Dutch Technology plan

7/28/2019 Dutch Technology plan

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OEM System Engineers EMEA | Hugo Leijtens

MICROSOFT NLTECHNOLOGY CHANNEL PLAN


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SE Partner Engagement Model

The Small Business Channel is mainly served by local resellers who resell hardware from the MNA

accounts or build hardware themselves and implement software solutions. When you take a look atthe channel there are a couple of steps before our software is sold.

The SE can assist at every level.

To Distributor

In our Distributor meetings we can make sure the distributor knows all about our technology and

help the salesforce train on our technology. These meetings are more a How-To-Sell training.

Through Distributor To Partner

The Distributor can organize events for their dealer channel. This way we can evangelize or train the

partners with help of the Distributor and reach the breadth. Breadth contact is easily made through

the Distributor.

To Partner

These are the activities that we manage at the Tier1 and targeted Tier2 accounts.

Through Partner to End-Customer

This can be achieved by co-selling. By helping the partner to enable him for better pre-sales he can

close more deals and have a higher MSFT revenue per deal. The partner can organize sessions with

several end-customers or more on a 1on1 focus.

MSFT

Distributor

Reseller / Partner

End-Customer

To DistributorThrough Disti To

Partner To Partner

Through Partner

To End-Customer


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How To ManageTo scale the SE in the Channel there are several resources that can be used to maximize performance

and scale on capacity.

Resources that can be used:

TPTS for Certified Partners & SBSC TSC for Gold Certified Partners DPE for Breadth Training CPLS for Partner & Customer Training (External) PSS for Support Internet

Who is doing what

DPE can train the existing SBSC to get them on a higher level and have them integrate moreMicrosoft Technology. This will be done at the reseller/partner level where new types of

scenarios based trainings will be delivered to the SBSC.

CPLS can train the partners directly and through Distributors and offer training to End-Customer. I can create a first-look clinic offering to every Office 2007 deal

CPLS can also recruit new partners to join SBSC (shared interest and commitments)

TPTS and TSC can help the partners directly through telephone based support (see partnerprogram on wat TPTS & TSC can do)

The SE Role

Growo Train Distributors

Train all distributors once every 6 monthso Partner Engagement

Continuously through events and direct engagemento Co-Sell with partners to end-customers

Targeted Partners and selected deals only Learn partner how pre-sales can create a higher value per deal

Driveo Train DPE on new Scenario Based trainings for SBSCo Train CPLS Trainers on new Technologies and evangelize Microsofto Maintain CPE at Tier 1 partnerso Breadth Activities

Wino Secure new design-winso Compete against targeted non-Microsoft technologies

Innovateo Create technology innovations that adds value to the business


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Partner Engagements

Tier 1 Partners

Direct Engagements. Maximum number of 10 accounts including Named and Top SBC Partners. Focus

with partners should be on :

Technology readiness and pre-sales on new technology & evangelism Integration of Gold Partner ships and scalability with TSC Microsoft Certified Professionals and ability to implement solutions Build Relationships with every technical influencer, from CTO to engineer Production optimization Co-Sell Small Business Solutions Make sure they know where to get support, SE is not a support contact

Tier 2 Partners

Presentations and sessions with DPE, Distributors and CPLS OPKServer for production optimization Identify potentials and grow their business Grow SBSC for more solution providers Breadth Communications through diverse methods: OPC, Livemeeting, Chatsessions,

Website, Videocast, RSS and other distribution methods

Tier 3 Partners

Breadth Communications through divers methods: OPC, Livemeeting, Chatsessions, Website,Videocast, RSS and other distribution methods

Tier 1

Tier 2

Tier 3


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Tier 1 partners (Technical Sales)

All named accounts have this year a SE. Next to the Named accounts, the following partners are

selected separated into Consumer and Business. Accounts are chosen with the AM based on current

sales revenue, maturity and potential (Alternate has signed a contract in Germany)

The Netherlands

Named

Quote

MyCom

Paradigit

Norrod

Tulip

SBC

Consumer

XS2

Informatique(H2)

Komplett(H1)

Complies

Business

TCP Benelux

Micro-Square


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What Products are influenced by SE engagement

