Cloud Solution Provider Program for Azure Government

Summary

Highlights

• Azure Government offers a separate and secure cloud, tailored for government entities, ensuring strict compliance and no data commingling. 🔒
• The CSP Program empowers partners to provide essential services like solutions creation, billing, and support for customers. 🛠️
• Partners have two models to choose from: direct and indirect, each offering unique benefits based on business needs. 🔄
• A simple application process helps ensure only legit entities access Azure Government, maintaining security integrity. ✅
• Partner Center provides a 'single pane of glass' to manage customer accounts, billing, and extend functionalities with APIs. 🖥️

Key Takeaways

• Discover Azure Government, a secure cloud tailored specifically for government agencies, offering unique compliance standards. 🏛️
• Engage with the CSP Program to become the first line of defense for your customers, with Microsoft's support backing you up! 🛡️
• Embrace the flexibility of CSP with direct or indirect models, catering to your business growth and strategy. 🌱
• Uncover the simplicity of becoming a CSP with an easy application process ensuring security and legitimacy. ✏️
• Utilize Partner Center for comprehensive management of customers and billing, enhancing service efficiency! 📊

Overview

Chapters

• 00:00 - 00:30: Introduction to Azure Government and CSP In the chapter "Introduction to Azure Government and CSP," the speaker welcomes the audience and introduces the topics of Azure Government and the Cloud Solution Provider Program (CSP). The chapter aims to provide an overview of the resources and the CSP program, including a demonstration of the portal and its capabilities. The speaker intends to explain the concept of Azure Government, which is of interest to those attending.
• 00:30 - 01:00: Azure Government vs Commercial Azure The chapter discusses the differences between Azure's commercial instance and Azure Government, which is specifically designed for state, local, and federal agencies. It emphasizes that these two cloud environments are completely separate with no data overlap, ensuring security and compliance with distinct standards, beneficial for government clients. It introduces the CSP Program, which will be covered in further detail.
• 01:00 - 01:30: Azure CSP Program Overview The chapter 'Azure CSP Program Overview' discusses the Azure Government Cloud and its specific program offerings distinct from its commercial counterpart. It highlights the role of CSP (Cloud Solution Provider) partners, emphasizing their ability to create solutions, manage billing, and provide customer support. CSPs act as the first line of defense for their customers while Microsoft provides backup support. The program allows CSPs to manage subscriptions on behalf of their clients.
• 01:30 - 02:00: Working with Microsoft and CSP This chapter discusses the dynamics of working with Microsoft through the Cloud Solution Provider (CSP) program. It highlights the flexibility it offers customers in terms of service cancellation and the opportunity for building ongoing customer relationships by adding additional services on top of basic offerings. Azure is highlighted as a key product offered through CSP, though more products are expected to be available through this channel. The chapter suggests a need to delve deeper into understanding customer needs and contrasts this modern CSP approach with traditional business methods using an enterprise agreement.
• 02:00 - 02:30: Benefits of CSP for Partners and Customers CSP is a new channel for transactions that benefits both customers and partners. For customers, it offers an end-to-end relationship and consolidates various services, allowing for a single point of transaction. This reduces the hassle of dealing with multiple contracts and products. For partners, like systems integrators and ISVs, CSP provides a valuable opportunity to connect with customers and streamline their offerings. Currently, Azure is available through CSP, with plans to include more products in the future.
