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Azure MigrateandModernizeInfra Jan23

This document provides a playbook for helping customers migrate and modernize their infrastructure to Azure. It outlines insights on customer journeys, targeting accounts to migrate servers and provide remote access in Azure. It also details partner criteria, questions to ask customers, and tactics including workshops and assessments, as well as available funding and incentives.

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Ricardo Lacal
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47 views5 pages

Azure MigrateandModernizeInfra Jan23

This document provides a playbook for helping customers migrate and modernize their infrastructure to Azure. It outlines insights on customer journeys, targeting accounts to migrate servers and provide remote access in Azure. It also details partner criteria, questions to ask customers, and tactics including workshops and assessments, as well as available funding and incentives.

Uploaded by

Ricardo Lacal
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Customer Journey-in-a-Box | Playbook

Azure Core: Migrate


and Modernize Infra
Including Azure Arc & Backup and
Disaster Recovery (BCDR)

January 2023
Customer Audience Campaign material

Journey Insights Customer targeting

• Enterprise: Azure Customer Adds


Sales Support Materials
• Microsoft Partner Sales Bootcamp for Azure

Migrate legacy on-premises Windows Servers whitespace accounts • Microsoft Azure Apps & Infrastructure
Partner Sales Acceleration Program (PSAP)
& SQL Servers to Azure virtual machines.
Migrate on-premises Linux servers & OSS DB • SMC: Territory Planning propensity
Servers to Azure. Provide secure mobile and analysis with customer tranches, Bill of Materials (BOMs)
remote desktop access by providing end users including Acquisition & Nurture
the ability to run their applications and • SMB Practice Development: Server
desktops from the cloud. • Please align target lists with your migration (microsoft.com)
Microsoft contact.
• Digital Marketing Content (DMC)
Campaigns
Buyer Persona Azure Campaign-in-a-Box:
Priority Hero SKU • IT Decision Makers
• Windows Server & SQL Server Migration:
• Migrate & • Azure Compute, Windows Server and SQL Server on Azure
Modernize your Storage, Networking for enterprise (Azure) (microsoft.com)
Infrastructure Up/cross sell path ISV Recommendation
Workloads • Windows Sever & SQL Server EOS: Windows
• Entry: Backup BCDR: Joint GTM recommended with Server and SQL Server PiB: SQL Server 2012
Segment GISVs: Commvault, Rubrik, NetApp, End of Support (EOS) (microsoft.com)
• Core: VMs Veeam, Veritas
• Major Commercial
& Public Sector • Advanced: DR & • AVD: Modernize VDI to Azure Virtual
Hybrid Desktop (microsoft.com)
• Corporate
KPIs • Hybrid: Win hybrid with Azure Arc and Azure
and Scale
• # Workshops & Stack HCI (microsoft.com)
Solution Area
Programs
• Azure Other Marketing Resources
Infrastructure • # Customer adds • Partner led marketing guidelines
• $ ACR • Brand Central
Partner Skilling and enablement

For SMB: Azure Enablement


Criteria • Microsoft Azure for SMB | Resources for Guides: https://aka.ms/enablementguides
Partners
• Seller readiness on Azure:
Partners with advanced Specialization Azure Fundamentals Other resources
Infra and Database Migration to Microsoft Azure Immersion and Discover Workshops
• Technical Readiness:
Azure Specialization
Infrastructure Migration Track • Azure Immersion Workshops
or (microsoft.com)
• Partner Training Calendar (microsoft.com)
Hybrid Cloud Infrastructure with Microsoft BCDR:
Azure Stack HCI Advanced Specialization • System Administration: Backup & Recovery –
take charge of your network backup and
or
recovery (LinkedIn)
Hybrid Operations and Management with • Microsoft Azure: Backup and Disaster
Microsoft Azure Arc Advanced Specialization Recovery (LinkedIn)
• Azure Administration: Monitor and Back Up
or
Azure Resources (LinkedIn)
Microsoft Azure VMware Solution Advanced • Azure Administration: Business Continuity
Specialization (LinkedIn)

or

Microsoft Windows Virtual Desktop  What of your application portfolio needs to go away rather than
Advanced Specialization be migrated to the cloud?
3 questions you
 Did you think about backing up your key workloads into the
should ask the cloud or creating a disaster recovery site in the cloud?
customer:  Do you want to ensure users can work remotely with key IT
systems even when power or internet is down at your office?
* See Microsoft Partner Commercial Incentives Guide for full offer details and requirements. Above project sizes are the planned

Customer Journey
Azure consumption in year 1, measured from AMMP project completion. Partner payment amounts may differ by country.

Tactics Funding & Incentives


Azure Immersion Workshops:
• Through Partner Marketing​ (1:many)
• Partner led demand gen campaigns: • Infrastructure Migration Marketing funds are available for the
Listen Webinars; Events; Roundtables; E-mail Hybrid Cloud Solutions
• partner led demand gen
campaign; ABM / Digital campaign
& Consult • Azure Virtual Desktop
• Azure Immersion Workshops : $1K
• Run DMC Campaigns for free Discover Workshops: CAF Workshop per delivery
(Follow-up with PDM)
• AMMP Solution Assessment + Assess
& Plan
Inspire • Infrastructure & Database • Microsoft funded for approved
Migration Solution Assessment
& Design AMMP engagements
• AMMP CAF Workshop
• Holistic Business Case

• ECIF up to $10K
Empower
• AMMP PoC
& Achieve • Azure Credit Offer

Azure Workload Acquisition & Nurture


AMMP Partner-Led: Incentive funding for S Incentive:
Realize • Partner Incentives •
($15K), M ($35K), L ($50K), XL ($75K), XXL • $9K bounty for workload adds
Value aka.ms/partnerincentives
($100K) projects with AMMP Partner-led* • 30% of incremental ACR for 9
months after bounty earned

• ECIF: AMMP Standard: up to 20K;


AMMP Advanced: up to 500K
Manage • AMMP Migrate & Modernize Standard Offer
• ACO
& Optimize • AMMP Migrate & Modernize Advanced Offer
• PAL growth incentive
• Hoster Modernization through DCO

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