Microsoft Azure in Open

August 2014

Global Operations Readiness

2

Ordering Azure in Open

Introduction & Overview

Service Activation

Agenda

Monitoring Consumption & Recharging

Escalation Paths & Training Support

Objectives

Objectives

Upon completion of this training you will:

1. Understand the process for ordering Azure in Open for Open, Open Value and Open Value Subscription Licences for Commercial | Academic | Government

2. Understand how calculation of consumption periods works for Azure in Open

3. Know how to retrieve product keys from VLSC & activate product on the Azure Portal

4. Understand the consumption & returns policies for Azure in Open5. Be able to help resellers sell Azure in Open including managing

Customer recharges 6. Be aware of support & training available

Introduction & Overview

1. Microsoft Azure Overview

2. Azure in Open – Key Concepts

3. Availability – Locations & Currencies

4. Consumption & Returns Policies

5. End to End Experience

Introduction & Overview

Microsoft Azure

• Build applications using any language, tool, or framework

• Integrate public cloud solution with the existing IT environment

• 99.95% monthly SLA• Automatic OS and

service patching

An open and flexible cloud platform that enables you to quickly build, deploy, and manage solutions across a global network of Microsoft-managed datacenters.

6

App services

Network

Storage

Compute

Caching IdentityService

bus Media CDNIntegratio

n HPC Analytics

Virtual machines Websites

Cloud services

Mobile services

SQL database HDInsight Tables

Blob storage

ConnectVirtual

networkTraffic

manager

Usage-based services

Microsoft Azure

Azure in Open Overview

Azure In Open – Key Concepts

SKU1 Azure Credit SKU on the

price list

Each SKU = $100 ( or equivalent) – can purchase

unlimited SKUs

Multiple SKUs are issued onto single OSA Key

No limit to number of OSA Keys a customer can activate

TermsPrepaid service, can purchase

additional credit any time

Can be used against any eligible consumption based

Azure service

Azure Credit expires 12 months from activation date

No return once service is redeemed

Eligibility

All Open Programs and customer types

Existing Online Service (OLS) in Open process

Available in countries with Open Volume Licensing

Program Partners who offer Azure Direct

SKU Structure

Commitment

Business Processes

Reporting

Azure in Open – Familiar process & structure

Azure in Open

All Online Services in Open follow existing business processes

Azure Portal Office 365 Portal

Azure Credit expires 12 months from OSA key activation

Customers pre-pay for 12 months of service

Azure in Open - Consumption Distributor Reporting O365 / Intune - Subscription Distributor reporting

Single SKU used for any eligible pay-as-you-go Azure Service

Unique SKUs for each Office 365 Plan, as well as Add-ons

Why Azure in Open?

Low barrier of entry with no investments in complex billing systems

A consistent, familiar licensing option for cloud services along with your on-premises solutions

A flexible, consumption-basedpurchasing model

New opportunities to grow margins and deepen customer relationships

Capitalize on the opportunity to incorporate the cloud into your solutions and services

10

Microsoft Azure

Availability - Locations & Currencies

Azure Availability by Country

12

Currently available in 89 countries

*Country List subject to Revision

EMEA

AlgeriaAustriaAzerbaijanBahrainBelarusBelgiumBulgariaCroatiaCyprusCzech RepublicDenmarkEgyptEstoniaFinlandFranceGermanyGreeceHungaryIcelandIreland

APAC & Japan

AustraliaHong KongIndiaIndonesiaJapanKoreaMalaysiaNew ZealandPhilippinesSingaporeSri LankaTaiwanThailand

Americas

ArgentinaBrazilCanadaChileColombiaCosta RicaDominican RepublicEcuadorEl SalvadorGuatemalaMexicoPanamaParaguayPeruPuerto RicoTrinidad & TobagoUnited StatesUruguayVenezuela

EMEA

IsraelItalyJordanKazakhstanKenyaKuwaitLatviaLiechtensteinLithuaniaLuxembourgMacedonia (FYRO)MaltaMontenegroMoroccoNetherlandsNigeriaNorwayOmanPakistanPoland

EMEA

PortugalQatarRomaniaRussiaSaudi ArabiaSerbiaSlovakiaSloveniaSouth AfricaSpainSwedenSwitzerlandTunisiaTurkeyUAEUKUkraine

Reseller needs to ensure availability of Azure in country of End Customer before accepting order

Azure in Open SKU bases currency redemption on the customer’s location. Volume Licensing foreign exchange rates (not a daily spot rate) are applied to determine the initial value of a customer’s commitment & meter rates.

