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Azure Sales Acceleration
HOW to drive your Azure business to green in FY15 by understanding:
How do we sell Azure to CA customers? What are the sales motions? Who is on point for driving them? What are the partner types we need to engage?
What do we sell? Azure scenarios that drive Partner profitability and scale into CA accounts
What are the resources and programs I can use to drive sales?
Azure Revenue Walk
How do we sell? (Sales Motions) Co-selling with What do we sell? (Sales Scenarios)
HiPo(10% of FY15
Target)
Consumption(30% of FY15
Target)
Hunt in Propensity accounts
(50% of FY15 Target)
Direct (MOSP)(10% of FY15
Target)
Direct with Dedicated STU
resources
Azure Circle Partners
(Billed on Customer’s EA)
Azure Managed Service
Providers
(Billed on Partner’s EA)
Runrate driven through
Marketing (C+E)
Azu
re P
-selle
rs
Corporate Accounts Fy15 Azure Revenue Walk
Azu
re P
SS
(S
TU
)A
zu
re T
SA
(S
TU
)
CA
M: D
ata
cen
ter
SS
PC
TM
: Azu
re T
SS
CA
M: D
ata
cen
ter
SS
PC
TM
: Azu
re T
SS
C
+E M
ark
etin
g
Storage & Disaster Recovery
Reduce storage TCO by 60%-80%,
Hybrid identityManagement
Single sign-on for all apps
Infrastructure on Azure
Dev & Test, Migration testing for WS2003,
Data & BI on Azure
Burst BI computation to the Cloud
Websites on Azure
High scalable web sites for immediate campaigns
Mobile & CustomApps on Azure
Run high scalable apps that self manage
What Resources and Program can I use?
Marketing Support and Proposals
Sales Desk Active
Proposals Cloud
Jumpstart
COSA BIF
X7 ROI for CA
Offers and Promos
StorSimple Offer
EA Deployment Offer
Identify, sell and drive consumption in target high potential accounts
Increase Azure revenue from existing customers by selling new projects that drive increase in consumption
Sell Azure in unpenetrated accounts identified as “likely to buy Azure” using the key Azure scenarios
Direct sales through credit card or C+E telemarketing engine
How do we sell? (Sales Motions) Co-selling with What do we sell? (Sales Scenarios)
HiPo(10% of FY15
Target)
Consumption(30% of FY15
Target)
Hunt in Propensity accounts
(50% of FY15 Target)
Direct (MOSP)(10% of FY15
Target)
Direct with Dedicated STU
resources
Azure Circle Partners
(Billed on Customer’s EA)
Azure Managed Service
Providers
(Billed on Partner’s EA)
Runrate driven through
Marketing (C+E)
Azu
re P
-selle
rs
Corporate Accounts Fy15 Azure Revenue Walk
Azu
re P
SS
(S
TU
)A
zu
re T
SA
(S
TU
)
CA
M: D
ata
cen
ter
SS
PC
TM
: Azu
re T
SS
CA
M: D
ata
cen
ter
SS
PC
TM
: Azu
re T
SS
C
+E M
ark
etin
g
Storage & Disaster Recovery
Reduce storage TCO by 60%-80%,
Hybrid identityManagement
Single sign-on for all apps
Infrastructure on Azure
Dev & Test, Migration testing for WS2003,
Data & BI on Azure
Burst BI computation to the Cloud
Websites on Azure
High scalable web sites for immediate campaigns
Mobile & CustomApps on Azure
Run high scalable apps that self manage
What Resources and Program can I use?
Marketing Support and Proposals
Sales Desk Active
Proposals Cloud
Jumpstart
COSA BIF
X7 ROI for CA
Offers and Promos
StorSimple Offer
EA Deployment Offer
Identify, sell and drive consumption in target high potential accounts
Increase Azure revenue from existing customers by selling new projects that drive increase in consumption
Sell Azure in unpenetrated accounts identified as “likely to buy Azure” using the key Azure scenarios
Direct sales through credit card or C+E telemarketing engine
Azure Consumption - ContextConsumption is the continued use of and repurchasing of a service. It represents a customer state of satisfaction with their service. We have experienced tremendous growth in our cloud services over the last few years. The Microsoft Azure business has grown more than 300% YoY. This steep growth makes consumption of cloud services an imperative for Microsoft. As of late April 2014, 63% of Office 365 seats sold into the enterprise remain inactive, and 60% of Azure upfront enterprise commitments remain unused at the end of their contract period. This creates a challenge to Microsoft’s continued growth. We are already seeing customers with low utilization dropping one or both of these services upon agreement renewal. Conversely, customers with high utilization rates tend to expand services to more users and workloads. Unlike the on-premises world in which customers typically have made large upfront commitments, assumed risk and then worked to achieve measurable ROI, in the online services world the cloud allows a customer to reduce upfront investment, minimize risk, and consume what the organization needs to achieve measurable ROI and only then commit to buying more.
