Microsoft cloud profitability scenarios

Scenario Online Services Page #
Transform the Datacenter with Microsoft Azure Microsoft Azure Enterprise Scenarios 5
Business Intelligence Microsoft Azure Enterprise Scenarios 8
Identity/Access Management and Information Protection Microsoft Azure Enterprise Scenarios 10
Virtual Desktop Infrastructure Microsoft Azure Enterprise Scenarios 13
Internet of Things: Collect Data and Monitor Assets Microsoft Azure Enterprise Scenarios 15
Internet of Things: Advanced Analytics Microsoft Azure Enterprise Scenarios 18
Enable Application Innovation Microsoft Azure Enterprise Scenarios 21
Advanced analytics and big data Microsoft Azure Enterprise Scenarios 24
Storing data with Microsoft Azure Microsoft Azure SMB Scenarios 27
Host apps in the cloud with Microsoft Azure Virtual Machines Microsoft Azure SMB Scenarios 30
Drive Data Insights with Power BI Microsoft Azure SMB Scenarios 33
Backing up your data in Microsoft Azure Microsoft Azure SMB Scenarios 36
Host your website in Microsoft Azure App Service Microsoft Azure SMB Scenarios 39
Providing Disaster Recovery with Azure Site Recovery (ASR) Microsoft Azure SMB Scenarios 42
Deliver Windows desktops and apps to any device with Azure Remote App Microsoft Azure SMB Scenarios 45
Office 365 for SMB and the Enterprise Office 365 Scenarios 49
Sales Productivity with CRM CRM Online Scenarios 55
Customer Service with CRM CRM Online Scenarios 58
Enable a mobile and remote workforce with Enterprise Mobility Suite (EMS) Enterprise Mobility Suite 62
Windows Across Microsoft Devices-SMB and Enterprise Other 66
Hosting Other 72

Customer Needs Market Opportunity Partner Opportunity
• Deliver applications to employees – and control networks –
easily and efficiently
• Secure and protect sensitive data
• Identify and detect threats before they become an issue
• Ensure compliance and regulatory requirements
• $127B– IT’s WW public cloud services spend by 2018 with a 22.8%
CAGR1
• Customer IT Budget Allocations in 2015: 62% Hybrid and public
cloud services & 38% On-premises2
• 2.3x – Revenue increase by expanding to hybrid cloud3
• 72% of customers are leveraging cloud for their applications –
from pilots to production apps4
• End-to-end solutions on a consistent platform across private,
hybrid, and public clouds
• Broad cross-selling opportunities across infrastructure, apps,
devices, and cloud services
• Built-in capabilities enable profitable and competitive solutions
Extend the Datacenter Modernize the DatacenterWin the Cloud Platform
Source: 1: IDC Worldwide and Regional Public IT Cloud Services 2014-2018 Forecast, doc #251730, October 2014. 2: 451 Research, 2014. Hosting and Cloud Study 2014 Hosting and Cloud Go Mainstream 3: Microsoft Cloud OS Partner Economics Research, 2014 4: 451 Research, Hosting and Cloud Study, 2014

Packaged IP
Average Revenue: $15-$50K4
Margin: 65%
• Automated Consumption Monitoring
& Reporting
• Customer Self-Serve Portals
• Automated Data Migration &
Integration
• Automated Monitoring, Alerting, &
Logging
• SharePoint-Based Vertical Workflows
• Middleware for Hybrid
Synchronization
• Automated Backups & Disaster
Recovery
• External Portals for End Customer
Information
• Pre-Configured Dashboards
Project Services
Margin: 35%
• Cloud Readiness Assessments
• Solution Analysis, Scope, & Design
• Proof of Concept
• Data Architecture Design
• Database Infrastructure Development
• Data Center Migration
• Training
Managed Services
Margin: 45%
• Critical Response Support
• Data Center Performance Monitoring
& Optimization
• Virtual Database Administration
• Reports & View Adjustments
• PowerShell Script Automation
• Data Center Performance Monitoring
& Optimization
• Virtual Database Administration
• Azure Consumption Monitoring &
Optimization
By 2020, the public cloud market will
reach: $191B1
More than 65% of enterprise IT
organizations will commit to hybrid
cloud technologies before 2016, vastly
driving the rate and pace of change in
IT organizations.2
Growth of hybrid cloud will reach
about $84.67 billion in 20193
Capitalize on growing customer
awareness of and appetite for Cloud-
based business continuity solutions
Leverage your existing customer base
and initiate Cloud conversations with
them to grow revenue
Plan for the development and delivery
of managed services and your own IP Windows Server System Center Microsoft Azure
Capitalize on the
market opportunity
Insights to maximize
profitability
PartnerRevenue
Build long-term, value-added services for Transform the Datacenter
Source: 1. The Public Cloud Market Is Now In Hypergrowth, Forrester Research, Inc., April 24, 2014 2. IDC Press Release, IDC Reveals Cloud Predictions for 2015, December 2014 3. MarketsandMarkets, March 2015 “Hybrid Cloud Market by Solution (Consulting, Cloud Integration, Cloud Management, Cloud Security, and Networking), by Service Model (IAAS, PAAS, and SAAS), by Region (NA, Europe,
APAC, MEA, and LA) – Global Forecast to 2019″ 4. MDC Research, Microsoft Cloud Profitability Scenarios May 2015

Project Services
Margin: 35%
• Cloud Readiness Assessment
• Data Cube Construction
• Training
• User Experience Consulting
• Deployment Services
• Health Checks
Packaged IP
Margin: 65%
• Turnkey BI Portals
Logging
• Online Training & Self-paced Learning
Managed Services
Margin: 45%
• Reactive Help Desk Support
• Performance Monitoring and
Reporting
• Troubleshooting
Microsoft Azure Power BI System Center
Start with an identification of business
value that can be generated with BI
Combine with SharePoint for maximum
operational efficiency achievement
Fold in a managed service and/or own IP
$16.55 Billion: Big data & analytics
services spend in 2014 with 26.24%
CAGR through 20181
Big Data hardware, software and
services will grow at a CAGR of 30%
through 2018, reaching a total market
size of $114B2
PartnerRevenue
Build long-term, value-added services for driving data insights with Power BI
Capitalize on the
market opportunity
profitability
Source: 1. IDC Worldwide Big Data Technology and Services 2014–2018 Forecast Sep 2014 | Doc #250458 2.. Grand View Research, Bring Your Own Device Market Analysis by Device, By End-Use and Segment Forecasts To 2020 3. MDC Research, Microsoft Cloud Profitability Scenarios May 2015

• Extend corporate user identities to a variety of mobile devices
and apps
• Manage multiple device types running multiple operating
systems
• Robust data protection
• 102% Microsoft partner mobile device mgmt. growth estimate
over the next 3 years
• 131% - Identity & Access Management growth over the next
3 years
• Deliver end users access to the workplace applications, data and
resources from the devices of their choosing – wherever they
may be
• Protect customer information by centralizing data, classifying
information and controlling access to the datacenter
• Create a central, integrated system for managing all PCs and
devices across the business and into the virtual workplace
Identity and Access Management Mobile Device and Application Management Information Protection
.

