tomorrowdownload.microsoft.com/documents/australia/apc/2013/...cloud by 2015 source: ami - australia...
TRANSCRIPT
tomorrow
Samantha Zammit – HSP Director
Hosting Service Providers
THANK YOU
Cloud at the Center of Our Opportunity
The New Era of Hosting
52%
Grow their business or
realign to new
company strategy
68%
Plan to adopt
hybrid cloud
models
63%
Will use Software
online previously
used on-prem
Customers Cloud Applications
Australian Cloud Opportunity
57% use an
instant
messaging
solution
today
$3.2BN
31%
Source: AMI - Australia Small Business Market Opportunity Assessment 2012 and AMI Cloud Playbook
Hosting Partner Momentum
Partners406+
Partners360+
Partners78+500+
Partners
Outlook for FY14 and Beyond
ISV PLAY
Develop
Partner
Ecosystem
Go Big with
UCWin in IaaS
Emma TomlinBusiness Development ManagerCloud Partnerships
Its all about the App…..
Megatrends – Driving Adoptionkey drivers for cloud based application services
Traditional Office based work
evolving
Flexible working becoming
mainstream across all industries
Workforce becoming
geographically dispersed
Consumer applications driving
a new standard in collaboration
Consumer tools being used in a
business environment
Application adoption being
driven by social networking
Smartphones nearing market
saturdation in developed
markets
Telecommuting becoming
mainstream – 63M will
telecommute by 2016 in USA.
Millenials – 18% of the
workforce today
2025 3 in 4 of the workforce will
be millenials
Millenials driving business
structure and process changes
Australia SMB SaaS Opportunity Breakout
Other SaaS
SaaS
Accounting
SaaS BI
SaaS CRMSaaS Email
SaaS ERP
SaaS HR
SaaS Payroll
SaaS
Productivity
SaaS Project Mgt.$0
$5
$10
$15
$20
$25
$30
$35
$40
$45
10% 15% 20% 25% 30% 35% 40%
SaaS
Mark
et
Valu
e i
n 2
01
0 (
$M
)
5-Year CAGR
SaaS Value & Growth in Australia (2010, 2015)
Note: Bubble
size represents
market value
in 2015
$3.2B
spend on
cloud by
2015
Source: AMI - Australia Small Business Market Opportunity Assessment 2012 and AMI Cloud Playbook
FY13: Celebrating results.
1.3M Net New MAPI Seats
5.6M Install Base
9 Hosters 100K+ seats
Australian Hosted Email Market Overview
Segment PCIB Kiosk
Workers
Total
Opportunity
50 – 250 Employees 4,400,000 1,423,176 7,933,066
250 – 500 Employees 647,000 582,706 1,229,706
>500 1,580,000 1,423,176 7,933,066
Total 6,627,204 5,538,948 12,166,152
Size of the opportunity Commercial SMB Market Breakdown*
-
50,000
100,000
150,000
200,000
250,000
300,000
350,000
400,000
FY10 H1 FY10 H2 FY11 H1 FY11 H2 FY12 H1 FY 12 H2 FY13 H1 FY13 H2 FY14 H1 Fy14 H2
Google Compete Landscape
Office 365 Hosted Microsoft Combined Google
% PCIB % Total
Opportunity
Office 365 2.6% 1%
Hosted Exchange 3% 2%
MS Combined 5.7% 3%
Google 8% 4%
Partners should differentiate on Value Not Price
Does Office 365 meet
customer needs?
