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Partner Opportunity Playbook - PowerPoint Presentation

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Partner Opportunity Playbook - PPT Presentation

Migrate customers to SQL Server Content Why partner with Microsoft Next steps Partner programs amp resources Microsoft solution overview Market opportunity Watch the Microsoft Inspire session ID: 713803

partner data customer microsoft data partner microsoft customer cloud business customers amp platform azure sql server migration solutions magic analytics resources dsi

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Presentation Transcript

Slide1

Partner Opportunity Playbook

Migrate customers

to SQL ServerSlide2

Content

Why partner with Microsoft

Next steps

Partner programs & resources

Microsoft solution overview

Market opportunity

Watch the Microsoft Inspire session:

Grow your business through migrations to SQL server

Partner opportunity & benefits

Partner success insightsSlide3

Market opportunitySlide4

Learn how building and delivering on a competitive database migration offering will address

your customer’s needs.Slide5

Partnering with Microsoft

$640M in partner

investments

for FY18

Spanning across on-premises and cloud with AI built-in

90%+ of Fortune 500 companies use Microsoft cloud

Massive customer base

Robust partner commitment

Complete data + AI platform

Source: Microsoft internalSlide6

Digital

Electronics

& IT

Electricity

Steam

1780s

1870s

2015-16

1969-70Slide7

Systems of Intelligence

Digital Transformation

Engage your customers

Empower your employees

Optimize your operations

Transform your productsSlide8

TCO

SQL Server continues to delivery

industry-leading TCO

Modernization/Migration Drivers

AGILITY

Improve time to market

Responsive to Business

FLEXIBILITY & CHOICE

Enabling Digital Transformation

ISV solutions

Deployment options:

Cloud (Public/Private/Hybrid)

SKILLS

Difficult to find skills in legacy

platformsSlide9

Industry leading TCO

Built-in with SQL Server

vs.

expensive

add-ons with Oracle

Complete mobile BI

In-memory

End-to-end security

Advanced Analytics

built-in

built-in

built-in

built-in

$320K

SQL Server 2016

BUSINESS INTELLIGENCE

DATA WAREHOUSING

OLTP

ETL

11.7x

more

$640,000

$803,000

$1,272,000

$3,433,000

$3,745,000

Everything

built-in

MOBILE BI & SELF-SERVICE BI

#1 TPC-H—DW

INDUSTRY LEADER—OLTP

BUILT-IN ETL

R SERVER

IN-DB ADVANCED ANALYTICSSlide10

Migration Opportunities With No Partner

Microsoft driven reference content: Count of Opportunities as of July 2017

Competitive Migration Opportunities

Migration OpportunitiesSlide11

DB Migration Opportunity and Challenges

Risk too high

It has been done before

Higher risk of doing nothing

Expert partner ecosystem

Not a Tier 1 Vendor

Cost to migrate €£¥$

Find sponsors within other org’s (internal reference)Tier 1 reference networkBuild out tier 1 deployment

Build out ROI model

Ensure business drivers are attached

Ensure all costs are understood Slide12

Over 900 businesses Optimized Data platforms to SQL Server since 2012

By industry

Financial Services

139

Discrete Manufacturing

122

Retail

&

Consumer Goods

113

Government

105

Health

94

Professional Services

93

Process Manufacturing

& Resources

59

Hospitality & Travel

44

Telecommunications

36

Power & Utilities

31

Other Industries

119

TOTAL

955

Microsoft driven reference contentSlide13

“But Oracle's mainstay, highly profitable, database business could have a

tougher

time. Both due to Microsoft and SAP's database momentum, and the direct and indirect pressures placed by cloud firms.”

http://bit.ly/2rbkMj0Slide14

Microsoft solution overviewSlide15

Win through migrations

What a migration IS

Moving some or all of a customer’s existing application workloads from an incumbent database platform to SQL Server.

Now is the time to win Tier 1 workload migrations

What a migration IS NOT

Installing SQL Server for a new standalone workload (new) or as a portion of an existing workload on a competitive platform (surround).

Characteristics of a migration

Migrations can take a long time, including a long sales cycle and a long technical migration depending on the customer situation.

