How to sell Azure to SMB customers Paul Bowkett Microsoft NZ
CLOUD INFRASTRUCTURE DEVELOPER + APP PLATFORM Visual Studio Family + Azure App Service DATA + ANALYTICS Cortana Analytics Suite INTERNET OF THINGS Azure IoT Suite CLOUD INFRASTRUCTURE Azure + Azure Stack + Operations Management Suite
Key Azure scenarios for your customer You can use specific strategies to help sell to common SMB scenarios. Virtual machine deployment Data backup Disaster recovery Website hosting SharePoint Orders AP Product SQL Server Databases CRM Acct HR Business Applications Virtual Machines Quickly deploy and manage customer applications in the cloud Provide easy, scalable data backup services in the cloud Offer peace of mind with ongoing cloud-based DR services Grow your business helping customers move their websites to the cloud
Typical business scenarios for using Azure 1 You want a hybrid solution to extend on-premises with some cloud 2 You want to extend on-premises with advanced cloud capabilities 3 You want to be fully in the cloud
Scenario 1: Situation The customer is a civil engineering company with 20 employees The company is doing static calculations for large building companies & architects Most users work on high-power on-premises workstations The company wants to keep data on-premises for speed of access to large CAD plans The team exchanges data with customers though online services, such as Dropbox, and they need to ensure only certain people have access to the data Long-term data storage is a legal requirement
Solution: Hybrid with some cloud Augment on-premises workloads with some cloud services. Cloud extension For identity and access management, on-premises file & print capabilities, and cloud backup For communication workloads and collaboration Backup data to the cloud Keep line-of-business apps on-premises Extend local Active Directory into the cloud for single sign-on to 1000 s of popular Microsoft and non-microsoft cloud apps For LOB apps running on top of Windows Server 2012 R2 locally 6
Benefits of a hybrid solution Be productive anywhere Work better together Protect what matters Use cloud services like on-premises apps Gain a modern solution for increased productivity and agility with Office 365 and Azure Enable access to data from any device, anywhere and anytime Connect employees, partners, and customers with Office 365 Engage, collaborate, and work better together with new communication and collaboration tools and features Save the cost and hassle of local tape or disk-based backups Secure data and business with enterprise-grade protection Know files are securely backed up and can be recovered and accessed anywhere even in case of a local disaster Manage users accessing cloud services such as Office 365 and Dropbox Control other company accounts such as Facebook the same way you manage local apps: 1 identity, 1 password and sign in from all your devices
Scenario 2: Situation The customer is a medium-sized precision engineering manufacturer with 40 employees The company specializes in manufacturing custommade stainless steel shafts The company requires tight integration between custom-developed web apps for customer sales and order tracking and process control systems to monitor and steer production The company needs to access process control software from manufacturing floor through newly purchased tablets The customer has mostly international customers, >95% of goods exported
Solution: Hybrid with more Cloud Run some workloads in the cloud, keep some on-premises. For Identity and Access Management, on-premises LOB apps and file & print, and cloud backup Run four workloads on-premises: Manufacturing control software (LOB) RDS Server Active Directory Domain Controller File & Print Server Increase availability by doing backup to the cloud & new Azure Site Recovery for Disaster Recovery Run one SQL virtual machine on Azure for 99.9% SLAbacked high availability and scalability Use Office 365 for productivity workloads Extend local Active Directory into cloud for single sign-on For communication workloads and collaboration For web apps, running on top of SQL Server on Azure for uptime and scalability Remote Desktop for accessing serverbased apps, running locally 9
Benefits of Hybrid Solution with more Cloud Be productive anywhere and work better together Achieve SLA-backed 99.9% uptime for your apps Protect what matters Access all your apps from every device Modernize your business and increase productivity with Office 365 Access your data and work efficiently from any device, anywhere and anytime Engage and work better together with new communication and collaboration tools and features Leverage the power of Azure to run apps like a big enterprise and have them available 24x7 Scale up easily when demand is high without costly hardware budgets Scale down when demand decreases Save the cost and hassle of local tape/disk-based backups Secure your data and business with enterprisegrade protection and business continuity Ensure geo-redundancy for your most important data Know your files are securely backed up and can be easily recovered and accessed Enable access to all apps your users require on any device from anywhere Easily access apps running on your servers as well as apps running on Azure and other cloud services
