Microsoft Partner Network Masterclass

1. Microsoft Partner Network Masterclass

2. Partner Network Team, UK Photo place holder. Replace gray box with chart, image, or graph. Photo place holder. Replace gray box with chart, image, or graph. Photo place holder. Replace gray box with chart, image, or graph. Photo place holder. Replace gray box with chart, image, or graph. Reena Kansara Education and Engagement Yvonne Puley MPN & Readiness Group Manager • Deidre Jones • Managed Partner & Competencies Ed Anderson-Stewart Online Lead Photo place holder. Replace gray box with chart, image, or graph. Photo place holder. Replace gray box with chart, image, or graph. Photo place holder. Replace gray box with chart, image, or graph. Photo place holder. Replace gray box with chart, image, or graph. • Alex Kureen • Non-managed Partner & SBSC; MAPS • Alex Beere • Newsletter & Comms Garry Corcoran Partner Readiness Cathy Dare Pinpoint Site Manager

3. Microsoft Partner Network “Microsoft gives me the opportunity to build a relationship that is best for my business. I have access to industry information, benefits, and resources.” Qualify for a SUBSCRIPTION “I enjoy the support of the Microsoft Partner Network, which helps me develop my business and see opportunities.” Participate in a COMMUNITY “I am part of the community where I connect with Microsoft and partners who are in my field of business.” Network Member Earn a COMPETENCY “I can strengthen my expertise and demonstrate my company’s strengths to customers through commitment within the Microsoft Partner Network.”

4. Microsoft Partner Network Competencies merge or emerge – as the market dictates Requirements evolve in line with market changes & partner feedback Remains the cornerstone of our partner strategy - An area of continued investment Designed to continually evolve

5. new Small Business Competency Why the New Competency? • Based on Partner feedback • Lack of existing Small Business focused competency • Equip Partners to capitalise on growing Online Services opportunity • Small Business is engine for WW growth and represent $100bln opportunity in the Cloud Competency Details • Available from June 2012 • Requirements will be released well in advance • Online Services Focus • Designed to accommodate our existing Small Business Specialists, as well as competency Partners Launching June 2012

6. Translating Benefits into Business Value How do I skill my people to sell more effectively ? How do I generate leads without marketing resources? How do I keep my organisational skills current without downtime? How do I develop a more profitable business? How do I monetize the Cloud without alienating my current customers? How do I expand my business going after bigger opportunities?

7. Skills to Sell More Effectively How do I skill my people to sell more effectively ? How do I generate leads without marketing resources? How do I keep my organisational skills current without downtime? How do I develop a more profitable business? How do I monetize the Cloud without alienating my current customers? How do I expand my business going after bigger opportunities?

8. Demo Resources Provides a collection of scenario-based demos and demo-creation tools to help you create compelling sales presentations Show customers how the integrated Microsoft platform - combined with your solutions and services - can meet critical business needs Produce new, rich demo simulations in a customer-relevant context Find demos created by the Microsoft product groups that represent many customer scenarios.

9. Sales Recognition! • Become a Sales Specialist Today! • What is it? • New initiative designed to help individual sales professionals gain recognition for their solution selling expertise for select Microsoft solutions. • Why do it? • Training and Assessment is complementary! • Gain recognition for your solution selling expertise • Be a better advisor to your customers • Stand out from your competitors • Display your skills with a Microsoft Sale Specialist Logo • Register - http://www.mssalesspecialist.com/

10. Gear Up Sales Toolkit

11. Sales Team Resources • What is it? • Accessed through the Partner Marketing Centre • Web based Interactive Sales presentations • Aligned to Microsoft’s marketing campaigns • Allows you to navigate to the right material quickly and directly

12. Advisory Services – Pre-Sales Support • Gold, Silver & MAPS D&D Partners eligible • Pre-Sales support to help close the deal • Named competitive deals are free if over $3,000

13. Generate Leads… How do I skill my people to sell more effectively ? How do I generate leads without marketing resources? How do I keep my organisational skills current without downtime? How do I develop a more profitable business? How do I monetize the Cloud without alienating my current customers? How do I expand my business going after bigger opportunities?