• Sell it right: The goal of a sales cycle is not merely to secure the initial transaction. Monetization will occur and grow as the service gets used, so the initial sale must have usage and value realization as the desired outcome. “Selling it right” means ensuring that deals are closed with viable deployment plans in place and with a clear path established with the customer for full utilization of the solution.
• Deploy it: Deployment is about making the software or cloud services available to use. It might involve the remediation of customer’s infrastructure, its integration with the cloud (e.g. networking, security, identity, management), and the implementation of service itself - including migration of customer data and/or systems to the cloud. It is normally concluded with the activation of an account, a user, a feature or a cloud portal.
• Drive adoption and usage: End-user adoption happens when a customer’s users learn about, understand and realize the value the software or service provides by incorporating it into their daily lives. In the case of back-end services (IAAS, PAAS), project usage happens when the systems start running and consuming cloud resources. Some back-end services might be pure processing systems, while others might be systems used by a customer’s employees and customers.
Consumption Role Accountabilities & Key Resources
Accountabilities
by MS Role
SSP (PSS in HIPO accounts)
• Engage Partner or Service from sales stage 20%
• Ensure development of a customer agreed consumption plan at 60% sales stage
• Avoid over-licensing
ATS (CSA in HIPO accounts)
• Define customer’s cloud roadmap
• Ready IT foundations for cloud adoption
• Sign off consumption plan• Ensure execution of consumption plan –
escalate to blockers to TAM or SSP.
Partner Roles
• Recruit and ready partner ecosystem. (Azure BDM)
• Populate partner Solution Directory (Azure BDM)
• Provide technical support to Partner selling (PEAT)
• Support execution of consumption plans* (Azure BDM)
• Provide technical support to Partner Deployment (PEAT)
ServicesRoles
• Develop Cloud strategy/ roadmap in ESP accounts (EA)
• Position appropriate service & support offerings (SE,TAM)
• Drive successful completion of projects (MCS)
• Monitor consumption plan status & resolve technical blockers (TAM)
Resources
• Planning Services (DPS) Days
• Partner recruitment & readiness programs
• Azure VM readiness & optimization assessment
• Azure Solution BOMs
• BIF
• Services offerings (MCS and Premier)
• Services Center of Excellence (CoE)
• Azure Partner Offerings Catalog
• Partner Enterprise Architect Team (PEAT)
• Consumption Plan Template
• Safe Passage Migration Program
• Azure Customer Decision Framework
• Azure Consumption & Storsimple Offers
• Partner rev rec program
• Azure EA Portal Onboarding
• Azure subscription & billing escalation portal
• Partner Enterprise Architect Team (PEAT)
• Technical escalations: Ask Microsoft Azure (AMA)
• Consumption Reporting
• ROB Guidance
1
2
* Where Azure circle partner is engaged in presales
Prepare and Prospect Sell Consume (Deploy/ Support)
Msft Programs/ Resources: Consumption plan
WHY
WHAT
HOW WHO
Who does this apply to?: All Azure monetary commitment wins Who takes the action: The opportunity owner (AE/SSP/PSS) should create the Consumption Plan associated with her/his opportunity with the assistance and input from the technical teams (ATS/CSA/TSP?TAM). ATS is accountable for orchestrating the execution of the plan cross internal & external stakeholders
Consumption requires a clear use case intent and orchestration cross customer, Microsoft and partner on deployment plan. Documenting a customer agreed deployment plan to be executed against by Microsoft and partners is key.
