1. Hosted & Private Cloud
Technical data deck

2. Why?

3. Opportunity to land additional Azure consumption
5/15/2018
Opportunity to land additional Azure consumption
Drive incremental Azure usage
Enable hybrid solutions: Azure Stack plus Azure
Deposition AWS, VMware, OpenStack
© 2012 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. S4 Solution Specialist Sales Summit
5/15/2018 5:54 PM
What exactly is Azure Stack?
© 2013 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.

5. What?

6. Cloud is a new way to think about your datacenter
5/15/2018 5:54 PM
Optimize
Transform
Traditional model
Dedicated infrastructure for each application
Custom hardware
Distinct infrastructure and operations teams
Customized processes and configurations
Servers
Cloud model
Loosely coupled apps and micro-services
Industry-standard hardware
Service-focused DevOps teams
Standardized processes and configurations
Services
© 2013 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.

7. Cloud Microsoft Cloud Global Trusted Hybrid 5/15/2018 5:54 PM
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

8. Azure Stack Power of Azure in your datacenter
WPC 2015
5/15/2018 5:54 PM
Azure Stack
Power of Azure in your datacenter
Microsoft Azure Stack is a new hybrid cloud platform product that enables organizations to deliver Azure services from their own datacenter to help them achieve more
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

9. Microsoft’s hybrid cloud platform
5/15/2018
Power of Azure in your datacenter
Azure services in your datacenter
Unified app development
One Azure ecosystem
Developers IT
Portal | PowerShell | Dev-ops tools
Portal | PowerShell | Dev-ops tools
Azure Resource Manager
Azure Resource Manager
Azure IaaS | Azure PaaS
Azure IaaS | Azure PaaS
Compute | Networking | Storage
App Service | Service Fabric*
Cloud infrastructure
Cloud-inspired infrastructure
Microsoft Azure
Public
Microsoft Azure Stack
Private | Hosted
* - some components will be in Preview at Azure Stack GA
© 2012 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.

10. Driving transformation with Microsoft’s hybrid cloud platform
Speed
Innovation
Time-to-value
Unified app development
High-value Azure solutions
Integrated systems
One Azure ecosystem

11. Complex to deploy/operate Virtualization ain’t cloud
Competitive guidance
5/15/2018
Public-cloud only
Complex to deploy/operate
Virtualization ain’t cloud
Aren’t investing in private/ hosted clouds
Limited enterprise experience
De-position with our all-up hybrid cloud story
Little customer success
Needs significant integration with specialized skills
Proprietary distros
Limited to IaaS
Expect customer questions
De-position with cloud model and ‘IaaS only’
Compete with WS Hyper-V and SC for virtualization scenarios
© 2012 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.

12. Azure solutions Digital marketing Mobile Business intelligence
Development and test
App
modernization
Disaster recovery
E-commerce
Micro-service
apps
Backup and archive
SharePoint on Azure Stack
Predictive maintenance with IoT
Remote
monitoring

13. Hybrid solutions with Azure and Azure Stack
Digital marketing
Mobile
Business intelligence
Development and test
App
modernization
Disaster recovery
E-commerce
Micro-service
apps
Backup and archive
SharePoint on Azure Stack
Predictive maintenance with IoT
Remote
monitoring

14. How?

15. Microsoft Worldwide Partner Conference 2016
5/15/2018 5:54 PM
Software
Delivering Azure Stack as an Integrated System
Hardware
Support
Services
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

16. Customer win The Turkish subsidiary of Sberbank commits to Azure Stack
Develops and sells financial software to other banks
Operates in a highly regulated industry, not allowed to use cloud services outside of country border
Not happy with the time and process needed to deploy software
Wants to become a cloud provider for Turkish Finance industry

17. Learning: How to effectively sell Azure Stack
Navigating buying centers
Sales conversation
Customer profiling
One-Microsoft sales approach (sales, marketing, services, partners)

18. Positioning in-market offerings and Azure Stack

19. Parsing virtualization from cloud
Optimize
Transform
Core characteristics
Operational efficiency
Resource pooling and abstraction
IT sponsored
Flexible hardware
Agile development
Self-service, on-demand services
Business/ App dev / IT sponsored
Purpose-built hardware
Use cases
Mission-critical workload optimization
Datacenter/Branch office consolidation
Hyper-converged storage
VDI
Secure VMs
App modernization
Cloud-native apps
Hybrid app patterns
Seamless app mobility
DevOps
Offerings
Windows Server Hyper-V
Microsoft System Center
Microsoft Cloud Platform System (CPS)
Microsoft Azure Stack
Microsoft Azure

