Arrow Microsoft CSP Program
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Cloud Enterprise Computing Solutions – Australia Cloud Services Arrow Microsoft CSP Program ecs-anz.arrow.com 1 ecs-anz.arrow.com | 1300 673 506 Welcome to the Arrow Microsoft CSP Program Companies that want enduring success in the cloud ecosystem need to do way more than offer parts of the puzzle. They need to continuously combine, aggregate and complete their solutions with other partners in the cloud business chain. They need to perfectly combine state-of-the-art hardware and software, high-level business intelligence, in-depth information and expert resources. As cloud computing creates unprecedented opportunities to generate more value from and for your customers, how do you transform your business to deliver cloud-related products and services? Arrow has partnered with Microsoft to offer our partners the opportunity to deliver one of the most popular and effective cloud solution portfolios to their customers, whilst taking advantage of the support services that Arrow provides to ensure our partners’ success and profitability. Arrow is also one of ANZ’s leading distributors with strong expertise in security including securing the cloud. We are wellplaced to support existing and prospective Microsoft partners to offer all parts of the puzzle including cloud security. 2 ecs-anz.arrow.com | 1300 673 506 What is the Microsoft CSP program? The Microsoft Cloud Solution Provider program offers partners two options to participate in the program: Direct Indirect Microsoft Microsoft Why Microsoft Cloud? > According to Forbes, by 2018, 62% of CRM systems will be delivered via the cloud. Arrow ECS ANZ > According to Gartner, Microsoft Office 365 is beating Google Apps in Cloud Solution Provider Cloud Solution Provider Customer Customer enterprise adoption. > Also according to Gartner, among the public companies that are using The direct model is best suited to partners who already have the resources, skills and cloud-based email, Microsoft is more expertise to deliver Microsoft’s cloud solutions successfully and profitably. If you are set up popular with larger organisations to deliver customer support, have your own transaction portal or your own IP, then you are and has more than an 80% share of best suited to Microsoft’s Direct CSP model. companies using cloud email with Partners who have gaps in their Microsoft resources, skills and expertise can engage with revenue above $10bn. an indirect partner such as Arrow to enable them to: > Partners can easily package their > Ramp up their cloud offering quickly own tools, products and services and > Focus their investment on areas that make sense to their business combine them into one monthly or > Evolve their business model annual customer bill. > Take advantage of services provided by Arrow Arrow is an Indirect CSP Partner, enabling our partners to collaborate with Arrow as their distributor to sell the following Microsoft cloud solutions: AZURE Azure is a public cloud service hosted by Microsoft. Azure provides compute, storage, networking, database, analytics and application development. OFFICE 365 Office 365 is a subscription-based service, hosted in the cloud, that includes access to Office applications plus other productivity services that are enabled over the Internet (cloud services). DYNAMICS CRM ONLINE Dynamics CRM is a cloud-based system that helps businesses easily organise and track customer information all in one place. It provides oversight and maintenance of consumer relationships, and the data, sales and engagements that go along with it. Dynamics CRM helps businesses organise and track customer information. ENTERPRISE MOBILITY + SECURITY (EMS) EMS provides identity and mobile management for Office and protects company data. 3 ecs-anz.arrow.com | 1300 673 506 Why CSP through Arrow? Microsoft requires partners to provide customer support and be able to manage the complete cloud transaction from quote to cash. Partners will need to make significant investments if they don’t already have these capabilities. By partnering with Arrow you can leverage our extensive professional and support services to increase your speed to market and to ensure you are successful and profitable. Leverage our extensive professional and support services to increase your speed BENEFITS OF PARTNERING WITH ARROW to market. > 100% channel focused > Cloud expertise – public, private and hybrid > Extensive support services designed to keep you relevant and profitable > Strong security expertise that can enhance your cloud offering > Cloud enablement partner program that enables our partners to be successful Pursue new markets • Market intelligence • New practice areas to expand your business • Adjacent market expansion to your core business Increase your revenue • Demand generation programs • End user leads • Incentive programs • Rebates • Microsoft CSP margin thresholds Reduce your operational expenses • Flexible credit options Solve complex end user problems • Assessments • Education services • Product & services optimisation • Proof-Of-Concept 4 ecs-anz.arrow.com | 1300 673 506 Meet our cloud team Arrow has a team of dedicated cloud experts available to help answer questions concerning Microsoft Cloud or other cloud opportunities