14. Create Demand: Partner Marketing Centre • What is it? • One location for all your product and solution sales & marketing campaign materials • Search and filter campaigns by: • Target audience (customer) • Product • Solution • Competency

15. Create Demand: Campaign Planner • The Campaign Planner details all UK campaigns held within the Partner Marketing Centre. • Includes details such as: • Campaigns by target market - small business, mid market, enterprise • Core Products aligned to each campaign • Competencies aligned to each campaign • Direct links to all campaigns

16. Create Demand: Partner Marketing Centre Quick Demo

17. Create Demand: Partner Marketing Centre • Why Use It? • Saves you time creating your own marketing/sales materials. • Wealth of resources for each campaign: • Training resources • Partner Guides • Sales, Technical product information and training • Marketing Collateral • Email templates • Website banners • Content and Copy blocks • Sales Resources • Bubble Presentations • Product flyers • White Papers • Demo’s

18. Create Demand: Digital Content Direct • What is it? • Get Microsoft product and marketing content on your website • Sales and e-commerce features allow you to customise content • Offer trials and purchases of: • Office 365 • Windows Intune • Why Use it? • FREE and quick to setup • Select only content that is relevant to your business • Auto-updating information • Easily track your trials and sales of online services

19. What is Pinpoint? • THE online marketplace for business customers to find Microsoft partners + their products and services • 30,000 visits to Pinpoint p/m • 10,000 customers engaging with partners p/m • New dedicated product marketplaces: • Office 365 Marketplace • Dynamics Marketplace • More to follow

20. Differentiate your business • Customers find your business with ease: • Keyword Search (important) • Application / Service Type • Geographic Location (Range) • Business Need (customer) i.e. pc management, supply chain etc • Competencies • Industry sector focus • Partner Average Rating • Certifications • Cloud Accelerate • Small Business Specialist

21. Why? To generate prospects • Why use it? • Its FREE! • Increase your reach: • >30,000 visitors per month • >33% of visitors to Pinpoint engage with a partner* • Integrated across Microsoft’s customer-facing websites • UK Network receives >600,000 visits per month • Features in customer marketing campaigns • Regular updates and additions * engagement defined by online end actions (Download, demo, email this company, view phone number, etc.)

22. Search Ranking • Search ranking governed by 3 criteria: • MPN Status • Gold & Silver Competencies • Cloud Accelerate • Ratings and Reviews • Company • Applications • Professional Services • Keyword Optimisation • Choose your keywords carefully. • Think like a customer • Use SEO techniques • Choose keywords carefully • Bing Keyword Tool • Google Insights for Search • Wordtracker

23. Pinpoint Demo

24. UK Partner Events Programme

25. Keep Organisational Skills Current… How do I skill my people to sell more effectively ? How do I generate leads without marketing resources? How do I keep my organisational skills current without downtime? How do I develop a more profitable business? How do I monetize the Cloud without alienating my current customers? How do I expand my business going after bigger opportunities?

26. Where Can I Find Microsoft Training? Microsoft Partner Network and select the ‘Training Tab’ • Discover live training via the Training Filter on this tab… • Discover step-by-step training via Learning Paths from this tab… Microsoft Partner Network ‘Training Tab’ Training Filter Learning Paths

27. Accreditations and Certification Receive Recognition for Your Microsoft Expertise! Licensing Sales Specialist Accreditation Technical Certification Licensing Sales Technical Sales Specialist Accreditation Learning Paths Microsoft Partner Network

28. Technical Enablement & Pre-Sales Support Technical Enablement Support Technical Pre-Sales & Advisory Services Product Support (BCPS, 5-Pack) Confidently resolve challenges with break-Fix support Live virtual delivery by our consultants for an interactive training experience Delivered virtually by our consultants for a personalized one-on-one engagement 300-400 • Deep-dive technical workshops • Scope of solution is covered in detail • Build skills to deploy and develop 200-300 • Resources, documents and best practices • Framework to build a services practice • Custom advisory services for your specific business needs • Compete scenarios • Development and deployment assistance • Migration Assistance • Optimization Guidance • Solution Guidance • Intro and overview of solution, services or Products • Value of solution/compete 100-200 Get Access to Online Technical Communities Use Your Partner Advisory Hours

29. Develop a More Profitable Business How do I skill my people to sell more effectively ? How do I generate leads without marketing resources? How do I keep my organisational skills current without downtime? How do I develop a more profitable business? How do I monetize the Cloud without alienating my current customers? How do I expand my business going after bigger opportunities?

