Cloud Solution Provider
Transform Your
Business
with the Power
of Azure
Cloud Solution Provider
Cloud Solution Provider
CSP enables partners to offer End-to-end
Managed Services on Azure
Set the price, the
terms and
directly bill
customers
Directly provision and
manage subscriptions
Be the first point of contact
for customer support
Cloud Solution Provider
Azure in CSP Business Model
Rich partner economics
Microsoft
Wholesale discount of 15%
Additional 6% channel incentives available
Follows Azure direct pricing
Indirect
Partner opportunity in the value add and Direct Partner
Provider
managed services
Understand how pay-as-you-go impacts your
GTM Reseller
Customer
Cloud Solution Provider
Usage = Revenue in CSP
Understanding Pay-as-you-Go in CSP
Services are
Azure
created in the Usage Microsoft bills Partner bills
subscription
Azure occurs over the partner for the customer
Sold to Management the month the usage for the usage
Customer
portal
Microsoft Azure
Cloud Solution Provider
How Partners Benefit from CSP in Azure
Enhance Your Solution Unlock Lucrative Opportunities
Portfolio with Managed Services
Offer new cloud and hybrid solutions Increase profitability with a
to customers Managed Services practice around Azure
Cloud Solution Provider
Enhance Your Solution Portfolio
Offer new cloud and hybrid solutions to customers based on IaaS services from Azure
Add new cloud services to your portfolio without
the cost of developing them in-house
Expand your existing solutions to other geographies
with Azures global presence. BI & Analytics Dev/Test
Scale infrastructure resources on-demand without
purchasing additional hardware
Stand out from your competition by offering a choice
of multiple cloudsin your datacenter or in Azure
Expanded
Better protect data and meet compliance Capabilities
requirements with Azures industry-leading
certifications
Differentiate your solutions and increase wallet share Enhanced Security Compliance
among customers by bundling complimentary Azure
services with your existing offerings
Cloud Solution Provider
Platform Services
Security & Compute Web and Mobile Developer Services Hybrid
Management Operations
Cloud Service Web API API Visual Azure
Services Fabric Apps Apps Management Studio SDK
Portal Azure AD
Connect Health
Active Remote Mobile Logic Notification Team Application AD Privileged
Batch App Apps Project Insights
Directory Apps Hubs Identity
Management
Multi-Factor Integration Analytics & IoT Data Backup
Authentication
Storage Biztalk Machine SQL SQL Data Operational
HDInsight Learning Insights
Automation Queues Services Database Warehouse
Import/Export
Key Vault Data Event Redis
Hybrid Service Search
Factory Hubs Cache Site
Connections Bus
Store / Recovery
Marketplace Media & CDN Stream Mobile Document
Tables StorSimple
Analytics Engagement DB
VM Image Gallery
& VM Depot Content
Media Delivery
Services Network (CDN)
Infrastructure Services
Compute Storage Networking
Disk & Virtual Load Express Traffic VPN Application
Virtual BLOB Azure DNS Gateway
Machines Container Premium Network Balancer Route Manager Gatewa
storage files y
s Storage
Datacenter Infrastructure (24 Regions, 19 Online)
*Not all services available in CSP as of Jan 2015. Refer to CSP release notes for details
Cloud Solution Provider
Azures global presence takes you to new
markets
20+ regions online and growing
100+ datacenters
One of the top 3
networks in the
world
2x AWS and 6x
Googlenumber
of offered regions
G Serieslargest
VMs available in the
market
Operational Announced
Cloud Solution Provider
Azure Certifications Unlock New Segments
Global
ISO/IEC 27001 SOC 1 SOC 2 PCI DSS L1 version 3 Cloud Security Alliance ISO / IEC 27018
Cloud Security Matrix
United
States
FedRAMP HIPAA FIPS 140-2 Life Sciences GxP Family Educational
(Healthcare) Rights & Privacy Act
Regional
European Union United Kingdom China China Singapore Australian
Model Clause G-Cloud Multi Layer CCCPPF Multi-Tier Cloud Signals
Protection Scheme Security Directorate I-
RAP
Assessment
Coming
soon
Sarbanes Oxley Criminal Justice Defense Information ITAR Defense Information
Information SystemSystems Agency L2 Systems Agency L3-5
Cloud Solution Provider
Example Scenarios for CSP Partners
Extend your Datacenter Use Azure to Build New, Cloud
with hybrid offerings only offerings
Support a Customer Disaster Recovery of Disaster Recovery of Managed Highly Dev/Test
in a New Region Existing Customer SQL Databases SQL Server Available LOB
Apps Apps
Backup On- Backup On-
Desktop-as-a- N-Tier Apps Web Apps
premises premises (Windows or Linux)
Databases Service
Workloads
Cloud Solution Provider
Unlock Lucrative Opportunities
Increase profitability with a Managed Services practice Endpoint
Protection
and reach new customers globally with Azure Business
Continuity
Planning
Add value to your solutions by offering managed
servicessupport, monitoring, deployment, Cloud Usage
migration, consulting, [Link] addition to the Management
