Cloud OS Partner Guide
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This document discusses Microsoft's cloud platform Azure and resources available for partners. It provides an overview of Azure and its capabilities. It also outlines various FY15 customer offers for Azure, StorSimple, and Enterprise Mobility Suite that provide credits and deployment funds to help drive cloud sales. Details are given on the Microsoft Partner Network transformation including new cloud-focused competencies and requirements. Resources for partners are highlighted, including technical assessments, marketing support, and training.
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Cloud OS Partner Guide
- 1. Richard Harbridge Partner Technology Strategist
- 3. Agenda • Why we are selling a Cloud Platform • Azure momentum cannot be ignored • What we are selling • FY15 Customer Offers and BIF • MPN Transformation • Partner Marketing • Partner Resources
- 4. Cloud OS
- 5. With Microsoft’s Cloud OS, you can… • flexible development • unified management • common identity • integrated virtualization • complete data platform
- 6. Serious About Being The Cloud OS • $15B+ investment in cloud infrastructure. • Continue to push further, innovate more. • One of the largest, fastest, most connected networks globally. • Hardware + Software = The NEW DC. • Security and Compliance Never Stops. • Green innovation, carbon footprint reduction. • 2,000+ people in cloud infrastructure engineering and operations. • 30,000+ software engineers involved in cloud-based activities. We are only just getting started… COME WITH US
- 7. What WS2003 end of support means… Now is the time to act No compliance No updates Start planning your migration and transforming your datacenter toDdiasycontinued support for many applications Increased operations costs Impact on Microsoft Small Business Server 2003 Impact on both physical and virtualized servers No safe haven Windows 2003/R2 servers will not pass a compliance audit 37 critical updates released in 2013 for Windows Server 2003/R2
- 8. Azure Evolution is Recognized by Gartner Magic Quadrant for Cloud Infrastructure as a Service (IaaS) Magic Quadrant for Enterprise Application Platform as a Service (PaaS) Magic Quadrant for Public Cloud Storage Services Magic Quadrant for x86 Server Virtualization Infrastructure
- 9. 94 released over the last 12 months New Product features/ functionality
- 10. Partners nearly double gross profits and drive faster growth with Azure Partners with more than 50 percent of their revenue related to the cloud have been benefiting from higher gross profit, more new customers, increased revenue per employee and faster overall business growth, according to a new IDC study. The full study and more details, such as a related infographic, can be found at: Successful Cloud Partners Document
- 11. Microsoft has edged ahead of Amazon Microsoft has become the largest hosting company as measured by the number of Windows computers. The pair have been neck and neck for almost nine months: Microsoft now has 23,400 web-facing Windows computers against Amazon's 22,600. Source:
- 12. Your customers want to talk to you about Azure Source: Morgan Stanley CIO Survey, 2013. “Percentage of Enterprise CIOs Greater than $1B/$10B expecting to use IaaS by YE2014”
- 13. What are we selling? Azure is an Internet-scale computing and services platform hosted in data centers managed or supported by Microsoft. It includes many separate features with corresponding developer services which can be used individually or together. http://msdn.microsoft.com/en-us/library/azure/dd163896.aspx
- 14. One complete, consistent platform
- 16. Eye Chart
- 17. Not Eye Chart
- 18. MPN Transformation You must be the change you wish to see in the world. -- Mahatma Gandhi MPN Disclosure Guide Cloud is Our Core
- 19. Leading with Cloud in Microsoft Partner Network cloud-focused competencies performance help partners transition Small and Midmarket Cloud Solutions (Office 365) Cloud Productivity (Office 365) Cloud Platform (Azure) Gold + Cloud performance + 2 people passing technical exam + CSAT + Cloud references Silver + Cloud performance + 1 person passing tech exams + Cloud references Eligibility: No changes to existing competencies. Reduced competency fees* Benefits: Cloud benefits to help enable partners to move their business to the cloud (including cloud internal use rights, cloud support and training) *Silver entry fee promotional through June 30, 2015