Project Services
Avg. Revenue: $50-$150K2
Margin: 35%
• Identity, Access, and Information Protection
• Health Checks
• Training
Packaged IP
Avg. Revenue: $15-$50k2
Margin: 65%
• Industry-specific Mobile Apps
• Office Connectivity & Other Plug-Ins &
Add-ons
Information
Managed Services
Avg. Revenue: $25-$75k2
Margin: 45%
• Web-Based Management Tool
Consolidation
• 3rd Party Application Management
• Anti-Virus Monitoring
• User Rights & Account Management
• Single Sign-On Management
• Performance and Application
Troubleshooting
• Security Management
• Office Client Connectivity
• Mobile Device Connectivity &
Management
• Troubleshooting
• Identity as a Service
Microsoft Azure Active Directory RemoteApp Windows Intune Microsoft Azure Rights Management Service
Build long-term, value-added services for identity/access management and information protection
Greater revenue per 3-year deal
with managed services: 3.6x1
Identity & Access Management
growth over the next 3 years: 131%1
Focus on Identity & Access Security
as a core need in a mobile-first world
Add device management as a
productivity enhancer
Provide piece of mind in the form of
an ongoing managed services
PartnerRevenue
Capitalize on the
market opportunity
profitability
Source: 1. Microsoft Cloud OS Partner Economics Research: 2014 2. MDC Research, Microsoft Cloud Profitability Scenarios May 2015

Project Services
Average Revenue: $50k-$150k2
Margin: 35%
• Training
• Application Virtualization
• Health Checks
Packaged IP
Margin: 65%
• Vertical Solution Subscriptions
• Industry-specific Workflows
• Function-specific Workflows (e.g. HR,
Procurement)
Managed Services
Margin: 45%
Performance and Application
Troubleshooting
Optimization
• Troubleshooting
Microsoft Azure
Build long-term, value-added services with Azure RemoteApp
Focus on growth companies
that can differentiate through
technology
Sell quantifiable and significant
business outcomes, not
technology
Keep the solution current and
relevant
Workspace as a Service market
is expected to grow $4.76
billion in 2014 to $9.41 billion
in 20191ere]
PartnerRevenue
Capitalize on the
market opportunity
profitability
Source: 1. Workspace as a Service Market by Solutions (Virtual Desktop Infrastructure and Applications, Desktop as a Service, Hosted Applications, Security Solutions), Services (Managed Service, System Integration, Consulting) - Global Forecast to 2019 (marketsandmarkets.com March 2015) 2.. MDC Research, Microsoft Cloud Profitability Scenarios May 2015

• Process and operations optimization and control
• Product or service improvement and innovation
• Reduce cost and eliminate inefficiencies
• Increase revenue assets and services
• Find opportunity to create new revenue streams
• 70% of large organizations already purchase external data
and 100% will do so by 20191
• Visual data discovery, an important enabler of end user self-
service, will grow 2.5x faster than the rest of the market,
becoming by 2018 a requirement for all enterprises. (IDC)2
• Hardware and software will drive most channel partner
opportunities in IoT. With so much data being transmitted,
robust networks will be a critical part of any IoT strategy
• Transform raw data into actionable insights and business results
for your customers
• Use your industry expertise and technical capabilities to apply IoT
in language that resonates with your customers
Management Portal Solution Centralized Asset Monitoring Data Services
Source: 1. IDC Press Release, IDC Reveals Worldwide Big Data and Analytics Predictions for 2015, December 2014. 2. Worldwide Big Data and Analytics 2015 Predictions (IDC Dec 2014)

Project Services
Margin: 35%
• Business Opportunity Identification
• Workflow Creation in SharePoint
• Training
Packaged IP
Margin: 65%
• Prediction & Prevention Models
• Data Brokerage
Managed Services
Margin: 45%
• Proactive Backups & Anti-Virus
Monitoring
• Reactive Help Desk Support (Office,
Lync, Intune, CRM Online)
Performance & Application
Troubleshooting
• Application Lifecycle Management
(design, development, testing,
production, errors corrections,
updates, bug fixes, new versions)
• 3rd. Party Application Management
Optimization
Microsoft Azure
More than 90% of all IoT data will
be hosted on service provider
platform1
By 2017, 90% of datacenter and
enterprise management will adopt
new models to manage non-
traditional infrastructure and BYOD
device categories1
Identify operational efficiency
opportunities enabled by
sensor technology & analytics
Workshop to develop potential
use cases & POC
Co-invest with customer
PartnerRevenue
Capitalize on the
market opportunity
profitability
Build long-term, value-added services for collecting data and monitoring assets
Source: 1. IDC Press Release, IDC Reveals Worldwide Internet of Things Predictions for 2015, December 2014. 2. MDC Research, Microsoft Cloud Profitability Scenarios May 2015

Data modeling and LoB applications Dashboards and data visualization Integrating data analytics
• Data models and supporting line-of-business (LoB)
application that that integrate near-real-time device data with
relevant 3rd-party data
• Dashboards or visualizations that allow LoB users to pull
insights from their data to help them make better-informed
business decisions
• IoT analytics have a forecasted five-year CAGR of 30%1
• 70% of large organizations have already purchased external data
and 100% will do so by 20192
• Visual data discovery, an important enabler of end user self-
service, will grow at 2.5x the rest of the market (IDC)3
• Help customers structure and access their data in a way that will
drive greater business insights with the potential to redefine
business processes
• Develop an interactive dashboard solution that tailors data
visualizations according to user and business need
• Integrate data into preventative maintenance and predictive
modeling applications to automate action based on near-real-time
data analysis
Develop a data model and supporting line-of-business application
that generates predictions about likely business outcomes, and
triggers corresponding actions.
• Leverage services like Azure Event Hub, Azure Document DB and
Azure Stream Analytics to log, store and analyze the ingression
of millions of events per second in near-real time
Help your customer make more informed business decisions based on
near-real-time data from their cloud-connected devices and systems.
Use your industry knowledge and expertise with data analytics to
create dashboards that help your customer address their top business
needs.
• Tailor data visualizations according to business user, so that each
individual has easy access to the information they need to make
better business decisions
• Integrate 3rd-party data with your customer’s data to drive greater
insights for optimizing resources and driving operational efficiency
Connect your customer’s existing solutions to their cloud-enabled
devices and applications, unifying their systems into a single smart
infrastructure.
• Enable near-real-time, condition-based maintenance notifications
and dispatching systems
• Build a self-healing asset maintenance solution that uses business
rules to drive automated actions
Source: 1. IDC Press Release, IDC Reveals Worldwide Big Data and Analytics Predictions for 2015, December 2014.2. Worldwide Big Data and Analytics Predictions for 2015 (IDC, Dec 2014) 3. Worldwide Big Data and Analytics Predictions for 2015 (IDC, Dec 2014)

Project Services
Margin: 35%
• Training
Packaged IP
Margin: 65%
• Pre-configured Dashboards
• Automated Load Balancing
Logging
• Online Training & Self-Paced Learning
Managed Services
Margin: 45%
Optimization
Microsoft Azure
IoT is projected to be a $1.7
trillion market worldwide by 20201
Visual data discovery, an important
enabler of end user self-service,
will grow at 2.5x the rest of the
market (IDC)3
Start with an identification of
business value that can be generated
with Big Data
Combine with 3rd. Party data sets for
better insights
Fold in a managed service and/or
own IP
PartnerRevenue
Build long-term, value-added services for Advanced Analytics in the Internet of Things
Capitalize on the
market opportunity
profitability
Source: 1. Worldwide Internet of Things Forecast, 2015–2020 May 2015 | Doc #256397 2. Worldwide Big Data and Analytics Predictions for 2015 (IDC, Dec 2014)
3. MDC Research, Microsoft Cloud Profitability Scenarios May 2015

• To deliver the right applications for the business faster, with higher
levels of quality and accountability
• Integrated development tools and an approach that drive productivity
and agility—across development teams, apps, and release cycles.
• A flexible way to connect legacy applications with new—to
interoperate, securely—to proactively support new business
opportunities.
• To infuse data into applications and business so it works and doesn’t
just pile up
• 80% of partners responded that they are more profitable by
delivering applications on public/hybrid cloud vs on-
premises1
• $127B – IT’s WW public cloud services spend by 2018 with a
22.8% CAGR1
• Deliver end-to-end solutions on a comprehensive and enterprise-proven
platform and expand offerings on a hybrid cloud platform
• Cross-sell by delivering end-to-end solutions with a comprehensive
portfolio: mobile, media, M2M, big data, etc.
• Realize simplified app development with “build once” unified applications for
cross-platform deployment
• Profit with differentiated offerings by using Microsoft Azure services to
support mobile, media services, IoT, machine learning, etc.
• Drive longer engagements and recurring business
Enterprise Web & Mobile Apps DevOps with ALM Practice Media Solutions Mobile Customer Engagement

