About this PlaybookThis playbook is intended for the business and technical leadership for new and existing Microsoftpartners that are adding a new practice to their business focused on cloud infrastructure.ObjectivesHow this playbook was madeThe goal of this playbook is to help you accelerate oroptimize your Azure-focused practice and understand thecloud infrastructure and management practiceopportunity. Our goal is not to re-write the existing bodyof detailed guidance on how to perform any givenrecommendation—instead we point you to resources thatwill help you.This playbook is part of a series of guidance written by aMicrosoft Partner Opsgility, in conjunction with theMicrosoft One Commercial Partner group and 22 othersuccessful Azure partners that have volunteered time toprovide input and best practices to share with the rest ofthe partner community.For the business side, this playbook provides valuableresources for driving new revenue opportunities,developing strategies for marketing, selling, and leadcapture, as well as building deeper and longer termengagements with your customers through potential newservice offerings like managed services.For the technical side, the playbook offers guidance on anumber of topics that range from the technical skills yourteam will need, to resources that you can use to acceleratelearning as well as an explanation of some of the keyopportunities for technical delivery to focus on as you getstarted and grow your practice.To validate the guidance provided in these playbooks, weworked with MDC Research to conduct a survey of 1,136global Azure partners. In this survey, we gathered insightson a range of topics, including how partners hire,compensate and train resources; their business model,revenue and profitability; what practices and services theyoffer; and what skillsets they have in place to support theiroffers. The results of this survey are provided in line withthe guidance found within this playbook.CON T RI B UT IN G P ART N ER SArtis ConsultingMirabeauAteaNew SignatureAwareCommOpenSistemasBlue MeteoritePC SolutionsDEFTeam SolutionsPerficientDimension DataPlainConceptsEmpiredSlalomEquinixSoftjamFragma Data SystemsSpanishPointHanu SoftwareSQL Services Ltd.Kloud

INTRODUCTIONPAGE 3Using the playbook effectivelyQuickly read through the playbook to familiarize yourself with the layout and content. Eachsection includes an executive summary and key actions for that specific topic. Review thesesummaries first to decide which areas to focus on. Go over the content several times, ifneeded, then share with your team.TO GET THE MOST VALUE OUT OF THIS PLAYBOOK: Get your team together and discuss which pieces of the strategy each person is responsible for. Share the playbook with your sales, marketing, support, technical, and managed services teams. Leverage the resources available from Microsoft to help maximize your profitability. Share feedback on how we can improve this and other playbooks by ticeplaybooks

INTRODUCTIONPAGE 4Table of ContentsAbout this Playbook . 2Availability Options . 66Digital Transformation . 5Customized Virtual Machine Images . 67Partner Practice Development Framework . 9Cloud Storage. 68Define Your Strategy . 10Cloud Networking . 70Cloud is the New Way to Think About Your Datacenter 12Hybrid Networking . 72Define and Design the Solution Offer .13The Virtual Data Center . 74Cloud Migration and Modernization .16Business Continuity . 75Azure Governance . 17Automation and DevOps . 76Hybrid Cloud Networking .18Cloud-Native Architecture and Design . 78Automation and DevOps .19Deploy PaaS Services . 79Backup and Disaster Recovery . 20Deploy Containerized Applications . 81Identity and Access Management .21Modern Data Platform . 84Plan Proof of Concept. 23SAP Solutions . 86Understanding Managed Services . 25Operationalize . 87Understanding Intellectual Property .31Executive Summary . 88Define Vertical Offerings . 33Implement a Solution Delivery Process. 89Define Your Pricing Strategy . 34Claim Your Internal Use Benefits . 90Identify Partnership Opportunities . 38Identify and Apply for Azure Sell Incentives. 92Define Engagement Process. 39Manage and Support an Azure Deployment . 93Calculate Your Azure Practice Costs . 40Implement Intellectual Property Offerings . 94Define Customer Support Program & Process . 42Create Engagement Checklists & Templates . 95Hire & Train . 46Architecture Design Session (ADS) . 96Executive Summary . 47Implement Proof of Concepts . 98Hire, Build, and Train Your Team . 49Managed Services Transition . 99Job Descriptions for your Technical Team . 52Optimize & Grow . 100Recruiting Resources . 56Executive Summary . 101Training & Readiness . 57Guide: Optimize and Grow . 102Cloud Infrastructure . 63Cloud Infrastructure Playbook Summary . 103Executive Summary . 64Additional Resources . 103Choosing Virtual Machines . 65March

