business builder for cloud servicesdigitalwpc.blob.core.windows.net/products/cloud/business... ·...

Business Builder for Cloud Services Partner Opportunities in the Small Business Market (1-200 Employees)

•Partner-servicedIT(nointernalITstaff)•1-200employees•LimitedITsecurity/identitymanagement•Alimitedwebpresence

•Basiconlinebusinessproductivityservicessuchasemail,voice,storage,customerrelationshipmanagement(CRM),accounting,andtaxservices.

•Mobilephones

•WindowsIntune•MicrosoftExchangeOnline,MicrosoftSharePointOnline,MicrosoftOfficeCommunicationsOnline,andMicrosoftOfficeLiveMeeting

•MicrosoftDynamicsCRMOnline

•HostedversionsofMicrosoftExchangeServer,MicrosoftSharePointServer,andMicrosoftOfficeCommunicationsServer

•WindowsAzure,MicrosoftSQLAzure,andWindowsAzureplatformAppFabric

•WindowsServer2008R2withHyper-Vtechnology

Youwillfindguidesthataddressothercustomerscenarios,suchasmediumbusiness,enterprise,andpublicsector,athttps://partner.microsoft.com/cloudservices

This guide is primarily for partners that serve small-business customers with:

This guide includes business opportunities for the following Microsoft cloud services:

https://partner.microsoft.com/cloudservices

Partner Opportunities in the Small Business Market

Small Business Market 2https://partner.microsoft.com/cloudservices

Table of Contents

The Cloud Opportunity Executive SummaryThe Cloud Opportunity and Customer Benefits

3

4

Capitalizing on the Cloud Opportunities by Partner Business Model6

IT Requirements Small Business IT Requirements5

Partner Opportunities Reselling to Small Business CustomersServicing Small Business CustomersDeveloping for Small Business CustomersHosting Services for Small Business Customers

7

8

9

10

Making the Transition to Cloud Services Understanding the Impact of Cloud Services Making the Transition to Selling Cloud Services

11

12

Calls to Action Calls to Action by Partner TypeAdditional Resources

15

16

Opportunities in Other Customer SegmentsSmall Business | Medium Business | Enterprise | Public Sector

Opportunities in Other Customer Segments Opportunity Overview for ResellersOpportunity Overview for Systems IntegratorsOpportunity Overview for ISVsOpportunity Overview for Hosting Providers

17

18

19

20

21

Table of Contents

The Cloud Opportunity

IT Requirements Capitalizing on the Cloud

Partner Opportunities

Making the Transition to Cloud Services

Calls to Action Opportunities in Other Customer Segments




This guide is designed to provide partners with an overview of the cloud services opportunity in the small business market and the specific opportunities available to them. It covers the following topics:

Executive Summary

Core information technology (IT) needs

of small business customers

Business models and cloud revenue opportunities in the

small business market

Calls to action specific to

partner models

Small businesses are increasingly shifting parts or all of their IT to the cloud. By mid-2011, up to two-thirds of small businesses are expected to use some form of cloud service. By 2014, IDC expects the overall market for public IT cloud services to be worth over U.S.$55 billion, which is more than three times the 2009 estimated market worth of $16.5 billion.1 This IT transformation represents a huge market opportunity for partners, but it also

necessitates some changes in the way that you package, sell, resource, finance, and manage your business. This guide includes action plans as well as resources that will help you launch or enhance a cloud services practice.

Throughout this guide, “small business” refers to businesses with partner-serviced IT (such as businesses without internal IT staff) and approximately 1–200 employees.

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The Cloud Opportunity and Customer Benefits

According to a study conducted for Microsoft by the Institute for Partner Education and Development, by mid-2011, as many as two-thirds of all small businesses are expected to use some form of cloud service, depending on the market.2 Small-business customers have many of the same basic IT needs as larger

customers, such as communication, security, reliability, storage, and desktop management. However, small businesses lack the resources of larger organizations, so they have a limited ability to make major capital investments in IT.

This discrepancy between IT needs and resources provides partners opportunities to sell cloud services for a number of reasons:

Small business customers present a compelling opportunity for partners that offer cloud services.

Lower initial capital costs and predictable

recurring expenses

Cloud services virtually eliminate the need for large infrastructure investment, allowing smaller customers to obtain IT services without major capital expenditures. And because cash flow is a top concern for many of these organizations, small businesses are ideal candidates for prepackaged cloud solutions offered at predictable monthly rates.