Project Services
Margin: 35%
• Business Opportunity Identification
Packaged IP
Margin: 65%
• Function-specific Workflows (eg HR,
Procurement)
Managed Services
Margin: 45%
• Performance & Application
Troubleshooting
• Application Lifecycle Management
(design, development, testing,
production, errors corrections,
updates, bug fixes, new versions)
PartnerRevenue
Microsoft Azure Visual Studio Microsoft SQL Sever
By 2018, $1 of every $5 spent
on packaged software, and $1
of every $4 spent on
applications, will be consumed
via the cloud.1
40% gross margin by using
Microsoft Azure PaaS for app
development services2
Source: 1: Worldwide SaaS and Cloud Software 2014–2018 Forecast and 2013 Vendor Shares Jul 2014 | Doc #249834 2: Microsoft Cloud OS Partner Economics Research, 2014 3. MDC Research, Microsoft Cloud Profitability Scenarios May 2015
Focus on industries that have
highly mobile workforces that
need coordination
Key on connectivity and security
Integrate appropriate 3rd. Party
apps
Capitalize on the
market opportunity
profitability
Build long-term, value-added services for application innovation

Project Services
Margin: 35%
• Training
Packaged IP
Average Revenue: $15-$50k3
Margin: 65%
• Pre-configured Dashboards
Logging
Managed Services
Margin: 45%
Monitoring
Optimization
PartnerRevenue
Microsoft Azure Advanced Analytics
Big Data technology and services
will grow from $1.95B in 2013 to
$9.83B in 2020, attaining a CAGR of
26%.1
The Big Data technology and
services market will grow from
$16.55 billion in 2014 to $41.52
billion in 2018 for a CAGR of 26.24
percent, or about six times that of
the overall IT market2
Start with an identification of
business value that can be
generated with Big Data
Combine with 3rd. Party data sets
for better insights
Fold in a managed service and/or
own IP
Capitalize on the
market opportunity
profitability
Build long-term, value-added services for Advanced Analytics and Big Data
Source: 1. Big Data & Advanced Analytics in Telecom: A Multi-Billion-Dollar Revenue Opportunity (Huawei, June 2014) 2. Worldwide Big Data Technology and Services 2014–2018 Forecast Sep 2014 | Doc #250458 3. MDC Research, Microsoft Cloud Profitability Scenarios May 2015

• Have easy, economical storage that can scale as needed
• Scale up or down easily to meet changing needs
• Access data from anywhere
• Use with a choice of operating systems
• Public/Private Cloud Storage Market worth $56.57 Billion by 20191
• The cloud storage industry is expected to generate over $4.04
billion revenue globally by 2016 2
• If given the choice of only being able to move one application to
the cloud, 25% of respondents would choose storage3
• Use cloud storage to create continuous revenue streams
• Azure offers bottomless storage scalability and complete elasticity so
the partner does not have to set up their own datacenter
• Educate customers on storage vs. back up vs. DR
• Offer compatibility with a range of operating systems, so customers
know it will work regardless of OS
• Offer enterprise-grade protection, including redundant storage with
multiple copies kept automatically to prevent data loss due to
unexpected systems failure
What is Azure Storage? Storage Types on Azure SQL Database Storage
Source:1. MarketsandMarkets , April 2014 “Public/Private Cloud Storage Market by Solution (Cloud Storage Gateways, Backup & Recovery, Data Movement & Access), by Software (Data Replication, HSM & Archiving, Security & Storage Resource Management) - Worldwide Forecasts & Analysis (2014 - 2019)” 2. Statista, 2015 Global cloud service revenue from storage services from 2010 to 2016 3. Cisco 2012
“Cisco GlobalCloud Networking Survey”

Packaged IP
Average Revenue: $2.5K-$7.5K3
Margin: 65%
Logging
• Automated Disaster Recovery Testing
• Automated Backups
Synchronization
Add-ons
Information
Project Services
Average Revenue: $2.5K - $10K3
Margin: 35%
• Cloud Planning and Readiness
Assessments
• Storage Deployment
• Health Checks
Managed Services
Average Revenue: $2.5K - $10K 3
Margin: 45%
• Performance Monitoring & Reporting
Optimization
• Troubleshooting
Concentrate on niches to better
differentiate yourself and value-price
Look to move additional workloads
to Azure over time
Build out automated tools and own
IP to lessen reliance on project
services and boost margins
Microsoft Azure
Build long-term, value-added services for Storage
Globally, consumer cloud storage
traffic per user will be 811 megabytes
per month by 2018, compared to 186
megabytes per month in 20131
Public/Private Cloud Storage Market
worth $56.57 Billion by 20192
profitability
Capitalize on the
market opportunity
PartnerRevenue
Source: 1. Cisco, 2014 :Cisco Global Cloud Index: Forecast and Methodology 2013-2018 White Paper 2. MarketsandMarkets, 2015 “Public/Private Cloud Storage Market by Solution (Cloud Storage Gateways, Backup & Recovery, Data Movement & Access), by Software (Data Replication, HSM & Archiving, Security & Storage Resource Management) - Worldwide Forecasts & Analysis (2014 - 2019) 3. MDC
Research, Microsoft Cloud Profitability Scenarios May 2015

What is Hosting apps in Azure? SharePoint Customization
• Quickly and efficiently provision VMs, applications, and
infrastructure from anywhere in the world
• Only pay for capacity used
• Little up-front capital expenditures
• Simple pre-configured solution for connection across VMs
• Ecosystem support and understanding is imperative for
customers. Managed services, fast time to value driving faster
sales cycle
• Upsell cross-sell into High Availability and Disaster Recovery with
using Azure Virtual Machines
• Cloud spending in the SMB market by 2018 is projected to hit
$243B (AMI)1
• IaaS and SaaS display the highest level of growth within the SMB
market2
• 68% of WW CPs partner with Microsoft for Cloud solutions (AMI) 3
• 81% Medium Business say IT solutions must be scalable and align
with business strategy & processes4
Third-party business AppSQL Server in a VM
Source: 1. AMI “Worldwide SMB Trends and Transformation” 2. Odin SMB Cloud Insights http://www.odin.com/resources/smb-cloud-usage/smb-reports/ 3. AMI 2015 “Worldwide SMB Trends and Transformation” 4. RightScale, 2015 “2015 State of the Cloud Report”

Packaged IP
Average Revenue: $2.5-$10K4
Margin: 65%
& Reporting
Recovery
Synchronization
• Office Connectivity & Other Plug-ins &
Add-ons
Information
Logging
Project Services
Margin: 35%
Assessments
• IT Admin Training
• Desktop Virtualization
• Health Checks
• VM Migration
• Simple File Server Migration
Managed Services
Margin: 45%
• Virtual Machine Management & Upgrading
Optimization
• Proactive Backups & Anti-Virus Monitoring
• Troubleshooting
• Configuration Management
Capitalize on growing customer desire
to move workloads to the Cloud
Leverage your existing customer base
and initiate Cloud conversations with
them to grow revenue
Plan for the development and delivery
of managed services and your own IP Microsoft Azure
Build long-term, value-added services for Virtualization
PartnerRevenue
By 2020, the public cloud market will
reach: $191B1
IaaS and SaaS display the highest level of
growth within the SMB market2
81% Medium Business say IT solutions
must be scalable and align with business
strategy & processes3
profitability
Capitalize on the
market opportunity
Source: 1. The Public Cloud Market Is Now In HyperGrowth, Forrester Research, Inc, April 24, 2014 2. Odin SMB Cloud Insights http://www.odin.com/resources/smb-cloud-usage/smb-reports/ 3. RightScale, 2015 “2015 State of the Cloud Report” 4. MDC Research, Microsoft Cloud Profitability Scenarios May 2015

