Accelerate your Azure Hybrid Cloud Business with HPE

Ken Won, HPE Director, Cloud Product Marketing

Mega trend: Customers are increasingly buying cloud services from external service providers

2Source: Cloud Market Model by HPE Market & Competitive Intelligence team, August 2016with data sources from Synergy Research Group, Gartner and 451 Research

WW Total Cloud Spending ($B)

Speed of deployment

Financial flexibility with OPEX model

Access to latest technologies

Staff and skill set augmentation

3-yr CAGR

3-yr CAGR

$249

$175Build own cloud:

Consume from third party:

$187

$155

$144

$136

$114

$117

Growing market opportunity for service providers$129B market by 2020, 16.6% CAGR

Infrastructure as a Service (21% CAGR)

Managed Hosting(18% CAGR)

Shared Hosting(10% CAGR)

Dedicated Hosting(5% CAGR)

Managed Infrastructure and Public Cloud MarketSource: 451 Research’s Market Monitor: Cloud Computing, Q2 2016

Azure Hybrid Cloud ServicesIncrease wallet share with steady stream of innovative services powered by HPE

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Add services to increase wallet share

Tota

l Rev

enu

e

IaaS Resell Azure

+ Back-up Archiving

+ Disaster Recovery

+ App Migration Optimization

+ Mobile Access

+ PaaS for Cloud Apps

Mobile, IoT, Analytics

+ Web Apps

+ Hybrid Apps

+ SaaS Apps

Hybrid Management

Services

Traditional App Services Cloud App Services

Including Azure Marketplace

Including Azure Marketplace

Significant interest in cloud interoperability

The Majority of Enterprises Now Configure Cloud InteroperabilitySource: 451 Research’s Market Monitor: Cloud Computing, Q2 2016

0

10

20

30

40

50

60

70

80%

Res

po

nd

ents

Hosted private cloud with public cloud

On-premises private cloud with public cloud

On-premises private cloud with hosted private cloud

120,000

>85%of Fortune 500 use Microsoft® Cloud

Businesses are quickly adopting Microsoft Azure ®

715 million 120 billion

150 billion

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Typical applications for Azure hybrid cloud

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Modern app developmentDeploy apps to private or public cloud using the same code

SecurityDeploy Azure services in local data center

ComplianceMeet regulatory requirements

Connect applicationsProvide connectivity for disconnected apps

PerformanceSupport high performance analytics, large data and low latency apps

Data sovereigntyStore data within country borders

HPE is ready to help build your hybrid cloud business5 ways HPE makes Azure hybrid cloud easier

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Choose HPE to be your Azure Stack partner. HPE can maximize your speed to market – and help you to be first to market !

HPE Azure Stack solution based on the world’s most popular server: ProLiant DL380

1

HPE can help you at different phases of cloud business maturity.

2

Pay for what you use with HPE Flexible Capacity.

3

We help you GTM with co-marketing, funds & dual sales compensation

4

Making it simple -- HPE can resell Azure to partners.

5

HPE ProLiant for Microsoft Azure Stack solutionPre-validated, factory-integrated, and optimized for Microsoft Azure Stack

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Maximize AgilityDeliver managed Azure services

Deliver Robust ServicesDeliver reliable, secure, compliant services

Simplify OperationsManagement and support for Azure cloud services

• Based on world’s best selling server, HPE ProLiant DL380

• Scalable from 4 nodes

• Configurable processor, memory and storage

• Integrated networking

• Integrated infrastructure monitoring/management

• Built and tested in HPE factory

Maximize Agility with Managed Azure Stack services

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Standard or pay-as-you-go pricing• CapEx or OpEx budget

• Match cost to usage

Configurable hardware• Processor (12-22 cores/server)

• Memory (256GB – 768GB/processor)

• Storage (1.2TB or 6TB drives)

• Servers (single node scaling)

Consistent development environment• Provide your customers common dev tools

• Allow your customers to deploy applications on-premises Azure Stack or Azure public cloud

Application portability• Enable your customers to

move apps between Azure Stack and Azure public cloud

For your customers

For you

Deliver robust managed cloud servicesDeliver reliable, secure, compliant services

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Integrated system pre-built and testedHW built in HPE facility, SW installed and configured on site

Professional services for planning and implementationArchitecture and integration expertise

Help your customers meet data sovereignty, compliance and performance requirements

Offer cloud services running in your local data centers

Robust quality and high performanceBuilt on world’s best selling server, HPE ProLiant DL380

Simplify your operations management and supportManagement and support for your Azure cloud services

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Global, enterprise-class support

Remote monitoring and management.1

Single vendor support2

Notes-1) Requires Datacenter Care - OSS2) Requires HPE to be CSP of record

HPE Flexible Capacity for Microsoft Azure StackLower cost, elastic capacity, enterprise support, for hybrid IT

– Pay only for what you use1

– Aligns costs with usage monthly via advanced metering– No upfront payment requirements– Save the costs of overprovisioning

– Infrastructure capacity that never runs out – Scalable – add capacity in minutes, not months– Avoid long procurement cycles– Manage capacity jointly with account team

– Applies to servers, software-defined and traditional storage, networks, converged, and software– HPE and multivendor support – Hybrid-ready with certain Microsoft Azure services– Will support HPE Proliant for Microsoft Azure Stack

13

Decrease Capacity

Pay only forwhat you use1

Increase Capacity

Requested capacity

Local Buffer

Business application

1 Subject to a minimum commitment for hardware and software

Reduced TCO by 30% by eliminating over-provisioningFlexible Capacity Program: $1B+ in contract value

HPE Flexible Capacity Program: How it worksScalable, consumption model that aligns cash flows and reduces hardware cost

