Azure Biz

Part 2: The Partner Opportunity

What’s Driving Cloud Computing? Top of Mind Market Conditions 1 Cutting Cost and Lowering CapEx Infrastructure uses up valuable IT resources 40% CIOs plan to cut IT budgets 2 Driving value for the business with tight IT budgets Leveraging and extending past IT investments to provide future value 72% CIOs have cut or plan to cut discretionary IT projects* “Live with what we have” 3 4 Maintaining security while increasing access and transparency internally and externally Many data centers are a limitation 59% of surveyed CIOs view security and datacenter efficiency as “must do” projects 5 Finding the right transformative capabilities across the enterprise: cloud computing, data-center strategies, SaaS, mobility, IT automation ? 6 Top Projects: SaaS, VoIP, Green IT, Web 2.0 and outsourcing Source: CIO Magazine, October 21, 2008, “Cloud Computing Survey: IT Leaders See Big Promise, Have Big Security Questions”

IDC predicts sharp adoption of the cloud ,[object Object]

By 2012 will be 25%of all new IT spend

25% – 45% adoption by 2012Global Cloud IT spend (US$ B) Source: IDC eXchange, "IT Cloud Services User Survey, pt.1: Crossing the Chasm,” Sept. 29, 2008, and "IT Cloud Services Forecast – 2008, 2012: A Key Driver of New Growth,” Oct 8, 2008. 3

Upside Business Opportunity ISVs & SaaS Applications Mid-Market Enterprise Enterprise Application Migration Start-ups & Experimental Initiatives Cloud Seen as a Fast Lane to Get to Market Faster Seasonal Businesses Under Pressure to Dramatically Reduce I.T. Costs Cloud Seen as a Competitive Edge

Why Now? This is the perfect time to get involved with Microsoft cloud computing Cloud computing is sufficiently established to pursue business from early adopter customers Microsoft has a competitive platform with a strong business story and technology story Numerous opportunities to drive new business Green field with no established market leader Opportunity for partners to get in on the ground floor and establish themselves as market leaders

How We Will Work with the Channel:Embedded Windows Azure platform Discount Partner Partner offering Customer Partner offering Applications that include the Windows Azure Platform ,[object Object]

Partner buys Azure from Microsoft,[object Object]

Customer buys applications from partnerPartner offering Partner Customer Customer Partner offering

Case Study Video: See The Difference http://www.microsoft.com/windowsazure/evidence/ See The Difference Video

Business Need: One of the company’s solutions is PolicyPortal, developed to help organizations manage and protect PCs inside and outside Active Directory domains. However, the solution was designed to be hosted, so it took a long time to set up with hosting service providers. This led to higher infrastructure costs and delays in closing agreements with customers. Case Study: Solution: PolicyPortal uses Azure services to automatically enforce Group Policy settings on machines that are temporarily or permanently disconnected from Active Directory. Company Profile: FullArmor helps large organizations manage their IT user policy and endpoint security with solutions based on Microsoft® products and technologies. A Boston-based Microsoft Gold Certified Partner, FullArmor targets large organizations such as Boeing, the Federal Bureau of Investigation, Eli Lilly, Wal-Mart, and Bank of America, and it has a customer base of more than 5 million users and 1,500 organizations worldwide. Benefit Drivers: By moving to Azure, FullArmor was able to reduce the costs of customer provisioning and meet their growing infrastructure requirements on an as-needed basis. “We were able to move the application quickly because our original version of PolicyPortal was written purely in managed code using ASP.NET. As a result, about 80 percent of the code could be migrated without any changes being required in order to work in the Azure environment.” — Danny Kim, CTO, FullArmor

Business Need: The City of Chicago needed to build an interactive map for an annual event “Taste of Chicago”, one of the largest events the city hosts every year with 3 million visitors and estimates site traffic of 50k hits per day. The customer had less than 2 weeks time to complete the project and had no on-premise infrastructure to host the solution. Case Study: Solution: Microsoft Silverlight 2.0 front end providing provide deep zoom capability and map overlay of vendor information, live alerts for event notification via text messaging, hosted on Windows Azure. Company Profile: West Monroe Partners is a full service business and technology consulting firm with seven offices in the US and Canada, headquartered in Chicago. Benefit Drivers: Quick to Market Focused resources on developing application vs. infrastructure Streamlined process Reliable and scalable “Our development team gave overwhelming feedback that the learning curve was extremely shallow allowing us to develop and deploy the solution in Azure in 2 weeks. — Eric Brown, WestMonroe Partners

Partner Success Packaged App ISV Manufacturing software vendor expands business “OSIsoft focuses on delivering infrastructure for the enterprise. Leveraging our existing PI System, we can build solutions using Azure that will allow us to provide an online service to deliver anywhere access to real-time plant data and deliver solutions to small business and mid-market. It could radically change our business.” –John Baier Dir. Product Management, OSISoft E-commerce software vendor extends application “E-commerce applications have a heavy setup and deployment footprint–they require special consideration for typical sales bursts. The Azure platform facilitates “a la carte” consumption plus the ability to scale up or down dynamically. Leveraging Windows Azure makes a significant dent in the painful data center problem retailers are experiencing.” –Jean-Yves Martineau Founder and CTO, Cactus Commerce Windows Azure impact on business ,[object Object]

Leverage existing application, development efforts, and skill-sets to take advantage and monetize existing IP.

Migrate applications to Windows Azure with familiar tools and painless deployment.

