1. Business transformation with data
Play briefing deck
For internal only use by Microsoft partners

2. Table of Contents Play Overview Market Opportunity
Partner Value Proposition
Messaging Guidance
Positioning
Seller Guidance
ISV Solutions
Networking Differentiation
Migration Opportunities

3. Digital transformation drives new possibilities
Empower employees with enhanced business agility
Optimize operations and business processes
Transform products through differentiated business models
Business agility
Run anywhere: on-premises, private cloud, public cloud
Run on any platform: Windows, Docker, Linux
Use any language: Java, PHP, Python, Ruby
Re-imagine business processes with data
Polybase
HTAP
Modern intelligent apps, Update legacy apps
Automated decision making
Explore new business models and opportunities with data
(This is disrupt markets)
Speech, text, face and emotion analysis
Personalized customer experiences
Predictive analytics
Engage customers with personalized experiences

4. Challenges to digital transformation
Data security
Legacy app modernization
Increased price/performance demands
Faster & richer business insights

5. FY18 plays, solutions, and technical scenarios
Business Transformation with Data
Data Platform Modernization
New Mission Critical Applications
App Migration to SQL/Azure
DW & Big Data
Business Analytics & AI
Winning Analytics Solutions (targeted templates & partner finished solutions)
Implementing AA & ML on Big Data
Modern Business Intelligence
Corporate BI
Self-service BI
Application Innovation
Customer-facing: Business SaaS Apps
Customer-facing: Globally Distributed Apps
Customer-facing: Big Data/Analytics Apps
Internal-facing: SQL-based LOB apps

6. $100M 50%+ Benefits of digital transformation $40k NEARLY DOUBL E
Companies that embrace digital transformation with cloud, data & AI:
NEARLY DOUBL E
operating margin
$40k
The most digitally transformed enterprises generate on average $100 million in additional operating income each year
more revenue per employee
50%+
higher average net income on revenue
Source: Keystone Strategy 2016

7. What’s in it for partners?
Capitalize on new opportunities
Momentum & customer base
One complete platform
Investments in partners
100s of service providers, 1,000s of enterprises, and over 90% of Fortune 500 companies use Microsoft cloud
Leader in 13 Gartner Magic Quadrants 1
70% increase in partners doing Azure projects 2
214% increase in consumption from partners led solutions 2
350% increase of OSS Azure consumption from partner led projects 2
End-to-end solutions on a consistent platform across private, hybrid and public clouds
Broad opportunity across infrastructure, apps, devices and cloud services
Built-in capabilities enable profitable and competitive solutions
$640m in partner GTM investments
One Commercial Partner organization
Driving co-sell with Microsoft field sellers
Continued investment and improvement in platforms.
214% == The total consumption, in FY17, from Partner projects. The revenue includes Digital Partner or Record (where a partner tags a customer subscription, CSP and the partner as customer (usually their own EA).
70% - This is the increase in the number of partners who are have done at least one Azure project YoY.
350% - Growth in OSS services consumption where a partner is attached (via DPOR)
1. Gartner Magic Quadrant for Cloud Infrastructure as a Service; Lydia Leong, Raj Bala, Craig Lowery, Dennis Smith; June 17, 2017
Gartner Magic Quadrant for Business Intelligence and Analytics Platforms, Rita Sallam, Cindi Howson, Carlie Idoine, Thomas Oestreich, James Laurence Richardson, Joao Tapadinhas, February 16, 2017
Gartner Magic Quadrant for Access Management, Gregg Kreizman, Anmol Singh, June 7, 2017
Gartner Magic Quadrant for Public Cloud Storage Services, Raj Bala, Arun Chandrasekaran, July 26, 2016
Magic Quadrant for the CRM Customer Engagement Center, Michael Maoz, Brian Manusama, May 8, 2017
Magic Quadrant for Horizontal Portals, Jim Murphy, Gene Phifer, Gavin Tay, Magnus Revang, October 17, 2016
Magic Quadrant for Enterprise Agile Planning Tools, Thomas E. Murphy, Mike West, Keith James Mann, April 27, 2017
Magic Quadrant for Data Management Solutions for Analytics, Roxane Edjlali, Adam Ronthal, Rick Greenwald, Mark Beyer, Donald Feinberg, February 20, 2017
Magic Quadrant for Mobile Application Development Platforms, Jason Wong, Van Baker, Adrian Lowe, Marty Resnick, June 12, 2017
Magic Quadrant for Unified Communications, Bern Elliot, Megan Marek Fernandez, Steve Blood, July 13, 2016
Magic Quadrant for Sales Force Automation, Tad Travis, Ilona Hansen, Joanne Correia, Julian Poulter, August 10, 2016
Magic Quadrant for Operational Database Management Systems, Nick Heudecker, Donald Feinberg, Merv Adrian, Terilyn Palanca, Rick Greenwald, October 5, 2016
Magic Quadrant for Web Conferencing, Adam Preset, Mike Fasciani, Whit Andrews, November 10, 2016 Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose
2. Internal Microsoft figures.

