Service Providers – Your Journey to Cloud Profitability and Growth

1. AP021 Partner Session Service Providers – Your Journey to Cloud Profitability and Growth Samantha Zammit Emma Tomlin Phil Meyer

2. Agenda • Accelerate your Revenue through Hosting - fastest growing cloud channel • Samantha Zammit • Key Microsoft Growth Pillars for Cloud in Australia • Emma Tomlin • The Platform for Success • Phil Meyer

3. Accelerate your revenue through Hosting - fastest growing cloud channel Samantha Zammit

4. Hosting Service Providers Growth Opportunity Multi-Channel Drive growth: $2.4b in 2020 Multi-Segment * Forrester Research

5. Customer Adoption of Cloud Services Cloud: No one size fits all Enterprise SMB Public Sector/Verticals

6. Channel Deployment of Cloud Services Enabling service provider model Hosters Telco/Operators SIs/Outsourcers SaaS ISVs

7. FY12 Results – Thank you! 53% yoy #1 in growth across mature markets Infra +19% Apps +26% CPE Windows Server +23.7% SQL Server +23.4% 110K Exchange Seats 15% yoy

8. Revenue Objectives FY15 FY14 FY13 53% yoy FY12 30% yoy FY11

9. 3 Year Strategies and Goals Be the fastest growing cloud services business in the mature markets SCALE THE BUSINESS • Develop the most advanced partner ecosystem for the cloud BEAT THE COMPETITION Become a global best practice in enabling our customers in their journey to the cloud SECURE THE FUTURE

10. The Four Growth Pillars ENABLE THE EA WIN IN IAAS DEVELOP THE PARTNER ECOSYSTEM GO BIG WITH LYNC

11. Segment Panel Terry Maloney – Victoria and NSW State Lead Public Sector Stuart White – Corporate Accounts Lead Emma Tomlin – BDM Cloud Partnerships

12. Key Microsoft Growth Pillars for Cloud in Australia Emma Tomlin – BDM Cloud Partnerships

13. The Four Growth Pillars of Cloud ENABLE THE EA PARTNER ECOSYSTEM GO BIG WITH LYNC WIN IN IAAS

14. License Mobility Microsoft Customers Activated into a private cloud through partners.

15. What does this mean? • The ability to activate products on the Enterprise Agreement into your cloud • Work with Microsoft to sell into end customers • Drive scale and move up the value chain • Leverage scalable hosting platforms • Increase profitability and cloud credibility in the enterprise

16. Who can do it? • Only Authorised License Mobility partners can be part of the scheme. • Must be a SPLA partner with a signed LM addendum – contact your reseller • LM Authorised Partner List

17. How does it work? Large SMB’s Corporate Accounts Government Enterprise Customers Microsoft Sales Cycle - PSX/GSX LM Approved Partners

18. Partner Ecosystem Channel Development The key to scalability and growth.

19. Why is partnering so important? • Partnering is key to future scale • Scale the business through the extended sales force • Program enablement is key to success • Pick the right partners, not just any partner • Become cloud aggregators of best of breed services • Work with Microsoft to leverage our partner ecosystem

20. What is driving the channel? Protect Voice and Data Stickiness / Up-sell Services Telco Partner Managed Services Partner LAR Partner Reduce churn / increase margins Assoc/Reg Partner New Revenue Streams VAR Partner Retention / Stickiness Hardware Partner Reduce churn / increase margins SI Partner OEM Partner Customer Retention Up-sell/ Stickiness Customer Retention Outsourcers Up-sell / Services ISV Partner

21. Partner Ecosystem White label Partner White label Partner White label Partner White label Partner IT Partner Assoc/Reg Partner Hardware Partner OEM Partner ISV Partner LAR Partner VAR Partner Telco Partner SI Partner SMB Corporate Accounts Government Enterprise Customers

22. Go Big With Lync Go Big With Lync The Kinect of the Business World.

23. Why Lync? • Fastest growing Microsoft productivity solution • Customer demand for the product • Gartner show Lync as the market leading solution • Microsoft – Global Program – Big Bet • High revenues and high margin solution • Up-sell/pull through solution – Gateway Product • Moves conversation away from IT to the BDM

24. The Right Product Instant Messaging / Presence PC to PC Video PC to PC Voice Multi-party Chat Application / Desktop Sharing Online Conferencing Telephony

25. The Customer Journey to UC Services CONFERENCING ENTERPRISE VOICE SMB (<200 Seats) MID MARKET (200-500 Seats) IM / PRESENCE ENTERPRISE VOICE ENTERPRISE / GOVERNMENT (500+ seats) IM/PRESENCE ENTERPRISE VOICE

