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Azure Expert & Adv Spec Partner Execution FY21

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Azure Expert & Adv Spec Partner Execution FY21 Azure Expert & Adv Spec Partner Execution FY21 Microsoft Confidential Priorities and Sales Plays Applications, Infrastructure, Data, AI Immediate Crisis focus areas Cost Savings focus areas Migrate existing apps Innovate with new apps to Azure and optimize and modernize existing apps Specialized Areas Windows & SQL Server Modernize .NET apps with App Service, Applications: IoT, Mixed Reality, Azure SQL DB Linux & OSS DBs Gaming Cloud native app with AI, Kubernetes, SAP on Azure Infrastructure: Azure VMware Azure Cosmos DB / PostgreSQL Solutions, HPC, Windows Virtual Desktop Analytics & AI Advanced Networking , Hybrid Cloud Solutions Azure Sentinel Enable customers for successful cloud use Cloud Adoption Framework | Well-Architected | Skills building Developer engagement | DevOps with GitHub Enable Partners to Acquire, Nurture and Grow Azure Consumption across our customer segments Target Partners Depth Target Customers Deep skilling Priorities Acquire Nurture Grow Packaged BOM Breadth Propensity lists Cross-org role alignment Azure GTM execution aligned to the Customer Journey & Sales Play Enable Partners to Acquire, Nurture and Grow Azure Consumption Envision Validate Commit Onboard Realize value Customer Customer Customer Start point Start point Start point Immersion Solution Proof Of Workshops Implementation Server Migration, Data Assessments Concept/Value Modernization, Analytics, App Modernization, WVD Azure Accelerate Azure Migration Program (AMP) Customer has workload defined, Customer needs help determining Customer now wants specific proof Analytics & AI Accelerate Program (AAAP) wants introduction to that business value, infrastructure points in their environment. workload. discovery, project prioritization… Pre-sales, pipeline generation and acceleration Deployment to consumption Accelerating Partner Opportunities: Azure Immersion Workshops AZURE Azure Immersion workshops Azure Immersion is a presales motion that includes a set of one-day, partner-delivered customer workshops on specific Azure priority scenarios, designed to accelerate the sales process by pulling in partner on earlier stages of the sales cycle and scaling out capabilities of our field.​ .Net app mod Cloud native Infrastructure Windows Virtual Data mod Analytics AI 1 2 3 4 5 6 migration 7 In a day 8 Partner TBD TBD TBD TBD TBD TBD TBD payout Sustain vs new, Security, Biz insights, Time to Standard tools, Microservices, VM security, Remote work, VDI, Key adopting, compliance, scale & market, digital frameworks to build Kubernetes, compliance, cost. security, concerns integrating new cost transform models DevOps w/GitHub incl Linux Citrix/VMW tech Persona DBA/ TDM BDM/ CXO Data Scientist Dev/TDM Dev/TDM IT Pro /TDM IT Pro /TDM Status In Field In Field In Field In Field In Field WIP – Q1 WIP – Q1 Planned Planned workshops Adoption of Azure New Apps Infra migration Migration to Azure Adoption of Azure Modernized Apps Adoption of Azure Outcomes Analytics Developed on (Win/Linux/DB VM) SQL DB (PaaS) AI Services on Azure WVD Services Platform Azure to Azure Partner Eligible partners are Azure Experts “AE MSPs” and Advanced Specialization partners Eligibility Partner Analytics IAD Analytics IAD Data Mod IAD NET Mod IAD Cloud Native IAD ETA Sept WVD IAD BOM AI IAD AI IAD Accelerating Partner Opportunities: Azure Solution Assessments 'Serving And Solving' with the Solution Assessment Service in FY21 The WHO Glancing back - FY20 Successes The WHY - Team Charter The WHAT - Priorities Today's topics The HOW - FY21 Solution Assessment Portfolio The WHEN – Engagement Approach FY21 Assessments The Solution Assessment Service Squadron Kellie Carlton UK Solution Assessment Lead Solution Assessment Specialists (SAS) Matt Webb Lewis Crawford Shaun Louis Rebecca Leggett Paul Joseph Phil Newman Graeme McGowan John Iveson POD 1 POD 2 POD 3 POD 4 Retail and Public Sector Public Sector Manufacturing, FSI & Legal Retail & Travel Prof Services Gov Pro Services Utilities, Fin Srvcs SMC Enterprise FY20 Successes and Great Feedback Ross Gibson (PSNS ATU): “The Azure Solution Assessment was the beginning of a journey leading to a full DC migration project. Thank you for your patient work here to expedite their business case for the journey to the cloud in a secure way” ACA + Azure C2C of $1.5M over 3 years Economic Assessment + Application Reckitt Benckiser Modernization Assessment $38m Azure Commit to Consume agreement AWS Compete, SAP & DC wins “The Solution Assessment Team enable our customers to gain the Azure Economic Assessment insight they need to drive transformation within their business, enabling them to understand the technical and business benefits Hanason Lin, Senior Project Manager -Cyber Security NHSX of Microsoft Cloud Technologies.” ACA 33 “The NHSX Cyber Security Team would like to thank you for Steve Granston – Apps & Infra Specialist​ your valuable offers of national support to the NHS in these challenging times” 258 Assessments ACA & ACR growing (May 2020 = $6.1k) Aiding big bet ACA and ACR client $560k Avg ACR Per Azure Economic Assessment complete in Feb Economic Assessment alongside MTC Aging hardware, plenty more transformation session and partner engagement. assessment Claire Lloyd (MW Specialist): "Utilising Azure assessments has been a fantastic “The infrastructure and security assessment activity has encouraged "The assessment helped us unlock and qualify more ACR pipeline way to broach our white space customers. These our customers to rethink and reprioritise their security strategy.” (500K/Yr). It enabled us to quickly establish our credibility and engagements have now lead into tangible projects Solution assessments play a fundamental role in supporting our intent to partner with the client on their cloud journey, output for FY21, several of which are ACA targets. Looking customers transformation journey to Azure. The data output provides a level of results validated the Azure TCO and pleased their CFO. The output forward to seeing them land and continued insight into the customer's environment that they often don't have themselves. has been shared with NewSignatureand the data points arestill engagement with the team." - Maura Mee, Azure And most importantly for me, is that it provides compelling reasons for a referenced on calls today, 6 months after the initial assessment." Apps & Infra Specialist, PS SMC customer to change now. Viet Pham, Apps & Infra Specialist, PS SMC Mike Gill, Azure Apps & Infra Specialist, SMC To delight and empower our customers Solution with data driven insights and best Assessment practice recommendations bespoke to Service Charter their business, helping achieve their digital transformation outcomes. SAS Strategy Assessments-as-a-Service Business Case Creation Programmatic Execution Be the go-to team for customer business case creation Differentiating Microsoft by driving a broad Help customers understand the finer details of their range of assessments at scale across all segments environment and associated costs Help sell to the CFO Partner for Success Be a Catalyst Work with best of breed tools and assessment For customer’s migration, modernization and vendors white labelling our service optimization Align with key SI’s from the start to drive migration post assessment FY21 Solution Assessment Portfolio Modern Azure Workplace Data & Infrastructure Migration Helps customers Modernize their server, data centers and provide recommendations for Cybersecurity Assessment migration to Azure Takes a comprehensive look at customers’ cybersecurity infrastructure. Application Modernization Assist customers identify and prioritize applications for Cloud modernization Teams Assessment *COMING SOON* Support’s customer’s cross-team collaboration Azure Optimization with Microsoft Teams Help customers manage cloud spending, and increase organizational accountability Workplace Modernization (including Windows Virtual Desktop Surface) Assessment *COMING SOON* Provides customers with a fast data driven analysis, and business case recommendation to leverage Windows Virtual Desktop SAP on Azure *COMING SOON* Get help prioritizing your SAP workloads for transition to the cloud Business Value Assessment 5-year TCO comparison between existing on premise and a future Azure datacenter FY21 Azure Solution Assessment Portfolio Azure Data and Azure Application Azure Optimization Windows Virtual Desktop Infrastructure Modernisation Assessment Assessment Migration Assessment Drives ACR and ACA Drives ACR and ADS Drives ACR, CPE Drives ACR Customers asking, “how much will it cost to Customers looking to assess their current Customers looking to optimize their Customer looking to move their VDI migrate my workloads to the Cloud?” application landscape andunderstand cloud usage (potentially questioning if environment to Azure Ideal Customer I the feasibility for Azure they are paying too much) Candidate DC contract renewal, sweated DC hardware pressures from the board, storage capacity, Legacy apps, large dev teams, looking at High spending ACR accounts VDI/RDS Customers SQL/WIN end of support etc. Containerisation •Understand the end-user computing • Cloud Readiness of Applications A report, data and analysis showing Data driven insights including rightsizing environment of their current estate, AHUB/RI and • Business Impact of Modernization customers where they can save money •Assess the characteristics for Windows Virtual • Detailed Code Level Analysis on their Azure environment using such Key Offerings recommendations on workloads and Desktop
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