Michele Todd Microsoft Alliance Manager, Quest Member since 1996 Competencies including:Gold ISV competencySilver Virtualization competency

Making Money with the Cloud

Making money with the CloudPatrick Viaene – patrickv@microsoft.comCloud Sales Manager

What Is Cloud Computing?

Cloud computing is a model for enabling• convenient, on-

demand network access

• to a shared pool of configurable computing resources

• that can be rapidly provisioned and released

• with minimal management effort or service provider interaction

National Institute of Standards and

Technology

off off onAverage UsageC

ompu

te

Time

=

Without cloud, there are inefficiencies

TIME

IT C

APA

CIT

Y

Actual Load

Allocated IT-capacities

“Waste“ of capacities

“Under-supply“ of capacities

Fixed cost of IT-capacities

Load Forecast

Barrier forinnovations

However, in a Cloud View

Actual Load

Allocated IT capacities

Reduction of initial investments

Reduction of “over-supply“

No “under-supply“

Possible reduction of IT-capacities in case of reduced load

Time

IT C

APA

CIT

YLoad

Forecast

Types Of Cloud EnvironmentsYo

u m

anag

e

Private(On-Premise)

You

man

age

Infrastructure(as a Service)

Managed by vendor

You

man

age

Managed by vendor

Platform(as a Service)

Managed by vendor

Software(as a Service)

You

man

age

Cloud !!

Virtual!

Private

Public Hosted

DedicatedShared

Hybrid Dynamic

Cloud flavours

Public Cloud

On Premise Private Cloud

Partner Private Cloud

AvailabilityCost-efficiency

Data controlPartner-servicedPartner deliveryPartner billing

CAPEXDedicated hardware

Owned/Rented LicencesWorkload Flexibility

AvailabilityCost-efficiency

Data controlPartner-servicedPartner deliveryPartner billing

OPEXShared / Dedicated

Licence FlexibleWorkload Flexibility

AvailabilityCost-efficiencyData Control

Partner-servicedMicrosoft deliveryMicrosoft billing

OPEXShared hardware

No LicencesWorkload Flexibility

Virtual

Syndicated

Our Consumer Data Center Services!

500M Active Windows Live

IDs

360M People Using Hotmail

4.8B Monthly Queries Powered

Over 440M Unique Users

170M Monthly Connected

Users*

Over 300M Users

Each MonthOver 14M

Songs In Our Catalog

35M People On Xbox Live

11B Voice Commands /

Year

900M AdsPer Month

*Pending Regulatory Approval

Breadth of Cloud Services

BUSINESS APPSCOLLABORATION DATABASE PLATFORMCOMMUNICATIONSPRODUCTIVITY DESKTOP MGMT IDENTITY

Partners have a breadth and depth of opportunity, with a broad spectrum of public, private, and hybrid

cloud solutions that address a wide range of customer needs.

MICROSOFT SOFTWARE

HYBRID ?

Our Offerings• Full productivity & collaboration in the Cloud

• Successor to BPOS• Components also available separately• Windows 7 Enterprise upgrade license+ Anti-Malware+ Management Console

• Infra management for the masses• CRM in the Cloud• Integrates with on-premise• Integrates perfectly with Office 365• Focus on your app, not the infra• Efficient, scalable at low cost• Pay for actual usage

Individual and consumer

Personal Use

Free/low cost

Windows Live

Small businesses & professionals

Organizational use

IT consultant or no IT

Low monthly subscription price

Focus on simplicity

Community help

Office 365 for professionals & small businesses

Any size organization

Internal IT or IT partner required

Fully featured, scripting, customization

Range of offerings by use type

24x7 phone support

Office 365 for enterprises

Office 365: A Service for EveryoneMICROSOFT OFFICE 365 IS THE ANSWER TO CLOUD SERVICES FOR BUSINESSES

Office 365 Plan P Office 365 Plan E & Plan K

Office 365 Plans for all employees

Plan P€ 5,25/m

Office Web Apps

Mail, calendar, AV/AS, Personal Archive

Collaboration Portal

Conferencing

IM & presence

Office Pro Plus

Forms, AccessExcel, & Visio Svcs

V.mail & Advanced Archive Capabilities

Voice

Plan E1€9/m

Plan E2€14,25/m

Plan E3€22,75/m

Plan E4€25,5/m

P Plan E Plans

Office Web Apps

Exchange Online

SharePoint Online

Lync Online

*Kiosk workers and academic customers have specific offerings

Max. 25 usersNo AD integration (Separate logon)No migration to E-planCommunity supportMobile Mail = Active SyncSharePoint = SharePoint ServicesNo BES support

Sales Channels (product view)

> 250 PC’s

“all” individual Microsoft servers

( )(partner hosted)

Sales Channels (channel view)

SI/VAR/ResellerLAR

partner

ISV

Dynamics Partner

> 250 PC’s (hosting partner)

Sales Motion

Product Licensing

•Office Pro+ (in E3 and above): needs to be separately downloaded.

