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D I V I D E TA S K S , D O U B L E S U C C E S S !
• From Microsoft we encourage you to partner with QBS
• QBS has direct impact on the business
• Value Add Services that you can benefit from: demand generation to
lead management to converting prospects into sales
• Up to 40% difference in business results between QBS partners and
non-QBS partners
• Congratulations with the partnership ahead!
Some of the quotes:
Value Add SMB Distributor
about us
Supporting Microsoft Dynamics partners making the needed changes in their business models, resulting in sustainable business growth.
divide tasks, double success!
Largest Dynamics eco-system world wide
QBS Performance CA
KPI
This calculation is agreed with Microsoft Corp and included in our SMB Distributor contract
Multi-site deals with > 10 sites are counted as 1 -> when we use this rule the growth is 59%
Growth in customer adds is one of our core KPI’s as agreed with Microsoft.
Growth is measured on former SPA partners >12 months with QBS plus new partners recruited by QBS.
%Growth CA FY14-15
PARTNER ENABLEMENT SERVICES
our par tner sh ip
Training & Coaching
Marketing & Leadgeneration
Channel & Sales Support
Partnercare & Licensing
Solutions & Consultancy
Resource Optimization
Hosting Services (Azure)
ISV program
OneBizz
Richard Kruis-Verito
Par tner aan het woord
Intro wie en wat doen jullie
Als je terugkijkt hoe vergelijk je de Microsoft partner tijd met Microsoft en heb je hier een of twee concrete voorbeelden van
Welke QBS diensten heb je tot nu toe allemaal gebruikt en kun je wat resultaten delen met ons
MICROSOFT BENEFITS
se r v i ce leve l s
VOICE | MPN | PARTNERPORTAL
Base discounts on license and BREP
Credit limit calculation
As our partner you’ll keep your benefits.
100%equa l
TRAINING
t ra in ing & coach ing
You’ll receive up to 10 free training vouchers within the SLA with QBS group
Skills training: Cloud Sure Step, Leadership, sales,
pre-sales, marketing, project management and
workshops like Disruption
Microsoft product training: Webinar,
e-Learning and/or classroom training
%training costs
Cloud SureStep - Our contribution
COACHING
t ra in ing & coach ing
In order to be successful now and in the future, we will support you maintaining a successful business
Partners using the full training & coaching
program have shown a 30% higher license
revenue compared to peers!
%revenue
WIN TOGETHER
sa les suppor t
A qualification scan
Translating customer need into a clear and innovative solution
Assistance with answering RFI/RFP
Determining the right ISV solution
Preparing and executing customer presentations
You will benefit from the effective tactics of our experienced persuaders.
Increase your win ratio from 2 out of 10 to 3 out of 8….
%win ratio
SELL THE STACK
sa les suppor t
Our partner network will support you selling end-to-end solutions based upon the “Microsoft Stack” %
revenue
LICENSING
par tner ca re & l i cens ing
Our licensing desk will handle all your license demands.
%opera t iona l cos t s
Processing your orders for new licenses
Processing your orders for additional licenses
Processing of maintenance contracts (BREP renewal)
Cross and upsell opportunities
Extensive information and support
RESOURCE OPTIMISATION
resource opt imiza t ion
By matching supply and demand of resources you’re able to increase your utilisation with 5% %
ut i l i sa t ion
AZURE made EASY!
Host ing se r v i ces (Azure )
The easiest way to sell Dynamics NAV on Microsoft Windows Azure!
With our portal you get your customers 50% faster on Azure.
