Accelerate Building and Delivering Solutions for System IntegratorsJason ClarkePartner Technology Advisor

AP024 Partner Session

Scintillate, scintillate globule aurific

Fair wonder I fathom thy nature specific

Loftily poised in the ether capacious

Strongly resembling a gem carbonaceous

Scintillate, scintillate globule aurific

Fair wonder I fathom thy nature specific

Twinkle, twinkle, little star

How I wonder what you are

Up above, the sky so bright

Like a diamond in the night

Twinkle, twinkle, little star

How I wonder what you are

Scintillate, scintillate globule aurific

Fair wonder I fathom thy nature specific

Loftily poised in the ether capacious

Strongly resembling a gem carbonaceous

Scintillate, scintillate globule aurific

Fair wonder I fathom thy nature specific

Objective • In This session we will take an

unplugged look at how the Microsoft technology and solutions, across the entire platform, can deliver highly profitable practices and services.

• The aim is to give you an inside look at how the strategies are planned and executed within Microsoft and what investments/support we are making to help develop your practice/service and increase revenue.

Agenda• The Microsoft Platform (What we sell)

– Infrastructure Optimisation (IO)– Core IO, BRIO, APIO and Cloud

• How we sell– Segments, roles and acronyms– MSSP– Roles

• The Partner programs to support selling– SIP– PSX– PCI– CIE– MPCA

How Microsoft sells the platform solutions

Platform Solution Product Licensing

Infrastructure Optimisation

Reengineer discussion / Pre Sales

RPS

IO + VL = incr. RPS

Why Infrastructure Optimisation?

Platform and network services

Data storage and management

CRM and ERP Content

management&

Collaboration

Presence&

Communication Messaging

PC Tablet Web PDA Mobile Voice

Optimised end user experience

Key Platform Capabilities

Activ

e D

irect

ory

Identi

ty a

nd

acc

ess

m

anagem

ent

Syste

ms

managem

ent a

nd

secu

rity

Hyper-V

Windows Server

SQL Server

Dynamics SharePoint LyncExchange

Server

PC Tablet Web PDA Mobile Voice

Office Win 8 Windows Phone Dynamics Internet Explorer

Underlying Technologies

Activ

e D

irect

ory

Act

ive D

irect

ory

Syste

m C

ente

rFo

refro

nt

MDOP

Segments, Field Roles and Acronyms

Linking Microsoft roles to the MSSP

Sales Stage DevelopQualifyProspectDemand

Generation Solution Proof Close SupportDeploy

Probability 0%NA NA80%60%40%20%10% 100%

Account manager

PTA

TSP

TSS

SSP

ATS ATS

Account manager

CTS

EPGSM

S&P

How we Work with Partners in SMS&P Our Partner Field Roles drive relationships, practices and sales with Solution Partners…

1

Partner Account Manager Partner Technology Advisor

…Leveraging a broad set of programs and investments to accelerate results…2

…Supported by the scale systems of Microsoft globally3

Partner Learning Center

Partner Marketing Center

Partner Portal Sales Resources

MSSP, programmes and incentivesSales Process Overview

Prospect / Qualify (20%) Develop (40%)

To-

Part

ner

Incen

tives

Th

rou

gh

-Part

ner

To-C

usto

mer

Tools

Validate opportunity & identify sponsor

Develop customer requirements Present solution Demonstrate capability to exceed requirements

Negotiate & finalize contract Finalize deployment, execute, & support

PCIMicrosoft Cloud Value

Proposition and Customer Journey

Cloud Assessment ToolNeeds Discovery

Fast Track ProgramTechnical Case PresentationWhy Microsoft’s Private Cloud

solution is best

Project Business Case ToolReturn on Investment in

Microsoft Cloud

Decision Framing Presentation

Project Selection

Deployment Guides

MPCA POC

MPCA BIF

SIP PVDPS

Share Jumpstart

Bid Architect for GSIs & NSIs

Mega Win Program

ECI LAR BountyPrograms to

support solution wins and

deployment

Solution (60%) Prove Value (80%) Close (100%) Deploy (120%)

To- Partner Value

Proposition

SI/S-LAR HosterBusiness

Opportunities for Partners with

Microsoft Private Cloud

License Cost Presentation

Service Provider Lighthouse Program

PSX

Objective • In This session we will take an

unplugged look at how the Microsoft technology and solutions, across the entire platform, can deliver highly profitable practices and services.

• The aim is to give you an inside look at how the strategies are planned and executed within Microsoft and what investments/support we are making to help develop your practice/service and increase revenue.

Agenda• The Microsoft Platform (What we sell)

– Infrastructure Optimisation (IO)– Core IO, BRIO, APIO and Cloud

• How we sell– Segments, roles and acronyms– MSSP– Roles

• The Partner programs to support selling– SIP– PSX– PCI– CIE– MPCA

Twinkle, twinkle, little star

How I wonder what you are

Up above, the sky so bright

Like a diamond in the night

Twinkle, twinkle, little star

How I wonder what you are

Scintillate, scintillate globule aurific

Fair wonder I fathom thy nature specific

Loftily poised in the ether capacious

Strongly resembling a gem carbonaceous

Scintillate, scintillate globule aurific

Fair wonder I fathom thy nature specific

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