8. IDC Worldwide Database Server Forecast
Modernization opportunities for partners
IDC Worldwide Database Server Forecast
Non Relational
Azure Cosmos DB >600% growth in 12 months & fastest growing in past 32
Modernizing with SQL Server
37% of all units run Microsoft, >50% of units run 2008/R2 or older2
New opportunity with SQL Server 2017 on Linux
Open source
1/3 of new app dev is on OSS relational DBs like PostgreSQL & MySQL3
PaaS & IaaS
SQL PaaS & IaaS driving >65% of Azure Data Services2
More than 4,500+ partners did data projects in Azure2
Migration – compete opportunities with >400 wins in 12 months2
1 Pie Chart *IDC Worldwide DB Forecast Dec 2016
2 Microsoft Internal Sources
3 DB-Engines, Keystone 2016 On-Prem Study, N=90

9. Opportunities to enhance with business analytics
DW + Big Data
+250% growth in Azure SQL Data Warehouse and HDInsight consumption in the past 3months1
Advanced Analytics
1,200+ Partners grew 150% in Business Analytics consumption1
Business intelligence
200K+ organizations using Power BI1
200+ solutions created by partners
Artificial intelligence
Record growth in the use of Cognitive Services & Bot Framework 
1 Microsoft internal source

10. Data & AI – Customer audience, conversations & solutions
Data & AI Centric Conversations
Engage customers
Intelligent customer conversations/interactions
Customer Intelligence-360 view (Behavior, sentiment & risk analysis, forecasting, propensity to buy etc.)
Increase sales, customer acquisition, retention & satisfaction
New digital experiences & personalization at scale
Empower Employees
Optimize Operations
Transform Products
Faster business decisions through timely access to information
Visibility & access to data through dynamic dashboards & visualization
Improve customer connections
Reshape customer relationships and service models
Reduce operational cost and meet all your data and analytics needs
Improve business processes( forecasting, recommendations, supply chain , manufacturing operations etc.)
Test new products & services
Use digital platform to reduce delivery time frame.
Monetization and trading of data
Create new business models
Expand your reach – digital channels and new markets
Enhance products/services by anticipating your customer needs & understanding how your products are being used

