Server & Tools Business

Server & Tools Business
4/14/2017 Cloud optimize your business with Windows Azure Partner overview © 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.

4/14/2017 Contents Reimagining the enterprise: Microsoft Cloud OS Windows Azure overview Why now is the time to sell Windows Azure Key sales scenarios Promotions and offers Next steps and resources © 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.

4/14/2017 Reimagining the enterprise: Microsoft Cloud OS © 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.

4/14/2017 Industry trends driving IT pressures Mobility Apps Can I enable employees to work from virtually anywhere? How can I evolve my business apps to meet new needs? Big data Cloud The industry is seeing one of the largest IT transformations and it is driven by the following trends: mobility, apps, big data and cloud The proliferation of devices and integration of technology has changed the way people live and work. It has opened the door for a multitude of new applications designed to meet every need. These applications are social, they're mobile, and they need to be scalable which means many will have a cloud backend. These trends are forcing IT to answer new and different questions. How can you enable a mobile workforce -- work from virtually anywhere and from most devices? How can you evolve applications to meet new demands? How can you help the business make faster and better decisions? And how do you help ensure your infrastructure can and will scale to meet demand? How do I help my business make faster decisions? How can I ensure my infrastructure will scale to meet demand? © 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.

4/14/2017 Transforming IT to address new questions Mobility Great user experience from virtually anywhere Microsoft answer: Apps Modern, agile apps for new scenarios Cloud OS Big data Access to data, any size, from virtually anywhere Powerful analytics in familiar tools The Cloud OS is Microsoft’s hybrid cloud solution comprised of Windows Server, System Center, Windows Intune, SQL Server and at its core, Windows Azure With shared planning, development, engineering and support across these technologies, we’re bringing a comprehensive solution to help support your business across a number of fronts - from infrastructure, to data, to apps and devices. Mobility: Microsoft solutions enable you to deliver a consistent and GREAT user experience from virtually anywhere, on many devices, with a way to help manage and protect it all. Apps: Microsoft enables modern business applications so that you can quickly extend applications with new capabilities and deploy on multiple devices. Data: Cloud OS will help you unlock insights on virtually any data, making it easier for people to access and perform analytics, with the tools they already use - like SharePoint and Excel - on data, any size, from virtually anywhere. Cloud: Helps to power your infrastructure so that you can drive all of your application, compute, networking, and storage needs in a consistent experience regardless of whether you are deploying your workloads on- premises or scaling in the cloud. Microsoft helps enable the transformation of IT via Cloud OS. Cloud On-demand scale, real-time performance Infrastructure designed to withstand almost any failure Resources managed at datacenter scale Windows Azure Windows Server Microsoft SQL Server Microsoft System Center Windows Intune © 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.

4/14/2017 Hybrid design differentiates Microsoft’s Cloud OS Customer Service provider Microsoft Consistent platform ONE Flexible development Unified management Common identity Integrated virtualization What makes Microsoft Cloud OS vision different is the “hybrid design” at the core. You benefit from a common and consistent approach to development, management, identity, security, virtualization and data – spanning on-premises to cloud – your private cloud, a service provider cloud and Windows Azure, Microsoft’s enterprise public cloud. This is powerful for a number reasons: Flexible development: Developers can code once and deploy and migrate workloads virtually anywhere – either on-premises or in the cloud Unified Management: Manage all your physical and virtual infrastructure resources, across clouds, in a single pane of glass. Common identity: With a federated Active Directory and multi-factor authentication, you get a common identity across clouds so your customers can enjoy a single-sign on experience. Integrated virtualization: Computing is virtualized and extended to other areas like storage and networking that are costly in your customers’ environment Complete data platform: Your customers’ data can reside virtually anywhere across these three clouds. Your customers can tap into virtually all of that data as needed Complete data platform Windows Azure Windows Server Microsoft SQL Server Microsoft System Center Windows Intune © 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.

4/14/2017 Windows Azure overview 7 © 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.