The Azure in Open SKU facilitates activation anywhere around the world. Regardless of the currency used, the customer receives the same amount of Azure Service credits. A currency- denominated SKU would result in failed activation in countries that don’t support that currency and lead to non-compliance with EU/EFTA laws.

Currencies & Customer Setup

13

Argentina: ARS Indonesia: IDR Russia: RUB Taiwan: TWD

Australia: AUD India: INR Saudi Arabia: SAR Turkey: TRY

Brazil: BRL Japan: JPY South Africa: ZAR United Kingdom: GBP

Canada: CAD Malaysia: MYR South Korea: KRW United States: USD

Denmark: DKK Mexico: MXN Sweden: SEK Rest of World: USD

Eurozone: EUR New Zealand:NZD Switzerland: CHF

Hong Kong (SAR): HKD Norway: NOK

Location-based meter currenciesMicrosoft Azure services are currently offered in 24 currencies. A customer’s meter currency is determined by their geographic location.

Microsoft Azure

Consumption & Returns Policies

Azure in Open – Consumption & Returns Policy

12 month consumption period

(from time of OSA key activation)

OV or OVS Order: If multiple Azure

SKUs are placed on the same order, no returns if any keys already redeemed.

OV or OVS Order: No partial returns for

any keys already redeemed

Open License Order:

Entire order must be credited, so only

order Azure SKUs on a PO (do not include

alongside on-premise).

Unconsumed monetary value forfeited at the end

of 12 months (NO ROLL OVER)

Service will be suspended once

credit is expired or exhausted

Recommend recharge before credit is

exhausted or expired

Note: Azure in Open keys are only valid for 5 years. If a key is not activated within 5 years it expires and revenue is recognized

Azure Credits

17

Licen

sing

scen

ario

Use case: 180GB of Microsoft Azure Backup for 12 months; ~$50/month

Jan2015

Dec2015

Dec2016

Customer purchases $600 of Azure Credit

Nov2015

Balance: $50Alert email to customer / partner

12-month expiration,No rollover for initial $600

Customer purchases $1200

Balance: $1250

12-month expiration

Period – 2

Period – 1

Each redemption creates a unique 12-month consumption period

Previous keys are exhausted before next keys are consumed

Unused amounts cannot be rolled over into future periods

12-month consumption period starts when keys are redeemed

No limit to number of redeemed keys

Configurable alert emails

Nov2016

Microsoft Azure

End to End Experience

Azure in Open E2E experience

•Open License •Open Value•Open Value Subscription

•(Corp/Gov/Acad)

Getting into the Program

•MOET•EDI/XML

Placing order for the required

product •VLSC

Accessing OSA Key

•Azure Portal

Redemption of Service

•Via Reseller•Credit Card (Emergency only)

Monitoring & Recharging

Azure in Open – End Customer Journey

•Customer purchases 1 or more SKUs (each worth $100). The SKUs are loaded onto a single Online Service Activation Key (OSA)

Buys OSA Key loaded with

Credit

• Receives Vellum email with link to Azure Portal & VLSC

•Signs Open License agreement on VLSC landing page

•Accesses OSA Key (5x5)

Accesses OSA Key •Creates subscription on

Azure Portal (WLID)•Copies 5x5 Key from VLSC & pastes onto Activation page of Azure Portal

Activation of OSA Key

•Signs up for and manages specific Azure services via the Azure Portal

Configuration of Azure Services •Monitors credit balance

•Receives low credit email alerts from system / reseller

•Buys new OSA Key / SKU

Monitors & Recharges

Available to customers on the following licensing agreements: • Open License • Open Value• Open Value Subscription • (Corp/Gov/Acad)

Azure in Open- Reseller Journey

•Validates customer order (Country, Size etc)

Sale

•Places order to Microsoft via Distributor on MOET or EDI/XML

Places Order •Receives Vellum email from Microsoft with link to Azure Portal & VLSC

•Retrieves Key/s on behalf of customer

Retrieves OSA Key

•Assists customer to activate their Azure subscription & add reseller notification alerts for credit exhaustion / expiry

Activation of Subscription •Co-Administrator role

on management portal•When credit is low or expiring encourages purchase of additional tokens to maintain service

Management & Renewal

Ordering Azure in Open

1. Licensing Recap

2. Ordering process overview

3. Order Submission Process

Ordering Azure in Open

Microsoft Azure

Licensing Recap

o In Open License, contract is signed AFTER order is processed but before accessing product/service.

o Open License Agreement number is called “Authorization Number” and it has a 2 year term.

o A unique “License Number” is assigned for each Purchase Order.

