Data Platform & Analytics OpenSistemas MSFT Playbook

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Data Platform
& Analytics
Microsoft Practice Development Playbook
aka.ms/practiceplaybooks

About this Playbook
This playbook is intended for the business
and technical leadership for new and
existing Microsoft partners that are adding
a new practice to their business focused on
Data Platform and Analytics.
Objectives
The goal of this playbook is to help you understand what you
need to do for accelerating or optimizing your Azure focused
practice and why you should perform the recommendations.
Our goal is to not to re-write the existing body of detailed
guidance on how to perform any given recommendation—we
instead point you to resources that you should be aware of that
will help you in this regard.
For the business side, the intent is to provide valuable resources
for some of the key aspects of the business including driving new
revenue opportunities, strategies for marketing, selling, and lead
capture, as well as building deeper and longer team
engagements with your customers through potential new
service offerings such as managed services.
For the technical side, the intent is to offer guidance on a
number of topics that range from the technical skills your team
will need, to resources that you can use to accelerate learning as
well as explaining some of the key opportunities for technical
delivery that you can focus on as you get started and grow your
practice.
How this playbook was made
This playbook is one of four that was written by two Microsoft
Partners (Opsgility and Solliance) while working in conjunction
with the Microsoft Worldwide partner group and 21 other
successful Azure partners that have volunteered time and
information to provide input and best practices to share with the
rest of the partner community.
To validate the guidance provided in these playbooks, we
conducted a survey of 1,136 Azure partners from around the
world with MDC. In this survey, we gathered insights on a range
of topics from how they hire, compensate and train resources;
their business model, revenue and profitability; what practices
and services they offer and what skillsets they have in place to
support their offers. The results of this survey are provided in-
line with the guidance found within this playbook.
CONTRIBUTING PARTNERS
Artis Consulting Mirabeau
Atea OpenSistemas
AwareComm PC Solutions
Blue Meteorite Perficient
DEFTeam Solutions PlainConcepts
Dimension Data Slalom
Empired Softjam
Equinix SpanishPoint
Fragma Data Systems SQL Services Ltd.
Hanu Software Theta
Kloud Solutions

DATA PLATFORM & ANALYTICS PAGE 3
Using the playbook effectively
Quickly read through the playbook to understand its layout and the available content. Each
section has an executive summary and key actions to take with the information provided
within. Review these summaries to decide on which areas to focus on. Go over content
several times, if needed, then share with your team. Here are some suggested actions you
can take to use the content effectively:
 Get your team together and discuss which pieces of the strategy they are responsible for
 Share the playbook with your sales, marketing, support, technical, and managed services teams
 Leverage the resources available from Microsoft to help maximize your profitability
 Share feedback on how we can improve this and other playbooks by emailing playbookfeedback@microsoft.com

Table of Contents
Introduction
About this Playbook.............................................................................................................................................................................................................................................2
Objectives...........................................................................................................................................................................................................................................................2
How this playbook was made.....................................................................................................................................................................................................................2
Using the playbook effectively...................................................................................................................................................................................................................3
Table of Contents..................................................................................................................................................................................................................................................4
The Booming Cloud Opportunity.................................................................................................................................................................................................................15
Define Your Practice Focus & Area of Expertise ......................................................................................................................................................................................16
Understand the Data & Analytics Practice.................................................................................................................................................................................................17
Why choose Microsoft?...............................................................................................................................................................................................................................17
Committed to Partners..........................................................................................................................................................................................................................18
Case Studies ..........................................................................................................................................................................................................................................................19
Looking Ahead..........................................................................................................................................................................................................................................21
Understand the Data & Analytics Practice................................................................................................................................................................................................22
The Data Platform Modernization Opportunity...............................................................................................................................................................................22
The Data Platform Modernization Technology Scenario..............................................................................................................................................................23
The Business Analytics Opportunity......................................................................................................................................................................................................24
Demand Forecasting .............................................................................................................................................................................................................................25
Personalization ........................................................................................................................................................................................................................................25
Predictive Maintenance........................................................................................................................................................................................................................25
Business Analytics Technology Scenario .............................................................................................................................................................................................26
Internet of Things (IoT) Opportunity .................................................................................................................................................................................................... 27
The Internet of Things (IoT) Technology Scenario...........................................................................................................................................................................28
Maturity Model .............................................................................................................................................................................................................................................29
Laggards & leaders ......................................................................................................................................................................................................................................30
Transforming Laggards into Leaders.....................................................................................................................................................................................................31
Maturity Scenarios .......................................................................................................................................................................................................................................32
Partner Practice Development Framework..............................................................................................................................................................................................34
Define Your Strategy.........................................................................................................................................................................................................................................34
Operationalize & Get Trained........................................................................................................................................................................................................................34
Go to Market........................................................................................................................................................................................................................................................34
Close & Execute Deals ......................................................................................................................................................................................................................................34
Optimize & Grow Your Practice....................................................................................................................................................................................................................34