4/14/2017 Windows Azure Infrastructure as a Service (IaaS) At-A-Glance Applications Data Customer managed Runtime Middleware O/S Virtualization Servers From an IaaS perspective, Windows Azure is a cost-effective alternative to offload hardware and software resources and demands from on-premises and into the cloud to provide customers more IT agility and cost- effective solutions to better manage their IT resource mix Virtualization Storage Storage Servers Networking Networking © 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.

4/14/2017 Windows Azure Platform as a Service (PaaS) At-A-Glance Applications Data Customer managed Virtualization Virtualization With PaaS, Windows Azure offers your customers a solution to offload their platform components including virtualization, servers, storage, networking, runtime, middleware, and OS to again provide a cost-effective agile way to manage their IT budget and resources Servers Servers Networking Middleware Storage Storage Runtime O/S Networking Runtime Middleware O/S © 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.

Why now is the time to sell Windows Azure
4/14/2017 Why now is the time to sell Windows Azure 10 © 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.

$43.3b US public IT cloud services revenue in 2016 5X Growth rate of public IT cloud services revenue as compared to IT industry overall Take advantage of the tremendous market opportunity for the public cloud to grow your business 18.5% US CAGR 45% IT budget devoted to cloud initiatives in 2016 You should take advantage of this tremendous opportunity to build out your practice with Windows Azure. As illustrated by the numbers, there is a huge market for IT cloud services and the projected growth rate is explosive. More companies are moving to the cloud and you should be at the forefront to advise your customers while building out your cloud practice. 81% US companies already using public cloud 85% Number of new IT firms that will start their business on public cloud in 2013 Source: IDC Server Workloads Study 2013 Source: IDC 2013 WW Server Tracker Source: IDC, Gartner, Northbridge and GigaOm survey, Team analysis Source: Morgan Stanley % of respondents expecting to use IaaS by YE2014 – By Vendor (Greater than $1B) 11 © 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.

4/14/2017 Growing your business with Windows Azure Microsoft helps you expand your role as a service provider and business advisor. Broaden your customer base and services Grow revenues and increase margins Accelerate your speed to market Reach new customers Upsell other software and services to existing customers Windows Azure hybrid cloud differentiates your services, allowing customers to evolve their business with the cloud Recurring revenues establishes long term relationships with your customers Margins increase as partners learn how to offer fixed fee engagements with optimized delivery and higher level of services Enables partners to differentiate by bundling their own IP alongside other cloud offerings Cloud software is easier to develop, test and take to market Lowers the barriers to entry to offer managed services © 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.

4/14/2017 Key sales scenarios 13 © 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.

4/14/2017 Top Windows Azure business opportunities Hybrid cloud storage SharePoint development, test and production SQL Server development and test SQL Server disaster recovery and backup Identity and access management These are the Windows Azure core service areas that your customers can use to help their business. Storage SQL Server development and test SQL Server disaster recovery and backup SharePoint development, test and production Identity and information access © 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.

4/14/2017 Top Windows Azure Business Opportunities Hybrid cloud storage SharePoint dev, test, and production SQL Identity and access management SQL dev / test SQL backup Single solution for archive, backup and disaster recovery Compresses data up to 90% from on-premises solutions Cost reduction up to 80% Extend datacenter to cloud for both production and dev/test, without rewriting the app VM mobility: Move VMs across clouds – private, public, or hosted Single point of contact for support of entire stack Extend datacenter to cloud for app dev/test (ex: app compatibility testing for SQL Server upgrades) VM mobility: Move VMs across clouds – private, public, or hosted Single point of contact for support of entire stack On-demand capacity and scalability Built-in high availability for primary storage, backup, archive and disaster recovery (DR) Cost-effective, geo-redundancy Single, integrated sign-on across on-premises and cloud Create and manage identities in the cloud Help secure access to on-premises and cloud apps Value proposition Windows Azure with StorSimple Windows Azure (IaaS) Windows Azure (IaaS) Windows Azure (IaaS and storage) Windows Azure Active Directory; Windows Azure multi-factor authentication Solution $50K - $200K $35K - $ 200K $25K - $150K Backup - $15K – $50K Data recovery – $50K - $200K $3K - $5K Avg. deal size © 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.

