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FY06 SoCal Partner Briefing
Susan WhistonEnterprise (EPG) SoCal District
Partner Account Manager (PAM)
FY06 PAM Roles (1 of 4)3 PAM Roles Nationwide1. DPAM: District Technology PAM (LSI, RSI, ISVs)
At the District level DPAMs will work with Local and Regional SI's and ISV's to develop and engage around specific account opportunities where their local skills and presence are valued and needed by our customers.
2. RPAM: Regional Technology PAM (GSIs, GISVs)
At the Regional level RPAMs will work with key GSI/GTSI's and GISV's to leverage critical mass and sales priorities in a focused manner to compliment District revenue objectives.
GSI/GTSI's including Dell, HP and Avanade will have dedicated resources at this level to ensure we maximize our output by consistently leveraging best practices when working together.
GISV's will include SAP, Siebel, Citrix, Quest, Proclarity, GEAC and Outlooksoft. Proclarity, GEAC and Outlooksoft will be advancING BI solutions outside of IT.
3. IPAM: Regional Industry PAM (Industry focused partners)
IPAMs will work closely with key partners to extend vertical solutions in Financial Services, Healthcare, Retail and Manufacturing across all accounts in the West Region.
FY06 PAM Roles (2 of 4)
1. DPAM: District Technology PAM (LSIs, RSIs, Local ISVs)
a) SoCal Districti. Susan Whiston: Infrastructure (IW)
ii. Keith Giberson: App Plat/Dev (IW)
iii. TBH: IW Technical PAM
b) NorCal Districti. Jill Archer
ii. TBH
c) PacWest Districti. Carrie Ames
ii. TBH
d) Desert Mountain District i. Susan Darley
ii. Larry Shaw
iii. Cathy Lake
FY06 PAM Roles (3 of 4)
2. RPAM: Regional Technology PAM (GSIs/GISVs)
a) West Region
i. Pat McLaughlin-Dell (Desert/Mtn and SoCal)
ii. Jay Gordon-Dell (Norcal and PacWest)
iii. Steven McPherson-HP (All Districts)
iv. Dave Mojo-SAP/Siebel (All Districts)
v. Julie Freemole-Avanade (All Districts)
vi. Chris Guziak-GISVs (All Districts)
vii. TBH-EPM (All Districts)
viii. TBH-Partner Marketing (All Districts)
FY06 PAM Roles (4 of 4)
3. IPAM: Regional Industry PAM (Industry crossover of
partners)
a) West Region
i. Manufacturing: Dave Lynn
ii. HealthCare: Connie Young
iii. Financial Services: Patricia Mitchell
iv. Retail: Scott Lerch
Sandi ThomasSoCal GM
Financial ServicesTBH
Mary Jane PerezHeathcare & Prof.
Services
Marty LoughlinManufacturing
James TaylorGSM AM T1
Phil GrabmillerGSM AM T2
Jean JosephGSM AM T3
Mark WombleGSM AM T4
Jim TakatsukaCAS AM T5
Joe WangAP & Dev SSP
Rebecca SawyersIW & Collab SSP
Kurt ShintakuATS1
Victor FlemingATS 2
ATS 3 TBH
Chris JohnstonATS 4
ATS 4TBH
David PrimroseGSM AM T1
Jason LorberCAS AM T2
Elisa YarosCAS AM T3
Steve GardnerCAS AM T4
Tim RyderCAS AM T5
Alan ZawistoskiAP & Dev SSP
Doug RaymondIW & Collab SSP
Stephanie LemusATS 1
Eric LarkinATS 2
Jim FineATS 3
Lester WakinakaGSM AM T1
Frank CartainoGSM AM T2
Ed WaltersGSM AM T3
Sylvia RamirezCAS AM T4
Tiffani TanakaCAS AM T5
Don WebbAP & Dev SSP
Virinchi DuvvuriIW & Collab SSP
Dave BergerATS 1
Dutch de RijkeATS 2
Kevin DwyerATS 3
ATS 4TBH
David JonesSTU Director
Kirk NasonData Plat / SQL TSP
IW EPM TSP TBH
Todd RoweIW Portal TSP
Gretchen RivasIW TSP
Ara KermanikianTS Manager
Directories & Iden. TSPTBH
Chris TillierManagement TSP
Chandler BootchkMessaging TSP
Lance Lillie Networking TSP
Windows Client SSPTBH
Richard SeroterBus App & Integ TSP
Kenny GosselinBP Manager
Tim MoynaghBPA 1
IW EPM SSP TBH
IW Portals SSPTBH
IW Visio SSP TBH
Jim RoemerManagement SSP
Kris Mathison Windows Client TS
Keith Giberson PAM
Susan WhistonPAM
Jason BaickData Plat / SQL TSP
BPA 2 TBH
IW Partner TSTBH
Karyn MorrisBMO
Anne FurumotoDMM
Joseph RepettiDMM
Shaina HoustonRMM
Evelyn MorganOps Mgr II
Stephanie McCarronOps Mgr
Marcia PassagaliaGMC
Industry/MBS DMM TBH
J.B. BlevinsIW RTC SSP
IW RTC TSPTBH
Dianne CampbellEnterprise Mobility
SSP
Donte HenryPartner Technical
