Selling Azure Based Solutions

If you are a partner looking to grow your Azure business, you might be wondering how to pitch Azure solutions to your customers effectively. In this blog, I’m going to share some tips and insights from the Giacom’s Azure Practice, such as why migrate to the the cloud and specifically Azure, migration motivations, Azure workloads and solutions, Azure pricing and cost optimisation and Microsoft programmes and funding available to you.

Why the cloud and why Azure?

The first step in selling Azure is to understand the benefits of the cloud and how Azure stands out from the competition. The cloud offers many advantages for customers, such as paying for what you need, built in redundancy, digital transformation, scalability, and remote working.

Azure is (in my humble and mildly biased opinion) the best choice for the cloud because or a number of reasons

·??????? A naturally hybrid approach,

·??????? Top level security

·??????? Market leading service level agreements,

·??????? The broadest compliance coverage,

·??????? Increased sustainability and future sustainability goals,

·??????? Seamless Microsoft integration.

Migration motivations

The next step is to identify the drivers and pain points that motivate customers to migrate to the cloud. Some of the common migration motivations are infrastructure oriented, such as;

·??????? datacenter contract expiries,

·??????? quickly integrating acquisitions,

·??????? urgent capacity needs,

·??????? software end of support,

·??????? software and hardware refreshes or end of life concerns,

·??????? security threats, and compliance

Some other common motivations are app oriented modernisation drivers, such as application innovation and security.

When you have identified the key driver for the customer, you can use tools like the Total Cost of Ownership (TCO) Calculator and Solution Assessments to help customers build the business case for migration from a technology and commercial

Azure workloads and solutions

The third step is to showcase the Azure workloads and solutions that match the customer's needs and goals. Some of the key workloads are Windows and SQL migrations, Azure Virtual Desktop, storage, backup and disaster recovery, security and identity, and next step workloads such as PaaS solutions, data analytics, AI, and IoT. You can use the Azure Migrate service to help customers discover, assess, and migrate their on-premises workloads to Azure.

Azure pricing and cost optimisation

The fourth step is to explain the Azure pricing and cost optimisation options that can help customers save money and maximise their return on investment. Some of the options are Reserved Instances, Azure Savings Plan, Azure Hybrid Benefit, and Optimisation as a Service. You can use the Azure Pricing Calculator to estimate the cost of Azure services and the Azure Cost Management service to monitor and control the spending. Whilst tool like the Azuer Calculator can be confusing at first, the team here at Giacom are always on hand to support and train you on these tools.

Microsoft proposition

The fifth step is to leverage the Microsoft funding & programs that can help you and your customers succeed with Azure. Some of the programs are Solution Assessments, Azure Credit Offer, Azure Migrate and Modernise Program, and Microsoft Workshops. You can also access the Giacom Azure Practice for scoping and pricing estimates, and our professional services partners for deployment and support.

Real world scenarios

The final step is to share some real world scenarios and success stories that demonstrate how Azure solutions have helped customers achieve their desired outcomes. You can use the Azure Customer Stories website to find relevant examples and testimonials that match your customer's industry, region, and scenario. You can also use the Azure Architecture Center to find best practices and reference architectures for common Azure scenarios.

I hope this blog has given you some useful initial insights and tips on how to sell Azure based solutions to your customers. If you want to learn more, you can get in touch with the Azure Practice at Giacom for more guidance and support on growing your Azure business.