Azure Apps & Infrastructur e – SMB Sales Plays WE SMB Cloud Champion

Azure Apps & Infrastructur e – SMB Sales Plays WE SMB Cloud Champion Partner Version For the latest update please visit your Cloud Champion Portal

SMB – PARTNER FACING PLAY-IN-A-BOX NAVIGATION Overview Definitions PiB Content Overview Play-in-the-Box Windows Server on Azure Azure Apps & Infrastructu re WE SMB Cloud Champion Partner Version PARTNER Play-in-a-box Your one-stop shop to land Azure Sales Plays

PLAY-IN-A-BOX NAVIGATION Overview Definitions PiB Content Overview Solution Areas Plays Sales Motions: Definitions Play-in-the-Box Windows Server on Azure 1 2 3 SOLUTION AREAS SOLUTION SALES PLAYS SALES MOTIONS App & Infra Data & AI 2 solution pillars designed to help our customers achieve their Digital Transformation outcomes. A Play is a defined, programmatic approach to monetize a prioritized capability of a solution area. Example: SAP on Azure is a specific capability of Applications & Infrastructure solution area and a targeted approach to monetize this capability, will be defined through a play. Targeted set of activities that help operationalize the play by generating demand, accelerating pipe and/or driving consumption for it. Example: Targeting Upper Midsized Business accounts using Azure Cloud Migration Assessment will be one of the sales motions to land a WS / SQL Server on Azure play.

PLAY-IN-A-BOX NAVIGATION Overview Definitions PiB Content Overview The 6-point Execution Agenda for Landing the Partner Sales Play-in-a-Box Play-in-the-Box Windows Server 1 Value Proposition 4 Sales & Marketing Assets 2 Target Scenarios 5 Probing Questions 3 Incentive/Offer 6 Enablement

Go back to TOC 2. Windows Server on Azure

PLAY-IN-A-BOX NAVIGATION Overview Windows Server on Azure PiB Definitions PiB Content Overview Play-in-the-Box 1 Value Proposition 2 Target Scenarios 3 Incentive/Offer Windows Server on Azure 1. Value Proposition Page 1 of 3 Page 2 of 3 Page 3 of 3 2. Target Scenarios 3. Offers/Incentives/CTAs 4. Sales & Marketing Assets 5. Probing Questions 6. Enablement 1. Aging systems 2. Agreement renewals (SW, HW, Sourcing) 3. Digital transformation agenda 4. BCDR / Storage in Azure 5. No Azure Click on image for more details 4 Sales & Marketing Assets Click on image for more details Click on image for more details 5 Probing questions Click on image for more details 6 Enablement Click on image for more details

PLAY-IN-A-BOX NAVIGATION Overview Definitions PiB Content Overview Value Proposition: Windows Server on Azure (1/3) End of extended period there will be no Microsoft patches or security updates What is EOS support and why is means it important? Play-in-the-Box Windows Server on Azure 1. Value Proposition for WS/SQL 2008/R2, which may lead to security and compliance issues and expose customers’ applications and business to significant security risks. Page 1 of 3 2. 3. 4. 5. 6. 4.2B Page 2 of 3 Page 3 of 3 Target Scenarios Offers/Incentives/CTAs Sales & Marketing Assets Probing Questions Enablement 20% records stolen by hackers in 2016 GDPR New requirements May 25, 2018 of organizations lose customers during an attack 43% already question whether their organisation has the ability to identify and report a breach within the 72 hour time period *) The deadline is quickly approaching for these popular 2008 releases 30% of organizations lose revenue during an attack Other regulations for protecting data Extended Support for SQL Server 2008 and 2008 R2 will end on July 9, 2019. Extended Support for Windows Server 2008 and 2008 R2 will end on January 14, 2020. Visit: Windows Server 2008 EOS website SQL Server 2008 EOS website *) https://www.infosecurity-magazine.com/news/gdpr-is-stifling-innovation-says/