Greater agility and scalability

The cloud provides greater agility and scalability to adapt to changing workloads and needs with high availability and quicker deployment.

Enhanced ability to focus on other strategic initiatives

Because cloud services generally result in lower IT expenses and greater capabilities, they allow businesses to place more focus on strategic initiatives.

Access to enterprise-class software and capabilities

Cloud services provide small business customers with access to enterprise-class software that was previously out of reach due to the financial and management resources required.

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Many small businesses with partner-serviced IT have already adopted hosted email or cloud-based web conferencing solutions, but they have yet to realize the full potential for integrating cloud services into their existing IT infrastructure, or replacing it wholesale with cloud services. There is growing demand for cloud services in this market in a number of areas, which include:

The cloud also opens up opportunities to up-sell customers from earlier Windows and Microsoft Office versions to the most current versions, along with cloud innovations such as Windows Intune or Microsoft Office Web Apps.

Small Business IT Requirements Smaller organizations have not typically had the resources to

invest in and manage robust communication and collaboration solutions. Thanks to the value and lower managerial overhead of cloud services, many small business customers can now take advantage of enterprise-class solutions for these workloads. A study by Microsoft found that up to 70 percent of small

Collaboration and communication solutions

businesses are currently using, piloting, or planning to adopt Software as a Service (SaaS) services for communications and collaboration by mid-2011. This creates new opportunities for partners to provide solutions based on Microsoft Online Services offerings such as Microsoft SharePoint Online, Microsoft Office Live Meeting, and Microsoft Office Communications Online.

Customer relationship management and line-of-business (LOB) applications

Small businesses are increasingly turning to customer relationship management (CRM) solutions to optimize their marketing, sales, and customer support efforts. In a recent survey, Microsoft Small Business Specialist partners cited CRM as one of the two best investments for growth in 2010. Partners that offer solutions

around Microsoft Dynamics CRM Online will be well-positioned to benefit from this growth potential. Partners can also sell subscriptions to prepackaged line-of-business (LOB) applications that serve typical small business needs, such as add-on solutions to support marketing campaigns.

At the lower end of the small-business segment, most businesses are already using a hosted email solution. Here, partners have the opportunity to provide a Microsoft hosted offering for customers looking for enterprise-class email

Hosted email migration

capabilities. Because many customers have hosted email solutions from local, smaller hosters, partners can focus on the value and expanded capabilities available through Microsoft Exchange Online and Microsoft Exchange Hosted Services.

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To take full advantage of the cloud opportunity, partners may want to consider expanding their roles into new service areas. For example, systems integrators that have traditionally focused on application development may offer deployment and migration services, and infrastructure-focused systems integrators may expand into developing repeatable intellectual property (IP) with the Windows Azure platform. Regardless of business model, there are opportunities specific to the area you focus your business on.

For example, all partners that register to resell Microsoft Online Services are eligible for reseller commissions of 12 percent for new subscriptions and 6 percent for recurring revenue. The evolution and growth of cloud services will offer partners even more ways to expand their businesses and better serve their customers. The following table provides an overview of business opportunities, suggested investments by partners, and a high-level summary of how Microsoft supports its partners in the cloud.

Many Microsoft partners play multiple roles when serving their clients, bringing together sales, support, application development, and IT expertise.

Opportunities by Partner Business Model

Business Opportunities Partner Investment Microsoft Support

Sell

Solu

tions • Recurring revenue

• Packaged solutions

• Expanded services

• New markets and customer segments

• Marketing funds

• Cloud skills development

• Revised compensation models

• Hands-on experience

• Marketing air cover

• Internal user rights (IUR)

• Pre-sales and deployment support

• Pre-sales training

Build

Solu

tions

• Repeatable IP• Faster deployment• Migrate solutions to the cloud• Scale users• Faster, less costly testing• Extended and customized cloud offerings

• Shift investments from technical infrastructure to marketing/sales skills

• Rethink marketing mix

• Grow channel by selling through online application marketplaces

• Market development

• Marketing tools

• Pre-sales and deployment support


Hos

tSo

lutio

ns • Extended product offerings

• Broader marketplace

• Increased wallet share

• Virtualization technologies

• Consolidated technology platforms

• Additional sales skills

• Marketing tools

• Pre-sales support


Following is a more detailed list of opportunities in the small business market by partner business model. For an overview of opportunities available to partners serving other customer segments, please see the Opportunities in Other Customer Segments section later in this guide.