Windows Vista Premium mixo Demonstrate the advantages of premium software towards CTO, sales and technical

force and making sure the partners is ready to up-sell and build/implement

o Co-Developing new design-wins and form-factorso Help partners differentiate themselves through technologyo Explain the value of the platformo Production Optimization (OPK, WHQL, TTD)

Office Systemso Evangelize OfficeReady and make sure the partner is ready to build/implemento Demonstrate the advantages of Office and Premium Skus

Servero Demonstrate the advantages of premium software towards CTO, sales and technical

force and making sure the partners is ready to up-sell and build/implement

o Train engineers so implementation time will be shorter and quality will be highero Make sure that engineers and pre-sales know how and where to get supporto Co-sell solutions towards end-customers

Liveo Demonstrate the advantages of premium software towards CTO, sales and technical

force and making sure the partner is ready build/implement

Targeted Design-Wins

Windows Server (SBS & 2008)o Complieso Micro-Squareo Databyteo Schutte Systems

Windhows Home Servero Quoteo Complieso Quibus

OfficeReadyo Paradigit

Live!o Paradigito Complieso MyCom (OneCare)

WHQLo Quoteo Complies

Vista SP1o All Accounts


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Breadth Activities (Technical Marketing)

Presentationso Provide technical presentations for OEM audience at roadshows and other events

Interneto OPC

Create and identify right technical documents for the OEM Partners Deliver content and partner contact moments based on chatsessions,

livemeetings and or videos

Evangelizeo Chatsessionso LiveMeetingso Website / Blogo Newslettero Videocast

Press contact (knowledge source)o Technical channel magazineso Consumer technical interviewso Business technical interviewo Help key-influencers with technol

40% 35%

10%15%

Time Management

Tier 1

SBSC

BreadthInnovation


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Small Business Specialist

Community

Partners who qualify as Small Business

Specialists have proven competency in

marketing, selling, planning, and building

solutions for small businesses. All active

Microsoft Partner Program participants

who meet the requirements are eligible to

enroll online in the Small Business

Specialist Community.

Enroll in the Microsoft Partner Program if youre not yet a member Your location must employ one individual who has successfully passed the Small Business

Sales and Marketing Assessmento This scenario-based sales skills assessment is designed to test your knowledge in

selling Microsoft solutions within the small-business market

o Youll be tested on how well you understand the dynamics and dependencies of thesmall-business market, as well as the small-business value of several software

solutions, including Windows XP Professional and Windows Vista, Office 2003 and

the 2007 Microsoft Office System, and Windows Small Business Server 2003

o Further tests include the Microsoft Genuine Windows Advantage program and theappropriate software licensing programs for the small-business market.

Your location must employ at least one individual who has successfully passed one of thefollowing technical exams.

o Microsoft Exam 70-282 - Designing, Deploying, and Managing a Network Solution forSmall and Medium-Sized Business

This credential is designed for IT professionals working in or consulting withsmall and midsize businesses that use Windows Small Business Server 2003

and Microsoft Servers.

o Microsoft Exam 70-631 - Configuring Windows SharePoint Services 3.0 This credential is designed for IT professionals who can administer, deploy,

customize, implement, or support Windows SharePoint Services 3.0.

o Microsoft Exam 74-134 - Pre-installing Microsoft Products Using the OEM Pre-installation Kit

This competency exam validates that individuals in a partner environmentare capable of efficiently deploying multifaceted IT solutions and possess

skills across multiple Microsoft products and technologies.

A candidate for this exam should have experience installing Microsoftoperating systems and applications using the OEM Pre-installation Kit (OPK).

