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An Evolving Channel in the Cloud

An Evolving Channel in the Cloud. Steven Martin GM , Windows Azure Marketing & Operations. A little about m e I started out as a SQL Server VAR. Partner channel was primarily transactional. We were busy winning the hearts and minds of the IT professional (sold directly to IT ).

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An Evolving Channel in the Cloud

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  1. An Evolving Channel in the Cloud Steven MartinGM, Windows Azure Marketing & Operations

  2. A little about meI started out as a SQL Server VAR Partner channel was primarily transactional We were busy winning the hearts and minds of the IT professional (sold directly to IT) Large transaction incentives for resale

  3. A little about Azure App services Cloud services Mobile services Websites Caching Identity Service bus Media Integration HPC Analytics Data services Blob storage Table SQL database HDInsight Infrastructure services Traffic manager Virtual machines Virtual network VPN CDN

  4. Alignment across all businesses Distributors System Integrators ISVs/CSVs Resellers Companies of all sizes Small Large

  5. Azure in EA – Drive for Simplification Reducing order complexity in Azure program ● Reducing order corrections for Azure customers● Driving broad activation of Azure by EA customers ● Providing friction free access to Azure for EA customers ● Aligning Azure to EA purchasing motion ● Helping customers understand their Azure needs

  6. Business momentum 54% Fortune 500 companies signed up for Windows Azure 54% Fortune 500 companies signed up for Windows Azure >1000 New customers a day >1000 New customers a day 2X Growth of MSDN penetration since July 2013 35% Of all utilized revenue associated with Partners 35% Of all utilized revenue associated with partners 2X Compute and Storage growth every 6 months 148% Windows Azure YoYrevenue growth 2X MSDN growth since July 2013 2X Compute and Storage growth every 6 months 148% Windows Azure YoYrevenue growth

  7. Windows Azure Global Footprint • 24 x 7 x 365support. 90markets worldwide. >$1bn invested in Azure expansion in 2014 7

  8. We know a few things about the future of compute: We are going to the cloud (fast) Apps are going SaaS (both packaged &custom) The partner channel is the key to success 1 2 3 LOB IT Mgmt Vertically Specific Finance Marketing CRM # of Azure customers 2012 2013 2014 | EMEA Channel Partner Conference 2014

  9. New realities —Evolving Channel We are committed to reducing operational and pricing complexity, and maximizing agility for systems connected to Microsoft. This evolution is designed to enable success without negatively impacting your bottom line • Majority of revenue generated by channel • Customers are relying more on Distributors for value-add • Partners are beginning to host solutions for customers

  10. I have a new word for Partner… Customer.

  11. The partner of the future: Hosted solutions for customers • Supporting LOB directly New relationships • Providing “first-call” support • Cloud capability as the “door opener” • Supporting IT’s “big picture” role New business model • Continued annuities • Billable packaged services • SSAS—Solutions & Sales, As a Service

  12. Let’s Break New Ground Together. Provide your feedback on the sessions through the Conference App and be eligible to win one of five Nokia Windows Phone 8 ALL Partners who provide feedback through the Conference App will receive a one year subscription to Office 365 Home Premium Visit the Conference App now at partnerconferenceapp.com .

  13. Thank you.

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