Moving to the windows azure cloud - Strategic options for getting to the cloud
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The document outlines strategic options for moving to the Windows Azure cloud, discussing the evolution of cloud computing, market opportunities, and partner dynamics. It highlights the importance of cloud business strategies, the roles of various partners like ISVs and resellers, and the potential for revenue generation through innovative pricing models. Additionally, it provides guidance on skills and training needed for successful cloud implementation and offers resources for partners to enhance their capabilities in the cloud marketplace.
Moving to the windows azure cloud - Strategic options for getting to the cloud
- 1. Moving to the Windows Azure Cloud Strategic Options For Getting to the CloudNigel Watson, Platform Strategy AdvisorMicrosoft Australia
- 2. Introductions and AgendaWho We AreDPE Platform Strategy AdvisorsNigel WatsonPlatform Strategy AdvisorMicrosoftGraham ElliottPlatform Strategy AdvisorAzure ISV, MicrosoftMain Talking PointsMoving to The CloudWhy?Evolution to Cloud ComputingMarket Opportunity and ImpactsWhat?Windows Azure Public Cloud TrendsPartner OpportunitiesHow?Cloud Business StrategyReadinessPrograms and Resources
- 3. Never waste the opportunities created by a good crisis - MachiavelliThe essence of strategy is choosing what not to do - Michael Porter Strategyhttp://www.flickr.com/photos/raster/3072255833/sizes/l/in/photostream/
- 4. Impact to Partner TypesSellGenerate recurring revenue streamsCreate value-added solutionsUp-sell and cross-sellAttach servicesBuildNew applications and solutionsRapid development and deploymentExtend and customize cloud offeringsRepeatable IP salesISVsOpportunitiesRESELLERSSIsHOSTING PARTNERSServiceBroaden the marketplaceIncrease wallet share: Host cloud applicationsExtend product offerings: Provide add-on servicesHostExtend and customize cloud offeringsMigrate to and integrate solutions in the cloudManaged services, support, and trainingCloud Service Vendors (CSV) - any entity that uses cloud services to create commercially available applications for monetary benefit
- 5. Azure Business Value Drivers…no matter where you are starting fromUncover new revenue
- 6. Application marketplace to grow sales
- 7. Partner support eco-system…on the most open, comprehensive platformUse what you know
- 9. Most comprehensive platform…with fully managed hardware and softwareScale to demand
- 10. Reduce costs
- 11. Rely on world class security, continuity, privacySellDevelopDeploy & ManageGrow your businessInnovate QuicklyScale reliably & cost effectively
- 13. Partner Models for AzureCustomer buys Windows Azure Consumption from MicrosoftPartnerCustomerPartner buys Windows Azure Consumption from MicrosoftPartnerCustomer
- 14. System Integrators are ISVs too!Deal repeatability
- 16. Ongoing Managed Services revenue
- 19. Source Code
- 20. Frameworks
- 22. Applications
- 25. Methodologies
- 26. … otherDrivingIP is….Identify and InventoryPackage and PriceDesign IP wins into business wins if possibleTell the story
- 27. MonetisationFree UsagePer UnitPayment TypeFreemiumPer MeterMonthly SubscriptionFree basic levelPremium upgradesCustomers pay a monthly amountPricing per unit of measure (storage, downloads, bandwidth)Ad-Based RevenueRevenue SharePer TransactionDiscrete transaction units that can be easily measured and trackedRevenue from advertisers not usersA share of revenue generated via the service providedLicense FeeRelated Services ChargedPer User/DeviceFree app use with charge on related services / or virtual goodsA large upfront payment for the licenseCustomers pay for each user/device using the product or service
- 28. Financial considerationsCFCMRRCommitted Monthly Recurring RevenueCash FlowCRC-PipeCMRR PipelineChurn RateLTVCACCustomer Acquisition CostCustomer Lifetime Value
- 29. Sales and MarketingDirect customer relationship inherent to cloud
- 30. Better understanding of customer use
