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How to sell Azure to
SMB customers
Paul Bowkett
Microsoft NZ
Visual Studio Family + Azure App ServiceDEVELOPER + APP PLATFORM
Azure + Azure Stack + Operations Management SuiteCLOUD INFRASTRUCTURE
Cortana Analytics SuiteDATA + ANALYTICS
Azure IoT SuiteINTERNET OF THINGS
CLOUD INFRASTRUCTURE
Data backup Disaster recoveryVirtual machine
deployment Website hosting
SharePoint SQL Server
Databases
Orders
Product
AP
Business
Applications
CRM Acct
HR
Virtual
Machines
Key Azure scenarios for your customerYou can use specific strategies to help sell to common SMB scenarios.
Provide easy, scalable
data backup services
in the cloud
Quickly deploy and
manage customer
applications 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
You want a hybrid solution to extend
on-premises with some cloud1
You want to extend on-premises with
advanced cloud capabilities 2
You want to be fully in the cloud3
Scenario 1: SituationThe 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
• 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
Solution: Hybrid with some cloud
6
For communication workloads
and collaboration
Augment on-premises workloads with some cloud services.
Cloud extension
For LOB apps running on top
of Windows Server 2012 R2
locally
For identity and access
management, on-premises file &
print capabilities, and cloud
backup
Benefits of a hybrid solution
• Gain a modern solution for
increased productivity and
agility with Office 365 and
Azure
• Enable access to data from
any device, anywhere and
anytime
• 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
• Connect employees, partners,
and customers with
Office 365
• Engage, collaborate, and
work better together with
new communication and
collaboration tools and
features
• 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
Be productive
anywhere
Protect what
matters
Work better
together
Use cloud services
like on-premises
apps
Scenario 2: SituationThe customer is a medium-sized precision
engineering manufacturer with 40 employees
The company specializes in manufacturing custom-
made 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
• 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% SLA-
backed high availability and scalability
• Use Office 365 for productivity workloads
• Extend local Active Directory into cloud for single sign-on
Solution: Hybrid with more Cloud
9
Run some workloads in the cloud, keep some on-premises.
For communication workloads and
collaboration
For web apps, running on top of SQL
Server on Azure for uptime and
scalability
For Identity and Access Management,
on-premises LOB apps and file &
print, and cloud backup
Remote Desktop for accessing server-
based apps, running locally
Benefits of Hybrid Solution with more Cloud
• 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
• Save the cost and hassle of
local tape/disk-based
backups
• Secure your data and
business with enterprise-
grade 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
• 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
• 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
Be productive
anywhere and work
better together
Protect what
matters
Achieve SLA-backed
99.9% uptime for
your apps
Access all your apps
from every device
Scenario 3: SituationCustomer 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
• 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
Solution: Cloud-only Solution
12
For all communication workloads
and collaboration
For storing credentials and
enabling single sign-on for all
cloud apps
For all apps running in Azure:
Remote Apps and LOB apps
running on top of SQL Server
Modernize your IT infrastructure in the cloud.
Benefits of Cloud-only Solution
• 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
• Secure your data and
business with enterprise-
grade 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
• 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
• Get enterprise-grade IT on
the Internet
• Save the cost of servers,
storage, or backup media
• Avoid hardware maintenance
contracts
Be productive
anywhere and work
better together
Protect what
matters
Only pay for IT
when you use IT
$
Invest into your
business—not IT
assets
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
Privacy & Control
• 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.
Compliance
• Your content is stored
and managed in compliance
with applicable laws,
regulations, and key
international standards.
Transparency
• 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.
Security
• 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.
Our cloud principles
Commitment to principles worthy of your organization’s trust
17
Backup and Recovery Services
Storage Services
Database Platform and Services
Cloud Computing
Application Hosting and
Development
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.
Azure
Move faster, do more, and save money
The comprehensive Azure experience
Microsoft Confidential 19
De-positioning AWS
1Nasuni, The State of Cloud Storage 2013 Industry Report
“Amazon is leading
the way to an ‘all
cloud’ future”
Visionary
“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.
Lower Cost
“Amazon is more
innovative than
Microsoft”
Innovation
• Azure releasing new
services faster than AWS
(most AWS updates are
enhancements)
• Azure is 56% faster in write
speed than AWS1.
• Azure's average availability
response time is 25% faster
than Amazon S31.
• Windows Azure Storage has
over 4 trillion objects,
processes an average of
270,000 requests/second.
• 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.
2. Identify which feature can meet the business
challenge from each of your potential customers
1. List out all your potential customers and
identify which scenario they fit into
Drumbeat: Next steps
© 2016 Microsoft Corporation. All rights reserved. Microsoft, Windows, 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.