Successful Selling in the Cloud – Part 1 Steve Iatropoulos / Manager, Australia Partner Technology Advisor Group Wall Williams / Sales Manager Adam McInnes / CEO

Agenda Successful Selling in the Cloud Part I –What is working, not working – Steve Iatropoulos –Successful Selling IaaS – Wal Williams, ICO –Successful Selling PaaS – Adam McInnes, Open Windows Part II – Successful Selling in the Cloud - BPOS

To be ‘true’ cloud one must offer … ‘Elastic’, up/down Self service Usage based pricing Shared, pooled resources Network and device independent The NIST Definition of Cloud Computing Authors: Peter Mell and Tim Grance Version 15,

ON PREMISEHOSTED PUBLIC SaaS PaaS IaaS

ON PREMISEHOSTED PUBLIC SaaS PaaS IaaS

The conversation is already in play If you aren’t doing it, someone else is … we have learnt our lesson … Google is actively hunting in our accounts 70% of our accounts have been approached

If we lose to … Google – Do you still have control of your customer? Salesforce.com – Extending beyond Force.com? – Is 100% cloud the right model? Amazon and others – What next?

The current hunting grounds Commodity workloads: , Storage –VMWare, Lotus Notes, Groupwise –Microsoft Exchange 2000, 2003 –Server, power, racks, rent costs But this is also on the table, today … –Task Workers –Cost pressure from CFO –Is unhappy with current outsourcer, MSP –Has uptime challenges –Mergers and Acquisitions –Change in the company (new CIO, CFO…)

ISV perspective

Successful partners so far have … Understand Microsoft's value proposition for the cloud (the ‘Grid’) Target the cloud message appropriately –IT Manager (fear) vs CFO (opportunity) Understand the licensing models –EA (45% covered), Telstra, SPLA, Azure Are informed of the implications –Migration, bandwidth, user experience, overages, Identity Sell the service not the product –On going relationship with the customer –Have built contracts with the right SLA’s –Manage ‘churn’

Successful teaming …. Build a different structure for your cloud business –Brand for your cloud offerings –Cost structure, compensation models on service –People who understand subscriptions, transactions and Microsoft licensing –Pricing models that can be passed down to Azure Work closely with our sales force –“I have pitched the cloud but I need someone to take the next step …”, MS Account Manager –Understand our cloud commitment Partner with IaaS partners, Telstra and tool vendors and others emerging

New opportunity Services, services, services –Consulting –Implementation –Governance, security –Training Support Testing environments to help customers innovate (fail fast) Workloads which had a high barrier to entry (CRM, SharePoint) High Performance Computing Extranet and supplier collaboration Remote telemetry, geo-location services Social computing Monetising your data Apps for mobile devices

Why the MS Cloud? We have learnt our lesson – All in or pack up We are going big and broad – Constant new opportunity for partner We are going to take partners with us – This is how we will scale Unlike Saleforce.com, we don’t have an exit strategy – We can’t sell Microsoft, we are here for the long term

HYPER-V SUCCESS STORY “Our applications are utilised by thousands of simultaneous users, 24x7. Standardising on Microsoft and moving to Hyper-V was a clear choice for us and has increased the performance of our application significantly. This new, 100% Microsoft solution has reduced our costs by 49%.” PAIN POINTS Overloaded racks Reaching power capacity for building Escalating costs of hardware and management (CapEx Vs OpEx)

CALL TO ACTIONS: Attend Selling in the Cloud Part II – Selling with BPOS Visit booth Partner Advisor : Global Partner Services booth near the Telstra stand and sign up to your 250 seat internal use licenses and demo account Visit Telstra Stand - meet Telstra channel managers and find out how to engage Make an appointment with Ted Keating (Wednesday 1 st September only) – to discuss your cloud strategy Visit New Lease Booth every lunchtime to connect with Cloud Presenters Visit Australian Partner Portal for all partner resources and Getting Started Guides: – ductsonlineserviceshttps://partner.microsoft.com/Australia/productssolutions/pro ductsonlineservices

APPENDIX Supporting Content