INTRODUCTIONPAGE 5Digital TransformationThe path to unprecedented growth goes through the cloud, helping your customers connectpeople, data, and processes in new ways to embrace the possibilities enabled by moderntechnologies. To succeed in a digital-first world, business leaders are bringing business and ITcloser together and optimizing processes to create new value for customers.The potential is huge. By 2019, IDC predicts 1.7 trillion USD in spending worldwide to create new business models,operational efficiencies, and customer experiences. Digital transformation is now an executive mandate and partnerdevelopment capabilities will take advantage of customer demand for custom and packaged software.Three trends are helping shape this profitability opportunity:DIGITAL PLATFORMS AND ECOSYSTEMSBy 2020, 60% of all enterprises will have fully articulated an organization-wide digital platformstrategy and will be in the process of implementing that strategy as the new IT core for competing inthe digital economy.CLOUDBy 2021, spending on cloud services and cloud-enabling hardware, software and services will morethan double to over 530 billion, leveraging the diversifying cloud environment that is 20% at theedge, and over 90% multi-cloud.HYPER-AGILE APPLICATIONSBy 2021, enterprise apps will shift toward hyper-agile architectures, with 80% of applicationdevelopment on cloud platforms (PaaS) using microservices and cloud functions, and over 95% ofnew microservices deployed in containers.Partners play a key role in helping businesses make the platform and cultural shifts needed, and such transformations arecreating amazing partner multiples. In a recent IDC study, partners reported earning 9.64 in revenue for every 1 ofMicrosoft revenue generated in 2017. This is expected to continue through 2022 and include a mix of software (45%), services(50%), and hardware (5%), that are sold in relation to Microsoft

INTRODUCTIONPAGE 6These changes affect all aspects of a modern business, both internal and external. Microsoftmodels these changes in four ZINGOPERATIONSGive them new personalizedexperiences that bolsteracquisition and strengthenloyalty.Boost productivity withDrive efficiencies with aflexible workstyles andcloud platform thatmobile solutions that enable accelerates agility.a data-driven culture.TRANSFORMINGPRODUCTSCreate new revenueopportunities usingintelligent technology toinnovate new products andprocesses.Customer centricityintegrated acrossthe businessIntentional aboutpeople priorities andrelated strategiesHarnessingtechnology for nextlevel of efficiencyLeveraging data toenter new marketsCreating fans &segment of oneUsing more data todrive insights anddecision makingLeveraging digitalplatforms to reducedelivery timeframesRevising businessmodels to prioritizeagility and emergingtrendsData drivencustomer insightsDelivering selfservice & simplifyingprocessesTesting newproductsand services at afraction of the cost Making customersyour businesspartnersMarketing leaders astechnology decisionmakersEnhancing HRemployee skillsAnticipating andsolving customerissues before theybecome issues Connectingproducts to amplifyand redefine theirvalueFURTHER READING Microsoft Digital Transformation eBook Series Designed to Disrupt: Reimagine your apps and transform your industry Cloud Migration & Modernization Practice Development

INTRODUCTIONPAGE 7The Cloud Enables Digital TransformationCloud technologies are at the center of the digital transformation revolution. The cloud haschanged more than the way we implement and manage IT; it’s changing the very fabric ofbusiness. With ready access to data, and intelligent new ways to view, analyze and use theinformation, the cloud has engendered powerful new capabilities which are disrupting entirebusiness models.There are many advantages to adopting the cloud. Businesses moving to the cloud do so for a range of motivations, seekinga variety of benefits. These benefits fall into four categories: cost, agility, service quality, and new scenarios: Cost: Cloud computing offers significant potentialcost-savings over on-premises infrastructure,especially considering the full cost of the latter. Inaddition, cloud computing enables organizations tomove IT spending from capital expenditure (CapEx) tooperational expenditure (OpEx). Since the fixed costsassociated with shared infrastructure are avoided, thecloud also provides much greater visibility into thetrue cost of individual applications.Agility: Where traditional on-premises infrastructurecan take weeks or even months to deploy, Azureoffers near-instant provisioning of resources. Thisenables Azure projects to move much more quickly,without the need to over-provision resources inadvance or spend considerable time on infrastructureplanning. To take full advantage of this new flexibility,organizations are accelerating the adoption of newways of working, such as by using agile softwaredevelopment methodologies, continuous and deployment (CI/CD), and modern PaaS-basedapplication architectures.Service quality: Azure’s infrastructure has beendesigned to support some of the world’s mostdemanding workloads. These workloads continuouslyraise the bar on the quality of service Azure mustprovide. As a result, migration to Azure often offerssignificant improvements in performance, reliability,and security over on-premises infrastructure.New scenarios: Azure enables new applicationscenarios which are simply not possible, or would beprohibitively expensive to deliver, using on-premisesinfrastructure, such as big data storage and analytics,machine learning, and compliance with industrycertifications such as ISO, PCI, HIPA and GDPR, wherecustomers can leverage the certifications offered bycloud providers. These technologies are enabling newapplication scenarios, driving innova