Closer look on the Agreement Terms for Open

25

Recap: Open License

Purchase of Azure via

Open License

Order placed via Reseller and Distributor

Customers (Partner) come to VLSC and sign Open License Agreement

Gain Full access to VLSC

www.office.com/setup365

Download Product, obtain Keys, etc.

o In Open Value and Open Value Subscription, contract is signed BEFORE order is processed.o Open Value Agreement has 3 year term. o There must be an active Agreement to order.

Closer look on the Agreement Terms for Open Value

26

Recap: Open Value & Open Value Subscription

Gain Full access to VLSC

www.office.com/setup365

Download Product, obtain Keys, etc.

Purchase of Azure via

Open Value

OV/OVS Contract get created and signed electronically

Order placed via Reseller and Distributor

Purchase Order

Microsoft Azure

Ordering Process Overview

Partners can order this new product family through VL, by purchasing an Azure SKU available on the OLP/OV/OVS Price List

Payment is up-front, with a 12 month consumption period

No Volume discounts are available Order can be placed regardless of remaining

term of agreement. Volume License Agreement term and Azure

consumption term are not coterminous, so Azure consumption period can extend beyond the VL agreement

Ordering Overview

Purchase of Azure via

Open License Open ValueOpen Value Subscription

For Commercial | Academic |

Government

For Open License & OV Non-Organization wide agreements, the customer can purchase 1 SKU. There is no minimum threshold required for OLP & OV non-org

For OV Organization Wide & OVS, customer needs to have OV/OVS agreement and meet the minimum desktop count to place an order for Azure. They cannot create a new agreement just to purchase Azure.

Order only Azure SKUs on Open License orders: do not mix Licensing SKUs or other online service SKUSs and Azure SKUs on the same order

Ordering Overview (continued)

Ordering Azure in Open

Open

Open License customer can order as few as 1

Monetary SKU of Azure on a new Authorization

Number

Ordering Azure in Open Value

Open Value

Org Wide:Organization-wide agreements require purchase of on-premise Enterprise licenses meeting a

minimum of 5 desktop count. Azure is an additional product and cannot be counted towards the qualified

desktops

Non Org Wide:Customer can start a new OV non-org agreement with an initial order

of as few as 1 Monetary SKU of Azure (normally required order for

minimum of 5 licenses.)

Ordering Azure in Open Value Subscription

Open Value Subscription

Org Wide:Organization-wide agreements require purchase of on premise Enterprise licenses meeting a

minimum of 5 desktop count. Azure is an additional product and cannot be counted towards the qualified

desktops

Service Activation

1. Product Keys – Details & Process

2. Example Email Notification for Product Keys

3. Using VLSC to Retrieve Product Keys

4. Overview of Azure Portals

5. Redeeming Keys & Subscription Setup

Service Activation

35

Product Keys – Details & Process The Azure in Open Key Type is an Online Service Activation (OSA) Key

Each Product Key is a 25 digit alpha numeric number:

Example: GG9BT-989TR-637JY-6T6T2-QD7BN

This 5x5 Product Key appears in VLSC at the same location as Product Keys for On-Premise Software

Keys are valid for 5 years

Keys are redeemed at azure.com/open

Resellers are encouraged to support the end customer by retrieving the product keys on their behalf

Microsoft Azure

Email Notification for Product Keys

Within a few hours of accepting the order, Microsoft will send an email to the End Customer & Reseller. The Reseller will only receive an email if they provide their email address on the PO for Azure in Open

This email contains step-by-step instructions including:

A link to the Volume Licensing Service Center (VLSC)

The location within VLSC where the keys are located

A link to the Azure Portal where the keys can be redeemed

Email Notification

Welcome!

Congratulations on your newly accepted Open License with Microsoft. You have been assigned Administrator permissions on the Microsoft Volume Licensing Service Center (VLSC) site.