- 31. Responsibility for customer data
- 32. You may impact their business model as wellCustomer IntimacyLower cost of entry
- 33. Free customer trials, quick customer ramp-up
- 34. No deployment step to use applicationQuicker Salesand DeploymentStudies show that business roles are likely buyers
- 35. Cloud applications resolve business capability gaps
- 36. Ops complexity moves to cloud – reduces IT footprint
- 37. Be ready for a risk discussionSell to the Business
- 38. Campbell JohnstonSMS ConsultingAdrian VitiSMS ConsultingIntroducing…
- 39. Distribution and PartneringChannel and Partner dynamics
- 40. Customer expectations are different
- 41. Deployment and Delivery are crucial parts of your strategyDistributionSIs and ISVs are increasingly partnering for reach and salesCustomers still need support, training, integration and customizationPartneringFinished applications can still be building blocks for other offeringsMake sure you leave that door openCan you monetize the data?Additional RevenueFrom APIs
- 42. Going to MarketNew channel roles emergeFind networks effects if you canBrokers, Aggregators, and MarketplacesGoing To MarketBUILDANYTHINGSELLANYWHERECall to Action!Go to www.windowsazure.com/marketplace to start selling your apps
- 43. Operations24/7 BusinessSLA monitoring and managementToolingPartnershipsBillingHelpdesk Trouble Ticketing and Issue ResolutionOperations
- 44. Choosing your strategyOptimize for cash flow to smooth the transition from upfront payment over timeUnderstand what revenue you lose, and what do you gain?Remember:You may impact your customers business modelYou may impact your partners business modelBe prepared to be flexible
- 46. Leverage what you know…The cloud technology portfoliomostly comprises the usualsuspects… Top Skill Sets to LearnNetworking and InfrastructureBusiness SkillsArchitecting for the CloudIntegrationhttp://www.flickr.com/photos/lydiashiningbrightly/3016016887/sizes/l/in/photostream/
- 47. Training Paths for Cloud Up-SkillingStep 123Apply Core Skills for Hybrid EnvironmntsBuild Core On-Premise SkillsAdd New SkillsDesign, configuring, and maintenance specialized in Exchange, Lync, or SharePointAnalysis and planning for O365 co-existence, SLAs, security, and networkingDesign, configuring, and maintenance across Exchange, Lync, and SharePointFrom Administrator to Cloud Services ManagerUse Visual Studio and .NET to build Web and SOA applicationsArchitecting on-premise applications to work togetherDevelop Azure platform services From Developer to Cloud DeveloperFrom Infrastructure Specialist to Data Center Operations ManagerDesign and configure server networking, security, and virtualizationMonitoring, provisioning, and managing the data center with System Center 2012Service Management and automation, design deployment, and operational excellence (MOF/ITIL)Designing, installing, and administering SQL databasesCo-existence of SQL Server and SQL AzureArchitecting database solutions to mine data and work with other cloud servicesFrom Database Developer to Data Steward
- 48. Cloud Programs and Resourceshttp://www.flickr.com/photos/corporatemonkey/51883538/sizes/o/in/photostream/
- 49. Microsoft Platform ReadyHelps you develop, test and take your product to marketProduct DevelopmentMarketing and SalesMarketingPassing Azure Platform Ready Test qualifies for Windows Azure logo
- 50. Ready to Go email, web banner, postcard and business letter templates, PR templateDevelopmentAccess to software and the latest software development kits
- 52. E-mail based developer support SalesIncluded in customer-facing product catalogs (e.g. Pinpoint)
- 53. Included in the ‘Buy Australia Software’ Catalog sent to over 5,000 organisations(Azure apps only)TestingValidates your application is current: “Works with” quality check
- 54. Fully automated self service: no fee
- 55. Can be used to fulfill Silver & Gold competency requirements in MPNCall to Action!Go to www.microsoftplatformready.com to get signed up
