1. Module 3: Microsoft Azure scenarios
Thank you for taking the time to view this training session. In this session, we will focus on understanding various sales scenarios related to Microsoft Azure.
What do you sell?
How do you find the opportunity for Azure?

2. One complete, consistent platform
Microsoft offers a complete, consistent platform for on premises, Infrastructure as a Service (IaaS), Platform as a Service (PaaS), and Software as a Service (SaaS) that runs in or across Private Cloud, Hosters, Public Cloud, and Hybrid scenarios.
Customer
On Premises
Storage
Servers
Networking
O/S
Middleware
Virtualization
Data
Applications
Runtime
Infrastructure
(as a Service)
Storage
Servers
Networking
O/S
Middleware
Virtualization
Data
Applications
Runtime
You Manage
Platform
(as a Service)
Storage
Servers
Networking
O/S
Middleware
Virtualization
Applications
Runtime
Data
You Manage
Vendor Manages
Software
(as a Service)
Storage
Servers
Networking
O/S
Middleware
Virtualization
Applications
Runtime
Data
You Manage
Vendor Manages
Vendor
Historically, your customers ran everything on premises in their data centers. Your customers wanted to “see” their technology. They wanted to be able to control it. But that also meant they had to pay for it, including cooling, electricity, insurance, and everything else that goes with it.
Running on-premises solutions meant buying software packages and licenses. With packaged software a customer would be responsible for managing everything, from the network connectivity to the applications.
With Infrastructure as a Service (IaaS) the lower levels of the stack are managed by a vendor. Some of these components can be provided by traditional hosters, but very few actually provide an operating system. That is still provided by the customer. Typically, the customer is still responsible for managing everything from the operating system 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.
Next is Platform as a Service (PaaS). With PaaS, everything from the network connectivity through the runtime is provided and managed by the platform vendor. The Microsoft 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.
Finally, there is Software as a Service (SaaS). With SaaS, a vendor provides the application and abstracts customers from all of the underlying components. Office 365 and Salesforce.com are both are examples of “software as a service.”

3. Pizza as a service Traditional On Premises Toppings Tomato Sauce
Cheese
Fire
Oven
Pizza Dough
Soda
Dining Table
Electric/Gas
Infrastructure as a Service (Iaas)
Toppings
Tomato Sauce
Cheese
Fire
Oven
Pizza Dough
Soda
Dining Table
Electric/Gas
Platform as a Service (Paas)
Toppings
Tomato Sauce
Cheese
Fire
Oven
Pizza Dough
Soda
Dining Table
Electric/Gas
Software as a Service (SaaS)
Toppings
Tomato Sauce
Cheese
Fire
Oven
Pizza Dough
Soda
Dining Table
Electric/Gas
You
Vendor
This is a fun slide. This describes the various software models in relation to having pizza for dinner. We can make it all at home but it seldom comes out perfect. Or, I can buy the raw dough from a bakery, then do everything else at home. Or we can buy a “take and bake” pizza, or have a pizza delivered, or simply go to a restaurant.
Made at home
Take and Bake
Pizza Delivered
Dined Out

4. Business benefits of Cloud Adoption
Faster deployment of new business capabilities
Building applications on cloud platforms minimizes delay.
Business benefits that applications bring can start right away.
Source: David Chappell & Associates ‘Benefits & Risks of Cloud Platforms for Business Leaders’
There are 4 fundamental pillars that motivate a customer to want to consider the cloud.
First, they need a faster way to deploy and develop new business. I call this speed-to-innovation or speed-to-market. One customer example of this is Easy Jet. Easy Jet had a legacy reservation system. Every airline has a massive ERP system. Easy Jet wanted to build a quick reservation/seat selector application on the web. The company developed all of that on Microsoft Azure and then on the back-end, they used the integration back into legacy systems to actually execute on those reservations. That’s a classic hybrid solution.
Source: David Chappell & Associates ‘Benefits & Risks of Cloud Platforms for Business Leaders’

