The MSP Opportunity Building an MSP practice Panel

The MSP Opportunity Building an MSP practice Panel discussion

Deepen your customer relationship Get recurring revenue Take advantage of higher margins Unlock portfolio opportunities

§ Assess current workloads § Dev-test and POCs § Backup § Workload/network dependency mapping § Migrate services/data/apps § Disaster Recovery § Cloud TCO analysis § Re-platforming and /or Re-factoring § Patching § Cloud vendor feature and cost comparison § App/workload testing § Config management § Cloud migration planning for workload/data/apps § Staging and release management § Identity management § Orchestrate and validate § Resource right-sizing § Cloud Strategy definition § QOS checks § Investment and training planning § Cloud ROI analysis § Monitor services § Cost optimization § End point protection § 24/7 support § Monitor HW/SW § Chargeback § Anti-virus, malware protection § Response time SLAs § App performance § Billing management § Threat detection and analytics § Troubleshooting § SIEM/alerting § Service health monitoring and dashboards § Log analytics § Web application firewall

Infrastructure Management Assessment & Planning Application Recovery App dependency mapping & visualization Migration Lift and shift Replatforming/ Re-architecting Deployments Solution design & architecture support Compliance and regulation support Migration ROI analysis App decommissioning Migration planning OS updates, upgrades and patching Dev-test, POCs and App performance testing Auto-scale design and deployment Azure TCO analysis Config Management Deployment automation Password resets Compliance and regulation support Snapshotting Managed Backup (Shortterm) Resource configuration Long term data and policy retention management Audit log management Deployment operations and troubleshooting Dedicated account management and architect support Governance and planning Backup & DR Identity Management Subscription management User access and RBAC management Automation/ Dev. Ops ARM template authoring and deployment Continuous integration & deployment User tagging and change management Database monitoring Single sign on and Multi-factor authentication Application life cycle management Cost Optimization Basic infrastructure management (OS, compute, Usage and storage, spend analytics network) Advanced infrastructure monitoring (basic + Spend firewall/DNS/ and usage load balancer forecasting etc. ) Alerting/alarms with response SLAs DR planning and DR drills Automated failover and restore Monitoring App performance monitoring Log analytics & alerting Tagging and audit trails Custom invoicing Capacity planning and resource optimization Security Support Anti-virus/ Anti-malware 24/7 support Security and risk assessments Uptime and response SLAs Intrusion detection and remediation System health monitoring Security information and event management Web application firewall Encryption and key management IT Service and incident management Custom control panels/ customer portals

Business planning Offer design Go to Market § Conduct market and customer research § Create your business plan § Evaluate tools § Build POCs and test in Azure • Pilot the offering § Engage in training and certifications § Build the service offerings § Marketing and sales enablement § Differentiate your offerings § Nurture the business

MSP pricing models $ A - LA - CARTE $$ $$$ PER VM/NODE % OF CLOUD SPEND $$$$ PER USER/DEVICE

MSP Service Offerings Example service catalog ADVANCED ESSENTIALS • • • 24 X 7 support with 24 hr response Basic IT support (patching, updates, configuration management, identity management) 30 day backup Proactive infrastructure monitoring and alerting Monthly health reports and dashboards Basic anti-virus and anti-malware support • • 24 X 7 support with 1 hour response times Shared TAM and architect support Basic IT support (patching, updates, configuration management, identity management) Unlimited backup, self-serve-point-in-time restore Proactive infrastructure, DB and app monitoring and alerting Advanced threat analytics, anti-virus and anti-malware support Real-time health reports and dashboards • • • 24 X 7 support with 15 min. response times Direct access to L 3 support Dedicated TAM and architect support Unlimited back, self-serve-point-in-time restore BCDR SLA – 15 mins RPO, 1 hr RTO Proactive infrastructure monitoring and alerting Proactive capacity planning, performance and cost optimization Deep Security (WAF, DDo. S, Threat analytics, antivirus, anti-malware, email and web protection) Proactive runbook authoring Advanced operational intelligence and custom dashboard on usage, performance, governance, and cost

Partner Readiness and Enablement Map START (50 - 100) Exploring the product services opportunity, has begun using MPN resources. Sales and Presales GROW (200) Building a specialized services practice with some customer success, making full use of benefits. OPTIMIZE (300 - 400) Strong specializations, maximizing complex scenarios and cross-services practices. Technical Presales Assistance Microsoft Partner University and Learning Paths / learning plan portal Azure Ask the Experts C+E Partner Resources Practice Leads & Decision Makters Azure. com Azure Sales Assessment Pitch Perfect C+E University Online (webinars and MOOCs) Partner Profitability Portal + Sure. Step Portal Azure Mentor Program (invitation only) Partner Learning Plan Consult Starter Kit Deployment Consult Solution Accelerator START Practice Accelerator Deployment Shadowing Build Conference GROW On-demand online On-demand or live Ww. Partner Conference OPTIMIZE In-person or on-demand In-person only Envision

