Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives.

Microsoft | EMEA Channel Partner Conference 2014

Services

Channel Incentives

A New Model for the CloudSteven MartinGM, Windows Azure Marketing & Operations


Services

Channel Incentives

DevicesEnabling employees to work from anywhere

Big dataApps CloudEnsuring infrastructure will scale to meet demand

Evolving business apps to meet new needs

Helping businesses make faster decisions

Trends driving IT pressures


Services

Channel Incentives

CloudEnsuring infrastructure will scale to meet demand

AppsEvolving business apps to meet new needs

Big dataHelping businesses make faster decisions

DevicesEnabling employees to work from anywhere

52%

905M

90%

of information workers across 17 countries

report using three or more devices for work*

tablets in use for work and home globally by 2017**

of enterprises will have two or more mobile operating systems to support in 2017***

* Forrester Research, Inc.: “BT Futures Report: Info workers will erase boundary between enterprise and consumer technologies,” Aug. 30, 2012** Forrester Research, Inc.: “2013 Mobile Workforce Adoption Trends,” Feb. 4, 2013*** Gartner Source: Press Release, Oct. 25, 2012, http://www.gartner.com/newsroom/id/2213115

Device proliferation


Services

Channel Incentives


Big dataHelping businesses make fasterdecisions

DevicesEnable your employees to work from anywhere

AppsEvolving business apps to meetnew needs


By 2016…

25%

50%

of external app implementation spending will be on mobility, cloud, analytics, and social

of application modernization efforts will address business demand for enhanced functionality to legacy applications—not cost reduction

Gartner: “Predicts 2013: Business Impact of Technology Drives the Futures Application Services Market,” Nov. 21, 2012

App acceleration


Services

Channel Incentives






3X the amount business user demand for real-time analytics from big data will grow over the next five years*

40ZB

the size of the digital universe by 2020, of which 90% will be unstructured data

*Gartner, Jan. 10, 2013*IDC Digital Universe Study, sponsored by EMC, December 2012

Unlocking insights with big data


Services

Channel Incentives






45%

74%

80%

of total IT spend will be cloud-related by 2020*

of enterprises expect their cloud service provider to move cloud offerings back on-premises if needed**

of the world’s 2,000 largest companies will have more than 50% of their IT onsite by 2020**

* Forrester Research, Inc.: “Prepare For 2020: Transform Your IT Infrastructure and Operations Practice, Oct. 24, 2012. Cloud-related is indicated by Forrester as cloud software, platform, and infrastructure services.** IDC InfoDoc, sponsored by Microsoft, “Successful Cloud Partners: Higher, Faster, Stronger,” July 2013

Cloud computing is reality


Services

Channel Incentives

App services

Data services

Infrastructure services

SQL database HDInsight Table

Blob storage

Virtual machines

Virtual network VPN

Traffic manager CDN

What is Windows Azure

Mobile servicesCaching Identity IntegrationService bus Media HPC AnalyticsWebsites

Cloud services


Services

Channel Incentives

Business momentum

54%Fortune 500 companies signed up for Windows Azure

>1000New customers a day

35%Of all utilized revenue associated with Partners

2XGrowth of MSDN penetration since July 2013

2XCompute and Storage growth every 6 months

148%Windows Azure YoY

revenue growth

54%Fortune 500 companies signed up for Windows Azure

>1000New customers a day

35%Of all utilized revenue associated with partners

2XMSDN subscribers since July 2013

2XCompute and Storage growth every 6 months

148%Windows Azure YoY

revenue growth


Services

Channel Incentives

New services/enhancements in the last 12 months

IaaS (GA: April 2013) Large Memory SKU (April) SQL, SharePoint, BizTalk Images (April) Per Minute Billing (June) Stop without Billing (June) MSDN Dev/Test Integration (June) Offline Operations (Sept) Delete Disks (Oct) VIP ACLs (Oct) New VM Gallery (Nov)

Virtual Networking (GA: April 2013) Site to Site (April) Point to Site (April) Software VPN (May)

Mobile Services (GA: June 2013) Android (March) HTML 5/CORS (March) Windows Phone (March) Custom API (June) Git Source Control (June) AutoScale (August)

Mobile Notification Hubs (GA: July 2013) Windows 8 and iOS Support (Jan) Android Support (June) Tag Expressions (Nov) Price reduction (Jan 2013)

Web Sites (GA: June 2013) Mercurial Deployment (March) Log Streaming (April) IP and SNI SSL (June) AutoScale (June) IP/DDOS Protection (Sept) Http Logs to Storage (Sept) WebSockets (Nov) New Relic (Nov) Remote Debug (Nov)

Media Services (GA: Jan 2013) VOD Streaming + Encoding (Jan GA)

