Gianpaolo Carraro - SMB Lead [email protected] ; http://www.linkedin.com/in/gianpaolocarraro
Jacqueline Lipman - Partner Marketing Manager Stephanie Mastroianni - Partner Marketing ManagerChristian Longstaff - Cloud Ambassador
SMB Open and Cloud Resellers: Microsoft is here to help
Microsoft can help in 3 ways
With People
With Programs
With Offers
On Premises
opportunities
Hosted Solutions
opportunities
Public Cloud
opportunities
Devices (Windows 8 / Tablet / Phone) opportunities
Partner Account Managers in SMB AU
5 People ~100 Partners:
• 2x Top VAR 1:3 ratio
• 2x Tele-Management 1:25 ratio
• 1x Tele-Coverage 1:60 ratio
What we look for:
• Open/Cloud revenue in SMB
• Growth faster than market
• Competencies
• People Investment in SMB
• Marketing Investment in SMB
If you don’t have a PAM, You need to know Clayton
Clayton Moulynox: [email protected]
Microsoft SMB Specialists Partner Community Group on LinkedIn: http://aka.ms/sbscgroup
Twitter: @claytonatms
Programs
Enable
Marketing
& Selling
UPSELL
Market & Sell
RetainBusiness Training
Pinpoint for Leads
Campaign Materials
Logos
Partner Marketing Centre
Customer
Satisfaction
Build | Measure | Learn
Technical Presales
Support
Technical Training
Sales Training
Services & Support
Proactive Services
http://aka.ms/mpnau
Payment Solutions
TRAINING
Incentive Payments
Microsoft Deal Registration
Any time you register a SMB deal at www.mspowerup.com you can earn discounts instantly!
Microsoft Clear is the destination for all Microsoft partners to access information, tools and resources to sell into small and medium businesses.
Easily accessed all the resources you need to grow and be more profitable
Have the financial and logistical support available from Microsoft to help you to sell in SMB
See the latest industry insight with sophisticated data analysis to unearth opportunities
Microsoft is serious about helping you tap the goldmine that is the SMB segment in Australia.
Launching Today!www.microsoft.com.au/clear
Managed Reseller Incentives OverviewManaged Reseller Incentives OverviewManaged Reseller Incentives
Partner Incentives Eligibility Requirements
• $75K/year USD in Open License revenue
during the 12-month period from June
2011 through May 2012 in Mature
Markets
• $50K/year USD in emerging markets.
Final thresholds required for eligibility are
determined within the Microsoft subsidiary
based on budget availability.
Partners can only earn incentives after the
semester end after meeting half of the
yearly threshold - $25K/Semester USD
Emerging Markets, $37.5K/Semester USD
in Mature Markets. Eligible partners are
paid on all eligible revenue from the first
dollar sold.
• Application Integration
• Business Intelligence
• Content Management
• CRM
• Data Platform
• Desktop
• Identity and Security
• Midmarket Solution Provider
• Portals and Collaboration
• Server Platform
• Software Asset Management
• Management & Virtualization
• Communications
• Messaging
• Volume Licensing
• Small Business
Attain (Active Earned) one of the above MPN
Competencies by June 1 2012 , or must
document in the H1 FY13 PSP that they will
attain one by December 1, 2012. If the
partner fails to attain one of the required
competencies by December 1, 2012, they will
lose program eligibility for H2 FY13.
competency revenue
Any of these:
• Microsoft Partner Account Manager
(PAM)
• Tele-Partner Account Manager
(TPAM)
• Gold-level MPN Competency and a
TPAS
… and MS Sales ID
… and 12-month Partner Solution Plan
(PSP), either standard or Lite version
Managed Status
Grow Top-Line Open Revenue and Improve profitability through coop funds
3%
7.5%3%
7.5%
1.25%Annuity,
.75% no Annuity
3.25%Annuity
6%Annuity
15%Annuity
Legend
Non-Annuity rate
Incremental incentives for annuity
Rebate/ Coop split 50/50
Managed Reseller - Mature Markets
• Open Office
• Customer Reach
• OVS Growth
• Open Renewals
• Anti-Piracy
• Public Sector
• Cash Back
Core
Non-OfficeOffice
(reflects Global
Accelerator)
Growth Incubation
corporate-defined
component global accelerators
locally-chosen accelerator list
2.5%
Managed Resellers are selected by Microsoft based on their Open license sales history, Microsoft Partner Network competency attainment, local management status, and market coverage on behalf of Microsoft.
Managed Reseller Program
Expand Benefits Of
Microsoft Partner Network Competencies
Optimize utilization of Coop funds to drive partner
marketing and readiness objectives
Increased investment, higher fees for Growth and
Incubation products, higher fees for Annuity contracts,
enhanced incentives for Office
Microsoft benefits include:
Managed Reseller Incentives OverviewManaged Reseller Incentives OverviewMicrosoft Authorised Distributors
Visit the Ingram Micro stand today
to find out more…
www.getmodernwithingram.com.au
www.cloudadvance.com.au
www.ingramacademy.com.au
Visit the Express Data stand today to find out more….Visit the Express Data stand today to find out more…
Visit the Synnex stand today to find out more…
Visit the NewLease
stand today
to find out more…
Campaigns & Offers
EOS opportunity in the
SMB space
Windows
End of Support for Windows
XP and Office 2003
Customers will no longer
receive security updates
Office is a key revenue driver.
Limits your addressable market
for this new product
Only 55% of SMBs are aware of
EOS
Understanding of the impact
of EOS is even lower
Customers will need to refresh
both hardware and software
Great opportunity to move
customers to the cloud
The Windows XP EOS Opportunity in SMB
Awareness& Demand Gen Customer Offers
Up to 15% off Office Standard 2013 when
you buy a Windows 8 Pro device
Up to 15% off Office Standard 2013 and
Windows Software Assurance when you
buy a Windows Pro device
Up to 15% off when you upgrade to
Windows 8 Pro and purchase Office
Standard 2013
Partner Cashback
$25 per Windows 8 Pro Upgrade
License, max 50 licenses*
$25 per Office 2013 standard,
min 10 max 50 licenses*
$75 per Office 2013 pro min 10
max 50 licenses*
• Windows Server for virtualisation, disaster recovery and storage scenarios
Be Lean Stay Lean
• Windows Server for Remote Desktop Services (RDS) & Virtualisation Desktop Infrastructure (VDI).
Do Business Anywhere
• SQL BI to help SMBs understand how they can use the data they already have with the tools they already know, Office - to get better data insights.
Tap your data goldmine
Customer
• Up to 15% off when you buy Windows Server Standard 2012 or DataCenter 2012 with a minimum 10 CALs
• Up to 15% off Software Assurance and 10 CALs when purchased with Windows Server OEM License or Preinstall
Partner
• Receive a $100 cashback when a WS standard +CALs bundle is purchased or a $350 cashback when WS Datacenter + CALs bundle is purchased
• Deploy hyper-v and receive a further $150 cashback
Useful? What else can we do?
Microsoft SMB Specialists Partner Community Group on LinkedIn: http://www.linkedin.com/groups?gid=2730980
• Open resellers: Talk to your distis
• Cloud resellers: Talk to Telstra and SPLA distis
• www.mspowerup.com
• www.linkedin.com/groups?gid=2730980
• www.microsoft.com.au/clear
• Cashback!!!
Top Things You Should Do Now!
Demo
Name
