15
MS Partner Network 2011: Leading The Change
SARAH ARNOLD – MPN MARKETING MANAGERPETER GIUDES - ARTIS GROUP PTY LIMITED
This session will:1. Explain the changes 2. Artis Group (Gold Certified Partner) MPN
Story3. Address Partner concerns4. Provide next steps
Why am I here today .…
Microsoft needs to deliver on its core strategies…
• innovation• security• reliability• experience• agility
…with and through partners
From Microsoft I need…
• differentiation• mutually beneficial requirements• high-value benefits• customer referrals• local engagement
…and all of this in a simpler partner program
The Case For ChangeFrom partners I need…
• quality delivery• relevant experience• current expertise • solution choices• industry knowledge
…and the ability to apply those skills to my business needs
Each with varying degrees of commitment and benefits
The Microsoft Partner NetworkFour Membership Opportunities
Support at every stage of the business cycle
Benefits To Support You
Create Dem
and
Sell
Plan Enable
Services
Reta
in
Customers
Community Gold CompetencySilver CompetencySubscription
The Microsoft Partner Network helps you:
A Simple Vision
Strengthen your Capabilities
Serve Customers better
Connect through Communities
Application Platform Cross-Platform SolutionsBusiness Productivity
Core Infrastructure SMB CustomersCRM & ERP
• Application Integration• Application Lifecycle Management• Data Platform• Software Development• Web Development
• Business Intelligence• Content Management• Project and Portfolio Management• Portals and Collaboration• Search• Unified Communications
• Digital Marketing• Distributor• Hosting Platform• ISV• Learning• Mobility• OEM• Software Asset Management• Volume Licensing
• Desktop• Identity and Security• Server Platform• Systems Management• Virtualization
• Customer Relationship Management• Enterprise Resource Planning
• Midmarket Solution Provider
Competencies
The Artis Group Journey Peter Giudes - CEO
• Microsoft Partner since 2005• Gold Partner
– Mid market solution provider– Data platform– Business Intelligence– Mobility– Web development– Portals & Collaboration– Software development– Small business specialist
• Systems Integrator to mid market and enterprise– Hard core development– 24x7 application development & support centre– Mobility productivity solutions– Infrastructure (Hardware, OS, Exchange, SQL Server, IIS, AD)
85 staff, 11% organic growth, CRN Fast 50, Microsoft strategic
The Artis Group Journey – Strategic Alignment Process
• April 2010– Annual planning coincided with new MPN– Existing certs mapped to competencies
• Considering version updates– Competencies overlaid with strategic focus areas
• Managed services, application development
• May 2010– Artis executive team announced
• Changes to staff development program – competency based• Microsoft focus program (Gold Star)
• June - September 2010– Tracking at executive level, rewards– Monitoring customer awareness & feedback– Reviewing changes to partner program requirements– Training, group preparation, training materials, exam bookings
The Artis Group Journey - The Results
• One Gold and list of Silver competencies• Preparation of marketing for new year
– Website refresh– Campaigns
• Good staff are invigorated and enthused• Delivery and individual capabilities enhanced• Customers are MPN aware and old Gold sceptical
Rewarding Commitment And ImpactInternal Use Software
1st Silver competency (supports 25 persons)
1st Gold competency (supports 100 persons)
Additional Silver & Gold competencies = more licenses
Demo Showcase
Now in the cloud and in any language
Partner Advisory Hours
Includes Partner Accelerator, pre-sales support & advisor hours
Silver (20 hrs)
Gold (50 hrs)
Next Steps:
• Review the License Calculator & maximize your license grant
• Review MSDN needs – should you consider a development competency
• Use Practice Accelerator to develop your Search practice for upgrade to Gold
• Save money and time by building customer facing demos in the cloud using demo showcase
• Requirements vary by competency visit Microsoft Partner Network – Prepare for MPN Lounge for personalized plans
Subscription
Silver (5)
Gold (10)
Development competencies
(up to 25)
Tools To Help You Plan
https://www.microsoft.com/partner/licensingcalculator/default.aspx
Calculate License Grants Individual Action Planning
https://web.mpntools.com/signin.aspx
How Will Customers See These Changes?
In Person
Email: [email protected]: 023-456-7890Cell: 123.456.7890Fax: 223.456.7890
Street AddressSuite NumberCityZip code
John PartnerJob Title
Worldwide Roll-Out
Lead Generation
1 million connections In-product discoverability Application marketplace
Case Studies Testimonials
Public Relations
www.microsoft.com Search Engine Optimization Customer newsletters
Online
Awareness
Programmatic billing allows partners to focus resources on adding new customers and growing their business instead of managing the renewal process
Microsoft Dynamics Lead Referral Program
• Opportunity for all members of the Microsoft Partner Network to earn 5% (up to $20,000) by submitting Dynamics leads to Microsoft
• Become a part of the Microsoft Partner Network
• Agree to the terms of the Microsoft Dynamics lead Referral Agreement
• Submit leads to the Microsoft Dynamics Referral Program
• For more information talk to your Partner Account Manager or any of the Dynamics team at APC
Next Steps
Question & Answer
