Selling Windows Azure ProjectsInfrastructure（销售Windows Azure ProjectsInfrastructure）.pdf

Selling Windows Azure Projects IT INFRASTRUCTURE A GUIDE FOR MICROSOFT SI PARTNERS Sponsored by Microsoft Corporation 1/ Why Should You Sell Infrastructure Projects that Use Windows Azure? 2/ Why Sell Projects on Windows Azure Rather than Another Cloud Platform? 3/ How Do You Handle Common Objections? 4/ Scenarios: What to Sell 5/ Comparing Scenarios: Revenue Potential vs. Difficulty of Sale For systems integrators who sell As the figure below shows, Windows Azure gives your customers an alternative to their infrastructure projects, the rise of own datacenter: on-demand access to cloud computing brings big changes. virtual machines and storage in Microsoft If you sell services such as installing datacenters around the world. Just as important, customers pay for VMs by the and managing physical servers, hour and storage by the day. There’s no up- deploying networks, and configuring front investment in hardware and no email and other on-premises commitment. applications, public clouds will shrink This is a big change in how your customers use and pay for computing. The demand for all of these. What should infrastructure projects you sell are bound to you be selling instead? change, too. One answer is to sell infrastructure projects that use a public cloud platform. These projects are different from what you’ve been doing, but there is certainly still a role for infrastructure-oriented SIs in the cloud era. This guide describes how to sell infrastru