
Backup and recover files/folders from Windows Server
2012 SP1
Microsoft Azure Backup
Your On-Premises Datacenter
Reliable offsite data protection
Simple, familiar, integrated
Efficient backup and recovery
Easy set up
Benefits
Scenario Summary

61

62
Your Datacenter
Test and development on-premises

63
Cost effective (pay for what you use)
Improved developer agility with platform services
Ready to use gallery of images
Ship tested in realistic scale scenarios
Use existing development tools & languages
Access on-premise resources if necessary
Test and development using Microsoft Azure

64
Your Datacenter,
or Your Hoster
Start VMs and app
development in Azure
Easy VM portability
Deploy anywhere with no lock-in

65
Challenges
Limitless resources for Dev/Test
Speed: Build a Sharepoint farm
in days not weeks
Low cost, scale up and down
as needed
Familiar tools and automation
via PowerShell
Portability: On-premises or at Hoster
as needed
Benefits
“We needed to take a new approach and Microsoft Azure Virtual
Machines provided the right solution for our business.”
– Andreas Hogberg, Telenor
Scenario Summary

66

67
Virtual Machines with on-demand scale & compute
Spin up and tear down in minutes, no hardware
provisioning
Connect with on-premises Active Directory and
domains
Integrates Microsoft Azure Virtual Networks
Use what you know, manage with System Center
Integrates with Azure Platform, Apps, and Storage
Services
Virtual
Network
Your
Datacenter
Internet
Active
Directory
SharePoint SQL
Server
Microsoft Azure Infrastructure Services

68
Virtual Network
<subnet 1> <subnet 2> <subnet 3>
DNS Server
Microsoft Azure Virtual Network
Logical isolation with control over network
Bring your own DNS

69
On-premises
VPN
VPN
Virtual Network as your Datacenter extension
Bring your own DNS
Domain join your VMs

70
Virtual
Network
Existing
Datacenter
Internet
Active
Directory
SharePoint SQL
Server
Your Workloads and Infrastructure Services
Scenario Summary

71

72
Microsoft Azure
Websites
Build websites with global scale
Built-in support for open web frameworks
Managed by Microsoft
Improve performance with Traffic Manager
Websites with global reach

73
data pushauth
Turnkey backend for Mobile apps
Extend internal web apps to mobile devices
Quickly build and deploy consumer facing apps
Land your app on any platform or device
Microsoft Azure Mobile Services

74
Integrate with partner IT systems
Use a highly available, scalable messaging
infrastructure with ServiceBus
Partner integration
Scenario Summary

For more information talk to your
Microsoft account representative
or visit Microsoft.com/services or
click here

MPN
Leïla Minten – MPN Lead
Belux

MPN Overview
What is MPN?
The Microsoft Partner Network is committed to serving the needs of our partners. And
helping partners — and our more than 160 million mutual customers worldwide —
realize their full potential is central to that mission. We believe the Microsoft advantage
shines through the success of partners like
you .
Our goal is simple —to provide you:
Ø Opportunities to strengthen your capabilities .
Ø Expertise to help you serve your customers better.
Ø Communities that spark innovation and connection.

ISV-Benefits
Benefits include:
Remediation guidance for common compatibility programming errors
Application test credit in the Microsoft Partner Network
Your successful Application Validation qualifies for the application test requirement for the following
competencies:
CRM
Application testing credit is typically applied to your Microsoft Partner Network organization within
30 minutes of successful completion of application validation.
https://mspartner.microsoft.com/en/us/pages/membership/core-benefits.aspx

MPR Test Tools allows the following platforms & technologies:
· Windows Azure
· Microsoft SQL Server 2012
· Microsoft Exchange Server 2013 · Microsoft Exchange Online v.2 · Microsoft Lync 2013 · Microsoft
Lync Online v.2
· Microsoft SharePoint Server 2013
· Microsoft SharePoint Online
· Windows Server 2012
· Windows Server 2012 R2
· Microsoft Dynamics CRM 2013

Program Technical Requirements
The program is built to evaluate your applications against the platforms mentioned above.
Based on the platform being evaluated, the MPR Test tool will require:

Application Validation Process overview
http://www.microsoftplatformready.com/home.aspx