• Leverage the consumption plan guidance template • Start completing a deployment plan at sales stage
40% finalizing & posting by sales stage 60% (repository TBC by S4)
• Submit request for deployment plan coaching with SME (link to be provided by S4)
Deployment planning consist of 2 pieces:• A standardized process: where template guidance & repository are provided. Note the note launch of the
Profiling Companion tool in later H1 to replace the current repository highlighted in the “How” • A coaching support from WW SME starting in August: 30mins calls where deployment plan will be shared by account
team with cross group WW SME to seek guidance & practical advice on how to fasttrack the plan.
Deployment plan is complementary to a detailed project plan/SoW from a partner and/or Services, aiming to capture:• The customer intended usage at the time of sale (“sell right” or “sell for consumption”)• The stakeholders on point at the customer, partner & Microsoft to deploy the plan• The customer ramp up & milestones expectations
Reports What does it show At what level of granularity?
When should you use it?
Availability
Azure usage reporting
Type of Azure consumed revenue by month for given Azure EA customer
Geo, individual enrollment number
Account plan reviewCustomer reviews
STBInsight
Azure utilization reporting
Rolling 12m Azure Geo, segment, vertical, individual account, type of Azure contracts
STBInsight
NEW! Predicted Usage
next 6mo of usage for accounts once they have initiated use of Azure
Relevant output integrated to consumed rev SC report
Release before the end of August
NEW! Propensity to Buy
Propensity to adopt azure for accounts prior to purchasing –
Release before the end of August
Managing Consumption : Consumption Reporting
How do we sell? (Sales Motions) Co-selling with What do we sell? (Sales Scenarios)
HiPo(10% of FY15
Target)
Consumption(30% of FY15
Target)
Hunt in Propensity accounts
(50% of FY15 Target)
Direct (MOSP)(10% of FY15
Target)
Direct with Dedicated STU
resources
Azure Circle Partners
(Billed on Customer’s EA)
Azure Managed Service
Providers
(Billed on Partner’s EA)
Runrate driven through
Marketing (C+E)
Azu
re P
-selle
rs
Corporate Accounts Fy15 Azure Revenue Walk
Azu
re P
SS
(S
TU
)A
zu
re T
SA
(S
TU
)
CA
M: D
ata
cen
ter
SS
PC
TM
: Azu
re T
SS
CA
M: D
ata
cen
ter
SS
PC
TM
: Azu
re T
SS
C
+E M
ark
etin
g
Storage & Disaster Recovery
Reduce storage TCO by 60%-80%,
Hybrid identityManagement
Single sign-on for all apps
Infrastructure on Azure
Dev & Test, Migration testing for WS2003,
Data & BI on Azure
Burst BI computation to the Cloud
Websites on Azure
High scalable web sites for immediate campaigns
Mobile & CustomApps on Azure
Run high scalable apps that self manage
What Resources and Program can I use?
Marketing Support and Proposals
Sales Desk Active
Proposals Cloud
Jumpstart
COSA BIF
X7 ROI for CA
Offers and Promos
StorSimple Offer
EA Deployment Offer
Identify, sell and drive consumption in target high potential accounts
Increase Azure revenue from existing customers by selling new projects that drive increase in consumption
Sell Azure in unpenetrated accounts identified as “likely to buy Azure” using the key Azure scenarios
Direct sales through credit card or C+E telemarketing engine
SharePoint on Azure
Migrate custom SharePoint sites to the Cloud to inter-operate with O365
Customer pains:Set up secure Extranets for collaborationRun custom SharePoint apps in the Cloud
What we offer:Easily migrate on-prem custom SharePoint sites and apps to AzureBuild large & scalable SharePoint Extranets outside of your private networkFull interoperability with O365 instances including authentication
Hybrid Identity Management
Single sign-on for all apps including thousands of internet apps.
