Server & Cloud enrolments.. What is their value to the Service Provider?

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1 Server & Cloud enrolments.. What is their value to the Service Provider? Craig Martyn, LSP Sales Manager Cloud Channel Summit #RCCS15

2 Context: How Microsoft Azure Works Over 60 services, each with its own usage meter & price Virtual machines Web sites Cloud services Mobile services Compute SQL database HD insight Site Recovery Storage Data Services RemoteApp HPC Scheduler App Services Automation AD Premium Rights Mgmt. CDN ExpressRoute Virtual Network Data Transfer Traffic Manager Networks Cloud Channel Summit #RCCS15

3 Managed services & ISVs Can an ISV or MSP buy Azure in their own name and deliver a SaaS Application or a Managed Service to end customers? Requirements Azure is subject to Online Service Terms across EA, Direct & Open Customer Solution Application or set of applications that adds primary and significant functionality to the Microsoft Azure Services and that is not primarily a substitute for the Microsoft Azure Services. Can also use SPLA on Azure! Or Managed Services The MSP has the sole ability to access, configure, and administer the Microsoft Azure Services, The MSP has administrative access to the virtual machines The end-customer has administrative access only to its applications or virtual machines View the full Online Service terms here: Cloud Channel Summit #RCCS15

4 Scenario 1 Hosting websites in the cloud Leverage a fully-managed cloud infrastructure that can scale as needed to support the largest peak loads Grow your business helping customers move their websites to the cloud with Microsoft Azure Quickly build, deploy, and manage websites on an open and flexible cloud platform Offer the peace of mind from hosting on a global network of Microsoft-managed data centers Manage your customers websites using the same familiar tools across onpremises and cloud environments Cloud Channel Summit #RCCS15 4

5 Azure global datacenters Global datacenters $ $ kr kr chf TL руб $ Global support Local account teams Local currencies $ 24 x 7 x 365 support, over 1 billion customers, 20 million businesses, over 90 markets worldwide 280 years of combined industry experience in infrastructure, security, product dev, and global ops R Rp $ $

6 Azure purchasing options Direct on azure.microsoft.com Open Licensing Programs Enterprise Agreement/SCE Pay As You Go Flexible Longer-term Zero upfront cost, cancel anytime. No long-term commitment. Purchase with credit card. Flexibility with Volume Licensing through a familiar vehicle for SMBs. Opportunity for partners to earn margins, incentives. Purchase through Distributors. Offers discounts to customers as part of a deeper and longer-term commitment to the platform. Ability to consolidate spending at the enrollment level. Purchase through License Service Providers (LSP s). Cloud Channel Summit #RCCS15

7 Benefits of Purchasing Microsoft Azure in the Enterprise Agreement (EA/SCE) Purchase Simplicity Annual Payments Great EA Pricing FY15 Offers 7

8 Ways to buy: Monetary Commitment Monetary Commitment Prepay option for your usage Deposit for use on eligible Azure Pay As You Go Monetary Commitment Pay As You Go Virtual machines Web sites Cloud services Mobile services services Provides easier billing of short term meters in EA Site Recovery Backup HD insight SQL database Take advantage of potential offers Good until EA anniversary (max 12 mos.) Media RemoteApp HPC Scheduler Have a use plan based on available PAYG services at time of commitment Can t be used on Azure Plans, Support, Store or other EA products/services Automation CDN RemoteApp Multi-Factor ExpressRoute Virtual Network Data Transfer Traffic Manager

9 How to Buy through the SCE Make upfront monetary commitment Example: Upfront commitment Customer signs an EA for $100K/year of Microsoft Azure (3yr) Impact: Upfront payment of $100K

10 How to Buy through the SCE Burn meters against that commitment at EA pricing on Microsoft Azure Low-Use Scenario: Customer deploys an app and consumes $75K in Microsoft Azure. Impact: Notification sent at $75K mark. Customer automatically billed $100K in Y2 unless they ask for reduction. No refund of remaining $25K.

11 How to Buy through the SCE Pay Annually if no more than 50% beyond commitment (same great rates) Mid-Use Scenario: + up to 50% Customer exceeds their $100K commitment by $40K. Impact: Same great Microsoft Azure EA rates Billed for $40K at the end of the year Customer receives notifications at $112K & $135K Threshold Notifications 50% 75% 90% 100%

12 How to Buy through the SCE Pay Quarterly if more than 50% beyond commitment (same great rates) + over 50% High-Use Scenario: Customer spend goes to $163K in Q3. Impact: Same great Microsoft Azure EA rates Notification is sent to customer when they cross $150K Customer is billed $63K following end of Q3 Customer also billed following end of Q4 for Q4 usage Note: Any Q4 or annual payment usage continues to land in the next calendar year s compensation.

13 FY15 Azure EA Offers-Get started with Azure! Offer runs Aug 1, 2014 June 30, 2015 Benefits Get up and running fast by offsetting deployment costs Act now and get more Azure for your investment Pick one or the other (can t claim both offers for the same commitment) Minimum commitment of $50,000 for New Customers Credit added to Azure account based on actual consumption within the first 3 months Credit of 100% of Azure usage in the first 3 months of the enrollment Max bonus of 25% of initial commitment Deployment Funding Azure EA minimum commitment Funds to offset the cost of Azure deployment Paid directly to MCS or partner after engagement $25k 21 CPS Units $50k 42 CPS Units $100k 84 CPS Units $200k 167 CPS Units $500k+ 420 CPS Units Available for new, existing-annual renewal, and existing-mid-term additions $4,000 $9,000 $14,000 $22,000 $45,000

14 Call to action Think about using Azure as your Data Centre Provider. Look at running SPLA on Azure. If you re purchasing Azure via Credit Card or Open look at SCE. Think about using Payment Solutions. SCE takes approximately 4-6 weeks to set up. If you re an ISV look at purchasing Visual Studio through SCE. For further information please contact me; or Cloud Channel Summit #RCCS15

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