Microsoft Relationship

A summary view of HCL's 360 degree relationship with MS is represented below:


For more information, please reach out to DNA MS Relationship Team

MS has four GTM pillars, namely Modern Workplace, Data & AI, Applications & Infrastructure and Business Applications. DNA's Microsoft Practice and its products and services touch three of these pillars. The Enterprise Productivity product EmpFinesse™ is meant for Employee Experience, aligned to Modern Workplace; DNA's Data Science Practice is aligned to Data and AI pillar of Microsoft whereas Application Modernization Services for migrating legacy monolithic applications to Azure-based Micro-services based architecture is aligned to Applications and Infrastructure. Planning is underway with respect to the fourth pillar around Business Applications.

As of now, the top MS HCL App Customers are CBA, Citi, ING, Ikea, Volvo, World Bank, Kantar, ASDA, DB, Bank of Ireland, GAP, P&G, Lego, ABB, UBS, Aegon and Microsoft.

For case studies, please reach out to DNA MS Relationship Team

We build hoizontal solutions for all verticals.

DNA works in most Azure and O365 areas (except for Dynamics 365). DNA does not cover O/S (e.g. Windows 10), Servers (e.g. Exchange) and Infrastucture (e.g. device management) products.

Please find a Partnership Deck attached.

The CSP partner center is managed by the MS HCL CSP team. CSP stands for "Cloud Solution Provider". Please find a Microsoft link here for more information on CSP. While there are 3 sites by MS currently being accessed by them, HCL's CSP team is in the process of rolling out an internal site themselves that will give clarity on certification and other pertinant details relevant to HCL sales / GTM folks (Certification Portal). An announcement will be made soon.

Please reach out to the HCL CSP SPOC mentioned under Q24 inside Contacts section.

CSP is the abbreviation for Cloud Solution Provider - a new model provided by Microsoft to drive business. HCL is a CSP for MS. CSP is a model which works over and beyond the traditional EA (Enterprise Agreement) between a customer and MS. It allows HCL to resell MS product and service licenses directly to a customer with more benefits compared to EA - deeper discounts, additional facilities etc. detailed in question 8 below. HCL also gets revenue credits as part of this initiative. To leverage the benefits of CSP, deals need to be registered with MS with the help of the HCL CSP team described in the questions below.

Please reach out to the HCL CSP SPOC mentioned under Q24 inside Contacts section.

~ Opex - Pay As You Go Model, monthly billing – No upfront commit or payments. Customer signing up with HCL is like empanelment of HCL to provide Azure services any time required by customer.
~ Customer direct EA with Microsoft and CSP can co-exist, and we can provide another channel to customer to buy Azure as pure pay-as-you-go.
~ Ability to bill customer in the local native currency – (12 HCL local country entities signed up).
~ No fixed pricing for Azure resource units, change in the price from Microsoft is immediately applied to the invoices. General trend is downwards.
~ Customers can add or remove services as needed, on monthly basis.
~ Leverage HCL expertise for Azure, architecture, and cost optimization, self-Service control can also be provided.
~ Access to best practices, frameworks, and tools for configuring cloud for high-availability, performance, security & cost.
~ Value-added services for management and reporting (different levels).
~ USD 400K of POC credits provided for customer projects
~ 50000 qty. Cloudamize Assessment Tool licenses made available to HCL
~ Minimum commitment of 20% off the list price as part of the program, today @ 21.8%
~ Microsoft End-Customer-Invetment-Fund (ECIF) requests can be made for large and strategic Azure deals
~ RI and Azure Hybrid benefits available
~ Provides multi-year financial predictability w.r.t MS products / services TCO

Deal registration process is the 1st step in claiming revenue credits as part of the CSP program with MS. HCL's sales / GTM SPOC's need to work with the HCL CSP team to identify potential deals and get them included for registration and vetting by MS. Details of various ID's and activities needed will be provided by the CSP Team.

Please reach out to the HCL CSP SPOC mentioned under Q24 inside Contacts section.

The CSP partner center is managed by the MS HCL CSP team. While there are 3 sites by MS currently being accessed by them, HCL's CSP team is in the process of rolling out an internal site themselves that will give clarity on certification and other pertinant details relevant to HCL sales / GTM folks. An announcement will be made soon.

Please reach out to the HCL CSP SPOC mentioned under Q24 inside Contacts section.

Office 365, Dynamics 365, Enterprise Mobility + Security, Microsoft 365, Windows 10 Enterprise & Microsoft Azure.

Revenue credit can be claimed for the resell of MS licenses and services (e.g. O365, Dynamics, Azure etc.). There is a process involved to register the deal and a subsequent vetting process. HCL's MS CSP team would be the SPOC's to guide our sales / GTM folks through the journey.

Please reach out to the HCL CSP SPOC mentioned under Q24 inside Contacts section.

Please reach out to the HCL CSP SPOC mentioned under Q24 inside Contacts section.

Microsoft ID is needed as part of the deal registration process, and is usually a unique ID for a SI/ partner. The HCL CSP team will be able to help in registering the deal (required for revenue credit as part of the CSP program) including providing all metadata/ details like Microsoft ID etc.

Please reach out to the HCL CSP SPOC mentioned under Q24 inside Contacts section.

Revenue credit is for the resell of MS services and licenses and not on HCL practice-specific solutions that may have been used in a deal, so this question is not relevant.

Revenue credit for HCL is through the resell of MS licenses and services (as part of the CSP model) - e.g. for O365, Dynamics, Azure etc. Traditionally, EA – Enterprise agreement between customer and MS was the only mode of partnership, now CSP (Cloud Service Provider) is an additional route and HCL being a CSP can sell licenses and services of MS directly to customers. From customer perspective, instead of a EA, HCL as a CSP can offer more benefits.

There is a MS OCP catalog but it is merely an internal MS list of SI solutions (e.g. from HCL) for giving better visibility to the MS's own sales folks. There is no revenue credit involved for solutions listed in the OCP catalog and its purpose is gaining better visibility for our solutions. Thus the only revenue credit is for resell of MS's services and licenses as part of CSP.

All the latest documents are available with HCL Microsoft CSP partnership team. Refer to Q24 for more details

There is no process in place today. Each Business Unit has to sponsor all MS Event participation.

The process is to have the Solution team working on a deal to reach out to Microsoft PEAT touchpoints indicated above with relevant customer details. Microsoft helps the solution team with the solution validation.

Please reach out to the HCL CSP SPOC mentioned under Q24 inside Contacts section.

For other deals the PEAT team can be contacted - Ravinder Gairola is for the US and Balakrishnan Krishnamoorthy for EU and ROW.

In case of challenges, HCL Microsoft Alliance Contacts (Donald Jones and Dhruv Kohli)

There are benefits available as part of the HCL MS CSP program's benefits. However, previously known benefits e.g. HCL being part of TAP or PAC have lack of clarity as of today.

Please reach out to the HCL CSP SPOC mentioned under Q24 inside Contacts section.

None at all. Microsoft provides support for Azure-based products and services only

HCL CSP SPOCs:

Karan Chhabra for NA and APAC
Deepesh Belwal for EMEA
Overall – Dhruv Kohli

Elayaraja is the DNA MS relationship SPOC.

MS PEAT (Partner Enterprise Architect Team) helps us with solution validation. There are two touchpoints, one for the US and another for EU & ROW.
Ravinder Gairola is for the US and Balakrishnan Krishnamoorthy for EU and ROW.