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LAR Update

LAR Update. 27 April 2005. Agenda. Partner Group 4:00-4:15pm Competitive Software Initiative 4:15 - 4:45pm Promotional / Campaign Updates 4:45 – 5:15pm Licensing Program & Product Updates 5:15 – 5:45pm. Please…. Please turn your Mobile Phones off during sessions.

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LAR Update

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  1. LAR Update 27 April 2005

  2. Agenda Partner Group 4:00-4:15pm Competitive Software Initiative 4:15 - 4:45pm Promotional / Campaign Updates 4:45 – 5:15pm Licensing Program & Product Updates 5:15 – 5:45pm

  3. Please….. • Please turn your Mobile Phones off during sessions. • Your feedback is important to us. Please hand in evaluation form at the end of the day. • Evaluation forms and a prize

  4. Marketing Driven Account Driven Small Bus. Core MM Mid Market Corporate Major Strategic FSI Partner Driven Government Telco & Media Commercial Jointly Driven/MSFT Lead Partner Coverage Telcos/Aggregator Outsourcers Outsourcers Outsourcers Outsourcers Members Cert & Members Local SI’s & Cert Reg & Local SI’s Reg & Local SI’s Global SI’s ISV’s ISV’s ISV’s ISV’s ISV’s ISV’s Reasons To Change

  5. CREATE DEMAND PLAN ENABLE SELL SERVICE RETAIN Channel Partner Marketing and Programs Partner Sales Mgt – Public Sector and Licensing Partner Sales Mgt - Commercial Partner Portfolio Development Partner Business Management Telephone Based Partner Account Management One Partner Team

  6. Licensing

  7. Licensing Team Responsibilities • Relationship Management • Marketing, Campaigns and Initiatives • Forecasting and Pipeline • Opportunity Management • Training and Communication

  8. Where to find information presented today Microsoft Australia LAR Web site www.microsoft.com/australia/partner/communities/reseller/lar/default.aspx

  9. IntroducingCompetitive Sales AssistancePre-Sales Technical Support Now expanded withCompetitive Sales Assistance Paul Roworth – Platform Strategy Manager Microsoft Australia paulrow@microsoft.com Driving greater competitive wins for partners

  10. Agenda • The “Competitive Sales Assistance” program from Microsoft • What’s in it for you • How to engage our assistance • Other competitive support from Microsoft • Competitive Positioning

  11. What is Competitive Sales Assistance? Partners will have access to direct, telephone-based support through Telephone-based Pre-Sales Support (TPTS) designed to provide:

  12. How is Competitive Sales Assistance delivered? (Internal MS Escalation Engine) (Telephone-based Pre-Sales Technical Support) • CompHot • 11 CompHot escalation desks worldwide • Overall VSAT 79% for today’s support • $533.7M revenue (verified impacted) • 71% win rate(outcomes reported) • Supports TPTS in partner requests for assistance • Will take on top tier escalations • TPTS • Over 260 professionals • Delivering partner support • From 13 locations • Nine languages • Overall VSAT 75%for today’s presales technical support • Intensive competitive training delivered • Senior competitive support team formed • Previous work experience in non-MS technologies

  13. How it works TPTS Support Professional Attempt to resolve issue through existing collateral, knowledge & resources Level 1 Expands resources while continuing to resolve request Level 2 Mentor Escalation criteria to move to Level 3 Full CompHot support until case is resolved Level 3 CompHot Learning and best practices are shared internally

  14. What Competitive Sales Assistance does not provide? • Out of Scope: • Joint proposal writing • On-site support • Proof of Concept funding • Joint customer calls • Post sales support incidents

  15. Key Information to Provide When Escalating • Concise description of the competitive situation • Competitor, competitive product(s), and MS product(s), including versions of products • Essence of the competitive situation • Detailed background information including: • Main reason the customer is considering the competition • How you have already responded • What resources have already been engaged • Any deadlines or milestones driving the customer’s decision process • Exactly what form of assistance is being sought

  16. Benefits to You • Direct access to a Microsoft support professional who can help you with technical and competitive sales questions • No cost and no limit to calls • Simplified content searching - One stop shopping for: • Third party research • White Papers • Case studies • Customer-ready presentations • Trouble-shoot technical issues for customer proposals • Saves you time – less time researching, compiling information, more time to sell • Assists you in providing the best answers and solutions to position Microsoft technologies in a way that enables you to win new customers • Available to all Certified and Gold Partners

  17. Other Competitive Support From MS • Professional Support Incidents • All Certified Partners receive a 5 pack of Professional Support Incidents to assist with Post Sales Support • Partner Advantage • Offered in two cost-effective plans: • Standard includes phone-based access to product support, online resources, and proactive services at a fixed price. • The Plus Plan, a fully customizable offering, addresses the more complex requirements of larger partners and includes services such as a dedicated support professional and more. • Australian Competitive Strategy team • Locally based Tier 3 escalation for Partners through the Competitive Sales Assistance program • Can also escalate through your Microsoft Partner Account Manager directly or email to ptycsi@microsoft.com

  18. Winning with Microsoft – Resources for Partners • Partner Portal -http://www.microsoft.com/australia/partner/ • (Under Sales & Marketing/Competitive Selling) • Help your customers make the right Choice: Get the facts on Windows and Linux • Link to Microsoft “Get the Facts” website • Third Party research & customer testimonials • Wealth of online tools available • Online tutorials, Discussion Guides, Latest News, Presentations, Research, Videos, Industry Analysis, competitive comparisons

  19. Customer Positioning Third Party Validation Microsoft Commitment Best value Stronger Security Reliability and Availability Interoperability IP Protection Wins Go to www.getthefacts.comfor complete reports

  20. Get the Facts local advertising • Showcase- Video Ezy Australia • Chose Small Business Server, SQL Server & Office 2003 over Red Hat/SuSe solution • Platform for their 560 stores across Australia • Advertising over next 3 months in: • The Australian • Financial Review • Sydney Morning Herald • The Age • Computerworld • Info Week • MIS Magazine • Technology & Business • CIO Magazine

  21. Competitive Engagement - Proven Success FY05 YTD – Mid Market Competitive Escalations • Key takeaways – where we engage, we have been winning over 80% of the time. Great opportunity to increase your revenue potential! • Opportunity for Partners to get direct MS involvement in your opportunities. • Quality of leads is important – richer information, stronger engagement.

  22. How to engage our assistance? • By phone where Telephone-Based Pre-Sales Technical Support is available- in most countries worldwide • Anyone in the partner organization can call, including secondary sites • Phone Support – Call 131 630, Option 1 • For local numbers, hours or online information visit: • https://partner.microsoft.com/global/technicalsupport/40010465

  23. Thank You!

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