1. Leveraging Major Market Opportunities with Azure
EPS2014
11/6/2018
Leveraging Major Market Opportunities with Azure
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2. EPS2014
Market trends
11/6/2018
Worldwide Cloud Software Revenue
2010
2011
2012
2013
2014
2015
2016
2017
80,000
70,000
60,000
50,000
40,000
30,000
20,000
10,000
22.1 %
CAGR1
Growth for worldwide cloud services spending
by 20172
number of connected devices worldwide by 20203
$107.2B
50B
By 2017, nearly $1 of every $5 spent on applications, will be consumed via the cloud4
© 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.

3. Big Market, Big Opportunity
EPS2014
Big Market, Big Opportunity
11/6/2018
Growth for worldwide cloud services spending by 2017
$107.2B
Large Enterprises will have Hybrid Cloud Deployments by the End of 2017
50%
of customers are leveraging cloud for their applications – from pilots to production apps
72%
Source: 451 Research, Hosting and Cloud Study 2014
© 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.

4. Accelerating Cloud Transformation
EPS2014
Accelerating Cloud Transformation
11/6/2018
Unlock Insights on any Data
Empower Enterprise Mobility
Enable Application Innovation
Create the Internet of your Things
Transform the Datacenter
Use Microsoft Azure in your organization
Upgrade Windows Server 2003 & win with hybrid cloud solutions
Grow data solutions with SQL Server 2014, Power BI for Office 365 & Microsoft Azure
Deliver enterprise mobility with EMS & attach Office 365
Build every app on Microsoft Azure & certify it with Microsoft Azure Certified
Develop your practice with Windows Embedded & Microsoft Azure Intelligent Systems Service
Microsoft Cloud OS
Customer
Service Provider
Microsoft
Consistent Platform
Enterprise-grade
Hybrid design
People-focused
© 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.

5. 3500+ 1,100 800+ Azure has outstanding momentum …applications on Azure
EPS2014
Azure has outstanding momentum
11/6/2018
3500+
1,100
800+
…applications on Azure
…images in the Azure VM Depot
…applications and data services in the data marketplace
© 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.

6. Major Enterprise Workloads
EPS2014
Major Enterprise Workloads
11/6/2018
Microsoft Azure IaaS for Test and Development
SharePoint on Microsoft Azure IaaS
SQL/Business Intelligence on Microsoft Azure
Application Migration to Microsoft Azure IaaS
SAP on Microsoft Azure
EMS/Hybrid Identity on Microsoft Azure for O365
Solution Scenario S
Customer Pain
What We Offer
Long set-up times
High infrastructure costs
Limited datacenter capacity
Hard to replicate production
Azure VMs to run Test & Dev workloads
Seamless connectivity and easier access
Lower development costs/greater agility
DC at capacity – free up on premise space
Heavily customized so migration longer term
Want to provision new environments not old
Azure VMs to run Tier 2 and Tier 3 apps
Seamless connectivity and management
Automated deployment of SharePoint 2013 on Azure
High cost of business and data insight
Complex environment to manage
Limited number of users due to high costs
Reduced cost and complexity
Increased flexibility and agility
Accommodate new business scenarios with familiar tools
Limited datacenter capacity
Slow response to changing business
Need to free-up expensive on-premises resources for Tier 1 apps
Azure VMs to run Tier 2 and Tier 3 apps
Seamless connectivity and management
Lower TCO and greater agility
Exponentially growing archival costs
Infrastructure setup time
Complexity/cost refreshing SAP hardware
Pay-as-you-go, metered charge back
X faster infrastructure provisioning
Instantaneous provisioning of storage
Multiple authentication for end users
Elongated sign-on time
Extensive and expensive IT management
Single sign-on across applications
Integration with on-premises AD
Create and manage identities
Leverage social tools and identities
© 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.

