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Engaging with Microsof for IAMCPt.ppt

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Information about Engaging with Microsof for IAMCPt.ppt
Business-Finance

Published on November 25, 2008

Author: aSGuest3791

Source: authorstream.com

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Slide 1: Engaging with Microsoft Myndi Garrett – Partner Account Mgr Charlie Ramirez – Partner Community Mgr Agenda : Microsoft Field Organization Segments Roles Geographies What drives Microsoft Managed Partner Program Engagement Best Practices Resources & Tools Q&A Agenda MS Segments in South Central : MS Segments in South Central SMS&P – Small and Midmarket (1-1,500 Desktops) Corporate Account Space (1,500-5,000 desktops) EPG – Enterprise Customers (5,000+ desktops) Education SLG – State and Local Government Resource Roadmap : Resource Roadmap PAM: Main point of contact into Microsoft for partners; Orchestrates interrelationships with other MS reps; Drives partner enablement via marketing, sales & technical readiness; accountable for managing Partners’ pipeline; typically partner-facing role SEM: Manages deals to closure for opportunities over $100K in annual revenue and all EAs; customer-facing role IW SS: Responsible for assisting in accelerating the sales cycle related to opportunities in UMM and strategic accounts by demonstrating the business value of IW Solutions; customer-facing role Server SS: Responsible for assisting in accelerating the sales cycle related to opportunities in UMM and strategic accounts by demonstrating the business value of Server Solutions; customer-facing role Server PTS: Area based Technology Specialist focused on proactively developing partner pre-sales and technical readiness related to Server Solutions; Objective of partner readiness is to enable partners to deliver a common concise message on the Microsoft business and product strategy; partner-facing role IW PTS: Area based Technology Specialist focused on proactively developing partner pre-sales and technical readiness related to IW Solutions; Objective of partner readiness is to enable partners to deliver a common concise message on the Microsoft business and product strategy; partner-facing role EPG/CAS Account Team Unit : EPG/CAS Account Team Unit SMS&P Area Team Unit : SMS&P Area Team Unit Contacts, contacts and more contacts… : Contacts, contacts and more contacts… SMS&P SCA Team – MBS : SMS&P SCA Team – MBS SMS&P SCA Team – Platform : SMS&P SCA Team – Platform What makes Microsoft Successful? : What makes Microsoft Successful? Selling Together : Selling Together Partners who help us sell the stack!! (Volume license agreements) Power of Four SI / LAR / Microsoft/CPLS Open / frank communications Regular pipeline discussions PAM as your advocate Two Questions: Do you have a licensing agreement with Microsoft? Do you have a relationship with a LAR? Agenda : Microsoft Field Organization Segments Roles Geographies What drives Microsoft Managed Partner Program Engagement Best Practices Resources & Tools Q&A Agenda Marketing Together : Marketing Together Targeted Customer Lists – Partner Call Blitzes Worldwide Partner Conference Driving Attendance to CIO Summit and Licensing Roadshows IAMCP Participation Leveraging MS Bus Small Business Community : Small Business Community Partner Community Manager Small Business Specialist Program (SBSC) IAMCP blogs.msdn.com/scapc Agenda : Microsoft Field Organization Segments Roles Geographies What drives Microsoft Managed Partner Program Engagement Best Practices Resources & Tools Q&A Agenda The Get Connected Program : The Get Connected Program Channel Capacity Planning Process Fill Gaps in Local & Area Markets Common Partner Engagement Framework Rolling Portfolio of 15-20 Managed Partners What’s in it for You?? : What’s in it for You?? Dedicated PAM responsible for sales & partner management activities such as: Point of contact for partner Joint sales calls & joint marketing Business planning Priority access to local sales & technical support Participation in opt-in marketing campaigns Priority access to Microsoft facilities for marketing activities Leads as available in your core competencies Priority for participation in regional and area partner eco-system activities such as: Networking events Executive forums Best support possible for all reasonable requests Quarterly assessment of the partner portfolio Commitments of Our Managed Partners : Commitments of Our Managed Partners GET CONNECTED program reinforces commitments of the highly engaged, managed partner: Achieve gold status in Microsoft Partner Program Assign primary point of contact for Area team Participate in joint development of business plan Have a resource focused on Area SMS&P sales & marketing Utilize Partner Central for opportunity management Participate in regularly scheduled pipeline reviews Participate in sales & technical readiness activities Develop & execute a solid marketing roadmap Sell or influence Microsoft licensing Use the tools! Value of the GET CONNECTED Program : Value of the GET CONNECTED Program Develop a closer relationship with Microsoft Area Sales & Management team Encourage more strategic discussions Drive collaborative marketing planning Work more closely on individual opportunities Close more business together!! Understand how to be a highly engaged, managed partner Learn how to better leverage tools and programs available to our area partners Drive more new business and increase overall revenue for your company & better integrate into local Microsoft teams!! GET CONNECTED ProgramCriteria : GET CONNECTED ProgramCriteria Partners recommended for the program are typically not as highly or consistently engaged with the Area team as other managed partners Partners in the program meet the following profile: Sales influence on Area SMS&P revenue in CMM & UMM accounts Fill specific competency gap Support