PARTNER OPPORTUNITY PLAYBOOK. Cloud Migration and Modernization

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1 PARTNER OPPORTUNITY PLAYBOOK Cloud Migration and Modernization

2 TABLE OF CONTENTS The market for migration Why modernization matters now Big benefits for resellers Building a migration practice Next steps

3 The market for migration If you re looking for ways to expand your cloud practice, this is your opportunity. The public cloud market is predicted to be worth a staggering $266 billion by 2021.¹ And as the market changes, more and more of your customers will be getting ready to shift parts of their business into the cloud. Now is the time to help them modernize and transform while also avoiding business disruptions. 87% of organizations plan to integrate their on-premises datacenter with public cloud The public cloud market will reach $266 billion by % of organizations use cloud as a platform for modernizing IT environments ¹ 3

4 Become a migration partner for your customers Since moving to cloud services has become a top priority for customers across industries, that means delivering strategic cloud and hybrid offerings should be high on your list of priorities, too. Whatever their drivers for cloud adoption whether it s competition, innovation, process improvements, or scaling up the diverse Microsoft Azure portfolio is designed to meet even the most demanding customer needs. IaaS is fastest growing subsegment, projected to grow 27.6% in 2019, to reach $39.5 billion Gartner 80% of CIOs will be pressured by their business leaders to evaluate migrating their datacenters to IaaS Gartner Azure PaaS reduces time required to manage apps by 80% and time to deploy a new app by 50% Forrester 4

5 Why modernization matters now It s not just the changing business landscape that s driving innovation. We re rapidly approaching end of support (EOS) for several key Microsoft business products, including the 2008 editions of Windows Server and SQL Server. That means: Compliance concerns Without updates or support, it becomes challenging to stay up to date with regulations Missed innovation opportunities Outdated infrastructure makes it far more difficult to innovate, and that makes it harder to keep up with competitors No critical security updates Lack of security updates introduces a heightened risk of disruption and downtime 5

6 Big benefits for resellers Resellers who help their customers migrate to Azure benefit in a big way. Not only does Azure cost five times less than Amazon Web Services (AWS),² resellers can look forward to: Nearly double operating margin 50% higher net income on revenue $40k more revenue per employee ² Microsoft. Pay less with Azure. Microsoft.com. 6

7 Reseller opportunity to capitalize on EOS For customers using legacy systems facing EOS, now is the ideal time to migrate and you can be the trusted advisor they need to make the move seamless. Windows Server 2008 and 2008 R2 Extended Support ends January 14, 2020 SQL Server 2008 and 2008 R2 Extended Support ends July 19, 2019 Windows Server 2012 Mainstream Support ended January 2018 Extended Support ends January 2023 SQL Server 2012 and 2012 R2 Mainstream Support ended July 2017 Extended Support ends July

8 Helping customers migrate and modernize can be a challenge for resellers who are establishing their own cloud offerings for the first time. You don t have to go at it alone. Rely on us our team of experts is available around the clock to augment your technical expertise and help you through every step of the sales process. With SYNNEX, you can create high-value solutions that give your customers the strategic and operational benefits of the cloud, all while creating new recurring revenue streams for your business. 8

9 Migrating customers to the cloud is the first step to building a foundation for modernization and that sets the stage for a huge range of additional solutions you can offer. But with so many options to expand your portfolio, it can be difficult to know which would most benefit you and your customers, and scaling your cloud practice can be difficult. SYNNEX has extensive experience working with resellers like you, helping them build comprehensive offerings that position them as the strategic partners that customers are looking for. We have detailed insight into the ecosystem that s driving these changes, and we want to equip you with this knowledge too. Let s take a look at migration in action. Explore the changing enterprise IT landscape and the opportunities you have with SYNNEX to drive value for your customers. Advanced managed services Big data, DevOps, IoT, advanced analytics/ai Workload optimization IaaS, PaaS, application rearchitecture Cloud workload management services Monitoring, support, security Assessment and migration Lift and shift, redeploy, disaster recovery Recurring revenue from managed services 9 Azure partner journey: Offering progression over time

