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Microsoft Partner Network
Masterclass
2
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Partner Network Team, UK
Yvonne Puley MPN & Readiness Group Manager
Deidre JonesManaged Partner &
Competencies
Reena Kansara Education and Engagement
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Ed Anderson-Stewart
Online Lead
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with chart, image,
or graph.Garry Corcoran
Partner Readiness
Alex KureenNon-managed
Partner & SBSC; MAPS
Alex BeereNewsletter &
Comms
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Cathy DarePinpoint Site
Manager
“Microsoft gives me the opportunity to build a relationship that is best for my business. I have access to industry information,
benefits, and resources.”Participate in a COMMUNITY“I am part of the community where I connect with Microsoft and partners who are in my field of business.”Network Member
Qualify for a SUBSCRIPTION
“I enjoy the support of the Microsoft Partner Network, which helps me develop my
business and see opportunities.”
Earn a COMPETENCY“I can strengthen my expertise and demonstrate my company’s strengths
to customers through commitment within the Microsoft Partner Network.”
Microsoft Partner Network
Microsoft Partner Network
Competencies merge or
emerge – as the market dictates
Designed to continually evolve
Requirements evolve in line with market changes &
partner feedback
Remains the cornerstone of
our partner strategy - An area of continued
investment
Why the New Competency?
Based on Partner feedback
Lack of existing Small Business focused
competency
Equip Partners to capitalise on growing
Online Services opportunity
Small Business is engine for WW
growth and represent $100bln
opportunity in the Cloud
Competency Details
Available from June 2012
Requirements will be released well in
advance
Online Services Focus
Designed to accommodate our existing
Small Business Specialists, as well as
competency Partners
Small Business Competency new
Launching June 2012
Translating Benefits into Business Value
How do I skill my people to
sell more effectively ?
How do I develop a more
profitable business?
How do I generate leads
without marketing resources?
How do I monetize the Cloud without alienating my
current customers?
How do I keep my
organisational skills current
without downtime?
How do I expand my
business going after bigger
opportunities?
Skills to Sell More Effectively
How do I skill my people to
sell more effectively ?
How do I develop a more
profitable business?
How do I generate leads
without marketing resources?
How do I monetize the Cloud without alienating my
current customers?
How do I keep my
organisational skills current
without downtime?
How do I expand my
business going after bigger
opportunities?
Demo Resources
8
Provides a collection of scenario-based demos and demo-creation tools to help you create compelling sales presentations
Show customers how the integrated Microsoft platform - combined with your solutions and services - can meet critical business needs
Produce new, rich demo simulations in a customer-relevant context
Find demos created by the Microsoft product groups that represent many customer scenarios.
Sales Recognition!
Become a Sales Specialist Today!
What is it?
New initiative designed to help individual sales professionals gain recognition for their solution selling expertise for select Microsoft solutions.
Why do it?
• Training and Assessment is complementary!
• Gain recognition for your solution selling expertise
• Be a better advisor to your customers
• Stand out from your competitors
• Display your skills with a Microsoft Sale Specialist Logo
Register - http://www.mssalesspecialist.com/
Gear Up Sales Toolkit
Sales Team Resources
What is it?
• Accessed through the Partner Marketing Centre
• Web based Interactive Sales presentations
• Aligned to Microsoft’s marketing campaigns
• Allows you to navigate to the right material quickly and directly
Advisory Services – Pre-Sales Support
• Gold, Silver & MAPS D&D Partners eligible
• Pre-Sales support to help close the deal
• Named competitive deals are free if over $3,000
Generate Leads…
How do I skill my people to
sell more effectively ?
How do I develop a more
profitable business?
How do I generate leads
without marketing resources?
How do I monetize the Cloud without alienating my
current customers?
How do I keep my
organisational skills current
without downtime?
How do I expand my
business going after bigger
opportunities?
Create Demand: Partner Marketing Centre
What is it?
• One location for all your product and solution sales & marketing campaign materials
• Search and filter campaigns by:• Target audience (customer)
• Product
• Solution
• Competency
Create Demand: Campaign Planner
The Campaign Planner details all UK campaigns held within the Partner Marketing Centre.
Includes details such as:
• Campaigns by target market - small business, mid market, enterprise
• Core Products aligned to each campaign
• Competencies aligned to each campaign
• Direct links to all campaigns
Create Demand: Partner Marketing Centre
Why Use It?
• Saves you time creating your own marketing/sales materials.
• Wealth of resources for each campaign:
• Training resourceso Partner Guideso Sales, Technical product
information and training
• Marketing Collateralo Email templateso Website bannerso Content and Copy blocks
• Sales Resourceso Bubble Presentationso Product flyerso White Paperso Demo’s
Create Demand: Digital Content Direct
What is it?
• Get Microsoft product and marketing content on your website
• Sales and e-commerce features allow you to customise content
• Offer trials and purchases of:o Office 365 o Windows Intune
Why Use it?
