Partner Opportunity PlaybookRed Hat solutions in Microsoft Azure

Content

Partner opportunity & benefits

Why partner with Microsoft

Next steps

Partner programs & resources

Microsoft solution overview

Market opportunity

Partner success insights

Market opportunity

The cloud revolution continues

Source:1 TBR Hybrid Cloud Report2 IDC Microsoft eBook: The Modern Microsoft Partner Series

Public IT cloud services revenue will reach $141.2

billion by 20192

Public IT Cloud Services Growth (2014-2019 CAGR %) SaaS: 15.8% PaaS: 30.6% IaaS: 27.0%2

Hybrid influence market size will grow 78% year-to-

year in 20171 to $155 billion

78%Cloud Partners (>50%

cloud revenue) have 2X the growth and 1.5X the gross profit of their less-

cloudy peers2

$141B

2X

Cloud growth in enterprise

2016 2020

PUBLIC CLOUD SALES WORLDWIDE

201920182017

$160B

SaaSPaaSIaaS

Cloud growth in enterprise

2016 2020

DIGITAL TRANSFORMATION OPPORTUNITY

201920182017

~$4.5T

Microsoft solution overview

The cloud is where open enterprise innovation happensIn a cloud world, where organizations are looking at open source to drive agility and deliver apps more quickly, security and management remain top of mindThrough this partnership, Microsoft adds value to your Red Hat investments in Azure, wherever you are in your cloud journey

+Azur

e

=Agility

Secure Manageable Supported

“Running JBoss BRMS on Azure allows us to quickly procure the necessary infrastructure resources.

The IoT landscape is always changing so [Azure] makes it easier to switch directions once a project is underway.

If trials go well and lead to scale expansion, [Azure] makes it easier to do capacity planning.”

Tadahiro TomisugiIT Engineering Business Control UnitSCSK

+Azur

e

=Agility

Insights & analyticsIdentity managementThreat detectionTool/skill reusePortabilityDisaster recoveryIntegrated supportGlobal reach

+Azur

e

=Secure Manageable Supported

Deploys dev environments in < 1 hour, saving 2-5 days of effort per environment by using Red Hat Ansible in

Microsoft Azure

Uses Red Hat OpenShift in Azure Germany Cloud for its

hybrid cloud offering for software developers, AppAgile

Customers Embracing Red Hat solutions in Azure

Applications Scale-out Clusters Self-Service

Agility

Secure Manageable Supported

Integrated support

No touch monitoring

No touch backups

Update and baseline

monitoring

Integrated supportIn-portal customer experience for PAYG deployments

Co-located support with Red Hat on-site team

ISO 27001 compliant B2B communication channel

Integrated support is available 24x7 for Cloud Access (BYOS) as well as On-Demand (PAYG) deployments

Microsoft Help

+ Support

Red Hat Customer

PortalFlexibility in support channels

SSO access to Red Hat support

Co-location and cross-product support

Microsoft Azure support

Red Hat support

Ticket exchange platform

Cross-team hand off

Agility

Secure Manageable Supported

Integrated support

Log correlation and app insights

Item-level restore

Identity management

Threat insights

Master Nodes Infrastructure Nodes App Nodes

Integrated supportIntegrated support is available for many Red Hat solutions in Azure:

Red Hat Enterprise Linux®Red Hat Enterprise Linux® for SAP HANARed Hat Gluster StorageRed Hat OpenShift Container PlatformRed Hat JBoss® Middleware portfolio, including Fuse and BRMSRed Hat CloudForms

Microsoft Help

+ Support

Red Hat Customer

PortalFlexibility in support channels

SSO access to Red Hat support

Co-location and cross-product support

Microsoft Azure support

Red Hat support

Ticket exchange platform

Cross-team hand off

Key takeawaysThe cloud is where open enterprise innovation is happening

Microsoft Azure offers the security, manageability and support you’ve come to expect from Red Hat solutions

Microsoft and Red Hat have a unique partnership that includes joint portfolio and engineering, global reach and integrated, co-located support

2

3

1 +Azur

e

=Agility

Secure Manageable Supported

Azure CLI 2.0

1st Party

Azure

On-Premises

Applications Scale-out Clusters Self-Service

Bring your ownPay-As-You-Go

“Azure and OpenShift automate a significant amount of work, which allows development teams to achieve consistent results every time”Yuji HiroseHead of Service Supervisory Unit, Service Solutions Control Unit, andICT Business Supervisory Control UnitHitachi

“Our customers are able to migrate their own legacy mainframe applications to the Microsoft Azure cloud without any modifications, including open source technologies like Red Hat Linux, resulting in improved application performance at a fraction of their current operating costs.”

“One customer, for example, went from running a program on an IBM mainframe environment in about six minutes to now running the same program in the Microsoft Azure cloud in 1 minute and 20 seconds with our Linux-based Software Defined Mainframe.”

Mark Cresswell, CEO LzLabs Jan Jaeger, Chief Architect, LzLabs

Cloud agility

Why partner with Microsoft

Partner with Microsoft & Microsoft AzureCapitalize on new opportunities

Investments in partnersOne complete platformMomentum & customer base

$640m in partner GTM investmentsOne Commercial Partner organizationDriving co-sell with Microsoft field sellersContinued investment and improvement in platforms.

