Presentation on How to build your Windows Azure Practice

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Building a WindowsAzure PracticeDRAFTPresented by Travis JonesJune 28, 2010

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Agenda

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Agenda

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Clients are facingexceptional challenges in the marketplaceBold companies emerge strongerCurrent economic conditions challenging"CEOs are maintaining tight cost control to deliver better margins and more cash to cope with the continuing economic turbulence.”Mark Raskino, Vice President and Fellow at GartnerChallenges:Reduce expenditures rapidly without harming recovery development outlook

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Generate successfuldeliverables, while operating with reduced budgets

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Withstand market instabilityand ambiguity

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Protect revenuestreams and find new paths to profit“In the end, those too slow to adopt to the benefits of cloud…are likely going to face serious and growing economic and business disadvantage.”Dion Hinchcliffe, Founder, Web 2.0 UniversityFocus Areas:Focus on operational efficiency more than rivals

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Cut costs tosurvive today, but still invest for tomorrow

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Invest in technologiesthat help the bottom lineSource: http://hbr.org/2010/03/roaring-out-of-recession/ar/1?cm_mmc=npv-_-HBR_UPDATE-_-2010-_-MARSource: : http://www.zdnet.com/blog/hinchcliffe/eight-ways-that-cloud-computing-will-change-business/488

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Cloud computing isfinally emerging from the hype and your customers are facing new challenges“With the flexibility of cloud computing, we can focus on building and delivering new features to our customers—helping us increase our competitive advantage.”Andy Lapin , Director of Enterprise Architecture , Kelley Blue Book“By 2012, 80% of Fortune 1000 enterprises will be using some cloud computing services, 20% of businesses will own no IT assets.”Innovation in the cloud computing environment will continue to bring changes to business processes

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Cloud computing solutionswill require partners to develop new capabilities and services across the entire service provisioning lifecycleCloud computing is one of the most critical investments CIOs are contemplating todayTop 10 Technology Priorities (2010)Top 10 Business Priorities (2010)Source: Gartner EXP (January 2010)

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The need toprovide a flexible and dynamic ecosystem exists across an organizationCEOCFO\CIO“I need the organization to become more agile to take advantage of changing market dynamics.”“We need to reduce our total cost of ownership and prioritize business initiatives rather than IT imperatives.”Product ManagerDirector, Operations“I cant wait for IT to procure capacity, we need to take our product to market now.”“I need operational transparency so that we can align our investments with the business needs .”Sales Account ManagerIT Administrator“I need solutions that scale with our customers and provide greater mobility for more devices.”“I need to reduce the amount of time my team is spending keeping systems operational and maintained.”

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Global instability andbusiness challenges are forcing organizations to optimize IT effortsFacing an unprecedented economic environment…business has responded by transforming…causing new technologies to emerge.Economic ChangesBusiness Changes Technology ChangesReduction of operating and capital expenditures

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Increased competition forfewer resources

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Do more withless

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Focus on corevalue-add activities

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Improve agility tostay competitive

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Leverage existing assetsto expand

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Shift from informationtechnology to business technology

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Technology erases infrastructurecomplexity

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Globalization Customers havefoundational questions that need to be answeredWhat is Cloud Computing?How will cloud impact my policies and processes?“It seems like a new name for something that's been around for a long time.”“A server in the cloud is the simplest way to think of it.”“I am not sure how I can use the cloud or if it will reduce costs.”“Am I ‘on’ the cloud, or ‘in’ the cloud?”“Maybe I’m an idiot, but I have no idea what anyone is talking about. What is [cloud]?" – Larry Ellison, Oracle CEOConversations around cloud computing can be messy, because of confusion on definitions of ‘the cloud’ and how to utilize the technology.

