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Electronic Software Delivery (ESD) Peter Davidson & M artina Ebbs / Deirdre Rusk. Contents. What is ESD?. Benefits of ESD. ESD go-to-market models. ESD business in FY14. How a Distributor adds ESD. What is ESD?. What We Electronically Distribute. Definition.
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Electronic Software Delivery (ESD)Peter Davidson& Martina Ebbs / Deirdre Rusk
Contents What is ESD? Benefits of ESD ESD go-to-market models ESD business in FY14 How a Distributor adds ESD
What is ESD? What We Electronically Distribute Definition • Electronic Software Delivery (ESD) is the secure delivery of a product key directly to consumers and small businesses via retailers and resellers. Simply put, it’s just another way to sell FPP. Additional products offered through ESD: • SharePoint • InfoPath • Visio • Map Point • Streets/Trips • AutoRoute • Xbox Live* • Skype** *Regional RSM support for Xbox must be provided ** Coming Soon Office 365 • Office 365 Home Premium • Office 365 University • Office 365 Small Business Premium Office Suites • Office 2013 Home & Student • Office 2013 Home & Business • Office 2013 Professional • Office for Mac 2011 Office 2013 standalone applications • Word 2013 • Excel 2013 • PowerPoint 2013 • OneNote 2013 • Outlook 2013 • Publisher 2013 • Access 2013 Windows 8.1 • Windows 8.1 Pro Pack • Windows 8.1 Full Version • Windows 8.1 Pro Full Version Features • Secure digital delivery of licensed product pin, key, token, content or bits • Product/Key is live/usable when delivered Experience • Email or Online ads drive customer demand • Customer can instantly download / activate software after purchase (24x7) Strategy • Leverage broad line distribution to activate and enable the breadth retail and reseller channels to take advantage of ESD for all Microsoft products where available
Benefits of ESD Digital Distribution ESD Electronic Software Delivery
LEGEND Purchase Payment Data/Keys ESD Go-to-Market Models Reseller Reach • Start with: Reseller 1 Disti Web Store 1 2 3 Referral Model Co-Brand Model Data Services Model Distributor Distributor Distributor Reseller Site Disti Hosted Reseller Web store Reseller Web store • Expand with: 2 End customer End customer End customer 3 Reseller Customization
The ESD Business in FY14 Where We Are In Market 132% YoYRevenue Growth ESD Markets Live Additional ESD Markets Targeted in FY14 311,853 EMEA Resellers Transacting ESD ESD SKU Mix by Revenue Units Sold 199% YoYReach Growth 17,691
How a Distributor Adds ESD ESD Criteria for Commercial Distribution Commercial Distribution Rights Technical Readiness Execution Readiness Marketing Capability Customer Relationship Management (CRM) & Business Development Capability Financial Readiness Distribution Onboarding Model Sell Generate Demand Service & Retain Enable Plan Recruit Assess & Secure Commitment Weeks 5-13 Onboarding & Launch Weeks 14-24 Manage & Monitor ONGOING Strategy & Alignment START-Week 4 • Partner Business Planning • GTM Strategies Defined and Executed • Agreements/SLA signed • Launch momentum • Reach targets for breadth resellers filled • Launch momentum • Campaigns Management • Launch Excellence • Assortments and merchandising • Offers and Promotions • Tele sales and CRM Systems • Channel Incentives • GRS Survey/ COS • QBR/MBU • Exec Engagement • WPC Partner Lifecycle Mgmt
Operational support • Alignment with CFPP Business • Contract • Channel Incentives • Query support and management – CLT is Live! • Partner Account Management – P&F OAM • Query management team established • Process improvements • Training, FAQs in place to support Support growth in Digital business • Team and processes in place to support growth and expansion
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 .