Active Directory (GA: April 2013) Management Portal (March) Directory Sync (June) Multi-Factor Auth (Sept) Multi-Factor Authentication for O365 (Jan 2014) Manage Azure (Oct) SaaS App Access (July)

BizTalk Services (GA: Dec 2013) B2B/EDI and EAI Adapters (June)

HTML 5 Management Portal (GA: Oct 2012) Updates every 3 weeks

AutoScale/Monitoring (Preview: June 2013) WebSites + Cloud Services + IaaS (June)

Express Route (Preview: Jan 2014)

Traffic Manager (GA: Nov 2013) HTML Portal Support (June 2013)

Distributed Cache (Preview: Sept 2013) Cloud Services + IaaS + Web Sites Support (Sept)

HDInsight (Preview: March 2013) GA Release (October 2013)

Windows Server Backup (GA: Oct 2013) Backup storage from Windows Server

Windows Server HyperV Recovery (GA: Jan 2014) Hyper-V Disaster Recovery Support

Storage Queue Geo-replication (June 2013) Import/Export Hard Drives (Nov 2013) CORS/JSON (Dec 2013) Storage Analytics (Dec 2013) Read Only Secondary (Dec 2013) Oracle Offerings (Feb 2014) Price reduction (Feb 2014)

Service Bus Message Pump Programming Model (April) AMQP Support (May) Partitioned Queues/Topics (Nov)

Cloud Services SDK 2.0 (April) Dynamic Remote Desktop Support (April) SDK 2.1/2.2 (July/Oct)


Services

Channel Incentives

Windows Azure Global Footprint

1024 x 7 x 365 support. 90 markets worldwide. >$1bn invested in Azure expansion in FY14


Services

Channel Incentives

Azure in EA – Drive for SimplificationCatego

ryChallenge Change What this means for customers

Pricing• Commitment discount was the product

of VL price level (A-D) and commitment volume(Tiered discount in portal)

• Removal of tiered discounts for Monetary Commitment

• CPS shows actual price and invoice confusion is eliminated

Pricing • Higher usage rates in place for consumption of Azure in excess of monetary commitment

• Removal of Overage Pricing

• Commit SKU Price = Overage SKU Price• Adoption of Windows Azure without risk

Sales

• 12 month order required at anniversary each year.

• Challenges in top-up coverage alignment

• Same service alignment Challenges• Inconsistency with all other OLS

offerings

• Removal of 12 month subscription term

• Reduced credit and rebills• Eliminated confusion when topping up• Increased flexibility with less manual touch• Alignment with all other OLS offerings

Sales• No flexibility when ordering

coterminous, risk of overcommitting and losing money

• Inconsistency with all other OLS offerings

• Added option to increase or decrease commitment at anniversary

• Minimize customer risk • Alignment with all other OLS offerings

Pricing• Future Pricing table more than 50% of

an Azure CPS• Large manual effort to enter all future

SKU’s

• Removal of Future Pricing Table on CPS, now optional

• Future pricing table only required now for discounting• Portal records/manages prices, reducing risk of ops

errors/corrections

Operations• (SSA) Same Service Alignment Bug

generated large volumes of credit and rebills to correct Azure coverage periods

• SSA bug resolved • Elimination of credit and rebills to fix incorrect coverage dates generated by system

Reducing order complexity in Azure program ● Reducing order corrections for Azure customers ● Driving broad activation of Azure by EA customers ● Providing friction free access to Azure for EA customers ● Aligning Azure to EA purchasing motion ● Helping customers understand their Azure needs


Services

Channel Incentives

Companies of all sizes

Small Large

System IntegratorsDistributors ResellersISVs

Alignment across all businesses


Services

Channel Incentives

The partner channel is the key to success

Apps are going SaaS (both packaged & custom)

We are going to the cloud (fast)

2012

2013

2014

# of Azurecustomers

We know a few things about the future of compute:

1 2 3

LOB IT Mgmt Vertically Specific

Finance Marketing CRM

| EMEA Channel Partner Conference 2014


Services

Channel Incentives

I have a new word for Partner…

Customer.


Services

Channel Incentives

Supporting LOB directly

Providing “first-call” support

Cloud capability as the “door opener”

Supporting IT’s “big picture” role

Continued annuities

Billable packaged services

SSAS— Solutions & Sales, As a Service

The partner of the future:

New relationships

New business model

Hosted solutions for customers


Services

Channel Incentives

Provide your feedback on the sessions through the Conference App and be eligible to win one of five Nokia Windows Phone

8

Visit the Conference App now at partnerconferenceapp.com

.

ALL Partners who provide feedback through the Conference App will receive a one year subscription to Office 365 Home Premium

Let’s Break New Ground Together.


Services

Channel Incentives© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentations. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT CONFIDENTIAL – FOR PARTNER USE ONLY. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Thank you.

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives.

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