Define Your Strategy.........................................................................................................................................................................................................................................35
Executive Summary ...........................................................................................................................................................................................................................................36
Define Your Strategy...................................................................................................................................................................................................................................36
Define & Design the Solution Offer ............................................................................................................................................................................................................ 37
Understand the Cloud Business Models.............................................................................................................................................................................................. 37
Cloud Profitability Benchmark Assessment .............................................................................................................................................................................................38
Benchmark your business..........................................................................................................................................................................................................................38
Benchmark your cloud business now across the four pillars of the Modern Partner ...................................................................................................38
Develop a Business Plan ..................................................................................................................................................................................................................................39
Starting Your Business Plan ......................................................................................................................................................................................................................39
Cloud Opportunity.................................................................................................................................................................................................................................39
Creating the Marketing & Sales Plan ....................................................................................................................................................................................................40
Marketing ..................................................................................................................................................................................................................................................40
Sales .............................................................................................................................................................................................................................................................40
Delivery.......................................................................................................................................................................................................................................................40
Financial Projections..............................................................................................................................................................................................................................40
Capital Requirements............................................................................................................................................................................................................................40
Differentiation..........................................................................................................................................................................................................................................40
Develop a Financial Plan.............................................................................................................................................................................................................................41
Financial Projections...............................................................................................................................................................................................................................41
Anticipated Valuation Impact.............................................................................................................................................................................................................41
Risks and Mitigation ...............................................................................................................................................................................................................................41
Define & Design the Solution Offer ............................................................................................................................................................................................................42
Defining Your Value Proposition............................................................................................................................................................................................................42
Defining Your Solution Offer ...................................................................................................................................................................................................................44
Project Based Services ................................................................................................................................................................................................................................45
Managed Services ........................................................................................................................................................................................................................................47
Intellectual Property....................................................................................................................................................................................................................................50
The Importance of Developing Intellectual Property......................................................................................................................................................................51
Which Azure Services to Include in a Data Platform & Analytics Practice..............................................................................................................................52
Defining Your Pricing Strategy................................................................................................................................................................................................................53
Standard Pricing......................................................................................................................................................................................................................................53
Virtuous Pricing.......................................................................................................................................................................................................................................53
Flat Rating Pricing...................................................................................................................................................................................................................................53
Upfront fees..............................................................................................................................................................................................................................................55
Payment terms.........................................................................................................................................................................................................................................56
Defining Sales Incentives........................................................................................................................................................................................................................... 57

Reward a sales action ............................................................................................................................................................................................................................ 57
The level of incentive versus required selling effort orients the sales ................................................................................................................................ 57
Simple enough to be understood and drive actions................................................................................................................................................................. 57
Sales Compensation Variables........................................................................................................................................................................................................... 57
Positioning the Offer via Incentives................................................................................................................................................................................................. 57
Include Automation ....................................................................................................................................................................................................................................58
Continuous Innovation through DevOps............................................................................................................................................................................................58
Key services for this offering...............................................................................................................................................................................................................58
Consider Verticalizing the Offer .............................................................................................................................................................................................................59
Identify Partnership Opportunities ..............................................................................................................................................................................................................61
Partner to Partner..........................................................................................................................................................................................................................................61
Make connections with Dynasource.com ......................................................................................................................................................................................61
Get started now.......................................................................................................................................................................................................................................62
Getting the Right Partners into the Azure Business...................................................................................................................................................................62
Define Engagement Process..........................................................................................................................................................................................................................64
Pre-Sales & Post Sales.................................................................................................................................................................................................................................64
Pre-Sales.....................................................................................................................................................................................................................................................64
Post-Sales...................................................................................................................................................................................................................................................64
Implementation ............................................................................................................................................................................................................................................65
Team Data Science Process.................................................................................................................................................................................................................65
Scrum Process ..........................................................................................................................................................................................................................................65
Agile Process.............................................................................................................................................................................................................................................65
Capability Maturity Model (CMMI) Process .................................................................................................................................................................................65
Join the Microsoft Partner Network............................................................................................................................................................................................................66
About the Microsoft Partner Network .................................................................................................................................................................................................66
Network member ...................................................................................................................................................................................................................................66
Action Pack................................................................................................................................................................................................................................................66
Competency .............................................................................................................................................................................................................................................66
Take the next step with a competency...........................................................................................................................................................................................66
Microsoft Partner Programs..................................................................................................................................................................................................................... 67
Business Intelligence Partner Program........................................................................................................................................................................................... 67
Advanced Analytics Partner Program............................................................................................................................................................................................. 67
Cloud Solution Provider (CSP) ........................................................................................................................................................................................................... 67
P-Seller Program..................................................................................................................................................................................................................................... 67
MPN to Resource Alignment.........................................................................................................................................................................................................................68
Align Individuals to MPN Requirements .............................................................................................................................................................................................68
Join the Azure Mentor Program....................................................................................................................................................................................................................71