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Cloud computing providesopportunities for businesses to optimize uptime, agility, and efficiencyNew EconomicsReduced ManagementIncreased ProductivityNo patching, maintenanceFaster deploymentRobust multi-layered securityReliability and fault-tolerancePay for what you useLower and transparent costsShift from capex and opexAccelerate speed to valueLatest software for usersInternet collaboration Anywhere accessInstant self-provisioning

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High Level Cloudcomputing Overview – “Refresher”“IaaS”“SaaS”“PaaS”Infrastructure as a ServicePlatform as a ServiceSoftware as a Service consume it build on it migrate to itCachingEmailApplication DevelopmentLegacyCRMNetworkingCollaborativeDecision SupportFileSecurityWebTechnicalERPStreamingSystem MgmtWorkloads

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Agenda

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Cloud Services Revenueto grow 24% to touch $44B by 2013 IDCIDC All Up Cloud Market SizingRevenue $ billionTotal: $15.5 BTotal: $44.9 BSource: IDC (March 2010) Bringing the Private Cloud to the Data CenterIDC Cloud Market Sizing  From 2009 to 2013: SaaS to grow at a 21% compound annual growth rate to touch $17.6 billion PaaS to grow at 20% compound annual growth rate to $14 billion IaaS to grow at 35% compound annual growth rate to $13.3 billion

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SaaS and PaaSopportunity growth is interlinked70% of all SaaS business applications will potentially use PaaS (as the platform) for offering the customer-facing application. [Forrester]Forrester PaaS Market SizingForrester PaaS Market Sizing  From 2009 to 2013 PaaS market to grow at a 91% CAGR to touch $ 8.9 billionISV Opportunity‘ISV on PaaS’ segment to grow from $ 0.02 billion to $ 3.18 billion at a CAGR of 175%

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Up to 20%of all business applications offered by ISVs will be in an SaaS deployment by 2016Source: IDC (Sep 2009) Cloud Computing 2010, An IDC Update; Forrester (July 2009) Platform as a Service Market Sizing

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IT Services Relatedto Cloud Computing to accelerate to 35.6%GartnerCloud IT services are expected to more than triple over the next three yearsCloud Computing Revenue Growth Projections (2009-2013)Source: Forecast: Understanding the Traditional IT Services Opportunities Related to Cloud Computing, Worldwide,2009-2013, Gartner (October 2009)

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New opportunities existacross the ecosystem for all partnersDistributionSales and MarketingOperationsChannel dynamicsDeploymentDelivery rhythmSubscriptionsCustomer acquisitionARPU, churn, renewal24/7 businessCapital expenditurePartnershipsThe bottom line: “Early adopters are finding serious benefits, meaning that cloud computing is real and warrants your scrutiny as a new set of platforms for business applications.” Forrester

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Cloud computing providesa range of opportunities for partnersDeveloperAggregatorImplementerDevelop new applicationsExtend existing applications, including geographyUtilize Windows Azure for computational workStrategy ConsultingTechnical AssessmentsCapacity & Expansion PlanningApplication DevelopmentMigrationSupport and TrainingPerformance TestingIncrease range of services offeredAssess, Plan, Support organizations adoption of cloud servicesMigrate on-premise applicationsIntegrate on-premise applications and cloud-based applications togetherRecurring revenue streamsIncreased service based opportunitiesIncrease range of services offered including geography

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Windows Azure isa priority for MicrosoftCapabilities & SolutionsField PrioritiesPartner SupportManagement focus throughout organizationAccount management focus through commitmentsWindows Azure revenue targetsWindows Azure readiness support is a top priority. New materials/information is being deployed daily for partnersWindows Azure and other services are releasing new capabilities continuallyPartners can obtain support from all Microsoft contact pointsPartner Network regularly releasing materials\training

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Agenda

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The evolution ofcomputingWindows Azure is an integrated cloud solution, utilizing Microsoft products already familiar with IT professionalsMobile / otherbrowserDeveloper ExperiencePC browser applicationsUse existing skills and toolsComputeStorageRelational dataAccess controlManagementManagementService Bus On-premisesLeveraging Existing IT InvestmentsHybrid applicationsLOB Applications

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The Windows AzureDifferenceKey DifferentiatorsOpportunities to Use Windows Azure.NET developers can leverage existing knowledge – smaller learning curve

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Provides relational (SQLAzure) and non-relational storage

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Controls OS (WindowsAzure, Windows Server) and virtualization layers

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Windows Azure isenterprise-ready and is supported in Microsoft datacenters

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Windows Azure supports“private” cloud on-premise solutions to customer and partners