26. The Service Provider Opportunity $ Instant Messaging / Presence Email / Unified Messaging Collaboration Conferencing Desktop Productivity Security and Compliance Network Connectivity Enterprise Voice Calls and Minutes $$$$ Hosted Video

27. Win in IaaS Win in IaaS Next Generation Datacenters

28. Winning the Datacentre • Investment needs to achieve scale • Need best of breed datacentre technologies • Customers want a selection of services – Hyrbid is key • Leverage specialists investments • Flexible solutions to meet customers needs • Its more than just infrastructure – customer centric approach • Applications are key

29. The Hybrid Model SERVICE AGGREGATORS (ENABLEMENT) PRIVATE CLOUD (ISV PARTNER) PRIVATE CLOUD (PARTNER) PUBLIC CLOUD (O365,AZURE) APPLICATIONS DELIVERED PARTNER (MARKET PLACE) Customers

30. Winning the Customer – End to End RICH COMMUNICATIONS DESKTOP SOFTWARE PRODUCTIVITY APPLICATIONS BUSINESS SMB

31. The Platform For Success Phil Meyer – Depth Infrastructure TSP

32. thecloud OS

33. thecloud OS modern datacenter modern apps

34. high-density websites • virtual machine hosting • unified management portal for service providers

35. High density, scalable, and secure Web hosting • Built on Windows Azure Web Sites • Upsell from shared to reserved • Support for PHP, Node, and ASP.NET • Workload portability between Private cloud, service provider solutions and Windows Azure • Solutions hosted on Windows Server and System Center 2012 with SP1 (incl. SPF) • High density, scalable, and secure VM hosting • Support for both Windows and Linux • Built on Microsoft Hyper-V • VM portability between Private cloud, service provider solutions, and Windows Azure • Private cloud and service provider solutions hosted on Windows Server and System Center 2012 with SP1 (incl. SPF) • Modern Metro Themed Experience • Web Standards HTML5, CSS3 • Customizable, extensible, standards-based, self-service portal • Based on Windows Azure Portal • Common management API • Private cloud and service provider solutions available on Windows Server and System Center 2012 with SP1 (incl. SPF) One Consistent Platform Scale Out Web Hosting Scale Out VM Hosting Unified Self-Service Management

36. One Consistent Platform - WPC Technical Preview Self Service Portal Moves On-Premises Windows Azure Web Sites Web Sites Web Sites Apps Apps Service Provider Private Apps VMs Self-ServicePortal VMs Self-ServicePortal Subscriber Self-ServicePortal Database Web Sites Service VMs Databases Plans Service Admin Subscriber Self-ServicePortal VMs Users Service Management API Service Management API Shared Cloud Services Messaging, Caching Hadoop, etc. Common Mgt. Experience Service Bus Web Sites VM Role Web Sites Worker Role SQL VMs Caching SQL Other Services CDN. Media,, etc. Cloud-Enabled Services Move On-Premises SP1 w/ Service Provider Foundation Workload Portability Consistent Dev. Experience

37. High Level Architecture

38. Hosting Service Providers Offer Scenarios Web Hosting Database Hosting Desktop Hosting App Hosting VM Hosting Highly scalable and formant web experience Secure, reliable and scalable cloud server for mission-critical applications Business continuity for mission-critical workloads Simplify LOB applications management MS productivity apps for hosted environment with IIS The Cloud OS Highly automated (low TCO) High availability Multi tenancy High scalability

39. Technical Hands On Lab Bootcamps Sydney: October 8-9 Melbourne: October 15-16 Sydney: October 10-12 Melbourne: October 17-19 VM Hosting Database Hosting Register your interest with philme@microsoft.com

40. SPLA Hot Topics Hosted Desktops License Mobility MPN Mobility SPLA (SaaS) onSPLA (IaaS)

41. Calls to Actions

42. 1) Attend Cloud Networking Event 5:15pm Kick Off P9 BCEC Plaza Level 5:30pm Presentations From 2 * Providers 6:00pm Networking 7:00pm Close Want to get into the Cloud via Services from White Label Hoster – Join Us

43. Visit the Microsoft Showcase:See | Learn | Connect Services & Devices Exhibitors & Sponsors Infrastructure & Platforms Business Applications Immersion Experiences

44. Calls to Actions Cont’d: • Enrol in the Bootcamps • Join the monthly On Line Meetings • Join programmes – Lync SIP or License Mobility

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