Define Engagement Process.......................................................................................................................................................................................................................... 72
Identify Equipment, Services and Tools............................................................................................................................................................................................... 72
Practice Cost Calculation................................................................................................................................................................................................................................. 73
Estimating your Azure Spend .................................................................................................................................................................................................................. 73
Identify Potential Customers/Pilots ............................................................................................................................................................................................................ 76
Build your prospect hit list........................................................................................................................................................................................................................ 76
Define Customer Support Program and Process................................................................................................................................................................................... 77
Support Overview......................................................................................................................................................................................................................................... 77
Supporting Your Customers..................................................................................................................................................................................................................... 78
Support Options from Microsoft............................................................................................................................................................................................................ 79
Submitting Azure Support Requests.....................................................................................................................................................................................................80
Partner Advisory Hours ...............................................................................................................................................................................................................................81
Technical presales assistance ...................................................................................................................................................................................................................82
Deployment services...................................................................................................................................................................................................................................82
Support.............................................................................................................................................................................................................................................................82
Summary of Support Options .......................................................................................................................................................................................................................83
Operationalize & Get Trained........................................................................................................................................................................................................................84
Executive Summary ...........................................................................................................................................................................................................................................85
Operationalize & Get Trained..................................................................................................................................................................................................................85
Creating a hiring plan.......................................................................................................................................................................................................................................86
Should you Hire New Resources or Train Existing Resources?....................................................................................................................................................86
Hire Resources..................................................................................................................................................................................................................................................... 87
Sales Resources.............................................................................................................................................................................................................................................. 87
Marketing Resources................................................................................................................................................................................................................................... 87
Technical Resources.....................................................................................................................................................................................................................................88
Management..................................................................................................................................................................................................................................................89
Support Resources .......................................................................................................................................................................................................................................90
Job Descriptions.............................................................................................................................................................................................................................................91
Recruiting Resources.........................................................................................................................................................................................................................................98
Top 10 Sources to Find Skilled Labor and What to Look For .......................................................................................................................................................98
Resource Compensation.......................................................................................................................................................................................................................... 100
Train Your Business Team ..............................................................................................................................................................................................................................101
Training is Good for Business..................................................................................................................................................................................................................101
Cloud Platform University ................................................................................................................................................................................................................. 102
C+E Partner Curriculum Guide........................................................................................................................................................................................................ 102
MPN Learning Paths............................................................................................................................................................................................................................ 102
Microsoft Inspire Conference Recordings................................................................................................................................................................................... 102

