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Agenda

OEM Breakout Partnering for Success Microsoft – Deirdre Dillon, Fiona Costigan Leigha Anderson Ingram Micro UK - Ben Elder. Agenda. BREMA Analytics – Grow R evenue & Reach Device Incentives Showcase - Device Selling Tools & Resources. Partnering for Success.

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Agenda

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  1. OEM BreakoutPartnering for SuccessMicrosoft –Deirdre Dillon, Fiona CostiganLeigha Anderson Ingram Micro UK - Ben Elder

  2. Agenda BREMA Analytics – Grow Revenue & Reach Device Incentives Showcase - Device Selling Tools & Resources

  3. Partnering for Success Distributor Campaign Results & Feedback: “After two weeks of running an Office Campaign on dormant resellers, reseller reactivations rose by 11 % “ “We saw a 3% uplift MoM in number of resellers purchasing Windows Server & CALs resulting from a Server Campaign completed in January 2014” “ Hired a team of graduates to use BREMA Analytics data and cold-call the dormant resellers to increase our reach” Saves up to 1 day a month for Partners = 18K hours saved across EMEA Partners annually Distributor Provides: Weekly Sales Out Report Microsoft Provides: Disti-specific Analytics to drive revenue & expand reach Identifies cross-selling and up-selling opportunities Identifies dormant resellers to help expand reach BREMA – Breadth Engagement Model Analytics

  4. Partnering for Success How it can improve Reach & Yield Up-Sell & Cross-Sell Opportunities Broken Out By Product Family Sales Scenario’s aligned to Corp Strategy

  5. Partnering for Success How it can improve Reach & Yield Improve Reach through Resellers Targeted lists of dormant resellers broken out by Product and Timeframe

  6. Distributor Experience Using BREMA Analytics BIG Opportunity Vital part of H2 Planning Enables Disti & MS partnering to drive Disti Campaigns Drives revenue and profitability by increasing Channel reach and frequency Action: Speak to your Partner Sales Executive if you are not familiar with BREMA Analytics

  7. Introducing Fiona Costigan (Global Channel Incentives Program Manager) "Device Incentives"

  8. Device Incentives Challenges & Progress Devices Goals We heard “appreciate increased partnership, but focus too narrow , reporting reporting too complex” • Build customer and partner preference for Windows devices. • Focus on Windows 8.1 Pro and Windows 8 Pro tablet sales • Partner with you to accelerate touch device sales We changed • Featured Device List: simplified & expanded eligible device list • Reporting Complexity- 3rd Party to support SKUs mapping • Lowered Reseller Eligibility (Sales) thresholds • Potential changes • Expand geo coverage for Device incentives Devices Strategy Resources Results H1 • www.OEMIncentives.com 170 Distis reported Devices in H1 • Channel Insight Reporting Process Questions • microsoft_support@channelinsight.com 20,677 Resellers reported as selling devices • ProgrammeSupport: • OEMIncentives@microsoft.com • Reporting Process on • www.oemincentives.com 10% Increase in Channel Incentives paid to Authorized Distis (previous H)* (Software & Hardware combined)

  9. Introducing Leigha Anderson showcasing "Device Selling Tools & Resources"

  10. Your one stop shop for Windows device information, sales & marketing collateral and digital tools Featured Devices on DCCN Windows Tutor Provide your customers with the information they need to feel confident about using the new Windows - all without leaving your website Tool Device Discovery A comprehensive inventory list- complete with great imagery, descriptions and specs for Microsoft Featured Devices • Marketing collateral • Device specific content to drive demand, awareness, and traffic to your business • Print ads • Customer ready emails • Product videos Windows Device Finder Help customers find the perfect Windows device that meets their needs. Two finders—dynamic & static Learn Drive Demand Drive Selection Drive Confidence

  11. Happy Customers Sales & Profits

  12. Digital Commerce & Campaign Network Demo • www.msdccn.com

  13. Demo • Learn about Microsoft Featured Devices • Help choose what PCs to assort and sell • Download marketing and sales tools • Supports key programs like Device Incentives

  14. Demo • Easy to deploy on your website • Dynamically integrates with your device catalog • Helps customers find devices based on their needs • Can be deployed in call centers to guide reps

  15. Windows Tutor • Helps customers learn about the new Windows and how to use it • Can be implemented for all Windows devices in your catalog

  16. Grow Reach & Revenue using BREMA Device Incentives 3-R’s! – Review Resources , Report Devices, Reachout - oemi@microsoft.com Take Advantage of the Device Selling Tools & Resources To Close

  17. Thank You Again For Your Partnership Our Objective Is To Earn The Right To Be Your Trusted Advisor! MAIL: dedill@microsoft.com

  18. Let’s Break New Ground Together. Provide your feedback on the sessions through the Conference App and be eligible to win one of five Nokia Windows Phone 8 ALL Partners who provide feedback through the Conference Appwill receive a one year subscription to Office 365 Home Premium Visit the Conference App now at partnerconferenceapp.com .

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