Migrations require careful analysis of the customer’s environment as a whole versus focusing on just the database.

Even if you’re migrating only a few apps, migrations require a complete team of coordinated experts to ensure accurate and timely results.Slide16

Migration TriggersSlide17

The Good, Better, Best Approach Land and Expand

Increasing Deal Size and Share

Good

Point Migration

Oracle on Azure

VMware backup to Azure

Better

Optimize Platform

Roadmap to move workloads to SQL Server Hybrid Cloud

Azure Stack

Best

Adoption of full SQL Server Hybrid Cloud vision

Standard for future workloadsSlide18

Identify good candidates for migration

Prime Candidates

Customer feels manipulated by current vendor.

Business relationship is strained or fragile.

Customer recently invested with a competitor.

BDMs are close with current vendor.

Performance and Security

Business Drivers

Cloud Expansion

Business Agility

Customer is pleased with the performance of mission critical apps and overall security on the current database.

Customer doesn’t need a highly secure solution.

Customer is uncomfortable using the cloud for mission critical apps (or deems it unnecessary).

Customer firmly committed to current platform.

Customer not willing to change current business processes.

Customer is constantly troubleshooting capability and performance issues.

Customer is concerned about security and compliance.

Customer is open to the using the cloud to scale mission critical apps.

Need for stronger e-commerce with reduced operational costs.

Need more elasticity to tackle seasonality efficiently.

Relationship with Vendor

App Status

Mission critical apps with HA requirements were recently built/refreshed on another platform.

Customer loyal to app vendor or ISV on another platform.

New mission critical apps or major updates with real HA requirements are currently in the pipeline.

Customer not wedded on one ISV or app vendor.

Unlikely Candidates

Consideration Factors

Total Cost

Customer recently invested heavily in platform.

Customer unable/unwilling to absorb migration costs.

Customer is frustrated with on-going/hidden costs and would spend money to make it stop. Slide19

Daman speeds business insight by 5X and improves agility by migrating from Sybase IQ to SQL Server 2016

Given rising healthcare costs, insurance providers such as Daman in the United Arab Emirates are seeking creative solutions for increasing business insight to improve

decision making, behavior monitoring, quality analysis, cost controls, and fraud detection. By migrating a 3TB data warehouse from Sybase IQ to Microsoft SQL Server 2016 with Columnstore indexes, Daman realized a fivefold improvement in the time required to perform simple queries and generate complex reports. Plus, the company accomplished this performance boost while keeping its existing star-schema database model with billions of rows of data. In addition, Daman avoided more than $250,000 in annual expenses, strengthened data security, and enhanced its agility so it can better

manage change.D | ONE

Increased business insight

United Arab EmiratesHealthEmployees: 1,600

Active DirectoryMicrosoft SQL Server 2016Slide20

Why partner with MicrosoftSlide21

Partner with Microsoft

Capitalize on new opportunities

Investments in partners

One complete platform

Momentum & customer base

$640m in partner GTM investments

One

Commercial Partner organization

Driving co-sell

with Microsoft field sellers

Continued investment

and improvement in platforms.