20. Co-existence between CPS and Azure Stack
CPS/ WAP VMs can be managed from Azure Stack portal
Windows Azure Pack (WAP)
Portal | PowerShell | Dev-ops tools
Azure Resource Manager
System Center
Azure IaaS | Azure PaaS
Windows Server (host OS)
Hyper-V
Cloud-inspired infrastructure
Microsoft Azure Stack
Microsoft CPS
WAP + WS/SC 2012 R2

21. Sell everywhere: Windows Server-as-guest-OS with management
5/15/2018
System Center + OMS
Microsoft CPS
WAP+ WS Hyper-V/SC
Third party stacks
(e.g. AWS, VMware)
Microsoft Azure Stack
Maximize SA value of Windows Server by leveraging
Azure Hybrid Use Benefit (AHUB)!
© 2012 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.

22. Positioning the right solution
Sample customer scenarios
#1: ‘I would like to deliver more efficiency and performance with my SQL infrastructure’
Solution: Virtualize and consolidate on SQL Server WS/SC 2016
#2: ‘I would like to modernize my .NET/SQL Server based app portfolio’
Solution: Refactor your apps to run on Azure App Service (will run on Azure Consider Windows Server Containers to enable micro-services architecture.
#3: ‘I need an Azure-like experience in my datacenter today with a path to Azure/Azure Stack’
Solution: Deploy CPS (or WAP + WS/SC 2012 R2) today. You can migrate VMs to Azure using OMS. CPS will co-exist with Azure Stack when it becomes available for IaaS.
#4: ‘I would like a highly secure virtual infrastructure that isolates customer/tenant workloads from unauthorized admin access.”
Solution: Built-in security capabilities in Windows Server 2016 and System Center 2016

23. Next steps

24. © 2016 Microsoft Corporation. All rights reserved
© 2016 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.

25. ISV solutions

26. Top ISV solutions in Hosted & Private Cloud
Global NAS Appliance
Panzura Cloud Controllers bridge the gap between traditional enterprise NAS storage solutions and Azure Blob. The use of enterprise-class, multi-user file system locking protocols, along with FIPS validated military grade encryption, ensures users, located anywhere in the world, can reliably and securely access a single cloud-based centralized storage location. Panzura provides global deduplication, thereby ensuring that only unique data blocks are stored in the cloud so as to keep escalating storage (and network) costs in check.
Key Use Cases/ Benefits
Provides global deduplication
Global file and element locking
File integrity everywhere
Global metadata
Availability: Global
Average Deal Revenue: $35K
Link to Marketplace
Link to AppCatalog
Kiteworks
Accellion offers an enterprise-class, private cloud on Microsoft Azure for secure file sharing and collaboration using Microsoft Office Fully integrated with your existing enterprise content systems and cloud storage, the world’s leading organizations and government agencies send, share, and collaborate on sensitive documents from PCs, Macs, smartphones and tablets.
Key Use Cases/ Benefits
Centralized IT management and access control
Regulatory Compliance
Extensible Platform
Single Pane of Glass provides centralized access to content stored in SharePoint, ECMs, file shares, home drives, and cloud storage services
Availability: Global
Link to AppCatalog
Link to Marketplace

27. Top ISV solutions in Hosted & Private Cloud
Business 360 Online
Software Innovation delivers market-leading, standardized Enterprise Content Management (ECM) applications. It is committed to helping organizations manage, share and use information - turning it into their most valuable asset. It develops market-leading applications that improve and increase efficiency in document management, records management, case handling and technical document control.
Key Use Cases/ Benefits
Maintain a clear overview of an ever-growing business information
Business information and content version management
Highly configurable to align with the needs and processes in complex enterprises
Information governance
Availability: Global
Average Deal Revenue: $20K
Link to AppCatalog
engage
The Colligo Engage app platform drives active usage of SharePoint, on-prem and in the cloud, regardless of device or connectivity. Native apps elevate the SharePoint experience in mobile scenarios and for records management. Plus, the platform’s Azure-based Console lets IT monitor content activity through the apps and mitigate risk.
Key Use Cases/ Benefits
Embrace mobile collaboration
Free employees from information silos
Know how and what information is used
Availability: Global
Avera Deal Revenue: $10K
Link to AppCatalog
Link to Marketplace