End-to-end solutions on a consistent platform across private, hybrid and public cloudsBroad opportunity across infrastructure, apps, devices and cloud servicesBuilt-in capabilities enable profitable and competitive solutions

100s of service providers, 1,000s of enterprises, and over 90% of Fortune 500 companies use Microsoft cloud70%1 increase in partners doing Azure projects214% increase in consumption from partners led solutions350% increase of OSS Azure consumption from partner led projects

1. Internal Microsoft figures.

Partner success insights

A holistic approach to datacenter transformationBuilding on deep expertise and offering the full suite of Azure services, 10th Magnitude goes further to help enterprises see their future gains and savings in Azure

"Our business essentially doubles every year. Our relationship with customers has continued to grow and evolve as Azure has grown and evolved"

Alex BrownFounder & CEO

A full services package for digital transformationInSpark gives customers control and pace in the adoption of public cloud through leveraging Azure to deliver hybrid cloud solutions

"We've been able to grow faster than before using the Microsoft cloud. We can now embrace the speed of change, but also use the Microsoft cloud to instantly deliver services to our customers"

Martin HouttManaging Partner & Co-founder

Partner opportunity & benefits

Take advantage of AzureThe opportunity for Partners

By 2020, IDC forecasts public cloud spending

will reachin Hybrid Cloud

Solutions by 20214

$91.7BThe most digitally

transformed enterprises generate on average $100

million in additional operating income each

year3

100M

$203B

ISV Applications

9kAzure Marketplace leads per month

Project Services

214%Consumption growth in partner driven Azure projects

Managed Services

+20%New customers per month for our Managed Services Provider partners.

Capitalize on opportunities with Microsoft Azure

Application Modernization9.5m 3 .Net/Java enterprise apps to be modernized in our top customer accounts.

Data Platform300% Cloud consumption growth in Data and Analytics partner driven projects

Application Innovation353k Daily active Web/Mobile sites growing consistently +5% MOM

60%of cloud spend will be on

SaaS by 20202

1. IDC, Worldwide Semiannual Public Cloud Services Spending Guide, February 20172. IDC, Worldwide Semiannual Public Cloud Services Spending Guide, February 20173. Keystone Strategy 20164. Internal Microsoft source

1

Huge partner opportunity across cloud infrastructure & management

Marketing ProgramsEnd-Customer Investment Fund (ECIF)Azure Every WhereGlobal Engagement ProgramsAzure Credit Offer

Training & ReadinessCloud Platform UniversityAccess Partner Training, Sales and Marketing Resources for Cloud Infrastructure and Management

Microsoft Virtual Academy

Sales & Deployment ProgramsCloud OS AccelerateSoftware Assurance Planning Services (aka DPS)Azure Access POCAzure FastTrackAzure Hybrid Use Benefit

1 Cloud partners are those partners with >50% cloud revenue2 IDC Microsoft eBook: The Modern Microsoft Partner Series3 Microsoft Internal Research

Key opportunities to drive consumptionLeverage Azure Infrastructure Solutions% for transformation projectsScale your Backup, Archive and DR practices Boost your Azure Practice with Migration & Modernization opportunities

in Hybrid Cloud Solutions by 20213

$91.7B

$43Bin managed

services cloud projects by 2018

(%% SAP, Red Hat Linux, High Performance Computing, DC Transformation, Dev/Test, App Modernization

Cloud projects1 are 5.8x larger

when driven by partners3

Growing momentum in partner opportunities

$1 in Azure consumption

1 1 1 1 1

$5 partner services

1

Partner programs & resources

Partner ToolboxThe Partner Toolbox for Cloud Infrastructure & Management provides a summary of links to all guidance and resources that will help partners get started, build and sell and market Microsoft’s Cloud Infrastructure & Management solutions. Access the Partner Toolbox for the following guidance and resources:

All resources listed in the Partner Toolbox can be found on the Cloud and Enterprise Partner Resources portal.Any new resources or updates to existing partner resources will be posted to the Partner Resources portal.

Get Started with MicrosoftBecome a Microsoft PartnerPractice Development

Technical ReadinessTechnical Readiness Technical Programs

Sales & MarketingSales ReadinessSales ToolsMarketing Resources

Incentives & OffersPartner & Customer

Get ShowcasedPartner DirectorySuccess Stories

SupportPartner Support

Next steps

Get started todayPartner with Microsoft• Become a Digital Partner of Record (DPOR).• Join the Cloud Solution Provider program and grow your business.• Join the Microsoft Partner Network to become an official Microsoft

partner. Partnering with Microsoft can help you expand your business, engage customers, and earn more money. Discover the benefits.

Build and sell your Microsoft solutions• Visit the Cloud and Enterprise Partner Resources portal for Cloud

Infrastructure & Management solutions technical, sales and marketing guidance and resources.

Get recognized• Once you’ve joined the Microsoft Partner Network (above), create a

Marketing Profile to showcase your business to customers. • Join the elite tier of Microsoft Partners and stand out from your peers

by earning a Microsoft Competency.

Access partner resources• Visit the Cloud and Enterprise Partner Resources portal• Download the Partner Practice Development Playbook – Cloud Infrastructure

and Management

© 2017 Microsoft Corporation. All rights reserved. Microsoft, Windows, 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 presentation. Because Microsoft must respond to changing marketconditions, 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, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.