PLAY-IN-A-BOX NAVIGATION Overview Definitions PiB Content Overview Value Proposition: Windows Server on Azure 2/3 Opportunities and Better together Migration to Azure can Challenges by numbers Play-in-the-Box Windows Server on Azure 1. Value Proposition Page 1 of 3 Page 2 of 3 2. 3. 4. 5. 6. Page 3 of 3 Target Scenarios Offers/Incentives/CTAs Sales & Marketing Assets Probing Questions Enablement Software will be the largest category of SMB IT spending in 20191 Customers can spend up to four times the cost of their software license per year to own and manage their applications.2 56% of business leaders say their digital improvements have already improved profit. address critical issues Security and Compliance Avoid disruptions, loss of customers and brand reputation Protect your organisation, and future-proof your technology Optimizing Costs Avoid increasing maintenance costs for aging infrastructure Improve ROI by converting CAPEX to flexible OPEX Unique powerful Hybrid Security Combine Windows Server built-in Azure and Windows Server security with Azure, the most compliant cloud. Use Azure Security Center for monitoring and threat protection across on-premises & cloud. Most cost-effective home for Windows Server Deploy in minutes. Scale up and down when you need. Pay only for what you use. Save costs with Reserved Instances (RI) and existing licenses for stable workloads Best Hybrid Cloud Experience Extend to Azure for unique hybrid 3 infrastructure scenarios with Windows Staying Competitive Admin Center, Active Directory, cloud 48% of businesses say storage, and more. Embrace Digital new technology will Run and modernize Windows server transformation influence growth over apps on virtual machines, SQL MI or Improve Customer the next three years.4 containers in Azure Service Go to cloud using your Microsoft Check out the Ultimate Guide to Windows Server on Next step expertise and familiar tools. Support Azure Source: 1) https://www.channel-impact.com/report-smb-spending-to-exceed-600-billion-this-year/ 2) The End of Software – Gartner 3) from a single vendor. https://enterprisersproject.com/what-is-digital-transformation 4)

PLAY-IN-A-BOX NAVIGATION Overview Definitions PiB Content Overview Value Proposition: Migrate with confidence (3/3) Migration Process Play-in-the-Box Windows Server on Azure 1. Value Proposition Page 1 of 3 Page 2 of 3 Page 3 of 3 2. 3. 4. 5. 6. Target Scenarios Offers/Incentives/CTAs Sales & Marketing Assets Probing Questions Enablement Discov er Migrat e Benefits Optimiz e Business viability study VM migration Ongoing management Technical viability study Workload/app/ database migration Transition planning Ongoing Azure VM rightsizing App and data transformation Azure migration solutions provide a proven framework and tools for migrating your first workloads —including a roadmap for discovery, migration, and continual optimization Strong ecosystem of ISV and SI partners to expand discovery and migration tool offerings Reward offers for greater ROI and lower TCO Next step Check out the Azure Migration Center for tools, guidance, & experts Azure.com/migration

PLAY-IN-A-BOX NAVIGATION Overview Definitions PiB Content Overview Play-in-the-Box Windows Server on Azure 1. Value Proposition Page 1 of 3 Page 2 of 3 Page 3 of 3 2. Target Scenarios 3. Offers/Incentives/CTAs 4. Sales & Marketing Assets 5. Probing Questions 6. Enablement Offers: Azure Migration Offers to make Azure the most cost-effective cloud for Windows Server Migrate to Azure Migrate apps and data to Azure VMs Get free Extended Security Updates for SQL Server and Windows Server 2008 and 2008 R2 VM’s for three years after deadline. No SA required Migrate data to Azure SQL DB Managed Instance Azure SQL Database Managed Instance offers a version-free option (PaaS) Save costs with Azure Hybrid Benefit Reserved Instance OR Upgrade on-premises Upgrade to latest version SQL Server 2017 Windows Server 2016 or 2019 Can’t meet the deadline? Protect server workloads Buy Extended Security Updates to get up to 3 more years of security updates for SQL Server and Windows Server 2008 or 2008 R2 Cover only the servers you need, SA required Upgrade when ready Use existing on-premises licenses with active Software Assurance to save up to 55% in Azure Save 80% by combining Azure Hybrid Benefit and Azure Reserved VM Instances Requires Software assurance Save costs with CSP subscription Reserved Instance Significant cost savings over Pay as you go (PAYG) for stable long term workloads 3-year term: Most cost-effective option if Windows Server VM is running 11 out of 36 months (30%) No Software Assurance Requirement. Next step Check out the Azure Pricing Calculator to calculate your savings with Reserved Instances Check out hybrid benefit pricing here