4/14/2017 Hybrid Cloud Storage Help your customers reduce their storage costs by 60–80% with Windows Azure Situation One of your customers biggest budget line items is on enterprise-grade, on-premises data storage solutions to retain and protect business data. Customer pains Enterprise storage is one of the highest cost elements of any customer IT environment Managing storage to ensure SLAs, disaster mitigation, and compliance is complex and requires several vendor stacks The answer Lead primary storage: Windows Azure (storage) with StorSimple; CommVault (Server); EVault (devices) Avg. deal size $50K - $200K Why Windows Azure with StorSimple? With Windows Azure and StorSimple, you get: Single solution to archive, backup, and provide disaster recovery Up to 80% cost reduction for data storage and management. Azure storage compresses the storage up to 90% from on-premises solutions, ultimately leading to smaller chunks of data that need to be stored Improved data availability and protection with automated data tiering and cloud snapshots • Keep hot data close to the user, move cold data to the cloud, and let Microsoft ensure the data is secure with StorSimple Accommodates data growth. No need to requisition and install hardware Customer offers You can get additional Azure credits, deployment funding, and the StorSimple appliance for commitments upwards of $50K Starter offers for IaaS/PaaS (valid through 3/31/2014) Offer commit1 Additional Windows Azure credit with promotion2 Deployment accelerator3 $25,000 $0 $4,000 $50,000 $2,500 $9,000 $100,000 $8,000 $14,000 $200,000+ $20,000 $22,000 StorSimple ASAP offers (valid through 6/30/2014) Offer commit1 StorSimple appliance StorSimple support Deployment accelerator3 $50,000 (42 CPS units)4 One 7020 1 year Gold $2,000 (remote install) $4,000 (onsite install) (84 CPS units)4 One 7020 or One 7520 3 years Gold or The purchase of both Azure and Azure support will count towards offer qualification. Two support options are available – Azure standard support at $3600 and Azure pro-direct support at $12K Available from Nov 1; any monetary bonus remaining at end of annual subscription period will expire; one bonus per qualifying enrollment, per customer Partner reimbursement provided up to 4 months from date of Windows Azure purchase, funds paid directly to qualified partner; existing SA customer can combine planning services voucher(s) with offer to extend scope of work. Valid from September 1, 2013 to March 31, 2014 CPS Units represent the annual quantity of the Monetary Commitment SKU (6QK-00001) that must be purchased to meet the offer commitment requirement. Purchase of Support will offset the Commitment purchase amount © 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.

Top probing questions: Hybrid Cloud Storage with StorSimple
Storage is probably one of your biggest budget line items that continues to grow in line with the growth in data being created. Do you use EMC or Net App or other large storage vendor? How much do you spend and when is your next purchase? Are you managing several dispersed hardware and software solutions to address your varying storage needs? What is the data rate of growth year-over-year in your business? How do you manage all of this data so that you can access the data you need when you need it? How much of your data do you access most frequently? What is your backup strategy (i.e. tape backup) in case of a disaster that causes one of your datacenters to go down? How long does it take you to get your backup? How much does it cost? Have you had any issues with your existing backup solution (i.e. ever have a tape go bad)? © 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.

