Video - Virteva

How to Sell & make Money with MS Online Services

Kathryn Saducas (Microsoft)

Dave Carden (Telstra)

How to earn revenue with MOS?• Build annuity revenue streams• Reach new customers – 70% new customers• Leverage your existing resources• Increase your gross margin• Grow managed services attach rate• Reduce sales cycles – speed up delivery• Increase capacity – close deals faster• Drive customer costs down – capex to opex

Partner Revenue Models

Migration & Integration

One-Time $

Business Consulting & Customisation Repeat $

Partner of Record Fees Annuity $

Managed Services Recurrent $

Partner Customer

Fees:18% Year

16%

Residual

Receive Fees on Enterprise Agreements Also

Customers that buy subscription software are more inclined to

buy subscription partner services

Telstra

SELL

MANAGEDSERVICES

INTEGRATECUSTOMISE

CONSULT

Partner Revenue - USDAnalysis of 40 deals

Average deal size: 141 seats

Average deal revenue: $24,000

Migration & Integration $46/seat

Business Consulting & Customisation $66/seat

Partner of Record Fees $20/seat

Managed Services $35/seatPOR Fees12%

Migrate & Integrate

27%

Consulting40%

ManagedServices

21%

Total: $167/seat

Different Models

TARGET KEY CUSTOMERS & LOW HANGING

FRUIT

BUILD TRANSACTIONAL

MODEL

BUILD SOLUTIONS

TO LEVERAGE TECHNOLOGY

TRANSACTIONAL• Repeatable Solution• Quick Deployments• Packaged Services• Broad Reach marketing• Promotions to deploy trials

TARGETED •Lotus Note Migration• Exchange Upgrades• New opportunities eg. deskless worker• Unique value proposition eg. contractors, mines etc.

ADD VALUE •Differentiate with solutions• Leverage Sharepoint• Mobility Solutions• CRM Integration• Business Process & Workflow

Pointbridge - Partner of Year 2009

Revenue: $642,000(8 deals/5,200 seats)

Migration & Integration $166,000

Business Consulting & Customisation $382,000

Partner of Record Fees $94,000

P & L Statement

2009 2010 2011

Total Seats 10,000 23,000 40,000

Revenue $1.3 mil $2.4 mil $3.2

mil

Gross Margin with MS Online

54% 57% 60%

On-Premise

s Margin:

45%

Key Customer Scenarios

Reduce costsIncrease SLAEnterprise class software for collaboration

Revenue: $290,250(21 deals/5-110 seats)

Migration & Integration $89,000

Business Consulting & Customisation $147,000

Partner of Record Fees $12,250

Managed Services $42,000

Vorsite – Partner Success

Vorsite Strategy & Pipeline

1. Build pipeline

2. Start with small customers

3. Create and fine-tune processes

4. Dedicate sales resources

Dedicate Sales

Resource

Software + Services + Telstra

Telstra Business Broadband $243*

Other T-Suite Applications Variable

Telstra Mobile Broadband

$163* per user

Next IP™ - TID Premium Ethernet $2,000 +

•Augment Traditional Revenues•Deeper, Differentiated Solution Set•Increase Barriers to Competitors

Telstra adds a new layer of Revenue

Opportunity

*Remuneration may vary based on plans chosen

Add Other T-Suite Applications into your solution set

CustomersB

est o

f Bre

ed

Ap

plica

tion

s

Secure My Data

Manage My Communications

Manage My BusinessProcesses

Manage My Customers

Sales Models:Customer Buys Direct

Typically small business or customer with in-house IT staff

Microsoft or Telstra identify OpportunityDemand Generation through Microsoft & Telstra sales force - Refer a partner

Partner Sells to CustomerPartner drives deal directly

Customer

Buy

Sell

PartnerTelstra or

Microsoft

CustomerRefer Buy

Sell

PartnerCustomer

Buy

Enter dealer code

Customer enters Telstra dealer code here

Summary of Key Payment Rules• Register with Microsoft and Telstra – sign agreements• Dealer code must be entered in T-Suite within 30 days to

earn fees– If code not entered by customer on purchase contact Telstra within

30 days

• 12% paid to the partner responsible for sale• 6% paid to the current POR• Partners get paid Monthly in arrears• Commissions are accrued but not paid in first 30 days• If customer cancels, partner no longer earns fees• If new partner sells new seats they become POR• No commission for BPOS trials

Partner Momentum

View Online

training

Sign Microsoft MOSPA

Agreement

Pass MOS Exam online

Sign Telstra

Agreement online

(Microsoft Schedule)

Eligible to Start Earning

Fees

115 partners completed Microsoft criteria18 partners already signed Telstra Agreement

New Capabilities

Internal UseUp to 250 free seats year 1Year 2 > 2 x 25 seat deals = freeOtherwise discounted rate per seat year 2

Commerce DashboardTrack & Manage your CustomersCustomer statusSubscriptions and trialsFee payments

Order on BehalfSell & Ensure you are PORDelivered via Telstra T-SuiteBased on partner feedback

Demo Accounts12 month free demo (extended trial)20 usersSet up demo sites to show customersTesting features and functions1 per year

AvailableNow

Coming Soon

AvailableNow

Coming Soon

Accelerate Initiative

Commit to sell 8 deals > 25 seats

Invest in training

Drive Customer Pipeline

Marketing Incentives

Pre-Sales & Tech Support

Up to US$10,000 to earn

Nomination Criteria

Benefits

Partner Technical Skills

Foundation Skills• Exchange• Active Directory• Desktop Deployment• Troubleshooting

Growth Potential• Sharepoint Site

Design• Live Meeting

Management

Future• Systems Management• Infrastructure Co-

existence• Unified Messaging

Partner Best Practices

Think strategically for the long term, build a plan

Focus resources on this business

Start with small deals and ramp

Sign-up to be an Advisor – Telstra + Microsoft

Learn about T-Suite

Talk to you PAM about Accelerate Initiative

Book meetings with Telstra – attend roundtables

www.discoveronlineservices.com

Call to Action

Questions?

WIN - An HTC SNAP at this session!1. Be the first one to answer the question (from your

presenter)!2. Winner will be given a “certified” Mobile e-mail flyer3. Winner to redeem their HTC Snap prize at the ICT

booth.