Date post: | 19-Oct-2014 |
Category: |
Technology |
View: | 1,069 times |
Download: | 2 times |
Sarah TheissChannel Audience [email protected]
Leverage Microsoft’s offerings for ISVs
Increase Your Profitability Potential.
Topics
• How can you maximise your success as an ISV?• Partnering with Microsoft – what are the options?• How can you supply Microsoft software to your customers?
ISV Profitability
3
Company Performance
Net Profit Margin (%)
Cash Flow from Ops
(%)
Revenue Growth (%)
Gross Profit Margin (%)
Business Velocity
Change in Market Share (%)
Deal Growth (%)
Customer Growth (%)
Deal Execution
Average Deal Size ($/deal)
Sales Cycle (mo)
Implementation Time (mo)
Productivity Revenue per Employee ($/emp)
Customers
Characteristics of Top Performers• New Customers• New Software• Narrow Technology Focus• Successfully Partner
ISV/Software Solutions competency
Microsoft ISV-competency partners outperformed the benchmark group!
How?
• Retain more experienced and better trained developers.• Spend less on R&D• Put more time toward developing new products, and spend less time
maintaining existing ones.• Maximize their revenue, customer, and deal growth.
Promise of partnership
Profitability
Platform
Partner Program
Market Opportunity
EMPOWER for ISVs: Jump Start Your Development
• Two year program • Helps ISVs develop and launch their solution on the Microsoft Platform• Then become Microsoft Certified ISV/Software Solutions Competency Partner
Benefits• MSDN Premium Subscription Media Kit with five user licenses• ISV Advisory Service (10 Hours)• Internal-use software licenses
•Server & CALs• Windows Server • Microsoft Exchange Server• Microsoft SQL Server• Microsoft Office SharePoint Server
Costs: AUD $875.00 per annum as a Registered level Partner
Why?SoftwareSupportVisibility (potential investors, clients, and partners)No upfront cost (USD$100 exit fee)Software + Service/Hosted offering
Eligibility:• Software development business • Privately held• < three years old • Revenue <US $1M annually
Achieving the ISV/Software Solutions competency
Build your solution. Utilise Microsoft Empower for ISVs or BizSpark for Startups.
Step 1: Test your solution. Multiple tests to choose from, i.e., Certified for Windows, Compatible with Windows 7
Step 2: Submit three customer references for your solution.
Step 3: Pay the annual Microsoft Partner Program fee* and you’ll be a Certified Partner with the ISV/Software Solutions competency.
How do you provide Microsoft software to your customers?
On Premise Hosted by Partner
Hosted by Microsoft (via Telstra in Oz)
OEM SPLA Microsoft Online Services
FPPOpen Business
Open ValueISV Royalty
ISV Royalty
Why:
• One source for business solutions• More efficient installation and deployment• Total solution
The fine print:
• Eligibility requirements: support• Commitment: USD $15,000 /three-year term• Revenue reporting requirement
What is a SPLA?
The Services Provider License Agreement (SPLA) allows an organization to license Microsoft products and use them to provide software services to its customers.
Payment term• Monthly reporting and payment based on actual use• No up-front commitment required• Annual price protection• Academic pricing• Access to current versions• Worldwide distribution
Ideal for• ISVs hosting / managing applications for their customers, • Web hosters, • Franchisors providing services to franchisees,• shared services
More details at http://www.microsoft.com/serviceproviders/licensing/default.mspx
Microsoft Online Services - Hosted by Microsoft/Distributed by Telstra
•Microsoft Exchange Online•Microsoft Office Live Meeting•Microsoft Office SharePoint Online•Microsoft Office Communications Online•Microsoft Exchange Hosted Services
Next Steps• Evaluate the right partnering option for your business
– Empower– BizSpark– Microsoft Certified Partner – ISV Competency
• Maximise your success• New Customers• New Software• Narrow Technology Focus• Successfully Partner
• Supply Microsoft Software as part of your solution via• ISV Royalty• SPLA• Microsoft Online Services
In Summary
Session PresenterThe Age of User Experience Shane Morris
Customer Touch-Points Dave Glover
Innovation on the web with Microsoft Silverlight Shane Morris
Not Just better, faster! Shane Morris
Drawing a crowd Microsoft Advertising
Partnering with Microsoft as an ISV Sarah Theiss
Innovation in web and user experience technology
Session Presenter
Professional Developers Conference Highlights Catherine Eibner & Dave Glover
xRM (Anything Relationship Management) Catherine Eibner
Windows 7 & Windows Server Application Compatibility Dave Glover
Microsoft SharePoint Server 2010 and Microsoft Office 2010
Windows Azure Dave Glover
Windows Marketplace for Mobile - Show me the money! Dave Glover
Partnering with Microsoft in the Web Space Sarah Theiss
Harness the latest Microsoft technology to build Applications
• Take a look further at the technology– www.microsoft.com/web
• Which Partner program is right for you?– Evaluate & join up!
• How will you supply Microsoft software?– Business model is the key
• Evaluation Forms – USB Keys/Door Prize
Where to from here?