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Supports both Microsoft& open-source tools and languagesThere are multiple ways for businesses to utilize Windows Azure, from creating new solutions to migrating existing ones

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Microsoft Windows AzureVision and StrategyWindows Azure StrategyWindows Azure TodayWindows Azure VisionSimplify migrations from on-premise to the cloudOffering shared model for improved elasticity, tenant customization/provisioning and lower TCOAppeal equally to ISV’s, Developers and EnterprisesShared hardware model (PaaS & IaaS)Strong Channel & Partner ecosystemFull range of offerings (including SaaS)Best positioned to support customers with shared hardware platformsWell-suited to support enterprise customersFocus on enhancing Windows Azure to support full range of SaaS offerings i.e. VM RoleWidening customer base to include those without existing on-premise infrastructureDeep investment in infrastructure and management software layers across the globe

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Partner Opportunities withinthe CloudCloud Service OfferingsTraditional Service ModelsBusiness ConsultingAssessments/PilotsSystems IntegrationSolutionsSoftware DevelopmentOutsourcingSLA Management

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Microsoft: Your Partnerin the Cloud (SI)SIs can offer assessment services, migration tools, integrate applications/web services, manage support services, and create training tools to leverage cloud.SIISVSpeed Up DevelopmentGenerate Revenue by Providing New Efficient Choices to Your CustomersChoose a Dependable Partner with a Large EcosystemAugment existing applications using Azure services comprehensive, interoperable, business class featuresBlend your customer on-premises IT assets with cloud computing capabilitiesMigrate legacy solutions to Windows AzureMove applications without re-architecting the infrastructureProvide your customers with efficient investments which scale as they growFamiliar developer experience: Visual Studio integrationWindows Azure is designed for interoperability(SOAP, REST XML)Support for popular programming languagesReduce the barriers associated with large or slower deployments by leveraging the agility of AzureAccelerate your sales cycle by providing solutions with little to no dependency on your customer IT Microsoft is a market-leading platform infrastructure provider– as its core businessReliability (Proofpoints)Security StandardsAutomated ManagementMicrosoft’s large partner ecosystem makes it easy to establish relationships with ISVs that you can integrate Azure Services into your customers’ existing environment

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Microsoft benefits includeshifting IT resource focus towards core value adding activitiesOn PremisesCost BreakdownWindows Azure SolutionCost Breakdownnew capacityor cost savingsApp DevHardware/HostingSupportCost savedInfrastructure Maturity ModelSource: Making the Windows Azure Platform Real for the CIO:An MSIT Perspective, 05/31/2010Windows Azure accelerates Infrastructure MaturityLower levels of infrastructure maturity:Have higher potential IT benefitsIntroduce agility and efficiency into organization behavior quickly

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Customers will benefitfrom moving to Windows AzureTranscend ComplexityAgile InfrastructureSustainedAdvantageRapid deployment of new business solutionsFocus IT on driving the business not maintenanceLow ongoing infrastructure costsUtilize familiar development toolsHelps provide a secure and compliant platformScale capacity up and down on demandTransparent ROIOpportunity for extra functionality

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Delivering the rightWindows Azure Service – Solution Selling4 Utilization Patterns5 IT Scenarios

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Pain PointsWindows Azure ServicesTarget ScenariosWindows Azure Solution Selling Framework: Data Center ExtensionApplication portfolios:

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running on endof life hardware

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with highly variableload usage

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Reduction of operationaloverhead in on-premises data-centerWindows Azure (Compute/Storage)SQL AzureAppFabricLow risk applications (non-mission critical and/or no PII implications)

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Marketing campaigns /events

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Disaster response /recoveryCustomers with considerable investments in their data centers may find themselves with significant capacity problems, or simply may want to explore minimizing future capital expenditures.

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Pain PointsWindows Azure ServicesTarget ScenariosWindows Azure Solution Selling: Framework: New Application DevelopmentIn flexible development resource environment (non scalable resources)

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Traditional applicationdevelopment serves as barrier to entry, with little experimentation due to financial riskWindows Azure (Compute/Storage)SQL AzureAppFabricDigital marketing and social networking

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Digital syndication

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Internal collaborative applications

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Scalable websites: low-costoption for product launches, M&As, or customer loyalty programs. If customers plan any new application development, the Windows Azure platform provides an attractive solution to minimize their development lifecycle and/or maximize TCO benefits.

