5. Cloud opportunity Top Azure scenarios for Services Providers Partner success stories Business imperatives & Enabling your success

6. Cloud Adoption is accelerating IDC eBook, sponsored by Microsoft, The Booming Cloud Opportunity, March 2016 1 IDC CloudView 2016 Survey, 2016, n=11083. 2 Gartner 3 451 Research 80% of companies expect to adopt cloud services within the next 12 months 1 60% of Cloud Spending will be decided or influenced by LoB/Non-IT BDMs 1 45% of customers implementing cloud, prefer that their connection to public cloud is through a service provider 3 50% of large enterprises are expected to choose hybrid cloud deployments by the end of 2017 2 Forecasted to be $500B by 2020* *IDC FutureScape: Worldwide Cloud 2016 Predictions — Mastering the Raw Material of Digital Transformation, doc #259840, November 2015

7. http://aka.ms/modernpartner

9. IP services Value based, unique IP. Packaged/bundled product services. Valuation Managed services Billable packaged services. Solutions and services, as a service. Ongoing annuity. Project services Billable hourly-rate services. Work-for-hire and break/fix Deal-by-deal revenue. Customers are demanding end-to-end solutions AS SERVICE 45% 20% 65%+ http://aka.ms/modernpartner

11. Enterprise proven Full spectrum Hyper-scale Open & flexible Hybrid Platform for SaaS extensibility Trustworthy MICROSOFT AZURE >120K New Azure customer subscriptions/month >1.4M SQL databases running on Azure 5M Organizations using Azure Active Directory >2T Messages per week processed by Azure IoT >4M Developers registered with Visual Studio Team Services >40% Revenue from start-ups and ISVs

12. Why Azure IaaS? Compute on demand: Size (A, D, DV2, N, G), platforms (Windows, Linux, Apps, Images) Dynamic: Global Scale-X, Availability Sets, Pay-as-you-Go Secure & Compliant: Malware protection, encryption, regulatory complaint Networking options: Public, Private (P2S, S2S), Dedicated-private (ExpressRoute) Automation: VM Extn., Azure Security Center, Automtd. deployment (ARM), Config scripts Migration and protection: Recovery Services Service Health Management: Azure Management portal, VM extensions Trouble-shooting: Built-in telemetry, trigger-based alerts, VM Diagnostics Operations Management: ARM (resource groups, tagging, audit trails, RBAC), OMS

13. Partner opportunities with Azure IaaS scenarios Extend your Datacenter with hybrid offerings Use Azure to Build New, Cloud only offerings Backup On-premises Workloads Provide Disaster Recovery & Failover Support a Customer in a New Region Highly Available LOB Apps Dev/Test Desktop-as-a- Service Note: Examples of most common scenarios for CSPs, not an exhaustive list Monitoring & management Workload or Data Center migration Running and managing LOB workloads (Dyx, SP, SAP, RH) Running and managing LOB workloads (Dyx, SP, SAP, RH) Backup & Recovery High Performance Computing (Azure Batch, Scale sets, G-Series VMs) High Performance Computing (Azure Batch, Scale sets, G-Series VMs) Dynamic dev/test environments Managed Services

16. Enabling SMBs in Cameroon Customer Background Goal: Socio-economic development of Cameroon & African countries through SMB enablement In collaboration with Cameroon Chamber of Commerce & Government of Cameroon Enable SMBs to modernize themselves and drive transparency, create partnerships, improve productivity Be a catalyst to growth (+1 Pt in GDP), and be competitive in a global market Solution details Office 365, NAV 2015, CRM OL Creates financial transparency for 25, 000 customers in Cameroon in 2 years All applications delivered and managed from Azure CSP enables efficient rollout of services on Azure, Pay-As-You-Go business model Learnings & move forward plans Customer benefits Technology-enabled growth of SMBs along with Government support will fuel economic growth (+1 Pt in GDP) One Microsoft approach – Dynamics, 0365, Azure – allows for lower deployment, training management costs Partner benefits The Cameroon project will be replicated to 6 other African countries

18. Brinkley & PaaS Customer Background Technology distributors based in Manchester, UK but operate internationally; GBP 75M+ turnover Needs ecommerce enabled website; security, reliability key factors Leverage of cloud for cost reduction, scalability Solution details Built an infrastructure within Azure to drive ecommerce site Secure & stable environment; using VPN, syncs with CRM & warehouse tools and processes Microsoft Azure IaaS & Recovery Services Easy to provision and deploy at speed, geo replication and scalability; future readiness Learnings & Move forward plans Customer benefits Allows provisioning of new apps quicker to support business objectives and growth Solution extendibility without much extra effort/cost to customer – e.g.: migration from bespoke to packaged apps Partner benefits Quicker time to solution (in production in 12 weeks); Multi-year contract for managed services (IaaS, Security, Support); DevOps opportunity Showcase solution to new customers – demonstrate ease in provisioning & scalability Templated approach – rinse & repeat!