Scenario 3: Situation Customer is a local roofing company with five employees working in the back office Customer uses a standard LOB app to manage billing and accounting and a cloud-based CRM solution Employees only work standard business hours Customer isn t interested in running IT or investing any capital expenses to update the old solution
Solution: Cloud-only Solution Modernize your IT infrastructure in the cloud. For storing credentials and enabling single sign-on for all cloud apps For all communication workloads and collaboration Office 365 for productivity workloads Credentials in Azure Active Directory for single sign-on and easy management of users All apps run in Azure virtual machines for 99.9% SLA-backed high availability and scalability For all apps running in Azure: Remote Apps and LOB apps running on top of SQL Server 12
Benefits of Cloud-only Solution Be productive anywhere and work better together Only pay for IT when you use IT Protect what matters Invest into your business not IT assets $ Modernize your workforce and increase productivity with Office 365 Access your data and work efficiently from any device, anywhere and anytime Engage and work better together with new communication and collaboration tools and features Leverage Office 365 and Azure to act when opportunities arise and save cost when you can Make sure your services are running when your employees and customers require them Easily scale services up and down according to demand Secure your data and business with enterprisegrade protection and business continuity in globally-located datacenters Know your files are securely backed up and can be recovered and accessed anywhere even in case of local disaster Get enterprise-grade IT on the Internet Save the cost of servers, storage, or backup media Avoid hardware maintenance contracts
Overcoming common objections for Azure
Can I trust the cloud?
Microsoft: We never take your trust for granted We are serious about our commitment to protect customers in a cloud-first world. We live by standards and practices designed to earn your confidence. We collaborate with industry and governments to build trust in the cloud ecosystem. Businesses and users are going to embrace technology only if they can trust it. Satya Nadella
Our cloud principles Commitment to principles worthy of your organization s trust Security Privacy & Control Compliance Transparency Your content safeguarded with state-of-the-industry security technology and certifications. Your content encrypted in transit. Tools and features to support encryption at rest. You control content permissions and usage. You always have access to your content and can delete it or take it with you if you leave. Your content is stored and managed in compliance with applicable laws, regulations, and key international standards. A clear, plain-language explanation details how your cloud provider uses, manages, and protects your content. You are notified how your cloud provider will respond to law enforcement requests to access your content. 17
The comprehensive Azure experience Azure offers a collection of infrastructure and platform services in the cloud that integrate with your IT, making you more productive, saving you money, and simplifying management. Cloud Computing Database Platform and Services Storage Services Azure Backup and Recovery Services Application Hosting and Development Move faster, do more, and save money
De-positioning AWS Lower Cost Amazon is less expensive than Microsoft Microsoft matches AWS pricing for all commodity public cloud offerings. Azure packs more compute capacity than AWS in the instances we offer, so Azure beats AWS on price to performance. Reserved EC2 instance usage above and beyond contracted usage is charged at the On-Demand rate. Innovation Amazon is more innovative than Microsoft Azure releasing new services faster than AWS (most AWS updates are enhancements) Azure is 56% faster in write speed than AWS 1. Azure's average availability response time is 25% faster than Amazon S3 1. Windows Azure Storage has over 4 trillion objects, processes an average of 270,000 requests/second. Visionary Amazon is leading the way to an all cloud future Amazon envisions a world where everything is in the cloud, claiming that private clouds are an archaic and old guard approach. At the same time, AWS pitches an inaccurately defined hybrid platform. Microsoft (and analysts) envision a hybrid future, and Microsoft offers one consistent platform for infrastructure, apps and data, whether in the datacenter, a hosting service provider and/or the Microsoft public cloud. 1 Nasuni, The State of Cloud Storage 2013 Industry Report Microsoft Confidential 19
Drumbeat: Next steps 1. List out all your potential customers and identify which scenario they fit into 2. Identify which feature can meet the business challenge from each of your potential customers
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