Hosting Opportunity

1
Hosting Opportunity

• Glauco Ferrari
• Director Hosting Services Providers
• Microsoft Corp.

2
Cloud Services Route to Market
Hosting opportunity (including 1st party apps)
Source AMI
3
Cloud Services Route to Market
View by area
Split by customer size
4
Who are our Hosting Service Providers partners?
Telco/Operators
New Players
Hosters
22,000 HSPs 5,000 new in FY13
5
Your customers are considering a hosting business
model
6
Hosting Service Providers Business Model
7
Hosting SPLA-R Priorities for FY15

• Reach
• Keep growing Reach by recruiting new partners
  VAR, SI, ISV
• Yield
• Win with Cloud OS Host-Guest model (CPS),
  Windows Server Datacenter
• Win the application workloads Exchange, Lync,
  SharePoint
• Leverage Consumerization of IT Remote Desktop
  Services, Office
• Accelerate SQL Premium
• Operation Excellence
• Reporting quality and timing 30 of SPLA do not
  report every month
• Improve compliance 60 of SPLA agreement show
  some compliance issues
• All Combined 400m of incremental SPLA revenues

8
SPLA Channel Incentive Directions
Reduce cost of reporting to free resources for
business development
Reporting

• Partner acquisition (Reach)
• Accelerate new workloads (Yield)
• Tele and SAM engines (O.E.)

Business Development
Time
9
eAgreements in SPLA Simplifying your life
Growing your business
IMPACT -Confusion -Frustration -Time Consuming
IMPACT -Reduction in input errors -Reduction in
cycle times -Increased time for sales activities.
IMPACT -Exponential growth for our Hosting
business TOGETHER!
Fast Fact eAgreements together with our Global
Validation Matrix redefined, has SPLA valids
consistently at 97 since Nov2013
10
SPLA Reseller Incentives

• IMPACT
• Sub-optimal Partner experience

• IMPACT
• Partner Earnings Dashboard
• Globally consistent Program Rules

• IMPACT
• Exponential growth for our Hosting business
• TOGETHER!

Fast Fact Over 98 of SPLA Reseller incentive
queries received by EOC to date in FY14, have
been resolved in lt72 hours