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Grow Your SAM Practice
Raul BandeiraDirector, SAM Field and PartnersMicrosoft Corporation
SAM01
Lisa SlimMicrosoft Alliance Business Manager
Hewlett-PackardMPN partner since 1989HP Enterprise Business
Ro Kolakowski
Company Partner
6th Street Consulting
MPN partner since 2006
SharePoint
The Journey to SAM Services Incentive
SAM Competency changesSAM Services SOWsField and Partner Readiness efforts Systems requirementsProcess development and validationCustomer evangelization
Where we’ve been
Less than 90 days to launch!Systems implementation and pilotingAdditional Field and Partner ReadinessOnline training coursesProgram and marketing resourcesCustomer awareness
Where we are
SAM Services Incentive
Save Money
Manage changes in IT
Improve competitive advantage
Reduce legal and financial risks
Enable broader partner choice
Customer ValueMinimum of 250 desktops
At least one of the following Volume Licensing contract types:
Enterprise Agreement, Enterprise Agreement Subscription, Select License, Select Plus and Academic Select
These Volume Licensing options are excluded:
Open License, Open Value, GSA Select, Campus Agreement, School Agreement, and all other licensing programs not explicitly called out
Target Customers
SAM Services Engagement Types
Inventory of deployed Microsoft assets, review of corresponding customer license documentation, virtual, hosted, or cloud-based solutions, and identification of any opportunities for Improvement
SAM BaselineReview of customers existing
processes against SAM Optimization Model
framework, identifying improvement opportunities and
associated ROI
SAM Assessment
Provides deployment assistance for processes and technologies to support key SAM areas, including deployment, metering, inventory and control. Special focus on solutions deploying Microsoft technologies including System Center, MDOP AIS, or MAP
SAM Deployment Planning
Engagement Timing and Deliverables
Engagement Type
Letter of Engagement
SAM Baseline Report
Effective License Position (ELP) Spreadsheet
SAM Assessment Report
SAM Optimization Model (SOM) Workbook
SAM Deployment Planning Report
Executive Overview Presentation
SAM Baseline
SAM Assessment
SAM Deployment Planning
=To Customer and Microsoft =To Customer only
Engagement level
Estimated number
of desktops
Delivery Estimate
Baseline AssessmentDeployment Planning
Level A 250 – 2,399 3-7 days 2-4 days 4-6 days
Level B 2,400 – 5,999 7-15 days 4-6 days 6-8 days
Level C 6,000 – 14,999 15-25 days 6-8 days 8-12 days
Level D 15,000 + 25-50 days 8-10 days12-20 days
Engagements can qualify for incentive under this program only when the defined scope of work is being delivered by a qualified partner consultant to a customer with an active Select or EA. Opportunities must be registered and received by a Microsoft SAM Engagement Manager approval prior to the engagement to be eligible for this incentive
NOTE – Actual engagement delivery length will vary based on customer size within the range, number of locations, infrastructure and other variables and is provided as a guide for initial resource planning estimation only.
SAM Services Requirements and Eligibility
Partners only have to meet the Gold SAM competency requirements once worldwide
A PSP is required in each country in which the partner plans to do work under this program
The consultant delivering the engagement must be an FTE with the SAM MCP
Who are the Gold SAM Competency Partners?Partners with a strong background in
Deep licensing expertise
Deployment or Systems Management
Focus on Core IO
Process Consulting
Partner Business Opportunity
Clear, repeatable Scope of WorkPredictability of deliverablesInsight into customer’sorganization and environmentFollow-on business
Making it real
Your SAM Practice
Cynthia FarrenPresidentCynthia Farren ConsultingUSA
SAM in SMBAlexander GolevCEOQuarta ConsultingRussia
A SAM StoryRiaan van der WesthuizenGroup Infrastructure ManagerGijimaSouth Africa
A SAM Story
Riaan van der WesthuizenGroup Infrastructure ManagerGijimaSouth Africa
partner
Gijima Profile
Journey to the CloudBusiness Growth, Profitability and CompetitivenessStrategic Partnership and Account PlanningHigh-level Profile andBrand AwarenessRegional FocusMCS AlignmentMPN Transition
Gold Competency:Identity and Security
Silver Competencies:Application Integration, Business Intelligence, Content Management, Desktop, Midmarket Solution Provider, Portals and Collaboration, Project and Portfolio Management, Server Platform, Systems Management, UC Messaging and Voice
Competency Recruitment:Application Lifecycle Management, Data Platform, Hosting, ISV Software, Learning, Search, SAM, Software Development, Virtualization, Web Development. (Investigate: CRM, Digital Marketing, Mobility, Volume Licensing.)