• Analyzing a variety of data sources, producing action-driven
business insights is too big to ignore for mid-market
businesses1
• 21% of SMB plan to start using BI tools in the 12 months2
• 32% of SMBs cite data being “too siloes” as a top driver for
business analytics initiatives3
What is Power BI Power BI Designer Power BI Mobile App
• $1.6T data dividend available to businesses that embrace data over
the next four years
• Offer a complete Business Intelligence solution that helps
customers unlock the value of their data.
• Span your offerings seamlessly to manage any data, big and small
on a familiar platform
• Expand services to cloud BI and mobile BI with Power BI
• Business challenge of how to find, combine, manage and analyze
any type and volume of data to quickly gain insights and solve
problems
• Need to quickly address high-value analytics needs for specific
departments
• Need tools to quickly unlock insights across the organization with
a centrally-managed BI solution
Source: 1. Techaisle Global Mid-Market Big Data Adoption & Trends Report, 2013. 2. AMI ICT Tracker survey data, AMI-Partners, 2013. 3. Aberdeen Group: “Analytics for the SMB: Empowering Users, Leveraging IT”, March 2013

Start with an identification of business
value that can be generated with BI
Fold in a managed service and/or own IP
Concentrate on an industry sector and
provide key benchmarks and best
practices as a service.
Packaged IP
Average Revenue: $2.5-$7.5K4
Margin: 65%
Logging
• Online Training & Self-paced
Learning
Project Services
Margin: 35%
Assessment
• End User Training
• Health Checks
Managed Services
Margin: 45%
• Performance Monitoring &
Reporting
• Troubleshooting
• Reports & Dashboard Maintenance
Microsoft Power BI
Build long-term, value-added services for driving data insights with Power BI
profitability
Big Data will be a $76B market by 20201
59% of SMBs using cloud services report
significant productivity benefits from
information technology compared to just
30% of SMBs not yet using the cloud2
Big Data hardware, software and services
will grow at a CAGR of 30% through
2018, reaching a total market size of
$114B3
Capitalize on the
market opportunity
PartnerRevenue
Source: 1. ResearchandMarkets, June 2014 “ The Big Data Market 2014-2020: Opportunities, Challenges, Strategies, Industry Verticals and Forecasts” 2. Grand View Research, Bring Your Own Device Market Analysis by Device, By End-Use and Segment Forecasts To 2020 3. AT Kearney April 2014 “AT Kearney Beyond Big: The AnalyticallyPowered Organization” 4. MDC Research, Microsoft Cloud Profitability Scenarios May
2015

What is Azure Backup? SQL Server BackupAzure Virtual Machine Backup File Server Backup
• Get fast, simple backup and an easy way to restore lost files
• Backup files to a secondary location
• Quickly restore files when accidentally deleted or lost
• Retain files and data for legal requirements
• 46% of the most popular cloud workloads are core to Azure,
Backup being one of them. (Spiceworks Report)1
• In 2011, the cloud storage and backup market was only $13.5
billion; that’s a growth of approximately $19.0 billion in the
last five years (Goldman Sachs)2
• The biggest market for cloud services is SMBs, which are
expected to adopt cloud hosting and computing solutions at
a rate of 52%. (Goldman Sachs)3
• Instill customer confidence in the safety of their data with Azures
security, privacy and compliance practices
• Provide customers with an easy, affordable backup and archival
cloud solution that provides ongoing services with recurring
revenue stream
• Customers running SQL Server, offer a fast, easy way to back up
on-premises databases to the cloud with Azure
• Educate customers on backup vs. Disaster Recovery vs. Storage
Source: 1. Spiceworks, 2014 “Azure Partner Community Webinar 20 January 2015” 2. GoldmanSachs, Feb 2015 “Cloud Computing Forecast for 2015: Impact on Cloud Hosting, Storage and Backup Service Demand” 3. GoldmanSachs, Feb 2015 “Cloud Computing Forecast for 2015: Impact on Cloud Hosting, Storage and Backup Service Demand”

Project Services
Margin: 35%
Assessment
• Backup Deployment
• Health Checks
Packaged IP
Margin: 65%
Logging
Recovery
Synchronization
Add-ons
Information
Managed Services
Margin: 45%
Optimization
• Troubleshooting
PartnerRevenue
Microsoft Azure Azure Backup Azure Recovery
Build long-term, value-added services for Backup
64% of organizations are currently
purchasing backup and restoration
services from partners1
$30 billion worth of smartphones are
lost in the US in a year2
Nearly a third of all data stored in the
cloud is made up of backup and
recovery files3
Capitalize on the
market opportunity
profitability
Look to move additional workloads
to Azure over time
Build out automated tools and own
IP to lessen reliance on project
services and boost margins
Source: 1. BCSG, 2015 The Small business revolution: Trends in SMB Cloud Adoption enquiries@bcsg.com 2. Lookout Security, March 2012, “Lookout Predicts Americans Lose $30Billion in Smartphones a Year” permissions@readwrite.com 3. Intronis Cloud backup + Recovery , 2013 “2013 State of Cloud Backup MSPs Mission the Mark” 4. MDC Research, Microsoft Cloud Profitability Scenarios May 2015

What is Hosting your website in Microsoft Azure App Service ?
Grow your business helping customer move their websites to the cloud with Microsoft Azure. Quickly build, deploy, and manage websites on an open and flexible cloud platform. Offer the peace of mind from hosting on a global network of
Microsoft-managed datacenter. Leverage a fully-managed cloud infrastructure that can scale as needed to support the largest peak loads. Manage your customers’ websites using the same familiar tools across on-premises and cloud
environments. And deliver the following for your customers:
• High availability: Know your website is backed up on multiple servers around the world, so if one location goes down, another one goes online to take its place.
• Fast, responsive performance: Get the massive bandwidth available to the cloud datacenters, so the customer experience on your website stays fast and responsive as your site traffic grows.
• The latest security: Rely on the latest website security, including firewalls, encryptions, and always up-to-date malware protection.
• Premium resources at budget prices: The cloud enables you to benefit from economies of scale, giving you access to premium resources at budget prices. Run your website with pay-as-you-go pricing, scaling up when you need to,
and paying only for what you use. Hosting your site in the cloud means you no longer have to purchase and maintain infrastructure like servers and software. You just pay an affordable monthly fee that scales along with your usage.
• An affordable way to host their website with peak performance and
the security needed
• A reliable way to host corporate websites that scales well and offers
global reach
• The ability to quickly design and build websites
• Capabilities like web front end with background processing and
database backend to run business applications integrated with on-
premises assets
• Migrate multi-tier applications with a web front-end to the cloud
• The cloud-computing market will more than double by 2018 to
$127 billion, IDC estimates1
• IDC found that 81% of US companies with 100+ employees
currently are using Cloud-based applications2
• 37% of US small businesses have deployed cloud solutions and
over 28% plan to use the cloud3
• Ecosystem support and understanding is imperative for customers.
Managed services, fast time to value driving faster sales cycle
• Leverage a full-managed, scalable cloud infrastructure to help
customers move their websites to the cloud
• Upsell cross-sell into High Availability and Disaster Recovery with
using Azure Virtual Machines
• Increase profitability with new line of business
Source: 1 IDC, Worldwide and Regional Public IT Cloud Services 2014–2018 Forecast Oct 2014 | Doc #251730 2. IDC InfoBrief, sponsored by SAP, Sharpening the Small Business CompetitiveEdge, October 2014 3. RightScale, 2015 “2015 State of the Cloud Report”