In order to access the VLSC site, you must first register and validate your business e-mail address, which was provided to Microsoft when your contract or order was submitted. To begin registration, click the link below. When prompted, enter your business e-mail as shown below:

VLSC Registration:https://www.microsoft.com/licensing/servicecenter/registration.aspx

How to activate your Online Services:

1. Please obtain your Product Key from VLSC. The Online Service Activation (OSA) Keys can be found at either of the following locations from the VLSC Homepage: • Download & Keys > find the Product/Service name > click Key• Licenses > Relationship Summary > Click on the License Number > Product Key

2. Copy the Keys and activate at the below Online Product Portal : • For Office 365 activation http://www.office.com/setup365 • For Windows Intune activation www.microsoft.com/windowsintune/open• Copy the Keys and activate Azure at Azure Portal

Thank you, The Microsoft Volume Licensing Service Center Team

1) Keys found on VLSC

2) Keys redeemed on portal

Sample VLSC emailOnce order is processed, customer and/or reseller receives VLSC welcome email with OSA Key retrieval instructions:

For illustration purposes only

Microsoft Azure

Using VLSC to Retrieve Product Keys

VLSC sign-inWelcome email link points here

For illustration purposes only

VLSC sign-inVLSC sign-in requires Microsoft Account (MSA)

If customer doesn’t have an MSA, they must sign up

For illustration purposes only

VLSC sign-upThe customer fills in the required information to create a Microsoft Account (MSA)

For illustration purposes only

VLSC contract signing (Open License only)First log-in for Open license customers requires contract signing

Customers enter license type, country, language, and sign

For illustration purposes only

VLSC main screen Click on “Downloads and Keys”

For illustration purposes only

Azure

VLSC downloads and keysCustomer selects Azure, Key

For illustration purposes only

VLSC downloads and keysCustomer can redeem subscription with Online Service Activation (OSA) keys

For illustration purposes only

Office 365, Intune, or Azure redemption site

Key redemption steps

VLSC FAQ, Welcome Mail both provide links to Microsoft Azure

Customer copies key and redeems at the Microsoft Azure service portal

For illustration purposes only

Microsoft Azure

Azure Portals

Microsoft Azure Portals

Account Portal: used for Account, Subscription and Billing Management.

Management Portal: used to manage all services. VM, Storage account creation, VPN, etc.

For illustration purposes only

Microsoft Azure

Redeeming Keys & Subscription Setup

Select the action that you want to perform – Create a new subscription using Azure Open Key, or top-up an existing subscription.

Subscription: Create new or top up existing

For illustration purposes only

• About You information including customer email

• SMS check

New Subscription Signup - Verification

For illustration purposes only

• Provide the Online services activation (OSA) key.

• Add partner email ID on which automatic alert will be sent when balance goes below 30% of the initial value.

New Subscription – OSA Key & Partner email ID

For illustration purposes only

• Ask reseller / customer to setup alerts so that they get notification regarding balance expiry, and can work on the top-up order.

New Subscription Signup –Email Alerts

For illustration purposes only

Add Reseller as co-administrator (Management Portal)

• At management portal customer can add reseller as a co-administrator

For illustration purposes only

Monitoring Consumption & Recharging

1. Monitoring Consumption Overview

2. Monitoring Consumption – screenshots

3. Adding Azure Credits

4. Credit Card Top Up (Emergencies)

5. Consumption Reporting for Partners

Monitoring Consumption & Recharging

Monitoring Consumption

Customers can use the Azure Management Portal to manage domains, end users & subscriptions

Resellers can act as co-administrator on customer account (once authorised)

Low balance alerts – via email, account & management portal

Recharge via account portal 12 month consumption period begins with activation of

each key If customer has purchased multiple keys caution is

needed to manage the activation of keys so that the customer has time to use the full value of each key before consumption period ends

Microsoft Azure

Monitoring Consumption Screenshots

Account Portal – Services Used

• On Overview tab see breakdown of Azure services consumption

For illustration purposes only

• On Recharge History Tab see subscriptions, balance and recharge information ps://account.windowsazure.com/Subscriptions

Account Portal – Subscription Status

For illustration purposes only

• Account Portal warning when balance is low.

Account Portal Warning

For illustration purposes only

Management Portal – Balance Status

• Management Portal Balance Status – showing in green as above threshold for recharge alert

For illustration purposes only

• Management Portal warning when balance is low.

Management Portal Warning

For illustration purposes only

Microsoft Azure

Adding Azure Credits

Adding Credit Overview

A customer can purchase OSA Keys to renew Azure in Open on or before the 12-month consumption period of their Azure commitment purchase via the Open Volume Licensing Program

The purchase can occur under their original agreement (if active), or a renewed Open / Open Value agreement, if the original has expired already.

• Top Up balance at the account portal by adding a new product key

Adding Azure Credits

For illustration purposes only

Microsoft Azure

Credit Card Top Up - Emergencies

Credit card top-up principles

69

No billing in arrears

What is a credit card top-up?

To avoid service interruption, top-up purchases can be made by the customer as an emergency option on the Microsoft Azure portal via credit card.

Avoid service interruption

Customers stay in Open programs Priced at face value

• Customer can also use credit card to add balance for emergency top ups.

