IAMCP & Microsoft

1. IAMCP & Microsoft The Power of Partnership: Our Evolution Together

2. WPG Community Marketing: Who does what? Melissa Porter Digital and Social Community Marketing Lead Kati Quigley Sr. Director Community Marketing Heather Doran Community Marketing Lead Alyssa London Community Marketing Manager Strategize and execute community engagement plan for growing the SMB community Grow IAMCP membership and contribute to talent gap initiative through strengthening and expanding the WIT community Project manage and write narrative for the “Join-In” campaign Business Owner and experience ambassador driving a world-class partner engagement strategy both digitally and face to face. Partner Advisory Council (PAC) owner facilitating engagement and feedback from partners as well as driving business insights for Microsoft IAMCP executive liaison fostering strong relationships with IAMCP board members to drive added value enhancement with Microsoft • Build community strategy & infrastructure through: • DigitalWPC • WPC Connect • Social Media • Mobile • Integrate WPC Brand and DigitalWPC Platform into the MPN Brand • Migration of DWPC à GMO • Develop an all up social media strategy • Guidance for Microsoft Partner social media efforts • MPN Today Drive WPC awareness and conversions via demand generation and field engagement Develop WPC communications and vision keynote strategy that aligns with One Microsoft vision Increase brand and value for IAMCP resulting in membership growth and local Microsoft engagement Scale event globalization opportunities with increased field resources and greater economies of scale

3. WPG Community Engagement & Storytelling Team

4. Community – Storytelling for the partner point-of-viewEngaging the partner. Telling their story. Driving Business. 1 FY14 Plan 2 Community Infrastructure – Single Platform Expected Outcomes – Always Listening, Always Responding 4 3 One Voice, One Tone, Editorial Coordination Partnering with Microsoft is the best business decision for companies in Devices & Services world • Demonstrate that Microsoft delivers the greatest depth and breadth of business opportunities for devices and services across industries and the world. • Provide partners with evidence that shows Microsoft understands their business and customer needs. • Increased recruitment, retention and loyalty • Partner Benefits • Aligned messaging – Devices & Services opportunity • Uniformity of experience – clarity and consistency • Builds partner-to-partner engagement • Microsoft Benefits • Cost efficiencies and economies of scale (low cost, high reach) • Implement consistent operating model and measurement. • Create new audience reach DigitalWPC & WPC Connect Trend WPC 2014 PACs IAMCP (WIT) SMB Digital WPC

5. Digital Connections Drive Enagement Build& Engage Content Listening Tactics • Modern storytelling Visual, shareable, sticky, actionable • MSFT-Led contentAlignment w/major news announcements MS Corp Comms, WPG & Engineering Groups • Partner-Led contentAdd Partner voice as evidence, impact P2P • Develop Digital/Social Editorial calendar, shared with PR, exec comms, field & key stakeholders • Social Engagement framework  playbook. How to engage with Digital/Social team for 2P Msgs • Actionable insights • Discovery, great area of potential to provide listening insights to business. • FY14 informal listening & establish R/S with listening council • Identify social influencers / themes & topics within the partner community as potential content opportunities / gaps • Integrated approach • Triage CSC • Integration w/ALC • Build holistic community across all channels • Shift from community @ event  WPC365 • Unauthenticated DigitalWPC • Authenticated WPC Connect • Managed social channels • Be active participants & thought leaders in our communities. • Help Extend & Build partners business’ by fostering networking/ collaboration and connections all year • Grow community in turn would stimulate demand for WPC • Min one piece partner led /week • Good rhythm of content • 9.8K Influencer shares • 63K Visits from shares • 3000 WPC Reg Conversions • Social Fans: 225K (FB/Twitter +40%) • Facebook 2.5% PTAT Avg • Support MPN ALC, mitigate common partner issues • 500K Unique Visits DWPC • WPC Connect 15K active participations

6. Scalable Community Models: SMB PALS & IAMCP WIT FY14 Strategy Develop a scalable model for community development by building and strengthening existing WIT and SMB Partner communities. • Foster and retain a talent group • Increase diversity within the channel WIT Initiative Executive Sponsor: Julie Bennani MissionProvide partners the platform and the resources to develop their local communities organically and independently • Retain loyalty of the SMB community • P2P and P2M SMB PAL Executive Sponsor: Sachin Vora • Primary areas of focus • Bring partners together who already have natural similarities such as partner type, and location • Provide opportunity to network, collaborate and generate leads • Help partners build profitable business models with MSFT • Gain key insights through engagement • Different perspective on programmatic changes • Test and land business initiatives within the community • Hear general partner feedback and business insights