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Pain PointsWindows Azure ServicesTarget ScenariosWindows Azure Solution Selling Framework: Application ExtensionSQL AzureAppFabricCredit card risk scoring

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Monte Carlo simulation

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High-performance ComputingApplication Extensionrefers to the ability for our customers to run applications both on premise and in the cloud.High Performance Computing: Parallel Processing and/or Grid Computing application typically have more predictable, but highly compute intensive workloads

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While scalability isvery attractive, sensitive data requirement to stays secure on premises, Pain PointsWindows Azure ServicesTarget ScenariosWindows Azure Solution Selling Framework: Application Migration and MaintenanceWeb portal with high growth and scalability requirements

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Marketing campaigns withburst workloads

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Payroll portal withvariable workload patternsSQL ServerAppFabric: Automated Management ServicesWindows Azure (Compute/Storage)Application Maintenance and Migration refers to the ability for our customers to delegate many data center networking tasks to the Windows Azure Platform, allowing them to focus on more mission critical applications development.Reliance on uptime and maintenance of physical servers.

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Automated management could improves application uptime, and reduces the need for human resources interacting with the application.Pain PointsTarget ScenariosWindows Azure ServicesWindows Azure Solution Selling Framework: Storage in the CloudActive Archiving – The ability to have live access to archived data as part of a larger business continuity strategy or data governance strategy.

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Data Distribution –The ability to host and distribute proprietary information, such as videos or documents, which are being globally accessed via the web.

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Performance and SpikeCapacity – The ability to deliver content around the globe, with huge capacity on demand with no build-up or idle hardware.SQL ServerAppFabric: Automated Management ServicesWindows Azure (Compute/Storage)Archived Data with low access rate

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Content Delivery: Mediadistribution of video and documents

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Data Backup andRecoveryStorage in the Cloud is rapidly becoming more attractive for customers with large and rapidly growing repositories of data and/or customers with mature data governance polices.

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Microsoft’s Cloud Continuum:ChoicePrivatePublicSoftware as a Service(SaaS)Platform as a Service(PaaS)Infrastructure as a Service(IaaS)| | Dynamic Data Center ToolkitFor HostersDynamic Data Center ToolkitFor Enterprises

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Why Microsoft?

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Windows Azure isuniquely positioned against competing offerings

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The Vision ofMicrosoft’s Position in Cloud Computing"Microsoft is really getting ahead of the game in the cloud, and it is in a much better position vis-a-vis its competition." -CNN Money“The launch of Windows Azure and Azure Services platform is a first step in a long evolutionary path.”-IDC“Cloud computing places Microsoft and its customers at the center of a remarkable transition in and around everything [they] do with technology.“ -Business Week“[Microsoft is] unique in that no other vendor has the same level of experience and expertise in software and services." -CIO.com“Microsoft has the ability to establish…a low- or no-impact, evolutionary solution for customers to move to a cloud infrastructure.” -IDC

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What’s ComingUnified ProgrammingPlatform and Tools.NET 4 & Visual Studio 2010Improved compatibility between on-premise applications and Windows Azure applications via support for VMs and other methodsSimplified ManagementImproved interoperability with System Center and APIs for integration with mainstream management tools like OpenView and TivoliFlexible and Trustworthy StorageWindows Azure Storage: Automatic data geo-replicationSQL Azure: Larger database sizes for SQL Azure & On premise/Cloud data syncEfficient NetworkingImprovements in flexibility and responsiveness Global PlatformAdditional locations and CDN nodes & Global Traffic Management CapabilitiesComplianceImportant new security and compliance certificationsAdaptable Pricing ModelsIntegration with MS Volume Licensing

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Agenda

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Windows Azure businessmodels aim to empower Partners“Built for Windows Azure Platform”Channel ModelApplications that include the Windows Azure Platform:• Customer buys applications and the Windows AzurePlatform from a partner.• Partner buys the Windows Azure Platform from Microsoft.“Embedded“ Channel ModelApplications that include the Windows Azure Platform:• Customer buys applications and the Windows Azure Platform from a partner.• Partner buys the Windows Azure Platform from Microsoft.

