Accelerate your Azure Hybrid Cloud Business with HPE. Ken Won, HPE Director, Cloud Product Marketing

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1 Accelerate your Azure Hybrid Cloud Business with HPE Ken Won, HPE Director, Cloud Product Marketing

2 Mega trend: Customers are increasingly buying cloud services from external service providers Speed of deployment Financial flexibility with OPEX model Access to latest technologies Staff and skill set augmentation WW Total Cloud Spending ($B) $249 $187 $144 $114 $175 $136 $155 $117 Consume from third party: 3-yr CAGR Build own cloud: 3-yr CAGR Source: Cloud Market Model by HPE Market & Competitive Intelligence team, August 2016 with data sources from Synergy Research Group, Gartner and 451 Research 2

3 Growing market opportunity for service providers $129B market by 2020, 16.6% CAGR Managed Infrastructure and Public Cloud Market Source: 451 Research s Market Monitor: Cloud Computing, Q Infrastructure as a Service (21% CAGR) Managed Hosting (18% CAGR) Shared Hosting (10% CAGR) Dedicated Hosting (5% CAGR)

4 Total Revenue Azure Hybrid Cloud Services Increase wallet share with steady stream of innovative services powered by HPE Hybrid Management Services Traditional App Services Cloud App Services + Hybrid Apps + SaaS Apps Including Azure Marketplace Including Azure Marketplace + PaaS for Cloud Apps Mobile, IoT, Analytics + Web Apps + Mobile Access + App Migration Optimization + Disaster Recovery IaaS Resell Azure + Back-up Archiving Add services to increase wallet share 4

5 % Respondents Significant interest in cloud interoperability The Majority of Enterprises Now Configure Cloud Interoperability Source: 451 Research s Market Monitor: Cloud Computing, Q Hosted private cloud with public cloud On-premises private cloud with public cloud On-premises private cloud with hosted private cloud

6 Businesses are quickly adopting Microsoft Azure 120, billion >85% of Fortune 500 use Microsoft Cloud 715 million 120 billion 6

7 Typical applications for Azure hybrid cloud Data sovereignty Store data within country borders Security Deploy Azure services in local data center Compliance Meet regulatory requirements Performance Support high performance analytics, large data and low latency apps Connect applications Provide connectivity for disconnected apps Modern app development Deploy apps to private or public cloud using the same code 7

8 HPE is ready to help build your hybrid cloud business 5 ways HPE makes Azure hybrid cloud easier HPE Azure Stack solution based on the world s most popular server: ProLiant DL380 HPE can help you at different phases of cloud business maturity. Pay for what you use with HPE Flexible Capacity. We help you GTM with co-marketing, funds & dual sales compensation Making it simple -- HPE can resell Azure to partners. Choose HPE to be your Azure Stack partner. HPE can maximize your speed to market and help you to be first to market! 8

9 HPE ProLiant for Microsoft Azure Stack solution Pre-validated, factory-integrated, and optimized for Microsoft Azure Stack Maximize Agility Deliver managed Azure services Deliver Robust Services Deliver reliable, secure, compliant services Simplify Operations Management and support for Azure cloud services Based on world s best selling server, HPE ProLiant DL380 Scalable from 4 nodes Configurable processor, memory and storage Integrated networking Integrated infrastructure monitoring/management Built and tested in HPE factory 9

10 Maximize Agility with Managed Azure Stack services Application portability Enable your customers to move apps between Azure Stack and Azure public cloud Consistent development environment Provide your customers common dev tools Allow your customers to deploy applications onpremises Azure Stack or Azure public cloud For your customers For you Configurable hardware Processor (12-22 cores/server) Memory (256GB 768GB/processor) Standard or pay-as-you-go pricing CapEx or OpEx budget Match cost to usage Storage (1.2TB or 6TB drives) Servers (single node scaling) 10

11 Deliver robust managed cloud services Deliver reliable, secure, compliant services Robust quality and high performance Built on world s best selling server, HPE ProLiant DL380 Help your customers meet data sovereignty, compliance and performance requirements Offer cloud services running in your local data centers Integrated system pre-built and tested HW built in HPE facility, SW installed and configured on site Professional services for planning and implementation Architecture and integration expertise 11

12 Simplify your operations management and support Management and support for your Azure cloud services Global, enterprise-class support Remote monitoring and management. 1 Single vendor support 2 Notes- 1) Requires Datacenter Care - OSS 2) Requires HPE to be CSP of record 12

13 HPE Flexible Capacity for Microsoft Azure Stack Lower cost, elastic capacity, enterprise support, for hybrid IT Pay only for what you use 1 Aligns costs with usage monthly via advanced metering No upfront payment requirements Save the costs of overprovisioning Infrastructure capacity that never runs out Scalable add capacity in minutes, not months Avoid long procurement cycles Manage capacity jointly with account team Applies to servers, software-defined and traditional storage, networks, converged, and software HPE and multivendor support Hybrid-ready with certain Microsoft Azure services Will support HPE Proliant for Microsoft Azure Stack Requested capacity Increase Capacity Pay only for what you use 1 Decrease Capacity Business application Local Buffer Flexible Capacity Program: $1B+ in contract value Reduced TCO by 30% by eliminating over-provisioning 1 Subject to a minimum commitment for hardware and software 13