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“For every $1 we sell in Microsoft Online Services, we envision up-selling at least $5 of added services.”

-Andrea Giordano, Business Manager, Solvi

Reselling to Small Business Customers Expand Services: Up-sell and Cross-sell

Use Windows Intune to drive Windows 7 upgrades.

Attach Microsoft Online Services with Microsoft Office 2010 upgrades.

Up-sell installed Office 2003 and Office 2007 base to Microsoft Office Web Apps.

Up-sell peripheral devices with SharePoint Online and Office Communications Online.

Up-sell packaged solutions to existing managed services contracts.

Target earlier versions of Microsoft Exchange Server and upgrade to Microsoft Online Services.

Target POP3 migration to secure email solutions based on Microsoft Online Services.

Cross-sell LOB applications such as business intelligence solutions built on Windows Azure.

Reach New Markets: Attach Services to Enable New ScenariosManaged services packages with onsite and remote support.

Mobility solutions based on Office Communications Online.

Deskless worker solutions based on Microsoft Online Deskless Worker Services.

Earn 6% recurring revenue with each customer, with one-time commission of 12% on all net new seats selling Microsoft Online Services and Windows Intune.

Sell CRM applications built on Microsoft Dynamics CRM Online via subscription.

Sell subscriptions to line-of-business (LOB) applications built on Windows Azure.

Increase Revenues: Generate Recurring Revenue Streams

Sell add-on desktop and PC management packages with Windows Intune, such as remote security monitoring services.

Sell value-added solutions to Microsoft Online Services such as Active Directory management.

Sell value-added solutions around LOB applications such as HR solutions built on Windows Azure.

Packaged Solutions: Create Value-Added Solutions

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“Over 2009, about 5 percent of all revenues came from cloud services. We expect this to grow to 15 to 20 percent of our total revenue.”

-Danny Burlage, Chief Technology Officer, Wortell

Servicing Small Business Customers

Advisory services for evaluating cloud solutions.

Implementation support such as admin and user accounts creation and application testing.

Deployment and management of LOB applications such as financial reporting solutions built on the Windows Azure platform.

Extend and Customize Cloud Offerings

Support for migration of on-premises data to cloud applications such as Exchange Online, SharePoint Online, and Microsoft Dynamics CRM Online.

Application migration from on-premises deployments of Exchange Server, SharePoint Server, and Microsoft Office Communications Server to Microsoft Online Services.

Migrate email, contacts, and calendars to Microsoft Online Services.

Migrate and Integrate Solutions to the Cloud

Desktop optimization, desktop management, and security monitoring with Windows Intune.

User adoption and training for new cloud-based solutions for mobile workers, deskless workers, and branch/field solutions.

Break-fix, phone, and on-site support, including end-user and desktop support.

Packaged Solutions: Managed Services, Support and Training

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“With Windows Azure, it took two developers only two days to migrate our existing application to the cloud.”

- Edmund Gray, Lead Developer, TradeFacilitate

Developing for Small Business Customers

Cloud-based versions of existing applications built using Microsoft Visual Studio and other familiar tools.

Enhanced applications with social media, additional storage, and more computational power.

Mobile extensions of existing applications for anywhere, anytime access.

Rapid Development and Deployment

Enhanced storage for on-premises applications using Blob Storage in Windows Azure.

Collaboration and workflow solutions such as SharePoint calendaring applications.

Extend and Customize Cloud Offerings

E-commerce packages for online sales using Windows Azure platform AppFabric.

Off-the-shelf applications with standardized pricing on Windows Azure.

Standardized multitenant SaaS applications for hosting providers on the Windows Azure platform.

Repeatable IP

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Hosting Services for Small Business Customers

“With hosting, we can become a leading technology provider in the Irish market. The interest is growing, and our recurring revenues are steadily and continually increasing.”

- Gerry Power, General Manager of ReadyDynamics.com, Sysco

Build your own managed cloud infrastructure using Dynamic Data Center Toolkit for Hosters.

Sell hosted communication and collaboration services Exchange Online, SharePoint Online, and Office Communications Online.

Broaden the Marketplace

Partner with independent software vendors (ISVs) to offer hosted standardized versions of LOB applications built on Windows Azure.