vertical market initiatives GET CONNECTED program coaches behavior of a highly engaged, managed partner Focus on core competencies and develop new competencies Drive & manage pipeline in Area SMS&P accounts Own & execute business and marketing plans Sales and technical readiness Use the tools Participate in Area partner eco-system GET CONNECTED Program Phases : GET CONNECTED Program Phases Planning Sales and Technical Readiness The South Central Area Engagement Transition to local PAM Managed Partner Phase 1: Planning : Phase 1: Planning Overview GET CONNECTED program Commit to participate in program Sign MOU (memo of understanding) Work with Partner Development Manager to complete Business Plan Participate in Partner Central Opportunity Management training Develop marketing, sales & technical readiness roadmap Phase 2: Sales and Technical Readiness : Phase 2: Sales and Technical Readiness Complete MSPP competency requirements Technical Readiness Corporate training Local trainings - attend webcasts that match your MBS product authorizations GET CONNECTED program regional webcasts Sales Readiness Attend Corporate partner briefings Details at: http://www.msreadiness.com/ Corporate Sales Readiness Complete Microsoft Solution Selling workshop Details at: http://members.microsoft.com/certpartner/training/sso/default.aspx Local Sales Readiness Attend local business value training Licensing Readiness Participate in licensing readiness activities Phase 3: Engagement with Area Team : Phase 3: Engagement with Area Team Field Engagement Monthly pipeline review and scorecard report to Partner Development Manager Technical Solutions review with PTS Sales Engagement Develop sales strategy in business plan Generate 3 qualified opportunities per quarter to engage Microsoft Marketing Engagement Develop marketing strategy in business plan Participate in Microsoft Blitz Days (1 per quarter) Leverage co-marketing funds to drive 1 proactive marketing campaign per semester Partner Eco-system Attend partner briefings and networking events Join and be active with IAMCP Attend monthly Partners’ webcasts Build relationships with complementary partners to provide a total solution Attend Worldwide Partner Conference Phase 4: Transition to Managed Partner : Phase 4: Transition to Managed Partner Earn MSPP Gold Certified status Meet readiness requirements Build complementary relationships with eco-system partners Maintain a consistent SMS&P pipeline of qualified opportunities Utilize partner central to manage pipeline Build pipeline thru proactive marketing and participation in blitzes Influence SMS&P licensing revenue Build a relationship with a LAR or become MSA in Open Value program Generate 2 new customer adds a year Agenda : Microsoft Field Organization Segments Roles Geographies What drives Microsoft Managed Partner Program Engagement Best Practices Resources & Tools Q&A Agenda Best Practices : Best Practices Join the IAMCP! Use your PAM as a resource manager Remember the 8-legged sales call Eat your own dogfood Have an annual business plan Case studies Leverage local marketing campaigns Use the MS Facilities Keep your saw sharp Stay connected with the local team Attend WWPC Common Pitfalls : Common Pitfalls Do not tell Microsoft you can do it all. Specialization, accountability and expert delivery are core to Microsoft’s culture. Do not be just another XYZ. Your firm needs to stand out, be differentiated and be known for its particular skills, successes and contributions to Microsoft’s bottom-line. Do not spread your messaging in too many markets. Do not change your messaging to Microsoft too often. Remain consistent in your messaging to Microsoft and in your delivery of results based on your messaging. Do not burn bridges. Work constructively to resolve any issues that may arise. Common courtesy goes a long way in working with Microsoft. Do not have uneducated representatives in your firm and, if you do, never let them represent your firm to Microsoft. Agenda : Microsoft Field Organization Segments Roles Geographies What drives Microsoft Managed Partner Program Engagement Best Practices Resources & Tools Q&A Agenda Our “Tools” : Our “Tools” PartnerCentral (Greenlight) Microsoft Solution Selling Customer Mid-market Incentives QuickProofs Competitive Incentives Customer Case Studies Early Adopter Programs PAM, SEM, SS, PTS Thank You & Call to Action : Thank You & Call to Action Get ready Get Trained (http://www.msptr.com) (http://www.mspartnerreadiness.com/) (http://readysetgo.upsellusa.com/) Join the IAMCP (www.iamcp.org) Get set Create Solutions – Vertical and Horizontal Develop your message with value proposition Go! Engage with Microsoft Agenda : Microsoft Field Organization Segments Roles Geographies What drives Microsoft Managed Partner Program Engagement Best Practices Resources & Tools Appendix Agenda Appendix A – Glossary of Popular Acronyms : Appendix A – Glossary of Popular Acronyms Glossary continued : Glossary continued Glossary continued : Glossary continued Appendix B – Useful Resources : Appendix B – Useful Resources Mid-market Customer Promotions: www.microsoftincentives.com Microsoft Technical Support & Customer Service: 800-936-4900 Locate a Partner: http://directory.microsoft.com Security Updates: http://www.microsoft.com/security/bulletins/ Microsoft Partner Program Support: 800-765-7768 PartnerResourceDesk: 800-426-9400 X81797 & prd@microsoft.com PartnerTechSupport,Pre-sales,& LicensingSupport: 800-642-7676 Partner Readiness: www.msusapartnerreadiness.com Partner Event Site: www.microsoftpartnerevents.com Partner Marketing Campaign Center: www.mspartnerdirect.com Partner Marketing & Sales Tools: www.ms-gearup.com Response Management: https://partner.microsoft.com/us/technicalsupport/supportoverview/40018071 Licensing: www.microsoft.com/licensing Activate SA Benefits: microsoft.com/licensing/sa/mvls/launcher.htm

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