14 HPE Flexible Capacity Program: How it works Scalable, consumption model that aligns cash flows and reduces hardware cost Reduce cost of over provisioning hardware Maintain a safe buffer of capacity on premises Monitor actual metered usage Cost savings Purchased equipment Capacity installed Capacity used Replenish as needed: Capacity Ahead of Demand Customer commitment (typically 80%) Pay only for actual capacity used, not deployed Shared risk as HPE handles capacity planning and procurement YEAR 1 YEAR 2 YEAR 3 14

15 HPE Data Center Care - Operational Support Services Out-tasking and monitoring On-premises Azure Stack Remote monitoring and management for heterogeneous IT Out-tasking of routine work for IT operations Frees up IT resources for more productive work Off-premises Azure Manage Azure services for example: use VM management to provision, delete, resize, monitor, and troubleshoot VMs in Azure Governance integrated with your account support team One experience One partner for operations and support One integrated relationship One governance and process framework One management tool box * Available Q4 15

16 HPE Workshop/POC for Azure Stack Evaluate Single-Node now or Proliant for Azure Stack at GA Multi-day working session Modular workshop for defining your Microsoft Azure initiative Facilitated advisory sessions Providing insight, guidance, and recommendations for next-steps Advisory Workshop Accelerating stakeholder effort Addressing many of the common challenges associated with moving to Microsoft Azure POC with Azure Stack Plan, build and configure a test use case - including: DBaaS, SQL IaaS, Multi-tier PaaS, or Dev/Test 16

17 HPE Services to help Service Providers Advisory Services : Understanding business goals and helping you deliver business driven transformational services Help design new services leveraging Azure and Azure Stack best practices Integration services with new and existing applications Expertise in key areas including Big Data, DevOps, CI/CD, Containers, IoT, BCDR and Management and Operations Full lifecycle support including integration, support and operations to reduce TCO 17

18 We help you GTM with co-marketing, funds & dual sales credit Partner Ready extend sales reach with collaborative sales & marketing effort Customers transform to hybrid environment HPE Sales earn dual credit HPE customer Partner Ready for Service Provider (PRSP) GTM features: Dual compensation program for direct and indirect sales No channel conflict PRSP partners extend sales reach Collaborative selling with HPE Sales Joint account planning Joint marketing and lead generation activities HPE sales HPE PRSP partner 18

19 Making it Simple HPE Can Resell Azure to Partners As a 2-Tier CSP, HPE provides you faster time to market for Azure Stack This means you do not have to make big investments to join Microsoft CSP specifically: Doing billing integration with Azure Setting up your own Azure help desk Setting up end customer Azure onboarding Key benefit You own customer relationship management More time and resources to focus on delivering value-added services 1-Tier Direct reseller of Microsoft Azure This means you provide: Direct Billing Provision & Manage Subscriptions Level 1 Support 2-Tier Indirect reseller of Microsoft Azure This means you resell Azure thru HPE and HPE provides Direct Billing Provision & Manage Subscriptions Level 1 Support 19

20 HPE Microsoft Azure Stack Innovation Centers Bring your customers to meet HPE and Microsoft experts Accelerate business and technical planning Implement a Proof-of-Concept Access the latest Azure Stack software and HPE hardware Meet with experts Locations: o Microsoft Technology Center in Redmond, Washington USA o HPE Solution Center in Geneva, Switzerland o Remote access, Mobile units Business planning workshop Hackathon solution dev Proof of Concept Azure Stack Deployments Schedule an appointment, today! Multi-node testing OEM Integrated Systems

21 Innovation drives increased pipeline We knew we were going to partner with HPE on Microsoft Azure Stack from the get-go, not only for the technology, but also from a business and go-to-market perspective. We ve got demonstrable references of how our two businesses have worked together successfully in the past and delivered value to our customers. Mark Scaife, Director of Cloud Strategy, Daisy Group Business Opportunity HPE Solution Outcome Enable hybrid cloud for customers. With the right mix of private cloud in the client s or Daisy s datacenters; high value Daisy cloud services; and Microsoft Azure Stack public cloud services. Accommodate customers' legacy architecture and meet data sovereignty requirements with an end-to-end hybrid cloud turnkey solution Increase profits due to the ability to offer customers more services Evolve business model from a traditional service provider to a managed services cloud broker with value-added services on top Multi-server Microsoft Azure Stack Proof of Concept Environment using Azure Stack singlenode installation on HPE ProLiant and HPE FlexFabric. Installed at Daisy s Customer Innovation Center, enabling customers to observe and experience the creation of a hybrid cloud environment for themselves. Services and technology featured HPE ProLiant for Microsoft Azure Stack HPE FlexFabric Networking Ability to provide an end-to-end SLA across an entire hybrid solution with no other third-party components involved Ability to offer customers innovative valueadded features in Microsoft Azure Stack marketplace that will quicken time to market Growing pipeline of committed customers that will require large scale multi-node configurations on HPE ProLiant for Microsoft Azure Stack systems at general availability

22 Come join us at Microsoft Airlift event Discover how HPE makes it easy to deliver Azure Stack services Discover the benefits of partnering with HPE Attend deep technical sessions Learn best practices for deploying Azure Stack Visit the HPE Microsoft Azure Stack Innovation Center Take advantage of HPE s special offers Order your Azure Stack solution Choose HPE to be your Azure Stack partner

23 Thank you! 23

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