Partner Opportunity PlaybookHybrid Management & Security

Content

Partner programs & resources

Why partner with Microsoft

Next steps

Market opportunity

Microsoft solution overview

Partner opportunities & benefits

Partner success insights

Microsoft Partner internal use only. Visit the C+E Partner Resources portal > Practice > Sales & marketing for to-customer resources.

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

Growing wave of partner opportunity

3 Cloud partners are those partners with >50% cloud revenue1 Microsoft Internal Data2 Microsoft Internal Research

Key initiatives:1) Deliver secure and well managed IaaS on Azure2) Deliver modern SaaS management of hybrid resources3) Continue to upgrade System Center

in Hybrid Cloud Solutions by 20212

$91.7B

314%Growth of partner

driven cloud security+

management in FY171

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

Cloud project size when driven by partners3

5.8x

Customers need help to avoid cloud sprawl

PC Sprawl (1995+) Server Sprawl (2000+) Cloud Sprawl (2015+)

• SaaS management• Monitoring, Backup, • Threats

• Active directory • Patch, asset, mobile

management• Secure access

• Management suites• Virtualization,

monitoring, patch, backup

• Identity, workload

Microsoft solution overview

Built-in security & management

Azure

Innovation that meets your needs

Secure & well managed IaaS

• Monitor CPU, memory & disk

• Troubleshoot applications• Get insight from logs

• Install OS patches• Close firewall ports• Mitigate threats

• Backup virtual machines

• Select• Rapidly restore

Get insight using logs

Secure and detect threats

Backup your data

For every production instance

Capture secure & well managed IaaS opportunity

Existing Azure customer

New Azure customer

Is the customer using Azure IaaS?

Is the customer currently secure & well managed?

Does the customer have unspent Azure monetary commitment?

Deploy security, backup, monitoring

Size Azure IaaS requirements for customer

Up-sell Azure monetary commitment by 10% for security and management

Deploy security, backup, monitoring to ensure your customer has secure & well managed IaaS

1. Earn incremental services dollars turning on security, monitoring, backup2. Grow the base opportunity to include more advanced management and

security

Cloud model • Micro-services and modern apps

create new complexity• Developers have a critical

business role• Application data is business data

Services

Customers need a hybrid cloud approach

Traditional model• Tight coupling between

infrastructure & apps • Siloed infrastructure and

operations• Highly customized processes and

configurations

Servers

Azure security & operations

management services

Cloud and hybrid

System Center

On-premises datacenter

Microsoft strategy for hybrid management + security

Monitoring

Update Management

Security Management

Threat Protection

Backup

Change Management

Disaster Recovery

Azure services for visibility and control across the datacenter and the cloud

Cost Management

Full lifecycle approach w/Azure security and management

Secure

Shifting security landscapeSECUE

Sophisticated threats continue to rise

Multiple point solutions across different environments

Lack of threat intelligence to remediate quickly

Protect

DATA

Secondary site

You need all threePrimary

site

High availabilityWhen your applications have a catastrophic failure, run a second instance

Primary site

Disaster recoveryWhen your applications have a catastrophic failure, run them in Azure or a secondary datacenter

Backup

When your data is corrupted, deleted or lost you can restore it

DATA

Original Backup

Business continuity strategy

Reducedcost

Reduced complexity

Increased compliance

Azure Backup and Azure Site Recovery

No need to purchase additional hardwareNo secondary site resource costs

Pay for what you use

Faster onboarding with cloud servicesSimpler execution for testing and failoverIntegrated business continuity as a service

Industry-leading certification portfolioDeploy in one of Azure’s 38 global datacenters Increase your coverage of applications to meet your compliance requirements

Business continuity and data protectionPROECT

Manage

Monitoring and analyticsAzure Monitor, Log Analytics and Application Insights

Reduced mean time to resolution

Improved performance and usabilityComprehensive

visibility across platform, apps and workloadsCollect and correlate data from multiple sources incl. multi-vendor solutionsGain insights to act on using machine learning and advanced analytics

Visualize and alert on the health, performance and utilizationDiscover app and network components and map their connectionsDetect and respond to issues before they impact your users

Learn, iterate, and improve the performance and usability of your apps

Comprehensive visibility

Subset of features shipped in last 12 months

Security & Compliance

Custom Solutions (SDK)Azure Activity LogsOMS GatewayService Map PreviewAzure Monitor PreviewNetwork Monitor (NPM)Service Map (GA)Network Performance monitor (GA)ITSM connector

Insight & Analytics Backup & Recovery

IaaS VM Backup for Premium StorageVMWare VM backupAzure SQL Native backup experienceBackup of VMs encrypted with Azure Disk EncryptionExclude disk & Premium Storage support for recover to Azure Encryption at rest DR support for Azure IaaSRecover files/folders of IaaS VM backup

Automation & Control

Patch across Windows and LinuxWindows File and Process change trackingAzure Alert Remediation IntegrationGraphical runbook support for native PowerShellIntegration with Azure Scheduler and Web hookInteractive PowerShell in Azure portal

Delivering innovation to help you, help customers

Vulnerability assessmentAdditional threat detectionsEnhanced security incidentsThreat Intelligence ReportsSymantec and Trend-Micro for Malware assessment solutionSupport for Common Event Format (CEF) logsJIT access to network ports & app whitelisting on Azure IaaS VMs

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

Management and security become differentiatorsConquest changes the playing field in protecting customers’ infrastructures and virtual machines with the Azure Management and Security portfolio

"Azure Management and Security has been one of the key game changers and differentiators that let us win over other cloud options, over siloed cloud scenario"

John SastrePresident

Partner opportunity & benefits

Take advantage of AzureThe opportunity for Partners

By 2020, IDC forecasts public cloud spending

will reachin Hybrid Cloud

Solutions by 20213

$91.7BThe most digitally

transformed enterprises generate on average $100

million in additional operating income each

year2

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 Innovation188bn hits to websites running on Azure Application Services.

60%of cloud spend will be on

SaaS by 20201

1. IDC, Worldwide Semiannual Public Cloud Services Spending Guide, February 20172. Keystone Strategy 20163. 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

Evolving your approach to capture management & security opportunitiesTransform to succeed

From To

New IaaS projects New secure and well managed IaaS projects

Existing IaaS projects New secure and well managed IaaS opportunities

Trained resources within management practice

All IaaS resources are trained on secure and well managed IaaS

On-premises management Hybrid management

Partner programs & resources

Partner ToolboxThe Partner Toolbox for Cloud Infrastructure & Management provides a summary of and links to all guidance and resources that will help partners get started, build and sell and market Microsoft 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

Partner 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

Get started today

© 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.