Hosting Partner Momentum

47%

40%6%7%

SPLAR Managed

Managed Hosters/ISVs

Outsourcers/SI’s

Telco’s

7,500 Partners

2,500 Partners

18,000 Partners

11,000 Partners

Growth Drivers

Web Hosting

DatabaseHosting

VMHosting

DesktopHosting

AppHosting

Growth Drivers

Web Hosting

DatabaseHosting

VMHosting

DesktopHosting

AppHosting

Current State of the Cloud and Hosting Industry

Hosters/MSPs ISVs

SIs

Enterprises

OutsourcersTelcos

7,200New SPLA Agreements signed in last 12 months

The Opportunity Ahead

Customers are Ready…Sort of

Customers are Demanding More

Customers Want Comprehensive and Custom Solutions

The road to hybrid cloud for customers is private

Customers are Ready…Sort of

of hosting customers have migrated to private clouds 68%

Customers are Demanding More

Security

Services

Infrastructure

Hosting

Application

Hosting

Managed

Service

70%

30%

Customers Want Comprehensive and Custom Solutions

Ecosystem is ready and able

of revenue will come from another partner’s infrastructure in two years 63%

MICROSOFT CLOUD PLATFORM

CLOUD SOLUTION PROVIDER PROGRAM

AZURE HYBRID SERVICES

Key Strategies

>2M Hosted Windows

Servers Deployed

Worldwide

400+ Service Providers

with Azure Hybrid

Scenarios

3M Office 365 Seats Deployed

CSP + Syndication

Services:

Office 365

Intune Enterprise Mobility Suite

CRM Online

Azure

Cloud OS Network 250+Partners Serving10K Customers

325% Growth in Consumption of Azure Services thru Service Providers

Hosting & Cloud Strategy

MANAGED SERVICE PROVIDER

SERVICE PROVIDER DATACENTER

Hosting & Cloud Strategy

MANAGED SERVICE PROVIDER

CLOUD SOLUTION PROVIDER PROGRAM

Office 365

Azure

CRM Online

EMS

Intune

MICROSOFT 1st PARTY SERVICES

CUSTOMER

WORKLOADS

CUSTOMER

WORKLOADS

HOSTED PRIVATE CLOUD (SPLA)

MICROSOFT CLOUD

PLATFORM

SERVICE PROVIDER DATACENTER

CLOUD SOLUTION PROVIDER PROGRAM

Office 365

Azure

CRM Online

EMS

Intune

MICROSOFT 1st PARTY SERVICES

Customers

GROWING MARKET

MARKET LEADER

Cloud Platform & Azure

O365, Social & Productivity

Data & Insights

Mobility

Fanatical Support®

Microsoft Expertise

Managed Services

Scale with Channel

Who actively

consume

Microsoft and

Rackspace

services

GROWING MARKET

MARKET LEADER

One stop for all

Microsoft Cloud

Services

Signed as the Trusted Cloud

Provider for one of the Free

Zones and more coming

Microsoft + Pacific Controls

Fueling Business Transformation

Cisco and Microsoft are delivering integrated cloud solutions for Service Providers

Deep level of engagement

Shared long-term vision

Alignment around customer success

Cloud Evolution

Cloud 1.0

Cloud 2.0: Customers Matter

Disruptive innovationNew market

New entrants win

Engineering-led

Unpredictable

Incomplete, but good enough

Simple

Low Price

Sustained innovationExisting market

Incumbents win

Business-led

Predictable

Secure

Complex

Value for Money

Customers are along for ride Customers are in the drivers’ seat

Cloud 1.0 Cloud 2.0

Listen to your CustomersHelp them Innovate without Risk

Q. Allocate 100 points among the following five goals as they relate to your company or organization

31 3022

25 21

20

2221

23

1114

17

12 15 17

2013

n=1540

2014

n=2041

2015

n=1736

Lower risk

Speed time to market

Improve product or

service quality

Lower costs

Increase revenue

Value Added Services: A Growing Revenue Opportunity

Application HostingManaged ServicesSecurity Services

%

Select

Top 3

% Few/

None

Meet

Need

Trustworthy 48% 34%

Technical

Experts 41% 23%

Experienced 35% 25%

Consistently

Deliver 27% 38%

Innovative 26% 29%

How Customers Choose Cloud Service Providers

Products/

Services

23%

Company

Qualities

22%

Customer

Service

21%

Pricing

19%

Sales Team

15%

%

Select

Top 3

% Few/

None

Meet

Need

Trustworthy 44% 33%

Product

Knowledge39% 21%

Responsive 33% 30%

Understands

my Business33% 44%

Easy to do

Business With28% 29%

%

Select

Top 3

% Few/

None

Meet

Need

Technical

Knowledge 45% 23%

24x7x365 phone

support 34% 25%

Responsive 33% 29%

Knows my

Business 26% 44%

Accessible/Easy

to

reach/Multiple

Access Points 24% 28%

Work together

to deal with

problems 24% 36%

%

Select

Top 3

% Few/

None

Meet

Need

Secure 51% 25%

Performance 47% 23%

Uptime/Reliability 41% 27%

Industry specific

solutions 22% 42%

Open/Flexible

Platforms 21% 34%

Rating 0-10

Value for Money 8.3

Enterprise

agreements7.6

Economical/

Low cost7.6

Bundled Pricing 7.4

Flexible Payment

Terms7.0

Pay as you Go 6.7

61%

42%

40%

63%

45%

32%

0% 20% 40% 60% 80%

ON PREMISES PRIVATE cloud

with a HOSTED PRIVATE cloud

ON PREMISES PRIVATE cloud

with a PUBLIC cloud

HOSTED PRIVATE cloud with a

PUBLIC cloud

2013 Hybrid Users (n=989)

2014 Hybrid Users (n=1419)

The Road to Hybrid Cloud for Customers is (still) PrivateQ. Has your organization configured any of the following clouds for interoperability?