Registered Members of the Microsoft Partner Program must purchase a Microsoft ActionPack Subscription or Microsoft Empower for ISVs. The Microsoft Action Pack subscription is

Recruit

Enable

Maintain

SBSC
https://partner.microsoft.com/global/program/smallbusinessspecialist/40020838https://partner.microsoft.com/global/program/smallbusinessspecialist/40020838https://partner.microsoft.com/global/program/smallbusinessspecialist/40002082https://partner.microsoft.com/global/program/smallbusinessspecialist/40035933https://partner.microsoft.com/global/program/smallbusinessspecialist/40017069https://partner.microsoft.com/global/program/smallbusinessspecialist/40016455https://partner.microsoft.com/global/program/smallbusinessspecialist/40016455https://partner.microsoft.com/global/program/smallbusinessspecialist/40011351https://partner.microsoft.com/global/program/smallbusinessspecialist/40016455https://partner.microsoft.com/global/program/smallbusinessspecialist/40016455https://partner.microsoft.com/global/program/smallbusinessspecialist/40011351https://partner.microsoft.com/global/program/smallbusinessspecialist/40016455https://partner.microsoft.com/global/program/smallbusinessspecialist/40016455https://partner.microsoft.com/global/program/smallbusinessspecialist/40017069https://partner.microsoft.com/global/program/smallbusinessspecialist/40035933https://partner.microsoft.com/global/program/smallbusinessspecialist/40002082https://partner.microsoft.com/global/program/smallbusinessspecialist/40020838https://partner.microsoft.com/global/program/smallbusinessspecialist/40020838


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managed at the organization level. It is only a requirement for each organization to subscribe

to the Microsoft Action Pack, and not each location.

Engagement Model

Recruit

Recruit and evangelize partners to becomeSmall Business Specialist at partner events.

Check alignment with Marketing and CPLS Focus on channel as per business priorities

Enable

Coordinate trainings sessions with DPE toprovide scenario-based training to the SBSC

on a regular basis to update their

knowledge en enable them to up-sell a

higher Microsoft Revenue per Deal with

diverse Premium technology

Provide technology update sessions withDistributors to partners

Breadth Communications through diversemethods: OPC, Livemeeting, Chatsessions,

Website, Videocast, RSS and other

distribution methods

Co-Sell, add pre-sales support on targeteddeals

Maintain

Provide information about how to get what support Breadth Communications through divers methods: OPC, Livemeeting, Chatsessions, Website,

Videocast, RSS and other distribution methods

MicrosoftSystembuilderChannel

HPResellerChann

el

OtherMNAResellerChannels

SubDiResellerCha

nnel

Small Business

Specialist Community


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Appendix 1 Determination Tier 1 partnersA way to determine which partners the SE should focus on, can be retrieved from the sales numbers.

Based on the sales number, the partners can be plotted with a bubblepie. The size of the bubble is

the total Microsoft OEM revenue. Partners in the upper right quadrant are the best executing

partners in this model, while the partners in the left upper quadrant have room for growth. Office is

mostly a sales effort, while Server and Windows can often by affected by the SE.

To have a better insight in the partner, its better to look at the Technical Capabilities of the partner.

This can be set on the bubblechart based on potential and performance. The size of the bubble is the

total sales revenue. The Potential and Performance are based on the KPIs as defined in the model.

100

150

200

250

300

350

400

450

0 100 200 300 400 500

Potential

Performance

Consumer Partners - Technology Performance

Alternate

COM4 Trading B.V.

Complies

INFORMATIQUE

Komplett B.V.

Powerline Computers

XS2 Europe B.V.


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0

50

100

150

200

250

300

350

400

450

500

0 100 200 300 400 500

Potential

Performance

Business Partners - Technology Performance

Aragorn B.V.

Databyte B.V.

Lesscher IT B.V.

Megasellers

Schutte Systems

Tcp Benelux B.V.

Temco Computers B.V.

Micro-Square B.V.

-500

0

500

1000

1500

2000

0 5000 10000 15000 20000

OfficeSystemsSales

Windows Client Sales

Consumer Partners - Sales Performance

Alternate

COM4 Trading B.V.

Complies

INFORMATIQUE

Komplett B.V.

Powerline Computers

XS2 Europe B.V.


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-50

0

50

100

150

200

250

300

350

0 1000 2000 3000 4000 5000 6000

WindowsServerSales

Windows Client Sales

Business Partners - Sales Performance

Aragorn B.V.

Databyte B.V.

Lesscher IT B.V.

Megasellers

Schutte Systems

Tcp Benelux B.V.

Temco Computers B.V.

Micro-Square B.V.

Documents

Dutch Technology plan