%Fas te r w i th our por ta l
MARKETING
market ing se r v i ces
5% of the annual on premise SW revenue with QBS is made available as a marketing budget !! %
marketing budget
S TA N D A R D | € 2 5 0 A D VA N C E D | € 5 0 0 E X T E N D E D | € 1 0 0 0 per month
V a l u e € 3 . 1 0 0 € 1 1 . 9 6 0 € 2 2 . 0 7 0
S L A p r i c e € 3 . 0 0 0 € 1 6 . 0 0 0 € 1 2 . 0 0 0
Added Value € 1 0 0 € 5 . 9 6 0 € 1 0 . 0 7 0
Portal access | Support | Orderdesk Webinars | Leads Prio 3
Portal access | Support | Orderdesk Webinars | Leads Prio 2
Portal access | Support | Orderdesk Webinars | Leads Prio 1
5 training seats10 training seats 10 training seats
2 Microsoft incidents
5 Microsoft incidents10 Microsoft incidents
Unlimited Microsoft E-learning
Unlimited Microsoft E-learningQbsource Matching services
Qbsource Matching services1 D&B company report
5 D&B company report
Monthly savings €250 | 840 Quattro’s yearly |
Free of Choice Services
Your savings €750 |2580 Quattro’s | Free of Choice Services
se r v i ce leve l s
Excl. 5% Marketing
fund
S TA N D A R D | € 2 5 0 A D VA N C E D | € 5 0 0 E X T E N D E D | € 1 0 0 0 per month
V a l u e € 5 . 6 0 0 € 1 4 . 4 6 0 € 2 4 . 5 7 0
S L A p r i c e € 3 . 0 0 0 € 6 . 0 0 0 € 1 2 . 0 0 0
Added Value € 2 . 6 0 0 € 8 . 4 6 0 € 1 2 . 5 7 0
Portal access | Support | Orderdesk Webinars | Leads Prio 3
Portal access | Support | Orderdesk Webinars | Leads Prio 2
Portal access | Support | Orderdesk Webinars | Leads Prio 1
5 training seats10 training seats 10 training seats
2 Microsoft incidents
5 Microsoft incidents10 Microsoft incidents
Unlimited Microsoft E-learning
Unlimited Microsoft E-learningQbsource Matching services
Qbsource Matching services1 D&B company report
5 D&B company report
Monthly savings €250 | 840 Quattro’s yearly |
Free of Choice Services
Your savings €750 |2580 Quattro’s | Free of Choice Services
se r v i ce leve l s
Incl. Mkt. fund example 5%
over 50.000 SW = 2500 EURO in
Quattro’s
Marketing
market ing se r v i ces
Why Marketing?
market ing se r v i ces
THE HIDDEN SALES CYCLE
Before, the only way customers and prospects could get
information about products and services was talking to YOU.
Today, talking to you is the LAST thing they do.
By the time they finally get in touch with you, most of them
have already made CRUCIAL steps in their decision process.
Who is the decision
maker?
Who is your contact
person?
How loyal are
your customers?
replaced the Account Mgr!
market ing se r v i ces
What happens if
you have no
Marketing (skills)?
market ing se r v i ces
We are committed and have marketing resources and services
to support you with a successful Go to Market:- Develop insight in your target market’s buying journey
- Understand your buying persona
- Develop successful marketing campaigns
- Grow your pipeline, generate more business
We provide you with part of the investment- 5% Marketing Quattro Budget
QBS marketing support can help you!
market ing se r v i ces
- Supported over 60 Partners with marketing
activities in 2015- Planning / Online / Content / Lead Gen / Coaching
- Available Partner Marketing Budget: € 250.000- Already invested by partners: € 300.000
- Total generated MQL/SQL: > 1.000 leads- Lead value appr. € 12Mio
Some results (ytd-9)
ISV Program
MAKE or BUY?
I SV-program
Our ISV-program supports you in finding the right ISV solutions for your customers which increases your SW margin up to: %
Gross marg in SW
WE HAVE THE CHANNEL
I SV p rogram
No. of partners No. of customers No. of end users Avarage no. of users
per installation
Austria 17 343 4730 14
Belgium 7 572 6970 12
Danmark 47 2187 34565 15
France 5 150 1668 11
Italia 5 110 2196 20
Nederland 46 1115 21373 20
Spain 70 1036 14168 14
Sweden 8 97 936 10
Switzerland 5 40 341 9
UK+Ireland 43 1092 18609 17
Totals 250 6742 105556 16
I SV p rogram
• Numbers are NAV only
• Additional around 13500 C5 customers
Rick Blom-EasyStep2Lean
Par tner aan het woord
Intro wie en wat doen jullie
Wat deed je besluiten om je bij de QBS groep aan te sluiten
Wat zijn je plannen voor de komende maanden en wat verwacht je van QBS
Wrap-up
http://www.qbsgroup.com/nl/home.aspx
Value Add SMB Distributor
Looking forward to supporting you in growing your business as well!!
Building a strong and successful community together
QBShare