7. Major Workloads S Solution Scenario Customer Pain EPS2014 11/6/2018
Important Note: This data was modelled by Microsoft Partner Enterprise Architect Team in 2013 and has not been externally validated. The information is presented here as a guide. Please ensure that you conduct your own validation if you are building a business model or basing business decision on this information
Microsoft Azure IaaS for Test and Development
SharePoint on Microsoft Azure IaaS
SQL/Business Intelligence on Microsoft Azure
Application Migration to Microsoft Azure IaaS
SAP on Microsoft Azure
EMS/Hybrid Identity on Microsoft Azure for O365
Solution Scenario S
Customer Pain
Long set-up times
High infrastructure costs
Limited datacenter capacity
Hard to replicate production
Small
Medium
Large
Count
5 – 7 apps with simple ALM and manual testing
apps with simple ALM and automated testing
apps with complete ALM and automated testing
Service Hrs
~1100
~ 1850
~ 2600
Azure Revenue
(List Price)
~$9K per month
~$12.5K per month
~$16K per month
Content overload with no organization
No coordinated way to manage social
Labor intensive, custom web sites
High cost of business and data insight
Complex environment to manage
Limited number of users due to high costs
Limited datacenter capacity
Slow response to changing business
Need to free-up expensive on-premises resources for Tier 1 apps
Exponentially growing archival costs
Infrastructure setup time
Complexity/cost refreshing SAP hardware
Multiple authentication for end users
Elongated sign-on time
Extensive and expensive IT management
© 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.

8. Major Workloads S Solution Scenario Customer Pain EPS2014 11/6/2018
Important Note: This data was modelled by Microsoft Partner Enterprise Architect Team in 2013 and has not been externally validated. The information is presented here as a guide. Please ensure that you conduct your own validation if you are building a business model or basing business decision on this information
Microsoft Azure IaaS for Test and Development
SharePoint on Microsoft Azure IaaS
SQL/Business Intelligence on Microsoft Azure
Application Migration to Microsoft Azure IaaS
SAP on Microsoft Azure
EMS/Hybrid Identity on Microsoft Azure for O365
Solution Scenario S
Customer Pain
Long set-up times
High infrastructure costs
Limited datacenter capacity
Hard to replicate production
Small
Medium
Large
Count
5 – 7 Server farm in production with 3 – 5 TB content
Server farm in production with 5 – 10 TB content
Server farm in production with TB content
Service Hrs
~600
~ 900
~ 1500
Azure Revenue
(List Price)
~$7K per month
~$11K per month
~$15K per month
Content overload with no organization
No coordinated way to manage social
Labor intensive, custom web sites
High cost of business and data insight
Complex environment to manage
Limited number of users due to high costs
Limited datacenter capacity
Slow response to changing business
Need to free-up expensive on-premises resources for Tier 1 apps
Exponentially growing archival costs
Infrastructure setup time
Complexity/cost refreshing SAP hardware
Multiple authentication for end users
Elongated sign-on time
Extensive and expensive IT management
© 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.

9. EPS2014
Azure Sales Solutions
11/6/2018
Incubation Sales supported solutions
Microsoft Seller
Domain
Core Solutions
Opportunistic Solutions
Account Manager and Account Technology Strategist
DC SSP
Data Center
Storage: StorSimple
Storage: Backup, App DR
SharePoint Deployment
Express Route
App Lift Shift
Oracle
HPC
WS 2003 EOL
Linux
CDN
Hanu
EMS: Hybrid Identity
Mobility SSP
Mobility & RMS
EMS: Mobile Device Management
EMS: Access & Information Protection
AP SSP/
AP PSS
Application Platform
SQL Server Testing, Backup & DR
Big Data
SQL Azure DB Apps
SQL/SP BI Deployment
Websites
Mobile Apps
Custom PaaS Apps
Power BI
SAP on Azure
Vertical
Media, IOT, Risk Analytics
Other Vertical
DT SSP
Developer
Development & Testing Environments
Web Applications
Agility & DevOps
Mobile Applications
© 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.