4/14/2017 SharePoint development, test and production Deliver greater agility and lower costs by running SharePoint on Windows Azure Situation Your customer is provisioning on-premises infrastructure to application owners for SharePoint development and test. Your customer wants to reduce their on-premises footprint and is evaluating migrating their SharePoint farms to the cloud. Your customer may have a proven appetite for the cloud with Office 365 and the next workload to consider is SharePoint. Customer pains Cannot take advantage of cloud benefits to scale SharePoint and SharePoint developer environment On-premises custom SharePoint applications or applications that require anonymous access cannot move to SharePoint Online with Office 365 Continuing to support on-premises infrastructure while there is a desire to eliminate or reduce on-premises footprint The answer Windows Azure (IaaS) Avg. deal size $35K-$200K Why Windows Azure? Extend or migrate VMs to Windows Azure for development, test and production – without rewriting the app VM Mobility: Move VMs back and forth between Windows Azure and private or hosted clouds, with flexibility to deploy in production on-premises or in the cloud Single point of contact for support of entire stack Customer offers Offer: Commit to Windows Azure and get extra Windows Azure for free and service dollars to deploy! It gets better: Windows Azure and Windows Azure support spend will both count toward offer credit Existing Software Assurance (SA) customer can combine planning services voucher(s) with offer to extend scope of work C Starter offers for IaaS/PaaS (valid through 3/31/2014) Offer commit1 Additional Windows Azure credit with promotion2 Deployment accelerator3 $25,000 $0 $4,000 $50,000 $2,500 $9,000 $100,000 $8,000 $14,000 $200,000+ $20,000 $22,000 The purchase of both Azure and Azure support will count towards offer qualification. Two support options are available – Azure standard support at $3600 and Azure pro-direct support at $12K Available from Nov 1; any monetary bonus remaining at end of annual subscription period will expire; one bonus per qualifying enrollment, per customer Partner reimbursement provided up to 4 months from date of Windows Azure purchase, funds paid directly to qualified partner; existing SA customer can combine planning services voucher(s) with offer to extend scope of work. Valid from September 1, 2013 to March 31, 2014 © 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.

Top probing questions: SharePoint development, test and deployment
Where do you get the additional hardware, CPU and storage to create and test applications? How long does it take to provision VMs with a production replica for development and testing? Are your business units buying new hardware or using public cloud vendors like Amazon Web Services for development and testing? With centralized IT, how do you deal with policy and compliance violations from these shadow IT operations? How do you load test your SharePoint applications as part of development and testing? How are you planning to do application compatibility testing for your legacy SharePoint applications? As an Office 365 customer, have you considered moving your SharePoint apps online as well to free up datacenter capacity? Do you have highly customized applications that you would like to move to the cloud to free up datacenter capacity? Do you have custom SharePoint apps you are running on Amazon Web Services (AWS)? Are you concerned about how you are going to get support for SharePoint in AWS? Do you have public SharePoint sites that require anonymous access that you would like to move to the cloud to free up datacenter capacity? For seasonal applications, are you able to easily scale-up or scale-down with respect to demand? © 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.

4/14/2017 SQL Server development and testing Help customers increase agility and decrease costs Situation Your customer is provisioning on-premises infrastructure to application owners for SQL application development and test Customer pains Can’t take advantage of cloud benefits to scale SQL Server developer environment Takes too long to provision hardware for development and test Limited hardware and budget to grow on-premises datacenter capacity. Customers are looking for ways to free up on-premises datacenter capacity. The answer Windows Azure (IaaS) Avg. deal size $25K – $150K Why Windows Azure? Extend datacenter to Windows Azure VMs for dev/test. Ideal for SQL Server app compatibility testing VM Mobility: Move VMs back and forth between Windows Azure and private or hosted cloud, making on-premises production deployment easier Single point of contact for support of entire stack Shared engineering and development between Windows Azure and SQL Server teams to deliver an ideal public cloud platform for SQL Server apps Customer offers Offer: Commit to Windows Azure and get extra Windows Azure for free and service dollars to deploy! It gets better: Windows Azure and Windows Azure support spend will both count toward offer credit Existing Software Assurance (SA) customer can combine planning services voucher(s) with offer to extend scope of work Starter offers for IaaS/PaaS (valid through 3/31/2014) Offer commit1 Additional Windows Azure credit with promotion2 Deployment accelerator3 $25,000 $0 $4,000 $50,000 $2,500 $9,000 $100,000 $8,000 $14,000 $200,000+ $20,000 $22,000 The purchase of both Azure and Azure support will count towards offer qualification. Two support options are available – Azure standard support at $3600 and Azure pro-direct support at $12K Available from Nov 1; any monetary bonus remaining at end of annual subscription period will expire; one bonus per qualifying enrollment, per customer Partner reimbursement provided up to 4 months from date of Windows Azure purchase, funds paid directly to qualified partner; existing SA customer can combine planning services voucher(s) with offer to extend scope of work. Valid from September 1, 2013 to March 31, 2014 © 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.

