Metalogix – Confidential

Guidelines and Timelines: Navigating Microsoft

Barb Campbell

Microsoft Global Alliances

Metalogix

Agenda

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Why work with Microsoft

Microsoft Field Structure – US

Winning with Microsoft in Customer Accounts

What Matters to Microsoft

The Microsoft Technology Centers

The MS Budget Process Partners should know

Why Work with Microsoft

Corporate:

Ensure your partner solutions provide value in future releases

Provide product and marketing planning that is in sync Microsoft

Participate in advisory committees (nominations)

MS focus this year: Windows 8 and Azure

Field: Joint Selling

Win deals together – know your plays (messaging)

Leverage Business Investment Funds (BIF)

Access to the Microsoft Technology Center (MTC) for POCs

Get to know the Microsoft Consulting Services teams.

Joint Marketing Opportunities

Gold Partnership/Partner Level provides a level of comfort with customers

ND

SD

NE

KS

MN

IA

MO

MI

IN OH

KY

TN

WI

IL

OK AR

LATX

WA

OR ID

MT

WY

NV UT CO

AZ NM

U.S. SMS&P Region/Area Map

Central RegionLane Sorgen

Vice President

East RegionDavid Willis

Vice President

West RegionMargo Day

Vice President

Updated 5/17/2007

AK

MS AL

FL

GASC

NC

WVVA

MDDE

NY

VT

NH

CT RI

ME

MA

PA

NY

SoCal

NorCal

HI

NJ

PacWestAK, WA, OR, ID

NorCalN. CA, N. NV

SocalS. CA, HI

Desert MountainMT, WY, UT, CO, AZ, NM, S. NV

South CentralTX, OK, AR, LA

North CentralMN, ND, SD, IA, NE, MO, KS

HeartlandOH, KY, MI, TN

NortheastME, VT, NH, MA, CT, RI, Upstate NY

NY MetroNY Metro, N. NJ

Mid-AtlanticPA, S. NJ, DE, MD, DC, VA, WV

SoutheastNC, SC, GA, FL, AL, MS

MidwestWI, IL, IN

Microsoft Structure – US Districts

Winning with Microsoft in Customer Accounts

Shorter Sales Cycles - More Customer Wins - through Endorsement

Account Knowled

ge

Customer Wins!

Know what is going on in the account! Build Credibility!

Share Account information with Microsoft Teams

Demonstrate that you are willing to

Partner

Spend time in making this work!

Vendors working together.

Going it alone

Microsoft Structure – Account Management

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Enterprise Partner Group (EPG – Enterprise Sales): 1:5 account ratio – Customer Seats 10,000 +Corporate Account Structure (CAS): 1:35 account ratio – Customer Seats 3,000+

Small and Mid-Size Market and Partners (SMS&P):1:200 account ratio – Customer Seats 50-1,000 (depending on MS District Breakdown)Corporate Account Structure: 1:100 account ratio – Customer Seats 1000-3000 (depending on MS District Breakdown)

ATU Manager

Account Executives

Information Worker SSP Platform SSP Management &

Security SSP

Strategic Technical Unit (STU)

ATU – Account Team UnitAE- Account ExecutiveSSP- Sales Solution ProfessionalATS – Account Technology Strategies

Key Players within a Microsoft Team

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What Matters to Microsoft

Microsoft’s fiscal year runs July 1st – June 30th

They manage their business leveraging a Scorecard

Understanding their metrics and providing solutions that support the scorecard will help to build a strong relationship

All Districts are measured differently

There are 60,000+ ISV’s and SI’s

Microsoft Account Teams receive multiple calls from vendors everyday

How Microsoft Sells and is Compensated

Microsoft Sells Products on Enterprise Agreements (EA) or Select Agreements

This allows organization to spread their payment over 3 years and pre-negotiates the price of additional products for the duration of the agreement

Microsoft struggles to ensure that customers renew their EA

Microsoft’s reps incentive pay is based on Revenue Based Incentive (RBI)

Reps can only receive their RBI once they are over 60% of their Net New Revenue (Licenses)

Reps will not achieve quota unless all customers renew their EA

Microsoft’s reps incentive pay is based on Commitment Based Incentive (CBI)

Reps need to achieve certain deployment, migrations, product adoptions and compete targets

The Process: Joint Account Planning

Get to know the Microsoft Account Manager, in your customer.

Don’t be afraid to ask who it is from the customer

Relationship is actually with the SSP’s and TSP’s.

Establish “Account Planning Calls”

Account planning calls allow you to be introduced to the Microsoft Teams that handle these accounts:

This is your opportunity to meet your Microsoft counterparts and establish your credibility by sharing your account knowledge and open doors to more opportunities.

The Process: Account Knowledge

What Microsoft is expecting from Partners in Account Knowledge:Bring opportunities to the table

What is going on in the account (Pain Points)

What Team’s, Level’s and with whom are you speaking with in the Customer

Where are the blockages?

How will your company benefit the Microsoft Account Team?

What’s in it for Microsoft?

What are your asks?

The Process: Setting Expectations

Outcomes you can expect from the Account Planning Sessions:Building Trust!

Introduction into Customers

Deeper in existing accounts/Introductions into new accounts.

Joint Whiteboard Sessions

Joint Customer Calls

Mapping to other accounts they manage

Gaining a new friend

The Process: Next Steps

Follow up to this process is for you to Drive! Microsoft will not do the follow up!

You are the generator of “Constant Follow Up” with your Microsoft Account Teams!

Email follow-up:

If you have a meeting with the customer that you are jointly involved. Please follow up with an email with the customer name in Subject line.

Establish Monthly Sync Calls

Plan customer events

Establish a Face to Face is important for Success

Always Close the Loop with Microsoft - even when you win the Deal!

Take the Initiative

Technology Centers

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Locations in development: Toronto, Israel and South Africa

MTCs are based strategically around the globe.

Worldwide Locations

Microsoft Budget Cycle

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Metalogix – Confidential

Microsoft Fiscal Year July 1 to June 30

Budget Decisions are made in late April/May timeframe. (FY before).

WWSM (Memos) Reports:

Product Business Groups reports their desired direction for the new FY

Direction + Budget = rollout for corporate and the field

Partner Action:

Become GOOD friends with MS Product groups beginning late February.

Understand the beginning planning process for the Product groups that you work.

Align your products development to their planning.

Half Year = NOW

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Metalogix – Confidential

Microsoft ½ year Reset – January

Corporate and Field Marketing groups revisit:

Reallocating budgetFreeing up funding that has not been used in 1H

Time now to pitch Marketing groups for POC $$$$!

SI’s – it is your time!Get yourself built into “Statement of work”

Know your Product and Program Chain of Command

Position your Company!

MOST OF ALL: Make these teams look good!

GO PARTNER

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Metalogix – Confidential

QUESTIONS?