Customer pains:Multiple authentication for end usersElongated sign-on timeExtensive and expensive IT management
What we offer:Single sign-on across multiple cloud applicationsSimple integration with on-premises ADEasily create and manage identities in the cloudFlexibility to leverage social tools and identities
What do we sell? Azure scenarios Partners are selling today
Storage/DR/Backup
Reduce storage TCO by 60%-80%,
Customer pains: Data growth and data management complexityBack-up issues Untested Disaster RecoveryEliminate tape backups
What we offer:Consolidate primary, archive, back-up and DR through seamless integration with AzureLeverage integrated solutions with StorSimple, Hyper-V Replica, SQL, Veeam, Commvaut, eVault, etc.Azure Site Recovery services
Custom Web Sites on Azure
Build highly scalable web sites for immediate campaigns
Customer pains:High infrastructure costsLimited datacenter capacityHard to plan for capacity for Web trafficHigh expense for Web campaigns or pilots
What we offer:Azure Web Sites allow you to quickly design and deploy highly scalable, redundant custom web sites with zero capital investment.Leverage our partner SiteCore for Cloud-based campaigns
ERP Systems on Azure
Test, Develop and Run MS Dynamics, SAP, Oracle Apps, Custom Apps
Customer pains:Long set-up timesHigh infrastructure costsLimited datacenter capacityHard to replicate production
What we offer:Microsoft Azure has been certified by industry leaders such as SAP, Oracle, Dynamics.Azure is Best-in-Class cloud architecture to run your ERP systems in full Cloud or Hybrid scenarios.
Data & BI – BigData
Burst BI computations to the Cloud, run DR for your DBs, integrate Hadoop (HDInsight), Oracle, etc.
Customer pains:High cost of business and data insightComplex environment to manageLimited number of users due to high costs
What we offer:Quickly build a Hadoop cluster in minutes with Azure HDInsight. Achieve elastic scale out across thousands of databases
Mobile/Media/Custom Apps on Azure – (PaaS)
Develop for iOS, Android and Windows phones and tablets. Run highly scalable apps that self-manage.
Customer pains:Need a mobility solution for our legacy apps
What we offer:Mobile Services provides a scalable and secure backend that can be used to power apps on any platform–iOS, Android, Windows or Mac. Easily store app data in the cloud or on-premises, authenticate users, and send push notifications, as well as add your custom backend logic in C# or Node.js.
Customer pains:Hard to predict resources required for a Mobile app
What we offer:Easily configure built-in auto scale for both Mobile Services and Notification Hubs to match your app needs.
Customer pains: I need to deliver rich media to my users/customers
What we offer:Securely upload, store, encode and package video or audio content for both on-demand and live streaming delivery to a wide array of TV, PC and mobile device endpoints
Infrastructure on Azure (IaaS) – Stretch Your Datacenter
Dev & Test, Production, Staging. Migration testing for WS2003, SQL, SAP, Oracle, 3rd party apps. On-demand resources managed by familiar tools.
Customer pains: Long set-up timesHigh infrastructure costsLimited datacenter capacityHard to replicate production testing
What we offer: Azure VMs to run test & dev workloadsSeamless and secure networking optionsLower development costs and greater agilitySpeed to Innovation
Customer pains: I want to run my office applications as a remote app to be shared by remote users on all devices
What we offer: Azure RemoteApp provides a Cloud-based host for your apps accessible via RDS from any PC, Mac, phone or tablet device.
Customer pains:Windows Server 2003 is end of life… how do I remain compliant?
What we offer: With Azure you can “lift & shift” your WS2003 apps to run in the Cloud. Leverage our partners AppZero and Apprenda to easily run those proprietary apps on Azure.
EMS PRICING AND LICENSINGEMS represents a 45% discount compared to purchasing Windows Intune, Windows Azure Active Directory Premium, and Windows Azure Rights Management Service separately. On top of that, we have an introductory promotion, which provides a further 40% discount until 31th December 2014. As a result, EA pricing starts at just $4.10 per user per month (compared to the standard $6.80 per user per month pricing).
WHAT IS EMS?Enterprise Mobility Suite (EMS) provides customers will get identity management, device management & data protection in a single subscription (per user per month). EMS is available on the pricelist available on EA / EAS / EES Volume Licensing Programs. Hybrid Identity Management – with Azure Active
Directory Device and App Management – with Windows Intune
Access and Information Protection – with Azure Rights Management Service
EMS is a very cost effective solution compared to our competitors (AirWatch, Mobile Iron, Google, Amazon, Salesforce) in this space.
ENTERING EMS OPPORTUNITIES IN CRMFor entering an EMS opportunity into CRM, please follow these simple steps: Name = Enterprise Mobility Suite Opportunity Type = Standard Account Name = verify company name is on
MAL list Account Segmentation = EPG / SMS&P Sales Stage = select appropriate Sales Stage Due Date = set for x months in the future Licensing Program = EA / EAS / EES Products > Product Family = Enterprise
Mobility Suite
EMS SALES SCENARIOS FOR CORPORATE ACCOUNTS:
Sales Motions: Why?
