1. Virtual Networking with ExpressRoute
Technical data deck

2. S4 Solutions Specialist Summit
1/12/2019 4:53 PM
ExpressRoute equals consumption
ER = ExpressRoute
ER = enviable results
ER = enhanced revenues
ER =
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

3. Why sell ExpressRoute?
1/12/2019
Drives consumption/active usage - noted increases of Azure usage once ExpressRoute was deployed
Connect to ALL Microsoft Clouds (Azure Public, Private, Gov, O365)
Enables Hybrid Cloud
Advanced workloads like OMS (ASR), EMS (Azure Active Directory (AD)), Big Data & Media Services enhanced by ExpressRoute
Office 365 E5
© 2015 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.

4. ExpressRoute defined

5. ExpressRoute Privately connect from anywhere to any Azure region
1/12/2019 4:53 PM
Atlanta
Chicago
Dallas
Los Angeles
Seattle
Silicon Valley
Washington DC
Amsterdam
Dublin*
London
Sao Paulo
Chennai
Hong Kong
Mumbai*
Melbourne*
Osaka
Singapore
Sydney
Tokyo
New York
Quebec City
Toronto
Montreal
ExpressRoute
Privately connect from anywhere to any Azure region
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

6. ExpressRoute - What is it and why’s it so good?
Good for your customer!
Predictable performance
High throughput
Private
Supports advanced workloads
OMS (ASR)
EMS (Azure AD)
Big Data
ExpressRoute provides a private, dedicated, high-throughput network connection from a customer to Microsoft.
ExpressRoute
Good for you!
Encourages consumption/active usage
Connect to all Microsoft clouds/workloads
Azure (public/private (Gov)
Office 365/SfB
Dynamics
WAN
Any-to-any (IPVPN) connection
Cloud Exchange co-location
P2P Ethernet connection

7. Customer’s connection
ExpressRoute – How it works
Customer’s network
Customer’s connection
Partner edge
Traffic to public IP addresses in Azure
Traffic to Virtual Networks
Traffic to Office 365 Services and CRM Online
Microsoft edge
Unified connectivity to all Microsoft Cloud Services
Predictable performance
Enterprise grade resiliency and with Service Level Agreement (SLA) for availability
Large ExpressRoute partner ecosystem

8. Key enabler - Quality of service (QoS)
Voice, video, data transfers need to be treated differently
Voice and video sensitive to latency and jitter
Classify traffic and tag with appropriate DSCP value
Separate queue each traffic class
Best effort
Video and interactive
Voice

9. Metered Data - Port Only
ExpressRoute pricing plans
Bandwidth
Metered Data - Port Only
Unlimited Data
All Zones
Zone 1
Zone 2
Zone 3
50 Mbps
$55
$300
$610
$872
100 Mbps
$100
$575
$1,230
$1,300
200 Mbps
$145
$1,150
$2,300
$3,220
500 Mbps
$290
$2,750
$5,200
1 Gbps
$436
$5,700
$8,700
2 Gbps
$11,400
$17,400
5 Gbps
$2,180
$25,650
$41,000
10 Gbps
$5,000
$51,300
$82,000
Egress is $0.025 per GB for Zone 1, $0.05 per GB for Zone 2, and $0.14 per GB for Zone 3
Office 365 Requires Premium Add-On Circuits

10. ExpressRoute Premium Add-on pricing
1/12/2019
Bandwidth
Current Premium Add-On Price
New Price for Premium Add-On
All Zones
Zone 1
Zone 2/3
50 Mbps
$3,000
$75
$100
100 Mbps
$175
200 Mbps
$150
$300
500 Mbps
$400
$800
1 Gbps
$750
$1,450
2 Gbps
$1,500
$2,250
5 Gbps
10 Gbps
New and Existing customers using ER for O365/SfB and CRMOL
Enterprise Architect customers with active circuits will get premium add-on automatically enabled
Premium add-on will be required and included with ExpressRoute to O365 and CRMOL paid of charge
Azure customers
New April 1st Premium add-on charges apply for Azure-only customers and circuits.
Escalations
Local Winroom for concessions
© 2015 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.

