Arrow Microsoft CSP Program
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Enterprise Computing Solutions – Australia
Cloud Services
Arrow Microsoft CSP Program
ecs-anz.arrow.com
Cloud
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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 well-
placed to support existing and prospective Microsoft partners to
offer all parts of the puzzle including cloud security.
Welcome to the Arrow
Microsoft CSP Program
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What is the Microsoft CSP program?
Why Microsoft Cloud?
> According to Forbes, by 2018, 62%
of CRM systems will be delivered via
the cloud.
> According to Gartner, Microsoft
Office 365 is beating Google Apps in
enterprise adoption.
> Also according to Gartner, among
the public companies that are using
cloud-based email, Microsoft is more
popular with larger organisations
and has more than an 80% share of
companies using cloud email with
revenue above $10bn.
> Partners can easily package their
own tools, products and services and
combine them into one monthly or
annual customer bill.
The direct model is best suited to partners who already have the resources, skills and
expertise to deliver Microsoft’s cloud solutions successfully and profitably. If you are set up
to deliver customer support, have your own transaction portal or your own IP, then you are
best suited to Microsoft’s Direct CSP model.
Partners who have gaps in their Microsoft resources, skills and expertise can engage with
an indirect partner such as Arrow to enable them to:
> Ramp up their cloud offering quickly
> Focus their investment on areas that make sense to their business
> Evolve their business model
> 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.
The Microsoft Cloud Solution Provider program offers partners two options to participate
in the program:
Direct Indirect
Microsoft Microsoft
Arrow ECS ANZ
Cloud Solution Provider Cloud Solution Provider
Customer Customer
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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.
BENEFITS OF PARTNERING WITH ARROW
> 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
Why CSP through Arrow?
Leverage our
extensive professional
and support services
to increase your speed
to market.
Increase
your revenue
• Demand generation programs
• End user leads
• Incentive programs
• Rebates
• Microsoft CSP margin
thresholds
Solve complex
end user problems
• Assessments
• Education services
• Product & services optimisation
• Proof-Of-Concept
Pursue new markets
• Market intelligence
• New practice areas to expand
your business
• Adjacent market expansion
to your core business
Reduce
your operational
expenses
• Flexible credit options
5 ecs-anz.arrow.com | 1300 673 506
RYAN WRIGHT
Cloud Platform Manager
ryan.wright@arrow.com
MARCIO BIANCHI
Sales Engineer
marcio.bianchi@arrow.com
1. http://primeurmagazine.com/weekly/AEPR011337.html
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:
Meet our cloud team
DENHAM WILLIAMS
Cloud Business
Development Manager
denham.williams@arrow.com
VLADIMIR KNEZEVIC
Microsoft Post-Sales
Engineer
vladimir.knezevic@arrow.com
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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.
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.
Being a cloud expert and
a security expert can be a
challenge. Partner with Arrow
and leverage our extensive
security expertise.
Securing and
supporting your
customer’s cloud
* 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
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HYBRID ARCHITECTURE
> Palo Alto Networks Virtualised Next-Generation Firewalls
> Check Point vSec for Microsoft Azure
> F5 BIGIP Platform
> Sophos XG Firewall
> Tenable Nessus
> Tenable .IO
> Blue Coat (a Symantec company) Security Platform
> FireEye Threat Analytics Platform
> Infoblox DDI (DNS, DHCP and IPAM)
ENDPOINT PROTECTION
> Palo Alto Networks VMSeries
> Palo Alto Networks TRAPS
> Check Point SandBlast Agent
> Sophos Endpoint Protection
> MobileIron Mobile Device Management
> MobileIron Access
> F5 BIGIP Edge Gateway
> Cylance PROTEC
> CylanceV
INTERNET-OF-THINGS (IOT)
> MobileIron IoT
> ForeScout IoT Security
OFFICE 365 AND OTHER SAAS APPLICATIONS
> Palo Alto Networks WildFire and Aperture
> Check Point SandBlast Cloud
> Sophos Central
> Blue Coat Cloud Access Security Broker
> Varonis Datadvantage for Office 365
> FireEye Central Management
> FireEye Email Threat Prevention
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
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
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Partner with Arrow to access the services, support and tools
you need to succeed within the hybrid cloud business.