Partner with ISVs to offer hosted versions of vertical applications for specific industries such as financial services.

Increase Wallet Share: Host Cloud Applications

Offer “burstable” capacity and backup services with Microsoft SQL Azure provisioning on demand.

Add managed services on top of cloud services.

Provide a development environment and tools with the Windows Azure platform.

Extend Product Offering: Add-On Services

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Compensation Partners should evaluate their compensation plans and consider making changes to align them with cloud services. Some of the benefits of selling cloud services may include greater sales velocity, shorter sales cycles, additional services opportunities, and multiple-year annuity commissions. Challenges may include lower commissions for the initial transaction, and potential differences in the timing of compensation payments.

Cash flow As cloud services shift payments from one-time, up-front lump sums to recurring revenue streams, cash flows will change. Establishing a financial plan based on your cloud services strategy of choice is a foundational element of a cloud services business.

Scalable sales and pricing

Instead of focusing on customized consulting and resource-intensive sales processes, partners should consider offering standard, repeatable solutions that are sold via telesales and other methods that offer broad reach at low cost. Similarly, a rate-card approach enables greater scalability than custom pricing.

New skills for value-added services

The key to a successful cloud services practice is to provide services that add business value. If you have not established a value-added services practice, it will be important to identify and build the skills and capabilities necessary for providing cloud services. Partners that already offer value-added services can make use of and augment existing skills to build a cloud services business.

Delivery mechanisms There are a number of ways that partners can deliver cloud services. For example, you can offer standard packages of services (“managed services”) around Microsoft cloud solutions to keep your overhead cost low while building recurring revenue streams. Another way to increase revenue is through vertical integration, by offering additional value-added services such as outsourced solutions, where you manage cloud-based IT infrastructure on behalf of customers. Partners can also offer services that span delivery mechanisms—for example, partners can offer managed services as an add-on to outsourced solutions.

The cloud services transformation represents a major opportunity for partners; however, you must also rethink the way that you package, sell, resource, finance, and manage your business. Successfully adding cloud services to your portfolio of offerings requires careful planning, combined with your experience and knowledge about your customers and their needs. The following provides an overview of key considerations for partners developing a cloud services business.

Understanding the Impact of Cloud Services

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Making the Transition to Selling Cloud Services

This section offers a few recommendations and Microsoft resources to help you launch a cloud services practice.

Define your cloud services strategy

Prepare your organization

• Identify the Microsoft cloud services that are relevant to your business.• Define your cloud services strategy around your core competencies; explore shifting and expanding your

competencies to meet customer needs around cloud services.• Define solutions offerings and be able to articulate their value to both IT and business decision-makers.• Identify efficient ways to deliver your solutions, such as managed services and outsourcing.

• Based on the cloud services strategy you choose, evaluate the available skill set and identify gaps to ensure that you have the appropriate resources to successfully execute your cloud services initiatives.

• Go to the Microsoft Learning Plan Tool to identify and enroll in sales and technical training.

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http://www.microsoftlearningplans.com/Setup.aspx



Build a foundation • Establish a dedicated cloud services practice with strong leadership.• Define solution offerings and be able to articulate their value to IT and business decision-makers.• Learn about how to activate customers and more with the Microsoft Online Subscription Program Guide

for Partners.• Develop a stable, repeatable, branded methodology for customer on-boarding and for building cus-

tomer loyalty.• Create cloud contracts and service-level agreements (SLAs).• Assess your sales compensation plan.• Plan for long-term customer relationships with strong account management.

Evaluate financial models

• Use the Partner Profitability Modeler Tool to customize financial models and determine your return on investment (ROI) for Microsoft Online Services and Microsoft Dynamics CRM Online.

• Use the Windows Azure Platform TCO Analysis tool to evaluate platform configurations and quantify the costs of platform and on-premises application delivery.

Get started • Subscribe to the Microsoft Cloud Essentials Pack which includes resources to help partners learn about, develop and sell cloud solutions.

• Find out more about Microsoft Cloud Accelerate, an exclusive program for partners that have a proven track record of delivering Microsoft cloud solutions.

• Use the Microsoft Platform Ready program and visit the Windows Azure Partner Hub.• Deploy the no-cost version of Microsoft Online Services for internal use that is offered to all Microsoft

Online Services partners.