11. Selling ExpressRoute

12. Hybrid Hyper-scale Enterprise effective Hybrid Hybrid On-premises
WPC 2015
1/12/2019 4:53 PM
Hybrid
Hyper-scale
Enterprise effective
Hybrid
Hybrid
On-premises
Azure Stack
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

13. Who are the customers?
Customers that are planning datacenter migrations to the cloud or Hybrid.
Current or potential Azure customers who have workloads blocked due to network performance/security concerns.
Customers who have relationships with ExpressRoute network partners or partners that can connect them to ExpressRoute partners.
Current Azure customers with unused monetary commitment.
Customers who already have Site-to-Site VPN enabled
Skype for Business Online targets (E5)

14. Key sales triggers
Storage: Private, high-throughput access facilitates periodic data migration and replication for business continuity, disaster recovery and retention strategies, media upload for transcoding and StorSimple.
Dev/Test: Move large VMs back and forth between on-premises production environments and Azure Test & Development environments.
Datacenter migration: Move large quantities of VMs from on-premises to Azure.
Hybrid apps: High bandwidth combined with low-latency connectivity provides improved I/O and API response times allowing customers to use Azure as an extension of their datacenters.
Productivity apps: Productivity apps (e.g., Office 365, SharePoint, SfB ) require high bandwidth, low latency pipes in order to serve end users at scale.

15. Where are the customers?
FASTEST
FASTER
NOT SO FAST
SLOW
In datacenters
In “lit” buildings
In wired buildings
In updated sites
Have already extended their networks to a hoster, colo facility, datacenter
Buildings where a carrier has existing high bandwidth fiber facilities with spare capacity
Buildings with network facilities, but not “lit” or no spare capacity
Buildings with no network, or service provider has to build

16. Orchestrating an ExpressRoute sale
Identify ExpressRoute opportunities within cloud sales motions
Review existing Microsoft Cloud Services adoption
Assess customers existing network service carriers
Identify if they already use an existing ExpressRoute connectivity partner
Develop and deliver value prop for ExpressRoute for customer
Sell value of ExpressRoute for workloads that are targeted and investigate ISV solutions
Key steps to win with ExpressRoute 1 2 3 4 6 7 5
STU TSP, CSA, COE,
SI Partner
AM, ATS, STU, SSP, PSS
Steps 1-3 allow you to assess customers cloud adoption plans and existing carrier(s) to develop an ExpressRoute value prop and queue up implementation plans
Step 5 & 6 will help you formulate your ExpressRoute strategy based on the information you gather in step 1-4
Objectives of
the step
Role
responsible
Ensure deployment based on consumption plan
Roles and Responsibilities for driving Azure consumptions
ATS, TAM
This step is key to stay relevant in the account and win future business
Engage customers network services org for technical deep dive
Assess network architecture, bandwidth requirements and implementation steps
Identify and engage customer’s preferred connectivity partner
Let customer choose which carrier to work with
Generate service key when connectivity partner’s service is ready
Validate service and routing policies for Microsoft Cloud services
Use these key steps to help secure your ability to consume more cloud services.
Resource links
ExpressRoute tech talk DL
ExpressRoute sales DL
ExpressRoute Yammer group
ExpressRoute documentation
ExpressRoute Fridays
Network planning for Office 365
Microsoft Confidential

17. Who, what, when - the ExpressRoute conversation
100 level conversations
200 level conversations
level conversations 1
Identify ExpressRoute benefits within existing cloud strategy
Office 365, Dynamics CRM Online, Azure Infrastructure as a Service (IaaS), Azure Platform as a Service (PaaS), Software as a Service (SaaS)
Account manager
Technology strategist
Datacenter specialist
Azure specialist
Office/Skype specialist
ExpressRoute Black Belts
Carrier architects 2
Identify and engage your preferred connectivity partner
Get educated on your carriers cloud connectivity offerings and how they work with MSFT 3
Understand ExpressRoute benefits for desired workloads
Also understand network focused ISV solutions that can help with your workloads
Resource links
ExpressRoute documentation
ExpressRoute Fridays
Network planning for Office 365 4
Involve enterprise network team to understand design
Assess network architecture, bandwidth requirements and implementation steps
Azure
technical specialists
Datacenter technical specialists
SI partner
ExpressRoute Black Belts
Carrier architects 5
Generate service key when connectivity partner’s service is ready
Validate service and routing policies for Microsoft Cloud services

18. Common objections
The internet is good enough – I don’t need a high speed circuit
If you need better performance, more security, more bandwidth...you do!
My customer can’t start consuming Azure until ExpressRoute is in place
You can get Azure consumption started right away using VPN.
AWS Direct Connect is better
Not so fast!! ER has dual circuits with an SLA, bursting capacity, and handles multiple workloads from IaaS to SaaS. Direct Connect does not. Direct Connect also charges usage inter-region.
ExpressRoute is too expensive
There are charges from Microsoft and the connectivity partner, but they are in line with other connectivity costs a customer experiences from their carrier. It is still very important to identify a workload that will drive the need for ExpressRoute.
The ExpressRoute circuit takes 60+ days from the connectivity partner
Installation time from the connectivity partners will vary based on whether or not the customer requires a network buildout and how up to date the customer’s network is. If a customer has a presence in a datacenter or is on the latest network technology, chances are ER can be implemented within days or weeks.