Seeding
conversation
Pre-enablement
activities
& support
Sales and
post-sales support &
opportunity close
Marketing
support
Pre-sales
activities
Ignite Execution
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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.
Ignite ensures that you get the most out of your vendor alignment
and investment.
STEP 1: DIGITAL TRANSFORMATION ASSESSMENT
We will assess your current business and go-to-market. This assessment will allow us to
build a plan so we can help you map your cloud journey successfully.
STEP 2: ON-BOARDING
We will run through the details of our relevant vendors’ partner program requirements,
including required competencies and certifications and give you access to the relevant
Arrow and/or vendor systems and tools.
STEP 3: DISCOVERY & PLANNING WORKSHOP
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.
Benefits of Arrow Ignite:
> Shorten the time to market for cloud
solutions while reducing risk
> Increase sales efficiency while
creating profitable measurable growth
> Get pre and post-sales cloud
opportunity support
> Become a trusted advisor with your
existing customer base
> Increase end-user mind share and
attract more of the shifting IT spend
while maintaining current lines of
business
> Increase business valuation by
introducing recurring revenue streams
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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
Services designed for partner success
Arrow provides a range of pre and post-sales services that
help you overcome customer objections and challenges.
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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
Transactional Support
Remove complexity
and simplify the
quoting, transaction
and operational
processes.
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Cloud readiness and health check assessment services
help identify the best solution for your customer
Discover
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.
START
HERE
CUSTOM
SEMI CUSTOM
STANDARD
Compare
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.
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.
Validate
Validates size and
complexity of applications.
Assess
Detailed assessment
of selected apps.
Decision Analytics
Design analysis report of cost and
risk that is based on customer’s
targeted architecture.
Migrate
Develop integration testing.
Deploy to Dev/Test.
Automated migration
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.
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CLOUD READINESS AND HEALTH CHECK ASSESSMENT
SERVICES
Arrow offers a range of cloud assessments that cover the
following:
> Identify use case/s, define prerequisites and validate
assumptions
> Scope requirements, sizing and technical requirements
> TCO and commercial benefits reports
Following the assessment, we will recommend a solution best
suited to your customer requirement and we will also provide
further enablement value to your team by explaining how the
solution works and how you can add additional services to the
solution.
SOLUTION DESIGN
Arrow’s cloud experts can create unique solutions for any
complex requirement. The Arrow Cloud team starts with the
requested solution and also provides support for deployment,
including post-sales support.
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
Pre-Sales Services
DEMONSTRATIONS AND POCS
Demonstrating how technology can solve a customer problem
is a very powerful tool. It can be the difference between winning
the sale and losing out to your competition.
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
> Internet of Things and Cloud Security
> Cloud Bursting and Interoperability (public, private & hybrid)
> Disaster recovery, backup and archive
> Legacy applications & workload migration
> Migration from on-premise to Azure and from ASM (Classic
Portal) to ARM (New Portal)
PRODUCT AND SERVICES OPTIMISATION
Following the solution implementation, our cloud team can
deliver further cost efficiencies through product and services
optimisation. We’ll use our cloud assessment services to identify
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
> Platform usage and billing analysis
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DEDICATED REMOTE OR ONSITE SUPPORT – HYBRID
OFFERING
Arrow provides one escalation point for billing, support and
advisory services and through our flexible, reliable and efficient
managed help desk we deliver post-sales professional services
and technical support.
Our help desk is resourced by highly certified engineers and
is responsible for assisting partners directly and/or servicing
end customers where required by the vendor contractually via
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.
3. Premium – provides in-depth analysis up to the application
layer.
4. Monitoring & optimisation – 24/7 monitoring service with
ongoing optimisation.
5. Restore and protect – high priority escalation and
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 cross-
sell 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”.