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Profiling your SalesTargetsEnterprisesSMBsTDM/BDMs There are also opportunities in the lower- midsize market segment Your upper-midsize and enterprise customers with 500+ computers Target roles include TDMs and BDMs, especially those responsible for increasing business agility, lower capital expenditure and deceasing TCO

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Potential Deal SizesEnterprisesTDM/BDMsSMBs Potential # of Applications to Migrate 50-100+ 2-5+ 1 Bus Dev Investment Hours100+hrs 40-80hrs 10-20hrs Pre Sales ActivitiesCloud Assessment WorkshopsBusiness Case SupportClient AwarenessFactory\Engine ROIBusiness Case SupportClient AwarenessClient AwarenessProof of Concepts Implementation ActivitiesApplication Development & TestDecommissioning SupportApplication ExtensionArchitecture DesignApplication Development & TestDR Setup/ReliefDecommissioning SupportApplication Development & Test Potential Implementation Hours3000-6000hrs 750-1500hrs 200-500hrs Deal Size$300-$500k $75-$200k $40-$60k

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Top Five IdealCustomer Traits for Windows Azure OpportunitiesMidsize customer accounts with a history of investing in IT to differentiate for competitive advantage and are actively pursuing innovative projects and ways to service clients1Looking for application/infrastructure stability, is experiencing scalability or peak demand issues for either system or data resources and currently has no– or low-Service Level Agreements for uptime23Strong partner relationship through IT and Application Outsourcing4Looking to decrease Total Cost of Ownership (TCO) and minimize capital expenditure 5Owns Microsoft Windows Server 2003 or 2008 and the majority of their application stack utilizes Microsoft technologies

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Typical Windows AzureDeal ParametersExposureTypicalEmerging TrendsEnterprise typically as a significant investment in the Microsoft stack alreadyTrack record of adopting new technologies earlyTo create hybrid solutionsProprietary data remains secured behind firewallsLow risk data/processing leverages cloud’s elastic natureBDM and/or TDM is driving teams/projects in order to gain exposure to the cloudLooking for a simple conversation to get quick wins and to get some learning about how to use the cloudTypical MotivationsCore ConcernsSecurity of data within the cloudOpen to learning how solution will ensure privacy complianceReduce IT capital budgetDrive IW productivity and company growthRationalize ROI through transparent accounting

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Many of yourAccounts are Ready“By 2012, 80% of Fortune 1000 enterprises will be using some cloud computing services, 20% of businesses will own no IT assets.” Gartner“The bottom line: Early adopters are finding serious benefits, meaning that cloud computing is real and warrants your scrutiny as a new set of platforms for business applications.” ForresterBegin initiating Cloud Assessments to qualify opportunitiesIdentify technology “first mover” accounts and utilize proof of concept solution selling

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Windows Azure benefitscustomers, partners, and MicrosoftPartnerConsulting ServicesMigration/Build ServicesApplication Management Provide Training / MaterialsProvide Assessment Process Incentives / Introductory offers Provide thought leadership Deliver Assessment Services Build/migrate/manage applicationsCustomerMicrosoftWindows Azure RevenueReduced IT CostsImproved PerformancePurchase Windows Azure Service

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Migration assessments helpconvert customer interest into a decision to migrate applications to Windows AzureCustomer JourneyRunning on Windows Azure PlatformClient interest in Windows AzureDecision to migrate to Windows AzureMigrate ApplicationsMigration AssessmentKey tasks:Key tasks:Project ManagementArchitectural DesignDevelopmentTestingMonitoringQualify OpportunityIdentify Candidate ApplicationsAssess Benefits caseAssess Migration SuitabilityBuild Portfolio Migration Plan