Advisor
FY06 SoCal District Enterprise Organization
David T. JonesSTU Director
Kirk NasonData Platform /
SQL TSP
(3) TBDIW EPM TSP
Todd RoweIW Portal TSP
Gretchen RivasIW TSP
Ara KermanikiaTS Manager
Jim BrownDirectories & Identities TSP
Chris TillierManagement TSP
Chandler BootchkMessaging TSP
Lance LillieNetworking TSP
Steve GordonWindows Client
SSP
Richard SeroterBus App &
Integration TSP
Kenny GosselinBP Manager
Tim MoynaghBPA 1
IW EPM SSP TBH
IW Portals SSPTBH
IW Visio SSPTBH
J.B. BlevinsRTC SSP
Jim RoemerManagement SSP
Kris MathisonWindows Client TS
Keith GibersonPAM Tech Sol
Susan WhistonPAM Tech Sol
Jason BaickData Platform /
SQL TSP
BPA 2TBH
IW Partner Technical Specialist
TBH
New Req#Biz# SSP Role(s)
Future IW TSP Role(s)
New Req# Biz# TSP Role(s)
Dianne CampbellEnterprise Mobility
SSP
STU-Specialist Team Unit
Manager TBHATU 1
Financial Services
GSM AM T1 James Taylor
GSM AM T2 Phil Grabmiller
GSM AM T3 Jean Joseph
GSM AM T4 Mark Womble
CAS AM T5 Jim Takatsuka
AP & Dev SSP Joe Wang
IW & Collab SSP Becky Sawyer
ATS1 Chris Johnston
ATS 2 Kurt Shintaku
TBDATS 3
ATS 4 Victor Fleming
TBDAST 5
ATU-Account Team Unit 1-Financial
Mary Jane PerezHealthcare & Prof
Services
GSM AM T1 David
Primrose
CAS AM T2 Jason Lorber
CAS AM T3 Elisa Bartell
CAS AM T4 Steve
Gardner
CAS AM T5Tim Ryder
AP & Dev SSPAlan Z
IW & Collab SSP
Doug Raymond
ATS 1 Eric Larkin
ATS 2 Stephanie
Lemus
ATS 3 Jim Fine
ATU-Account Team Unit 2-Health & ProfSvcs
ATU-Account Team Unit 3-Manufacturing
Marty LoughlinManufacturing
GSM AM T1 Lester Wakinaka
GSM AM T2 Frank Cartaino
GSM AM T3 Ed Walters
CAS AM T4 Sylvia Ramirez
CAS AM T5 Tiffani Tanaka
AP & Dev SSP Don Webb
IW & Collab SSP Virinchi Durrevi
ATS 1 Dutch de Rijke
ATS 2 Dave Berger
ATS 3 Kevin Dwyer
TBDATS 4
FY06 Go-To-Markets (1 of 4)
• Global– Operational Efficiency, Connected Productivity,
Connected Systems, Business Applications and “Start Something”
• Small Business– Financial, First-Server-Right-Server, Sales and
Marketing and Value of Genuine
• Specialized– Office Professional, Portals, Enterprise Project
Management, Real-Time Collaboration and Web Platform
FY06 Global GTMs (2 of 4)
GTM Name Description Campaigns
Operational Efficiency and Productivity
Enables IT Pros to increase the manageability of their infrastructure and enables new business value through Microsoft’s Windows Server System and Office System.
Secure and Well Managed Infrastructure Exchange 5.5 Upgrade Novell Migration Notes Compete NT 4 Upgrade Windows 2003 Relaunch
Connected Productivity
Motivates customer and partner use of Microsoft Office 2003 by driving awareness, usage, and demand for new value around areas of personal productivity and team productivity.
Connected Systems
Aligns marketing, sales, partner and services activities in an orchestrated fashion to address the pains customers have in connecting disparate information systems.
Business Intelligence Packaged Apps: SAP/Siebel SQL Upgrade Business Process Automation Team Development Oracle Migration
Business Applications
Solves customer pain by delivering Microsoft Business Solutions, integrated ERP (financial management, supply chain management, and analytics), and CRM applications designed for small and mid-size businesses and divisions of large corporations.
Business Operations Management Connected Customer
Start Something
Focuses on changing end users perception of Windows, and accelerating the adoption of premium licensed Windows (Windows XP Media Center Edition, Windows XP Tablet PC Edition, Windows XP Professional) and Windows Media Player products.
FY06 Small Business GTMs (3 of 4)GTM Name Description
Financial Management
Microsoft Business Solutions are adaptable, integrated business applications designed for small businesses that streamline business processes, so you can take your business to the next level with confidence.