Reduce or eliminate infrastructure costs to focus its resources on the core application.,[object Object]

Eliminates complexity and speeds time to market.

Reduces or eliminates infrastructure costs to allow software provider to focus its resources on the core application.

Scalability, reliability, and load balanced, replicated data centers provide performance on demand ,[object Object]

Familiar technologies Windows Azure + Windows Azure allow for painless migration and virtualization of existing applications.

Scalability, reliability, and load balanced, replicated data centers provide performance on demand

Custom software developers can take on more projects with higher business value (win the business), offering a competitive advantage.,[object Object]

Business trends reshape technologyTechnology is becoming invisible While the economy has faced gloom and doom…. business is transforming in deeper ways… creating shifts in technology. Economic trends Business trends Technology trend ,[object Object]

Customers are focusing resources on core value-add activities vs. non-strategic

Technology is shifting from information technology to business technology

Customers face increased competition as businesses fight for wallet share

Customers are looking for agility to stay competitive as well as find ways to compete in new areas.

Technology becomes invisible, erasing infrastructure complexity and making innovation democratic

Customers are trying to do more with less resources.

Customers are leveraging existing strategic IP and technology to expand customer reach.

Globalization and “a-la-carte” consumption of IT provides opportunities for expansion“Technology will be invisible and completely embedded in the business ” Forrester: Three Mega Business Trends will Reshape the Tech Sector, November, 2008

Windows Azure Benefits Get Your Costs Under Control Faster Time to Market OutsourceIT Headaches Focus on Business not Infrastructure Get Your Costs Under Control  Lower TCO  Predictable, controllable cost model  Convert CapEx to OpEx  Eliminate idle IT capacity  Efficient use of IT dollars Increase Agility  Bypass procurement process  Fast deployment  No competing with other projects ,[object Object], Agile IT enables an agile business Less I.T. Headache ,[object Object], No need to anticipate future capacity  One-click promotion ,[object Object], Reduced complexity Focus on Your Business IT becomes invisible and democratized  Competitive edge through innovation ,[object Object]

Freedom to experiment Freedom to experiment

Inefficiencies in Enterprise IT Allocated IT-capacities Load Forecast “Under-supply“ of capacities “Waste“ of capacities Fixed cost of IT-capacities IT CAPACITY Barrier for innovations ActualLoad TIME

Efficiencies in the Cloud Load Forecast Allocated IT capacities No “under-supply“ IT CAPACITY Reduction of “over-supply“ Possible reduction of IT-capacities in case of reduced load Reduction of initial investments ActualLoad Time

Real World TCO Analysis Persistent Systems Alinean Inc. Public sector governance suite of applications & services Needs secure, scalable, elastic, & comprehensive platform Leading provider of B2B sales & marketing solutions to F100 Reduce IT complexity & shift resources to core businesses 16% 49% $62K $74K $277K $540K Lower TCO from dynamic scaling & automated service management Lower TCO from automated service lifecycle management http://www.microsoft.com/windowsazure/tco/

Pay as you go & grow; only for what you use & when you use it On demand resources that are ready when ever you need them The Value of Automated Service Management Business Technical ,[object Object]

Platform capabilities; secure, scalable, & comprehensive

Automated service lifecycle management (e.g. automatic upgrades no more patches!)

No need to manage for over provisioned excess capacity

Bring solutions to market faster, no long complex lead times

Platform service provided at a global scale w/ an SLA you can bet your business on Price for Service Management is Zero $ Automated service lifecycle management is always included in the low base price!

Microsoft Delivers Service Levels You Can Bet Your Business On ,[object Object]

Microsoft’s world-class service and support

Clear and Simple SLA GuaranteesInstance Monitoring ,[object Object]

If role is unhealthy, we will detect and initiate corrective stateDatabase Availability ,[object Object]

Availability monitoring every 5-minuteintervalStorage Availability ,[object Object]

Your storage requests will be processed successfullyAppFabric Availability ,[object Object]

Message operation requests will be processed successfullyCompute Connectivity ,[object Object]

Internet facing roles will have external connectivity> 99.95% > 99.9% > 99.9% > 99.9% > 99.9%

The Software + Services Advantage Mature cloud + enterprise view puts customer’s interests first and offers the most options Cloud is additive to the enterprise, not replacing it Cloud vs. on-premise split is an individual decision for each organization Parallel software offerings available on-premise or in the cloud Best of both worlds: reap cloud benefits, reap enterprise software benefits

The Azure Advantage Breadth of offering spans hosting, storage, database, communication, security, content, sync Competitively priced & a range of purchase options No software installation/configuration to perform Easy management through portal .NET developers leverages existing skills and tools Non-.NET developers can access via REST

Pitches Golf Pitch Agile IT Cost Control Save · Efficient Dinner PitchDo More with Less CapEx to OpEx Balance Sheet Control CostsReduced CostsCost Efficient Elevator PitchLike Electricity Outsource IT Less Headache Like ElectricityEasy, Cheap,Always There Faster to MarketAgile ITStreamlined Faster to Market Streamlined Like Electricity Like Electricity Self Service Empowering Outsource ITNo HeadachesPower on Tap Like Electricity Compete Innovation CompeteInnovateExperiment Reduce Risk Easy In / Out Like Electricity

Only Pay for What You Use Elevator Pitch:Just Like Electricity Only Use What You Need Capacity on Tap vs.

Dinner Pitch:Do More with Less Get Costs Under Control Faster Time to Market Outsource IT Competitive Edge Capability Expense

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