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Windows Azure CloudAssessment ProcessBuild Migration PlanAssess Migration SuitabilityAssess Benefits CaseIdentify Candidate ApplicationsQualify OpportunityAnalyze business objectivesScore apps against business objectivesTCO analysis(Total Cost Ownership)Utilize Migration Assessment Tool (MAT)Analyze migration scenariosActivities Analyze technical environmentDefine candidates apps for assessmentAnalyze TCO& benefits scorecard Assess customized migration reportDevelop Migration PlanAccount Manager Tech Pre-Sales Migration Assessment RolesCustomer Business Decision MakerTechnical Architects Project/ Assessment Manager Migration Assessment ToolTCO ToolPortfolio Assessment FrameworkSales Qualification QuestionnaireMigration Prioritization ApproachTools and SupportBenefits ScorecardArchitectural Guidance Training

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Leverage Marketing andSales resources“We’re all in.”Utilize field sales & marketing resources.Enable your team.Significant InvestmentOrganized to enable partner growthPartner ReadinessMicrosoft is investing significantly in Windows Azure as the cornerstone of its cloud strategy

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Established Windows AzureIncubation team

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Dedicated sales resourceslocally

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Marketing campaigns deployed

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Readiness material availablethrough partner ecosystem and core MS tech channels

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Events, workshops, trainingPartners continue to be central to the Microsoft businessOver 600,000 partners in Microsoft EcosystemGreat breadth of solution offeringsExtensive depth of industry specific knowledgeThe MS partner ecosystem is 5x larger than our nearest competitorMS ISVs are the most profitable in the industry> 40% of all hosters WW are hosting with the Microsoft Platform > 300,000 SIs and VARs and resellers WWISVsHostersSIs & VARs

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Customer and PartnerMomentum Service ProvidersCustomerPartners

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Case StudyBenefit Drivers:Reducedcapital risk • High scalability• Reduced operating costs • Enhanced customer services• Familiar development environmentSituation/Solution:To deliver software more efficiently, reduce costs, and get more complex software packages to more devices, Siemens wanted to expand the capacity of its software distribution system.Siemens used the Windows Azure™ platform to deliver software packages from a central Internet-based storage location to thousands of devices for many different customers.Key Advances:Siemens is now able to use the Windows Azure™ platform for devices directly connected to the Internet. The company now can dynamically scale its global software distribution, while reducing costs, enhancing services, and avoiding significant new capital investment.Siemens Expands Software Delivery Service, Significantly Reduces TCO “Our first estimates show that we can reduce our TCO by a factor of 10. The software distribution system we built with Windows Azure is 10 times cheaper than our previous solution.” — ElmarStoecker Director Portfolio Management, Siemens IT Solutions and ServicesCompany Profile:Siemens is a global powerhouse in electronics and electrical engineering, operating in the industry, energy, and healthcare sectors. The company has around 410,000 employees, and a worldwide reputation for innovation and achievement.

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Case StudyBenefit Drivers:Reducescosts

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Improves agility

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Supports new scenarios

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Enhances global consistency

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Lowers total costof ownershipSituation/Solution:Wipro wanted to offer its customers highly scalable, high-performance business services solutions while reducing development, maintenance, and infrastructure costs.The firm is building solutions for the Windows Azure platform, to take advantage of its scalability, broad service platform, versatile storage, and easy integration with on-premises solutions.Key Advances:By taking advantage of the on-demand application scaling, Windows Azure storage services, Microsoft SQL Azure relational database capabilities, and support for familiar programming languages in the Windows Azure platform, Wipro expects to reduce costs, improve agility, enhance global consistency for its customers, and add new revenue streams for its own operations.IT Services Company Reduces Costs, Expands Opportunities with New Cloud Platform “The Windows Azure platform is a highly effective and low cost option for hosting complex solutions with agility and scalability.” — Srini Pallia, Senior Vice President and Global Head of Business Technology Services, Wipro Technologies Company Profile:Wipro Technologies, one of the world's largest IT services companies, provides global integrated business, technology, and process solutions. Based in Bangalore, India, Wipro employs more than 95,000 people worldwide.

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Microsoft is offeringa variety of partner programs to support building a Windows Azure practiceFind more information on pricing and offers, visit www.windowsazure.com/pricing.

