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Co
mpete
This battlecard provides summary information and guidance on how to compete with VMware in the cloud space. Please see the AWS Compete portal for additional information
Competitive situation
Originally focused on developers and smaller organizations, Amazon Web Services (AWS) is now attempting to
move into the enterprise market, aggressively recruiting and hiring enterprise sellers, including those from
Microsoft. Unlike other major cloud vendors that provide private/hybrid cloud solutions for enterprises however,
AWS is focusing on its public cloud offering. AWS has alliances with almost every major ISV vendor (including
Microsoft and SAP) and most of the top system integrators (including CapGemini and Wipro). Additionally, VMware
and Citrix (Cloudstack) have recently started offering interoperability with AWS. However, AWS is increasingly
facing more competition from Microsoft, VMware, Cloudstack, and Openstack and their ecosystems.
AWS pursues a retail strategy with high volumes and low margins, attracting customers with a small initial
offering and then selling them the AWS stack and larger platform. Its goal is to become the ubiquitous utility
computing platform of the future. AWS procurement models, security, and privacy issues however, are holding it
back from gaining traction with enterprises.
Amazon Relational Database Service (RDS): RDS lets businesses set up,
operate, and scale a MySQL, Oracle, SQL Server, or PostgreSQL database in the
cloud.
Competitor products
Redshift: Fully managed large scale data warehouse service in the cloud.
Businesses can analyze large-size data sets using the same SQL-based tools
and business intelligence (BI) apps in use today.
AWS Elastic Beanstalk: Service for deploying and scaling web apps and
services developed with popular programming languages such as Java, .NET,
PHP, Node.js, Python, and Ruby.
For internal Microsoft use only. Microsoft makes no warranties, express or implied.
Continue to offer new instance types and services and to reduce prices
Co
mpete
This battlecard provides summary information and guidance on how to compete with VMware in the cloud spac
AWS strengths
AWS says
Microsoft says
1.Leading mind share and market share in cloud infrastructure as a service (IaaS), with extremely high
penetration within startups and early adopters, making them the incumbent to own the public datacenter,
cloud space.
a hosting servic
Microsoft public cloud.
Microsoft Azure
Cloud
Compute
Competitor claims
AWS says
Microsoft says
Extend
Extend datace
Azure services
Server, ShareP
Tier 2 & 3 app
workloads.
Extend the de
and testing en
to use on-dem
cloud resource
Surround
Azure
Pro-Direct
Azur
Prem
Co
mpete
This battlecard provides summary information and guidance on how to compete with VMware in the cloud spac
Unlimited phone/e-mail
support 24x7
Unlimited phone/e-mail
technology
support 24x7
Dedicated Support
Escalation Resource
(reactive only)
Managed Support
Escalation
Dedicated Support
Delivery7.
Resource
Showcase
Automated Proactive
Checks
Automated Proactive
Checks
Architecture Assistance/
Support Service
$15,000+/month
$1000/month
How to sell
1.
2.
3.
4.
5.
6.
handling
offers hybrid
solutions too
$3k+/month
AWS
Hosting (lightweight
web apps)
Web Sites
Database
Big Data
HDInsight
Blob storage
Table storage
Storage Drives
Co
mpete
This battlecard provides summary information and guidance on how to compete with VMware in the cloud spac
App Deployment
Automatically handled
Evidence to emphasize
Storage Archive
Expected H1 FY15
Hybrid Storage
StorSimple
Customer evidence
Messaging
Networking
Caching Service
Content Delivery
Management
Monitoring
SCOM Pack
Authentication &
Authorization
Development Tools
Supported Libraries
and SDKs
Industry Specific
Desktop
Virtualization
N/A
Co
This battlecard provides summary information and guidance on how to compete with VMware in the cloud spac
mpete
Azure Roadmap
AWS
weakness
Description
Lack of
private
cloud
support &
on-premises
IT assets
Customer
lock-in
Enterprise
novices
Co
mpete
This battlecard provides summary information and guidance on how to compete with VMware in the cloud spac
No Oracle
support
No PaaS
solution
No unified
AWS lacks unified enterprise management
manageme between on-premises and the AWS cloud.
nt solution Partner offerings are limited.
Rigid
pricing
Lack of
SLAs