Partner Readiness and Enablement Map GROW (200) Building a specialized services practice with some customer success, making full use of benefits. START (50 - 100) Exploring the product services opportunity, has begun using MPN resources. OPTIMIZE (300 - 400) Strong specializations, maximizing complex scenarios and cross-services practices. Channel 9 / MSDN / Ed. X Solution Developers Solution Architects Cloud Roadshow / Ignite Grow and Manage your business with Azure IUR IT Implements Cloud Platform Comptency Technical Assessments Dev. events Azure events Labs on Azure for Developers Platform Immersion Build Conference 70 - 532 Azure Dev MCP Partner Practice Enablement workshops Azure Cloud Azure Ask the Experts Partner Readiness Catalog Cloud Platform Comptency Technical Assessments Azure Ask the Experts C+E University Roadshow * 70 -473 Azure Data Services MCP 70 -533 Azure Data center Infra MCP Leverage Azure IURs Technical presales assistance Microsoft Virtual Academy/ Ed. X / Azure. Com / Microsoft Partner University Partner Advisory Services + Signature Support (CSS) + Advanced Support for Partners (CSS-paid offer) Cloud Architects boot camps (invitation only) On-demand online On-demand or live C+E University Roadshow (invitiation only) In-person or on-demand In-person only 70 - 534 Azure Architect MCP

Azure MSP Playbook Aka. ms/Azure. MSPplaybook

Building an Azure Managed Services practice Panel Discussion Jeppe Anderson CEO, Klestrup Jon Thomsen CEO, Atmosera Hugo Perez MD, United Data Technologies

Win with Microsoft— Build or bring your Cloud and Mobile Apps to Azure • • Join the mobile development partner program and leverage resources for your mobility practice on the C+E partner portal Learn more about Dev. Ops and leverage resources on the Dev. Ops partner portal Learn about the Cloud Platform partner program designed to move apps to the cloud Join the new Open Source Partner community and activate your benefits and incentives on the new MPN open source partnership page. Leverage the Power of Choice, increasing your profitability and extending market reach with Open Source on Azure. Grow your hybrid cloud practice • Leverage resources specific to a Hybrid Cloud Management on the C+E partner portal and partner with Microsoft on the intelligent cloud platform • Learn about Windows Server 2016 and modernize customer infrastructure with Datacenter & Cloud Practice Accelerators • • Utilize the Microsoft Trusted Cloud Principles to accelerate cloud adoption and leverage those principles in sales discussions with your customers Learn about Microsoft’s Enterprise Mobility and Security solutions and take advantage of the rich resources to start building your practice Build your Microsoft practice • Leverage resources built for partners across the technologies at the Cloud + Enterprise Partner Resource Portal • Lead your teams to individual certification getting closer to achieving an MPN Cloud Competency • Start using Internal-use rights software, including Microsoft Azure, Power BI, Visual Studio, Enterprise Mobility Suite, Xamarin and more. • Drive deep customer engagement and increase profitability with sales and technical trainings Adopt CSP as the model for Cloud Create your Data Platform Practice on SQL Server 2016 • Leverage all the partner tools & resources on the Cloud + Enterprise partner portal • Learn about SQL Server 2016; Get started with SQL Server Migration Assistant • Find training resources and attend the Data Platform University • See our latest content on Microsoft Virtual Academy – SQL Server; Use Technet for online training, virtual labs and Get Certified • Get Started on SQL in a Box for Service Providers • Learn more about CSP in the CSP Resource Center • Download the MSP playbook to kick-start your managed services practice on Azure • Access business and technical IP for different CSP scenarios in our CSP-in-a Box kit • Build a successful managed service practice by becoming a Microsoft Cloud Solution Provider and find practice-specific guidance here Expand your business, building Intelligent Apps • Try the preview of Project Madeira, a reinvented business management solution for SMBs • Create modern BI solutions using Power BI and embed BI inside your app while staying up-to-date with Power BI developer information • • Visit the Azure Io. T Partner portal and join the Azure Io. T partner community for access to guidance and resources to help you create or grow your Azure Io. T business; Set up and provision Azure Io. T Suite, using a free Azure one-month trial Build, publish and market your business apps through App. Source • Partner with us by enrolling in our Cortana Intelligence and Power BI partner programs to get the latest training, sales support and marketing resources and then connect with customers by highlighting your solutions in our Power BI and Cortana Intelligence partner showcases • Take advantage of the training courses available through Microsoft Analytics Learning Portal and Power BI Guided Learning Journey • Learn about our Power BI target industries and audiences, and customize one of our Power BI solution templates for your customer; Build a Cortana Intelligence solution template by contacting us • Go to Microsoft Dynamics AX virtual launch event (VLE) for a deep dive into the new Dynamics AX service and then visit the Microsoft Dynamics ERP site for great content • Expand your CRM practice with Service capabilities and download and use content from the Customer Driven campaign for your marketing of CRMOL, Field Service, Io. T and much more; Leverage announcement of the CRM Spring 2016 wave with your customers and learn about Microsoft Trusted Cloud for CRM • Explore and execute cross-sell opportunities - CRM partners can expand into service, O 365 partners can start with employee knowledge, Azure partners can start with self-service portals, Service partners can extend into Azure Io. T, Analytics, and ML

aka. ms/wpcevals