- 20. Setting Partners Up for Success Enter at the Silver level at no cost* Enter at the Gold level at reduced fee Partners earn additional benefit and support by reaching these performance requirements. 500 assigned seats (150 seats in developing markets) in last 12 months 1,500 assigned seats (500 seats in developing markets) in last 12 months 150 seats with at least 15 new customers in last 12 months 300 seats with at least 30 new customers in last 12 months $25K ($15K in developing markets) customer and/or partner EA consumption and Open sales in last 12 months $100K customer and/or partner EA consumption and Open sales in last 12 months Cloud Productivity Small and Midmarket Cloud Solutions Cloud Platform *Silver entry fee promotional through June 30, 2015
- 21. Cloud Platform: for partners who specialize in delivering infrastructure and SaaS solutions on Microsoft Azure Cloud Productivity: for partners deploying Microsoft Office 365 for enterprise customers Small and Midmarket Cloud Solutions: for partners selling Microsoft Office 365 to small and Midmarket customers
- 22. FY15 Customer Offers and BIF Cloud OS Accelerate The secret of getting ahead is getting started. -Mark Twain FY15 Azure Starter Offer FY15 StorSimple ASAP Offer FY15 EMS Deployment Offer
- 23. Azure Offers Summary Pre-Sales Azure Consumption Offer – “Starter ” SMS&P Local POC Post Sales Cloud OS Accelerate (BIF) StorSimple Offers EMS Offers Azure Credit - Credit of 100% of new Azure usage in the first 3 months of enrollment - Dec 31st 2014 Deployment Offer - $25K $4K - $50K $9K - $100K $14K - $200K $22K - $500K $45K ASAP Hardware Offer - 7000 Series Appliance with $60K or $120K commitment - 8000 Series Appliance with $75K or $150K commitment (Storage SKU only) StorSimple Deployment - $4K per appliance at different locations - $1K for each additional appliance at the same location EMS Promo - 40% Discount for 250 Users + ($4/user vs. $6.5/user) EMS Deployment Offer - Deployment funds for either Intune, AD Premium or RMS - Funds double with 2 ore more deploym. - $4K 150 to 249 seats - $6K 250 to 999 - $10K 1000+ Azure POC $5-$10K for AC partner delivered POC EMS POC $5-$10K for partner delivered POC Azure DPS 3, 5 or 10-day engagements to drive implementations of various Azure Workloads. Specific 3, 5 and 10-day engagements include: - Azure Storage - Dev/Test Available as part of SA Benefits Azure Revenue & WS EOS - EPG: Min. 10:1 ROI, Up to $15K, if > $200K up to $100K - CA: Min. 3:1, up to $15K - WS03 EOS, min. 50 servers, up to $50K AWS or VMWare Migration - Min. 3:1 ROI - Azure & System Center Revenue EMS Revenue - EPG: Min 500 Seats, 10:1 ROI, up to $15K, if >1500 seats up to $100K - CA: Min. 250 Seats, 5:1 ROI, up to $15K Offer expires Dec 31, 2014
- 24. Cloud OS Conversation Cloud OS Sales Scenarios FY'15 Accelerate BIF Bucket Programs & Metrics Technical Requirements Funding per project (Max) Click to Apply Modern Datacenter Hybrid Dev & Test, DC Cloud Extension, Hybrid Cloud Automation, MS Workload Virtualization, Hybrid Identity, WS 2012 R2 or Azure Upgrade and compatability testing, VMWare Migrations, SDN Windows Server 16+ Hyper-V Hosts ROI: EPG 10x / CA 5x WSS 2012 + Hyper-V, SC 2012, VMM, Orchestrator plus one or more SC 2012 components $25,000 Click to Apply 3+ Hyper-V Hosts ROI: EPG 10x / CA 5x $12,500 VMware Migration 16+ Hyper-V Hosts $30,000 VMware Migration 8+ Hyper-V Hosts $20,000 Windows Server 2003 End of Life 50 Server minimum WS 2012 R2 Upgrade, Azure or Hoster $15,000 Hybrid Dev & Test App Monitoring & Management, DC Cloud Extension, AWS Migrations or VMWare to Azure, StorSimple archiving, AD premium, SharePoint , SAP on Azure, Desktop Backup , Data Recovery Azure Infrastructure Azure Modern Datacenter Revenue Commit ROI: EPG 5x / CA 3x Azure $15,000 AWS or VMWare to Azure Migration Click to Apply ROI: EPG 5x / CA 3x Azure + System Center $15,000 Data Insights HD Insight, Power BI, BI on Azure, SQL Server Testing and Data Recovery Data Platform Cloud Data