11. Data & AI – Customer audience, conversations & solutions
Persona
C-Level , CDO is new & emerging Executive level role responsible for the enterprise wide data and information assets
Line of business decision makers who control the budget and purchasing authority.
Model complex business problems, discovering new business insights. Key role in decision making for Advanced Analytics platform selection along with BDM
Make data accessible to data scientists, assist in data collection , preparation and correlation. Critical role in the data science team
Traditional IT decision makers , make decisions on IT infrastructure , its managements and operations
Responsible for development and on-going operations and management Enterprise Applications both internal and external facing applications
Set direction for enterprise wide solution portfolio. Govern IT standards and policies.
Key influencers on platform decisions
What they care about?
Driving new solutions for value and revenue generation
Standardization and centralization of data governance and polices
Data Security & Trust
Focus on platforms that deliver business outcomes and fast ROI
Established business leadership through innovation
Want solution tailor to their vertical
Launching new products
Actionable business results
Finding creative ways of demonstrating impact of data
Best in class and established products
Scalability and ease of integration
Overall platform and its future
Skillset
Familiarity with OSS
Product integration and cost structure
team competencies
long-term viability, and compliance
Well established products - product meeting basic checklist features
Agility
Developer productivity
Leverage existing skills , tools and processes
Adoption new cutting edge technologies to create new experiences
Long term viability and maintainability of code/platform
Integration and interoperability
Technical architectures, features
Solutions
Business Analytics & AI, App Innovation, Data Modernization , IoT, Big Data +DW and Modern BI
Business Analytics & AI, App Innovation, IoT, Modern BI
Business Analytics & AI, Big Data +DW, Modern BI
Business Analytics & AI, Big Data +DW, Modern BI
Data Modernization, Modern BI, IoT
App Innovation, IoT
App Innovation, IoT

12. The Microsoft Data Platform
Social
LOB
Graph
IoT
Image
CRM
Apps + insights
Cloud
An explosion of data is being created from a seemingly endless supply of sources and formats. Only the Microsoft Data Platform enables customers to manage, build predictive and cognitive applications, and produce meaningful experiences for its users- anywhere.
On-premises
Edge

