1. Leveraging Major Market
Opportunities with Azure

2. Worldwide Cloud Software Revenue
2010 2011 2012 2013 2014 2015 2016 2017
80,000
70,000
60,000
50,000
40,000
30,000
20,000
10,000
0
22.1 %
CAGR1
By 2017, nearly $1 of every $5
spent on applications, will be
consumed via the cloud4
Growth for worldwide
cloud services spending
by 20172
number of connected
devices worldwide by
20203
$107.2B 50B
Market trends

3. Large Enterprises will
have Hybrid Cloud
Deployments by the
End of 2017
50%
Growth for worldwide
cloud services
spending by 2017
$107.2B
of customers are
leveraging cloud for their
applications – from pilots
to production apps
72%
Source: 451 Research, Hosting and Cloud Study 2014
Big Market, Big Opportunity
Discovery and
evaluation
27%
Running trials/pilot
projects
27%
Initial implementation
of production apps
29%
Broad implementation
of production apps
16%

4. Enterprise-grade Hybrid design People-focused
Microsoft Cloud OS
Customer
Service
ProviderMicrosoft
Consistent
Platform
Accelerating Cloud Transformation

5. 3500+ 1,100 800+
…applications on
Azure
…images in the
Azure VM Depot
…applications and data services
in the data marketplace
Azure has outstanding momentum

6. Microsoft Azure IaaS for Test and
Development
SharePoint on Microsoft Azure
IaaS
SQL/Business Intelligence on
Microsoft Azure
Application Migration to
Microsoft Azure IaaS
SAP on Microsoft Azure
EMS/Hybrid Identity on Microsoft
Azure for O365
S
• Long set-up times
• High infrastructure costs
• Limited datacenter capacity
• Hard to replicate production
• High cost of business and data insight
• Complex environmentto manage
• Limited number of users due to high costs
• Limited datacenter capacity
• Slow response to changing business
• Need to free-up expensive on-premises resources
for Tier 1 apps
• Exponentially growing archival costs
• Infrastructure setup time
• Complexity/costrefreshing SAP hardware
• Multiple authentication for end users
• Elongated sign-on time
• Extensive and expensive IT management
• DC at capacity – free up on premise space
• Heavily customized so migration longer term
• Want to provision new environments not old
• Azure VMs to run Test & Dev workloads
• Seamless connectivity and easier access
• Lower developmentcosts/greater agility
• Reduced cost and complexity
• Increased flexibility and agility
• Accommodatenew business scenarios with familiar tools
• Azure VMs to run Tier 2 and Tier 3 apps
• Seamless connectivityand management
• Lower TCO and greater agility
• Pay-as-you-go, metered charge back
• 200-300X faster infrastructure provisioning
• Instantaneous provisioning of storage
• Single sign-on across applications
• Integration with on-premises AD
• Create and manage identities
• Leverage social tools and identities
• Azure VMs to run Tier 2 and Tier 3 apps
• Seamless connectivityand management
• Automated deploymentof SharePoint 2013 on Azure
Major Enterprise Workloads

7. Microsoft Azure IaaS for Test and
Development
SharePoint on Microsoft Azure
IaaS
SQL/Business Intelligence on
Microsoft Azure
Application Migration to
Microsoft Azure IaaS
SAP on Microsoft Azure
EMS/Hybrid Identity on Microsoft
Azure for O365
S
• Long set-up times
• High infrastructure costs
• Limited datacenter capacity
• Hard to replicate production
• High cost of business and data insight
• Complex environmentto manage
• Limited number of users due to high costs
• Limited datacenter capacity
• Slow response to changing business
• Need to free-up expensive on-premises resources
for Tier 1 apps
• Exponentially growing archival costs
• Infrastructure setup time
• Complexity/costrefreshing SAP hardware
• Multiple authentication for end users
• Elongated sign-on time
• Extensive and expensive IT management
• Content overload with no organization
• No coordinated way to manage social
• Labor intensive, custom web sites
Small Medium Large
Count 5 – 7 apps
with simple
ALM and
manual testing
7 - 10 apps
with simple
ALM and
automated
testing
10 - 15 apps
with complete
ALM and
automated
testing
Service Hrs ~1100 ~ 1850 ~ 2600
Azure Revenue
(List Price)
~$9K per
month
~$12.5K per
month
~$16K per
month
Major Workloads