1 Office 365 Attach
For O365 users, EMS provides: Cross platform mobile device management especially relevant for O365 iPad users Rights management – across different document types Unlimited single-sign on (SSO) with 1,200 cloud SaaS applications (vs 10 with O365) Self-service group management & password reset
2 CAL Suite Attach
System Center 2012 R2 Configuration Manager (included in Core CAL / ECAL) integrates with Intune to provide customers: PC / mobile device management – across Windows (x86/64), Windows to Go, Windows
Embedded, Mac OS X, Windows RT, WP8, iOS and Android Mobile application lifecycle management Device data wipe and removal – for lost, stolen or retired devices
3 Devices Attach
Manage and secure new devices (PCs, laptops, tablets, smartphones) with EMS: Hybrid identity management Mobile device management Data protection
SELLERS COMPENSATIONAll sales roles with Cloud / Azure (PG2) revenue targets can benefit: 100% of EMS revenue retires Azure quota in
FY15 For example, at $4 per user per month (limited time promo), 1,000 user deal retires: $48k of Azure quota in Q1 FY15
For example, at $6.5 per user per month (standard pricing), 1,000 user deal retires: $78k of Azure quota from Q2 FY15 onwards
IMPORTANT EMS LINKS EMS Website EMS Internal Readiness / Training - Video Reco
rding EMS Partner-Ready / EMS FAQ (Partner) EMS Customer-Ready / EMS FAQ (Customer)
EMS (Enterprise Mobility Suite) – Overview for Corporate Accounts
EA Pricing Level
EMS Add-On “Promo”(available until 31th Dec)
EMS Add-On(from 1st Jan onwards)
A $4.50 $7.50B $4.40 $7.30C $4.20 $7.00D $4.10 $6.80
How do we sell? (Sales Motions) Co-selling with What do we sell? (Sales Scenarios)
HiPo(10% of FY15
Target)
Consumption(30% of FY15
Target)
Hunt in Propensity accounts
(50% of FY15 Target)
Direct (MOSP)(10% of FY15
Target)
Direct with Dedicated STU
resources
Azure Circle Partners
(Billed on Customer’s EA)
Azure Managed Service
Providers
(Billed on Partner’s EA)
Runrate driven through
Marketing (C+E)
Azu
re P
-selle
rs
Corporate Accounts Fy15 Azure Revenue Walk
Azu
re P
SS
(S
TU
)A
zu
re T
SA
(S
TU
)
CA
M: D
ata
cen
ter
SS
PC
TM
: Azu
re T
SS
CA
M: D
ata
cen
ter
SS
PC
TM
: Azu
re T
SS
C
+E M
ark
etin
g
Storage & Disaster Recovery
Reduce storage TCO by 60%-80%,
Hybrid identityManagement
Single sign-on for all apps
Infrastructure on Azure
Dev & Test, Migration testing for WS2003,
Data & BI on Azure
Burst BI computation to the Cloud
Websites on Azure
High scalable web sites for immediate campaigns
Mobile & CustomApps on Azure
Run high scalable apps that self manage
What Resources and Program can I use?
Marketing Support and Proposals
Sales Desk Active
Proposals Cloud
Jumpstart
COSA BIF
X7 ROI for CA
Offers and Promos
StorSimple Offer
EA Deployment Offer
Identify, sell and drive consumption in target high potential accounts
Increase Azure revenue from existing customers by selling new projects that drive increase in consumption
Sell Azure in unpenetrated accounts identified as “likely to buy Azure” using the key Azure scenarios
Direct sales through credit card or C+E telemarketing engine
Azure Consumption Offers
“Starter”
Minimum commitment of $50,000 for New Customers and $100,000 for Existing Customers
Credit added to Azure account based on actual consumption with in the first 90 days
Azure Credit New Customers
Credit of 100% of Azure usage in the first 90 days of enrollment
Max bonus of 25% of initial commitment
Existing Customers
Renewal must be 150% or greater of committed purchases over the previous annual term, with a minimum of $100K.Credit of 100% of all Azure usage in the first 90 days that exceeds 3x that of the last month of the previous annual term Max bonus of 25% of the initial commitment
Funds to offset the cost of Azure deployment
Paid directly to MCS or partner after engagement
Available for new, existing-annual renewal, and existing-mid-term additions
Deployment Offer Azure EA minimum commitment
$25k
$4,000
$50k
$9,000
$100k
$14,000
$200k
$22,000
$500k+
$45,000
Store Simple Installation Offer
Funds to cover the cost of StorSimple appliance installations from ASAP
Paid directly to StorSimple partner after engagement
Available for all ASAP customers
Deployment Offer $4,000 per StorSimple appliance at different customer locations
First Install per Location
Additional Installs
$1,000 for each additional StorSimple appliance deployed at the same customer location
FY15 Azure EA Offers
Offer runs Aug 1 – Dec 31, 2014
For more info, please visit offer page on //Azure
150 to 249 250 to 999 1,000+
40% Discount
$8,000 $12,000 $20,000
NA
Offer expires Dec 31, 2014For more info, please visit offer page on //Azure
FY15 EMS EA Offers
Partner: Partner offering catalog
WHY80% of Cloud deployment are conducted by a 3rd party (IDC). As such visibility of partner offerings & solution is key for seller to attach and engage partner early in the sales cycle.