5. Business benefits of cloud adoption
Faster deployment of new business capabilities
Building applications on cloud platforms minimizes delay.
Business benefits that applications bring can start right away.
Lower-risk business innovation
Innovation is the lifeblood of business success.
Innovation is risky; most attempts fail. Even failures cost money.
By making innovation less expensive—and thus less risky—cloud platforms let you do more of it.
Source: David Chappell & Associates ‘Benefits & Risks of Cloud Platforms for Business Leaders’
The next motivator of why the customers want to consider the cloud is they want to lower their risk when they’re choosing to innovate something new.
Trek Bicycle Corporation was founded 1976 in Waterloo, Wisconsin. Trek wanted to create a great retail management system for its resellers. In a traditional data center or even a co-location scenario, there is typically a six-to-eight week process to get a new server running. Trek would spend thousands and thousands of dollars to host a handful of servers. Trek investigated different cloud options.
Trek looked at Amazon but ultimately chose Azure. Azure provided Trek with “platform-as-a-service.” It allows Trek to focus more effort on providing features to its dealers and less time managing the infrastructure.
Further, infrastructure-as-a-service allowed Trek to migrate existing workloads to the same data center that the platform-as-a-service offering is running in. This allowed Trek to save costs on bandwidth as well as keep processes running a lot faster since the data is all in the same location. This also gave Trek better control and security since it doesn’t have to open up additional firewall rules on Azure virtual machines.
Trek needed a solution that is up all the time. Azure enabled Trek to scale based on demand. With Azure, Trek can get something set up in a day or even less than a day. In fact, Trek can go to infrastructure-as-a-service and get double or triple the number of servers at half the price or more.
Source: David Chappell & Associates ‘Benefits & Risks of Cloud Platforms for Business Leaders’

6. Business benefits of cloud adoption
Faster deployment of new business capabilities
Building applications on cloud platforms minimizes delay.
Business benefits that applications bring can start right away.
Lower-risk business innovation
Innovation is the lifeblood of business success.
Innovation is risky; most attempts fail. Even failures cost money.
By making innovation less expensive—and thus less risky—cloud platforms let you do more of it.
Global scale and global reach
The scale of cloud platforms also lets them handle massive amounts of data, opening up new possibilities for finding business value in that data.
Cloud platforms don’t just let you scale up; they also allow scaling down
Cloud platforms let even small organizations dream big dreams.
Source: David Chappell & Associates ‘Benefits & Risks of Cloud Platforms for Business Leaders’
Again, speed-to-market and lower cost of entry are pillars why customers choose that. Another reason is that they need instant global scale and global reach.
Did you know that the Sochi Olympics were all running on Microsoft Azure? The committee developed dozens of customized mobile apps for people to download. All those apps were downloadable from the cloud and running on the cloud. All the events were streamed live using Microsoft Azure Media Services. The organizing committee had to build brand-new, highly scalable global websites to withstand the millions and millions of users. All of that was done on Microsoft Azure.
Source: David Chappell & Associates ‘Benefits & Risks of Cloud Platforms for Business Leaders’

7. Business benefits of cloud adoption
12/15/2017
Business benefits of cloud adoption
Faster deployment of new business capabilities
Building applications on cloud platforms minimizes delay.
Business benefits that applications bring can start right away.
Lower-risk business innovation
Innovation is the lifeblood of business success.
Innovation is risky; most attempts fail. Even failures cost money.
By making innovation less expensive—and thus less risky—cloud platforms let you do more of it.
Global scale and global reach
The scale of cloud platforms also lets them handle massive amounts of data, opening up new possibilities for finding business value in that data.
Cloud platforms don’t just let you scale up; they also allow scaling down
Cloud platforms let even small organizations dream big dreams.
Source: David Chappell & Associates ‘Benefits & Risks of Cloud Platforms for Business Leaders’
Finally, customers want a more intelligent way of spending money with IT. Cloud platforms don’t require up-front investments in servers and software, but they still provide direct visibility into IT spending. In most instances, running applications on a cloud platform is less expensive than running them in an on-premises own data center.
So these are fundamentally the four reasons why customers choose cloud solutions.
You need to approach the Azure sale with a story sale. You’ve got to sell the vision. You’ve got to sell the application. You’ve got to sell the business benefit. It’s like back in the .NET days when it first came out. You didn’t go out and sell .NET. You went out and sold the speed and agility, the most effective way for you to deliver that app to the customer.
More intelligent IT spending
Cloud platforms don’t require up-front investments in servers and software.
Cloud platforms provide direct visibility into your IT spending.
Running applications on a cloud platform might be less expensive than running them in your own data center.
Source: David Chappell & Associates ‘Benefits & Risks of Cloud Platforms for Business Leaders’
© 2012 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 presentation. 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 MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