Post-Sales Services
MICROSOFT POST-SALES SERVICES
Arrow’s Cloud team offers a range of post-sales services that
enable our partners to fill any skills gaps or augment their existing
service offering.
> Office 365 SMB Migration Services
> Office 365 Complex Migrations
> Office 365 Backup-as-a-Service
> Office 365 Administration-as-a-Service
> Office 365 Reporting and Monitoring
> Office 365 Discover and Audit
> Microsoft Azure Platform Support
– Service monitoring, usage analytics and reporting
– Services optimisation and TCO report to avoid bill shock
– 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)
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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.
Business Development &
Marketing Support
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
> Shorten your sales cycle, generate
more leads and improve your overall
marketing effectiveness
> Develop new practice areas to expand
your business
> Pursue new markets
> Get advice on OPEX/CAPEX and
subscription based cost models
> Get access to experts, support for
events, training, meetings in our
offices, access to information like call
out scripts etc.
> Access the tools you require to
differentiate from your
competitors
and create a compelling message
around the cloud solutions you are
providing
>
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
Intelligent
Marketing
Services
Marketing &
Brand Strategy
Advisory and
consulting services to
drive your business.
Marketing
Planning
Expert advice on
running campaigns
that work.
Vendor Funding
& Support
Present a
compelling case
for funding and
administration
support.
Content &
Communication
Get your message
seen and heard.
Digital Marketing
Taking digital to
the next level.
Social Media
Build your
social media presence.
Press &
Public Relations
Realise the power
of PR to build
influential
relationships.
Event
Management
Plan and run successful
events that fulfill
your business
objectives.
Demand
Generation
Combining data with
intelligence to position
your business
for success.
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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.
Partner On-boarding
Each stage of the process covers the following:
KICK OFF SESSION
> Overview of Arrow cloud practice and strategic initiatives
> Business profiling:
– Customers and industry verticals
– Existing cloud practice and focus areas
– Skills, knowledge and technical competencies
– High level business requirements
> Next steps
REGISTERING AND ON-BOARDING
> Overview of vendor’s partner program
> Overview of services available via Arrow and the vendor’s
partner program
> System overview where relevant and best practices
DISCOVERY AND PLANNING WORKSHOP
> Identify common use cases, define pre-requisites and
validate assumptions
> Scope requirements and establish solution design,
architecture and goals
> Identify training requirements
> Establish enablement resources required to ensure
knowledge transfer
> Address additional requirements, challenges and concerns
TRANSITION AND PROGRESS REVIEW
> Review business requirements and common use cases
> Review solution design, architecture and goals
> Establish criteria for commercials and indicative pricing
models
> Secure commitment from partner/end user and
commence transition
TRANSITION AND FORTNIGHTLY PROGRESS REVIEWS
> Review solution design and validate architecture
> Review resources usage and estimated costs
> Revalidate goals and expectations to track and measure
progress
> Provide feedback/recommendations and discuss best
practices (technical and sales)
> Establish criteria for commercials and pricing models
> Address additional concerns and challenges
VALIDATION AND TRANSITION TO FULL PRODUCTION
> Revalidate business requirements and common use cases
> Revalidate solution design and validate architecture
> Revalidate resources usage, consumption patterns and
estimated costs
> Revalidate goals to confirm successful outcomes
> Review terms, conditions and ongoing costs
Days 1-30 Days 61-90Days 31-60
Week 3
Discovery &
planning workshop
Week 5-8
Transition & fortnightly
progess reviews
Week 9-12
Validation & transition
to full production
Week 4
Transition &
progress review
Week 2
Registering &
on-boarding
Week 1
Kick off session
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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
Arrow provides additional resources to assist you on your cloud journey.
Additional Resources
18 ecs-anz.arrow.com | 1300 673 506
©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.
7703
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.
Arrow ECS ANZ
Head Office
Unit 6, 39 Herbert Street
St Leonards NSW 2065, Australia
In Person
1300 673 506
Via Email
ecsanz.cloud@arrow.com
Online
ecs-anz.arrow.com