Platform Cloud ROI: EPG 15x / CA 10x Azure or Power BI Revenue $15,000 Click to Apply Tier 1 (Oracle/IBM/SAP) Migration Tier 1 & Mission Critical Migrations Tier 1 & Mission Critical ROI: EPG 20x / CA 15x SQL Server Premium $50,000 Click to Apply PCIT EMS, Hybrid IdentityMgt, Mobile Device & Apps Mgt, VDI Enterprise Mobility Management Enterprise Mobility Management Minimum seats: EPG 500/CA 250 ROI: EPG 10x / CA 5x Intune, Azure AD Premium, Azure RMS, RDS, SCCM (1 or more) $15,000 Click to Apply Modern Apps Azure Based Hybrid apps, Azure Custom apps, Azure Packaged LOB Apps, PAAS, Media, Mobile app development, Web apps, Dev/Test & DevOps Azure Modern Apps Azure Modern Apps Revenue Commit ROI: EPG 5x / CA 3x Azure $15,000 Click to Apply Special Scenarios: RDP (Data Platform & PCIT), Mega, APS, COSN/National Cloud
- 25. FY15 Azure EA Offers EMS revenue does not qualify for the Azure Starter Offer Minimum commitment of $50,000 for New Customers and $100,000 for Existing Customers Credit added to Azure account based on actual consumption with in the first 90 days Credit of 100% of Azure usage in the first 90 days of enrollment Max bonus of 25% of initial commitment Renewal must be 150% or greater of committed purchases over the previous annual term, with a minimum of $100K. Credit of 100% of all Azure usage in the first 90 days that exceeds 3x that of the last month of the previous annual term Max bonus of 25% of the initial commitment Deployment Offer Azure EA minimum commitment Funds to offset the cost of Azure deployment Paid directly to MCS or partner after engagement Available for new, existing-annual renewal, and existing-mid-term additions $25k $4,000 $50k $9,000 $100k $14,000 $200k $22,000 $500k+ $45,000 Offers expire on Dec. 31, 2014
- 26. Offers valid till December 31, 2014 7000 series 8000 series $60K for 60TB1 $120K for 120TB1 $75K for 50TB2 $150K for 100TB2 What customers pay for $60K/year on Azure EA for storage2 • Covers ~60TB of Azure storage through StorSimple • SKU: 6QK-00001 $120K/year on Azure EA for storage2 • Covers ~120TB of Azure storage through StorSimple • SKU: 6QK-00001 $75K/year on Azure EA for storage2 • Covers 50TB of managed storage capacity3 through StorSimple • SKU: CWZ-00001 $150K/year on Azure EA for storage2 • 100TB of managed storage capacity3 through StorSimple • SKU: CWZ-00002 What customers get at NO additional cost 7020 appliance (worth $70K)3 • Gold support for 1 year with Next Business Day (NBD) parts • Shipping charges • Optional deployment services4 7520 appliance (worth $120K)3 • Gold support for 1 year with NBD parts • Shipping charges • Optional deployment services4 8100 appliance (worth $100K)3 • Gold support for 1 year with NBD parts • Shipping charges • Optional deployment services4 8600 appliance (worth $170K)3 • Gold support for 1 year with NBD parts • Shipping charges • Optional deployment services4 Additional costs • $5,000 per year for Gold support in years 2 & 3 • Additional $2,500 per year for upgrade to platinum support • Import duties and taxes • $7,500 per year for Gold support in years 2 & 3 • Additional $2,500 per year for upgrade to platinum support • Import duties and taxes • $6,000 per year for Gold support in years 2 & 3 • Additional $2,500 per year for upgrade to platinum support5 • Import duties and taxes • $7,500 per year for Gold support in years 2 & 3 • Additional $2,500 per year for upgrade to platinum support5 • Import duties and taxes ASAP+ offers Note: Offers include geo-replicated storage (GRS) for a wide range of use cases; platinum hardware support upgrade option subject to availability on a per country basis 1 Azure commitment SKUs that customers can use to consume Azure storage with StorSimple and any other Azure service. The actual storage available may vary by discount, use case and use of other Azure services 2 EA Level-A pricing; entitlement SKUs that provide customers specified quantities of StorSimple managed storage capacity; cannot be used for other Azure services. The actual pricing may vary by discount.. Managed storage capacity is metered as the greater of ingested data and storage consumption in Microsoft Azure 3 7000 series appliances and 8000 series storage arrays built and distributed by Xyratex 4 Qualifies for deployment via a qualified partner; $4,000 per appliance for new installation and $1,000 per appliance for additional installation at the same site paid directly to the partner. Partner reimbursement provided up to 4 months after date of Microsoft Azure purchase; one offer per qualifying enrollment per customer; offer cannot be broken up or combined with other deployment offers 5 Existing Microsoft Premier customers are eligible for upgrade to Platinum hardware support (subject to availability) at no additional cost. Refer to StorSimple country enablement list for details