13. Why Microsoft Cloud As of March 2017
9/21/2018
As of March 2017
Microsoft is the only Cloud provider that combines a Hyper Scale cloud offering, a truly hybrid platform and an Enterprise Level Support for your cloud workloads with Enterprise level SLAs.
The Only Cloud: Enterprise Level, Hyper Scale, and True Hybrid
Microsoft has a complete set of integrated cloud offerings, from infrastructure as a service (IaaS), to Platform as a Service (PaaS) and all its Software as a Service (SaaS) offerings. As an example, a PaaS development can easily integrate with a VM on Azure IaaS and easily integrate with app services like Sharepoint and CRM Online.
Complete set of integrated Cloud offerings
Microsoft is considered by Gartner (March 2017) as a  leader in six of the nine Cloud related Magic Quadrants.
Leader in 6 Gartner’s Cloud Magic Quadrants
All of Microsoft's services are independently verified to meet legal and compliance requirements, are financially backed, and offer transparent information on their availability. Microsoft was the first cloud provider that adhere to ISO
At this time, we have 11 more local and national certifications that our major competitors.
Industry leading with Security, Privacy and Compliance
Being able to offer Single Sign On is key among multiple cloud services and on-premises apps is key for employee productivity and IT management. Microsoft natively offers SSO among its cloud services, offers REST API for custom apps and federation and directory sync services with AD and other directories.
Native SSO among services and on-premises
​Microsoft Partner Network includes hundreds of thousands of organizations worldwide. By working with this broad partner ecosystem we can offer better solutions and better services to our customers. For every dollar of Microsoft services sold, our partners attach $5.87 of their own services when they have >50% of their revenue in the cloud. .
Broadest partner ecosystem
No other cloud provider offers such a complete suite of productivity services. Office 365 is recognized as the leading cloud productivity platform. Our customers can access the productivity platform through the browser or through the Office application, used by 1B users worldwide.
Best and most innovative enterprise cloud productivity solution
Not all competitors in this space offer consumer solutions. Others have only one consumer platform that they extend to the enterprise, mixing SLAs and involving the greater risk of sharing private information in a public environment.
Integrated but separated enterprise and consumer cloud offerings
Enterprise Level Support and SLAs
Instead of contacting different customer support services for each of your cloud workloads with their different SLAs, you can contact a single vendor with more than 20 years of enterprise-relationship experience and get end-to-end support from the infrastructure to your operating system to your applications.
Hyper Scale
Enterprises need global reach, and huge scale. Some vendors may promote new services and global expansion, but most have no direct experience running cloud services at a global scale or can offer only half the worldwide capacity of Microsoft services. Only Microsoft operates global-scale cloud services AND provides on-premises tools designed for the largest scale mission critical requirements. Microsoft delivers Microsoft Azure, Office 365, Outlook.com, Skype, Bing, and Xbox Live —some of the world's largest cloud services—to more than 1 billion customers and 20 million businesses in 76 markets. Microsoft cloud services support 300,000 websites, 1 million databases, 300 million users, and 13 billion authentications every week.
A True Hybrid Platform
Microsoft provides a truly hybrid cloud platform with a common set of technologies and capabilities across on-premises, Cloud, and Service Provider clouds with a consistent experience across each. E.g.: Unified search for Sharepoint and Sharepoint online, AD, Cloud Backup, Azure Media Services & Sharepoint on-premises. Many of our competitors can offer only a rigid cloud-or-nothing approach and require third-party integration solutions.
Complete set of integrated Cloud offerings
Microsoft has a complete set of integrated cloud offerings, from infrastructure as a service (IaaS), to Platform as a Service (PaaS) and all its Software as a Service (SaaS) offerings. As an example, a PaaS development can easily integrate with a VM on Azure IaaS and easily integrate with app services like Sharepoint and CRM Online.
Leader in 6 Gartner’s Cloud Magic Quadrants
Microsoft is considered by Gartner (Sept 2016) as a  leader in seven of the nine Cloud related Magic Quadrants: Cloud IaaS, Disaster Recovery as a Service, Enterprise Application Platform as a Service, Identity and Access Management as a Service, Public Cloud Storage Services and x86 Server Virtualization.
Industry leading with Security, Privacy and Compliance (e.g. ISO/IEC 27018)
All of Microsoft's services are independently verified to meet legal and compliance requirements, are financially backed, and offer transparent information on their availability. Microsoft was the first cloud provider that adhere to ISO This assures enterprise customers that privacy will be protected in several distinct ways: Customers are in control of their data. Customers know what’s happening with their data. There is strong security protection provided for customers data. Data won’t be used for advertising. Microsoft informs customers about government access to data.  Microsoft share its development and operational practices, publishes Law Enforcement Requests Reports and invests in Transparency Centers whereby government customers can review source code and confirm that there are no back-doors. More importantly for Microsoft's customers, independent auditors have verified that Microsoft Azure, Office 365, Dynamics CRM Online, and Microsoft Intune follow the standard's code of practice for the protection of personal information.
Native SSO among services and on-premises
Being able to offer Single Sign On is key among multiple cloud services and on-premises apps is key for employee productivity and IT management. Microsoft natively offers SSO among its cloud services, offers REST API for custom apps and federation and directory sync services with AD and other directories. From a customer point of view this means that it's easy to have a single sign on for all Microsoft applications in the cloud and on-premises.
Broadest partner ecosystem
​Microsoft Partner Network includes hundreds of thousands of organizations worldwide. By working with this broad partner ecosystem we can offer better solutions and better services to our customers. For every dollar of Microsoft services sold, our partners attach $5.87 of their own services when they have >50% of their revenue in the cloud.
Best and most innovative enterprise cloud productivity solution
No other cloud provider offers such a complete suite of productivity services. Office 365 is recognized as the leading cloud productivity platform. Our customers can access the productivity platform through the browser or through the Office application, used by 1B users worldwide.
Integrated but separated enterprise and consumer cloud offerings
Not all competitors in this space offer consumer solutions. Others have only one consumer platform that they extend to the enterprise, mixing SLAs and involving the greater risk of sharing private information in a public environment.
© 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.