you or your customer may have. Contact us today: DENHAM WILLIAMS VLADIMIR KNEZEVIC Cloud Business Microsoft Post-Sales Development Manager Engineer denham.williams@arrow.com vladimir.knezevic@arrow.com MARCIO BIANCHI RYAN WRIGHT Sales Engineer Cloud Platform Manager marcio.bianchi@arrow.com ryan.wright@arrow.com 1. http://primeurmagazine.com/weekly/AE-PR-01-13-37.html 5 ecs-anz.arrow.com | 1300 673 506 Securing and supporting your customer’s cloud According to Gartner, security and privacy concerns remain the main barriers to cloud adoption for many companies*, which offers partners an opportunity to present both a cloud solution and a complementary security solution to allay any fears or doubts the customer may have. But being a cloud expert and a security expert can be a challenge. Microsoft does offer some support with a security centre and also a range of new security enhancements However, according to Microsoft, organisations need to understand that security in the cloud is a shared responsibility, and a lack of understanding about where the responsibilities of the cloud providers begin and end is one of the biggest risks for companies using cloud services.** Microsoft delivers its security offerings in the context of this shared responsibility model. For example, Microsoft’s security measures will be ineffective if the customer implements a poor password policy within their organisation. This misalignment also offers partners a prime opportunity to deliver both security solutions and advisory services to their customers, to ensure that their cloud solution is not only the right one for their customer, but the right processes and workflows are in place to ensure the solution is successful. Being a cloud expert and a security expert can be a challenge. Partner with Arrow and leverage our extensive security expertise. With Arrow’s extensive expertise in security solutions, we can support our partners in presenting a complete cloud and security solution to their customers, along with any services that the partner may need to deliver to enhance the technology solution. * http://www.computerweekly.com/news/450304295/ Enterprise-expectations-on-time-needed-to-move-to-cloud-not-being-met-claims-Gartner ** http://www.computerweekly.com/news/450304015/Cloud-security-processes-need-to-mature-says-panel 6 ecs-anz.arrow.com | 1300 673 506 Arrow’s portfolio of advanced and emerging technologies includes a suite of best-of-breed security and data solutions that can secure a wide range of enterprise workloads and SaaS applications, and also give our partners the opportunity to create their own value-add security and managed service offerings. Managed Services Security Services Backup and recovery Endpoint security Disaster/site recovery Encryption of confidential data stored in the Cloud Application development tools & platforms Web application firewall Mobile Services Advanced anti-malware/anti-APT Premium 24/7 support services Security information & event management and logging HYBRID ARCHITECTURE > Palo Alto Networks Virtualised Next-Generation Firewalls > MobileIron IoT > Check Point vSec for Microsoft Azure > ForeScout IoT Security > F5 BIG-IP Platform > Sophos XG Firewall > Tenable Nessus > Palo Alto Networks WildFire and Aperture > Tenable .IO > Check Point SandBlast Cloud > Blue Coat (a Symantec company) Security Platform > Sophos Central > FireEye Threat Analytics Platform > Blue Coat Cloud Access Security Broker Infoblox DDI (DNS, DHCP and IPAM) > Varonis Datadvantage for Office 365 > FireEye Central Management > FireEye Email Threat Prevention > ENDPOINT PROTECTION 7 INTERNET-OF-THINGS (IOT) > Palo Alto Networks VM-Series > Palo Alto Networks TRAPS > Check Point SandBlast Agent > Sophos Endpoint Protection > MobileIron Mobile Device Management > MobileIron Access > F5 BIG-IP Edge Gateway > Cylance PROTEC > CylanceV OFFICE 365 AND OTHER SAAS APPLICATIONS New to cloud security? Cloud security is a prime opportunity for partners to offer additional value to their customers. Contact our cloud team for more information on how Arrow can support your customer’s cloud security requirements. Call 1300 673 506 or email ecsanz.cloud@arrow.com ecs-anz.arrow.com | 1300 673 506 Partner with Arrow to access the services, support and tools you need to succeed within the hybrid cloud business. Seeding conversation Sales and post-sales support & opportunity close Pre-enablement activities & support Ignite Execution Pre-sales activities 8 Marketing support ecs-anz.arrow.com | 1300 673 506 Arrow Cloud Enablement Partner Program Arrow Ignite is our Cloud Enablement Partner program, which offers the channel a long-term partnership with Arrow to succeed within the hybrid cloud business. Benefits of Arrow Ignite: Ignite ensures that you get the most out of your vendor alignment and investment. > > solutions while reducing risk > build a plan so we can help you map your cloud journey successfully. Become a trusted advisor with your existing customer base > Increase end-user mind share and attract more of the shifting IT spend We will run through the details of our relevant vendors’ partner program requirements, while maintaining current lines of including required competencies and certifications and give you access to the relevant business Arrow and/or