• 02:30 - 03:00: Options for Becoming a CSP This chapter discusses the options for becoming a CSP (Cloud Solution Provider). It highlights the advantage of creating single tenant solutions, which allow for the segmentation of data, assets, and machines on a per-customer basis. This segmentation facilitates consolidated billing and reporting, providing a comprehensive view that can be shared with customers. Additionally, the chapter emphasizes the importance of establishing a partnership with customers, promoting an ongoing relationship rather than a mere transactional one, and creating opportunities for upselling.
• 03:00 - 04:00: Indirect and Direct CSP Models This chapter discusses the differences and benefits of indirect and direct Cloud Solution Provider (CSP) models. It highlights the importance of understanding when to use an Enterprise Agreement (EA), pointing out that EAs are advantageous for customers who can deliver their own IT solutions internally. Furthermore, it emphasizes the significance of EAs for Independent Software Vendors (ISVs) using multi-tenant solutions, as EAs remain a valuable option for them. The chapter touches upon the unique value propositions offered by the CSP program, encouraging comprehension of its distinct sweet spots.
• 04:00 - 04:30: CSP Application Process Overview The chapter discusses the CSP (Cloud Solution Provider) application process, focusing on the dual role of an entity as both a partner and a customer. It emphasizes the importance of strong partnerships and addresses the varying needs of customers who require flexibility and a pay-as-you-go model. The analogy of a cellphone bill is used to explain how needs can change based on circumstances, highlighting the necessity of a fully managed, adaptable service provision. Moreover, it stresses the concept of a one-stop shop for partners to meet the diverse demands of their customers.
• 04:30 - 05:30: Azure Government CSP Application and Validation The chapter discusses Azure Government CSP application and validation, focusing on the options for becoming a Cloud Solution Provider (CSP). It emphasizes the importance of establishing a long-lasting practice that begins with cloud solutions and evolves into service delivery. Two pathways to becoming a CSP are outlined: one as a direct partner and the other as an indirect provider.
• 05:30 - 06:30: Using the Partner Center The chapter discusses the benefits and needs of customers and partners, with a focus on the indirect provider model within the Partner Center. It describes a scenario where a large Cloud Solution Provider (CSP) focuses on reselling infrastructure, specifically highlighting Azure transactions, while the indirect reseller handles other aspects. It emphasizes the relevance of this model for smaller companies that require agility and speed.
• 06:30 - 07:30: Creating Customers in Partner Center In this chapter, the focus is on creating customers within the Partner Center. It outlines two primary paths for becoming a Microsoft partner: the indirect and direct paths. The indirect path is suitable for partners who want to go to market quickly and leverage the existing capabilities for billing and support provided by a larger enterprise. However, this route involves sharing margins with the provider. On the other hand, the direct path is ideal for partners who manage their own billing and support, thereby taking full responsibility for their customer relationships. This chapter explores the benefits and considerations of each path.
• 07:30 - 08:30: Customer Access to Azure Portal This chapter focuses on 'Customer Access to Azure Portal'. It highlights the various aspects of managing the customer relationship, particularly emphasizing billing and support, which are crucial components. The text points out the flexibility in different partnership models, such as building a practice or becoming an indirect reseller through collaboration with an indirect provider. It also assures potential partners that growth opportunities exist and that transitioning to a direct partnership is possible as their business expands. In summary, the chapter outlines the key elements of the program, eligibility, and requirements for becoming a partner.
• 08:30 - 09:00: Conclusion and Additional Resources The conclusion and additional resources chapter provides an overview of a portal and the application process for becoming an Azure Government CSP. The chapter discusses the available online resources to assist in this application process, emphasizing a website designed to guide users through each step, containing all relevant links and information needed for the Government CSP application.