- 27. FY15 EMS Offers – Overview 40% Discount $8,000 (Deployment funds double with two or more service deployments) $12,000 (Deployment funds double with two or more service deployments) $20,000 (Deployment funds double with two or more service deployments) NA Offer expires Dec 31, 2014
- 28. DPS Days DPS Engagement Days Customer deliverable AZDPS Activating Microsoft Azure Sto rage 3, 5, 10 Activating Microsoft Azure Storage Completion Report Template Migrate Applications to Microsoft Azure Infrastructure Services 3, 5, 10 Migrate Applications to Microsoft Azure Infrastructure Services Completion Report Template Implementing Develop & Test Scenarios on Microsoft Azure Virtual Machines 3, 5, 10 Dev & Test on Microsoft Azure VMs Findings and Recommendations Implementing Enterprise Mobility 3, 5, 10 Implementing Enterprise Mobility Completion Report Template PVDPS Upgrading to Windows Server 3, 5, 10, 15 Upgrading to Windows Server 2012 Completion Migrating to Hyper-V from VMware 3, 5, 10 Migrating to Hyper-V from VMware Completion Accelerating Management and Virtualization Deployment 3, 5, 10 Accelerating Management and Virtualization Final Report Implementing Enterprise Mobility 3, 5 , 10, 15 Implementing Enterprise Mobility Completion Report Template
- 29. US Azure Partners Team Francesco Rietti Azure BDM New England NY Metro Brian McGinnis Azure BDM Midwest Azure Tele Team JJ Murray Azure BDM Mid Atlantic Michelle Olson Azure BDM North Central Stephanie Eddy Azure PSE National Martin Pichardo Azure BDM Greater Southeast Alita Larkin Azure BDM Southwest Shane Koenig Azure PTS National Chris Kahrs Azure BDM Heartland TBH Azure BDM Northwest Sheila Wamre Modern Datacenter PPR West Kelly Reynolds Azure BDM South Central Brianna Gartner Modern Datacenter PPR Central Brandee Haakenson Modern Datacenter PPR East Mission Gain Market Share by driving Azure consumption to and through partners Jason Rook Group Manager 1 2 Grow Revenue through building Azure Partner Capability FY15 Big Bets 1. Drive Customer Consumption 2. Drive MSP Consumption 3. Depth vs. Breadth with Top Partners 4. STU/PSE Alignment 5. Strategic Workload Capacity and Consumption
- 30. Partner Resources The Internet has no such organization - files are made available at random locations. To search through this chaos, we need smart tools, programs that find resources for us…[or an Azure BDM] --Clifford Stoll Microsoft Blogs, Tools, and More Training – Azure University Partner-to-Partner Connect
- 31. Partner-ready Resources & More www.azure.com www.meetwindowsazure.com Scott Guthrie’s Blog Azure Partner Training Channel 9 : Azure Azure Training Kit Azure Blogs Azure Security, Privacy & Compliance Stories Azure 101 US Azure Yammer Group Ready-To-Go Marketing http://www.youtube.com/watch?v=VNoGnxvTLDQ – How to find an Azure Subscription ID Azure Practice Building Framework Azure Partners Yammer Group
Notas del editor
- There are a couple of mega trends that have been changing the world of work as many of us know it. The place where people work is no longer exclusively the workplace. People work from home, from cafes, from customer sites, on the road, in the air. In fact people can – and do – work from just about anywhere. And even when they are in the office people don’t expect to be chained to their desk in order to be productive. People expect to have the ability to work where, when and how they choose. Using the devices they love and the apps they are familiar with. Just look at the story told by some of these stats: 66% of employees use personal devices for work. A large percentage of employees work away from their desk – even when they are in the office.
