michele todd microsoft alliance manager, quest member since 1996 competencies including: gold isv...
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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 – [email protected] 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 on
Average UsageCo
mp
ute
Time
=
Without cloud, there are inefficiencies
TIME
IT C
AP
AC
ITY
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
AP
AC
ITY
Load Forecast
Types Of Cloud EnvironmentsYou
man
ag
e
Private(On-Premise)
You
man
ag
e
Infrastructure(as a Service)
Man
ag
ed
by v
en
dor
You
man
ag
e
Man
ag
ed
by v
en
dor
Platform(as a Service)
Man
ag
ed
by v
en
dor
Software(as a Service)
You
man
ag
e
Cloud !!
Virtual!
Private
Public Hosted
DedicatedShare
d
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 Month
Over 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 Everyone
MICROSOFT 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