8. Microsoft Azure IaaS for Test and
Development
SharePoint on Microsoft Azure
IaaS
SQL/Business Intelligence on
Microsoft Azure
Application Migration to
Microsoft Azure IaaS
SAP on Microsoft Azure
EMS/Hybrid Identity on Microsoft
Azure for O365
S
• Long set-up times
• High infrastructure costs
• Limited datacenter capacity
• Hard to replicate production
• High cost of business and data insight
• Complex environmentto manage
• Limited number of users due to high costs
• Limited datacenter capacity
• Slow response to changing business
• Need to free-up expensive on-premises resources
for Tier 1 apps
• Exponentially growing archival costs
• Infrastructure setup time
• Complexity/costrefreshing SAP hardware
• Multiple authentication for end users
• Elongated sign-on time
• Extensive and expensive IT management
• Content overload with no organization
• No coordinated way to manage social
• Labor intensive, custom web sites
Small Medium Large
Count 5 – 7 Server
farm in
production
with 3 – 5 TB
content
7 - 12 Server
farm in
production
with 5 – 10 TB
content
12 - 16 Server
farm in
production
with 5 - 10 TB
content
Service Hrs ~600 ~ 900 ~ 1500
Azure Revenue
(List Price)
~$7K per
month
~$11K per
month
~$15K per
month
Major Workloads

9. Storage: StorSimple
EMS: Hybrid Identity
Incubation Sales supported solutions
Opportunistic Solutions
• Storage: Backup, App DR
• SharePoint Deployment
• Express Route
• App Lift Shift
• Oracle
• HPC
Core SolutionsDomainMicrosoft Seller
Azure Sales Solutions
• Linux
• CDN
• Hanu
Mobile Applications
SAP on Azure
• Big Data
• SQL Azure DB Apps
• SQL/SP BI Deployment
• Websites
• Mobile Apps
• Custom PaaS Apps
• Web Applications
Media, IOT, Risk Analytics • Other Vertical
EMS: Mobile Device Management
EMS: Access & Information Protection

10. A team to help you win more on Microsoft - PEAT
Cloud :
Public and Hybrid. Azure, Windows
Server, System Center, O365
BI/Big Data based Hybrid
solutions:
Analytics, DW, Big Data solutions,
Microsoft Analytics Platform System,
HDInsight, SQL Server technologies
Dynamics :
CRM, CRM Online, AX
First Party Workloads :
SAP and Oracle on Azure
8 Countries have physical presence of
PEAT Architects. PEAT operates all
opportunities out of these bases,
leveraging support team in India.
US, Japan, Singapore, India, China, Brazil,
UAE, UK
60+ Solution
Architects with deep expertise across
Microsoft and other First Party products
like Oracle, SAP, Linux
Any opportunity resulting in
>$50k Azure Consumption
All Server and Device technologies are
supported (except for Enterprise Voice
and Kinect)
Reach out to your respective
PSEs/PTUs/PEAT resources:
Or
Send request to
peat@Microsoft.com
Every opportunity meeting
qualification criteria is supported
Pre-Sales Proposal support
Microsoft Architects available to help you win
Partner-led Proactive Proposals
PEAT offers Partner Led proactive proposals for 30+
advanced modern solution scenario-based on
Microsoft products and platforms. PEAT team
customizes these proposals based on existing
customer application landscape and modernization
needs.
Consumption Acceleration : Win more with
Azure and O365
Architects from Microsoft will help you develop cloud based
solutions and deployment architectures that drive your
customer consumption of their Azure and O365 subscriptions
Techs supported Global Presence Qualification Criteria How to Engage
Microsoft is the Productivity and Platform Company for the Mobile-first and Cloud-first World

11. Microsoft Partner Network 11Microsoft Confidential
Business Opportunities for Partners
• Embed Azure in service line offerings and drive readiness into key practices to deliver high impact Sales Scenarios
• Deliver key Sales Scenarios with customers - Dev/test environments, testing services for replatforming, SharePoint,
SQL and Windows Server 2003 upgrade etc.
Advisory
Services
Managed
Services
MSFT Sales
Solutions
IP Solutions
• Assess Customer Cloud Readiness
• Deliver Cloud Transformation Consulting Services
• Present TCO/ROI Analysis based on Azure
• Build Hybrid cloud management based on System Center set of tools
• Manage customer applications, data and infrastructure based on Azure round the clock
• For example deliver “Storage as a Service” or Disaster Recovery Services in Azure
• Develop your new IP based on Azure
• Port your applications to Azure for greater market reach
• Embed Azure as part of your solution and sell to customers as SaaS
Third Party
IP Solutions
• Act as cloud enabler for ISV’s – deliver Azure services to ISVs to onboard to Azure
• Partner with Third Party IP providers for infrastructure solutions to build out your enterprise services for IT
• Partner with Third Party IP application/ SaaS solutions to increase sales relevancy to BDMs

12. SALES
COMPENSATION
How do I currently
compensate my
people and what
changes in the future?
OFFERING DEVELOPMENT
Do I go deep on a workload and
deliver that to many customers
or do I deliver many cloud
workloads to one customer
BUSINESS MODEL
ALIGNMENT
Which business
model aligns to my
org & what business
development is
needed
CUSTOMER
OPPORTUNITY
Can I target new geo’s
for my existing
customers to deliver
more services
MARKETING
Unique
positioning in
the market
Considerations for moving forward…