MPR
http://www.microsoftplatformready.com/home.aspx

ISV competency update
Microsoft Competency Silver Competency Application Tests Gold Competency Application Tests
Application Development Silver competency test for Windows Server 2012 R2 Gold competency test for Windows Server
2012 R2
* Silver competency test for Windows Server 2012 * Gold competency test for Windows Server
2012
Silver competency test for Windows Azure Gold competency test for Windows Azure
Silver competency test for Windows Phone 8 Gold competency test for Windows Phone 8
Competency test for Windows 8
Data Analytics Silver SQL Server BI 2012 Platform Ready Gold SQL Server BI 2012 Platform Ready
Data Platform Silver SQL Server 2012 Data Platform Test Gold SQL Server 2012 Data Platform Test
Communications Competency test for Lync Server 2013
Competency test for Lync Online v2 (v2 refers to testing performed after 10/2013)
Messaging Competency test for Exchange Server 2013
Competency test for Exchange Online
Collaboration and Content
Competency
Silver competency test for SharePoint Gold competency test for SharePoint
CRM Silver Competency test for Dynamics CRM 2013 Gold Competency test for Dynamics CRM
2013

Microsoft Competency & changes:
Application Development
New exam and assessment options
Data Analytics
renamed competency
Data Platform
Communications
New requirements
Messaging
Collaboration and Content
CRM

Application Development
For Services partners, we are adding additional exam and assessment options for greater qualification flexibility.
For ISV partners, the application test requirements have been updated to reflect the newest technology in
market, enabling partners to offer our joint customers optimal value from their Microsoft investment.
Silver level:
• Technical Assessments, Exams and Certifications:
Added to exam pool: 74-353: Windows UX Design Technical Assessment for Using Microsoft Azure for
• RetiringApplication Test: Silver Competency Test for Windows Server 2012
Gold level:
• RetiringApplication Test: Gold Competency Test for Windows Server 2012
p.16 Disclosure guide

Data Analytics
This competency was formerly the Business Intelligence Competency. We have renamed the
competency to reflect the broader analytics solutions partners are delivering as well as the
expanded analytics capabilities of our key data management products (SQL Server 2014 and
Microsoft Azure).
Silver Level:
New => 20 percent discount on Business Modelling Session with Tellus Internationa
Gold Level:
New => 30 percent discount on Business Modelling Session with Tellus International

Data Platform
Silver Level:
New => 20 percent discount on Business Modelling Session with
Tellus Internationa
Gold Level:
Tellus International

Communications
To ensure Gold Communication services partners are designing and
deploying Lync solutions for the proper network environments, there
is an additional exam requirement at the Gold level only for one
individual to pass the new Exam 74-335: Lync Network Readiness
Assessment.
p.29-30 disclosure guide

Messaging
Silver Level:
Tellus Internationa
Gold Level:

Collaboration and Content Competency
Silver Level:
Tellus Internationa
Gold Level:

CRM
Silver Level:
Tellus Internationa
Gold Level:

Sep 2014 model
Key Considerations
• Transition 5,167 existing Management and Virtualization and Server
Platform partners to Datacenter.
• Building technical Windows Server, System Center, and Azure content into
the new Datacenter exams/assessments
• Migrate partners to complete Datacenter requirements with minimum 6
month grace period, during this period partners will receive access to full
Datacenter competency benefits. In addition, Partners will continue to
receive IUR benefits for 1 year. Refer to the Appendix for the Datacenter
competency incremental IUR.
GOLD
Services
Validate Your Sales and Tech Expertise
1 individual pass the Sales Assessment and 2 individuals pass the Presales
Assessment
4 individuals must pass one of the following certifications:
• MCSE Server Infrastructure certification or MCSE Private Cloud
certification
OR
4 individuals must pass the following assessment:
• Technical Assessment for Using Microsoft Azure for Datacenter Solutions
ISV
Passed one of the following the designated application test:
Gold competency test for Windows Server 2012 R2
Demonstrate Sales Performance (Both Tracks)
• 5 Customer References
• CSAT
SILVER
Services
1 individual passes the Sales Assessment and 1 individual passes the
Presales Assessment
2 individuals each must pass the following:
• One of a number of exams focused on Windows Server, System Center,
or Windows Azure
OR
2 individuals must pass the following assessment:
• Technical Assessment for Using Microsoft Azure for Datacenter Solutions
ISV
Passed one of the following the designated application test:
• Silver competency test for Windows Server 2012 R2
Demonstrate Sales Performance (Both Tracks)
Summary: Merge the Server Platform and Management & Virtualization Competencies as a
way of focus point for Partners who deliver comprehensive architecture solutions on a robust,
streamlined, and scalable Microsoft infrastructure platform that can run in the customer’s
datacenter, as a partner-hosted service, in the cloud, or in a hybrid environment
Datacenter (Management and Virtualization and Server
Platform)
FY1
4
FY1
5
Datacenter
Management and
Virtualization
Server Platform

Retirement of Mobility competency
Existing partners will be
transitioned into one of two
existing competencies.
Service-oriented partners will be
transitioned into Devices and
Deployment, while ISVs who
have completed the App
qualification requirements will
be transitioned to Application
Development.
What you
need to know:
Mobility partners will have a
minimum of six months to meet the
requirements for either Devices and
Deployment or Application
Development, regardless of
anniversary date
The Mobility competency will be retired in September 2014.

