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We are pleased to introduce: Hit Your Sales Targets in 2012

We are pleased to introduce: Hit Your Sales Targets in 2012. Welcome to the Sixth of our 12 part monthly webcast series to help you Win in the New Economy, Compete to Win, Hit Your Sales Targets, and Thrive in Our Mobile World.

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We are pleased to introduce: Hit Your Sales Targets in 2012

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  1. We are pleased to introduce: Hit Your Sales Targets in 2012 Welcome to the Sixth of our 12 part monthly webcast series to help you Win in the New Economy, Compete to Win, Hit Your Sales Targets, and Thrive in Our Mobile World. Join us the second Wed of every month at 8:00 am Pacific for a new session dedicated to improving your sales performance. Participate on Twitter Liveat: #TimeToThrive5

  2. Josh Waldo Sr. Director, New Markets and Emerging Channels Betting Big With Partners!

  3. How the World is Changing. Important IT Trends Cloud Computing Data Explosion Social Computing Ubiquitous Connectivity Natural Interaction Consumerization Of IT Ecosystem Of Computers

  4. What does this mean for our partners? The cloud effects every aspect of business, from sales and marketing to operations and finance

  5. Microsoft’s Business Cloud Offerings Productivity Database Platform Business Applications Infrastructure PRIVATE Cloud Customer Hosted Or Partner Hosted HYBRID Cloud PUBLIC Cloud Microsoft Or Partner Syndicated CRITICALLY IMPORTANT:

  6. Microsoft’s Public Cloud Offerings * price may vary by region ** promo through June 2012

  7. What Makes the Deal More Interesting Business Consulting & Customization • Examples: • Business process consulting • SharePoint customization and workflow • Business intelligence Project Based Security Assessment • Examples: • Review of existing infrastructure and tools • Vulnerability Report and key recommendations • Implementation of security and backup (+ ongoing package) Project Based Migration & Integration • Examples: • Notes or legacy Exchange migrations • App migration • Solution architecture, on-prem.Cloud integration Project Based Managed Services • Examples: • End user support and desktop management • Cloud IT Management • Ongoing security support and monitoring Annuity Partner of Record Fees • Partner of Record Fees • Sell: 12% / Annuity: 6% for O365 and Intune • Sell: SIP = 25% >$1,000 per quarter (Azure Circle Partners) Commission, Annuity, and Incentives

  8. Deal Economics Business and Consulting Services • Custom Workflows • SharePoint Branding • Search Solutions • Corporate Portals • Business Process Management • Training $12,000 $6,000 • SharePoint Development $112,500 • SharePointBranding $4,000 $12000 • Training $2,000 Managed Services $12,000 $20,000 • Help Desk & T2 Support $27,000 $27,000 • SharePoint Admin $52,000 $41,000 $3,500 • Security and Health Check $6,500 $3,500 $12,000 $27,000 $20,500 $6,500 YEAR 1 YEAR 2 250 SEATS Project Management Business and Consulting Services Managed Services Migration and Deployment Partner of Record Fees

  9. Positioning the Cloud with your Customers • Determine the root business and IT issues first • Get ahead of their concerns (you can lead with security) • Have a TCO mindset. Help your customers prioritize. Give them options • Assess forcing functions. Hardware refresh? Larger remote workforce? • Talk about OPEX vs. CAPEX • Close the knowledge gap. Know the trends and opportunities • Show where the benefits outweigh the risks • Demonstrate the agility of Cloud. Try before you buy. Time to market • Help smaller customers with services you haven’t offered before • Come armed with customer examples

  10. Programs and Resources Programs and Benefits Resources and Business Consultation Sales and Marketing • Cloud Essentials • Internal use licenses • Training • Cloud Accelerate • Cloud logo • Marketplace Visibility • Silver level competency • 20 Support Hours • www.microsoftcloudpartner.com • Azure Circle • Access to field BDMs and Incentives • Case Studies • Learn about partners that have also moved into Cloud Services • Utilize customer case studies for sales and marketing • www.microsoft.com/casestudies • Marketing Resources • Customer ready marketing materials and campaigns • https://partner.microsoft.com/global/40019331 • Business Model Workshops • Delivered across the globe in virtually every market • Provides business modeling and profitability models based on your business • Online Training • https://partner.microsoft.com/cloudservices • Profitability Modeler • https://partner.microsoft.com/partnerprofit

  11. Questions? jwaldo@microsoft.com

  12. A webcast series dedicated to Hitting Your Sales Targets. • Continue the Discussion • Join us on our Sales Specialist Group on Linkedin after the webcast where our Cloud Panel of Experts will continue to answer your questions. • Check us out at: • http://www.linkedin.com/groups?home=&gid=2920867

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