Partner Community Events, Calls & Webinars........................................................................................................................................................................... 102
Smart Partner Marketing ................................................................................................................................................................................................................... 102
Build staff on-boarding and mentoring plan........................................................................................................................................................................................ 103
Preparing and Training IT Staff for the Cloud ................................................................................................................................................................................. 103
Complete Training........................................................................................................................................................................................................................................... 104
Technical Training...................................................................................................................................................................................................................................... 104
Azure Skills............................................................................................................................................................................................................................................... 104
Microsoft Conferences........................................................................................................................................................................................................................ 104
Safari.......................................................................................................................................................................................................................................................... 104
Pluralsight................................................................................................................................................................................................................................................ 104
Opsgility ................................................................................................................................................................................................................................................... 104
Partner Community Events, Calls & Webinars........................................................................................................................................................................... 105
Microsoft Virtual Academy ............................................................................................................................................................................................................... 105
edX Courses ............................................................................................................................................................................................................................................ 105
Cloud Platform University ................................................................................................................................................................................................................. 105
MPN Learning Paths............................................................................................................................................................................................................................ 105
Microsoft Inspire Conference Recordings................................................................................................................................................................................... 105
Azure Skills............................................................................................................................................................................................................................................... 105
Microsoft Learning On Demand Courses.................................................................................................................................................................................... 105
TechNet Virtual Labs ........................................................................................................................................................................................................................... 105
Attend a Microsoft Azure Course ................................................................................................................................................................................................... 105
Microsoft Azure eBooks ..................................................................................................................................................................................................................... 105
Channel 9................................................................................................................................................................................................................................................. 105
Azure Documentation ........................................................................................................................................................................................................................ 105
Stack Overflow....................................................................................................................................................................................................................................... 105
Microsoft Learning Partners ............................................................................................................................................................................................................. 105
Complete Certifications................................................................................................................................................................................................................................. 106
Solutions Associate Certifications ........................................................................................................................................................................................................ 106
MCSA: Cloud Platform Solutions Associate................................................................................................................................................................................ 106
MCSA: Linux on Azure Solutions Associate................................................................................................................................................................................. 106
Solutions Expert Certifications................................................................................................................................................................................................................107
MCSE: Cloud Platform and Infrastructure ....................................................................................................................................................................................107
MCSE: Data Management and Analytics ......................................................................................................................................................................................107
Solutions Developer Certifications ...................................................................................................................................................................................................... 108
MCSD: App Builder............................................................................................................................................................................................................................... 108
MCSD: Azure Solutions Architect ................................................................................................................................................................................................... 108
Setup Azure for internal use......................................................................................................................................................................................................................... 109

Azure Credits................................................................................................................................................................................................................................................ 109
Flexibility with Azure Credits.................................................................................................................................................................................................................. 109
Visual Studio........................................................................................................................................................................................................................................... 109
Microsoft Partner Network ............................................................................................................................................................................................................... 109
CSP Sandbox........................................................................................................................................................................................................................................... 109
Ways to Purchase Azure ...........................................................................................................................................................................................................................110
EA Agreements.......................................................................................................................................................................................................................................110
Pay as you go and Trial Accounts....................................................................................................................................................................................................110
Identify and enroll into Azure Sell Incentives..........................................................................................................................................................................................111
Attaching a Digital Partner of Record (DPOR) ..................................................................................................................................................................................111
How does it work?..................................................................................................................................................................................................................................111
Multiple Partner Support.....................................................................................................................................................................................................................111
Microsoft Enterprise Agreement (EA)..................................................................................................................................................................................................112
Cloud Solution Provider............................................................................................................................................................................................................................113
CSP Direct .................................................................................................................................................................................................................................................113
CSP Indirect..............................................................................................................................................................................................................................................113
Identify and apply for Azure Investment Programs.............................................................................................................................................................................114
Cloud and Enterprise (C+E) Investment Programs.........................................................................................................................................................................114
Objectives.................................................................................................................................................................................................................................................114
Build materials to support sales and marketing efforts......................................................................................................................................................................115
Understanding Push vs. Pull Marketing..............................................................................................................................................................................................115
Sales and Marketing Resources..............................................................................................................................................................................................................117
Campaigns................................................................................................................................................................................................................................................117
Web Content ...........................................................................................................................................................................................................................................117
Marketing SureStep..............................................................................................................................................................................................................................117
Services......................................................................................................................................................................................................................................................117
Digital Stride............................................................................................................................................................................................................................................117
Microsoft Community Connections ...............................................................................................................................................................................................117
Logo Builder ............................................................................................................................................................................................................................................117
Create key contracts.........................................................................................................................................................................................................................................118
Key Contracts for your Practice..............................................................................................................................................................................................................118
Service Level Agreement.....................................................................................................................................................................................................................118
Master Services Agreement...............................................................................................................................................................................................................118
Statement of Work................................................................................................................................................................................................................................118
Mutual Non-Disclosure Agreement...............................................................................................................................................................................................118
Setup Tools & Systems ....................................................................................................................................................................................................................................119
Project Management .................................................................................................................................................................................................................................119