Sep 2014 model
Key Considerations
• Transition 1,104 Mobility partners to Devices and Deployment and Application
Development existing partner bases.
• Service-oriented partners will be transitioned to D&D. ISVs who meet the application
development requirements will be transitioned into App. Dev.
• Display Windows Phone prominently in messaging
• Build technical Windows Phone and Enterprise Mobility content into current D&D
exams/assessments
• Migrated partners to complete D&D requirements at anniversary date
GOLD
2 individuals pass the Sales Assessment
1 individuals pass the Presales Assessment
Partner may leverage today’s existing exams OR elect for the
Technical Assessment only option requiring:
4 individuals each must pass the following:
• Technical Assessment for Deploying Windows and Office (Windows
8.1 and Enterprise Mobility) AND
• Technical Assessment for deploying desktop virtualization technologies
Demonstrate Sales Performance
• CSAT
SILVER
1 individual passes the Sales Assessment
1 individual passes the Presales Assessment
Partner may leverage today’s existing exams OR elect for the
Technical Assessment only option requiring:
Two individuals each must pass the following:
• Technical Assessment for Deploying Windows and Office (Windows
8.1 and Enterprise Mobility)
Demonstrate Sales Performance
Devices and
Deployment
Objective: Align partner capability with Microsoft’s “One Windows for All Your Devices”
strategy
Devices and Deployment (D&D and Mobility )
FY1
4
FY1
5
Application
Development
Mobility

ISV track update
For partners who qualify into competencies with Application
Certification
Previously, we announced that partners would have to increase the
number of customer references in order to qualify for a competency
using the ISV tracks.
To minimize change and ensure ease
of doing business, the current
customer reference requirements will
remain for partners qualifying for
competencies via application
certification – three references at
silver and five references at gold
In addition, the
Windows Server 2012
Application Test will
be retired.
Partners will need to certify new applications on
Windows Server 2012 R2 going forward.
Existing Application Certifications on Windows
Server 2012 will continue to be honored for
competency qualification and Customer
References for 1 year

Support Tools & Resources
Assistance with the MPR test tool or MPR website: mprsupport@microsoft.com
Other MPN/technical questions:
Regional Service Center
+32 (0)2 704 32 59 (Monday - Friday 9:00 - 18:00 hrs)
Note:
Technical assistance for individual test cases of the application tests are not
provided. Partners are advised to use MSDN forums to find solutions to these
questions.
Disclosure guide

Yammer group
All about Microsoft Partner Network
Find us on www.yammer.com/MPNBelux and log in with your professional mail address.
We will send you an invite and will help you accelerate during FY15!

The
Marshmallow
Test
 Stanford 1970,
Walter Mischel
 Repeated around
the world
 Studies on Delayed
Gratification with
children (4-6 yrs)

The Deal:
 1 Marshmallow now
 Or 2 if you wait

The Deal:

The Deal:
 2/3 of kids ate the
Marshmallow

The Follow-up:
 ~18 years later
 Children who
waited had better
life outcomes
 SAT Scores,
Education, BMI

So what does
this mean for
IT solution
providers?

Fear
Defend Your
Business
Greed
Plan for creating a SaaS
version of all or part of
your application.
Yes
Could a
competitor hurt
you with a SaaS
option?
No
SaaS or not? A decision tree for ISVs
Create a SaaS version
of all or part of your
application.
Yes
Can you profitably
enter a new market
by creating a SaaS
app?
No
Create a SaaS version
of your application.
Yes
YesCreate a new SaaS
application.
Ignore SaaS.
No No
Can you boost
profits with a SaaS
version of an
existing app?
Is a competitor
succeeding with a
SaaS alternative to
your app?
Grow Your
Business

What’s in it for your customers?
Benefits Risks
Trust
Regulatory
Customization
Integration
Deployment
Pay as you Use
Less risk
Upgrades

What’s in it for you?
Benefits Risks
Sales
challenges
Customization
Revenue
challenges
New business
model
Support costs
Predictable
revenues
Access to
Business
New customers

SaaS business model.
Small and medium
businesses
Simple and
easy-to-use
Small to
medium
Moderate

• Customer engagement
• Pricing model

Subscription
 Such as per user
per month or per
device per year.
 Might allow
advance payment,
such as first year
up front.
Per Unit
 Such as per
transaction, per
gigabyte of
storage, per
connection, etc.
Free
 Provide free
service to one set
of users, then
charge another set
of users, e.g.,
advertisers.
Three approaches.