7. IAMCP Partnering & Engagement Plan Benefits of Partnering Supporting the IAMCP International Board Initiatives Branding Rollout Web Presence Value Engagement Plan Membership Targets Data Management Microsoft IAMCP Connections with Microsoft Increase unmanaged SAT Land Audience Marketing Campaign Priorities Greater exposure for partners $200k to support efforts Capture partner stories Leverage for advocacy and feedback SME speakers at meetings

8. How we can work together Members Looking for Join Chapters Connections to Microsoft Networking Lead Opportunities Community Business Need Pilots Engagement Focus Groups/ Feedback Meeting in-a-box Topics Promotion Where we can help Digital BASELINE SHARE STORIES FIELD ATTENDANCE PILOT BUSINESS PRIORITIES TIMELY TOPICS WITH CONSISTENCY ADVOCACY & AMBASSADORSHIP WE”LL PROMOTE. GREATER CONNECTIONS MEMBERS GAIN BENEFITS, INSIGHTS & SAVINGS VOICE OF PARTNER IS HEARD VALUE OF MEMBERSHIP

9. Adding Value to IAMCP: Content. Information. Opportunities

10. NEW scalable content • MOD Commercial Partner Readiness Update • MPN Overview & Program Change Meeting-in-a-box Content CORPORATE ACTION Heather is disseminating content to International Board  MOD content requested to be disseminated via email  MPN Overview content to be disseminated for use during Nov/Dec chapter meetings FIELD ACTION Download Content Disseminate to your local IAMCP contacts  Recommend MOD content be disseminated now  MPN Overview for use Dec/Nov

11. Partnering with Microsoft An overview of Microsoft Partner Network

12. A place for every partner in the Microsoft Partner Network Subscription Competency Cost-effective, annual subscription to help you promote, sell, and support solutions built on Microsoft technologies. Microsoft Partner Network brand to help customers identify your high-level expertise and specific skill set in a given technology or service area. Community The foundation of the Microsoft Partner Network. Engage with Microsoft and build relationships with other partners to help you better serve customers.

13. Key FY14 Microsoft Partner Network program changes Key FY14 Microsoft Partner Network program changes Working together. Moving forward. Cloud Accelerate, Cloud Essentials, and Azure Circle integration. Mainstreaming hosting partners into solution competencies. New competency: User Experience Design. New competency: Datacenter. Recognizing the best SAM partners. Realizing potential. Further enabling devices and mobility scenarios. Moving from Business Intelligence to Data Analytics. Tailoring Microsoft Action Pack subscriptions. Are you using all your benefits? Find out here. Embracing Windows Embedded. Creating opportunities. Adding Azure, Windows Phone and Windows Embedded to Application Development. New policy: partner must earn silver or gold status by subsidiary. Changes to the Small Business Specialist Community.

14. The competency model is evolving, effective January 2014 • Align to how customers buy Microsoft solutions • Enable partners to expand across multiple solution competencies Full and updated details about these changes are in the MPN Disclosure Guide. CORE INFRASTRUCTURE APPLICATION PLATFORM BUSINESS PRODUCTIVITY Devices and Deployment Datacenter Application Development User Experience Design Communications Messaging Data Platform Data Analytics Collaboration and Content Project and Portfolio Management LICENSING Software Asset Management Volume Licensing Application Integration Application Lifecycle Management Digital Marketing OTHERS BUSINESS APPLICATIONS CUSTOMER SEGMENTS Small Business Midmarket Solution Provider OEM Learning Customer Relationship Management Enterprise Resource Planning