21. Action People Automated Systems Apps Web Mobile Bots Intelligence Dashboards & Visualizations Cortana Bot Framework Cognitive Services Power BI Information Management and data ingestion Event Hubs Data Catalog Data Factory Curation, Machine Learning and Analytics HDInsight (Hadoop and Spark) Stream Analytics Intelligence Data Lake Analytics Machine Learning Data Storage SQL Data Warehouse Data Lake Store Data Sources Apps Sensors and devices Data Azure SQL Database IoT Hub { } Document DB

22. Data Platform & Analytics – Service Provider Opportunities Examples of Practices and Solutions

24. BI Platform for Global Retailer Icebreaker Privately held outdoor, technical sports and lifestyle clothing designer and manufacturer headquartered in Auckland, New Zealand. Empower employees to make better business decisions based on data and support rapid business growth. Challenged with supporting global footprint and rapidly growing business. Solution details Follow-the-Sun Master Data Management solution across Asia, Europe and North America. Reduced latency for BI platform to provide better user experience for distributed team during their workday. D3 Web Servers, D13 Application Servers, AX Server on D3, SQL Server on DS4, DS2 Domain Controllers, Web templates for BI presentation layer Azure delivers the global footprint and high performance stack to move applications closer to users and end customers Learnings & move forward plans Customer benefits Users leverage the BI platform to make better business decisions – access, latency, resiliency key factors in adoption Customer trust critical to re-architect parts of their application, data sources and infrastructure. Troubleshooting network performance can be very challenging Partner benefits Going beyond IaaS - Managed Services offering with CSP Opportunity to upsell and cross sell this solution to support other Icebreaker applications

26. Creating competitive advantage requires code “…until code is in production, no value is actually being generated, because it’s merely WIP stuck in the system.” - Gene Kim, The Phoenix Project: A Novel About IT, DevOps, and Helping Your Business Win Every company is a software development company Successful development means short time to market

27. Partner opportunity with DevOps ARM, PSoH, DSC Chef, Jenkins Azure App. Insights PowerBI Visual Studio Team Services Yammer, O365, Skype

28. Azure provides Building blocks Azure IaaS + Azure Stack + Operations Insight CLOUD INFRASTRUCTURE SQL 2016, Cortana Analytics, PowerBI DATA + ANALYTICS DEVELOPER + APP PLATFORM INTERNET OF THINGS Microsoft Azure Linux Management Applications App Frameworks Databases & Middleware INTERNET OF THINGS Infrastructure Azure IoT services

29. Key considerations for Service Providers Differentiate Moving beyond IaaS “Managed Services” Building practices Sales Transformation Selling beyond IT Azure in your Datacenters Future state Building offerings or custom engagements Leverage 3 rd party IP – Azure marketplace Vertical focus End-to-end –Assess, Enable, Operate Acquiring capabilities – SI + VAR + SP + IP Cloud automation Asking different questions Getting out of comfort zones – IaaS fixation Continuous learning - Azure Learning Path Enhancing value proposition – Hybrid > Azure Stack Co-lo to public cloud migration TCO

30. Azure CSP in a box https://www.microsoft.com/en-us/CloudandHosting/Azure_Services_Resources.apsx

31. Get your teams ready Sales & technical enablement https://azurepartnerreadinesscatalog. azurewebsites.net/ Build Azure offerings Hybrid IaaS – a good starting point Data & analytics – Look at your existing customer base Leverage CSP in a Box http://aka.ms/csp-in-a-box Build/enhance Managed Services Practices Attend WPC session – “Build a Profitable Managed Services Practice for Azure” (CE006) to learn Download MSP Playbook – http://aka.ms.AzureMSPplaybook

32. Tuesday July 12, 2016 Wednesday July 13, 2016 Monday July 11, 2016 HMSP09 The next frontier: Managed services on Microsoft Azure – seize the opportunity and grow revenue and profits South 713AB1:00 – 2:00 PM HMSP10 Hybrid licensing South 7091:00 – 2:00 PM HMSP11 Keys to building a strong EMS offer and sales practice with the Cloud Solution Provider (CSP) program South 713AB2:30 – 3:30 PM HMSP12 How to drive consumption through an improved customer journey South 7092:30 – 3:30 PM HMSP13 Making hybrid cloud real with Azure Stack South 713AB4:00 – 5:00 PM HMSP04 Skype for Business Online: Overview, sales scenarios, go-to-market motions for SMB through the Cloud Solution Provider (CSP) program South 713AB1:00 – 2:00 PM HMSP05 What is the magic Office 365 customer formula for partners in the Cloud Solution Provider (CSP) program? Top lessons learned from GoDaddy and Rackspace South 713AB2:30 – 3:30 PM HMSP06 Building a best practice partnership: The evolution of cloud, collaboration and opportunity South 7092:30 – 3:30 PM HMSP07 Migrating from hosted Exchange to Office 365: What should you know South 7094:00 – 5:00 PM HMSP08 A practical look at CSP offers, billing and monetization South 713AB4:00 – 5:00 PM HMSP01 Empowering digital transformation with Microsoft cloud solutions for hosting, cloud and managed service providers North 1051:00 – 2:00 PM HMSP02 Success with Azure: Transform your business with Microsoft Azure South 713AB2:30 – 3:30 PM HMSP03 Selling SQL: Grow your SQL business with SQL offers and programs for hosting partners South 713AB4:00 – 5:00 PM Program Key GTM & Partnership InfrastructureLicensingApplications

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