14. Why Microsoft AI Platform
9/21/2018
Digital DVPs
As of March 2017
for the Enterprise
Leading Innovation
Unparalleled Productivity
Trusted Partner
Transform your data into intelligent action
For everyone
With more than 25 years of experience in AI research with focus on product development, we’ve produced record-breaking advances in AI algorithms that we offer to our customers and partners in a platform-based approach.
Microsoft offers a unique combination of a productive and powerful platform that empowers any organization and developer to embrace AI everywhere.
Keep your data safe on a trusted and secure cloud platform with encrypted communications, threat management, mitigation practices and regular penetration testing. Ensure infrastructure compliance with your industry through our broad set of compliance standards.
By leveraging Cortana Intelligence Suite, Microsoft Cognitive Services, Microsoft Bot Framework and Cortana organizations can interact with customers and stakeholders in new ways and infer intent with vision, face, speech, text and sentiment analysis to customize responses and drive appropriate actions.
Microsoft is democratizing its AI innovations used in products like Bing, Xbox, and Office Graph, via the Bot Framework, Azure Bot services and Cognitive Services APIs, so you can bring your applications to life, from understanding natural language and speech, to facial recognition. With these tools at your fingertips, you can build intelligent, personal bots that will transform your business.
© 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.

15. Why Microsoft AI Platform
9/21/2018
Digital DVPs
As of March 2017
for Developers
Easy to implement
Flexible
Tested, powerful and award winning
Multi-channel
Cortana
The Cognitive Services APIs are easy to implement because they are based on simple REST calls. 
Our new QnA Maker Service is a free, easy-to-use service that trains AI to respond to users’ questions in a more natural an conversational way using semi-structured data like the those found in website FAQs.
We’ve got a breadth of intelligence and knowledge APIs so developers will be able to find what intelligence feature they need; and importantly, they all work on whatever language, framework, or platform developers choose. So, devs can integrated into their apps—iOS, Android, Windows—using their own tools they know and love (such as python or node.js, etc.).
Developers can trust the quality and expertise build into each API by experts in their field from Microsoft’s Research organization, Bing, and Azure machine learning and these capabilities are used across many Microsoft first party products such as Cortana, Bing and Skype. 
Your users talk in many places; your bot should too. The Bot Connector will have your bot talking in full fidelity on the most popular conversation experiences without coding (e.g. Skype, FB Messenger, Office 365 Mail, SMS, Kik, Slack, Telegram, GroupMe, …). You can also bring the conversation to your app or website using our Direct Line customizable Web Chat control or roll with your own.
Cortana connects users to your services, across platforms and devices. By registering your bots, services, mobile apps, and websites as Cortana skills, over 145 million active monthly users will be connected to these capabilities.
More info:
© 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.

16. Why Microsoft for Advanced Analytics As of April 2017
9/21/2018
Digital DVPs
As of April 2017
for Advanced Analytics
End-to-End Solution
Easy to use
Broad and skilled community available in the marketplace
AI driven innovation
R support and performance
Works with what you have
Big Data made easy
Microsoft brings advanced analytics to wherever your data lives. From ingestion of data to analytics and visualization, Cortana Intelligence Suite offers an end-to-end solution for Advanced Analytics.
Microsoft has analytics tools for everyone: business users, data scientists, IT, and developers. Microsoft’s tools are easy to use with capabilities ranging from simple statistics to advanced artificial intelligence and machine learning.
Microsoft has a strong community of partners, resellers and individuals. This community extends the product with prebuilt apps, visualizations and video tutorials, in addition to the content provided directly by Microsoft.
Microsoft is democratizing its AI innovations used in products like Bing, Xbox, Kinect and Office Graph, via cognitive services so you can bring your applications to life, from understanding natural language and speech, to facial recognition. With these tools at your fingertips, you can build intelligent applications, services and bots that will transform your business.
Microsoft allows you to use popular open source languages like R, with enterprise level support, whether your data is on-prem, in the cloud, or both. The integration with SQL Server allows you to leverage your existing infrastructure with the power of Azure in a powerful Hybrid model. Extend your database to Azure when you need it and run analytics directly from SQL Server with the power of HD Insight.
Make the most of your existing investments, preferred tools and data assets. Whether you’re taking advantage of integration with SQL Server, or looking to maximize value of your data across other investments like Hadoop/Spark, Teradata, Windows or Linux, Microsoft can help you analyse your data at scale with greater confidence, both today and in the future.
Microsoft supports Big Data analytics in the cloud. Azure Data Lake is the solution for your Big Data Storage and Analytics. Easily store data in any format with any file size and run your analytics with the power of HD Insight.
Server for HDInsight achieves unprecedented scale and performance. Multi-threaded math libraries and transparent parallelization in R Server means handling up to 1000x more data and up to 50x faster speeds than open source R (available through 3rd parties on AWS). Plus, because R Server is built to work with the open source R language, all of your R scripts can run without changes.
© 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.