• FREE and quick to setup• Select only content that is relevant to your
business• Auto-updating information • Easily track your trials and sales of online
services
What is Pinpoint?
• THE online marketplace for business customers to find Microsoft partners + their products and services
• 30,000 visits to Pinpoint p/m
• 10,000 customers engaging with partners p/m
• New dedicated product marketplaces:
• Office 365 Marketplace
• Dynamics Marketplace
• More to follow
Differentiate your business
Customers find your business with ease:
• Keyword Search (important)
• Application / Service Type
• Geographic Location (Range)
• Business Need (customer) i.e. pc management, supply chain etc
• Competencies
• Industry sector focus
• Partner Average Rating
• Certifications - Cloud Accelerate - Small Business Specialist
Why? To generate prospects
Why use it?
• Its FREE!
• Increase your reach:o >30,000 visitors per montho >33% of visitors to Pinpoint
engage with a partner*
• Integrated across Microsoft’s customer-facing websites
• UK Network receives >600,000 visits per month
• Features in customer marketing campaigns
• Regular updates and additions
* engagement defined by online end actions (Download, demo, email this company, view phone number, etc.)
Search Ranking
Search ranking governed by 3 criteria:
• MPN Status o Gold & Silver Competencieso Cloud Accelerate
• Ratings and Reviewso Companyo Applicationso Professional Services
• Keyword Optimisationo Choose your keywords carefully. o Think like a customero Use SEO techniqueso Choose keywords carefully
• Bing Keyword Tool • Google Insights for Search• Wordtracker
Pinpoint Demo
UK Partner Events Programme
Available for partners in the UK who hold a Gold Competency(ies)
Host a Microsoft lead-generation event.Support from Microsoft including:
• Booking a room in one of our event facilities at our offices in south-east England or Scotland
• Promoting your event on the Microsoft UK Events website
• Best practice & guides on running the event
• Assistance with speakers on selected topics
Open to all ‘Active’ UK Gold competency partner
Event topic must relate to the Gold competency(ies) you hold and must be aligned to a product or solution area within the correlating Microsoft Big Bet
• Embrace Consumerisation of IT,• Win the Datacentre,• Win the Database and Application
Platform,• Realise the Future of Productivity.
Keep Organisational Skills Current…
How do I skill my people to
sell more effectively ?
How do I develop a more
profitable business?
How do I generate leads
without marketing resources?
How do I monetize the Cloud without alienating my
current customers?
How do I keep my
organisational skills current
without downtime?
How do I expand my
business going after bigger
opportunities?
Where Can I Find Microsoft Training?
Microsoft Partner Network ‘Training Tab’
Learning Paths
Training Filter
Microsoft Partner Network and select the ‘Training Tab’ Discover live training via the Training Filter on this tab…
Discover step-by-step training via Learning Paths from this tab…
Accreditations and Certification
Sales SpecialistAccreditation
Licensing Sales SpecialistAccreditation
Technical Certification
Receive Recognition for Your Microsoft Expertise!
Microsoft Partner Network
Learning Paths
Licensing Sales Technical
Technical Enablement
Power Start Workshops
Practice Accelerator
Momentum Workshops100-200
200-300
300-400
Technical Pre-Sales & Advisory
Services
Custom advisory services for your specific business needs• Compete scenarios• Development and
deployment assistance• Migration Assistance• Optimization Guidance• Solution Guidance
• Resources, documents and best practices
• Framework to build a services practice
• Intro and overview of solution, services or Products
• Value of solution/compete
• Deep-dive technical workshops
• Scope of solution is covered in detail
• Build skills to deploy and develop
Live virtual delivery by our consultants for an interactive training experience
Delivered virtually by our consultants for a
personalized one-on-one engagement
Support
Product Support (BCPS,
5-Pack)Confidently resolve
challenges with break-Fix support
Use Your Partner Advisory Hours
Get Access to Online Technical Communities
Technical Enablement & Pre-Sales Support
Develop a More Profitable Business
How do I skill my people to
sell more effectively ?
How do I develop a more
profitable business?
How do I generate leads
without marketing resources?
How do I monetize the Cloud without alienating my
current customers?
How do I keep my
organisational skills current
without downtime?
How do I expand my
business going after bigger
opportunities?
Take advantage of our Promotions ……!
Windows 7 Professional &
Windows Server Standard 10%
promotion
System Centre 2012 Datacenter
PromotionCustomers can save up to 38%
100+ Seat Office 365 Sales
Incentive
Turn on Lync Voice Promotion
Customers can save up to 20%!
