Microsoft CSP Providers: Get Moving and Get Ahead of the Competition

Alex DanylukVice President of Strategic Alliances

Odin Enables Service Providers to Win in the Cloud

with Microsoft

Odin Service Automation Supports Microsoft’s Complete Cloud Portfolio

1.6M Exchange &

O365 users

>30% Microsoft Office 365

syndicators

112 Microsoft SP Partners

Exchange + O365 + CSP + WAP

9 Year Microsoft

Partner

1st

To Automate CSP For Service Providers

Peter DavidsonDirector World Wide Cloud Sales

Cloud Solution Provider Overview

“In this cloud-first,

mobile-first world,

Microsoft is

absolutely focused

on empowering

people to get more

done wherever they

need to and

on any device.”

“The opportunity

ahead for Microsoft

is vast, but to seize it,

we must focus

clearly, move faster,

and continue to

transform."

—Satya Nadella,

CEO, Microsoft

Customer Demands Are Shifting…

Partners Move to Meet That Demand

Cloud

Solution

Provider (2T)

Customers

IndirectDirect

Cloud

Solution

Provider (1T)

Resale

Partner

1-Tier Direct • Partners selected based on criteria and business

opportunity

• Partners managed by MS @ some level- PSE, Tele, Programmatic

• 2T option provided for those partners that don't meet the bar

• Objective: net new customer acquisition with differentiated offers & services

2-Tier Indirect • Selective MS recruitment & nomination; stringent criteria

assessment

• Indirect sales via ‘resale’ partners

• Partners fill scalability, capacity and capability gaps

• Differentiated offers and services

• Objective to drive net new partner recruitment & customers

CSP Channel Strategy

Office 365

Licensing Revenue

Deployment &

Migration Services

Managed

Services & Support

Add-on

Projects & Solutions

• Help desk (i.e. Tier 1 /

Tier 2 support)

• New user set-up

• Updates

• End-user training

• Expansion

• Customization

• LOB integration

• IT infrastructure design

• IT planning

• IT training

• Upgrades & desktop

remediation• Assessment / planning

• Migration of data

• Establishment of service = Recurring RevenueCore

Optimize

= Recurring

Partner Opportunity

Part

ner

Reven

ue

Op

tim

ize

Co

re

New

ServicesEMS CRMOL Azure

What is the Opportunity?

Microsoft

• Additional Services

• Recruitment

• Readiness & Enablement

• Sales & Marketing Support

• Tools & Services to drive insights & execution

Odin + Microsoft CSP

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Source: Odin SMB Cloud Insights™ (Global), 2015 *SMB: 1-250 employees

Cloud Opportunity

Global SMB Market to Grow 17% CAGR through 2018

10

Infrastructure asa Service

Web presence andweb applications

Unified communications Business applications

2015 2018

2015: $99B

$38B $56B $17B $26B $19B $29B $24B $48B

2018: $159B

2015 vs. 2018 Regional Market Growth

for Unified Communications

>60% Of SMBs cited security as a main reason for

choosing hosted premium over free email

20%+ Of SMBs claim good price and increased security needs as top

purchase triggers for hosted premium email

Market and Partner Insights Review

Cloud Market Research

• SMBs are adopting more cloud services

• 50% of SMBs today use only one service provider

• SMBs are open to bundles that make billing easy

Cloud Solution Provider: The Opportunity is Now

13

146% Increase in Microsoft Office 365

adoption in last 12 monthsSources: Microsoft, 2015

Intune, and other cloud services

Sources: Microsoft Office blogs, 2014

Odin Service Automation for Microsoft CSP program

Microsoft Intune

• Enables CSPs using Odin Service

Automations to sell Office 365 today

• No more swivel chairing: automated

customer onboarding

• Code free integration and updates

Products available today through MS CSP

15

Exchange Online (Plan 1)

Exchange Online (Plan 2)