End-to-end solutions

on a consistent platform across private, hybrid and public clouds

Broad

opportunity across

infrastructure, apps, devices and cloud services

Built-in capabilities enable

profitable and competitive solutions

100s of service providers, 1,000s of enterprises, and

over 90% of Fortune 500 companies

use Microsoft cloud

Leader

in 13 Gartner Magic Quadrants

1

70% increase

in partners doing Azure projects

2

214% increase

in consumption from

partners led solutions

2

350% increase

of OSS Azure consumption from partner led projects

2

1. Gartner Magic Quadrant for Cloud Infrastructure as a Service; Lydia Leong, Raj

Bala

, Craig Lowery, Dennis Smith; June 17, 2017

Gartner Magic Quadrant for Public Cloud Storage Services, Raj

Bala

, Arun

Chandrasekaran

, July 26, 2016

Gartner Magic Quadrant for Access Management, Gregg

Kreizman

, Anmol Singh, June 7, 2017

Gartner Magic Quadrant for Business Intelligence and Analytics Platforms, Rita

Sallam

, Cindi Howson, Carlie

Idoine

, Thomas

Oestreich

, James Laurence Richardson, Joao

Tapadinhas

, February 16, 2017

Magic Quadrant for the CRM Customer Engagement Center, Michael

Maoz

, Brian

Manusama

, May 8, 2017

Magic Quadrant for Data Management Solutions for Analytics, Roxane

Edjlali

, Adam

Ronthal

, Rick Greenwald, Mark Beyer, Donald Feinberg, February 20, 2017

Magic Quadrant for Enterprise Agile Planning Tools, Thomas E. Murphy, Mike West, Keith James Mann, April 27, 2017

Magic Quadrant for Horizontal Portals, Jim Murphy, Gene

Phifer

, Gavin

Tay

, Magnus

Revang

, October 17, 2016

Magic Quadrant for Mobile Application Development Platforms, Jason Wong, Van Baker, Adrian Lowe, Marty Resnick, June 12, 2017

Magic Quadrant for Operational Database Management Systems, Nick

Heudecker

, Donald Feinberg,

Merv

Adrian,

Terilyn

Palanca

, Rick Greenwald, October 5, 2016

Magic Quadrant for Sales Force Automation, Tad Travis, Ilona Hansen, Joanne

Correia

, Julian

Poulter

, August 10, 2016

Magic Quadrant for Unified Communications, Bern Elliot, Megan Marek Fernandez, Steve Blood, July 13, 2016

Magic Quadrant for Web Conferencing, Adam Preset, Mike

Fasciani

, Whit Andrews, November 10, 2016

Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose

2. Internal Microsoft figures.Slide22

FY18 Data Platform Modernization

Aligning GSIs and Specialty Partners

GSIs Execute on Large Migrations

Manage customer application / database portfolio

Most knowledgeable on existing ISV and custom applicationsEffective at deploying migrations and testing

Specialty Partners

Experienced on MigrationsExecute smaller migrations

Available to partner with GSIs / MCS for larger migrations

Process: Onboard, Train, and DeliverOnboard

: added additional GSI’s and Specialty Partners that can offer a data platform modernization practice thru Safe Passage

Train

: delivered migration airlift WW

Deliver

: developed and demonstrated migration expertise through PDU

GSIs

Specialty PartnersSlide23

Partner opportunity & benefitsSlide24

1

Pie Chart *IDC Worldwide DB Forecast Dec 2016

2 Microsoft Internal Sources

3 DB-Engines, Keystone 2016 On-Prem Study, N=90

Modernizing with SQL Server37% of all units run Microsoft,

>50% of units run 2008/R2 or older2 New opportunity withSQL Server 2017 on Linux

PaaS & IaaS

SQL PaaS & IaaS driving >65% of Azure Data Services2More than 4,500+ partners did data projects in Azure2

Non Relational Azure Cosmos DB >600% growth in 12 months & fastest growing in past 32

Open source

1/3 of

new app dev is on OSS relational DBs like PostgreSQL & MySQL

3

Modernization opportunities for partners

Migration

1400+ compete opportunities

with >400 wins in 12 months

2Slide25

Partner success insightsSlide26

Modernizing data solutions maximizes customer investment

DSI, a traditional BI partner, transformed its business by migrating data solutions to SQL Server 2016 and Microsoft Azure

"Data is what we do. Everything from storing it to really advanced analytics and what the digital transformation has really allowed us to do is get at more data cheaper, bring out customers who may not be the big Fortune 500 customers, into a situation where they're getting the same kind of access to resources that those big companies traditionally held.”

      

Steven Giles

Director of Data Maturity/SalesSlide27

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Modernizing data solutions maximizes customer investmentSlide28

Organizations of all sizes can harness transformative data

What do manufacturing, automotive sales, and veterinary services have in common? They can all leverage business insights brought to them by data analytics, thanks to Toronto-based Dimensional Strategies, Incorporated (DSI). DSI specializes in data analytics, data platform, application development and CRM; its business revolves around building custom solutions with Microsoft’s complete data analytics stack.