First Server, Right Server
Microsoft Windows Small Business Server 2003 brings the promise of technology to small businesses. A complete, affordable network solution, SBS 2003 helps small business owners take better care of their customers, run their businesses more efficiently, and keep their businesses up-and-running.
Sales & MarketingMicrosoft solutions for sales and marketing enable small businesses to attract and retain customers and
sell more effectively because they have easy access to customer information in a single place, can efficiently market their products and services, and make the right decisions faster.
Value of GenuineGenuine Windows software on your PCs delivers more value with greater confidence and less risk to
your business.
FY06 Specialized GTMs (4 of 4)
GTM Name Description
Office Professional Solutions
Articulates the value of Office Professional led business solutions and how customers can realize the articulated value.
Portals Enables customers to rapidly deploy portal solutions at lower TCO.
Enterprise Project Management
Enables customers to optimize business performance by gaining visibility, insight, and control of Project centric business processes throughout an enterprise.
Real – Time Collaboration
Enables customers to increase responsiveness, enhance productivity, and reduce costs through real-time collaboration.
Web PlatformDelivers a reliable, secure and scalable solution that lowers the cost of building, deploying, and
operating web applications in shared and dedicated hosting environments.
Partner and MS Solution Selling
Qualify Develop Solution Proof Close DeployProspect
Microsoft Solution Selling Activities•Identify potential opportunity
•Validate opp. to be in territory / account
•Conduct pre-call planning and research
•Identify potential pain of targeted key player(s)
•Stimulate interest of targeted key player
•Identify potential sponsor for opportunity
•Conduct opp. assessment / qualify the opp.
•Select competitive strategy
•Uncover pain of Sponsor
•Develop or reengineer reqs. biased toward MS unique capabilities
•Negotiate access to power
•Send Sponsor Letter
•Sponsor Letter confirmed
•Uncover pain of Power Sponsor
•Develop or reengineer reqs. biased toward MS unique capabilities
•Identify and qualify the procedural buying process
•Send Power Sponsor Letter and suggested Evaluation Plan
•Gain agreement to attached Evaluation Plan
•Execute Eval. Plan elements:
•Meet with others impacted
•Summarize findings to customer key players
Develop preliminary solution
•Refine initial value prop.
Send MS license agreement to legal
•Update Eval. Plan
•Continue to execute Eval. Plan
•Present refined solution & Implementation Plan for approval
•Present developed Value Prop.
•Gain legal approval
•Conduct pre-proposal review
•Negotiate contract
•Proposal issued
•Receive verbal approval
•Sign agreement (customer)
•Finalize Implementation Plan - orchestrate resources
•Mitigate customer risk and competitive elements
•Execute Implementation Plan
•Measure success criteria on on-going basis
•Leverage success (create new Reference Story) for initiating new opportunities
Sponsor Letter
confirmed
Evaluation Plan agreed
upon
Verbal approval received
Contracts signed
New Reference
Story created
Verifiable Outcomes – Microsoft Solutions Sales Process StepsPotential
Opportunity identified
Opportunity qualified
Executive sponsorship
verifiedSolution
proposedSolution validated MS win
Siebel Milestones and Probability
Prospect
Preliminary solution
agreed upon
Deployment in progress
20% 40% 60% 80% 100%0% 100%
Microsoft Pipeline/Activity Map
Commitments Execution Plan (Examples) Accountabilities
1. Drive partner satisfaction (CPE)
• Partner Business Plans, Conditions of Satisfaction, drive structured engagement and a healthy partner pipeline
• Establish a communications & pipeline review process for predictable touch, regular, bi-directional business updates and information exchange
• Partner Business plans & Partner Solution Plans completed with all managed partners
• Quarterly Executive Business Reviews completed with all managed partners (GM and/or ATU, STU Directors, as appropriate)
• 50% face time with Customers & Partners
2. Win competitive migrations through partners
• Identify significant opportunities in the pipeline that promote the quantifiable business benefits of partner solutions on the Microsoft platform over the competition (IBM, Novell, Oracle)
• Facilitate joint planning sessions in targeted accounts to establish partner connections with the ATU and STU vteams and build the competitive opportunity plan
• Promote competitive wins and partnering benefits via win wires to the MS and partner sales management community
• # Competitive wins/migrations– IBM – Novell– Notes– Linux/Unix– Oracle
3. Grow revenue & partner share
• Leverage sales engagement programs, partner funding and specialist resources to support strategic, must-win opportunities
• Produce account maps by ATU/STU by partner
• # of Enterprise Partner Wins• MS & Partner revenue targets• Incremental MS SW revenue through
Partner Services and/or Product revenue
4. Grow partner engagement
• Increase partner opportunity association in Siebel • Use the PAM Dashboard to manage opportunities
• Achieve monthly Partner Attach of 80% or better
Susan’s FY06 DPAM Commitments