Making the Transition to Selling Cloud Services(Continued)

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https://partner.microsoft.com/global/40101713


https://roianalyst.alinean.com/microsoft/business_partner/launch.html

http://florluat01.alinean.com/uat/AutoLogin.do?d=773473549393078109

www.microsoftcloudpartner.com

www.microsoftcloudpartner.com

http://www.microsoftplatformready.com

http://www.azurehub.com/




Execute marketing and sales

• Invest in efficient marketing and demand generation by using tools such as search engine optimization (SOE) and telesales to minimize your customer acquisition cost.

• Provide sales and technical staff with ongoing training.• Establish a customer trial management plan to drive a high conversion trial-to-paid conversion rate.• Maintain customer relationships to build repeat and referral business, including defining a customer life-

cycle engagement plan to increase retention rate and reduce customer churn.• Promote your solutions, applications, and services on Microsoft Pinpoint.• Consider repeatable sales models with a rate-card approach such as the following example to reduce

sales cycles and foster transparency:

Basic Package

Sample Rate Card for Partner Cloud Services

Provisioning/Deployment, Monitoring

(per seat/month)

$19.00

$17.00

$15.00

$13.00

Advanced PackageOrder on Behalf,

Provisioning/Deploy, Monitoring, Online Training

(per seat/month)

$48.00

$43.00

$37.00

$33.00

Premium PackageOrder on Behalf, Provisioning/Deploy, Monitoring, Online Training, Control and Compliance (per seat/month)

$69.00

$66.00

$63.00

$60.00

1-25

26-50

51-100

101-200

Seats

Making the Transition to Selling Cloud Services(Continued)

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http://pinpoint.microsoft.com/



Calls to Action by Partner Type

The table below summarizes key actions that partners can take to build a successful cloud services business.

• Resell Microsoft Online Services, Microsoft Dynamics CRM Online, and Windows Intune.

• Leverage up-sell and cross-sell opportunities (sell Windows Intune with Windows 7; resell Microsoft Online Services with Office 2010 and Office Web Apps).

• Package Windows Intune, Microsoft Online Services, and Microsoft Office in standard quantities as packaged solutions for repeatable sales.

• Increase focus on customers with shorter sales cycles.

• Build and expand telesales and online marketing efforts with low customer acquisition cost.

• Integrate annuity revenue streams into planning and sales compensation.

Reseller

• Build a Windows Azure application development practice.

• Create cloud versions of existing applications.

• Explore the creation of an applications marketplace and consider developing resale channels such as hosting providers.

• Continually evaluate new features by testing with sample customers.

• Look at new potential geographies where you might offer your applications.

Independent Software Vendor

• Offer a wider range of hosted solutions such as Exchange Online, SharePoint Online, and Office Communications Online.

• Move further up the value chain to offer solutions such as data center consolidation and disaster recovery.

• Create and sell new packaged offerings.

• Market to developers looking for an on-demand development environment.

Hosting Provider

• Create a cloud migration offering for the solutions you currently offer.

• Develop a rate card with by-person and by-seat engagements for deployments to Microsoft Online Services.

• Build a base of employees with expertise in cloud development, identity, and security.

• Align resources to support managed services contracts based on Windows Intune.

• Provide Core IO and BPIO offerings built on Microsoft Online Services.

• Migrate existing applications to Windows Azure and SQL Azure.

• Train staff not to distinguish between on-premises and cloud solutions, but rather to advise customers on the best solutions for their needs.

Systems Integrator

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Additional Resources

The following resources provide more information about Microsoft cloud solutions and Microsoft partner support.• The MPN cloud landing page provides access to cloud services

training and readiness resources.• Microsoft Online Services is a family of services, also available

as standalone software, for communication and collaboration. Microsoft Exchange Online delivers email with protection, plus calendar and contacts. Microsoft SharePoint Online creates a highly secure, central location for collaboration, content, and workflow. Microsoft Office Communications Online provides real-time, person-to-person communications through text, voice, and video. Microsoft Office Live Meeting delivers hosted web conferencing.

• Windows Intune delivers cloud-based PC management and security capabilities.

• Microsoft Dynamics CRM Online streamlines customer relationship management, and delivers results through the browser.

• Microsoft Office Web Apps allows access to documents from virtually anywhere.