15. Cloud Partner program integration with MPN, effective January 2014 Support your customers’ “power of choice” by selling, deploying, and supporting Microsoft cloud products. In January 2014, your Microsoft Partner Network experience will deliver the value of the cloud as an integrated component of your Action Pack subscription or Microsoft competency attainment. Details about the changes that come with cloud integration are in the MPN disclosure guide. 3) Options for all partners 2) Cloud services aligned and integrated with competencies 1) Clear migration paths Today January 2014 Standard track Meet all existing requirements and pass new cloud assessments Cloud track Qualify through cloud performance, assessments, and cloud references Microsoft Office 365 Windows Intune Windows Azure Dynamics CRM Online Microsoft Action Pack subscription Cloud Essentials • Competencies • Devices and Deployment • Messaging • Collaboration and Content • Communications • Project and Portfolio Mgmt • Small Business • Midmarket • Competencies • Devices and Deployment • Midmarket • Competencies • Application Development • Datacenter • Data Platform • Data Analytics • Competencies • Customer Relationship Management Microsoft competencies Cloud Accelerate Cloud-specific benefits Internal use rights Cloud incentives Cloud-specific benefits Internal use rights Cloud Accelerate logo Cloud incentives Cloud Deployment Windows Azure Circle

16. Microsoft Action Pack subscription – update Single, universal Action Pack subscription leading with cloud 6 resource centers aligned to partner practices (partners can choose 1 or more) • New benefits • Internal Use Rights (IURs): licenses to support a 10 person organization – including both On-premise and Cloud products and services • Technical support: access to telephone support for pre-sales, technical, and deployment issues related to Microsoft Cloud Services • Training: access to over 2,000 training courses on selling, configuring, and implementing Microsoft products and services plus discounts on Microsoft Certified Professional exams • Developer tools: access to world-class Visual Studio developer tools to support development across Microsoft platforms, including desktop, phone, server, and web • Bing credits: a $600 Bing credit • Campaigns: exclusive access to Ready-To-Go Marketing Campaigns for Microsoft products and services Application design and development Reselling Professional services Hosting Managed services Device design and development

17. What to know for your next competency renewal • The MPN disclosure guide provides a comprehensive look at the program changes planned across all membership levels: • Cloud Partner program integration • Competency structure and requirements changes • Microsoft Action Pack Subscription redesign Requirements changes for many MPN competencies, integration of the cloud into relevant competencies, and new qualification tracks within competencies will take effect in January 2014. Those new requirements will need to be met by partners attaining or renewing competencies after the effective date. If your renewal date is… In January, February, or March 2014 You may be able to renew for 2014 under the current requirements, if you complete your renewal prior to when the new requirements take effect in January (exact date is TBD). You may complete your renewal within 90 days prior to your renewal date. Refer to the Partner Membership Center for your renewal details. Some of the new requirements are available now, others are being released between now and January. Between now and January 2014 Meet the current requirements now and follow the steps for your renewal in the Partner Membership Center. Complete your renewal in the Partner Membership Center before the new requirements take effect in January (exact date is TBD). After March 2014 The new competency requirements will apply to you when you renew in 2014.

18. Partner Support Options If your company has an MPN competency or a Microsoft Action Pack Subscription, phone-based support is also available. 1-800-MPNSOLV (676-7658) Through the Partner Support Community forums, MPN members get unlimited online support for questions about: Development Presales assistance Microsoft products Program membership and benefits The Support Community forums can be searched, with results from not only the forum, but also TechNet, MSDN, and the Microsoft Community. From any page on the MPN portal, quickly navigate to the forums by selecting Support > Partner Support Community You can request private communications with a Microsoft expert within any forum.

19. What’s next: Partnership on SkyRocket Digital Marketing Lead Nurturing Engine 1 Digital Marketing Business Opportunity • Digital media is the most cost effective net-new revenue stream for our partners • Complete Campaign execution is <$5K (vs. $50K+ for traditional marketing campaigns) • Easy to monitor and measure • Some partners had 600 net-new Office 365 trials within 2 weeks of launching Office 365 Web Syndication • Ability to clearly view the sales pipeline 2 Begin with Partner Digital “Baseline” Assessment

20. SkyRocket: Driving Revenue from Digital Marketing The Road to Digital Leadership (SkyRocket Baseline) 1 Customer Discovery (SkyRocket SEO and Pinpoint) 2 Search Engine Optimization Pinpoint Optimization

21. SkyRocket: Driving Revenue from Digital Marketing Customer/Partner Connection (SkyRocket Syndication) 3 Syndicated Office 365 Content Office 365 Trial Invitation On-Going Monitoring (SkyRocket Monitoring) 4 • Skyrocket monitoring for Search Engine Optimization, PPC, Responsive Design, Web Syndication, Social Presence and Pinpoint • Metrics Tracking in-place to measure increase of Office 365 transactions

22. Wrap Up | Discussion Heather Doran hdoran@Microsoft.com