PLAY-IN-A-BOX NAVIGATION Overview Definitions PiB Content Overview Windows Server Incentives/Programs/Offers/CTAs Description Program Play-in-the-Box Microsoft Windows Server on Azure 1. Value Proposition Page 1 of 3 Page 2 of 3 Page 3 of 3 2. Target Scenarios 3. Offers/Incentives/CTAs 4. Sales & Marketing Assets 5. Probing Questions 6. Enablement Activity CSP Incentives Azure Consumed Revenue Customer Adds Payout CSP Subscriptions Windows Server SQL Server License Hybrid Use Benefit Use your license to benefit from a lower price on Windows Server VMs Offer: Lower priced SKU Reserved Instances Windows Server Virtual Machine Instances SQL Server compute (not the SQL server license) Cosmos DB Offer: Lower Priced SKU Free Security Updates Offer Go To Market Support Marketing Services to generate demand Various co-funded WS Hero Offer CSP subscriptions Reserved Instances (RI) Link to Partner Center here Offer WIP: Proposal/s WIP: Pre defined proposals for Windows Server on Azure Predefined proposals Migration Plan The plan for Assessment, Migration and Optimization Consultancy service Managed Service Managed Windows Server on Azure Managed SQL Server on Azure Optimization Services Packaged Offer/s with monthly fees Assessment Cloud migration assessment services – Technical Viability, Business Viability, Migration Planning Report PoC Proof of Concept on customer subscription Test & Validation Indirect Provider TBA Refer to your Indirect provider Various Other Linux on Azure Refer to Linux on Azure Sales Play Sales Motion Cloud Solution Provider (suggested)

PLAY-IN-A-BOX NAVIGATION Overview Definitions PiB Content Overview Play-in-the-Box Windows Server on Azure 1. Value Proposition Page 1 of 3 Page 2 of 3 Page 3 of 3 2. Target Scenarios 3. Offers/Incentives/CTAs Windows Server on Azure - Partner Ready Assets Customer-Ready Assets (Cloud Champion) Solution Pitch Decks The Essentials 1. Landing Page 2. Infographic 3. Copy Blocks 4. Customer email proposals 4. Sales & Marketing Assets 5. Probing Questions 6. Enablement Tele & Partner Marketing As sets (Cloud Champion) 5. Customer Deck 1. The Ultimate Guide to Windows Server on Azure 2. Azure migration guide for Windows Server 3. SQLWindows Server 2008 EOS Infographis 1. SQLWindows EoS Customer Deck (Cloud Champion) 4. Email templates 2. Windows Server on Azure Solution Pitch Deck (Cloud Champion) 3. Windows Server on Azure Technical Customer Deck (Cloud Champion) 4. Windows Server EoS Customer Deck (Int’l) (Cloud Champion) 1. Sales Guide – Probing Questions 5. Azure Migration to Customer Presentation (MPN) 2. Partner FAQ 6. Migrating using Azure Migrate and Azure Site Recovery (MPN) Next step 1 Check out the Cloud Champion portal to access and use this play and EOS assets. Next step 2 Check out the MPN Data Center Transformation Sal es Assets for additional sales tools Next step 3 Check out the MPN Data Center Transformation Site for more resources