17. Why Microsoft for R-based analytics As of March 2017
9/21/2018
Digital DVPs
As of March 2017
for R-based analytics
Benefit from the rich open source contributions of 10,000+CRAN R packages, along with enterprise-grade support and AI innovations from battle-tested products (Xbox, Bing, Office, Hololens)
Make the most of your IT investments and maximize the value of data across your enterprise to create new insights and models that drive better business outcomes.
Analyze large datasets in-memory for maximum performance without memory or performance limitations by leveraging parallelized algorithms
Not only does Microsoft offer R client, but we also support R Studio, RTVS, Jupyter Notebook, SSRS, your data scientists can use the optimal tool and language for each data science process.
The industry’s broadest R-based analytics platform
Scalable AA atop Hadoop, Spark, SQL Server and EDWs, Windows and Linux
Freedom from memory limits
Choice of preferred tools
R Server is a multi-platform analytics offering that enables you to scale experiments to production systems quickly, effectively and deploy them in web, desktop, mobile apps and backend systems
By running on multiple platforms, users can build on one platform, then move the scripts to another without model conversion, based on their compute and data storage needs.
doAzureParallel, a lightweight R package built on top of Azure Batch, compliments Microsoft R Server by providing the infrastructure for running massive compute parallel simulations.
Microsoft allows users to bring analytics to wherever your data live, whether on-prem, in the cloud with HDInsight, or both.
Diverse, easy deployment methods
Write once, deploy on multiple platforms
Flexible compute directly from your R session
Hybrid Cloud Evolution
© 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.

