Why Azure Selling Azure and overcoming cloud objections

Why Azure? Selling Azure and overcoming cloud objections Presenter name Company Microsoft Confidential: For Partner Use Only

Sales Readiness Program Enabling Microsoft Sales Experts Why Microsoft for IT in the Cloud Integrated, Flexible Services True Hybrid Platform ü Integrate cloud services with on-premises infrastructure, systems, apps ü Broadest choice of integrated, infrastructure and platform services (Iaa. S, Paa. S) ü Services where you need, when you need ü ü 99. 95% uptime, financially-backed Open source platform – supports almost any OS, workload, app, tool, framework, language… ü Integrated but separate enterprise and consumer services Industry Leader ü Leader in Cloud Infrastructure ü Trusted cloud - enterprise-grade security, privacy, compliance ü Largest global network of datacenters ü Broadest partner ecosystem Partner Internal Use Only

Sales Readiness Program Enabling Microsoft Sales Experts Azure Global Momentum 120, 000 85% >40% New Azure customer subscriptions/month Of Fortune 500 Companies use Microsoft Azure revenue is from startups and ISVs 5 Million 60 Billion Companies using Azure Active Directory Hits to Websites run on Azure Web App Service 1. 4 Million “Microsoft is growing its cloud revenue faster than Amazon” – Business Insider 2016 AWS revenue grew about 69% but Microsoft Azure revenue grew by 127% SQL Databases deployed In Azure Partner Internal Use Only

Sales Readiness Program Enabling Microsoft Sales Experts Microsoft Azure vs Amazon Web services Build stuff faster with Azure supports broadest selection of devices, OS, databases, languages, frameworks, tools. Seamlessly connect on-premises IT to cloud Unlike AWS, Azure lets customers build hybrid apps that use resources from customers datacenter, at service providers or within Azure without complex workarounds or tradeoffs. Use what already know Unlike with AWS, there’s no steep learning curve with Azure is an open source platform letting customers use the technologies they choose. Azure vs. AWS Comparison Chart Minimize risk Microsoft leads the industry in its commitment to security and privacy of data and services. Partner Internal Use Only

Sales Readiness Program Enabling Microsoft Sales Experts ”Azure scored over AWS on scalability and IT management. Since we migrated from AWS to the Azure it has greatly improved customer satisfaction. ” Cloud. Munch “The services that were available on Amazon didn’t match our client’s growth requirements. In Azure, we found the cloud platform that could both save our clients on hosting fees and future-proof them for their continued growth” Earlybird “Azure is easier than AWS. Unlike AWS, Azure does not need particular developer expertise. AWS infrastructure is very expensive. ” 311 Solutions Since replacing AWS with Windows Azure, Mind Palette is saving almost 20% on database costs. “When we used AWS, our relationship purely consisted of paying for the computing resources that we used. Microsoft Azure is more than just a server resource. It is a stage on which new mobile-game companies can present their ideas to the world. ” Apex Platform Partner Internal Use Only

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

Our cloud principles Commitment to principles worthy of your organization’s trust Security Privacy & Control Compliance Transparency • 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. • 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. • Your content is stored and managed in compliance with applicable laws, regulations, and key international standards. • 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. 10

The comprehensive Azure experience 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. Cloud Computing Database Platform and Services Storage Services Azure Backup and Recovery Services Application Hosting and Development Move faster, do more, and save money

De-positioning AWS Lower Cost Innovation Visionary “Amazon is less expensive than Microsoft” “Amazon is more innovative than Microsoft” “Amazon is leading the way to an ‘all cloud’ future” • 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 EC 2 instance usage above and beyond contracted usage is charged at the On-Demand rate. • Azure releasing new services faster than AWS (most AWS updates are enhancements) • Azure is 56% faster in write speed than AWS 1. • Azure's average availability response time is 25% faster than Amazon S 31. • 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. 1 Nasuni, The State of Cloud Storage 2013 Industry Report Microsoft Confidential: For Partner Use Only 12

© 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.