HOW
WHAT
Who qualifies?: BDM/PTU can feature any managed partners with proven packaged deployment offerings & solutions. All sellers can search the portalWho takes the action: BDM/PTU to input & manage and Solution sellers to leverage.
A searchable catalog of partner proven offerings or solution around Cloud platform that a given partner can deployment in a standardized & consistent way. There are 2 views to the tool itself:1. An MS sellers view where sellers can match adequate offerings or solution based on
the geography and Azure scenario(s) considered to engage relevant partners early & attach a customer chosen partner by 40-60% Sales Stage.
2. A Partner BDM view where BDM document relevant partner proven deployment offerings
The catalog is accessible through //azuresales• To input: BDM/PTU must click on,fill in the requested field and upload a customer facing document.• To view: select adequate Scenario, area & country filter &
click on “partner offering” to view the 1-2 customer facing document
WHOOwner:
Partner: Safe Passage Migration ProgramWHY
Over 95% of tier1 apps are not running on SQL Server today (IDC 2013). Migrating customers from VMware helps secure the platform. Switching ISV’s from AWS guarantees some Azure consumption.
WHAT
HOW WHO
Who qualifies?: Current focus is: Oracle, Sybase, VMware, AWS, DB2, and BI Migrations.Who takes the action: the SSP is responsible for introducing the partner to the customer sponsor. The Partner Sales Executives (PSEs) will manage each partner's portfolio of opportunities and will keep you updated.
Corp owner: Gloria SanchezEscalations:
DC Modernization PSE & SSPs
The Safe Passage Migration portal serves as the one-stop-shop for all resources and acts as a transaction source to find and attach the most qualified partner to the opportunity in 3 easy steps.
1. Review available resources by type of migration2. Enter customer sponsor information into the portal3. Attach a partner Any new opportunities entered and/or updates to existing opportunities will be reflected in GSX immediately.
Safe Passage new investments includes: migration, TCO, MAP tools, sales & technical guidance, COSA BIF ($17M), ongoing readiness, over 50 qualified partners, and partner practice accelerators.DPS days can now be used for compete migrations and ISV nominations will be considered.
Proposal Collaboration
Sales Desk Research
Seller Insights
Content Building Blocks
Proactive Proposals: Sales Desk
17For more information and to request your proposal visit : https://salesdesk
Sales Desk Proactive Proposals are highly customized based on your customer's selling scenario including capabilities, compete-based, and net-new opportunities. The team works 1:1 with AMs, SSPs, & TSPs to better understand your deal strategy and create a “just for me” proposal to present customers and hold the right streamlined conversation. Sales Desk supports Commercial and Public Sector account teams in 32 languages across the world.
STU’s: Sales Desk offers Proactive Programs that strategize and develop a proposal delivery plan including plan for scale, process for engaging Sales Desk, SLAs and performance metrics to execute on a specific solution, product and/or offer.
Customer Research + Case Studies + Best Practices
Deep Customer Insight + Deal Strategy
BG & Mktg – Product info & Messaging + SEL – Offers, Promo’s & Selling Scenarios
2. When to go to the Sales Desk:• You know what you are offering, and are ready to create a custom
proposal that addresses your customer’s pain points, situation, and offer.
