Windows Azure Platform Discussion

Zane AdamJuly 19, 20010

Discussion Agenda

Quick update on STB cloud positioning and WPC newsPositioning Microsoft against key competitors - how we differentiate/winHow do we…

Decrease sales cycle to avoid late closeIncrease run rate of breadth salesIncrease revenue per dealIncrease SQL Azure attach

How to prioritize and make choices on where to focus

IT as a Service

SOFTWAREA S A S E R V I C E

PLATFORMA S A S E R V I C E

INFRASTRUCTURE

A S A S E R V I C E

IT as a ServiceINFRASTRUCTURE

A S A S E R V I C E

PLATFORMA S A S E R V I C E

SOFTWAREA S A S E R V I C E

CUSTOMER &PARTNER APPS

CustomerService Provider

announcing

Microsoft

Cloud Computing Landscape

CUSTOMERSERVICE PROVIDERSGLOBAL PROVIDERS

IT as a SERVICE

SaaS

PaaS

IaaS

“Information Marketplace for IWs and Developers”

Partner driven ecosystem and global reach to deliver data and functionality to developers and information workers

Discover, acquire, and consume structured and blob datasets to power any application – on any platform and any screen size

Easy to consume REST-based APIs for contentUnified billing & provisioning platform and built-in security / authorization model

Marketplace lets you set your price, terms, and use our cloud to deliver web services and data to the world!

Partner incentives model drives additional revenue opportunities

Rich Experiences and Insight on your data for Information Workers

Easy information discovery, real–time data accessDifferentiated Experiences on data in Office, Dynamics, SQL Server BIAbility to easily combine and analyze both public and private data

The Journey to the Cloud

- Shift application workloads to the cloud to reduce costs

- Provision just in time—what you need, when you need it, where you need it

- Scale rapidly up/down to meet business needs

MOVE

- Build upon existing LOB investments

- Create new composite solutions taking advantage of cloud capabilities

- Share information securely and reliably across on/off premises

ENHANCE

- Rapidly create new solutions to take advantage of new business opportunities

- Share information easily across boundaries

- Gain new business insight that provides a competitive edge

TRANSFORM

New Application Development

Storage in the Cloud

Application Extension(HPC, Hybrid)

Data Center Extension

Application Maintenance

Roadmap Forward

2011

2010

Windows Azure: new platform infrastructure improvements SQL Azure: expanded enterprise capabilities and tools for

management, migration and synchronization; new reporting and analytics capabilities delivered as a service

AppFabric: new building block services (caching, messaging, hosting…) and common application model

“Dallas”: New partners, new content, enhanced marketplace and publication experience

Resources to help Accelerate Sales-- Available NOW --

PlaybookKey sales scenariosPartner strategyReadiness plan

Field portal: //SQLAzureUpdated every monthKey areas like Top Content, campaigns, programs, roadmapEvidence

Resources to help Accelerate Sales

SMSG Incubation (WE filter)

12 Windows Azure Platform SSPs & TSP focused on enterprise adoption

DPE ISV Advisors40 WW headcount focused on managed ISV SaaS adoption

Sales contests [3.2M]Largest sales contests for FY11 to drive Cloud Assessments and reward closed sales

CampaignsGlobal Ad Campaigns

Gain thought leadership

Journey to the CloudMessaging, virtual event, subsidiary plug in, workload guidance

Windows Azure Platform Roadshow

Drive customer, partner and Field Enablement

Demand Generation Customer Campaigns

Not Global Ad funded

$3.75M of BIFEnterprise StandardizationSaaS ISV AdoptionHPC in the Cloud

Regional Events

Partner Readiness

Marketing

Sales Investment

Co-Funding

Backup

“Journey to the Cloud Campaign” Overview

Opportunity:• We need to present and clarify our cloud computing strategy and demonstrate that Microsoft is a leader in cloud computing

Solution:• Share MSFT cloud strategy and drive adoption of key workloads (mapped to ad campaign solutions) through practical guidance.• Capture press and analyst mindshare through positive coverage & endorsement.• Drive local customer connections through subsidiary-led in person events and TDM/IT Manager focused campaigns.• Drive compound results through integrated campaign execution – advertising, communications, digital, and field events.

Market Challenge:• Microsoft is being out-visioned by competitors in the cloud computing

space

• Microsoft’s current positioning and messaging in this space lacks clarity, credibility and differentiation

1: Oct Catalyst Virtual Event 2: 100+ Subsidiary Events

Implications:• Microsoft has a complete and versatile cloud computing strategy, but

this is lost on customers

• Awareness of Microsoft’s cloud computing strategy is low and may potentially stall sales

3: Ongoing Digital Dialog (Ad Campaign)

“Catalyst” Virtual Event: Journey to the Cloud

Objectives Metrics

Reach critical mass of key constituencies (sweetspot is CIO, Minus 1) Live viewership:On-demand viewership:

2,000>15,000

Capture press and analyst mindshare; drive positive coverage & endorsement

PR coverage (>XXX prime):Analyst output/favorability

XX

Provide blueprint for subsidiary execution: Satellite events in 45 cities

Events:Live participants

100+10,000+

Virt

ual E

vent

Sub

Even

ts

Oct 6, 2010 Virtual Event Goals:• Create a “must-see” event that reaches critical mass of key constituencies—answers critical

questions in peoples’ minds, an immersive experience, interactive, enticing, creates buzz

• Highlight the full MSFT cloud computing story

• Provide additional break-out video content to complete experience on hosted platform

• Provide ongoing portable content for social media/marketing campaign support

• Capture press and analyst mindshare; drive positive coverage & endorsement

Existing Virtual Hosting Platform

Planned Events

Subsidiary provides:• Customer confirmation• Event orchestration• Local speakers• Featured customers for panel• Local partner participation & sponsorship• Event metrics & reporting

Subsidiary Events Strategy

Corp provides:• Content & offers section of CLE• Event assets & materials

• Presentations• Surveys• Leave behinds • Readiness materials

• Corp speakers for large events

Objective: Enable subsidiaries to communicate Microsoft’s cloud computing vision and enabling technologies to Enterprise customers in order to instill confidence and generate demand for these technologies. Audience: ITDMs, IT Managers, Dev Managers

Cross Org Effort• CMG (event lead)• STB (Core Infra & App Plat)• Developer• IW• Enterprise Mktg

Planned Reach• Across the A13• 100+ in-person events• 10,000+ attendees

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