Partner-Hosted
SaaS Cloud
Partner-Hosted ScenariosYes
No
Hosting Channel: Meeting Customer Demand
What customers need What Hosters Provide
Source: Edge Strategies, 2013
Go White-Label
Drive Productivity Suite (Exchange, SharePoint, Lync) with top
managed partners
Identify and manage White-label providers by region to
support unmanaged partners
FY14 Hosted SaaS :Go Big or Go White-Label
Summary
• $3.2BN Cloud Opportunity – Cloud services for SMB’s in Australia by 2015 – cloud is a real revenue opportunity for partners
• Productivity Growth – Almost 35% growth predicted by 2015 on productivity applications
• 1.3 Millions MAPI Exchange Seats – added globally across our service providers
• 12.6M Email Seats – Market Opportunity in Australia for email at SMB to 500+ seats
• Differentiate – partners need to differeniate their offerings from O365 and ensure they don’t focus on price – value is key to scale
• Flexible Solutions – one size doesn’t fit all – Hosting Channel meets customer demand
• Go Big or Go Whitelabel – delivery model should be chosen on scalability, cloud aggregation is key to success unless large scale can be achieved through investment
Philip MeyerPartner Technology Strategist - Hosting
Infrastructure
Hosting Hyper-V Momentum
Designed for Service Providers
Multi-tenancy
Windows Azure pack
Service providerfoundation API
Enterprise scale hypervisor
Networkvirtualization
Linux support
Resource metering
Service templates
RemoteFxover WAN
Break through storage
Resource throttling
Hyper-Vreplica
SQL always-on
In memory
Networkvirtualization
Break through storage
Windows Azure pack
Service templates
Hyper-Vreplica
In memory
Windows Server 2012 Lowers Infrastructure Costs for Hosting
ScalabilityMore scalability per server
• More VMs per server
• 32x increase in virtual disk size per VM
• 2.5X increase to 160 logical processor support
Dynamic Network
• Extensible Switch
• IP mobility
• Security
• New QoS features
Improved Web Server Multi-Tenancy Automated Management
Flexible Storage
Windows Server 2012 Advantage for Hosting Service Providers
Category Resource
Microsoft VMware
AdvantageWindows Server
2008 R2
Windows Server
2012
vSphere 5.0
Enterprise Plus
Scalability/
Performance/
Density
VM
Active VMs per Host 384 1,024 512 Microsoft
Memory per VM 64 GB 1 TB 1 TB -
Virtual Processors per VM 4 32 32 -
ClusterMaximum Nodes 16 64 32 Microsoft
Maximum VMs 1,000 4,000 3,000 Microsoft
Network High performance with SR-IOV No Yes No Microsoft
Storage
Native 4-KB Disk Support No Yes No Microsoft
Maximum Virtual Disk Size 2 TB 64 TB 2 TB Microsoft
Encrypted Cluster Storage No Yes No Microsoft
Secure Multi-tenancy
Open Extensible Switch No Yes No Microsoft
Confirmed Partner Extensions - 4 2 Microsoft
Trunk Mode to Virtual Machines Yes Yes No Microsoft
Resource Metering No Yes Partner Microsoft
Flexible Infrastructure
1GB Simultaneous Live Migrations 1 Unlimited 4 Microsoft
10GB Simultaneous Live Migrations 1 Unlimited 8 Microsoft
Shared Nothing Live Migration No Yes No Microsoft
Network Virtualization No Yes Partner Microsoft
High Availability
Guest OS Application Monitoring Yes Yes Partner Microsoft
Guest Clustering with Live Migration No Yes No Microsoft
Better Margins than VMware, Especially as You Grow
Microsoft is 1/4 the cost of VMware’s RAM-based pricing
$1,248,600
VMware
• Microsoft vs. VMware Annual Costs for a 50 Server Deployment, 2GB per VM with either 2400, 4800 or 7200 2 GB VM instances at maximum capacity
• Comparison Windows Server + System Center for application, OS & HW management running on either Hyper-V or VMware ESX
Better Margins with Microsoft vs. VMware
Hosting Revenue and Margins for a Single VM Rented for 365 Days
Per VM
You can charge, $x,xxx annual revenue(VM with 2GB RAM @ $0.12/hr)
93-96% 81-73%
$x
$y
MS Takes
4-7%of revenue
Microsoft VMware
More
margin
VMware Takes 15-
20%of revenue
$x
Microsoft
VMware
Potential Service Provider Profit
SPLA Core Infrastructure Suite Cost
Potential Service Provider Profit
VMware Service Provider Program (VSPP)
3.0 Premier Cost
• Microsoft vs. VMware Annual Licensing Costs for a single VM rented for 365 days based on a 50 Server Deployment, with 2GB per VM and 2400 VM instances at maximum capacity.
• Comparison Windows Server + System Center for application, OS & HW management running on either Hyper-V or VMware ESX
System Center 2012 Capabilities and ComponentsComprehensive Management Platform
Over 300+
Management Packs
Operations
ManagerOrchestrator
Service Manager
Virtual Machine
Manager
Operations
Manager
Configuration
Manager
Data Protection
Manager
App Controller
Core Infrastructure Suite (CIS) Saves You MoneyOne license for your entire service provider cloud infrastructure
Worker
Role
Web
Sites
VM
RoleSQL
Service
BusCaching
Other
ServicesCDN.
Media,, etc.
Web
SitesVMs
Private Service Provider
Bringing Windows Azure Services on Windows Server
SQL
Shared Cloud Services
Service Bus,etc.
Web SitesAppsVMs
Self-ServicePortal
Service
Plans
UsersService
Admin
Web SitesAppsVMs
Self-ServicePortal
Subscriber Self-ServicePortal
Web Sites
Database
VMs
Apps
SP1 w/ Service Provider Foundation
Web Sites
Databases
VMs Subscriber Self-ServicePortal
Windows Azure
Self Service Portal
Moves On-Premises
Common Mgt. Experience
Cloud-Enabled Services Move On-Premises
Workload Portability
Consistent Dev. Experience
Opportunity with Microsoft
Changing the Game, Join Us
Customer
WindowsAzure
ServiceProvider
CONSISTENT
PLATFORM
Call to Actions
Cloud Networking Event
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Call to Action
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