• The Windows Azure platform supports applications, data, and infrastructure in the cloud, giving institutions the flexibility to run applications—or just store code or data—in the cloud, on premises, or with a combination of both. The platform also includes Microsoft SQL Azure technology platform, a cloud-based relational database service built on Microsoft SQL Server that offers highly available, scalable, multitenant database services. Software developers can use Windows Azure Tools for Microsoft Visual Studio to create, configure, build, debug, and run web applications and services on Windows Azure. Windows Azure platform AppFabric, formerly known as Microsoft .NET Services, makes it simpler for developers to connect cloud services and on-premises applications.

“The recurring revenue stream we gain from selling [Microsoft Online Services] provides an income without associated cost of goods. It’s pure profit for us that we would otherwise not have seen. We can use this recurring income to invest in geographic growth, or to grow into new lines of business. That’s critical for companies like ours that rely on so heavily on profit to fuel our growth.”

-Todd Golden, Director of Alliances, PointBridge

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https://partner.microsoft.com/global/productssolutions/40134319

http://www.microsoft.com/online/

http://www.microsoft.com/online/exchange-online.mspx

http://www.microsoft.com/online/sharepoint-online.mspx

http://www.microsoft.com/online/office-communications-online.mspx

http://www.microsoft.com/online/office-live-meeting.mspx

http://www.microsoft.com/windows/windowsintune/default.aspx

http://www.microsoft.com/online/dynamics-crm-online.mspx

http://www.microsoft.com/Office/2010/en/office-web-apps/default.aspx

http://www.windowsazure.com

http://www.microsoft.com/windowsazure/sqlazure/

http://msdn.microsoft.com/en-us/azure/default.aspx

http://msdn.microsoft.com/en-us/azure/default.aspx

http://www.microsoft.com/windowsazure/appfabric/



The following table provides a high-level overview of the opportunities available by partner type beyond the small business customer segment. Opportunities differ depending on the markets you serve, but there is potential to increase revenues, grow market share, and develop competitive offerings across each market segment.

Opportunities in Other Customer Segments

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Opportunity Overview for Resellers

• Resell Microsoft Online Services and Windows Intune and earn a one-time commission of 12% on all net new seats, as well as 6% on recurring subscriptions.

• Up-sell and cross-sell prepackaged solutions such as Microsoft Online Services sales support. • Target POP3 migrations to Microsoft Online Services.

Small Business (Partner-serviced IT)

• Resell Microsoft Online Services and Windows Intune and earn a one-time commission of 12% on all net new seats, as well as 6% on recurring subscriptions.• Add or attach Windows Intune to Core IO managed services offerings and Windows 7 upgrades.• Offer value-added BPIO solutions on top of Microsoft Online Services such as SharePoint Online document management monitoring.

• Target SharePoint Server and Exchange Server on-premises deployments to Microsoft Online Services.• Enable new scenarios such as deskless workers with Microsoft Online Deskless Worker Services.• Sell subscriptions to cloud-based LOB applications built with Windows Azure.

Medium Business (Small internal IT staff – some IT services out-sourced)

• Sell Windows Server 2008 R2 with Hyper-V and System Center Virtual Machine Manager for private cloud scenarios.• Resell Microsoft Online Services and Windows Intune and earn a one-time commission of 12% on all net new seats, as well as 6% on recurring subscriptions.• Target Lotus Notes migrations and competing collaboration solutions with Microsoft Online Services.

• Drive Enterprise Agreement attach to Microsoft Online Services.• Offer branch office solutions with Microsoft Online Services.• Attach Microsoft Online Services to Office 2010 and Microsoft Dynamics CRM Online upgrades.• Sell customized CRM solutions built on Microsoft Dynamics CRM Online.

Enterprise (Sizable IT staff, including internal software development)

Up-sell, cross-sell, upgrade, and attach opportunities

Public Sector (Education, government, healthcare, public safety, and national security)

• Resell Microsoft Online Services and Windows Intune to government entities.• Use Microsoft Learning Suite to up-sell Office 2010 and Office Web Apps.• Pitch cost-saving, green IT solutions based on Microsoft cloud services.

• Up-sell Microsoft Online Services to schools and universities that have deployed Live@edu.• Offer solutions for deskless healthcare workers with Microsoft Online Deskless Worker Services.