Exchange Online Archiving for Exchange Online

Exchange Online Kiosk

Exchange Online Protection

OneDrive for Business with Office Online

Project Lite

Project Online

Project Online with Project Pro for Office 365

Project Pro for Office 365

SharePoint Online (Plan 1)

SharePoint Online (Plan 2)

Office 365 Extra File Storage

Office 365 ProPlus

Skype for Business Online (Plan 1)

Skype for Business Online (Plan 2)

Visio Pro for Office 365

Yammer Enterprise

Office 365 Business

Office 365 Business Essentials

Office 365 Business Premium

Office 365 Enterprise E1

Office 365 Enterprise E3

Office 365 Enterprise K1

Azure Active Directory Basic

Azure Active Directory Premium

Azure Rights Management

Microsoft Intune

Microsoft Intune™ Extra Storage

Enterprise Mobility Suite

Components

Components

Suites

Suites

Jeremy DrewChief Operating Officer

Office 365 Upsell & Cross-Sell

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Anchor Value Adds Tools & Utilities

Domain Registration SSL Certificates

SEOWeb

Presence

E-CommerceCloud PBX Email Encryption

Email Protection

Desktop Backups

Email Archiving

Email + Productivity Suite

Broadband

Web Site Analytics

End Point Protection

Multi-ChannelBest SMB Reach

ONLINE

FIELD

INBOUND

OUTBOUND

RESELLER

SUPPORT ??

Follo

w-o

n S

ale

s

First Sale

Adding Domains is automatically integrated with CSP

18

….Just checking the boxes of services they need.

19

X

X

X

Imagine adding a new user to EACH service… Vs…

Expanding Opportunities for Cloud Solution Providers

20

Odin Service Automation

For

Microsoft CSP Program

Time-to-market for Microsoft Cloud Services Fully automated platform. Focus on GTM, not coding APIs and updates.

Create Relevant Service Bundles File Sharing, Security, Conferencing, Backup and Archiving, Web Hosting, Domains.

Enable and Scale Reseller ChannelsMulti-channel capabilities. Sell beyond your own marketplace.

Maintain Control of Customer Lifecycle and DataOn-premise solution with complete control of customer data.

Deliver a Differentiated Modern User ExperienceCustomizable storefront, Tightly integrated apps, unique upsell and cross-sell scenarios.

Getting Started with Odin Service Automation for CSP

21

New to Odin

Service

Automation

Schedule your CSP deployment today for CSP Add-On

Have

Odin Service

Automation

Get Odin Service Automation SmartStart for CSP

and go to market quickly

Odin Service Automation SmartStart for CSP

22

Odin Service Automation

Test & Production Environments

Professional Services

CSP Service Plans & Templates

Operations Automation – Orchestration

Business Automation – Billing

Online Store

Payment Gateway

Instructor-led

Online

Training

• Office 365

• Enterprise Mobility Suite

• Exchange Online

• Office 365 for Business: Kiosk Plans

Project

Management

Configuration

Planning Services

Installation,

Configuration,

Validation

Branded Online

Store

Testing

Support

Odin

Support

Silver Level

1 year

Standard Scope and Pricing with a Predictable Timeline

24 x 7 Managed Services – Optional

Odin Service Automation for CSP

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Odin Service Automation

Professional Services

CSP Service Plans & Templates

Project

Management

Configuration

Planning Services

Installation,

Configuration,

Validation

Branded Online

Store

Testing

Support

Make the CSP deployment Easy for Existing Odin Service Automation Partners

Prerequisites• Odin Service Automation

6.X

• Approved Microsoft CSP

Partner

Why Odin Service Automation for Microsoft CSPs

Solutions for all sizes of Microsoft CSP partners

• Maintain the control of your customer data and cloud business

• Deploy today without the complexity of API integrations

• Avoid cookie-cutter services with a customizable storefront

• Integrate Microsoft cloud services with your existing core businesses

24

Thank you