10. A team to help you win more on Microsoft - PEAT
Pre-Sales Proposal support
Microsoft Architects available to help you win
Partner-led Proactive Proposals PEAT offers Partner Led proactive proposals for 30+ advanced modern solution scenario-based on Microsoft products and platforms. PEAT team customizes these proposals based on existing customer application landscape and modernization needs.
Consumption Acceleration : Win more with Azure and O365 Architects from Microsoft will help you develop cloud based solutions and deployment architectures that drive your customer consumption of their Azure and O365 subscriptions
Techs supported
Global Presence
Qualification Criteria
How to Engage
8 Countries have physical presence of PEAT Architects. PEAT operates all opportunities out of these bases, leveraging support team in India.
US, Japan, Singapore, India, China, Brazil, UAE, UK
60+ Solution
Architects with deep expertise across Microsoft and other First Party products like Oracle, SAP, Linux
Cloud :
Public and Hybrid. Azure, Windows Server, System Center, O365
BI/Big Data based Hybrid solutions: Analytics, DW, Big Data solutions, Microsoft Analytics Platform System, HDInsight, SQL Server technologies
Dynamics : CRM, CRM Online, AX
First Party Workloads :
SAP and Oracle on Azure
Any opportunity resulting in >$50k Azure Consumption
All Server and Device technologies are supported (except for Enterprise Voice and Kinect)
Reach out to your respective PSEs/PTUs/PEAT resources: Or
Send request to
Every opportunity meeting qualification criteria is supported
Microsoft is the Productivity and Platform Company for the Mobile-first and Cloud-first World

11. Business Opportunities for Partners
EPS2014
Business Opportunities for Partners
11/6/2018
Partner Led engagements
Partners either build own service, buy IP to deliver service or partner with other firms that deliver
Advisory Services
Assess Customer Cloud Readiness
Deliver Cloud Transformation Consulting Services
Present TCO/ROI Analysis based on Azure
Microsoft Led Engagements
Partners determine which workloads they want to support and build competency around
MSFT Sales Solutions
Embed Azure in service line offerings and drive readiness into key practices to deliver high impact Sales Scenarios
Deliver key Sales Scenarios with customers - Dev/test environments, testing services for replatforming, SharePoint, SQL and Windows Server 2003 upgrade etc.
Joint Engagements
Partners either integrate into existing Managed Service Offering or for Asset Lite Partners develop new market offering around one or many workloads
Managed Services
Build Hybrid cloud management based on System Center set of tools
Manage customer applications, data and infrastructure based on Azure round the clock
For example deliver “Storage as a Service” or Disaster Recovery Services in Azure
Partner Led & MS Engaged Engagements
Port own IP to Azure for cost efficiency and worldwide distribution or buy IP
IP Solutions
Develop your new IP based on Azure
Port your applications to Azure for greater market reach
Embed Azure as part of your solution and sell to customers as SaaS
Third Party
IP Solutions
Act as cloud enabler for ISV’s – deliver Azure services to ISVs to onboard to Azure
Partner with Third Party IP providers for infrastructure solutions to build out your enterprise services for IT
Partner with Third Party IP application/ SaaS solutions to increase sales relevancy to BDMs
Partner Led Engagements
Business development within your own organization to determine channel model $
© 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.

12. BUSINESS MODEL ALIGNMENT
EPS2014
Considerations for moving forward…
11/6/2018
Partners entering this space and partners that have been in this space have some repeated issues that they grapple with. Here are some topics / thoughts for consideration in your business plans
SALES COMPENSATION
How do I currently compensate my people and what changes in the future?
MARKETING
Unique positioning in the market
OFFERING DEVELOPMENT
Do I go deep on a workload and deliver that to many customers or do I deliver many cloud workloads to one customer
BUSINESS MODEL ALIGNMENT
Which business model aligns to my org & what business development is needed
CUSTOMER OPPORTUNITY
Can I target new geo’s for my existing customers to deliver more services
© 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.

13. EPS2014
11/6/2018
© 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 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.
© 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.