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Hosting Opportunity

Glauco Ferrari Director Hosting Services Providers Microsoft Corp. Hosting Opportunity. Cloud Services Route to Market. Hosting opportunity (including 1 st party apps). Source AMI. Cloud Services Route to Market. Split by customer size. View by area.

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Hosting Opportunity

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  1. Glauco Ferrari Director Hosting Services Providers Microsoft Corp. Hosting Opportunity

  2. Cloud Services Route to Market Hosting opportunity (including 1st party apps) Source AMI

  3. Cloud Services Route to Market Split by customer size View by area

  4. Who are our Hosting Service Providers partners? New Players Telco/Operators Hosters SIs/Outsourcers SaaS ISVs 22,000+ HSPs 5,000+ new in FY13

  5. Your customers are considering a hosting business model

  6. Hosting Service Providers Business Model What HSP Sell How HSPs differentiate vs Public Cloud Dedicated Servers Customized SLA Web Hosting Data Sovereignty Virtual Machine Hosting Underserved markets Database Hosting Desktop Hosting Additional capabilities Applications Hosting

  7. Hosting SPLA-R Priorities for FY15 • Reach: • Keep growing Reach by recruiting new partners: VAR, SI, ISV • Yield: • Win with Cloud OS: Host-Guest model (CPS), Windows Server Datacenter • Win the application workloads: Exchange, Lync, SharePoint • Leverage Consumerization of IT: Remote Desktop Services, Office • Accelerate SQL Premium • Operation Excellence: • Reporting quality and timing: 30% of SPLA do not report every month • Improve compliance: 60% of SPLA agreement show some compliance issues All Combined: ~$400m of incremental SPLA revenues

  8. SPLA Channel Incentive Directions Reduce cost of reporting to free resources for business development Reporting • Partner acquisition (Reach) • Accelerate new workloads (Yield) • Tele and SAM engines (O.E.) Business Development Time

  9. eAgreements in SPLA – Simplifying your life& Growing your business • IMPACT • -Confusion • -Frustration • -Time Consuming • IMPACT • -Reduction in input errors • -Reduction in cycle times • -Increased time for sales activities. • IMPACT • -Exponential growth for our Hosting business… • TOGETHER! Fast Fact: eAgreements together with our Global Validation Matrix redefined, has SPLA valids % consistently at 97% since Nov2013

  10. SPLA Reseller Incentives • IMPACT • Sub-optimal Partner experience • IMPACT • Partner Earnings Dashboard • Globally consistent Program Rules • IMPACT • Exponential growth for our Hosting business… • TOGETHER! Fast Fact: Over 98% of SPLA Reseller incentive queries received by EOC to date in FY14, have been resolved in <72 hours

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