PLAY-IN-A-BOX NAVIGATION Overview Definitions PiB Content Overview Play-in-the-Box Windows Server on Azure 1. Value Proposition Page 1 of 3 Page 2 of 3 Page 3 of 3 2. Target Scenarios 3. Offers/Incentives/CTAs 4. Sales & Marketing Assets 5. Probing Questions 6. Enablement Top Probing Questions for Workload Migrations (1/2) Win Server to Azure IaaS: Conversation starters will be upcoming expiring HW/SW/outsourcing contracts and SA renewals; opportunities for migrating OSS workloads may be uncovered as by-product of this conversation and will be covered in another play. First Line of Questioning Second Line of Questioning (Windows Server on Azure) (EOS 2008 and 2008 R2) Are you aware that Windows Server 2008 is reaching End of Support on 14 January 2020? Have you identified what applications will be affected by the change? Do you have critical applications running on Windows Server 2008 ? Have you evaluated risks of staying the same? What is your current plan of transition for this change? Call to Action: Assessment Have you done a workload level cloud migration assessment? Next step Check out the Sales Guide for more details Do you manage your server infrastructure yourself or is it managed by someone else? What challenges do you currently face in the maintenance and management of your datacentre and/or server environment? Legacy Systems Are you struggling to meet the needs of your business because of legacy silos and/or aging systems? Is your physical server environment preventing you from satisfying your business needs? Do you spend more time on “keeping the lights on” vs high ROI projects? Are you working actively on cost optimization ? Scale Can your IT resources scale at the speed of your business processes? Is your IT environment slow to scale up and down and quickly respond to the business needs? Compliance How do you mange security and compliance for your legacy applications and systems? Hybrid How important is interoperability between the cloud and your on-premise infrastructure?

PLAY-IN-A-BOX NAVIGATION Overview Objection Handling (2/2) Definitions PiB Content Overview Objection/question Play-in-the-Box Windows Server on Azure 1. Value Proposition Page 1 of 3 Page 2 of 3 Page 3 of 3 2. Target Scenarios 3. Offers/Incentives/CTAs 4. Sales & Marketing Assets Suggested Response “I’m hesitant to move to cloud IaaS because my business is beholden to several compliance mandates.” Microsoft Azure has the most comprehensive list of compliance certifications of any hyper-scale cloud provider. Azure also has industry-leading capabilities to meet the needs of key compliance requirements. Please visit the Microsoft Trust Center to get a full list of Azure’s certifications and attestations. “I don’t want to increase security risks by migrating to the public cloud.” As a hyper-scale provider, Microsoft can make greater security investments than the majority of companies in the industry. By incorporating automation and machine learning capabilities into the core, Azure is continuously improving its ability to detect, isolate, and remediate potential threats. Moreover, Microsoft adheres to strict industry standards for security and is constantly tested and audited by 3rd party entities. Learn more at the Azure SecurityCenter. “I don’t want to lose control of my company’s sensitive corporate and application data by moving to the cloud.” With Azure, you have ownership of your data—that is, all data, including text, sound, video, or image files and software, that are provided to Microsoft by you, or on your behalf, through the use of Azure. You can access your data at any time and for any reason without assistance from Microsoft. Microsoft does not use customer data or derive information from it for advertising or datamining. “I’m worried about the cost of transitioning to a new service delivery model. Won’t these new investments increase my overall operating costs?” I could be quite the opposite. With the flexibility of cloud, you can spin up the resources you need instantly, scaling up and down based on demand and traffic. You only pay for what you use. With on-premises infrastructures, you may be stuck with under-utilized resources that require ongoing maintenance and capital investment to maintain. And , for stable workloads there is a great offer called Reserved Instances which is priced much lower than pay as you go. 5. Probing Questions 6. Enablement That is definitely a viable option, but consider the fact that thousands of customers hav used the Microsoft migration framework to migrate to the cloud and as your partner we do this as a repeatable “Why can’t I just buy Azure infrastructure process. Additionally, once your workload is in the cloud, your must continually maintain it to ensure services directly and deploy it myself?” it’s performing optimally. As a Service Provider we are here to offload the burden of maintaining your cloud infrastructure so you can focus on your strategic initiatives and the things that actually add value to your business. “I am hesitant to get locked into an Azure commitment long term, do I have options here?” One of the excellent benefits of Azure and the Microsoft Cloud Solution Provider (CSP) program is that you only pay for what you use If you want to try Azure out for a while, you can. It’s a true pay-as-yougo model and does not require a large upfront payment or multi-year contract.

