1. OSS: Java, Open Source Data Infra
Technical data deck

2. Azure infrastructure (IaaS) opportunity
 2015
Growth (%)
 2016
Cloud application services (SaaS)
31.4
15.5
37.7
20.3
Cloud application infrastructure services (PaaS)
3.8
16.1
4.6
21.1
Cloud system infrastructure services (IaaS)
16.2
31.9
22.4
38.4
Cloud management and security services 5
20.7
6.2
24.7
IaaS market is growing (and a dominant cloud platform model)
Morgan Stanley’s 2016 CIO Survey
~70% of Azure consumption is IaaS today
We are poised to be THE leader, not just A leader

3. 3-step recipe to drive higher consumption
For Cloud infrastructure sellers only
Entry-level IaaS workloads
Deeper IaaS workloads
Make IaaS stickier with PaaS 1 3 2
Drive MAL penetration
Increase consumption

4. High Performance Computing
Focus on solutions, not services
Solutions in the infrastructure space, >50% of Azure workloads
Backup, DR & Archiving
Development & Test
Line of Business Apps
High Performance Computing
Big Data & Analytics
Internet of Things
SaaS App
Digital Media
Web & Mobile Apps

5. Starting the conversation
9/12/2018 8:21 PM
50% App Operations
25% Existing Custom Apps
10% New Business Apps
15% Packaged Apps
Non-Production
Production
1. Application Operations
This is the majority of your customers application infrastructure – 50-70%
It’s used 5-10% of the time (low utilization)
Projects here are low risk and can have a large ROI
2. Apps your customers have purchased
What can your customer stop running on-premises?
Use the SaaS model or move to Azure IaaS
Microsoft (O365/Exchange/SharePoint, CRM, Visual Studio Online, etc.)
3. Apps your customers would like to build
Use the Azure PaaS building blocks
More productive, less infrastructure work
4. Existing custom build production apps
Leave 80% of existing custom apps alone
Move small and high burst workloads
© 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.

6. Entry-level IaaS workloads Deeper IaaS workloads
Make IaaS stickier with PaaS

7. Line of business (LOB) applications

8. Huge opportunity with LOB apps
Source: RightScale 2015 State of the Cloud Report (n=930 tech professionals)

9. Leverage Azure offers and flexible licensing
Entry-level IaaS workloads
Deeper IaaS workloads
Make IaaS stickier with PaaS
Leverage Azure offers and flexible licensing
Licensing mobility for MSFT apps
Azure Hybrid Use Benefit (HUB)
Azure Compute Pre-purchase
Azure Compute Option
MSDN benefits for Dev/test

10. Variety of Compute offerings to power apps
9/12/2018 8:21 PM
Highest value A
SSD Storage Fast CPUs D
More CPU power F
Most memory fastest CPUs G
GPU-enabled virtual machines N
HANA (Large) instances
Dev/Test and entry-level workloads,
HPC
A8-A11 have infiniband and Intel Xeon processors
General purpose VMs for most production apps
Memory-intensive variants
Two generations available
IO and Compute intensive large SQL and noSQL databases, SAP and other demanding business apps
Compute-intensive
More CPU to memory ratio
NVIDIA GPUs
Compute- intensive+RDMA
Remote visualization, Massively parallel applications
Purpose-built hardware for SAP HANA
Up to 3TB/node
>80,000 IOPs
Premium Storage
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

11. Rich support for major ISV applications
9/12/2018 8:21 PM
License-included VM Image
Bring existing licenses
Deploy via Cloud Appliance Library (SAP option)
Oracle Database, WebLogic Server, Java ●
DB2, WebSphere Application Server, WebSphere MQ
Business Suite Software, Business All-in-One, BusinessObjects BI, NetWeaver Application Server ABAP
HANA Dev Edition, New HANA certifications (S/4 HANA, OLAP and OLTP)
Red Hat Enterprise Linux, Red Hat JBoss Enterprise Application Server and JBoss Enterprise Web Server, Red Hat Gluster Storage, and Red Hat OpenShift Enterprise
For licensing details, check with your vendor rep
© 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.

12. OSS on Azure

13. Azure is an open cloud DevOps Management Applications App Frameworks
Entry-level IaaS workloads
Deeper IaaS workloads
Make IaaS stickier with PaaS
Azure is an open cloud
Clients
DevOps
Management
PaaS &
DevOps
Applications
App Frameworks
& Tools
Databases &
Middleware
Infrastructure

14. Capturing share through Azure OSS high value workloads

15. Entry-level IaaS workloads Deeper IaaS workloads
Make IaaS stickier with PaaS

16. Care about PaaS? Why/how?
Entry-level IaaS workloads
Deeper IaaS workloads
Make IaaS stickier with PaaS
Care about PaaS? Why/how?
Churn rates are lower on when PaaS is used
SQL server  SQL DB, AD  Azure AD, Web apps  App Service etc. 1
Provides meaningful differentiation: market PaaS, Sell IaaS! 2
Engage in application re-architecture conversations (w/ PaaS), leverage CAD sellers for Azure PaaS. 3
“PaaS reduces billed/consumed revenue” – Myth (or a short-term reality at best) 4
3rd party PaaS on Azure drives Azure IaaS, (e.g. CloudFoundry, OpenShift) 5

17. © 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.