cloud services you deliver to customers
Drive recurring revenue streams through a value- Infrastructure
added services upsell Monitoring
Build deep relationships with customers as their
trusted advisor along their cloud journey
Enhance revenue opportunities as customers
begin their migration to public cloud services
Cloud Solution Provider
Managed Services Lifecycle
Expand your practice bi-directionally to become the cloud vendor of choice for
customers along their cloud journey
Traditional SI Services Traditional MSP Services
Cloud Planning Cloud Enablement Cloud Operations
Education Lift & Shift Service Delivery
SLA
Assessments App re-platform Support
Strategy definition & New App Development Operations & Monitoring
roadmap App Optimization Security
Analytics
Workload Migration Tools & Processes
Backup & Recovery
App optimization
Governance
Compliance
Managed Billing
Cloud Solution Provider
Managed Services Opportunities
Cloud Planning Cloud Enablement Cloud Operations
Cloud Readiness Systems Integration Proactive Backups & Hybrid Environment
Assessment Anti-Virus Monitoring Support
Datacenter Migration
Solution Analysis, Scope, Update & Patch Security Management &
& Design Management Identity Protection
Backup & Storage
Deployment
Data Architecture Design Reactive Help Desk Virtual Machine
Support Management & Upgrading
Disaster Recovery
Workflow Creation in Deployment
SharePoint User Rights & Account Network Monitoring
Management
Proof of Concept
User Experience Cloud Usage Forecasting
Consulting Performance and App
App re-platform Troubleshooting
Billing Management
Training
Database Infrastructure Desktop & Device
Support/Management Capacity Planning
Development
Business Opportunity
Identification
VoIP Maintenance 3rd Party Application
Deployment Services
Management
Critical Response
Support Remote Device Monitoring
Health Checks Mobile Device
Management
Cloud Solution Provider
Managed Services Business Models*
A La Carte Predefined Bundles Flat Predefined Bundles % of Cloud Spend
Rate
Aligns to traditional VAR/MSP model for support services. Services Aligns to the Cloud MSP business model. MSP fees goes up
are charged based on a flat monthlyor other unit (VMs, Service
Request Hours, etc.)rate as customer cloud spend goes up. Typical gross margins
for these values
*These models are used for illustrative purposes only and are not the only way to bundle services and sell to customers. All monetary managed service
associated bundles
with these lietoin the 50-70% range
models are
be used as examples only.
Cloud Solution Provider
Cloud MSPs are moving towards a dynamic Pricing Model
Charge customers as a percentage of cloud spendactual percentage
depends on the Managed Services tier
Service Basic Advanc Premier
(20%) ed (40%)
(30%) Feb
Azure Fundamentals Subscription March
management, OS patching, IaaS management,
basic authentication
Usage and Billing management (Basic)
Monthly Azure consumption reporting
Usage and Billing management (Advanced)
April
Capacity planning, usage forecasts, billing
concierge, usage forecasts by workload/deptt
Monitoring (basic) OS monitoring, network Premier
monitoring, ticket/service request logs, 24/7 help
desk
Monitoring (Advanced) Workload/App Advanced
monitoring, log analytics, audit reporting, alerting
and proactive troubleshooting, superior response
time SLA (e.g. 15 min)
Basic MSP revenue
Security management firewall, antivirus,
security updates, data encryption, compliance
Customer Azure Spend
Business Continuity Services Automated
disaster recovery and backup, monitoring, and
testing
The Service table above is an illustrative representation of potential Managed Services
packages/tiers. This example will be used when calculating sample profitability scenarios.
Cloud Solution Provider
Empowering Partners
CSP has enabled partners to launch unique service offerings around Azure
Managed Cloud for Microsoft Azure Fanatical Support for Microsoft Azure
Azure Cloud Start Package
Cloud Solution Provider
Azure CSP momentum
Cloud Solution Provider
In summary, CSP opens the gate for new revenue streams
Usage management, capacity planning
Optimization: Improved user experience,
Managed Services
Performance, BI Capabilities, Security, Cloud managed
Billing management, Dev Ops management services = More $$
Outsourcing: Migrations, Cloud
Integration, Workload discoverability
Monitoring/ Management:
Patching, Monitoring, Break
Fix, Service Management
Advanced Services
Value add
Hybrid Offers Azure ML
New App
Disaster Recovery Development HD Insight
Resell Backup Advanced Analytics
Traditional Geo Expansion Dev Ops framework
Multi-Cloud IaaS Capacity Bursting Supporting Modern DW
App Life Cycle
datacenter Dev/Test customers growth IOT Suite
management
management Scenarios Identity & Access without new capital SAP/Oracle/Sharepo Power BI
Cloud Marketplace Management investments
int on Azure
Add new offers to your portfolio
Offer complexity
Cloud Solution Provider
