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Dec 29

2016

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How to sell Microsoft Azure

Part 1 – Identifying Opportunities to Sell Microsoft Azure
In our last blog post, we discussed the significant market opportunities presented with Microsoft Azure. Today, let’s take a look at how you should sell Azure, including how your team can prepare for a sales conversation with a prospective buyer and the various technical certifications your team needs to complete to get themselves technically trained on Azure. Microsoft also offers numerous training material and resources that can help you get up to speed.

Where to start
To ensure your team is ready to start selling Azure, it is important they have the necessary technical certifications. On the Microsoft website, you will find a number of certification courses. By completing these certifications, your pre-sales specialists will become a certified Microsoft Azure Specialist. It is recommended to start with “Implementing Microsoft Azure Infrastructure Solutions.” This can be followed by “Developing Microsoft Azure Solutions.” For a more basic certification refer to: https://www.microsoft.com/en-in/learning/mta-certification.aspx.
Azure can be used by enterprises in several different ways. For instance, Azure can help businesses develop modern applications, build infrastructure, gain insights from data, and manage identity and access. Understanding these options is vital to your ability to convince your customers why a solution like Azure should be their cloud platform of choice. You can learn this and much more at https://azure.microsoft.com/.
Because Azure includes many services, it might be best to start by focusing on a specific area. For instance, if you work with small and mid-sized business (SMB) customers, consider starting with Azure Backup.

As in any sales conversation, you should also be prepared to address objections and questions. Common questions include:

1) What business problems can Azure solve?
Today, many organizations are choosing to host business applications in the cloud. With Microsoft Azure, your customers can quickly move applications from on-site servers to the cloud, creating major benefits such as:

  • Avoiding the capital expense of purchasing new server hardware.
  • Leveraging Microsoft Azure cloud infrastructure to scale up or down as needed.
  • Building new “cloud-native” applications or simply moving applications from on-site servers to the cloud within a virtual machine (VM)

2) How much does the solution cost?
With Azure, your customers pay only for what they use. With this model, they don’t have the risk of upfront capital infrastructure expenses. Use the Azure Pricing Calculator to calculate the price based on the services you need.

Finally, if you want to go even deeper into the specific features and scenarios of Microsoft Azure—either as IaaS or Platform as a Service (PaaS) and more—you’ll find comprehensive training resources on the Azure sales learning path.

Stay tuned for our next blog on “How to Sell Microsoft Azure,” where you will learn how customers across a variety of industries are leveraging the benefits of Azure.

Part 2 – How Enterprises in India are Leveraging Microsoft Azure
So far, we have looked at the Azure opportunity and the different use cases as well as how you can prepare your technical and sales teams to sell Microsoft Azure.

In our next blog, we are going to provide you with insight into real-world examples of how cross-industry enterprises in India are reaping the benefits of Microsoft Azure.

You can refer to these compelling examples to seal your Azure sale!

    1) Fortis reimagines healthcare in the cloud with Microsoft Azure

Fortis Group wanted to leverage technology to help doctors with the most accurate data, provide quality service in record time and give their customers a better experience. The group leveraged Microsoft Cloud to conduct accurate diagnoses, make critical decisions swiftly and enhance the quality of healthcare for patients. As a result, doctors can now harness insights and unlock efficiencies while meeting strict compliance standards.

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    2) Kotak Mahindra’s transformation in the cloud

Kotak Mahindra Bank’s Human Resources Management (HRM) system needed an integrated solution for various HR processes that would make it mobile, flexible and most importantly, secure. To comply with security and data-residency requirements, ZingHR leveraged Microsoft’s India datacenter Azure services to provide a one-stop solution to Kotak Mahindra Bank. The solution helped them reduce costs and margin of error, gain greater visibility into the whole HR operation, curb attrition and make informed decisions.

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    3) Reliance takes insurance to the masses via the cloud

Reliance General Insurance needed an effective solution to process thousands of claims a day and to provide health benefits to millions of India’s underprivileged. With Microsoft Cloud, Reliance General Insurance can leverage Microsoft Azure’s on-demand scalability to greatly increase the efficiency in their enrollment process and speed up insurance claim processing.
The solution enables them to process over 5,000 insurance claims per day, drive 11 million enrollments per year and lower the total cost of ownership.

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    4) Aditya Birla transforms operations to improve efficiency

For this large manufacturing company, coating formation in the cement kiln was difficult to predict, leading to frequent stoppages and reduced overall efficiency effectiveness (OEE) of the plant. In response, the company leveraged Covacsis Intelligent Plant Framework (IPF) and a predictive model deployed on the Microsoft Azure platform. The solution now enables them to predict coating agent levels 24-48 hours in advance, allowing for timely corrective action and increased OEE of the plant.

    5) Amway goes digital to transform customer engagement

Amway was looking to enhance customer engagement with a view to meet the needs of today’s value-conscious, digitally-savvy customers. To deliver experiences to both customers and suppliers, Amway leveraged mobile, analytics and social-led solutions with the help of Azure, application development and IOT. With the help of Microsoft solutions, Amway developed and installed a virtual makeover solution across their stores, thus gaining a key competitive advantage.

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As you can see, Azure is redefining the way business is being done in a mobile-first, cloud-first world, and organizations across the board are reaping the benefits. In this blog, we have highlighted only a few of the organizations that are leveraging Azure to achieve business and operational success. To learn more, visit Microsoft’s “Digital Transformation” website.

Stay tuned for our final post of the series where we will explore how Ingram Micro Cloud is simplifying the Azure selling process through the Ingram Micro Cloud Marketplace.