GitHub........................................................................................................................................................................................................................................................119
Visual Studio Team Services ..............................................................................................................................................................................................................119
Microsoft Project....................................................................................................................................................................................................................................119
Microsoft Dynamics 365 for Project Service Automation ......................................................................................................................................................119
Collaboration Tools & File Sharing ...................................................................................................................................................................................................... 120
Microsoft Teams.................................................................................................................................................................................................................................... 120
Yammer .................................................................................................................................................................................................................................................... 120
OneDrive for Business......................................................................................................................................................................................................................... 120
Skype for Business ................................................................................................................................................................................................................................ 120
Surface Hub............................................................................................................................................................................................................................................. 120
Customer Relationship Management..................................................................................................................................................................................................121
Support Ticket Setup and Tracking........................................................................................................................................................................................................... 122
Customer Support...................................................................................................................................................................................................................................... 122
Microsoft Dynamics 365 for Customer Service ......................................................................................................................................................................... 122
Create Consistency and Loyalty ...................................................................................................................................................................................................... 122
Make your agents' jobs easier.......................................................................................................................................................................................................... 122
Get an Adaptive Engine...................................................................................................................................................................................................................... 122
Decide on a Solution Marketplace ............................................................................................................................................................................................................ 123
Azure Marketplace..................................................................................................................................................................................................................................... 123
Certify Applications and Services.................................................................................................................................................................................................... 123
Develop your sales channel .............................................................................................................................................................................................................. 124
Operationalize ....................................................................................................................................................................................................................................... 124
Cortana Intelligence Gallery................................................................................................................................................................................................................... 125
Experiments ............................................................................................................................................................................................................................................ 125
Jupyter Notebooks............................................................................................................................................................................................................................... 125
Solutions................................................................................................................................................................................................................................................... 125
Tutorials.................................................................................................................................................................................................................................................... 125
Collections............................................................................................................................................................................................................................................... 125
Competitions.......................................................................................................................................................................................................................................... 125
AppSource..................................................................................................................................................................................................................................................... 126
Power BI ......................................................................................................................................................................................................................................................... 126
PowerBI.com Solution Templates................................................................................................................................................................................................... 126
PowerBI.com Partner Showcase...................................................................................................................................................................................................... 126
Increase your visibility............................................................................................................................................................................................................................... 126
Create Engagement Checklists & Templates..........................................................................................................................................................................................127
Standardize Customer Engagement....................................................................................................................................................................................................127
Go to Market...................................................................................................................................................................................................................................................... 128

Executive Summary ......................................................................................................................................................................................................................................... 129
Go to Market................................................................................................................................................................................................................................................ 129
Define your sales process.............................................................................................................................................................................................................................. 130
Plan your customer’s journey to buying............................................................................................................................................................................................ 130
Advance Analytics Customer Decision Framework ..................................................................................................................................................................131
Launch digital marketing activities ........................................................................................................................................................................................................... 132
Build a modern, discoverable website................................................................................................................................................................................................ 132
Social Media............................................................................................................................................................................................................................................ 132
Content Creation .................................................................................................................................................................................................................................. 132
DigitalStride............................................................................................................................................................................................................................................ 132
Digital Transformation with Azure ............................................................................................................................................................................................................ 133
Leading with Digital Transformation.................................................................................................................................................................................................. 133
The four pillars of digital transformation include:.................................................................................................................................................................... 133
How enterprises make this work........................................................................................................................................................................................................... 134
Digital Transformation with Azure ............................................................................................................................................................................................................ 135
Account Based Marketing (ABM)......................................................................................................................................................................................................... 136
Self-Evaluate........................................................................................................................................................................................................................................... 136
Get to know your existing customers.............................................................................................................................................................................................137
Use predictive analytics.......................................................................................................................................................................................................................137
Dig deeper............................................................................................................................................................................................................................................... 138
Engage with Customers & Prospects........................................................................................................................................................................................................ 139
Meetups ......................................................................................................................................................................................................................................................... 139
Conferences.................................................................................................................................................................................................................................................. 139
Publications .................................................................................................................................................................................................................................................. 140
Webinars and Podcasts............................................................................................................................................................................................................................ 140
Bill of Material (BOM) ................................................................................................................................................................................................................................141
Define Technical Community Strategy.................................................................................................................................................................................................... 142
Engage with Workshops.......................................................................................................................................................................................................................... 142
Workshops............................................................................................................................................................................................................................................... 142
Microsoft Technology Centers (Where available).................................................................................................................................................................... 142
Execute Nurture Marketing Efforts............................................................................................................................................................................................................ 143
Creating Long Term Customer Relationships.................................................................................................................................................................................. 143
Why Nurture?......................................................................................................................................................................................................................................... 143
Invest in relationships ............................................................................................................................................................................................................................... 143
Authenticity ............................................................................................................................................................................................................................................144
Relevance.................................................................................................................................................................................................................................................144
Variety.......................................................................................................................................................................................................................................................144