• Reduce cost of over provisioning hardware

• Maintain a safe buffer of capacity on premises

• Monitor actual metered usage

• Replenish as needed: “Capacity Ahead of Demand”

• Pay only for actual capacity used, not deployed

• Shared risk as HPE handles capacity planning and procurement

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YEAR 1 YEAR 2 YEAR 3

Customer commitment (typically 80%)

Capacity used

Purchased equipment

Capacity installedCost savings

HPE Data Center Care - Operational Support ServicesOut-tasking and monitoring

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experience– One partner for operations and

support

– One integrated relationship

One – One governance and process framework

– One management tool box

On-premises – Azure Stack

– Remote monitoring and management for heterogeneous IT

– Out-tasking of routine work for IT operations

– Frees up IT resources for more productive work

Off-premises – Azure

– Manage Azure services—for example: use VM management to provision, delete, resize, monitor, and troubleshoot VMs in Azure

– Governance integrated with your account support team

* Available Q4

HPE Workshop/POC for Azure StackEvaluate Single-Node now – or – Proliant for Azure Stack at GA

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Advisory Workshop

Multi-day working session Modular workshop for defining your Microsoft Azure initiative

Accelerating stakeholder effort Addressing many of the common challenges associated with moving to Microsoft Azure

Facilitated advisory sessionsProviding insight, guidance, and recommendations for next-steps

POC with Azure StackPlan, build and configure a test use case - including: DBaaS, SQL IaaS, Multi-tier PaaS, or Dev/Test

HPE Services to help Service Providers

• Advisory Services : Understanding business goals and helping you deliver business driven transformational services

• Help design new services leveraging Azure and Azure Stack best practices

• Integration services with new and existing applications

• Expertise in key areas including Big Data, DevOps, CI/CD, Containers, IoT, BCDR and Management and Operations

• Full lifecycle support including integration, support and operations to reduce TCO

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We help you GTM with co-marketing, funds & dual sales credit Partner Ready extend sales reach with collaborative sales & marketing effort

Partner Ready for Service Provider (PRSP) GTM features:

– Dual compensation program for direct and indirect sales

– No channel conflict

– Collaborative selling with HPE Sales

– Joint account planning

– Joint marketing and lead generation activities

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HPE Sales earn dual credit

Customers transform to hybrid

environment

PRSP partners extend sales reach

HPE customer

HPE sales HPE PRSP partner

Making it Simple – HPE Can Resell Azure to PartnersAs a 2-Tier CSP, HPE provides you faster time to market for Azure Stack

This means you do not have to make big investments to join Microsoft CSP – specifically:

– Doing billing integration with Azure

– Setting up your own Azure help desk

– Setting up end customer Azure onboarding

Key benefit

– You own customer relationship management

– More time and resources to focus on delivering value-added services

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1-TierDirect reseller of Microsoft

Azure

2-TierIndirect reseller

of Microsoft Azure

This means you provide:

– Direct Billing

– Provision & Manage Subscriptions

– Level 1 Support

This means you resell Azure thru HPE and HPE provides

– Direct Billing

– Provision & Manage Subscriptions

– Level 1 Support

HPE Microsoft Azure Stack Innovation CentersBring your customers to meet HPE and Microsoft experts

• Accelerate business and technical planning

• Implement a Proof-of-Concept

• Access the latest Azure Stack software and HPE hardware

• Meet with experts

• Locations:

oMicrosoft Technology Center inRedmond, Washington USA

o HPE Solution Center in Geneva, Switzerland

o Remote access, Mobile units

Business planning workshop

Multi-node testing

Proof of Concept

Azure Stack Deployments

Hackathon solution dev

OEM Integrated Systems

Schedule an appointment, today!

Innovation drives increased pipeline

• Enable hybrid cloud for customers. With the right mix of private cloud in the client’s or Daisy’s datacenters; high value Daisy cloud services; and Microsoft Azure Stack public cloud services.

• Accommodate customers' legacy architecture and meet data sovereignty requirements with an end-to-end hybrid cloud turnkey solution

• Increase profits due to the ability to offer customers more services

• Evolve business model from a traditional service provider to a managed services cloud broker with value-added services on top

• Multi-server Microsoft Azure Stack Proof of Concept Environment using Azure Stack single-node installation on HPE ProLiant and HPE FlexFabric.

• Installed at Daisy’s Customer Innovation Center, enabling customers to observe and experience the creation of a hybrid cloud environment for themselves.

Services and technology featured

• HPE ProLiant for Microsoft Azure Stack

• HPE FlexFabric Networking

• Ability to provide an end-to-end SLA across an entire hybrid solution with no other third-party components involved

• Ability to offer customers innovative value-added features in Microsoft Azure Stack marketplace that will quicken time to market

• Growing pipeline of committed customers that will require large scale multi-node configurations on HPE ProLiant for Microsoft Azure Stack systems at general availability

“We knew we were going to partner with HPE on Microsoft Azure Stack from the get-go, not

only for the technology, but also from a business and go-to-market perspective. We’ve got

demonstrable references of how our two businesses have worked together successfully in

the past and delivered value to our customers.”

— Mark Scaife, Director of Cloud Strategy, Daisy Group

Business Opportunity HPE Solution Outcome

Come join us at Microsoft Airlift eventDiscover how HPE makes it easy to deliver Azure Stack services

Order your Azure Stack solution

Take advantage of HPE’s special offers

Visit the HPE Microsoft Azure Stack Innovation Center

Learn best practices for deploying Azure Stack

Attend deep technical sessions

Discover the benefits of partnering with HPE

Choose HPE to be your Azure Stack partner

Thank you!

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