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Making Money with the Cloud

Making Money with the Cloud. Making money with the Cloud. Patrick Viaene – patrickv@microsoft.com Cloud Sales Manager. What Is Cloud Computing?. Service Delivered On-demand. Broad Network Access. Cloud computing is a model for enabling convenient, on-demand network access

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Making Money with the Cloud

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  1. Making Money with the Cloud

  2. Making money with the Cloud Patrick Viaene – patrickv@microsoft.comCloud Sales Manager

  3. What Is Cloud Computing? • Service Delivered On-demand • Broad Network Access • 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 Compute Average Usage Time • Supports Elastic Demand • Shared Pool Of Resources = • Measured Service National Institute of Standards and Technology off off on

  4. Withoutcloud, there are inefficiencies Allocated IT-capacities Load Forecast “Under-supply“ of capacities “Waste“ of capacities Fixed cost of IT-capacities IT CAPACITY Barrier for innovations Actual Load TIME

  5. However, in a Cloud View Load Forecast Allocated IT capacities No “under-supply“ IT CAPACITY Reduction of “over-supply“ Possible reduction of IT-capacities in case of reduced load Reduction of initial investments ActualLoad Time

  6. Types Of Cloud Environments • Software • (as a Service) • Private • (On-Premise) • Infrastructure • (as a Service) • Platform • (as a Service) • You manage • Data • Data • Data • Data • You manage • Applications • Applications • Applications • Applications • Security and Integration • Security and Integration • Security and Integration • Security and Integration • You manage • Databases • Databases • Databases • Databases • You manage • Managed by vendor • O/S • O/S • O/S • O/S • Managed by vendor • Virtualization • Virtualization • Virtualization • Virtualization • Managed by vendor • Servers • Servers • Servers • Servers • Storage • Storage • Storage • Storage • Networking • Networking • Networking • Networking

  7. Cloud !! Hybrid Dynamic Hosted Public Virtual! Shared Dedicated Private

  8. Cloud flavours Availability Cost-efficiency Data Control Partner-serviced Microsoft delivery Microsoft billing OPEX Shared hardware No Licences Workload Flexibility Availability Cost-efficiency Data control Partner-serviced Partner delivery Partner billing CAPEX Dedicated hardware Owned/Rented Licences Workload Flexibility Availability Cost-efficiency Data control Partner-serviced Partner delivery Partner billing OPEX Shared / Dedicated Licence Flexible Workload Flexibility Syndicated Virtual On Premise Private Cloud Partner Private Cloud Public Cloud

  9. Our Consumer Data Center Services! 500M Active Windows Live IDs 4.8B Monthly Queries Powered Over 440M Unique Users 900M AdsPer Month Over 300M Users Each Month Over 14M Songs In Our Catalog 35M People On Xbox Live 170M Monthly Connected Users* 360M People Using Hotmail 11B Voice Commands / Year *Pending Regulatory Approval

  10. Breadth of Cloud Services MICROSOFT CLOUD SERVICES Hybrid ? • PRODUCTIVITY • COMMUNICATIONS • COLLABORATION • BUSINESS APPS • DESKTOP MGMT • IDENTITY • DATABASE • PLATFORM MICROSOFT SOFTWARE 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.

  11. 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

  12. Office 365: A Service for Everyone Microsoft Office 365 is the answer to cloud services for businesses • 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 Plan P Office 365 Plan E & Plan K

  13. Office 365 Plans for all employees P Plan E Plans Plan E4 €25,5/m Max. 25 users No AD integration (Separate logon) No migration to E-plan Community support Mobile Mail = Active Sync SharePoint = SharePoint Services No BES support Voice Office Pro Plus Plan E3 €22,75/m V.mail & Advanced Archive Capabilities Forms, Access Excel, & Visio Svcs Office Web Apps Plan E2 €14,25/m Mail, calendar, AV/AS, Personal Archive Plan E1 €9/m Office Web Apps Plan P € 5,25/m Collaboration Portal Exchange Online Conferencing SharePoint Online IM & presence Lync Online *Kiosk workers and academic customers have specific offerings

  14. Sales Channels (product view) > 250 PC’s (partner hosted) ( ) “all” individual Microsoft servers

  15. Sales Channels (channel view) SI/VAR/Reseller LAR partner ISV Dynamics Partner > 250 PC’s (hosting partner)

  16. Sales Motion

  17. 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?

  18. FACQ* • Security? • Privacy? (cfr USA Patriot Act) * Frequently Asked Cloud Questions

  19. “USA Patriot Act” de-mystified • 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

  20. 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

  21. 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”

  22. 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

  23. The End?

  24. ANNEX

  25. WheretoFindPartner Training information ? • General • https://partner.microsoft.com/belux-nl/trainingevents/training • Per role / Per Competency • https://partner.microsoft.com/belux-nl/trainingevents/training • https://partner.microsoft.com/belux/partner/technicaltraining • https://partner.microsoft.com/belux/partner/salestraining • MPN Blog • http://beluxpartnerblog.wordpress.com

  26. Microsoft Planning Services Voucher life cycle : www.microsoftdps.com

  27. PS Voucher Steps Planning Services: Voucher Creation and Use • 2 Create & Assign Internally • Create Vouchers in VLSC • SA benefits manager assign voucher to company contact person via VLSC • Called “assign” within VLSC • 1 Claim Benefit • Activate in VLSC • Customer’s SA benefits manager activates PS benefits via VLSC tool • 3 Customer Chooses Partner • Find 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/ Start Deployment • 6 Partner Requests Payment • Final steps • Partner “redeems” voucher using VVR • Partner requests payment using SABV • 4 Partner Validates & Reserve PS • Reserve 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 • 5 Conduct Planning Project • Complete onsite sessions • Partner & customer conduct planning sessions • Concludes with partner delivering deployment plan to customer 32

  28. Requirements : www.microsoftdps.com

  29. Required deliverables: www.microsoftdps.com

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

  31. Partner related info: www.microsoftdps.com

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