Project Services
Margin: 35%
• Health Checks
Packaged IP
Margin: 65%
• E-Commerce functionality
Managed Services
Margin: 45%
Optimization
• Troubleshooting
PartnerRevenue
Microsoft Azure App Service
Build long-term, value-added services for hosting websites in Azure App Service
profitability
Ensure your website design and
development capabilities are solid
Concentrate on sectors that have
significant media content, that needs
frequent updating
Build recurring revenue around a robust
ongoing support offering
By 2016, there will be an 11% shift of IT
budget away from traditional in-house IT
delivery, toward various versions of cloud
computing as a new delivery model1
The U.S. Small & Medium Business (SMB)
cloud computing & services market will
grow from $43B in 2015 to $55B in
20162
59% of SMBs using cloud services report
significant productivity benefits from
information technology compared to just
30% of SMBs not yet using the cloud3
Capitalize on the
market opportunity
Source: 1. IDC FutureScape: Worldwide Cloud 2015 Predictions, doc #253476, December 2014 2. Compass Intelligence Research, 2014 “U.S. SMB Cloud Computing & Services Expenditures” 3. Frevvo, 2015 “ Why Small Businesses Are Flying To The Web (Infographic).” 4. MDC Research, Microsoft Cloud Profitability Scenarios May 2015

• Offer your SMB customers peace of mind with cloud-based disaster
recovery
• Use Azure as your DR site and leverage automated workload recovery
• An affordable way to ensure disaster recovery to avoid capital expenses
and high operational costs
• A way to reduce application downtime and data loss for both planned
and unplanned outages
• Ability to conduct ongoing testing and monitoring
• Replicate heterogeneous environments – Hyper-V and physical
• AMI states “Disaster Recovery and Online Backup as a Service market will be
6+ billion by 2019”1
• 56% in the US and 30% in Europe are without disaster recovery plans2
• Gartner estimates the size of the DRaaS market to be approximately $1.3
billion, with a related compound annual growth rate of approximately 30%3
• By 2018, Gartner estimates that the size of the DRaaS market will exceed
that of the market for more traditional subscription-based DR services4
• Deliver an initial DR plan and then offer ongoing testing and reporting
services
• Provide site deployment in minutes, remote DR health monitoring, and
customizable recovery plan
• Earn recurring revenues by offering disaster recovery as a service (DRaaS)
• Avoid the massive capital expense of building your own DR infrastructure
What is Disaster Recovery in the Cloud? Windows Server 2012 R2 with ASRMicrosoft Azure Site Recovery
Source: 1. AMI 1AMI-Partners, March 25, 2013. U.S. SMB Trends & Server Market Insights. 2. CA Technologies Survey, 2011 (http://www.informationweek.com/it-downtime-costs-$265-billion-in-lost-revenue/d/d-id/1097919? ) 3. Gartner, April 2015 “Gartner’s 2015 Magic Quadrant For Disaster Recovery as a Service” 4. Gartner, April 2015 “Gartner’s 2015 Magic Quadrant For Disaster Recovery as a Service”

Project Services
Margin: 35%
Assessment
• Disaster Recovery Deployment
• Health Checks
Packaged IP
Margin: 65%
Logging
Recovery
Synchronization
Add-ons
Information
Managed Services
Margin: 45%
Optimization
• Disaster Recovery Monitoring &
Testing
• Troubleshooting
Microsoft Azure
Build long-term, value-added services for disaster recovery
45% of organizations purchase disaster
recovery solutions from Service Providers1
DR as a Service Market worth $5.7 Billion
by 20181
Look to move additional workloads to
Azure over time
Build out automated tools and own IP
to lessen reliance on project services
and boost margins
PartnerRevenue
Capitalize on the
market opportunity
profitability
Source: 1: ESG, 2013 “ESG Research Report Data Protection-as-a-Service (DPaaS) Trends 2013” 2. MDC Research, Microsoft Cloud Profitability Scenarios May 2015

Microsoft Azure RemoteApp and/or
Windows Server 2012 R2 RDS
Windows Server 2012 R2 RDSWhat is Microsoft Azure RemoteApp?
• Employees want to stay productive anywhere, and access
legacy/corporate applications through multiple mobile platforms
(BYOD)
• Quickly ramp up and provide seasonal workers, vendors, or new
employees access to company applications without paying for
new servers and expensive on-premises infrastructure—then
scale down again when business needs change.
• Protect corporate resources and ensure compliance
• Cloud-based VDI market in the US to grow at a CAGR of 39.31
percent over the period 2015-20191
• In 2015, over 3.5 million applications will be available across app
stores worldwide (IDC)2
• With Azure RemoteApp, you can deliver remote access solutions
without the major infrastructure expenses for RDS servers
• Move Windows Server 2003 apps to Azure RemoteApp
• Help customers design custom hybrid and cloud collections, which
will require regular, monthly maintenance
• For customer that are using a wide variety of devices, RemoteApp
can lead to discussions around EMS
Source: 1. TechNavio Cloud-based VDI Market in the US 2015-2019 2. IDC Predictions 2015: AcceleratingInnovation - And Growth - on the 3rd Platform, doc #252700, December 2014

Focus on growth companies that can
differentiate through technology
Sell quantifiable and significant
business outcomes, not technology
Keep the solution current and relevant
Project Services
Margin: 35%
Assessment
• App Virtualization
• Health Checks
Packaged IP
Margin: 65%
Procurement)
Managed Services
Margin: 45%
Optimization
• Troubleshooting
Microsoft Azure
Build long-term, value-added services with Azure RemoteApp
PartnerRevenue
profitability
Workspace as a Service market
is expected to grow $4.76
billion in 2014 to $9.41 billion
in 20191 here]
[Insert here]
Capitalize on the
market opportunity
Source: 1. Markets and Markets , April 2015 Workspace as a Service Market Reaches $9.41 Billion by 2019 with Rising Demand 2. MDC Research, Microsoft Cloud Profitability Scenarios May 2015

Modern collaboration Personalized insight People centric compliance
Customer Needs
• People work across a variety of devices from different
locations and need a consistent, clean, and fast experience
• Seamless way to work on files with a way to control versions
and changes
• The right people working together in order to get work done
Market Opportunity
• $127B: 2018 projected worldwide Public IT cloud services
revenue1
• 60% of the Fortune 500 have adopted Office 365
• Run-rate Fastest Growing Business: $2.5B3
• 3 out of 4 customer deployed by partners4
Partner Opportunity
• Deliver an end-to-end solution complete with support,
applications, network, and hardware
• Introduce hybrid scenarios, upgrades, and long-term journey
to the cloud options
• Integrate with LOB apps and leverage APIs to build unique IP
• Guide organizations through their transformation journey
and drive adoption
Worldwide and Regional Public IT Cloud Services 2014–2018 Forecast Oct 2014 | Doc #251730