• You are offering multiple scenarios to your customer
• You have a renewal or net new opportunity
• You have multi-product offer: i.e. you are selling both Azure and Office 365
• You are attaching Azure to an EA or renewing an EA with Azure
• You have multiple accounts that require a proposal, and would like to save time
• You are a STU and would like to activate a Proactive Proposal program to deliver proposals at scale to achieve my metric
1. What Sales Desk will do for you:
Save you time by writing the proposal for you (with your input, of course).
Customize your proposal to address your customer’s pain points, business situation, offer, and translate in your language and currency.
3. How to leverage Sales Desk:Just request your PROACTIVE PROPOSAL or EA PROPOSAL by filling out a form and an associate will contact you in 1 business day.
Go to http://salesdesk and
4. How Sales Desk builds the proposal:
IT Camps and Immersion (TDI)
IT Camps for FY151 DC Modernization
Azure/Hybrid Cloud2
Enterprise Device Infrastructure3
• Hyper-V Deployments, System Center Billed Revenue
Metric alignment
• Azure Billed Revenue, Azure Consumption, Azure Hybrid Wins
• Enterprise Mobility Customer Adds
For More information: contact Christina Linacre
BIF Programs
19
BIF Program Segment Purpose ROI Rules
FY15 Cloud OS Accelerate BIF Programs– Azure
Cross Segment
Presales: The FY14 BIF programs are designed to help you invest behind the right priorities and help accelerate your deals.
EPG -10X CA - 7x
• 25K max investment.• 25% field matching reqioredFor further guidance on the Cloud OS-Accelerate BIF process please read here
Azure Starter Offers – Deployment Accelerator
Cross Segment
Deployment: Funds available to support deployment activities in customers that made upfront EA commitment to Azure. These can only be accessed via an Azure Offer
N/A
• Opportunities must closed. Bif will need to be used in the next 4 months after the deals is closed.
• Deployment accelerator amounts are fixed and defined by the current offers available.
PCIT COSA Cross Segment
EMS, Hybrid Identity mgmt., Mobile Device Management & Application Management. VDI
EPG 10xCA 7x
• 15K max investment.• 25% Field matching requiredFor further guidance on the Cloud OS-Accelerate BIF process please read here
Azure BIF programs are available to support Azure sales and deployment
Customer Evidence Please find useful customer stories with case studies, win insights, and customer references for Azure on three sites.
20
3Tier 1 References – Customer ReadyTier 1 references are customers that may or may not have agreed to press on their use of Azure, but have agreed to pass on their insight and experience of building Azure, switching from a competitor and implementing Azure in the form of a customer-to-customer call, a site visit, or a case study/video. Request a reference by submitting the form at http://stbreference/.
WinWires – Microsoft Confidential1Internal information about the account strategy and sales process of the win. Leverage insights and lessons learned from the sales team. Search for a win by industry, area, and solution at http://infopedia/SMSG/Pages/AzureWinWires.aspx.
Case Studies – Customer Ready2Case Studies are customer facing, public report on how the customer is using Azure. Search for a case study based on the region, country, workload, industry, and org size at http://aka.ms/cloudosevidencegenerator. Where it states “Pick an asset type below to get started”, select “Create a PowerPoint Deck” and click “Let’s Go!”. Filter by Product: “Azure” and select “Next”. Follow the rest of the instructions to create your powerpoint.
Ask Microsoft Azure (AMA)
question routing portal
Area Win Room
Global Win Room
KS
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locker
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(A
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t –
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cess (
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CompHot
Win Room
Other Questions and Requests:
• Licensing / Pricing
• Terms & Conditions
• Legal / Service Providers
• Security & Compliance
• Sales content & Training
• Offers & BIF / Funding
• Customer Access to Platform
• TSP Access to Platform
• Technical issues that local DC, AP and Azure TSP can no solve
• Competitive Situation
• Escalation to Win Room
• Other
Where do I go for help ?
Deal Escalation (>20%) (Product, Competitive, BIF, Offers, Legal, Compliance)
Business Desk : via local Licensing Executive
*
*
*
* Routing based on win room escalation criteria
Licensing, Pricing, T&C
1
2
3
Request routed to the right information source or expert
Systematic blockers without short term resolutions
Escalation Type Where to go for Help ?
The goal of this map is to help you find a quick, predictable and effective route for escalating questions and opportunity blockers.