1. Service Providers – Your Journey to Cloud Profitability and Growth Samantha Zammit Emma Tomlin Phil Meyer AP021 Partner Session

2. Agenda Accelerate your Revenue through Hosting - fastest growing cloud channel Samantha Zammit Key Microsoft Growth Pillars for Cloud in Australia Emma Tomlin The Platform for Success Phil Meyer

3. Accelerate your revenue through Hosting - fastest growing cloud channel Samantha Zammit

4. Hosting Service Providers Growth Opportunity * Forrester Research

5. Customer Adoption of Cloud Services Enterprise SMB Public Sector/Verticals

6. Channel Deployment of Cloud Services Hosters Telco/Operators SIs/Outsourcers SaaS ISVs

7. FY12 Results – Thank you! CPE

8. Revenue Objectives FY11

9. 3 Year Strategies and Goals Be the fastest growing cloud services business in the mature markets Develop the most advanced partner ecosystem for the cloud Become a global best practice in enabling our customers in their journey to the cloud

10. The Four Growth Pillars

11. Segment Panel Terry Maloney – Victoria and NSW State Lead Public Sector Stuart White – Corporate Accounts Lead Emma Tomlin – BDM Cloud Partnerships

12. Key Microsoft Growth Pillars for Cloud in Australia Emma Tomlin – BDM Cloud Partnerships

13. The Four Growth Pillars of Cloud

14. License Mobility

15. What does this mean? The ability to activate products on the Enterprise Agreement into your cloud Work with Microsoft to sell into end customers Drive scale and move up the value chain Leverage scalable hosting platforms Increase profitability and cloud credibility in the enterprise

16. Who can do it? Only Authorised License Mobility partners can be part of the scheme. Must be a SPLA partner with a signed LM addendum – contact your reseller LM Authorised Partner List

17. How does it work? Microsoft Sales Cycle - PSX/GSX

18. Partner Ecosystem

19. Why is partnering so important? Partnering is key to future scale Scale the business through the extended sales force Program enablement is key to success Pick the right partners, not just any partner Become cloud aggregators of best of breed services Work with Microsoft to leverage our partner ecosystem

20. What is driving the channel?

21. Partner Ecosystem

22. Go Big With Lync

23. Why Lync? Fastest growing Microsoft productivity solution Customer demand for the product Gartner show Lync as the market leading solution Microsoft – Global Program – Big Bet High revenues and high margin solution Up-sell/pull through solution – Gateway Product Moves conversation away from IT to the BDM

24. The Right Product PC to PC Voice PC to PC Video Instant Messaging / Presence Multi-party Chat Application / Desktop Sharing Online Conferencing Telephony

25. The Customer Journey to UC Services

26. The Service Provider Opportunity Instant Messaging / Presence Enterprise Voice Collaboration Email / Unified Messaging Hosted Video Network Connectivity Calls and Minutes Conferencing Desktop Productivity Security and Compliance $ $$$$

27. Win in IaaS

28. Winning the Datacentre Investment needs to achieve scale Need best of breed datacentre technologies Customers want a selection of services – Hyrbid is key Leverage specialists investments Flexible solutions to meet customers needs Its more than just infrastructure – customer centric approach Applications are key

29. The Hybrid Model

30. Winning the Customer – End to End DESKTOPSOFTWARE RICH COMMUNICATIONS PRODUCTIVITY APPLICATIONSBUSINESS

31. The Platform For Success Phil Meyer – Depth Infrastructure TSP

32. the cloud OS

33. modern datacenter modern apps the cloud OS

35. Modern Metro Themed Experience Web Standards HTML5, CSS3 Customizable, extensible, standards- based, self-service portal Based on Windows Azure Portal Common management API Private cloud and service provider solutions available on Windows Server and System Center 2012 with SP1 (incl. SPF) High density, scalable, and secure VM hosting Support for both Windows and Linux Built on Microsoft Hyper-V VM portability between Private cloud, service provider solutions, and Windows Azure Private cloud and service provider solutions hosted on Windows Server and System Center 2012 with SP1 (incl. SPF) High density, scalable, and secure Web hosting Built on Windows Azure Web Sites Upsell from shared to reserved Support for PHP, Node, and ASP.NET Workload portability between Private cloud, service provider solutions and Windows Azure Solutions hosted on Windows Server and System Center 2012 with SP1 (incl. SPF) One Consistent Platform

36. Worker Role WebSites VM Role SQL Service Bus Caching Other Services CDN. Media,, etc. Service Management API WebSites VMs Private Service Provider One Consistent Platform - WPC Technical Preview SQL Shared Cloud Services Messaging, Caching Hadoop, etc. Service Management API Web Sites App s VM s Self-Service Portal Service Plans Users Service Admin Web Sites App s VM s Self-Service Portal Subscriber Self-Service Portal Web Sites Database VMs Apps SP1 w/ Service Provider Foundation Web Sites Databases VMs Subscriber Self-Service Portal Windows Azure Self Service Portal Moves On-Premises Common Mgt. Experience Cloud-Enabled Services Move On-Premises Workload Portability Consistent Dev. Experience

37. High Level Architecture

38. Hosting Service Providers Offer Scenarios Multi tenancy High scalability Highly automated (low TCO) High availability

39. Technical Hands On Lab Bootcamps Sydney: October 8-9 Melbourne: October 15-16 Sydney: October 10-12 Melbourne: October 17-19 Register your interest with philme@microsoft.comphilme@microsoft.com

40. SPLA Hot Topics

41. CALLS TO ACTIONS

42. 1) Attend Cloud Networking Event Want to get into the Cloud via Services from White Label Hoster – Join Us

43. Visit the Microsoft Showcase: See | Learn | Connect Services & Devices Business ApplicationsInfrastructure & PlatformsImmersion Experiences Exhibitors & Sponsors

44. Calls to Actions Cont’d: Enrol in the Bootcamps Join the monthly On Line Meetings Join programmes – Lync SIP or License Mobility

45. Your feedback is important to us Visit aka.ms/connect To score this session