• Customer engagement
• Pricing model
• Build and Track Revenue

SaaS business model.
Subscriptions
A simple app doesn’t
need much training
Limited with a multi-
tenant service

SaaS
An illustrative example.
Time
Money
SaaP (On-Premises) Application
SaaS Application
Takes longer to
break even
Potential for more
long-term
revenue
(and profit)
Slower but smoother
revenue growth
Larger initial
investment

Comparing SaaP and SaaS sales.
Buying decision made for
an on-premises application
Buying decision made
for a SaaS application
Customer is
introduced to
the product
Customer has an
initial perception of
the product’s value
Customer has hands-
on experience with
the product
Customer
understands the
product’s real value

• Compensating the sales force
• Commission plan
• Seasonality
• Working with partners
• Less incentives for partners

Focus on the future
revenue streams that
you can buildDon’t focus on the
marshmallow in
front of you
And may you build a
WEALTH of
Marshmallows
Thank You…

template example template
example
MicrosoftGTM@Microsoft.com
@Azure Twitter @CloudAppLaunch
Example 1 Example 2

Microsoft supports eligible partners in
announcing their collaboration with
Microsoft and their solution built on Azure.
Read the Press Release Guidelines to get
help writing your press release. Submit
the final press release draft for approval to
MicrosoftGTM@Microsoft.com.

datamarket.azure.com Office Store pinpoint.microsoft.com
Dashboard
support topics terms
Microsoft Go-To-Market Partner Community Call

Microsoft.com/MTC
Event Resources

PowerOneDataScorpion Software
http://www.microsoftgotomarket.com/Home/SuccessStories
“Microsoft Go-To-Market Services
programs helped to raise the awareness of
our AuthAnvil product and to bring us
potentially lucrative sales.” – Dana Epp,
Founder, Scorpion Software
• 192K+ social impressions with App of the
Day
• 10x increase in traffic to website
compared with when it sends a tweet
itself.
• 2 leads representing five-figure revenue
opportunity.
Cognosys
“Microsoft GTM led us to venture into
untapped markets with a multipronged
approach from SEO to social reach
generating tangible leads.” – Capt Ranjan,
Principal Consultant, Cognosys
• 140+ views to case study.
Day.
• 450+ immediate unique visitors to
website.
• SEM drove increased website traffic and
improved placement on search engines.
“It would have been difficult and expensive
to duplicate these results ourselves. We
appreciate that Microsoft GTM Services
gave us this opportunity." – Michael
McGowan, CTO, PowerOneData
Day.
• Generated increased traffic to website as
well as inquiries from venture capitalists.
• 3x unique web site visitors for the
month.
• 25% increase in average number of
page views per visitor.
• Gained exposure to international
audience, with an upsurge in web traffic
from Japan and China.

Register for the monthly Cloud ISV Partner Communiqué and bi-monthly Community Call
webinars to hear the latest Azure announcements and GTM program updates, and to get
introduced to ISVs with successful solutions on Azure.

Architectural Design guidance on the Microsoft Developer Network
Azure benefits for MSDN subscribers
www.devcamps.ms/windowsazure
Azure on Channel 9
Whitepaper Videos
Presentations
Events and Recording
Webinars
CloudControl®: Building Your Cloud Channel Webinar
Cloud OS App Launch Online Resource
www.MicrosoftGoToMarket.com
Cloud OS App Launch Concierge Desk
Cloud ISV Partner Communiqué Registration
English Korean Russian Spanish
Microsoft Azure Website and Blog
azure.microsoft.com, azure.microsoft.com/en-us/community/blog
Microsoft Azure Marketplace
datamarket.azure.com
Microsoft Pinpoint
pinpoint.microsoft.com
Microsoft Partner Network
mspartner.microsoft.com
Microsoft Application Development Competency
mspartner.microsoft.com/en/us/pages/membership/application-
development-competency.aspx
Microsoft BizSpark
www.microsoft.com/bizspark

Photo credit: Destination DC
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