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Microsoft Platform Readyparticipants receive special services through Frontrunner

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Agenda

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Successful Early Adopters’Approaches to Windows Azure 1Understand the differences in working in Windows Azure vs. On-PremiseTrain resources on developing new applications on Windows AzureSupport resource training initiatives

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Signup to WindowsAzure and setup sandbox environments

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Develop a simpleweb based services to gain exposure to worker roles and SQL Azure23Recognize that Windows Azure is an extension of current Microsoft on-premise development environment4Identify internal applications that can be migrated to Windows Azure5Migrate an Internal application6Support resource learning on Application Migration considerations7Look for application migration opportunities with clients

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Initial Windows AzureCustomer Engagement frameworkApplication MigrationNew Solutions

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Windows Azure practicecapabilities leverage your existing organizational knowledge

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Windows Azure Roles– from Sales to ImplementationBusinessProcess/ArchitectureImplementationTechnical Architect Technical AnalystProject Management SalesTechnical Pre-SalesCustom Application Developers w/ Windows Azure training .NET, Open Source technologiesSQL ServerScalability, Availability and Performance experts

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Role-Based Learning PathsRolesin a Windows Azure solution implementationSalesIT architectIT implementerTechnical presalesApplication DeveloperPractice Executive

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Managed SI –Sales Learning Paths By Role Demand GenProspectQualifyDevelopSolutionProofClose DeployBDM (Practice Exec)SalesTechnical Pre-Sales

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Join the WindowsAzure CommunitySocial Networks and Technical ForumsAwarenessTrainingPartner Learning CenterMSDEV.comProfessional Developers ConferenceSingle Web Page Challenge GuideWindows Azure Platform Training KitPartner Learning CenterWindows Azure.comWindows Azure HubBizSparkChannel 9 WindowsMicrosoft Platform ReadyMicrosoft LearningTech Ed OnlineChannel 9 WindowsMSDNTechnet (Search Azure)Windows Azure BlogWindows Azure TwitterLinkedIn groups:Cloud Computing

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Cloud Computing Readiness

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Windows Azure PlatformFacebookgroups and pages:Windows AzureWindows Azure Partner Enablement RoadmapEnableCreate DemandSellingAssistance developing joint Solutions Briefing and customer ready deck Opportunities to participate in Microsoft Events Readiness Plan Development Sales Training Architect/Developer Training Sales planning and engagement with MS Azure Sales force BIF to fund customer assessments and pilots Solutions Briefing Access to a volume pricing discount model where the ”SI Partner” owns the billing relationship with Microsoft

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Agenda

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Key TakeawaysMarket MomentumNewOpportunitiesCustomerChoice Engagement ModelCloud Computing is Growing

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PaaS offerings increasediscretionary expenditure

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Windows Azure offersdiverse offerings

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Various Implementation modelsavailable

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SI’s need toadapt to take advantage

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Increases speed tomarket

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Focus on businessagility

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Landscape has changed

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Decreased capital expendituresis enabling sales creativityNext StepsClosingResourcesTrainingEngagementTake advantage of MS resources to help build business

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Get ready andtrain resources

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Get your teamaccess to Windows Azure

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Begin engaging customersand perform cloud assessments

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Build POC’s asa priority

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First impressions arecritical

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Barriers vary byworkload

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Engage supportFind WindowsAzure Resourceshttps://partner.microsoft.com/40084702?msp_id=azure

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Thank youCONFIDENTIAL. DistributionOnly Under Nondisclosure. Microsoft makes no warranties, express or implied. © 2010 Microsoft Corporation. All rights reserved.Microsoft ,.NET, Exchange, Microsoft Dynamics, Microsoft Office, Microsoft Office Live, Microsoft Online Services, Microsoft Pinpoint, Microsoft Partner Network, Microsoft System Center, MSDN, SharePoint Server, SQL Azure, SQL Services, SQL Server, Windows Azure, Windows Azure Platform Appfabric, Windows Live Hotmail, Windows Platform Development and Windows Server are trademarks of the Microsoft group of companies. All other trademarks are property of their respective owners."

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Stay UpdatedKnow Moreabout Windows Azure- http://www.microsoft.com/windowsazure/Know more about Microsoft Cloud Services- http://www.microsoft.com/india/cloud/Request for an Enterprise Cloud Assessment workshop- email us at [email protected] us

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