Follow-up.................................................................................................................................................................................................................................................144
Automation.............................................................................................................................................................................................................................................144
Engage Technical Pre-Sales in Sales Conversations............................................................................................................................................................................ 145
Selling is Technical ..................................................................................................................................................................................................................................... 145
Find Your Customers....................................................................................................................................................................................................................................... 146
Find Your First Customer......................................................................................................................................................................................................................... 146
Qualifying Your Leads............................................................................................................................................................................................................................... 147
Find a business sponsor...................................................................................................................................................................................................................... 147
Confirm the budget............................................................................................................................................................................................................................. 147
Determine use case.............................................................................................................................................................................................................................. 147
Ensure customer readiness................................................................................................................................................................................................................ 147
Targeting Advanced Analytics............................................................................................................................................................................................................... 148
Demand Forecasting ........................................................................................................................................................................................................................... 148
Personalization ...................................................................................................................................................................................................................................... 148
Predictive Maintenance...................................................................................................................................................................................................................... 148
Find Your Next Customer........................................................................................................................................................................................................................ 149
Successfully drive your sales and marketing efforts................................................................................................................................................................ 149
DigitalStride............................................................................................................................................................................................................................................ 149
Web syndication ................................................................................................................................................................................................................................... 149
Case Study:.......................................................................................................................................................................................................................................................... 149
Engage Customers............................................................................................................................................................................................................................................151
Assessing for Customer Readiness........................................................................................................................................................................................................151
Creating a cloud migration plan........................................................................................................................................................................................................... 152
Migration Planning.................................................................................................................................................................................................................................... 153
Measure Customer Adoption & Engagement....................................................................................................................................................................................... 155
Measure & Track......................................................................................................................................................................................................................................... 155
Close & Execute Deals .................................................................................................................................................................................................................................... 156
Executive Summary ..........................................................................................................................................................................................................................................157
Close & Execute Deals................................................................................................................................................................................................................................157
Develop Customer Adoption & Onboarding Plans ............................................................................................................................................................................ 158
Maximize customer lifetime value....................................................................................................................................................................................................... 158
People ....................................................................................................................................................................................................................................................... 158
Process...................................................................................................................................................................................................................................................... 158
Technology ............................................................................................................................................................................................................................................. 158
Identify Opportunities to Co-Sell with Microsoft ................................................................................................................................................................................ 159
Closing the Sale Together....................................................................................................................................................................................................................... 159
Develop Proposal............................................................................................................................................................................................................................................. 160