Top probing questions: SQL Server development and testing
Where do you get additional hardware, CPU and storage to develop and test applications? How do you budget for datacenter capacity for development and testing when demand is variable? How long does it take for IT to provision VMs with a production replica for development and testing? Are you/your business units buying new hardware or using public cloud vendors like Amazon Web Services to quickly set up a development and testing environment? As central IT, how do you deal with policy and compliance violations from these shadow IT operations? How do you load test your SQL Server applications as part of development and testing? If you are upgrading to SQL Server 2012, how are you planning to do application compatibility testing for your business applications? © 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.

4/14/2017 SQL Server disaster recovery and backup Deliver a cost-effective and scalable business continuity solution for SQL Server on Windows Azure Situation Your customer is using SQL Server (or Oracle) databases and is planning for backup, disaster recovery, or evaluating a storage purchase to back up their databases. Customer pains Customer needs a robust, but affordable backup and business continuity solution. A separate datacenter or colocation facilities are cost-prohibitive. Customer is looking for ways to free up on-premises datacenter capacity. The answer Windows Azure (IaaS) Avg. deal size Backup - $15K – $50K Data recovery - $50K – $200K Why Windows Azure? On-demand capacity and scalability with built-in high availability for storage, backup, and disaster recovery. Ideal use cases include secondary replica for scaling, offloading reporting, and backup Get geo-redundancy and cost effectiveness with Windows Azure – right out of the box Move SQL VHD VMs between Azure and private cloud Save up to 60% compared to an on-premises SAN or tape solution Encrypted backup to Windows Azure for enhanced security Customer offers Offer: Commit to Windows Azure and get extra Windows Azure for free and service dollars to deploy! It gets better: Windows Azure and Windows Azure support spend will both count toward offer credit Existing Software Assurance (SA) customer can combine planning services voucher(s) with offer to extend scope of work Starter offers for IaaS/PaaS (valid through 3/31/2014) Offer commit1 Additional Windows Azure credit with promotion2 Deployment accelerator3 $25,000 $0 $4,000 $50,000 $2,500 $9,000 $100,000 $8,000 $14,000 $200,000+ $20,000 $22,000 The purchase of both Azure and Azure support will count towards offer qualification. Two support options are available – Azure standard support at $3600 and Azure pro-direct support at $12K Available from Nov 1; any monetary bonus remaining at end of annual subscription period will expire; one bonus per qualifying enrollment, per customer Partner reimbursement provided up to 4 months from date of Windows Azure purchase, funds paid directly to qualified partner; existing SA customer can combine planning services voucher(s) with offer to extend scope of work. Valid from September 1, 2013 to March 31, 2014 © 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.

Top probing questions: SQL Server disaster recovery & backup
Data backup and disaster recovery are a top priority. What is your current strategy to back up your databases and ensure the data is highly available at all times? How much does it cost? Are you spending a fortune to manage all your databases with on-premises datacenter capacity? How often do you need access to all of the data that you have collected? Are the demands on your on-premises SQL server for both OLTP and BI putting stress on your SQL Server infrastructure? © 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.