10 Building a migration practice Public cloud is exploding it s expected to reach $266 billion by 2021³ Most apps are hosted on-premises, but 42% will move to public cloud in 2 years⁴ Modernization is the key driver CTO/IT, EOS technologies, LOB users/shadow IT Cost reduction, on-demand capacity, and IT as a strategic asset are key motivators⁴ Private/hybrid cloud will be relevant Market trends & customer needs Partner opportunity & imperatives Migration is a key entry point for Cloud MSPs More than 50% of customers will look to third-parties for help⁵ Immediate opportunities to plan, design, build, and manage⁶ Security and roadmap offerings are critical Automation is key and a source of increased revenue 46% of customers prefer Azure over any other public cloud⁴ Azure is highly secure, hybrid, and scalable Application footprint is heterogeneous Azure has native support for Windows and Linux Great ecosystem of ISVs for tooling differentiation Azure Typical customer journey to the cloud Monitoring, security, and compliance are top of mind Most start with IaaS Lift & Shift, IaaS optimization IaaS to PaaS, app modernization through architecting/re-platforming Customer size not equal to migration complexity Managed services with CSP ³ ⁴ PULSE Gatepoint Research, March ⁵ 451 Research, April ⁶ Markets and Markets,

11 Top triggers for customer workload migrations Cost model transformation Reduced costs by transitioning from CAPEX to OPEX Datacenter modernization Improved datacenter operational costs Security and compliance Modern security for modern threats More tools for meeting regulatory compliance requirements Ensured business continuity Need for business agility New capabilities like advanced analytics Better time to value easily build, deploy, and manage Expanded skills availability More relevant internal IT that drives higher business value Contracts, licenses up for renewal Simplified management of expiring co-location contracts, end of support for software, and end of support contracts 11

12 Understanding a typical on-premises to cloud migration Cloud migrations can be complicated, but we re here to help simplify them. Here s an end-to-end look at what s involved to migrate your customer s on-premises environment to the cloud. ASSESS MIGRATE OPTIMIZE Decommission IaaS Azure PaaS Partner Cloud HYBRID Customer Cloud SaaS Discover customer s on-premises footprint (VMs, networks, apps, etc.) Map dependencies and determine network topology Recommend optimization path for workloads, cost modeling Determine best cloud computing service model Provide cloud migration strategy and plan 12

13 Azure migration journey Once a customer s on-premises environment has been assessed to determine inventory and needs, it s time to help them select a migration strategy. Migrate Rehost (Lift & Shift) Assess Refactor Rearchitect Optimize Rebuild 13

14 Summarizing cloud migration strategies Rehost (Lift & Shift) Refactor Rearchitect Rebuild Description Redeploy as-is to cloud Minimally alter to take better advantage of cloud Materially alter/decompose application to services New code written with cloud-native approach Driver Reduce CAPEX Free up datacenter space Quick cloud ROI Faster, shorter updates Code portability Greater cloud efficiency (resources, speed, cost) App scale and agility Easier adoption of new cloud capabilities Mix technology stacks Accelerate innovation Build apps faster Reduce operational cost Technology IaaS Containers PaaS PaaS Serverless Microservices PaaS Serverless Microservices 14

15 The breadth of Azure offerings and migration strategies can be daunting, but we re here to help. SYNNEX has in-house Azure experts who can guide you and solve most technical issues on the spot. We also have direct connections to Microsoft for anything more complex rest assured that you and your customers will be fully supported. You can also count on our expansive vendor ecosystem, which gives us the network, experience, and deep technical expertise to help you take on new challenges and deliver the best possible services and offerings to your customers. Get in touch with us today, so we can start building a partnership that s focused on your success. 15

16 Let s start boosting your business To learn more about partnering with SYNNEX to help your customers modernize their businesses, connect with our team at MSFTCSP@SYNNEX.COM. SYNNEX brings the most relevant technology solutions to the IT and consumer electronics market to help our partners sustainably grow their businesses. We distribute over 30,000 technology products from more than 300 of the world s leading and emerging manufacturers, and provide complete solutions to more than 20,000 resellers and retail customers. We also provide a wide range of financial options to ensure that our partners always have the means to close deals. Copyright 2019 SYNNEX Corporation. All rights reserved. SYNNEX, the SYNNEX Logo and all other SYNNEX company, product and services names and slogans are trademarks or registered trademarks of SYNNEX Corporation. SYNNEX and the SYNNEX Logo Reg. U.S. Pat. & Tm. Off. Other names and marks are the property of their respective owners.