vendor systems and tools. > STEP 3: DISCOVERY & PLANNING WORKSHOP Get pre and post-sales cloud opportunity support STEP 1: DIGITAL TRANSFORMATION ASSESSMENT STEP 2: ON-BOARDING Increase sales efficiency while creating profitable measurable growth > We will assess your current business and go-to-market. This assessment will allow us to Shorten the time to market for cloud Increase business valuation by introducing recurring revenue streams Identify the enablement and marketing support required to deliver on the goals set out during the assessment step. This includes solution designs that meet your customers’ requirements delivered by our cloud experts. STEP 4: IGNITE Enter the Arrow Ignite process, which will set you up with the pre-enablement support, marketing and business support, pre-sales enablement and sales & post-sales support ensuring your success as a cloud solutions provider. 9 ecs-anz.arrow.com | 1300 673 506 Services designed for partner success Sometimes your customers know they need to move to the cloud, but it can be a struggle to make the business case for the move. Arrow ECS can provide you with information to create a business case, deploy infrastructure, market your product and actualise revenue by providing you with network designs, technical training, marketing support and sales leads. In terms of post-sales support, Arrow provides services that fully support your customers by reducing downtime and overall cost while keeping your internal resources focused where you need them most. ARROW CLOUD SERVICES OFFER > Multi-cloud service aggregation > Service provisioning & administration > Cloud application and workload migration & integration > Cloud managed services & license management > Compliance, security & governance advisory services > Service monitoring, usage analytics and reporting > Help Desk, Ticketing and Technical Support (Basic to Premium) > Aggregated billing (monthly or annual consolidated bill) > Credit terms with Arrow ECS > Flexible finance solutions Arrow provides a range of pre and post-sales services that help you overcome customer objections and challenges. 10 ecs-anz.arrow.com | 1300 673 506 Transactional Support The Arrow Cloud Enablement Partner program removes complexity and simplifies the quoting, operational and transaction processes for delivering cloud solutions and services. We enable the partner to bill their customers directly, enabling them to enhance their cloud offering with services and other value-add offerings. We offer partners the following benefits: > Aggregated billing – monthly or annual consolidated bill > Reduce your operational expenses Remove complexity and simplify the quoting, transaction and operational processes. 11 ecs-anz.arrow.com | 1300 673 506 Cloud readiness and health check assessment services help identify the best solution for your customer CUSTOM Application re-design Implement application design changes in order to be compatible with, or to take full advantage of, cloud deployment once complete application is configured, deployed and tested in the cloud environment. SEMI CUSTOM Validate Assess Decision Analytics Migrate Validates size and complexity of applications. Detailed assessment of selected apps. Design analysis report of cost and risk that is based on customer’s targeted architecture. Develop integration testing. Deploy to Dev/Test. STANDARD Compare Automated migration Evaluate and select a cloud delivery model that best suits the needs of the customer’s applications – across on-premise and off-premise deployment options via private, public or hybrid operating models. Agentless migration automation for multiple live enterprise workloads directly to any physical machine, cloud or hypervisor. Single stage architecture allows for source to target migrations without staging areas, intermediary steps or image libraries, allows for rapid migration of servers and workloads at scale. Auto-provisions to all commonly used hypervisor and Cloud API targets synchs large attached databases, all live and on-line. Discover START HERE 12 Agentless automated discovery technology that blueprints existing IT infrastructure and maps application dependencies and affinities. Lightweight, non-intrusive and fast to deploy on the front end of any transformational, project based activity. ecs-anz.arrow.com | 1300 673 506 Pre-Sales Services CLOUD READINESS AND HEALTH CHECK ASSESSMENT DEMONSTRATIONS AND POCS SERVICES Demonstrating how technology can solve a customer problem Arrow offers a range of cloud assessments that cover the is a very powerful tool. It can be the difference between winning following: the sale and losing out to your competition. > Identify use case/s, define prerequisites and validate assumptions > Scope requirements, sizing and technical requirements > TCO and commercial benefits reports At Arrow we offer demonstration and Proof-of-Concept capabilities for cloud solutions including: > Hybrid architecture (Point-to-site, Site-to-site VPNs etc) > Enterprise Security Solution Following the assessment, we will recommend a solution best > Internet of Things and Cloud Security suited to your customer requirement and we will also provide > Cloud Bursting and Interoperability (public, private & hybrid) further enablement value to your team by explaining how the > Disaster