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Opportunity Overview for Systems Integrators

Consulting, migration, integration, implementation, customization, and support opportunities

• Create cloud-based managed services such as remote management with Windows Intune. • Promote standardized cloud packages such as Exchange Online user provisioning and update support.

• Migrate installed POP3 and open source collaboration applications to Microsoft Online Services.


• Create cloud-based managed services such as remote management with Windows Intune. • Offer planning and deployment services for hybrid on-premises/cloud environments.• Integrate Active Directory services across Microsoft Online Services deployments.

• Deploy custom workflow automation applications based on SharePoint Online.• Migrate Salesforce.com CRM to Microsoft Dynamics CRM Online.• Package “train the trainer” sessions for internal IT staff who manage hybrid environments.


• Provision, manage, and deploy virtual machines in the cloud using the Dynamic Data Center Toolkit for Enterprises.• Provide network operations center planning using System Center for virtualized infrastructure.• Offer cloud-based data protection and recovery solutions with System Center.• Offer security and compliance policy assessments.

• Connect on-premises and cloud applications using Windows Azure platform AppFabric.• Develop customized tools such as customer alerts with Microsoft Dynamics CRM Online.• Provide user adoption training for branch office and mobility solutions based on Office Web Apps.• Migrate LOB applications from on premises to the cloud.



• Rationalize identity across multiple services and properties for educational institutions.• Provide provisioning and migration services for government public cloud solutions.• Integrate educational management solutions with Live@edu.• Plan for and manage compliance issues around healthcare data privacy regulations.

• Customize partner-hosted private cloud-based email, messaging, and collaboration services to ensure compliance with data sovereignty requirements.• Provision and migrate Microsoft Online Services for government cloud solutions.• Offer integration services for applications built on the HealthVault platform.

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Opportunity Overview for ISVs

New applications and solutions and rapid development with repeatable IP opportunities

• Develop cloud-based versions of on-premises applications using Visual Studio and other familiar tools.

• Drive repeatable IP sales with off-the-shelf applications built on Windows Azure.


• Develop network monitoring and tracking tools.• Develop customized interfaces, tools, and add-on functionality such as alerts for Microsoft Online Services.• Integrate on-premises applications with social media tools using Windows Azure platform AppFabric.

• Create additional tools such as alerts for Microsoft Online Services.• Build SaaS LOB applications built on Windows Azure.


• Create debugging tools for custom cloud applications.• Develop customized cloud-based applications using Visual Studio and other familiar tools.• Build competitive tools for migration from Lotus Notes, MySQL, and SalesForce.com to Microsoft Online Services.

• Build multitenant SaaS applications on Windows Azure. • Enhance applications with additional computational power and storage with Windows Azure.



• Use Live@edu services as the communication infrastructure for education solutions.• Build learning analytics and education IT solutions on Windows Azure.

• Develop solutions based on the HealthVault application platform.• Build government solutions on the Windows Azure platform such as emergency responder dispatch systems and geospatial mapping solutions.

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1 IDC, Worldwide and Regional Public IT Cloud Services 2010–2014 Forecast, Doc #223549, June 2010.2 IPED: Cloud Adoption Study, March 2010. 3 Microsoft. 2010 SaaS Workload Study. May 2010.

Opportunity Overview for Hosting Providers

Hosting, selling, and add-on service opportunities

• Build your own managed cloud infrastructure using Dynamic Data Center Toolkit for Hosters.

• Sell hosted communication and collaboration services using Exchange Online, SharePoint Online, and Office Communications Online.


• Sell network monitoring and asset management services.• Offer private cloud services and support using the Dynamic Data Center Toolkit for Hosters.• Provide enterprise hosting solutions, such as storage and archiving for corporate compliance.

• Create cloud-based managed services contracts such as data protection and disaster recovery.• Host horizontal and vertical applications.



• Build and host highly secure private clouds for governments in compliance with data sovereignty requirements.• Offer private cloud hosting for pooling shared services among related agencies and jurisdictions.

• Host messaging and collaboration applications for governmental organizations.• Host learning gateway solutions combined with Live@edu services.• Offer vertical education and healthcare applications built on Windows Azure.

• Offer standardized versions of LOB applications built on Windows Azure.• Create virtual data centers and deliver a seamless IT infrastructure across multiple geographies using Windows Server 2008 R2, SQL Server 2008 R2, and System Center.

• Offer “burstable capacity” and backup services with SQL Azure on-demand provisioning.


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