Packaged IP
Average Revenue: $1-$15 per
user/per month4
Margin: 65%
Synchronization
Procurement)
• Automated O365 Telemetry
(Availability & Performance)
Add-ons
Information
Project Services
Average Revenue: $2.5K-$15K4
Margin: 35%
• Office 365 Set up and Remediation
• Yammer Adoption
Managed Services
Average Revenue: $5-$15+ per
user/per month4
Margin: 45%
• Office 365 Tenant Management
• Reactive Help Desk Support (Office, Skype for
Business, Intune, CRM Online) and interface to
MSFT.
Troubleshooting
• Desktop & Device Management & Support
• Software Asset Management (licensing
management & optimization)
• Security Management & Identity Protection
• Office Client Connectivity Setup
• Mobile Device Connectivity & Management
• Web defense (restricting URLs, phishing
malware, spam)
• Hybrid Environment Support (Basic
Infrastructure)
• VoIP Maintenance
• Regulatory Compliance via Office 365
Infrastructure
Exchange Online Skype for Business OneDrive for Business SharePoint Online Yammer
Build long-term, value-added services for Office 365
Based on an average 25 seat deal
PartnerRevenue
Pitch incremental project services to
light up each Office 365 workload post
deployment
Add managed services to your Office
365 practice and become your
customer’s outsourced IT department
Create SharePoint templates and
extension apps, package as repeatable
IP and monetize
Capitalize on the
market opportunity
profitability
Managed services opportunity by
2018: $256B1
2018 projected worldwide Public IT
cloud services revenue: $127B2
Run-rate Fastest Growing Business:
$2.5B3
1. Markets and Markets : Managed Services Market worth $256.05 Billion by 2018(c)
2014 M2 COMMUNICATIONS IDC Worldwide and Regional Public IT Cloud Services 2014–
2018 Forecast Oct 2014 | Doc #251730 4. MDC Research, Microsoft Cloud
Profitability Scenarios May 2015

Packaged IP
user/per month4
Margin: 65%
Synchronization
Procurement)
Add-ons
Information
Project Services
Average Revenue: $5K-$75K4
Margin: 35%
• Yammer Adoption
Managed Services
user/per month4
Margin: 45%
MSFT.
Troubleshooting
malware, spam)
Infrastructure)
Infrastructure
PartnerRevenue
deployment
IP and monetize
Capitalize on the
market opportunity
profitability
2018: $256B1
$2.5B3

Packaged IP
user/per month4
Margin: 65%
Synchronization
Procurement)
Add-ons
Information
Project Services
Average Revenue: $20K-$100K+4
Margin: 35%
• Yammer Adoption
Managed Services
user/per month4
Margin: 45%
MSFT.
Troubleshooting
malware, spam)
Infrastructure)
Infrastructure
PartnerRevenue
deployment
IP and monetize
Capitalize on the
market opportunity
profitability
2018: $256B1
$2.5B3

Stay focused
Focus on what matters and make better
decisions.
• Focus on the right prospects and customers
• Improve visibility into sales performance
• Make better decisions based on insights
Win faster
Increase sales productivity and spend more time
with customers.
• Work more efficiently with seamless, familiar,
easy-to-use solutions
• Achieve more with collaboration and process
optimization
• Work anytime anywhere
Build trust
Deepen customer relationships with relevance.
• Anticipate your customer’s needs
• Engage customers at the right time, and right
place with the right message
• Interact consistently with customers across
touch points
Source: The Future of Corporate IT 2013-2017, CEB Survey of 165,000 employees, 2012 Survey on Self-Service BI and Analytics, Unisphere Research
• A complete and intuitive solution that helps salespeople
be more productive so they can focus on what’s most
important – delivering amazing customer experiences
• A way to remain focused and make better decisions to
ensure relevant customer engagements and sell more
by collaborating with colleagues to harness the power
of the entire organization
• 40% growth in global data generated / year
• 62% can’t use information for effective decision making
• Increases average revenue per user (ARPU)
• Enables new cross sell and upsell opportunities
• Differentiates services with value-added solutions
• Establishes new revenue streams
Intelligent customer engagement is about building a
long term relationship with your customers. Over
time, customers build trust with your company and
you gain powerful knowledge and insight about your
customers.
• Personalize your customer experience
• Make customer engagements proactive
• Make customer engagement predictive
Intelligent Customer Engagement

Focus on rapid initial implementations
that deliver value to the customer
quickly, at relatively low cost to you
Expand your solution footprint over
time, including Office 365
Wrap a managed service around your
complete solution set
CRM Online
Packaged IP
Average Revenue: $2 - $5K3
Margin: 65%
Procurement)
Add-ons
Information
Managed Services
Margin: 45%
Monitoring
• Updates & Patch Management
• Desktop & Device Management &
Support
• Mobile Device Connectivity and
Management
Build long-term, value-added services for sales productivity
PartnerRevenue
Project Services
Margin: 35%
• Training
Capitalize on the
market opportunity
40% growth in global data
generated / year1
62% can’t use information for
effective decision making2
profitability
Source: The Future of Corporate IT, 2013-2017 2. CEB Survey of 165,000 employees 2012 Survey on Self-Service BI and Analytics, Unisphere Research 3. MDC Research, Microsoft Cloud Profitability Scenarios May 2015

• The ability to empower brands and employees to differentiate
their business with contextual and consistent customer service
that drive customer loyalty and advocacy
• A way to connect with customers via self and assisted service
with the right answers to their inquiries at the right time, via
their channel of choice (web, social, chat, email, etc.)
• Empower agents with a single, unified experience with the
tools to stay agile and easily adapt to changing demands
• Strong demand for SaaS continues, with SaaS accounting for
almost 47% of total CRM software revenue in 2014, driven by
organizations of all sizes seeking easier-to-deploy and faster-ROI
alternatives to modernizing legacy systems, implementing new
applications, or providing alternative complementary functionality1
• Increases average revenue per user (ARPU)
• Enables new cross sell and upsell opportunities
• Differentiates services with value-added solutions
• Establishes new revenue streams
Deliver effortless customer experiences on their terms:
• Connect to customers via their channel of choice across web, social, chat,
email, mobile and phone.
• Minimize customer effort with relevant, personalized service interactions
across every touch point.
• Understand sentiment across the social web and proactively address
service issues.
Intuitive access to the right information, resources and complete
customer context through a single view to meet company and
personal goals:
• Provide your agents with everything they need to deliver customer
service - at their fingertips, from a single app.
• Give service agents access to the right answers at the right time to
address customer service needs.
• Empower agents with guidance to make the best decisions based
on segments, entitlements and SLAs.
Adaptive service environment designed to adjust and anticipate the
needs of customers and your brands at the pace of innovation:
• Easily adapt to the rapidly changing business & market demands
with configuration not code and easily customize to support
unique functionality and branding requirements.
• Extend your unified service environment into other business
critical platforms and applications through standardized
interfaces – adding functionality and insight.
• Secure and trusted cloud with flexibility and reliability.
Actionable analytics ensure your customers will identify trends,
anticipate opportunities and gain insight through dashboards,
deep analytics and powerful data visualization capabilities.
Earn loyalty Empower agents Stay Agile
Source: Gartner Forecast : 1.. Gartner Market Share Analysis: Customer Relationship Management Software, WW, May 2015

CRM Online
Packaged IP
Margin: 65%
Procurement)
Add-ons
Information
Managed Services
Margin: 45%
Monitoring
• Updates & Patch Management
Lync, Intune)
• Mobile Device Connectivity and
Management
Build long-term, value-added services for customer service
PartnerRevenue
Project Services
Margin: 35%
• Training
Capitalize on the
market opportunity
Strong demand for SaaS
continues, with SaaS accounting
for almost 47% of total CRM
software revenue in 2014, driven
by organizations of all sizes
seeking easier-to-deploy and
faster-ROI alternatives to
modernizing legacy systems,
implementing new applications,
or providing alternative
complementary functionality1
profitability
Focus on rapid initial implementations
that deliver value to the customer
quickly, at relatively low cost to you
Expand your solution footprint over
time, including Office 365
Wrap a managed service around your
complete solution set
profitability
Source: Gartner Forecast : 1. Gartner Market Share Analysis: Customer Relationship Management Software, WW, May 2015 2. MDC Research, Microsoft Cloud Profitability Scenarios May 2015