30. Take advantage of our Promotions ……! 100+ Seat Office 365 Sales Incentive Windows 7 Professional & Windows Server Standard 10% promotion System Centre 2012 Datacenter Promotion Customers can save up to 38% Turn on Lync Voice Promotion Customers can save up to 20%!

31. Solution Incentives Rates INCREASED NEW RATES GLOBAL NEW!

32. Competencies SIP Eligible Incentive Guides: https://partner.microsoft.com/global/program/memgettingstarted/40142578

33. Customer Satisfaction Index • Fast and effective • Retain customers • Increase loyalty • Online survey • Customer business needs

34. How do I monetize the Cloud? How do I skill my people to sell more effectively ? How do I generate leads without marketing resources? How do I keep my organisational skills current without downtime? How do I develop a more profitable business? How do I monetize the Cloud without alienating my current customers? How do I expand my business going after bigger opportunities?

35. Explore the cloud….. Cloud Essentials • Sign Microsoft Online Service provider Agreement (MOSPA) • Access internal use software • Partner Support • Pinpoint Profile • www.microsoftcloudpartner.com

36. Microsoft Cloud Accelerate To qualify: • Microsoft Cloud business commitment • Customer references • Cloud Capability • www.microsoftcloudpartner.com * Note: there are additional requirements for CRM partners, please visit the site for more details Benefits include: • Internal Use Rights • 20 Partner Advisory hours • Marketplace priority • Partner Cloud Training • Presales Support

37. Cloud activation tool & partner dashboard • Track Customer Trials & Opportunities • Monitor your Cloud Business • Track and progress through Microsoft Cloud Programmes and Readiness

38. Expand My Business How do I skill my people to sell more effectively ? How do I generate leads without marketing resources? How do I keep my organisational skills current without downtime? How do I develop a more profitable business? How do I monetize the Cloud without alienating my current customers? How do I expand my business going after bigger opportunities?

39. Microsoft Action Packs – Solution Provider / Development and Design

40. Competencies...

41. Get current, keep current

42. Partner Events – Your connection with Microsoft Worldwide Partner Conference Partner Business Briefings • July 2012 • Canada • 15,000 partner • 150 countries • 500 UK Partners Partner Coffee catch-ups • Q2 – Q4 • 4 Regions • Q1 – Q3 • Unmanaged partner catch-ups • 5 regions

43. Stay Connected – Monthly Partner Newsletter • Monthly Partner Newsletter • Distributed last wed each month. • Contains: • Essential Membership News • Promotions • Sales and Marketing Resource Updates • Product News • Training • Cloud Updates • If you are associated with your MPN Membership, you should automatically receive this • If you read one email from Microsoft read this one!!!

44. Stay Connected – Social Media Twitter @mspartnersuk LinkedIn Microsoft Partner Network UK New RSS Feed • Real-time news tailored: • Location • Role • Partner Type • Specific Product Groups • Subscribe here • Access real-time news • Follow us: @mspartnersuk • 2777+ Partners Members • Active Discussions • Get answers to your questions • Join Here

45. Partner Live series • Understand where, how and what is available through the partner network by signing up to our monthly Live Series • Scheduled Regularly • Interactive

46. Support Services – 0844 800 6006 • Online – FAQ’s & Community Sites • Ask Partner Option 2 – Microsoft Partner Network Questions • Also: Product; Licensing; Financing • Advisory hours – if applicable

47. Translating Benefits into Business Value How do I skill my people to sell more effectively ? How do I generate leads without marketing resources? How do I keep my organisational skills current without downtime? How do I develop a more profitable business? How do I monetize the Cloud without alienating my current customers? How do I expand my business going after bigger opportunities?

48. Thank you

50. Resource Index • Pinpoint Marketplace • Pinpoint Partner Help • Partner Marketing Centre • Digital Content Direct • Gear Up FAQ • Gear Up Application • Demo showcase • Customer Satisfaction Index FAQ • Customer Satisfaction Index Portal