Cloud Solution Provider Program for Azure Government Transcription

• 00:00 - 00:30 >> Hello everyone! Thanks for joining me today in a conversation about Azure Government and our Cloud Solution Provider Program, also known as CSP. Today we will cover a set of resources and overview of the program as well as a demo of our portal and capabilities that you can take advantage of. Let's level set up and talk a little bit about what Azure Government is. If you're here, that means that you're probably interested in learning about our CSP program as well as Azure Government. But what does Azure Government really mean?
• 00:30 - 01:00 To start with, we have Azure which is a commercial instance and then we have Azure Government, which is specific for our state, local, and federal agencies. Now, both of these Clouds are completely separate, so you need to understand that no data commingles, they are completely secure, protected by different compliance standards. So that's something that really provides an Edge when you're dealing with government customers. Now the CSP Program, which is something that we'll cover throughout this overview, is something that is
• 01:00 - 01:30 specific to the Azure Government Cloud. Yes, we have a commercial counterpart, but in the Azure Government area, this program is what you're looking for. Let's talk about what CSP enables partners to do. First, you need to be able to create solutions, provide billing and provide support for your customers. You become the first line of defense, and that's something that's very important. Microsoft is always there to back you up. But as a CSP, you provide the first line of defense for your customer. Now you can manage your subscriptions for them,
• 01:30 - 02:00 add additional things on top. The customer may call you one day and say, hey, I no longer want to do this. So, they have the ability to cancel at any time. So, you can build an ongoing customer relationship and build services on top. Azure is only one of the products that can be solved through CSP, but there's many more that will be joining our line of products going through this particular channel. Let's go a little bit deeper and understand the customer needs. You may know the traditional way of doing business with Microsoft via an enterprise agreement,
• 02:00 - 02:30 but CSP is a new channel in which you can transact. Now, as a customer, you may be looking for an end-to-end relationship and many services. Somebody like a systems integrator can provide that for you. Additionally as a customer, you don't want to spend time dealing with different contracts, with different products all splatter around the plane you can use CSP as a single way to transact. Azure is one of the products located there today but many more are to come. If you are ISV, CSP is also a very good channel for you.
• 02:30 - 03:00 CSP enables you to create single tenant solutions where all of your data, all of your assets and vital machines can be segmented at a customer by customer basis. This allows you to show in a single pane of glass, all of your billing consolidated, all of your reporting and you can share that with your customers and have an effective way of managing them. Lastly, partnership is one of the main goals. Here you establish a continual relationship with your customer. It's not a simple transactional operation, but you can really upsell,
• 03:00 - 03:30 provide additional services and go from there. This does not take away from an EA. Keep in mind that if a customer has the capacity to deliver their own IT or if this is for internal usage, an enterprise agreement is a very good way to go. Additional things to keep in mind is if you're an ISV working with a multi-tenant solution, EA continues to be a very good option for you. What are some of the sweet spots of the CSP program? One thing that you need to understand is each one of these will give you value,
• 03:30 - 04:00 both as a partner and as a customer. So we talked about strong partnerships. Now we're going to talk about customers that are influx, they get different products at different times, have different needs, they need that pay-as-you-go capability. They don't want to be tied to a commitment in a particular time frame, they want to be able to move in and out. Think of your cellphone bill. When you travel you have one need, when you're local you have another one. A fully managed set of capabilities where as a partner you have that one-stop shop for all your needs and all your customers.
• 04:00 - 04:30 And lastly, you have workloads across the enterprise. We're not talking about a particular solution that only focuses on cloud, you're talking about building a long lasting practice that starts with cloud, and goes into delivering a service on top of that. What are your options though of becoming a CSP? You have two. To both precure it, as well as become one. Let's talk about them. So there is one that is called the direct partner and one which is called an indirect provider.
• 04:30 - 05:00 Both of them have benefits and needs that you as a customer or partner may be more inclined to take. Let's begin with the indirect or indirect provider model. There you will see that you have a big CSP, a corporation that is only focused on reselling the infrastructure part of it. If we talk about Azure, you will see somebody only transacting Azure and relying on an indirect reseller to do the rest. If you are a small company or a small entity and you require to have lots of speed,
• 05:00 - 05:30 come to market fast, leverage the capabilities for billing and support that a big enterprise has, the indirect path is for you. Yes, there will be a heating margin because you will have to share that between the provider and the reseller, but all the benefits that that big provider brings, are the things that you need to keep in mind. Now if you're a partner that has a build practice that includes their billing, their support maybe the direct path is for you. In a direct model, you're responsible for your customer,
• 05:30 - 06:00 you are responsible for the end-to-end relationship, and as I said, billing and support are key. Having these two models in place, you have a flexibility to either build a practice, or become an indirect reseller joined by an indirect provider, and move forward and faster to market. This does not exclude you from becoming a direct partner, you can grow and as your business grows, you can switch and eventually become a direct partner yourself. So we've talked about the ins and outs of the program, what it is, who can apply, but let's really see what it takes.
• 06:00 - 06:30 To do that, we're going to do an overview of a portal as well of the application process. So let's take a look online and see what resources you have at your disposal to move forward. So what you're seeing right now on your screen is our Azure Government CSP application process. This is a website that we've created for you to walk you through the application process end to end. You will see that you can find all relevant links, and all necessary information that you will require to become a Government CSP.