18. Why Microsoft for Data Platform with SQL Server 2016 As of March 2017
9/21/2018
As of March 2017
for Data Platform with SQL Server 2016
Industry Leader
Least Vulnerable
Ground-breaking performance
End-to-end mobile BI
Fastest In-Memory technology on the planet
Microsoft is a recognized industry leader with Gartner Magic Quadrant leadership in Operational DBMS, BI and Analytics and Data Warehousing.1, 2
Delivers the least vulnerable database3 and unique security functionality with Always Encrypted that protects data both at rest and in motion.  This unique encryption capability also enables customers to stretch their database into Azure while retaining their encryption key on-prem, enabling hybrid cloud scenarios that are unmatched.
Provides ground-breaking performance and scale as evidenced by the #1 performance benchmarks for mission critical workloads and analytics with top TPC-E and TPC-H performance benchmarks.4 Provides tremendous performance gain upon upgrade for faster queries, faster availability and faster operations.5
Is the only end-to-end mobile BI solution in the market that doesn't require the customer to pay for each named user. We can stand up 1,000 to 8,000 users on 8 cores, delivering a comprehensive BI solution at a fraction of the cost of competitors.
Boasts THE fastest In-Memory technology on the planet across workloads with SQL Server 2016, and help our customers take performance and throughput to another level.
Accelerated hybrid cloud scenarios with Azure
1 *Gartner “Magic Quadrant for Operational Database Management Systems,” by Donald Feinberg , Merv Adrian, Nick Heudecker, Adam Ronthal, October 2015.
2 *Gartner “Magic Quadrant for Business Intelligence and Analytics Platforms,” by Josh Parenteau, Rita L. Sallam, Cindi Howson, Joao Tapadinhas, Kurt Schlegel, Thomas W. Oestreich, February 4, 2016.
3 National Institute of Standards and Technology Comprehensive Vulnerability Database update February 2016.
4 \5 Based on internal tests from Microsoft, customers who upgrade to SQL Server 2016 will also experience tremendous performance gain including faster real-time analytics with up to 34x performance on in-memory columnstore queries, faster synchronization and greater availability with up to 7x faster AlwaysOn throughput, 3.6x faster reporting on AlwaysOn replicas, and 7-10x faster on database maintenance (DBCC).
6 Based on early customer results.
7 We are targeting availability of the core SQL Server relational database capabilities on Linux in mid-2017
Visit the SQL 2016 Infopedia page and read the SQL Server 2016 FAQ, which have been updated with information about general availability, editions, and performance benchmarks.
40% savings
over a SAN
Tackles Big Data workloads
Provides platform choice
Has everything
built-in
Introduces accelerated hybrid cloud scenarios with Azure delivering faster backups and disaster recovery with Azure and reduced operational costs.  New unique hybrid scenarios, like Stretch Database, which helps customers keep more of their historical data at their fingertips and reduces storage costs.
Help manage increasing costs with a modernized solution at a lower costs, up to 40% savings over a SAN with Stretch Database.6
Tackles Big Data workloads as only SQL Server delivers PolyBase technology built-in that allows customers to link structured and unstructured data and query over both with the simplicity of T- SQL.
Provides platform choice SQL Server 2016 and Windows Server 2016 will offer higher availability, greater performance and faster analytics.  Virtually any data, any size, any application and any platform is the new mantra! SQL Server 2016 will also be available on Linux next year.7
Has everything built-in providing industry-leading TCO.  Additionally, customers can combine this with the Compete Database Migration offer for an even more compelling value proposition.
© 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.

19. Azure Open Source Data Platform
IAAS
PAAS
Relational
Non-relational & Big Data
Relational
Non-relational
Leverage cloud infrastructure
Dev/Test, Production and Lift & Shift
Docker, incl. via DC/OS
Build rapidly and connect to the platform
Cloud-born
LOB
Microsoft Azure

20. Key sales motions - Summary
What is it?
Optimize on-premises
Expand SQL Server footprint across on-premises data estates
Drive hybrid cloud
Strength in hybrid cloud, easy lift and shit
Win Apps
Win enterprise and ISV apps to secure future data estate footprint
Win Analytics
Win business analytics and AI scenarios on-premises and cloud

21. Optimize on-premises What do I sell How I win
Audience: ITDM. Customers wanting to keep workload on-premises but with better TCO
Tools: Azure Database Migration Service
What do I sell
How I win
SQL Server 2017 on Linux
SQL Server 2017 on Windows
Everything built-in
Most Secure
High Performance
SQL Server DW RAs
APS
Everything built-in (BI, AA, In-memory), petabyte scale with best TCO
Excellent TPC-H performance

22. Drive hybrid cloud with easy lift and shift
Audience: ITDM. Customers wanting to move on-premises workloads to cloud without app modification
Tools: Azure Database Migration Service
Motions
What do I sell
How I win
Lift & Shift legacy apps to Azure SQL DB
(SQL 2008 R2+, Oracle 9.3+)
Azure SQL Database (Managed Instance)
No application code changes
Use existing SQL Server license
Reduced CAPEX & OPEX, self-tuning & intelligent, security, dynamic scale
Key Customer Scenarios: Toshiba, Maritz
Lift & Shift OSS apps to Azure
(PostgreSQL, MySQL)
Azure PostgreSQL
Azure MySQL
HA built-in, elastic scale without downtime
Data Protection built-in
Key Customer Scenarios: GeekWire, Credo360
Lift & Shift NoSQL apps to Azure
(MongoDB, Gremlin, Cassandra)
Azure Cosmos DB
Turnkey global distribution across 40 DCs
Financially backed SLAs across uptime, perf, consistency, and <10ms latency
Key Customer Scenarios: Toyota, Sulekha
Toshiba:
Maritz:
GeekWire:
Credo360:
Sulekha:

23. Win apps Motions What do I sell How I win
Audience: Developers, ISVs Offers: Reserved Instance
Tools: Integrated developer platform across VS, Azure (Cognitive Services, Machine Learning), Xamarin
Motions
What do I sell
How I win
Modernize existing SQL apps
Azure SQL Database (cloud)
SQL Server 2017 (on-prem)
SQL Database Elastic Pools with threat detection built in and faster
More cognitive services API than other providers
SQL Server offers everything built-in, more innovation across all editions
Key Customer Scenarios: DocuSign, Paychex
Win new apps
Azure Cosmos DB
Azure SQL Database
Cosmos DB delivers turnkey global distribution, great SLAs and performance - >High performance with industry leading SLAs
SQL Database Elastic Pools with threat detection built in and 70% faster than Aurora per core
More cognitive services API than other provides
Key Customer Scenarios: Jet.com, ASOS

24. Win analytics Motions What do I sell How I win
Audience: BDMs, Data Scientists Offers: Free trials
Tools: AppSource solutions & reference architectures
Motions
What do I sell
How I win
Win Advanced Analytics
SQL DW, HDI/Spark, Machine Learning SQL Server 2017 (on-premises)
The only solution that can reason over all data while using any machine learning language, framework and tool
SQL Server with AI built-in can work on data at scale with highly parallelized R & Python libraries that can compute on billions of rows
Key Customer Scenarios: Rolls Royce, Standard Bank, Nestle, Schneider
Sell-With motion for partner Analytics & AI apps
Sell finished partner analytics & AI apps and drive Azure consumption (Appsource)
Line of business focused Analytics & AI apps
Key Partner Scenarios: Hitachi (Manufacturing), KenSci (Health), Brillio (Marketing)
What customers are looking to do:
Get better insights – Internal facing (BD, AA & AI)
Build better customer facing apps (SQL Server, Cloud DB, BD, AA, AI)
Modernize data platform two achieve #1,#2 (SQL Server, Cloud DB, BD)

25. ISV Solutions Analytics Packaged SQL Applications for co-sell
AppSource (
Packaged SQL Applications for co-sell
App Catalog (
BI Solutions from partners
PBI Solution Templates (
Leverage the following resources for solutions built on Microsoft’s Data Platform to drive SQL Server deployment and Azure consumption.

26. Azure Networking Value
Use Azure Networking Services to supercharge your Azure workloads by combining our Global Fiber network with our Software Defined Network capabilities
Connect to the network: Virtually or privately at high speed, from anywhere
Create virtual datacenters in our cloud: Place applications, compute and data where you need them, on demand
Deliver applications securely, at scale, with low latency - to your users and customers WW
Enable your businesses to use Azure and the Microsoft cloud as your strategic asset
Increase performance, agility
Reduce/avoid capital
Microsoft’s Cloud Infrastructure: We’ve built one of the most-connected networks in the world…so you don’t have to

27. Competitor Workload Opportunities
Migration Opportunities
ENABLE
PLAN
PROVE
MIGRATE 1 2 3
Sales Cycle Support
Competitor information
Value proposition
Readiness & training
Opportunity identification
Customer conversation
Sales tools
Business value
Resources
References
Guidance & tools
Training 4
Identify, Accelerate, and Close
Competitor Workload Opportunities
Relational Database
Other providers: Oracle, Sybase, DB2
Data Warehouse
Other providers: Teradata, Oracle, Amazon, Snowflake, Google, IBM
Data Platform
Advanced Analytics
Other providers: : SAS
Datacenter Transformation
Other providers: : VMware
Infrastructure
Mobile Device Management
Other providers: : AirWatch, MobilIron
Enterprise Mobility
Identity & Access Management
Other providers: : Okta