microsoft windows azure - platform discussion with mgx2010 gm presentation
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Windows Azure Platform Discussion
Zane AdamJuly 19, 20010
Discussion Agenda
Quick update on STB cloud positioning and WPC newsPositioning Microsoft against key competitors - how we differentiate/winHow do we…
Decrease sales cycle to avoid late closeIncrease run rate of breadth salesIncrease revenue per dealIncrease SQL Azure attach
How to prioritize and make choices on where to focus
IT as a Service
SOFTWAREA S A S E R V I C E
PLATFORMA S A S E R V I C E
INFRASTRUCTURE
A S A S E R V I C E
IT as a ServiceINFRASTRUCTURE
A S A S E R V I C E
PLATFORMA S A S E R V I C E
SOFTWAREA S A S E R V I C E
CUSTOMER &PARTNER APPS
CustomerService Provider
announcing
Microsoft
Cloud Computing Landscape
CUSTOMERSERVICE PROVIDERSGLOBAL PROVIDERS
IT as a SERVICE
SaaS
PaaS
IaaS
“Information Marketplace for IWs and Developers”
Partner driven ecosystem and global reach to deliver data and functionality to developers and information workers
Discover, acquire, and consume structured and blob datasets to power any application – on any platform and any screen size
Easy to consume REST-based APIs for contentUnified billing & provisioning platform and built-in security / authorization model
Marketplace lets you set your price, terms, and use our cloud to deliver web services and data to the world!
Partner incentives model drives additional revenue opportunities
Rich Experiences and Insight on your data for Information Workers
Easy information discovery, real–time data accessDifferentiated Experiences on data in Office, Dynamics, SQL Server BIAbility to easily combine and analyze both public and private data
The Journey to the Cloud
- Shift application workloads to the cloud to reduce costs
- Provision just in time—what you need, when you need it, where you need it
- Scale rapidly up/down to meet business needs
MOVE
- Build upon existing LOB investments
- Create new composite solutions taking advantage of cloud capabilities
- Share information securely and reliably across on/off premises
ENHANCE
- Rapidly create new solutions to take advantage of new business opportunities
- Share information easily across boundaries
- Gain new business insight that provides a competitive edge
TRANSFORM
New Application Development
Storage in the Cloud
Application Extension(HPC, Hybrid)
Data Center Extension
Application Maintenance
Roadmap Forward
2011
2010
Windows Azure: new platform infrastructure improvements SQL Azure: expanded enterprise capabilities and tools for
management, migration and synchronization; new reporting and analytics capabilities delivered as a service
AppFabric: new building block services (caching, messaging, hosting…) and common application model
“Dallas”: New partners, new content, enhanced marketplace and publication experience
Resources to help Accelerate Sales-- Available NOW --
PlaybookKey sales scenariosPartner strategyReadiness plan
Field portal: //SQLAzureUpdated every monthKey areas like Top Content, campaigns, programs, roadmapEvidence
Resources to help Accelerate Sales
SMSG Incubation (WE filter)
12 Windows Azure Platform SSPs & TSP focused on enterprise adoption
DPE ISV Advisors40 WW headcount focused on managed ISV SaaS adoption
Sales contests [3.2M]Largest sales contests for FY11 to drive Cloud Assessments and reward closed sales
CampaignsGlobal Ad Campaigns
Gain thought leadership
Journey to the CloudMessaging, virtual event, subsidiary plug in, workload guidance
Windows Azure Platform Roadshow
Drive customer, partner and Field Enablement
Demand Generation Customer Campaigns
Not Global Ad funded
$3.75M of BIFEnterprise StandardizationSaaS ISV AdoptionHPC in the Cloud
Regional Events
Partner Readiness
Marketing
Sales Investment
Co-Funding
Backup
“Journey to the Cloud Campaign” Overview
Opportunity:• We need to present and clarify our cloud computing strategy and demonstrate that Microsoft is a leader in cloud computing
Solution:• Share MSFT cloud strategy and drive adoption of key workloads (mapped to ad campaign solutions) through practical guidance.• Capture press and analyst mindshare through positive coverage & endorsement.• Drive local customer connections through subsidiary-led in person events and TDM/IT Manager focused campaigns.• Drive compound results through integrated campaign execution – advertising, communications, digital, and field events.
Market Challenge:• Microsoft is being out-visioned by competitors in the cloud computing
space
• Microsoft’s current positioning and messaging in this space lacks clarity, credibility and differentiation
1: Oct Catalyst Virtual Event 2: 100+ Subsidiary Events
Implications:• Microsoft has a complete and versatile cloud computing strategy, but
this is lost on customers
• Awareness of Microsoft’s cloud computing strategy is low and may potentially stall sales
3: Ongoing Digital Dialog (Ad Campaign)
“Catalyst” Virtual Event: Journey to the Cloud
Objectives Metrics
Reach critical mass of key constituencies (sweetspot is CIO, Minus 1) Live viewership:On-demand viewership:
2,000>15,000
Capture press and analyst mindshare; drive positive coverage & endorsement
PR coverage (>XXX prime):Analyst output/favorability
XX
Provide blueprint for subsidiary execution: Satellite events in 45 cities
Events:Live participants
100+10,000+
Virt
ual E
vent
Sub
Even
ts
Oct 6, 2010 Virtual Event Goals:• Create a “must-see” event that reaches critical mass of key constituencies—answers critical
questions in peoples’ minds, an immersive experience, interactive, enticing, creates buzz
• Highlight the full MSFT cloud computing story
• Provide additional break-out video content to complete experience on hosted platform
• Provide ongoing portable content for social media/marketing campaign support
• Capture press and analyst mindshare; drive positive coverage & endorsement
Existing Virtual Hosting Platform
Planned Events
Subsidiary provides:• Customer confirmation• Event orchestration• Local speakers• Featured customers for panel• Local partner participation & sponsorship• Event metrics & reporting
Subsidiary Events Strategy
Corp provides:• Content & offers section of CLE• Event assets & materials
• Presentations• Surveys• Leave behinds • Readiness materials
• Corp speakers for large events
Objective: Enable subsidiaries to communicate Microsoft’s cloud computing vision and enabling technologies to Enterprise customers in order to instill confidence and generate demand for these technologies. Audience: ITDMs, IT Managers, Dev Managers
Cross Org Effort• CMG (event lead)• STB (Core Infra & App Plat)• Developer• IW• Enterprise Mktg
Planned Reach• Across the A13• 100+ in-person events• 10,000+ attendees
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