Top Up by Credit Card

For illustration purposes only

Escalation Paths & Training Support

On Demand Training Content directed at resellers is available at:

Partner Marketing Center (PMC)

This will include the L100, L200 L300 deck tailored for Resellers in all available languages

Global Operations Readiness

Reseller Training Content

Escalation Paths – for Reseller

Query Type - VL Order/Agreement Issue e.g.:Agreement Status UpdateOrder/Invoice Status UpdatePricing inquiryMissing SKUReturn Request

Query Type – azure.com Portal/Provisioning/Activations Issues e.g.:

Provisioning queries (technical and non technical)Activation Issues on azure.com Portal Issues e.g tenant issues

Regional Operations Centre

Distributor

Query Type – VLSC e.g.:

VLSC systems issuesAccess/display issues

Regional VLSC support

https://www.microsoft.com/Licensing/servicecenter/Help/Contact.aspx

Azure Customer Care Support

https://mspartner.microsoft.com/en/us/Pages/Support/regional-service-centers.aspx

Escalation Paths – for End Customer

Query Type - VL Order/Agreement Issue e.g.:Agreement Status UpdateOrder/Invoice Status UpdatePricing inquiryMissing SKUReturn Request

Query Type – azure.com Portal/Provisioning/Activations Issues e.g.:

Provisioning queries (technical and non technical)Activation Issues on azure.comPortal Issues e.g tenant issues

Regional Operations Center

Reseller

Query Type – VLSC e.g.:

VLSC systems issuesAccess/display issues

Regional VLSC support

https://www.microsoft.com/Licensing/servicecenter/Help/Contact.aspx

Click on main support link on Azure Portal for local contact information

• For details on available technical support plans, visit the Azure Support Plans page/

Technical Support Plans (not available through Open, purchase separately)

http://azure.microsoft.com/en-us/support/plans/

For illustration purposes only

Azure in Open – Reseller Resources

Join the Cloud Partner Community group on Yammer

Microsoft Partner Network (MPN) https://mspartner.microsoft.com/en/ie/Pages/index.aspx

Sales & Marketing – Partner Network http://aka.ms/AzureOpen

Partner Marketing Center Content http://aka.ms/AzureVAR

Including calculator:

The Azure Ramp Up Summit for Partners is available on demand at https://ww1.events27.com/rampup

Partners should join the MPN Cloud Partner Forum on Yammer

A full list of Azure in Open field resources is available on SMBPedia

Azure Blog http://azure.microsoft.com/blog/

Azure Website http://azure.microsoft.com

Microsoft Volume Licensing http://www.microsoft.com/licensing/about-licensing/product-licensing.aspx#tab=2

Partner FAQs are available on the Partner Marketing Center (PMC) and (shortly) on the Volume Licensing Service Center (VLSC)

77

Ensure you do not accept orders from countries where Azure in Open is not available

Promote to customers the value of having their reseller manage the key redemption and provisioning processes on their behalf

Recommend to customers that they include their own & your email at activation so you both receive low credit alerts

Register on PMC & MPN for access to training materials

Key Reminders:

Appendix

Anatomy of a sale

79

Microsoft Azure Back-up

Microsoft Azure VMs

New server with 500GB HDD

Microsoft Azure Back-up, 100GBPurchase interest

Example:

100GB

Microsoft Azure Backup

• $28 (100GB x $0.28) estimated monthly burn rate

• $336 ($28 x 12) estimated yearly burn rate

$0.28

/GB/month meter rate

Microsoft Azure Back-up

Anatomy of a sale

80

Microsoft Azure Back-up

Microsoft Azure VMs

Microsoft Azure Medium VM

Microsoft Azure Blob Storage – 1TB

Purchase interest

Example:

$0.18/Hour~$134/Month

Medium VM

• $184 estimated monthly total burn rate

• If customer purchases $500 of services top off in less than 3 months ($500 / $184 = 2.7 months)

$0.05/GB$50/TB

Locally Redundant Storage, Up to 1TB

Microsoft Azure VMs

$134.00 ($0.18 x 24 hrs. per day x 31 days)

$50 ($0.05/GB x 1000 GB storage)

Local currencies

Global datacenters

Global support

24 x 7 x 365 support Over 1 billion customers, 20 million businesses 90 markets worldwide 280 years of combined industry experience in infrastructure, security, product dev, and global ops

Local account teams

₩ ¥

€ руб

$

$£

$

Rp

TL

chf

krkr

$R$

$

Microsoft Azure – Datacenters

81

© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

82

End