Solution Incentives Rates
Windows 7Rates after Oct 1, 2011
Windows 7 Enterprise + MDOP
10%
Windows 7 Enterprise
7%
MDOP 5%
requires Software AssuranceMin. Revenue - $10K Year 1
New, Add-On/True-Up Open (Value), Select (Plus) EA
(S), Acad, Gov’t
Lync
Enterprise
20%
Standard10%
Min. Revenue - $5K Year 1
New, Add-On/ True-UpOpen (Value), Select
(Plus) EA (S), Academic, Gov’t
Management & Virtualization
SuitesExample: ECI
30%
Virtualization
20%
Management
5%
Identity & Security
5%
Min. Revenue - $5K Year 1New, Add-On/ True-Up
Open (Value), Select (Plus) EA (S), Academic, Gov’t
App Plat/SQL
Enterprise
20%
Standard 10%
Min. Revenue - $25K Year 1
New, Add-On/ True-UpOpen (Value), Select
(Plus) EA (S), Academic, Gov’t
INCREASED NEW RATES GLOBAL NEW!
Competencies SIP Eligible
Incentive Guides: https://partner.microsoft.com/global/program/memgettingstarted/40142578
Customer Satisfaction Index
• Fast and effective • Retain customers
• Increase loyalty • Online survey • Customer business
needs
How do I monetize the Cloud?
How do I skill my people to
sell more effectively ?
How do I develop a more
profitable business?
How do I generate leads
without marketing resources?
How do I monetize the Cloud without alienating my
current customers?
How do I keep my
organisational skills current
without downtime?
How do I expand my
business going after bigger
opportunities?
- Sign Microsoft Online Service provider Agreement (MOSPA)
- Access internal use software
- Partner Support
- Pinpoint Profile
- www.microsoftcloudpartner.com
Explore the cloud….. Cloud Essentials
Microsoft Cloud Accelerate
To qualify:
Microsoft Cloud business commitment
Customer references
Cloud Capability
www.microsoftcloudpartner.com
* Note: there are additional requirements for CRM
partners, please visit the site for more details
Benefits include:
Internal Use Rights
20 Partner Advisory hours
Marketplace priority
Partner Cloud Training
Presales Support
Cloud activation tool & partner dashboard
• Track Customer Trials & Opportunities
• Monitor your Cloud Business• Track and progress through Microsoft
Cloud Programmes and Readiness
Expand My Business
How do I skill my people to
sell more effectively ?
How do I develop a more
profitable business?
How do I generate leads
without marketing resources?
How do I monetize the Cloud without alienating my
current customers?
How do I keep my
organisational skills current
without downtime?
How do I expand my
business going after bigger
opportunities?
Microsoft Action Packs – Solution Provider / Development and Design
Competencies...
Get current, keep current
Partner Events – Your connection with Microsoft
Partner Coffee catch-ups
Partner Business Briefings
Worldwide Partner Conference
Q1 – Q3 Unmanaged
partner catch-ups
5 regions
Q2 – Q4 4 Regions
July 2012 Canada 15,000 partner 150 countries 500 UK Partners
Stay Connected – Monthly Partner Newsletter
Monthly Partner Newsletter
• Distributed last wed each month.
• Contains: • Essential Membership News• Promotions• Sales and Marketing Resource Updates• Product News• Training• Cloud Updates
• If you are associated with your MPN Membership, you should automatically receive this
If you read one email from Microsoft read this one!!!
Stay Connected – Social Media
• Real-time news tailored:o Locationo Roleo Partner Typeo Specific Product
Groups
• Subscribe here
• Access real-time news• Follow us: @mspartnersuk
• 2777+ Partners Members• Active Discussions• Get answers to your
questions• Join Here
New RSSFeed
Twitter@mspartnersuk
LinkedInMicrosoft Partner
Network UK
Partner Live series
• Understand where, how and what is available through the partner network by signing up to our monthly Live Series
• Scheduled Regularly
• Interactive
Support Services – 0844 800 6006
• Online – FAQ’s & Community Sites
• Ask Partner Option 2 – Microsoft Partner Network Questions
• Also: Product; Licensing; Financing
• Advisory hours – if applicable
Translating Benefits into Business Value
How do I skill my people to
sell more effectively ?
How do I develop a more
profitable business?
How do I generate leads
without marketing resources?
How do I monetize the Cloud without alienating my
current customers?
How do I keep my
organisational skills current
without downtime?
How do I expand my
business going after bigger
opportunities?
Thank you
Resource Index
Pinpoint Marketplace
Pinpoint Partner Help
Partner Marketing Centre
Digital Content Direct
Gear Up FAQ
Gear Up Application
Demo showcase
Customer Satisfaction Index FAQ
Customer Satisfaction Index Portal
Useful Links
Learn more about Microsoft Action Pack Subscriptions
Competencies – landing page (Access individual competency info
from here) or Competency Planner
Revenue commitment
Earning a Competency Guide
Competency exam pack
All exam offers
IUR entitlement for Gold and Silver competencies:
Licensing calculator
Logo builder support: Contact