Write winning proposals.......................................................................................................................................................................................................................... 160
Negotiate and Close Deals ............................................................................................................................................................................................................................161
Be on point with Azure Sales Training.................................................................................................................................................................................................161
Training Recommendations ..............................................................................................................................................................................................................161
Pitch Perfect Conversation Checklist........................................................................................................................................................................................................ 162
Selling Azure Solutions............................................................................................................................................................................................................................. 162
INSTRUCTIONS FOR PARTNERS...................................................................................................................................................................................................... 162
Deploy/Implement Solutions ...................................................................................................................................................................................................................... 163
Execute Efficiently ...................................................................................................................................................................................................................................... 163
Architecture Design Session................................................................................................................................................................................................................... 164
Primary Audience ................................................................................................................................................................................................................................. 164
Before the ADS....................................................................................................................................................................................................................................... 164
During the ADS...................................................................................................................................................................................................................................... 164
Discovery.................................................................................................................................................................................................................................................. 165
Envisioning.............................................................................................................................................................................................................................................. 165
Planning ................................................................................................................................................................................................................................................... 165
After the ADS.......................................................................................................................................................................................................................................... 165
Implement Proof of Concepts ............................................................................................................................................................................................................... 166
How to perform a Proof of Concept? ............................................................................................................................................................................................167
Define Scope............................................................................................................................................................................................................................................167
POC Execution ........................................................................................................................................................................................................................................167
Next Steps.................................................................................................................................................................................................................................................167
Common Proof of Concepts for Data Platform and Analytics: ............................................................................................................................................167
Transition to Managed Services ................................................................................................................................................................................................................. 168
Pass the customer off to your managed service team ................................................................................................................................................................. 168
Expectations............................................................................................................................................................................................................................................ 168
Opportunity............................................................................................................................................................................................................................................ 168
Digital Partner of Record ................................................................................................................................................................................................................... 168
Best practices for running an Azure project........................................................................................................................................................................................... 169
Troubleshooting Resources...........................................................................................................................................................................................................................170
Data Platform & Analytics Troubleshooting Resources ..........................................................................................................................................................170
Leverage Investment Resources ..................................................................................................................................................................................................................171
Consumption Investment Funds (CIF).................................................................................................................................................................................................171
Deal Support (Pre-Sales).....................................................................................................................................................................................................................171
Driving Consumption & Adoption (Post Sales)........................................................................................................................................................................171

Deployment Planning Services for Data Platform & Analytics.............................................................................................................................................171
Safe Passage ..................................................................................................................................................................................................................................................172
Azure Everywhere........................................................................................................................................................................................................................................173
Azure Everywhere..................................................................................................................................................................................................................................173
Delivery Format......................................................................................................................................................................................................................................173
Azure Access..................................................................................................................................................................................................................................................173
Optimize & Grow Your Practice.................................................................................................................................................................................................................. 174
Executive Summary ..........................................................................................................................................................................................................................................175
Optimize & Grow Your Practice.............................................................................................................................................................................................................175
Collect Feedback ...............................................................................................................................................................................................................................................176
The Basics .......................................................................................................................................................................................................................................................176
Use Feedback to Optimize and Grow..................................................................................................................................................................................................177
Don’t forget the Case Studies ...........................................................................................................................................................................................................177
What is a post mortem?............................................................................................................................................................................................................................178
Land & Expand ...................................................................................................................................................................................................................................................179
Growing Scope.............................................................................................................................................................................................................................................179
Land ............................................................................................................................................................................................................................................................179
Expand .......................................................................................................................................................................................................................................................179
Refine Customer Value Proposition.......................................................................................................................................................................................................... 180
Refine Customer Value Proposition and Offer................................................................................................................................................................................ 180
Expand to Similar Customers........................................................................................................................................................................................................................181
Vertical Customer Play ..............................................................................................................................................................................................................................181
Optimize Costs.................................................................................................................................................................................................................................................. 182
Efficiency, Profit and Growth ................................................................................................................................................................................................................. 182
Metrics that matter in a cloud business............................................................................................................................................................................................. 183
Revisit Partnerships.......................................................................................................................................................................................................................................... 184
Grow Partnerships...................................................................................................................................................................................................................................... 184
Playbook Summary ......................................................................................................................................................................................................................................... 185

The Booming Cloud Opportunity
IDC forecasts that worldwide public IT cloud services revenue (i.e. SaaS, PaaS, and IaaS) will
reach $141.2B USD by 2019, a 19.4% compounded annual growth rate (CAGR): almost six
times the rate of overall IT spending growth! SaaS still makes up the majority of spending,
though PaaS and IaaS are expected to grow at almost twice the rate of SaaS over the next five
years.
IDC predicts double digit cloud services growth across all geographies. The US accounted for 64% of revenue in 2015, but will drop to 60%
by 2019. Latin America (31.4% CAGR) and Asia Pacific excluding Japan (24.1% CAGR) will see the highest growth rates for public cloud over
the next 5 years.
Public IT Cloud Services Growth
(2014-2019 CAGR %)
SERVICE MODELS:
SaaS (Software as a Service)
15.8%
PaaS (Platform as a Service)
30.6%
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Latin America: 31.4%
Asia/Pacific (excluding Japan): 24.1%
Middle East and Africa: 22.4%
Western Europe: 20.5%
Japan: 20.3%
Central and Eastern Europe: 18.9%
Canada: 18.3%
United States: 18.0%

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