PLAY-IN-A-BOX NAVIGATION Overview Definitions Apps & Infra: Sales Play Enablement 1/2 Windows Server on Azure – Enablement Journey Summary PiB Content Overview This Play Grow 6. Enablement Optimize Windows Server on Azure 1. Value Proposition Page 1 of 3 Page 2 of 3 Page 3 of 3 2. Target Scenarios 3. Offers/Incentives/CTAs 4. Sales & Marketing Assets 5. Probing Questions Start Play-in-the-Box Security & Management Windows Server on Azure Business Continuity and Disaster Recovery Security Center Windows Server VM SQL Server VM Backup - Cross/Up Sell - SQL Managed Instance Site Recovery - Cross/Up Sell - Containerization 3:d party solutions Log Analytics 3:d party solutions

PLAY-IN-A-BOX NAVIGATION Overview Definitions Apps & Infra: Sales Play Enablement 2/2 Windows Server on Azure – The Essentials PiB Content Overview Ready yourself for the customer conversation Windows Server on Azure 1. Value Proposition Page 1 of 3 Page 2 of 3 Page 3 of 3 2. Target Scenarios 3. Offers/Incentives/CTAs 4. Sales & Marketing Assets 5. Probing Questions Start Play-in-the-Box Optimize Grow 6. Enablement Target & activate your sales Become a better technical expert 1.Learn about basic concepts from the deck “Journey to the cloud” 2.Take the Azure Sales Fundamentals Training 3.Learn the deck “How to pitch Azure to SMB Customers” 4.Check out the Azure Migration Center online 1.Learn and use the WS 2008 EOS Deck 2.Leverage the EOS infographic in your customer/partner conversations 3.Leverage marketing assets such as emails and infographic in your customer/partner conversations 1.Take the learning path for Azure Apps and Infra: Cloud infrastructure and management (Cloud Champion) 2.Take Adopting CSP: Technical Scenarios and Management 3.Learn the migration process leveraging the migration guide and Azure Migration Center 4.Get an overview of the migration tools available, select and go deep on the most applicable tools for you 5.Get trained on Azure fundamentals on Microsoft Learn 1.Read the Cloud Migration and Modernization Playbook (MPN) 2.Get yourself familiar with the Azure migration in-a-box readiness kit 3.Learn how to create an account and set up a VM using Pitch Perfect (Cloud Champion) 4.Check out the Reserved Instances resources on MPN an learn about RI for both Windows server and databases here 1.Learn and use the Ultimate Guide to Windows Server on Azure 2.Learn and use the Windows Server on Azure Solution Deck 3.Leverage SQL EOS brochure in your customer/partner conversations 4.Leverage marketing assets such as emails and infographic to scale your outreach 1.Take training in SQL Managed Instances, Cosmos DB and Azure database for PostgreSQL / MySQL (Cloud Champion) 2.Choose and take applicable training for Azure PaaS infrastructure services. Find technologies in the decks below. 3.Learn and use the Ultimate Guide to Windows Server on Azure 4.Learn and use the Windows Server on Azure Technical Deck excl Application Modernization 5.Learn and use the Migration Deck excl Refactor / Rearchitect / Rebuild 1.Read the Cloud Migration and Modernization Playbook (MPN) 2.Check out the container resources available at MPN 3.Get acquainted with the other Azure Solution plays such as Application Modernization, BCDR, Security & Management and Linux on Azure. 1.Learn and use (for your customer) applicable parts of the Azure value prop, the migration value prop and the migration strategies in the Migration deck 2.Drive upsell and cross-sell leveraging additional Azure Solution Plays 1.Take Technical deep dive on migrating application to Azure - Application Modernization (Cloud Champion) 2.Choose and take applicable training for containerization and other applicable Azure PaaS application modernization services. Find technologies in the decks below (Cloud Champion / MS Learn) 3.Learn/Use the Windows Server on Azure Technical Deck incl Application Modernization 4.Learn/Use the Migration Deck incl. Refactor / Rearchitect / Rebuild Next step 5.Learn the technical aspects of additional Azure Sales Check out the Plays Next step Check out Cloud Champion EOS assets and the MPN Data Center Transformation Next step Check out Pitch Perfect on Cloud Champion and the MPN Data Center Transformation Sales Assets learning paths at Microsoft Learn for more training, certification and hands-on labs.