Traditionally, the powerful insights derived from data analytics have been available only to select groups of users in organizations wealthy enough to afford the expensive infrastructure. However, the data storage and analytics capabilities delivered by Microsoft cloud technologies ultimately enable users to access insights that stimulate new ideas to drive their business.

Steven Giles, DSI’s Director of Data Infrastructure knows that, “Business users have great ideas, but if they can't get at the data, if they don't know what's there, then they can't exercise that.”

To deliver customer value, DSI understands the client’s business problem, identifies what data is available, and then uses the Microsoft platform to solve the problem.

For example, DSI built a predictive sales solution for a car dealership. Jeremy Fitzgerald, Principle & Co-founder says, “having the right car, at the right time, at the right dealer was a big problem for that company. So, if you were to go in and buy a car off that particular dealership, and they didn't have the car on lot, they would have to transfer it from a different lot. And they were transferring as much as 40% to 50% of cars to meet customer demand.”

DSI examined the customer’s historical data and used SQL Server R Services to map the solution. The car dealership is realizing a reduction in the movement of cars and the associated costs.

“What the cloud allows me to do is really dream big, stand something up, try it and see if I like it, see if it works, see if it meets my needs, get a sense of what the cost is going to be in production and then if it works, I keep it running and if its doesn’t work, I shut it off and I’m done.” – Steven Giles​, Director of Data Maturity/SalesSlide29

According to Evan Ross, CTO & Co-founder, inertia is one of the biggest challenges that DSI helps customers overcome. “The database world tends to scare people sometimes, and, once that database is up and running, nobody wants to touch it.”

Even though customers intellectualize the benefits of cloud, they still believe that data is safer or better utilized on-premises. Furthermore, customers sometimes grow accustomed to limitations in their existing tool set. According to Giles, “They've shaped their expectations to match the tool set. Once we take the tool set off the table and say, ‘Look this is all services, there's a menu of 100 things we can turn on if we need them,’” the customers become more open to the discussion.

DSI reports that many customers are interested in not only modernizing their existing Microsoft infrastructure, but also moving from on-premises legacy technologies, such as Oracle and IBM, to Azure, so that they can leverage the multi-faceted value of the cloud.

Giles believes that, “Customers are just tired of paying a lot of money for Oracle and not having the benefits of the cloud.” Competitive advantage is a major driver for businesses seeking to move from on-premises to cloud solutions. The ever-evolving cloud capabilities delivered by Azure make that sought-after advantage a reality.

According to Ross, “anything we're building for customers in the Cloud, is running on Azure. We think that Azure has got the full platform, it's got all the services and data centers around the world that deliver what we need for our customer solutions.“Steven Giles states, “We chose Microsoft technologies for the completeness of vision. If you look at the Gartner studies and the Magic Quadrants, or just look at what's in that tool box in Azure, it's a complete mature solution.”

Delivering true

customer value with the most complete platform

“Customers are just tired of paying a lot of money for Oracle and not having the benefits of the cloud. Whereas we get them off of Oracle on this sequel server and then this whole door opens up that we can now go and talk about other things.”

– Steven Giles​, Director of Data Maturity/SalesSlide30

Azure lets DSI get projects up and running faster, increasing the number of customer engagements. As a result, DSI’s revenue is increasing steadily at about 25% year over year.

Partner to partner insights

Azure is the leading cloud analytics platform.

Compete and displacement are opportunities.

Prospects want to move from IBM and Oracle to access affordable analytics with Microsoft Azure.

DSI has completed many projects with other partners because they know we will deliver a great solution.

Partnership intersects infrastructure and applications and strengthens competitive position

“What’s different today with Microsoft is we don’t have one big customer, we have many, many customers. And that’s all because of Microsoft SQL Server, Power Bi and because of really our focus in that analytics workspace.” – Jeremy Fitzgerald, Principle & Co-founder 

DSI’s revenue is increasing steadily at about 25% year over year. The sales organization fields a handful of new enquiries every week, largely because, as Ross states, “with Azure, we're able to get these projects up and running starting in two weeks instead of six months.”