What is Enterprise Mobility Suite? Microsoft Azure Active
Directory Premium
Microsoft Azure Rights Management
Services Premium (RMS)
Microsoft Intune
• Mobility is the new normal and customers need to be able to
provide secure access to employees anywhere
• 33% of employees that typically work on employer premises,
also frequently work away from their desks* and need to
easily manage devices and apps at all times
• Due to the mobile nature of the workforce, employers need to
ensure device and data are protected
• 102% Microsoft partner mobile device mgmt. growth estimate
over the next 3 years1
• Mobility spending will reach $32B by 2018 (AMI)2
• 131% - Identity & Access Management growth over the next
3 years*3
• 43% of SMB employees work at more than one location4
• With three products combined into one affordable subscription, EMS
offers a unique value that competitors’ solutions can’t touch
• Deliver mobility and remote access solutions with a consistent
platform across server, cloud, and devices
• Capitalize on the growth in SMB mobile and remote computing
• Enable new, profitable lines of business with recurring revenue from
cloud services
• 45-65% - Services earned by Microsoft Partners2
Source: 1. AMI 1AMI-Partners, March 25, 2013. U.S. SMB Trends & Server Market Insights. 2. AMI1AMI-Partners, March 25, 2013. U.S. SMB Trends & Server Market Insights. 3. Customer Decision Maker: CTO/IT Dept. 1AMI-Partners, March 25, 2013. U.S. SMB Trends & Server Market Insights. 4. Forrester Technographics Workforce Apps & Collaboration Survey Q4 2013. 2The Total Economic Impact™ of Windows
Server 2012 and Microsoft Office 365 – A Partner Business Case Overview, Forrester Consulting, June 2014.

Project Services
Avg. Revenue: $2.5-$25K3
Margin: 35%
• Cloud Planning and Readiness Assessment
• Identity, Access, and Information Protection
Planning and Assessments
• Health Checks
Packaged IP
Avg. Revenue: $2.5-$5K 3
Margin: 65%
Add-ons
Information
Managed Services
Avg. Revenue: $2.5-$5K3
Margin: 45%
• Anti-Virus Monitoring
• Troubleshooting
• Mobile Device Management
• Help Desk Support
• Web-Based Management Tool
Consolidation
• Single Sign-On Management
• "Office Client and Mobile Device
Connectivity"
• Identity as a Service
Microsoft Enterprise Mobility Suite
Build long-term, value-added services for enabling a remote and mobile workforce with EMS
Identity & Access Management
growth over the next 3 years: 131%1
Partners are transforming their
business to increase the services they
offer to SMB2
profitability
PartnerRevenue
Focus on Identity & Access
Security as a core need in a
mobile-first world
Add device management as a
productivity enhancer
Sell peace of mind in the form of
an ongoing managed service
Capitalize on the
market opportunity
Source: 1. Microsoft Cloud OS Partner Economics Research, 2014 2. Forrester Research, 2013 Windows Server 2012 Partner TEI 3. MDC Research, Microsoft Cloud Profitability Scenarios May 2015

• Great new core features: Windows Hello, Continuum, Edge, Cortana,
UI improvements (Voice, Pen, Gesture), etc…
• A familiar and productive user experience
• Light-touch management that scales
• Improved, Enterprise-grade security at an SMB price
• A range of innovative and affordable devices
• FREE Upgrades!
• Mobile devices used include smartphones, tablets and PCs, with an average of 1.7
devices per user on a global scale1
• Over the next five years, the global BYOD market is predicted to exceed the $225
billion mark1
• Extensive Windows 10 hardware revenue opportunities: new mobile devices, device
upgrades, hardware refresh and accessories
• Accelerate your cloud services attach with Windows 10 to enhance O365, EMS and
CRM Online service revenues
• Increased ROI from infrastructure services through managed services
• Enhance your app profitability with universal application creation on Windows 10
• Add Windows SA Sales (OV, OVS, SA-Add-On) for additional annuity revenues
Device Refresh with Windows 10 Cloud Services Attach Infrastructure Services Application Profitability New Licensing Opportunity
Sources: 1. GlobalBring Your Own Device (BYOD) Market Analysis, Size and Segment Forecasts To 2020." Grand View Research

Windows 10
Up-sell Windows SA and enterprise.
Approx. 30% of SMB have business needs
that would benefit from enterprise
Windows SA features
Build project services around the lifecycle
management of a device
Build universal applications that run across
form factors
Add device and security management as a
managed service
Develop and deliver automated monitoring
and alerts as your own IP
Packaged IP
Avg. Revenue: $2.5-$7.5K
Margin: 65%
• Automated Monitoring,
Alerting & Logging
• Pre-Configured
Dashboards
• Automated Backups, and
Disaster Recovery
• Stolen Device Location &
Geo-Fencing
Managed Services
Avg. Revenue: $2.5-$7.5K
Margin: 45%
Microsoft Cloud Services:
Margin 10%-25%
• Cloud Services Attach
(Office 365, CRM Online,
Microsoft Azure)
• Remote Device Monitoring
• Anti-virus & Hacker Checks
• Data Breech Monitoring
• Proactive Backups and
Monitoring
• Performance and
Application
Troubleshooting
• Security Management &
Identity Protection
• Mobile Device Connectivity
& Management
• Network Monitoring
PartnerRevenue
Project Services
Avg. Revenue: $2.5-$15K
Margin: 35%
• Identity, Access, and
Information Protection
• Cloud Readiness
Assessments
Capitalize on the
market opportunity
Mobile devices used include smartphones,
tablets and PCs, with an average of 1.7
profitability
Device and Accessory
Services
Avg. Revenue: $5-$25K
Margin: 5%
• Devices: 2 in 1, laptops,
desktops, tablets, and phones
• Accessories: Printers, docking-
stations,monitors, keyboards,
etc.
Build long-term, value-added services for Windows and Devices
Sources: 1. Global Bring Your Own Device (BYOD) Market Analysis, Size and Segment Forecasts To 2020." Grand View Research

Customer Needs
• Managing the tension between staying up to date and the historic
complexity of migration
• Data security and protection, while controlling cost
• A way to increase employee productivity
• Converged platform that allows them to run applications across
many types of form factors
Market Opportunity
• Mobile devices used include smartphones, tablets and PCs, with an average of 1.7
• Over the next five years, the global BYOD market is predicted to exceed the $225
billion mark1
Partner Opportunity
• Extensive device opportunities with device upgrades and hardware refresh for
customers migrating to Windows 10
• Accelerate your cloud services attach with Windows 10 to enhance O365 and
EMS attached revenue
• Increase the ROI from infrastructure services through project and managed
services
• Enhance your app profitability with universal application creation on Windows 10
• Capture new licensing opportunities through Windows Software Assurance and the
Enterprise Cloud Suite
Device Refresh with Windows 10 Cloud Services Attach Infrastructure Services Application Profitability New Licensing Opportunity
Sources : 1. Global Bring Your Own Device (BYOD) Market Analysis, Size and Segment Forecasts To 2020." Grand View Research

Windows 10
Packaged IP
Margin: 65%
• Automated Monitoring,
Alerting & Logging
• Pre-Configured
Dashboards
• Automated Backups, and
Disaster Recovery
• Stolen Device Location &
Geo-Fencing
Managed Services
Margin: 45%
• Remote Device Monitoring
• Anti-virus & Hacker Checks
• Data Breech Monitoring
• Proactive Backups
• Monitoring
• Performance and
Application
Troubleshooting
• Security Management &
Identity Protection
• Mobile Device Connectivity
& Management
• Network Monitoring
PartnerRevenue
Project Services
Margin: 35%
• Identity, Access, and
Information Protection
• Cloud Readiness
Assessments
Capitalize on the
market opportunity
Device and Accessory
Services
Margin: 5%
• Devices: 2 in 1, laptops,
desktops, tablets, and phones
• Accessories: Printers, docking-
stations,monitors, keyboards,
etc.
Build long-term, value-added services for Windows and Devices
Mobile devices used include smartphones,
tablets and PCs, with an average of 1.7
profitability
Build project services around the lifecycle
management of a device
Build universal applications that run across
form factors
Add device and security management as a
managed service
Develop and deliver automated monitoring
and alerts as your own IP
Sources: 1. Global Bring Your Own Device (BYOD) Market Analysis, Size and Segment Forecasts To 2020." Grand View Research