recovery, backup and archive solution works and how you can add additional services to the > Legacy applications & workload migration solution. > Migration from on-premise to Azure and from ASM (Classic Portal) to ARM (New Portal) SOLUTION DESIGN Arrow’s cloud experts can create unique solutions for any PRODUCT AND SERVICES OPTIMISATION complex requirement. The Arrow Cloud team starts with the Following the solution implementation, our cloud team can requested solution and also provides support for deployment, deliver further cost efficiencies through product and services including post-sales support. optimisation. We’ll use our cloud assessment services to identify We integrate multiple cloud services, and integrating these services with on-premise environments to create a true hybrid model. Our architecture blueprints and pre-packaged solution bundles cover: > Enterprise Cyber Security (Device, Network and Data) > Hybrid Cloud Computing (IaaS, PaaS and SaaS) > Internet of Things and Cloud Security > Disaster Recovery and Back-up how to deliver better cost-benefits to your customer. EDUCATION AND TRAINING SERVICES Arrow’s training team delivers a range of education and training designed to equip partners with the information and expertise they need to get up and running as a cloud solutions provider. > Pre-sales enablement workshops > Tools and systems to train staff > Optimising Cloud services and logical topology diagram of a given environment > Training and documentation for custom solutions We also deliver vendor specific education including Microsoft training covering topics such as: > Leveraging the full potential of CSP > Azure portal training including service provisioning for virtual servers, networks, security and Azure Active Directory roles and user’s usage > 13 Platform usage and billing analysis ecs-anz.arrow.com | 1300 673 506 Post-Sales Services DEDICATED REMOTE OR ONSITE SUPPORT – HYBRID MICROSOFT POST-SALES SERVICES OFFERING Arrow’s Cloud team offers a range of post-sales services that Arrow provides one escalation point for billing, support and enable our partners to fill any skills gaps or augment their existing advisory services and through our flexible, reliable and efficient service offering. managed help desk we deliver post-sales professional services > Office 365 SMB Migration Services > Office 365 Complex Migrations is responsible for assisting partners directly and/or servicing > Office 365 Backup-as-a-Service end customers where required by the vendor contractually via > Office 365 Administration-as-a-Service > Office 365 Reporting and Monitoring > Office 365 Discover and Audit > Microsoft Azure Platform Support and technical support. Our help desk is resourced by highly certified engineers and complementary support. There are 5 types of support available: 1. Basic – 24/7/365 support through our web ticketing portal for billing and technical break/fix issues 2. Advanced – for network, security and back-up issue tickets. – Service monitoring, usage analytics and reporting 3. Premium – provides in-depth analysis up to the application – Services optimisation and TCO report to avoid bill shock layer. 4. Monitoring & optimisation – 24/7 monitoring service with ongoing optimisation. 5. Restore and protect – high priority escalation and – RTO/RPO for critical business application/back-up – 24/7/365 help desk, ticketing and technical support (Basic to Premium) – Aggregated billing (monthly or annual consolidated bill) restoration of business in the case of a failure. LICENSING AND RENEWALS Arrow’s Install Base Analytics & Management service (IBAM) ensures you can manage your renewals business and also optimise your opportunities through upgrade, refresh and crosssell solutions. CREDIT AND FLEXIBLE FINANCE SOLUTIONS Our partners have access to credit terms and flexible finance solutions that support them when delivering cloud solutions and services. These terms and finance solutions are not readily available from cloud vendors, who may expect up-front payments or credit card payments that can result in “bill shock”. 14 ecs-anz.arrow.com | 1300 673 506 Business Development & Marketing Support Arrow has a wealth of marketing expertise and resources available to assist you in delivering a strategy that will extend your reach and create new opportunities for your sales team. We’re committed to sharing our proven marketing programs and strategies to help you build your business: from identifying prospects and creating a marketing strategy to engage them, to converting interest into sales, and building lasting, profitable customer relationships. We also help to connect you with credible suppliers and agencies who will help you to deliver a complete end-to-end marketing service. Benefits to you: > Implement professional and proven marketing & lead generation activities tailored to your business > Improve your chances of securing vendor funding approval > Budget more effectively through fixed-price and fixed-scope programs > Access B2B IT marketing and lead generation advice and consultancy services Marketing & Brand Strategy Event Management Advisory and consulting services to drive your business. Plan and run successful events that fulfill your business objectives. > more leads and improve your overall marketing