19. Best practices: Dos and Don'ts
Add ExpressRoute into every consumption plan and start early
You must sell ER Premium with Office 365
Show how ER helps DC transformation (Hybrid!!)
Be clear on the pricing model – there’s in most cases a MSFT port and a carrier connectivity charge
Collaborate with your C+E or Productivity peers
Understand the workload and bandwidth requirements (can scale up but not down)
Identify and engage ER partner (customer choice)
Hold joint meetings with customer and partner(s) involved to assist with technical design
Position ARM deployments with updated ExpressRoute opportunities
Escalate level 300+ questions to expressroutetechtalk alias if needed
Try to outsmart the speed of light
Oversell ExpressRoute
Traffic is not encrypted
SLA is not for latency/throughput (availability only)
No native WAN optimization
Quote pricing for ER Partners (too many variables)
Position ER Premium to substitute carrier global connectivity w/ Microsoft backbone
Connect separate companies to a single ER circuit

20. S4 Solutions Specialist Summit
Transformative win
S4 Solutions Specialist Summit
1/12/2019 4:53 PM
Herbalife accelerates member sites globally by helping ExpressRoute for Hybrid Paas & IaaS
Customer profile
Herbalife is multi-level marketing company with over 5 million unique users visiting their sites in 95 countries
Business problem the customer was trying to solve
Herbalife's sales & marketing e-commerce sites are the life blood of the company's revenue. Herbalife needed to utilize hybrid cloud & platform services to address global growth & uptime concerns for their business users and independent distributors
How our Solution was innovative and transformed their business
Herbalife is starting a major cloud transformation from a legacy system called MyHerbalife. The marketing department's AppDev team decided to build their next generation platform on Azure using both IaaS & PaaS. To lay the foundation for hybrid cloud, Herbalife worked with the GBB team & AT&T to light up ExpressRoute. By utilizing Azure, Herbalife's sites have significantly improved overall performance & reliability & the team received very positive feedback from their leadership. Herbalife’s long term goal is focused on updated PaaS offerings for greater efficiency (App Service, SQL DB, Integrated CDN). Herbalife's Azure consumption in FY16 has grown from under $10k per month to $109k per month in December
How and why we were able to win the deal; challenges and learnings
GBB partnered with the Dev Tools team to jointly position our platform to Herbalife. This ultimately lead to a large Dev Tools & Azure Enterprise Architect reupdatedal in January. We evangelized App Service & Dev Tools benefits together to avoid AWS comparisons & pricing. In addition, the ExpressRoute implementation enabled updated workloads & it was a critical component to their hybrid cloud strategy
Current status of deployment and timeline for completion
Customer has started a multi-phase deployment into Azure
Transformative Win form: Link
Customer interested in being a Customer case study or reference? Yes
Opportunity Information
Account Name: Herbalife
Opportunity ID: 6-GRL5GNZNO
Services being consumed: Data Center - ExpressRoute,Modern Apps - Azure App Service
Competitor(s): AWS
Industry: Retail and Consumer Goods
Segment: Corporate: AM EPG
Area: US
Partner: AT&T
Contributing Team
GBB SSP: Dan Takahashi
GBB TSP: Brian Redmond
GBB PSE: Kevin Lopez
Dev Tools SSP: Eric Strait
Dev Tools TSP: Dave McKinstry
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

21. References Awesome web links for more information
1/12/2019 4:53 PM
Awesome web links for more information
ExpressRoute Technical Documentation:
ExpressRoute for Office 365:
Other related services
Microsoft Cloud Services and Network Security:
Azure Virtual Networks:
Network Security Groups:
User Defined Routing:
Azure Virtual Gateways:
Site-to-Site VPNs:
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

22. 1/12/2019 4:53 PM
© 2013 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.

23. Provisioning screenshot 1

24. Provisioning screenshot 2

25. Provisioning screenshot 3