1. Azure Stack Foundation
Sales Guide
Overview
Structured approach to evaluating and planning advanced hybrid cloud architectures using Microsoft Azure Stack.
The what
Customers are seeking “enterprise grade” hybrid cloud capabilities from different viewpoints/scenarios
Customers lack institutional knowledge of cloud constructs and architecture as compared to that of traditional or legacy on-premises architectures
Planning the right solution takes time and resources. This offer allows customers to commit both up-front so they can hit the ground running when these products become generally available.
The how
This 6 week engagement helps customers take a strategic approach to planning their Azure Stack solution. We address technical and business considerations within an Educate, Build, Plan framework.
The who
Planning is led by [Partner]

2. Target Audience Customer specificities Specific needs Audience
10/1/2017
Target customers
The Azure Stack Foundation offering specifically targets service provider and enterprise organizations who are working to implement modern applications for the cloud. These new applications will enable the business’s digital transformation. Microsoft Azure Stack helps IT organizations implement the on-premises portion of a true hybrid cloud. An application platform that enables IT to respond to the business’s needs.
Customer specificities
Segment
Service Provider
Enterprise
Characteristics
Developing modern applications for the cloud.
Embracing digital transformation.
Have business, technical, and/or regulatory requirements to locate and secure applications and/or data on-premises.
Desire a true hybrid cloud platform. One with a consistent developer and operator experience.
Increasing demand on IT to support strategic business initiatives
Needs
Cloud capabilities in their on-premises datacenter.
Consistent developer and operator experiences.
Ability to select the region (cloud or on-premises) at runtime.
Desire access to a syndicated marketplace of ISV solutions.
Entry points
Customers who have already invested in Azure and are seeking to improve integration with on-premises.
Customers who want to take advantage of Azure capabilities but want to keep data and production applications within their firewall
Target personas
Audience
Specific needs
CEO/CFO
The CEO/CFO wants to digitally transform the business. They want new/improved applications, and faster – so the business can more quickly expand its markets and/or capabilities. To do so, they need a true hybrid cloud platform, and they need to understand how a competitor or parallel industry has adopted hybrid cloud capabilities in order to leverage those patterns and practices. Refer to the Microsoft Azure Stack EAI (Early Adopter Initiative) surveys and case studies.
CIO/CTO
The CIO/CTO faces pressure to support the business – strategically and tactically. We must demonstrate that [Partner]’s experience working with the Product Group and our EAI customers can be effectively applied to help accelerate their organization’s planning and adoption..
Enterprise Architect
The EA knows that digital transformation can help the business expand its markets and/or capabilities. They also know that a hybrid cloud improves IT’s ability to support the business. To enable their organization, they have to adapt their organization’s infrastructure technologies, processes and people to utilize advanced hybrid cloud tools and capabilities.
IT implementer
This audience will need to have an ecosystem that matches a set of organizational standards to support seamless integration of applications and services across hybrid environments.
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

3. Key opportunities and scenarios
10/1/2017
Key opportunities
Microsoft Azure Stack allows us to offer customers public cloud capabilities in the safety of their own datacenter. A key benefit is consistency with Azure, enabling true hybrid cloud. A key challenge is understanding the new management paradigm. These mean customers could and should begin their planning today.
The Azure Stack Foundations offer delivers the Educate, Build, and Plan experience that Microsoft and its partners have developed working with customers in the Microsoft Azure Stack Early Adopter Initiative. We use this experience to help all customers accelerate their organization’s planning and adoption as they look to implement a hybrid cloud strategy and integrate Azure Stack into their organization’s datacenter environment.
Scenarios
Scenarios
Differentiators – Value Pillar
Business outcomes
Customer wants to move to a cloud platform but is limited by business requirements.
Customer can adopt public cloud capabilities in their own datacenter on their own terms through the implementation of Microsoft Azure Stack.
Enables customers to implement a true hybrid cloud platform within their on-premises datacenters. The applications/services can run entirely on-premises, or can also directly integrate with Microsoft Azure to benefit from advanced cloud capabilities (scale, fabric management, services).
Customer is new to the cloud space and lacks the expertise to manage and operate hybrid cloud models.
This service includes management and operations tools, processes and training to help onboard internal IT teams.
Internal IT teams will have the knowledge and tools to effectively manage, operate and optimize their new hybrid environment, giving them the ability to take decisive action on day one of deployment.
Customer is interested in cloud but wants to experience it firsthand before committing to a large scale engagement.
This engagement utilizes a proof of concept to allow customer teams to experience Microsoft Azure Stack.
Customers evaluate Microsoft Azure Stack before committing to a large scale engagement, so they can see for themselves how this technology will improve IT delivery and the impact it will have on their business.
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

4. Technical Modules Module Overview Modules Modules Description
10/1/2017
Module Overview
This service offers a number of different modules. Customers can pick and choose which modules they are interested in, based on their business needs.
Modules
Modules
Description
Microsoft Azure Stack Solution Alignment Workshop (SAW)
5 days
Workshops designed to cover the breadth of Azure Stack including technical and business considerations required to integrate the solution into your datacenter. Provides internal readiness for Azure Stack planning, post-deployment integration, and operations using a series of workshop sessions covering:
Foundational components of Microsoft Azure Stack
Microsoft Azure Stack and DevOps
Offering Microsoft Azure Stack Resources
Infrastructure as a Service and Microsoft Azure Stack
Platform as a Service and Microsoft Azure Stack
Monitoring in Microsoft Azure Stack
Billing Tenants and License Microsoft Azure Stack
Disaster Recovery and High Availability
Azure Stack Developer Experience Implementation
10 days
Helps customers support their administrative and development teams through the implementation of the Azure Stack one-node POC and configuration of their Azure subscriptions.
Azure Stack Integration
Design the post-deployment integration strategy around Azure Stack monitoring, billing, identity, networking, tooling, offers, plans and quotas.
Azure Stack Workload and Service
Planning
Define and deploy Azure Stack services using ARM templates including a workshop and hands on activities to plan the development of your first workload.
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.