effectiveness Marketing Planning > Expert advice on running campaigns that work. Press & Public Relations Vendor Funding & Support Realise the power of PR to build influential relationships. Present a compelling case for funding and administration support. Demand Generation Shorten your sales cycle, generate Intelligent Marketing Services Combining data with intelligence to position your business for success. your business > Pursue new markets > Get advice on OPEX/CAPEX and subscription based cost models > offices, access to information like call out scripts etc. > Build your social media presence. Taking digital to the next level. Access the tools you require to differentiate from your competitors Content & Communication and create a compelling message around the cloud solutions you are providing > Digital Marketing Get access to experts, support for events, training, meetings in our Get your message seen and heard. Social Media Develop new practice areas to expand Our partnership with CompTIA gives our partners access to information and tools and research that our partners can use to go to market with and increase their knowledge 15 ecs-anz.arrow.com | 1300 673 506 Partner On-boarding Arrow’s Cloud on-boarding program ensures your business is prepared and set up to deliver cloud solutions and services successfully and profitably. Our dedicated cloud experts will work with you through the 90 day on-boarding process and will identify any enablement, training, product or marketing support required. Days 1-30 Days 31-60 Days 61-90 Week 1 Week 2 Week 3 Week 4 Week 5-8 Week 9-12 Kick off session Registering & on-boarding Discovery & planning workshop Transition & progress review Transition & fortnightly progess reviews Validation & transition to full production Each stage of the process covers the following: KICK OFF SESSION > > TRANSITION AND PROGRESS REVIEW Overview of Arrow cloud practice and strategic initiatives > Review business requirements and common use cases Business profiling: > Review solution design, architecture and goals – Customers and industry verticals > Establish criteria for commercials and indicative pricing models – Existing cloud practice and focus areas – Skills, knowledge and technical competencies > commence transition – High level business requirements > Secure commitment from partner/end user and Next steps TRANSITION AND FORTNIGHTLY PROGRESS REVIEWS REGISTERING AND ON-BOARDING > Review solution design and validate architecture > Overview of vendor’s partner program > Review resources usage and estimated costs > Overview of services available via Arrow and the vendor’s > Revalidate goals and expectations to track and measure progress partner program > System overview where relevant and best practices > Provide feedback/recommendations and discuss best practices (technical and sales) DISCOVERY AND PLANNING WORKSHOP > Identify common use cases, define pre-requisites and > Establish criteria for commercials and pricing models > Address additional concerns and challenges validate assumptions > Scope requirements and establish solution design, VALIDATION AND TRANSITION TO FULL PRODUCTION architecture and goals > Revalidate business requirements and common use cases > Identify training requirements > Revalidate solution design and validate architecture > Establish enablement resources required to ensure > Revalidate resources usage, consumption patterns and estimated costs knowledge transfer > 16 Address additional requirements, challenges and concerns > Revalidate goals to confirm successful outcomes > Review terms, conditions and ongoing costs ecs-anz.arrow.com | 1300 673 506 Additional Resources Arrow provides additional resources to assist you on your cloud journey. How to become a Microsoft CSP partner with Arrow Office 365 Opportunity Qualification and Management Arrow Cloud & Microsoft CSP FAQs for Partners Office 365 Datasheet Office 365 vs Google Apps Battlecard 17 ecs-anz.arrow.com | 1300 673 506 Are You Five Years Out? Most people live in the present. The world of now. But a handful of us work in a unique world that doesn’t quite exist yet – the world of Five Years Out. Five Years Out is the tangible future. And the people who live and work there know that new technologies, new materials, new ideas and new electronics will make life not only different, but better. Not just cheaper, but smarter. Not just easier, but more inspired. Five Years Out is an exciting place to be. So exciting that, once you’ve been there, it’s hard to get excited about the present. Because we know what’s coming is going to be so much better. Five Years Out is a community of builders, designers, engineers and imaginers who navigate the path between possibility and practicality. Creating the future of everything from cars to coffeemakers. Are you one of them? Then you’re probably working with us. In Person 1300 673 506 Via Email ecsanz.cloud@arrow.com Arrow ECS ANZ Head Office Unit 6, 39 Herbert Street St Leonards NSW 2065, Australia Online ecs-anz.arrow.com ©2017 Arrow Electronics, Inc. Arrow and the Arrow logo are registered trademarks of Arrow Electronics, Inc. Other trademarks and product information are the property of their respective owners. 18 ecs-anz.arrow.com | 1300 673 506 7703
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