Cloud Champion - Week 1

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Information about Cloud Champion - Week 1
Technology

Published on March 6, 2014

Author: chlong

Source: slideshare.net

Description

This is round one of our Cloud Champion course, focusing on the Microsoft Partner Network, Partner Benefits such as Internal Use Rights and why to partner with a distributor and Telstra for Office 365. For more information on the course, please visit www.aka.ms/CloudChampionBlog.

Cloud Champion is Microsoft Australia's 12-week step-by-step program to help our partners be successful with selling Cloud solutions.

www.aka.ms/CloudChampionBlog

TODAY’S AGENDA Introduction to MPN

THE CLOUD CHAMPION JOURNEY Join MPN Training Time Eye on the Opportunity Transform the Business Sell Cloud Compete Demo Army Go To Market Deploy Cross Sell/Upsell Introduce ISVs Change Management Full agenda listed on www.aka.ms/CloudChampionBlog

THE CLOUD CHAMPION JOURNEY

INTRODUCING THE MICROSOFT PARTNER NETWORK Monica Jain Microsoft

Partnering with Microsoft Monica Jain – Microsoft Partner Network Lead Canada Nicki Page Breeze

Table of Contents Christopher Hertz New Signature 1. Program Overview 2. Growing Your Business with Office 365 and the MPN 3. Cloud License Transition

Program Overview

Program Overview Partnering with Microsoft is the best business decision you can make – Choose the membership that meets your needs Competency Join the elite Action Pack Take the next step in growing your business Community Everything you need to get started

Program Overview Partnering with Microsoft is the best business decision you can make – Choose the membership that meets your needs Community • Fee: Free • Requirements: None – sign up in less than 10 minutes: www.aka.ms/MPNau • Key Benefits: • Office 365 Internal Use Licenses* • Online training & assessments • Sales & marketing assets • Partner Support Community • Pinpoint Marketplace

Program Overview Partnering with Microsoft is the best business decision you can make – Choose the membership that meets your needs Action Pack • Fee: $490 p.a • Requirements: Pass the online assessment • Key Benefits: • Software to run your business • Technical Pre-Sales Support* • Visual Studio Professional with MSDN • Six business model specific resource centers • Business critical phone support

Program Overview Partnering with Microsoft is the best business decision you can make – Choose the membership that meets your needs Competenc y • Fee: Silver $3,300, Gold $7,480 p.a • Requirements: • Microsoft Certified Professionals • Online Assessment • Customer Evidence • Key Benefits: • Ticket(s) to Australia Partner Conference (Sept check) • Non-Critical Phone Support • Visual Studio Premium with MSDN • Competency logos

Program Overview Partnering with Microsoft is the best business decision you can make – Choose the membership that meets your needs Competency Join the elite Action Pack Take the next step in growing your business Community Everything you need to get started

Key Benefits Internal Use Software licenses Run your business on the latest Microsoft Software – on premises, in the cloud or hybrid. Microsoft Action Pack: licenses for up to a 10 person business Silver Competency: licenses for up to a 25 person business Gold Competency: licenses for up to a 100 person business Partner Support Community: unlimited, no-cost technical support for Microsoft technologies from Microsoft engineers Support Sales and Marketing material Technical Presales Support: competitive assistance, feature overview & comparison guidance, RFP desk, POC assistance, deployment and migration services, much more Campaign spotlight: Office BEST for SMB (www.aka.ms/O365BEST) in the Partner Marketing Centre. Competitive resources, digital marketing assets, event resources, marketing templates, deployment/migration guidance and sales tools

Accessing your benefits The Partner Portal: Everything you need in one place Sign in at www.aka.ms/MPNau • Membership • Downloads • Solutions • Licensing • Support • Training • Sales and Marketing • Community

Cloud program and benefit update

How the cloud programs will evolve Cloud Essentials: New enrollment into Cloud Essentials will end with the February release. Cloud internaluse rights (IUR) for existing Cloud Essentials partners will expire June 30, 2014. To continue using cloud IUR benefits, partners must attain an Action Pack or a competency and transition their licenses to the new model, by no later than June 30, 2014. Cloud Accelerate, Cloud Deployment, and Azure Circle: These programs remain in place after the February release, but will be retired in H1 FY15. We will allow new partners to join these programs until this time to enable partners to continue to earn Cloud Accelerator incentives. However, after the February 2014 launch, new partners must enroll in Action Pack or earn a competency to receive cloud internal-use rights.

IUR benefits in the cloud – Action Pack and competency partners Cloud Service SKU Action Pack Silver Core Benefit Benefit Gold Core Benefit E3 (includes Yammer) 5 seats (+5 through cloud sales*) 100 seats CRM Online CRMOL Pro 0 seats (+5 through cloud sales**) 15 seats^ 60 seats^ Windows Intune Cloud Service Only 5 licenses 25 licenses 100 licenses Azure N/A $100 Monthly Credit $100 Monthly Credit $100 Monthly Credit Office 365 25 seats Comments * Action Pack Partners who have sold at least 25 cloud seats within the past 12 months are eligible for 5 additional seats of Office 365 ** 5 Additional seats available to Action Pack Partners who have sold at least 1 CRM Online seat or 50 Office 365 seats ^ Additional seats can be earned by attaining the CRM competency (10 Silver/ 20 Gold)