- The Cloud OS lights up four key scenarios for our sellers and we expect this to continue going forward. SQL Server and the Data Platform is critical to all of these four scenarios: Transform the Datacenter: SQL Server delivers a consistent data platform on-premises to cloud, built in hybrid capabilities and the mission critical capabilities for supporting your most demanding apps along with Windows Server. Enable Application Innovation: SQL Server helps to enable modern applications with our in-memory and cloud technologies. Unlock Insights on Any Data: SQL Server is a the heart of the data platform’s ability to deliver rich insights to users across organizations with high-scale and modern data warehouse capabilities for unstructured and structured data, the ability to combine many types of data internal and external to an organization and the ability to explore and visualize data for insights through rich visualization and our leading BI tools with Excel. Empower Enterprise Mobility: Mobile BI experiences will be delivered through multiple devices and multiple types of devices which can be managed centrally through System Center, Intune and Microsoft Azure.
- End of support means: No updates 37 critical updates were released in 2013 for Windows Server 2003/R2 under Extended Support. No updates will be developed or released after end of support. No compliance Lack of compliance with various standards and regulations can be devastating. This may include various regulatory and industry standards for which compliance can no longer be achieved. For example, lack of compliance with the Payment Card Industry (PCI) Data Security Standards might mean companies such as Visa and MasterCard will no longer do business with you. Or, the new cost of doing business will include paying catastrophic penalties and astronomically high transaction fees. No safe haven Both virtualized and physical instances of Windows Server 2003 are vulnerable and would not pass a compliance audit. Microsoft Small Business Server (SBS) 2003 servers are also affected. Staying put will cost more in the end. Maintenance costs for aging hardware will also increase. Added costs will be incurred for intrusion detection systems, more advanced firewalls, network segmentation, and so on—simply to isolate Windows Server 2003 servers. Many applications will also cease to be supported, once the operating system they are running on is unsupported. This includes all Microsoft applications. SQL Server 2005 will also enter EOS April 2016, so the urgency to not only move applications off of WS 2003 exists, but also the DB. Now is the time to act You must start planning migration now. Servers may still be running Windows Server 2003/R2 for a number of reasons. You can use these reasons as a discussion point: Perceived challenges of upgrading applications Presence of custom and legacy applications Budget and resource constraints Additional information: “Making the case for upgrading from Server 2003” (http://www.theregister.co.uk/2013/06/23/windows_server_2003_reasons_to_upgrade_analysis)
- Your customers actually want to talk to you about Windows Azure. This is a survey done by Morgan Stanley. As you can see, significantly more large and medium size companies plan to use Windows Azure rather than Amazon Web Services. Morgan Stanley did this research and their findings were that AWS will be a $26B company in the next 8-10 years! This is the data they used to arrive at their conclusions. If based on this data, they project AWS to be $26B, you can only imagine how big Windows Azure will be! The point is that your customers are very interested in using Windows Azure. More than for any other cloud provider. So the time is right for you to talk to your customer about Windows Azure What is it that you should say to them? …
- Slide Objectives: Explain the differences and relationship between IaaS, PaaS, and SaaS in more detail. Speaking Points: Here’s another way to look at the cloud services taxonomy and how this taxonomy maps to the components in an IT infrastructure. Packaged Software With packaged software a customer would be responsible for managing the entire stack – ranging from the network connectivity to the applications. IaaS With Infrastructure as a Service, the lower levels of the stack are managed by a vendor. Some of these components can be provided by traditional hosters – in fact most of them have moved to having a virtualized offering. Very few actually provide an OS The customer is still responsible for managing the OS through the Applications. For the developer, an obvious benefit with IaaS is that it frees the developer from many concerns when provisioning physical or virtual machines. This was one of the earliest and primary use cases for Amazon Web Services Elastic Cloud