• 06:30 - 07:00 The way to get to this page, is aka.ms/azuregovcsp. There are several other resources that you can take advantage of, one of them is our Azure Government application desk. What this does is, allows you to get validated as a Azure Government candidate. What does that mean? So anyone that goes into the Azure Government Cloud needs to be validated as an entity or a partner that has legitimate access to that cloud.
• 07:00 - 07:30 What you're seeing right here in the screen, is our application form. Every partner as well as every customer that wants to go into this cloud would be required to fill out this application form. This ensures that they are vetted and they're a valid government entity or a partner that can enter the program. It's a fairly simple online application. As you can see, it requires some basic information about your organization. Once you have completed the form, you will be able to move forward and receive an email granting you access into the Azure Government Cloud.
• 07:30 - 08:00 This gives you an identity and a tenant within the Azure Government Cloud, and from there on, you can move forward and begin the CSP application process. What you're seeing on your screen now is our Partner Center. Partner Center is that single pane of glass that we referred to earlier, as the management plane for the CSP partners. If you're a customer, this is not something that you will ever interact with, but your partner will definitely leverage it to manage you. Several partners have also opted to use our APIs and build on top of this. So as a partner,
• 08:00 - 08:30 if you want to extend this into your day-to-day business, feel free to do so. We have extensive documentation that you can leverage to do so. Now going back to our Partner Center, this is our main dashboard. Here you can see your ongoing billing, some quick links and tasks as creating new customers. I will gather that most of you will spend their time in our pricing and offer section which is located under the sales tab and our customers tab, which allows you to create the net new customers as well as manage those that are already existing.
• 08:30 - 09:00 Focusing on the pricing and offers, you will see an overview of all the different Azures skews, as well as our Azure pricing calculator. Now why these are relevant for you is because every time you need to respond to a customer with a pricing or a proposal, this is where most of your time will be spent. Current price list is located here. This will show you all of the different skews as mentioned, the pricing calculator, which is this link allows you
• 09:00 - 09:30 to create estimates that all of your customers can leverage to get an idea of what their environment may cost. Let's go into our Billing tab. The Billing tab is one area where you can manage your customer spend. You will be able to see on a monthly basis how much every subscription is spending as well as establish soft limits for them. For example, at an 80 percent, they can get an email saying you're reaching your established limit of expenditure for this particular month.
• 09:30 - 10:00 This is what this overview looks like, as well as our APIs for extensibility. There are some that you can leverage to extend this and get daily readings of the usage. Let's go quickly to our customers tab. As I showed you before, in the customer's area you will see all of your customers and all of the different areas that they have used. Now if I click on add a customer, this will allow me to create a net new customer. You can notice that from a control perspective I can only select United States,
• 10:00 - 10:30 of course because this is focused on the US Government. I will create a new company for this purpose, I will call it CSP demo and give it a domain. This domain becomes its little piece of existence within the Azure Government Cloud. This will be a sub-tenant of your own as a partner. So I've named it CSP demo two, domain is already in use. So when you see this particular message here in red, that means that the domain is not available. Let's go for something more generic as CSP demo 99.
• 10:30 - 11:00 Looks like it's available. So I can easily move forward and then continue with the customer creation. I'll add the address of my customer and all these fields will be validated, so keep in mind that you cannot enter a random address. Addresses are taken off to a surveys and eventually if you do not have a right one or does not match an existing one, it will potentially give you some grief. And I'll move along to the subscriptions. Here and you will see the Azure Government subscription. Since today as I said, we have Azure Government and CSP, in the future,
• 11:00 - 11:30 we will see the additional subscriptions as well as services that you can select for all your customers. Office will be joining us as well as CRM Online just as in our commercial counterpart. So keep that in mind as you're acquiring new customers. Finally, we review the information that we've entered. You will see an overview of everything of the information that you captured, you can go back and update it. When you click submit, this will commence the tenant creation process. You will see that only in a matter of seconds a new tenant will be created and
• 11:30 - 12:00 I'll be provided with an administrator account that I can give on to my customer and they can begin spinning workloads in the cloud. So the confirmation page that you see right now, is basically that my tenant has been created. Here is my admin account, a temporary password, make sure to change that when you log in for the first time and from there on you can continue to use Azure either as a customer or the CSP portal as a partner to continue to support your customers.
• 12:00 - 12:30 You have seen that only in a matter of minutes I've been able to create a customer from zero to a full-blown tenant. Let's take the next step and login into these customers tenants and see what that looks like. The first time of login, you will see that you are requested to change these temporary password, so make a note of the new password that you have used. Keep in mind I am using the customer's account that was just created. As I login, you will see that they have full access to the Azure portal.
• 12:30 - 13:00 They can see their dashboard, they can begin creating virtual machines and from there on they're ready to move workloads to the cloud. As you have seen, we've gone over a lot of resources with you today. We started with how to become a CSP, all the way into a quick overview of key features of Partner Center. That's not where it ends, there's a rich set of APIs that you can leverage to extend its functionality. So to do that, we'll share more resources with you. There's a rich set of links that you can leverage, click on every single one of them,
• 13:00 - 13:30 review the information and make sure to build your practice as a CSP. Again, thank you for joining us and we will be looking out for your application for a CSP in government. Thanks.