4/14/2017 Identity and access management Extend your Office 365 & Dynamics CRM conversations with Windows Azure Situation Your customer has purchased Office 365 or Dynamics CRM and is looking to enable single sign-on using on-premises identity Customer pains Lack of single, integrated authentication for users between on-premises and cloud-based applications Massively-adopted, highly customized on-premises Active Directory capabilities are needed for cloud apps No on-premises Active Directory Security & compliance risks associated with users accessing on-premises or cloud applications from various devices The answer Windows Azure Active Directory (WAAD); Windows Azure Multi-Factor Authentication (MFA) Avg. deal size WAAD $3K – $5K MFA $2/user per month Why Windows Azure? Enable single sign-on across multiple cloud applications Integrate with on-premises Active Directory Create and manage identities in the cloud Help secure access to on-premises and cloud apps Customer offers Offer: Commit to Windows Azure and get extra Windows Azure for free and service dollars to deploy! It gets better: Windows Azure and Windows Azure support spend will both count toward offer credit Existing Software Assurance (SA) customer can combine planning services voucher(s) with offer to extend scope of work C Starter offers for IaaS/PaaS (valid through 3/31/2014) Offer commit1 Additional Windows Azure credit with promotion2 Deployment accelerator3 $25,000 $0 $4,000 $50,000 $2,500 $9,000 $100,000 $8,000 $14,000 $200,000+ $20,000 $22,000 The purchase of both Azure and Azure support will count towards offer qualification. Two support options are available – Azure standard support at $3600 and Azure pro-direct support at $12K Available from Nov 1; any monetary bonus remaining at end of annual subscription period will expire; one bonus per qualifying enrollment, per customer Partner reimbursement provided up to 4 months from date of Windows Azure purchase, funds paid directly to qualified partner; existing SA customer can combine planning services voucher(s) with offer to extend scope of work. Valid from September 1, 2013 to March 31, 2014 © 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.

Top probing questions: Identity and access management
How do you enable your end users to easily authenticate into their applications in a controlled manner? How much time will it take you to apply your customized Active Directory to your new cloud-based applications? Do you have applications that customers and partners need to log into using their own credentials? Do you have applications which you would like to let users log into with identities from Facebook, Google, Microsoft, and other identity providers? Multi-factor authentication Do you have sensitive information that your employees, partners, vendors, or end users need to securely access? What is prompting you to evaluate your security and information access policies today? (If prospect currently has RSA tokens) When are your tokens expiring? When does service renew? Why not just buy more tokens? © 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.

4/14/2017 Windows Azure offers* Microsoft is here to help you and your customers every step of the way Starter Offer (avail. until 3/31/2014) & Cloud OS Accelerate Customer commits Upfront Azure commitment** $15,000 $25,000 $50,000 $100,000 $200,000 Customer gets Starter offer: Promotional credit*** $0 $0 $2,500 $8,000 $20,000 Partner may get Cloud OS Accelerate (COSA)**** Up to $7,500 Up to $7,500 Up to $15,000 Up to $15,000 Up to $15,000 Partner gets Starter offer: Deployment accelerator***** $0 $4,000 $9,000 $14,000 $22,000 *MPN Partners Only – DO NOT DISTRIBUTE. This material is provided solely for informational purposes; speak with your Microsoft liaison for full program details, terms and conditions. **Customer can combine revenue commit with the purchase of Standard or Pro-Direct support plans to meet the Upfront commitment. ***Promotional credit available until June 30, 2014; any promotional credit remaining at the end of annual subscription term will expire; one bonus per qualifying enrollment per customer. ****To be eligible for the COSA Program, the US partner must hold Gold or Silver status in the applicable competency by scenario, as listed in the Program Components and Requirements. A Microsoft Customer Relationship Management (PSX) opportunity is required for all COSA nominations. Potential Funding Available - up to a maximum of $50,000 per partner in the aggregate, for all U.S. based programs. Eligibility for funding determined based on: (1) Microsoft core server revenue generated (2) Expected return on investment (3) Microsoft’s Strategic Priorities. Funding related determinations will be made in Microsoft’s sole discretion based upon, among other things, the factors set forth US Cloud OS Accelerate (COSA) Program. Microsoft reserves the right to modify, amend or terminate the COSA Program or the above components or requirements without notice. ***** Starter Deployment Funds available until March 31, 2014; third party partner reimbursement provided up to 4 months after date of Windows Azure purchase; funds paid directly to qualified third party partner; one offer per qualifying enrollment per customer; deployment funding is not stackable. © 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.