Compute (EC2). Developers were able to readily provision virtual machines (AMIs) on EC2, develop and test solutions and, often, run the results ‘in production’. The only requirement was a credit card to pay for the services. PaaS With Platform as a Service, everything from the network connectivity through the runtime is provided and managed by the platform vendor. The Windows Azure best fits in this category today. In fact because we don’t provide access to the underlying virtualization or operating system today, we’re often referred to as not providing IaaS. PaaS offerings further reduce the developer burden by additionally supporting the platform runtime and related application services. With PaaS, the developer can, almost immediately, begin creating the business logic for an application. Potentially, the increases in productivity are considerable and, because the hardware and operational aspects of the cloud platform are also managed by the cloud platform provider, applications can quickly be taken from an idea to reality very quickly. SaaS Finally, with SaaS, a vendor provides the application and abstracts you from all of the underlying components.
- We are introducing new competencies for Microsoft Office 365 and Microsoft Azure that you can qualify for through your proven cloud performance. Partners who attain the new Cloud Performance competencies will receive both the silver and gold level at a reduced price. Partners who qualify will receive a host of benefits that include: • Unlimited Cloud support (break-fix cloud support) • Additional internal-use rights and development and test environments • Access to incentives and access to special offers • Guaranteed account management (TPAM or field) at the gold level Now that the cloud is being fully integrated into the Microsoft Partner Network, the Cloud Accelerate, Cloud Deployment Partners , and Azure Circle programs will be retired and partners will have a path to migrate into three new cloud performance competencies: The Small and Midmarket Cloud Solutions competency is for partners selling Microsoft Office 365 to small and mid-market customers. In order to qualify at the silver level, partners must have 150 seats of Office 365 sold with 15 customer add in the last 12 month. At the gold level, partners must have 300 seats sold with 30 customers adds. There is no technical exams or assessments required at the silver level. Partners must have 3 unique Office 365 customer references to qualify. At the gold level, two individuals must pass an exam and have 5 unique Office 365 customer references to qualify. Cloud Productivity: For partners deploying Microsoft Office 365 for enterprise customers. In order to qualify at the silver level, partners must have 500 seats of Office 365 deployed in the last 12 month. At the gold level, partners must have 1,500 seats deployed. However, at the September 29 launch, we will measure seats assigned, but will measure active use in the months ahead. At the silver level, one individual must pass technical exams and must have 3 unique Office 365 customer references to qualify. At the gold level, two individuals must pass technical exams and must have 5 unique Office 365 customer references to qualify. Cloud Platform: For partners who specialize in delivering infrastructure and SaaS solutions on Microsoft Azure. In order to qualify at the silver level, partners must have $25,000 in Azure consumption or Azure Partner EA purchased. At the gold level, partners must have $100,000 in Azure consumption or Azure revenue. At the September 29 launch, we will measure Azure sales, but eventually we will move to consumption in calendar year 2015. At the silver level, one individual must pass technical exams and must have 3 unique Azure customer references to qualify. At the gold level, two individuals must pass technical exams and must have 5 unique Azure customer references to qualify.
- **At launch we will measure assigned seats Office 365 and Azure Sales. Eventually we will move to Active Use and Azure Consumption
- There are a couple of mega trends that have been changing the world of work as many of us know it. The place where people work is no longer exclusively the workplace. People work from home, from cafes, from customer sites, on the road, in the air. In fact people can – and do – work from just about anywhere. And even when they are in the office people don’t expect to be chained to their desk in order to be productive. People expect to have the ability to work where, when and how they choose. Using the devices they love and the apps they are familiar with. Just look at the story told by some of these stats: 66% of employees use personal devices for work. A large percentage of employees work away from their desk – even when they are in the office.