Cloud Programs Cloud Accelerate Requirements • • Easy upgrade path to Silver/Gold Small Business or Midmarket competency Cloud Deployment Three cloud deals and a total of 150+ seats sold within the past 18 months Action Pack subscription or Competency • • • Cloud Accelerate At least one 150+ seat cloud deal A MOD competency Eligible Eligible Core advisor incentives and advisor accelerators Eligible Eligible Dedicated Tier 2 Technical Office 365 Phone Support Eligible Eligible Five bonus Partner Advisory Hours Eligible Eligible Customised logo and marketplace designation Eligible Eligible N/A Eligible Participate in special Office 365 deployment offers

Cloud License Transition

You need this URL www.aka.ms/cloudtransitio n

Office 365 IUR – what should Australian partners do? I am currently using Office 365 IUR: 1. Obtain and redeem new keys between April 2 and June 30, 2014 2. Obtain additional licenses, if needed 3. Reassign users, if needed I am currently using CRM Online IUR: 1. Ensure your existing subscription has been transitioned from Commerce Transaction Platform to Microsoft Online Services Platform 2. Obtain and redeem new keys by June 30, 2014 I am currently using Intune IUR: 1. Windows Intune benefit transition will begin in April, 2014. 2. Obtain and redeem new keys by June 30, 2014

Office 365 IUR – what should Australian partners do? I am not currently using Office 365 IUR: 1. Request your IUR by emailing CPCA@microsoft.com, stating your Partner Name and MPN ID (these seats will expire June 30) 2. Obtain and redeem new keys between April 2 and June 30, 2014 3. Obtain additional licenses, if needed 4. Reassign users, if needed I am not currently using CRM Online IUR: 1. See page 11 of the Cloud IUR transition guide for details I am not currently using Intune IUR: 1. See page 29 of the Cloud IUR transition guide for details

Australian IUR Transition Timeline Continue using Legacy IUR Office 365 <Transition Period> June 30: Legacy O365 IUR expires April 2: Redeem pre-paid keys and transition licenses Continue using Legacy IUR Windows Intune <Transition Period> June 30: Legacy Intune IUR expires “Autumn 2014”: Redeem pre-paid keys and transition licenses Continue using Legacy IUR CRM Online <Transition Period> Legacy CRMOL IUR expires IMPORTANT!: Validate your tenant has moved to the Microsoft Online Services Platform* Once validated: Redeem pre-paid keys and transition licenses Azure June 30: Take advantage of the $100 credit (no change to process)

Cloud Essentials partner license scenarios Scenario #1 – Cloud Essentials partner using 60 seats of Office 365 Earn any gold competency Earn any silver competency Granted 100 seats Activate 60 MPN Office 365 licenses from Digital Download Portal Adds 10 employees; activates 10 additional licenses; still has 30 available to activate Granted 25 seats Activate 25 MPN Office 365 licenses from Digital Download Portal Need more seats? Yes Earn silver competency additional toolkit and/or earn gold competency and/or purchase additional licenses No • Cloud Essentials • Cloud Accelerate • All partners No action; remove 35 inactive seats

Cloud Essentials member license scenarios Scenario #2 – Community member moving to Action Pack, using Office 365 Community member currently with Office 365 internal use rights licenses, moves to Action Pack and is granted 5 seats Need more seats? Yes Sell 25+ copies of Office 365; earn an additional 5 seats No No further action Need more seats? No Yes Earn a competency or purchase additional seats as required No further action

Cloud Accelerate partner license scenarios Scenario #3 – Cloud Accelerate partner using 60 seats of Office 365 Earn a Gold Small Business Competency with “easy upgrade” Earn a Silver Small Business Competency with “easy upgrade” Granted 100 seats Activate 60 MPN Office 365 licenses from Digital Download Portal Adds 10 employees; activates 10 additional licenses; still has 30 available to activate Granted 25 seats Activate 25 MPN Office 365 licenses from Digital Download Portal Need more seats? Yes Earn silver competency additional toolkit and/or earn gold competency and/or purchase additional licenses No • Cloud Accelerate No action; remove 35 inactive seats

Next Steps 1. Make the partnership official 2. Use your benefits! If you haven’t already, sign up as a Community member Access and deploy your Office 365 licenses internally (remember, licenses available to ALL partners until April 2nd) www.aka.ms/mpnau 3. Plan your transition: www.aka.ms/cloudtransition 4. Complete your transition by no later than June 30th, 2014 a) Know your current cloud license usage / needs Need help? b) Learn your entitlement, are there any gaps? c) Plan your next steps Visit the partner support community or call support on 13 20 58 (Option 2,4,1)

CHOOSE THE RIGHT MODEL FOR YOU AND YOUR CUSTOMERS Open Advisor Telstra Own the customer billing Sell as you do today Increased upsell and attach opportunities Little to no capital costs required Fixed payment structure More predictable revenue stream Microsoft facilitates the billing No upfront payment Advisor fees available Little to no capital costs required Fixed payment structure More predictable revenue stream Bundle with core services & bill via Telstra No upfront payment Advisor fees available The ability to contract and expand

www.aka.ms/CloudChampionBlog

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