8. Azure scenario partners are selling today
Infrastructure on Azure
“Stretch the data center”
Hybrid identity and management
Mobile/media/custom apps on Azure
Single sign on for all apps including thousands of internet apps
Dev & Test, Production, Staging, Migration testing
Develop for iOS, Android, and Windows phones and tablets. Run highly scalable apps that self-manage.
Securely upload, store, encode, and package video or audio content for both on-demand and live streaming delivery to a wide array of TV, PC, and mobile device endpoints.
Build, deploy, and autoscale apps faster and easier, mash up data without complex on-premises integrations, and scale when you need it.
Storage, Disaster Recovery, Backup
SharePoint on Azure
Migrate custom SharePoint sites to the cloud to interoperate with Office 365
Reduce storage total cost of ownership by 60%-80%; back up or recover to Azure
SQL Server on Azure
Deploy SQL Server apps, testing upgrade compatibility, storing backups, and DR using AlwaysOn Availability Groups
Data & Business Intelligence
Burst BI computations to the cloud, run disaster recovery, integrate Hadoop (HDInsight), Oracle, etc.
I recommend you print out this slide and keep it handy. Every time you are on the phone with a customer, use this slide.
The first column under the blue box talks about infrastructure-as-a-service.
DEV & TEST
Dev and Test is probably one of the most effective ways for you to propose how to leverage the networking and the hybrid scenarios for a customer without touching their production systems. Microsoft announced that it now supports SAP and Oracle apps on Azure. What does that mean? Your customer calls up SAP; they have a problem. “Well, let’s look at where it’s running. It’s running on Azure.” No problem. It’s still supported; continue with the escalation on that call. Same with Oracle.
What does that mean? We have customers right now that are running SAP and Oracle apps and behind every production environment, there are at least 5-10 instances replicating that environment: Dev and Test, staging, training, QA, documentation department, sales department where they do demos. Talk to your customers around the Dev and Test that support those tier-1 apps. Every tier-1 app has a Dev and Test environment. Would you agree to that?
If your customer considers SharePoint one of its tier-1 apps, then your customer has a Dev and Test environment. You can help your customer save a lot of money. We have two customers in New York that saved over $2.5 million in the first year just by moving their Dev and Test environments on to Azure.
WINDOWS SERVER 2003
Windows Server 2003 end of life support is coming but your customers don’t have to budget for all new hardware because of the cloud. Do an assessment of Windows Server 2003 applications. Assess which ones could easily “lift and shift.” How do you test it? You build that lab in Azure. Build it on Azure, run the apps through it, and then help the customer assess and prioritize which ones it needs to upgrade and so forth.
SHAREPOINT
We talked about SharePoint on Azure. Has anyone installed SharePoint on Azure as an extranet? Customers love Office 365 but there are still some limitations for a highly customized SharePoint. Building an on-premises extranet on SharePoint isn’t that easy but with Azure, it is.
ERP
We talked about ERP systems on Azure. Many ERP and CRM customers see the value of a SaaS offering. They see the value of cloud.
LIFT AND SHIFT
This is looking at the tier 2 and tier 3 applications. Do an assessment and help customers test those and move those into Azure where they can retire that hardware.
HYBRID IDENTITY AND MANAGEMENT
If you have Office 365 customers today and you’re not talking to them about EMS and you’re not talking to them about Active Directory as the primary disaster recovery site, you’re leaving money on the table. It’s probably the number one Azure workload that partners are selling. It’s pretty straightforward; some Active Directory environments can get complicated. Getting that work won’t generate a huge service contract but it will enable you to start an engagement with a customer.
Active Directory for disaster recovery is a great workload. Think of the customers you have today that use Active Directory for Office 365 and they don’t have a proper disaster recovery backup for that. If their Active Directory goes down, all of their remote workers can’t get to Office 365 because they can’t get authenticated. If you’ve replicated it into the cloud, everybody can keep on working.
STORAGE DISASTER RECOVERY AND BACKUP
We’ve had tons of exciting announcements in this space, especially when you look into the mid-market space. There are many mid-market and smaller enterprise accounts that don’t have proper disaster recovery strategies. You can now go in there and very cost-effectively build them a disaster recovery strategy for their apps, virtual machines, storage, databases, and more.
StorSimple is an appliance that gives your customers hybrid storage. It’s a gateway into Azure storage for all your customers’ file stores and SharePoint content. It’s a perfect workload for that.
DATA & BUSINESS INTELLIGENCE
We have partners who are doing a lot of analytics: business intelligence, big data, and Hadoop. There are wonderful solutions that you can leverage Azure for, whether it’s Hadoop for disaster recovery or backups of databases.
APPS
Everybody wants a mobile app. Help your customers build an app as a platform-as-a-service application. If you use SQL Azure, it is a self-maintained database; it self-patches. Imagine talking to your customer and saying, “You no longer have to have dedicated database administrators for all these databases for your apps.” This is the future. If you have customers considering building a new app, introduce them to the advantages of platform-as-a-service. It is the modern way. It is the best, most economical, most scalable way to build modern applications today. You can build a PaaS app that still integrates with on-premises systems. It doesn’t have to be an app that’s all up in Azure.
ERP system on Azure
Test, develop, and run Microsoft Dynamics, SAP, Oracle Apps, custom apps
Custom web sites on Azure
Build highly scalable web sites for immediate campaigns
Lift and shift
Take an application, system, or the entire datacenter to the cloud when its right for the customer’s business

9. Thank you!
Thank you for taking the time to view this module. We encourage you to review the other Microsoft Azure sales training modules.