Partnering closely with Microsoft has been a factor in DSI’s success. Fitzgerald is adamant that, “Microsoft is an absolutely fantastic partner. We work with them day in and day out, we develop go-to-market strategies together, they are introducing us to customers, and all we really care about is making that particular customer a success.”

There is also an element of symbiosis. Giles states, “Microsoft is supporting us immensely in their product stack. But then we're taking their tools, building business-centric solutions and then making it easier for Microsoft to sell their tools to their customers because customers don't buy tools, they buy solutions to problems.”

Furthermore, Ross says that, “Comparing to other products in the market that were more expensive, we knew that if we could drive adoption, we could have customers get better value out of the Microsoft stack, the price point was always a better ROI than the competitive products.”

DSI understands that it cannot be everything to everyone, which is why it focusses exclusively on data. Fitzgerald states, “What the Microsoft ecosystem has allowed us to do is draw upon partners in a very friendly way so that we can bring a complete solution to our customers.”

Ross maintains, “We've done a number of projects with other local Microsoft partners because they know what they do best and we know what we do best, and we work together and deliver a great solution for the customer.” He continues, “We sit at the intersection of infrastructure and applications. We use the data platform to build up what we need, and we're using a mix of everything from the infrastructure service, where we're running SQL Server in the cloud or on-premises, we use platform as a service like Azure SQL Data Warehouse for large databases running in the cloud, and then we use software service offerings like Power BI.”Slide31

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"Anything we're building for customers in the Cloud, is running in Azure. We think that Azure has got the full platform

,

and it's got all the services and data centers around the world that deliver what we need for our customer solutions.“ – Evan Ross, CTO

Virtuous cycle of data and insights continues in the future

It's not enough just to collect the data. DSI understands customer outcomes – what customers need to do to succeed – and uses that as the starting point for building a solution.

DSI is always going to be focused on the data. It is looking forward to new opportunities that are going to arise with machine learning and the ever-growing data feeds coming in from IoT connected devices. The data will supplement predictive models extend insights far beyond what can be derived with the data currently available, and at a lower price point. Ross states that DSI’s resident data scientists, “can add value there by helping our customers understand what they should be looking at, not what they think they should be looking at.”

According to Giles, DSI’s revenue opportunities are, “coming very much from our traditional services model. The cloud certainly helps with that because organizations don't have the skills in house or the understanding to really move to the cloud so we're driving a lot of revenue through the services business. But then once we're there, the support business allows us to extend our footprint and allows us to find other opportunities within the organization.”

"Data is what we do. Everything from storing it to really advanced analytics and what the digital transformation has really allowed us to do is get at more data cheaper, bring out customers who may not be the big Fortune 500 customers, into a situation where they're getting the same kind of access to resources that those big companies traditionally held.”– Steven Giles​, Director of Data Maturity/Sales

Learn more about DSI

View other

Partner StoriesSlide32

Partner programs & resourcesSlide33

Partner Toolbox

The

Partner Toolbox

for Data and AI provides a summary of and links to all guidance and resources that will help partners get started, build and sell and market Microsoft Data and AI solutions.

Access the Partner Toolbox for the following guidance and resources:

All resources listed in the Partner Toolbox can be found on the

Cloud and Enterprise Partner Resources portal.Any new resources or updates to existing partner resources will be posted to the Partner Resources portal.

Get Started with Microsoft

Become a Microsoft PartnerPractice Development

Technical Readiness

Technical Readiness

Technical Programs

Sales & Marketing

Sales Readiness

Sales Tools

Marketing Resources

Incentives & Offers

Partner & Customer

Get Showcased

Partner Directory

Success Stories

Support

Partner SupportSlide34

Next stepsSlide35

Get started today

Access partner resources

Visit the

Cloud and Enterprise Partner Resources

portal

Download the

Partner Practice Development Playbook – Data Platform & Analytics

Become a Microsoft Partner

Join the

Microsoft Partner Network

Create a

Marketing Profile

to showcase your business to customers

Get recognized as a Data & AI Partner

Join the elite tier of Microsoft Partners and stand out from your peers by

getting your competencies

Become a

Digital Partner of Record

(DPOR)

Grow your cloud business by becoming a

Cloud Solution Provider program Slide36