- 56. Microsoft Cloud Essentials Pack– Requirements & BenefitsREQUIREMENTSBENEFITS & RESOURCESSell & ServiceIUR & DiscountsO365 – up to 250 licenses
- 57. CRM Online – up to 250 licenses
- 58. Intune – 25 PCs
- 59. Windows Azure:
- 60. Windows Azure
- 61. SQL Azure
- 62. App Fabric
- 63. Data TransfersPartner Selects Applicable Business Track and begins Qualification Process. Can qualify for one or both tracks.“I sell and deploy online services”Profile MSFT Online Services Sales: (None to start; active sales to continue benefit – sale bar to be defined)Profile Sales Agreement:MOSPA: incl. 100-level training and assessment
- 64. CSA: requires (1) deal 12 months prior to enrollmentorPre-sales and Technical Support: Partner Forums for Cloud, BPOS Practice AcceleratorAnnual FeeNoneAnnual FeeNone for this programOnline Sales Tools: Demo Showcase, Profitability Modeler (Partner Order on Behalf TBD)Design & DevelopMarketplace Participation: Pinpoint“I build intellectual property delivered through the cloud”Training Platform with Targeted Cloud TrainingMarketing ResourcesCall to Action!Platform Ready Signup & Register applicationGo to www.microsofcloudpartner.com to get signed up
- 65. Microsoft Cloud Accelerate– Requirements & BenefitsREQUIREMENTSBENEFITSSell & ServiceIUR & DiscountsO365 – up to 250 licenses
- 66. CRM Online – up to 250 licenses
- 67. Intune – 25 devices
- 69. MSDN Premium Subscriptions (Silver Competency)
- 70. Cloud Essentials Pack Benefits (H1 Calendar Year 2011)“I sell and deploy online services”Partner Selects Applicable Business Track and begins Qualification Process. Can qualify for one or both tracks.Three Cloud Customer references MOSPA/CSA Sales AgreementThree Deals sold and 150 seats minimumSales Commitment(8 deals and 500 seat minimum)Pre-sales and Technical Support: 20 Additional Hours of Partner Directed Support, Partner Forums for Cloud, BPOS Practice AcceleratorTraining & Assessment(Technical; 300 level)Fee$0 for competency partners; otherwise $3,618Earned Silver Competency & Related MPN Competency BenefitsCloud Accelerate BadgeDesign & DevelopOnline Sales Tools: Demo Showcase, Profitability Modeler (Partner Order on Behalf TBD)“I build intellectual property delivered through the cloud”Marketplace Prioritization: PinpointSales Commitment($10K Azure Revenue)Azure Solution Certification (Platform Ready)Local Subsidiary EngagementNDA Cloud RoadmapFee$0 for competency partners ($1,850 otherwise)Three Cloud Customer references Call to Action!Marketing ResourcesTraining Platform: Targeted Cloud Training23Go to www.microsofcloudpartner.com to get signed up
- 71. SI: Windows Azure CircleGet: Business Investment Funding (BIF)Accelerating Customer AcquisitionGenerous 25% RebatesAccess to Premium Training and ResourcesLimited to 250 Pre-Qualified PartnersGet: 25% Solution Incentives (SIP) Complete your PSPGet at least one new customerGet: Activation, Training, Discovery PackGet: Deployment Planning Services Voucher (DPS)Achieve >$1K per QuarterReady 1 Sales 2 Dev. 1 Archit.Call to Action!Talk to your partner account manager about Azure Circle
- 72. Business ToolsA New Price PredictorUnderstand your costs structure before you commit to buyForecast your monthly P&LA New TCO and ROI CalculatorA detailed report for an accurate TCO and a 1 to 3 year ROICustomizable per each individual business scenarioGo to www.windowsazure.com/offers to learn more about this new capabilityCall to Action!
- 73. Business Economics Package Overview Presentation and SaaS Pricing Examples Pricing Tools and Offer Guidance Webinars (on-demand, localized in 7 languages) Exclusive Analyst Reports Case Studies and Whitepapers Enabling Partner BrochuresGo to http://tinyurl.com/azbizeco to access this packageCall to Action!
- 74. Working with MicrosoftIf you are working with Azure, or want to know more….Nigel WatsonPlatform Strategy AdvisorMicrosoftGraham ElliottPlatform Strategy AdvisorAzure ISV, Microsoftnigelwat@microsoft.comgrahame@microsoft.com
- 75. Q&AQ&A