% of Hybrid Users

NO,

Staying

PUBLIC

32%Yes,

HOSTED

PRIVATE

CLOUD

50%

Yes, ON-

PREMISES

CLOUD

18%

Public Cloud Repatriation

Q. Has your organization migrated any applications or data that were primarily part of a PUBLIC cloud environment to a PRIVATE cloud environment? Plan to in the next year?

Only 32% of hosting

customers have NOT

migrated from public

cloud to some form of

private cloud

Capture Opportunity as Business TransformsWindows Server 2003

On-

Premises

25%

Hosting

provider

18%Public

Cloud

Provider

11%

Hybrid

46%

Q. Which of the following best describes your organization’s transition plan for current Windows Server 2003 workloads? n=504

A large opportunity exists to help customers with Windows Server 2003 migration or perform sustaining support for those not migrating

Clients have to move data and applications; its not just about the operating system

Showcase your technical expertise and managed services

Hosting Customers Currently Use Windows Server 200340%

Have Formal Plans to Migrate73%

Plan to Increase Use of Hosting Providers51%

Partnerships Matter

Key Takeaways of Cloud 2.0

Listen to your Customers Mission Critical workloads require enterprise – grade

trust and security

Customers expect it and your growth is

dependent on it

Microsoft Confidential

Microsoft Confidential

What partners want

Own the customer relationship

Service the complete customer lifecycle

Attach Partner services

Microsoft Confidential

What CSP delivers to partners

Offer monthly billing

Provision and manage subscriptions

Provide technical support

Customer acquisition and retention

1T partners own billing and sales relationship as well as 24/7 support of the customer

• 2T partners provide activation and enablement of breadth partner capabilities and capacity

• Provide offers and promotions

• Extend 24/7 support to reseller & end customers

• Provide proprietary marketplace services for the reseller to bill and provision customer

2T Model

1T ModelMSFT

Escalation Support

& Partner Readiness

End Customer

MSFTEscalation Support

& Readiness

2T Cloud WholesalerChannel Activation

Reseller & Customer Support

CLM

Provisioning Tools

End Customer

1T PartnerCustomer Acquisition

Support

CLM

Customer Provisioning & Billing

Console API

Mode of Service Delivery

Console API

Mode of Service Delivery

Marketplace

Customer Portal

ResellerCustomer Acquisition

Sell, Service & Support

Renewal / Upsell

White Label Reseller Portal

Partner Sales ExperienceGo To Market

Microsoft Confidential

Required Partner Capabilities at-a-Glance

Partner

capabilityAdvisor Open Hosting

Cloud Solution

Provider

Cloud

Distributors

Value Added

ServicesRecommended Recommended Recommended Recommended ●

Support Recommended Recommended ● ● ●Manage Recommended Recommended ● ● ●Provision Recommended Recommended ● ● ●

Bill Recommended ● ● ● ●Sell ● ● ● ● ●

Cloud Distributor determines reseller offers

訂閱（行動寶盒 Action Pack) 可讓解決方案提供者、開發人員及網頁設計師以非常低的價格存取軟體、開發工具、訓練、拓展市場知名度與支援。您可以藉由與微軟專家和同儕聯繫來分享最佳應用、開拓您的微軟業務及推動創新，進而獲得許多商機。

任何人都可以參與社群(Community Member)並參與討論。透過社群進行即時聯繫，有助於激發創新與建立關係，可更有效率地為客戶的需求提供支援。與其他合作夥伴協同合作，將能提供客戶具影響力的解決方案。只要填寫一份簡短的公司檔案，就可以加入MPN。如此一來，您就可以享有許多權益，包括

協助您擴展市場觸角、降低成本，以及提高利潤。

擁有微軟銀級專長認證(Sliver Competency)，即符合服務微軟客戶的資格，不僅將協助貴公司的專業得以被客戶看見，並讓潛在客戶更能注意到您所通過的認證。在 MPN中，有 27項專長認證可對應到微軟行銷活動，有助於吸引客戶注意與解決特定的客戶需求。

擁有微軟金級專長認證(Gold Competency)的合作夥伴，其在特定商業解決方案領域中擁有最佳且最穩定的能力與承諾。取得金級專長認證，有助於您向客戶與其他合作夥伴證明您擁有同級廠商中之最佳能力。Gold Competency

Silver Competency

Subscription

Community Member

金級

銀級

訂閱服務

社群

專案與產品組合管理

線上

訓練/

行銷

資源

內部

使用

軟體

授權

技術

支援

雲端

獎勵

Co-

Marketing