Desktop Hosting solves the end-customer need for
application and data access on any device and from any
location as well as the fundamental burden of managing
and securing desktops, applications, & data
• Create secure, scalable, and reliable desktop hosting
solutions for small- and medium-sized organizations
based on Remote Desktop Services, Hyper-V, virtual
networking, and other virtualization technologies
• Azure RemoteApp- Users can access their applications
remotely from their Internet-connected device. While
seemingly running on the users' local device, the
applications are centralized on Azure
As modern businesses become increasingly dependent on
data-driven operations and decision making, the integrity
and availability of their data becomes a key component of
their success. The explosive growth of data stores
contribute to the value of hosted solutions as an
economically- and operationally-smart business strategy.
Hosted Database or DBaaS solutions based on SQL Server
serve two scenarios:
• Extend the lifecycle of existing LOB applications, which
are moving from on-premises to hosted IaaS at a lower
cost of ownership.
• Development of a new class of modern applications
designed for the cloud, with ISV’s evolving their
business model to SaaS ISV’s
Partners that have diversified their hosted applications
business beyond email hosting have the healthiest
applications business. Those that offer additional
applications to complement their Hosted Exchange
business are growing twice as fast of those with Exchange
only.
• Value of replacing customers patchwork of small-
business solutions with an enterprise-grade, end-to-end
solution that meets all of their unified communications,
collaboration & productivity needs
• Differentiate and scale – over 10,000 HSP’s offer
messaging: need for partners to differentiate
• Office365 offers the full suite of productivity solutions
and provide value-added services
Windows Azure Pack is a collection of Microsoft
Azure technologies available that integrates with
Windows Server, System Center, and SQL Server
to offer a self-service portal and cloud services
such as virtual machine hosting (IaaS), database
as a services (DBaaS), scalable web app hosting
(PaaS), and more.
• Companies can quickly and flexibly build and
manage modern applications across
platform, locations, and devices
• A hybrid cloud solution that helps
enterprises transform their current
infrastructure to deliver agility and cost
effectiveness.
• 127B-IT’s WW public cloud services spend by 2018 with a
22.8% CAGR1
• By end 2015 62% of total IT spend will be on cloud and
hybrid services, with only 38% on traditional on-premises
expenditures.2
• Profit with customized offers for customers like shared web
hosting for SMB and dedicated web hosting for enterprise or mission
critical workloads
• Cross-sell and up-sell by adding additional services such as
database hosting and application hosting.
• Profit with differentiated services: Hosting Microsoft SharePoint,
Microsoft Lync, and Microsoft Exchange will help you offer
differentiated services, reduce churn, and increase your average
revenue per user
Reinventing the Desktop New Breed of Applications
Source: 1: Worldwide and Regional Public IT Cloud Services 2014–2018 Forecast , IDC Oct 2014 | Doc #251730 2: 451 Research, Hosting and Cloud Study, 2014
Cloud Productivity
• Scalable and flexible infrastructure that provides beyond their
datacenter or using old infrastructure on aging hardware
• Scale on demand to run business critical applications with secure
and dedicated resources
• Database as a Service with on-demand capacity with minimal
management efforts
• Business continuity for high availability services
• Cross-device desktop experience without compromising
security or manageability
• Extend the life of legacy business apps
• Dev test for new apps with improved time to market
Modern Datacenter

Project Services
Margin: 35%
• Virtualization Migration & Deployment
• Unified Identity Management
• Backup & Storage Deployment
• Hosted Desktop (as a service)
• Systems Integration
• Training
Packaged IP
Margin: 65%
• Automated Monitoring, Logging, &
Alerting
• Automated Backups & Disaster Recovery
• 3rd Party Solutions
• Automated Data Migration & Integration
• Middleware for Hybrid Synchronization
• e-Commerce functionality
Managed Services
Margin: 45%
Monitoring
• Disaster Recovery Monitoring & Testing
• Security Management & Identity
Protection
• 3rd Party Application Cloud Migration &
Management
• Hosted Line Of Business Applications
• Virtual Machine Management &
Upgrading
• Virtualization Support & Efficiency
Optimization
• Hybrid Cloud integration
• Support
Troubleshooting
• Workload Performance Monitoring
Windows Server System Center SQL Office 365 Microsoft Azure
Source: 1: 451 Research, Hosting and Cloud Study, 2014 2. MDC Research, Microsoft Cloud Profitability Scenarios May 2015
Build long-term, value-added services for Hosting
Capitalize on the
market opportunity
profitability
By end 2015 62% of total IT spend
will be on cloud and hybrid services,
with only 38% on traditional on-
premises expenditures1
Position yourself as the Cloud
outsource IT Partner to the customer
Ensure you have a complete managed
services offering
Automate service delivery with your
own IP, and/or monetize it directly
PartnerRevenue

Customer Needs
• Familiar applications with easy access anytime, anywhere, and
on any device
• Fast and simple deployment of new technology/services
• IT control and security
• A way to easily and quickly analyze data and create
consumable, shareable reports
Market Opportunity
• $127B – Worldwide public IT Cloud services revenue in 20181
• 1 billion office users2
• 1 in 4 enterprise customers are on Office 3653
Partner Opportunity
• Offer Office 365 adoption services to help with onboarding and
increased adoption
• Increase margins by 20% and receive rebates up to 14% with
upselling Microsoft IT Academy
• Use a low-touch, centralized sales and service model
• Create simple packaged offerings that are easy to sell
• Change conversations to focus on the capabilities of cloud
• Sell on Premises annuity to allow free benefit of Office 365 Pro Plus
Office 365 Education Microsoft IT Academy* Power BI for Office 365Office 365 ProPlus

• Mobile devices need to be kept up-to-date with the latest software
and security
• Extra capacity is necessary to meet peak demand, or service
degrades under load
• Sharing and collaborating research is difficult with proprietary
systems
• On-premises investment makes it difficult to pilot/scale new
eLearning systems
• Facilities management: monitoring systems individually takes time
• Substantial money is being spent on Cloud in education -
$180m this fiscal year1
• This will grow as Azure share is growing exponentially year
over year – 136%2
• Significant delta between commitment and usage for education
customers
• Only a fraction of purchased Azure is being consumed, creating
significant opportunities for partners
• Compelling education scenarios across teaching and learning
and business of schools
• Create a services revenue stream by helping customers to deploy
Mobility Cloud platform: the
modern datacenter
Analytics and Insights Hosted e-Learning Energy efficiency and
facilities management
.
Windows Server 03 EOS

Help customers leverage modern
infrastructure around collaboration
and coordination
Add managed services and become
your customer’s outsourced IT
department
Fold in education-specific
applications, whether your own IP or
3rd Party
Microsoft Azure Windows 10 Office 365
Packaged IP
Margin: 65%
• 3rd Party Solutions
& Reporting
Logging
Procurement)
Recovery
Managed Services
Margin: 45%
Monitoring
Lync, InTune)
• Desktop & Device Management &
Support
• New Accounts Added & Removed
Infrastructure)
• Security Management & Identity
Protection
• Disaster Recovery Monitoring &
Testing
PartnerRevenue
Project Services
Margin: 35%
• Remediation
• Backup & Storage Deployment
• Training
Capitalize on the
market opportunity
74% of higher education CIOs say
mobility and BYOD have increased as
strategic priorities over the previous
year1
10x increase in data every five years,
with 85% being from new data types2
profitability
Build long-term, value-added services for Education
MDC Research, Microsoft Cloud Profitability Scenarios May 2015

Microsoft cloud profitability scenarios

Microsoft cloud profitability scenarios

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