4/14/2017 Windows Azure offers* Get help with your backup strategy and deployment from Microsoft and key storage partners StorSimple Offer (avail. until 6/30/2014) & other device and service storage offers Customer commits Upfront commitment** $25,000 $50,000 $100,000 $200,000 ($160,000 for CommVault only) Customer gets StorSimple*** (server) N/A StorSimple appliance 1 yr. Gold Support StorSimple appliance with 3 yrs. Gold Support OR StorSimple appliance with 1 yr. Gold Support Customer gets eVault**** (device) $2,500 promotional credit Unlimited Endpoint Protection licenses for 1 yr w/ deployment 1 yr. maintenance & support $50K of Azure storage covers 2-3K devices $8,000 promotional credit Unlimited Endpoint Protection licenses for 1 yr w/ deployment 1 yr. maintenance & support $100K of Azure storage covers 4-5K devices 1K Endpoint Protection licenses for 6 mos. 6 mos maintenance & support Customer pays $5,750 for deployment Customer gets CommVault**** (server) 32TB Simpana archiving for 1 yr. 1 day remote deployment 1 yr maintenance and support $2,500 promotional credit 64TB Simpana archiving for 1 yr. 2 days remote deployment 1 yr. maintenance and support $8,000 promotional credit 128TB Simpana archiving for 1 yr. 4 days remote deployment 1 yr. maintenance and support $8,000 promotional credit 10TB Simpana backup for 1 yr. 22TB Simpana archiving for 1 yr. 2 days onsite deployment 1 yr. maintenance and support Partner delivers StorSimple Deployment accelerator*** N/A $2,000 remote install $4,000 onsite install $2,000 remote install $4,000 onsite install $2,000 remote install $4,000 onsite install *MPN Partners Only – DO NOT DISTRIBUTE. This material is provided solely for informational purposes; speak with your Microsoft liaison for full program details, terms and conditions. **Customer can combine revenue commit with the purchase of Standard or Pro-Direct support plans to meet the Upfront commitment. ***StorSimple Deployment Fund includes deployment via a qualified partner; $4,000 per appliance for onsite installation, or $2,000 per appliance for remote installation paid directly to the partner. Partner deployment offer available until June 30, 2014; partner reimbursement provided up to 4 months after date of Windows Azure purchase; maximum of up to 6 appliances; one offer per qualifying enrollment per customer; offer cannot be broken up or combined with other deployment offers. Additional costs will be applied to extend support plans for additional years or to upgrade to platinum support. ****Available from Nov 1; any monetary bonus remaining at end of annual subscription period will expire; one bonus per qualifying enrollment, per customer. © 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.

4/14/2017 Next steps & resources 28 © 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.

Get started today!     
4/14/2017 Get started today!  Use Windows Azure for your own environment  Enhance your Windows Azure skills Upload existing apps as virtual machines  Design new apps natively on Windows Azure  Take advantage of Microsoft go-to- market programs  Create an app and scale on the dev/test offer Certify your skills and certify your apps Upload your existing apps to the cloud in Virtual Machines Add to your existing apps and develop new ones on the Windows Azure platform Reach new customers, advertise, and get your apps discovered Faster speed to market High-value services & exclusive partner benefits Reduced costs & faster speed to market Reduced costs & faster speed to market Extended market reach & faster speed to market Windows Azure office numbers by location other than the US: Australia English Austria German Belgium English, French Brazil Portuguese Canada English Chile Spanish Colombia Spanish Denmark English Finland English France French Germany German Hong Kong English India English Ireland English Israel English Italy Italian Japan Japanese Luxemburg German, French, English Malaysia English Mexico Spanish Netherlands English New Zealand English Norway German, French, English Peru Spanish Philippines English Poland Polish Portugal Portuguese Puerto Rico Spanish Singapore English Spain Spanish Sweden English Switzerland German, French, English Trinidad and Tobago English UK English United States English Get Windows Azure credits to use for your internal applications Check out the MSDN dev/test Offer Investigate earning a competency Review new content – battlecards, datasheets, and more Learn how to create a virtual machine Download the Windows Azure training kit Check out our forums, sample applications, and downloads Become a Microsoft partner For more information about Windows Azure, visit the website, or call (US) Learn more about Cloud OS resources © 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.

4/14/2017 © 2013 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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. 30 © 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

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