• Is there Office Home Use Program for E3?•Lync Online:

• IM and presence• PC to PC (video)calling (incl whole O365 domain)• No Enterprise voice (PSTN / dial-out calling)

•Does O365 come with Software Assurance?

FACQ*

•Security?•Privacy? (cfr USA Patriot Act)

* Frequently Asked Cloud Questions

•Uniting and Strengthening America by Providing Appropriate Tools Required to Intercept and Obstruct Terrorism

•Real issue: NSL – National Security Letter “a demand letter issued to a particular entity or organization to turn over various record and data pertaining to individuals. NSLs can only request non-content information, such as transactional records, phone numbers dialed or email addresses mailed to and from.” - Wikipedia• More US citizens then non-US citizens scrutinized• >90% of cases related to drug & terrorism investigations

•Applicable to all US-based companies, irrespective of physical location of data

“USA Patriot Act” de-mystified

FACQ*

•Security?•Privacy? (cfr USA Patriot Act)•Availability?•Does an IT partner still have a role to play?•Do I have to run everything in the Cloud?•Will I have no more server then?•Can I revert back to an on-premise solution?

* Frequently Asked Cloud Questions

Facts - FY11 BeLux

•1000+ Commercial Cloud Customers•122.000 BPOS/O365/Hosted Exchange SeatsSold by 211 Partners

•30% of BPOS/O365/Exchange Seats done in SMB by resellers ‘Born in the Cloud’

•1/3 of all new Exchange seats in SMB are Cloud

”Repair your roof when it’s sunny”

Partner Next Steps

•You can’t sell Cloud like you sold On PremiseFollow the Business Transformation Workshops

•www.microsoftcloudpartner.com• Office 365• Intune (partner-play par excellence!)• Azure• CRM Online

• Internal Use Rights•Pinpoint: make sure you’re well profiled !!•Promo: OOVO (Office 365 for Open Value Offer)

• OV Company-Wide or OVS with active SA• Discount recognising SA investment till end of SA• Promo untill August 2012

The End?

Questions...

© 2011 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 presentations. 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, EXPRESSED, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

ANNEX

Where to Find Partner Training information ?

• General • https://partner.microsoft.com/belux-nl/trainingevents/traini

ng

• Per role / Per Competency • https://partner.microsoft.com/belux-nl/trainingevents/traini

ng• https://

partner.microsoft.com/belux/partner/technicaltraining• https://partner.microsoft.com/belux/partner/salestraining

• MPN Blog• http://beluxpartnerblog.wordpress.com

Microsoft Planning Services

Voucher life cycle : www.microsoftdps.com

3 Customer Chooses PartnerFind Qualified Partner

Customer has 180 days to find a qualified partner and use voucher

If not used, voucher goes back into the company entitlement

Partner directory at: http://directory.partners.extranet.microsoft.com/psbproviders/

2 Create & Assign InternallyCreate Vouchers in VLSC

SA benefits manager assign voucher to company contact person via VLSC

Called “assign” within VLSC

4 Partner Validates & Reserve PSReserve Voucher in VVR

The qualified partner is the only entity that may “reserve” the PS voucher via VVR tool

Qualified partner enters the voucher number and email address

Called “reserved” within VLSC

StartDeployment

1 Claim BenefitActivate in VLSC

Customer’s SA benefits manager activates PS benefits via VLSC tool

PS Voucher Steps

Planning Services: Voucher Creation and Use

32

5 Conduct Planning ProjectComplete onsite sessions

Partner & customer conduct planning sessions

Concludes with partner delivering deployment plan to customer

6 Partner Requests PaymentFinal steps

Partner “redeems” voucher using VVR

Partner requests payment using SABV

Requirements : www.microsoftdps.com

Required deliverables: www.microsoftdps.com

Program Required Deliverable(s) Public Cloud, Windows Azure (AZDPS)

Planning Services Completion Report AZDPS Customer Deliverable

Desktop ( DDPS) Planning Services Completion Report DDPS Customer Deliverable

Developer Tools (DTDPS) Planning Services Completion Report DTDPS Customer Deliverable

Lync and Exchange ( EDPS) Planning Services Completion Report EDPS Customer Deliverable

Private Cloud (PVDPS)Planning Services Completion Report PVDPS Customer Deliverable

SharePoint (SDPS) Planning Services Completion Report SDPS Customer Deliverable

SQL Server (SSDPS)Planning Services Completion ReportSSDPS Customer Deliverable

Register

http://iwsolve.partners.extranet.microsoft.com

Partner related info:

www.microsoftdps.com