3rd largest IT Outsourcer70 offices in Southern AfricaRevenue: R 3 Billion BEE Level 3 Contributor2,500 PeopleKey Verticals: Financial Services and Retail Market, Manufacturing, Mining, Telecommunications, Government Departments and State-owned Enterprises
Company Profile MPN Profile Company Goals
The Challenge
High ad-hoc and unexpected true up costs IT investments not “fit for purpose”Lack of user awareness and discipline“Tough” True Up negotiations with MicrosoftLow trust as “an ethical business partner”High governance compliance risks
The Solution
100%+ increased licence entitlement Reduced Add Hoc licence procurementReduced True Up costs substantially
Course of Action Results
The Impact on Risk and Governance
Improved control of IT assets and securityReduction of non-compliance risksStrategy to maintain updated policiesEncourage effective use of toolsBetter tracking of actual costs – Chargeback Model
SAM in Small Business
Alexander GolevCEO, Quarta ConsultingRussia
partner
Small Business – SAM Opportunity
1,000,000+
“Compact” companies
in Russia
70%
Concerned about legal compliance
> 200
SAM partners in small business
in 2008
Existing Demand for a Framework
Challenges in Small Business
No SAM budgetLack of formal IT Management structure Low asset management cultureFocus on tangible legal risks
Quarta Consulting Solution
Assumptions and requirementsLow-priced but still profitableDoable in a weekCollaboration with Microsoft“Sharable” with other partners
Delivery approachBaseline PC reinstallationStandardized process templates
SAM Light – Results
2010 2011100
125
150
144
134
SAM Light Participants Other partners
Part
ner
Reven
ue
29%
faster
Top VAR revenue growth
Sta
ges
and R
esu
lts
0Pre-sales
and Consultatio
ns
Preparation &
planning
1Adaptation
and approval of
policies
Approval of the regular
works schedule
2 Software inventory gathering
Inventory data
analysis
3 Licenses audit and analysis
Getting licenses
into order
4Development of standard
PC configuratio
ns
Preparation of the
purchase plan
Software purchase
5Preparatio
n of software “images"
Backup-format-reinstall
all computers
Works are planned and approved, it's time to
start
Policies and regular works schedule are
developed and approved
Software is calculated, the needs are determined
The existing licenses are put in order, the
discrepancies are detected
The standard PC configurations are approved. The purchase plan is based
on the standard
Software is purchased and ready to be
installed
Software is reinstalled, all documentation is in
final order
SAM in Small Business – How to?
Embrace Small Business customersUnderstand Small Business challenges Bet on simplicity and efficiencyProfit from standardized offers
Your SAM Practice
Cynthia FarrenPresidentCynthia Farren ConsultingUSA
partner
About Cynthia Farren Consulting
1999 Founded firm
2005-2007 Revenue average surpassed all prior
years
2008 1st US SAM firm to offer a
fixed price outsourced SAM service
SAM and MicrosoftA blunt conversation
Microsoft is in the business of selling software licensingMicrosoft will streamline and commoditize all effortsAll SAM Partners benefit from the marketing investment made by Microsoft and others to educate CxO’s about SAMIf your SAM business will have to rely on Microsoft to be profitable – then you don’t have a SAM businessSAM exists without Microsoft, but SAM benefits from Microsoft and Microsoft benefits from SAM
Sample Keys to Being a Successful SAM Partner
CompetitionCompetition helps market the value of SAMUnderstand the business value of your unique offering
Education Know your subject Research; don’t guessSAM is highly “historical” – know the historical PURs and Agmts
Focus on the customer The “right” solution is the best solutionCross selling is not part of SAM
But the insights gained through SAM provide opportunities
Remember: a licensing statement isn’t SAM
Session Recap
SAM Services Launch in Oct, 2011 SAM Services enables insight into customer IT strategy SAM Services Incentive leads into follow-on business SAM Partners are strategic to their customers SAM works in SMB with the right model SAM is NOT a licensing statement
Partner Calls to ActionKey Actions, Resources and SAM Related Sessions/Activities
Do
Attend
Learn
Understand the SAM opportunity in your marketEarn the Gold SAM Competency Drive the conversation about SAM Services with your customers
NextSteps
SAM02Session
Get your USB with the training courses at the next session or stop by the Software Asset Management Booth in the MPN Solution Innovation Center
SAM Services Training 100 and 200 levels
NEXT IN THIS ROOM!
Competency Exam Pack Offer
Go to the MPN Booth or Purchase Online by July 29, 2011
Note: After July 29th, the Competency Exam Packs will not include a Second Shot (free exam retake). Order today!
Exam Packs can be purchased in the following denominations3 Pack – 30% discount + Second
Shot5 Pack – 35% discount + Second Shot
8 Pack – 40% discount + Second Shot20 Pack – 40% discount + Second ShotTo purchase, simply stop by the WPC MPN Booth or log on to
www.prometric.com/microsoft/partners
Complete a WPC evaluation and you’re automatically entered to win the daily drawing for a luxury vacation AND a chance to win instant prizes!
Learn more in the Microsoft Partner Network Booth
Your Feedback is Very Important to Us
Grand Prize Luxury Vacation
for 2
Submit your Session Evaluation for a chance to Win! www.digitalwpc.com/contest
© 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to
be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.