Azure Sales Acceleration

HOW to drive your Azure business to green in FY15 by understanding:

How do we sell Azure to CA customers? What are the sales motions? Who is on point for driving them? What are the partner types we need to engage?

What do we sell? Azure scenarios that drive Partner profitability and scale into CA accounts

What are the resources and programs I can use to drive sales?

Azure Revenue Walk

How do we sell? (Sales Motions) Co-selling with What do we sell? (Sales Scenarios)

HiPo(10% of FY15

Target)

Consumption(30% of FY15

Target)

Hunt in Propensity accounts

(50% of FY15 Target)

Direct (MOSP)(10% of FY15

Target)

Direct with Dedicated STU

resources

Azure Circle Partners

(Billed on Customer’s EA)

Azure Managed Service

Providers

(Billed on Partner’s EA)

Runrate driven through

Marketing (C+E)

Azu

re P

-selle

rs

Corporate Accounts Fy15 Azure Revenue Walk

Azu

re P

SS

(S

TU

)A

zu

re T

SA

(S

TU

)

CA

M: D

ata

cen

ter

SS

PC

TM

: Azu

re T

SS

CA

M: D

ata

cen

ter

SS

PC

TM

: Azu

re T

SS

C

+E M

ark

etin

g

Storage & Disaster Recovery

Reduce storage TCO by 60%-80%,

Hybrid identityManagement

Single sign-on for all apps

Infrastructure on Azure

Dev & Test, Migration testing for WS2003,

Data & BI on Azure

Burst BI computation to the Cloud

Websites on Azure

High scalable web sites for immediate campaigns

Mobile & CustomApps on Azure

Run high scalable apps that self manage

What Resources and Program can I use?

Marketing Support and Proposals

Sales Desk Active

Proposals Cloud

Jumpstart

COSA BIF

X7 ROI for CA

Offers and Promos

StorSimple Offer

EA Deployment Offer

Identify, sell and drive consumption in target high potential accounts

Increase Azure revenue from existing customers by selling new projects that drive increase in consumption

Sell Azure in unpenetrated accounts identified as “likely to buy Azure” using the key Azure scenarios

Direct sales through credit card or C+E telemarketing engine

How do we sell? (Sales Motions) Co-selling with What do we sell? (Sales Scenarios)

HiPo(10% of FY15

Target)

Consumption(30% of FY15

Target)

Hunt in Propensity accounts

(50% of FY15 Target)

Direct (MOSP)(10% of FY15

Target)

Direct with Dedicated STU

resources

Azure Circle Partners

(Billed on Customer’s EA)

Azure Managed Service

Providers

(Billed on Partner’s EA)

Runrate driven through

Marketing (C+E)

Azu

re P

-selle

rs

Corporate Accounts Fy15 Azure Revenue Walk

Azu

re P

SS

(S

TU

)A

zu

re T

SA

(S

TU

)

CA

M: D

ata

cen

ter

SS

PC

TM

: Azu

re T

SS

CA

M: D

ata

cen

ter

SS

PC

TM

: Azu

re T

SS

C

+E M

ark

etin

g

Storage & Disaster Recovery

Reduce storage TCO by 60%-80%,

Hybrid identityManagement

Single sign-on for all apps

Infrastructure on Azure

Dev & Test, Migration testing for WS2003,

Data & BI on Azure

Burst BI computation to the Cloud

Websites on Azure

High scalable web sites for immediate campaigns

Mobile & CustomApps on Azure

Run high scalable apps that self manage

What Resources and Program can I use?

Marketing Support and Proposals

Sales Desk Active

Proposals Cloud

Jumpstart

COSA BIF

X7 ROI for CA

Offers and Promos

StorSimple Offer

EA Deployment Offer

Identify, sell and drive consumption in target high potential accounts

Increase Azure revenue from existing customers by selling new projects that drive increase in consumption

Sell Azure in unpenetrated accounts identified as “likely to buy Azure” using the key Azure scenarios

Direct sales through credit card or C+E telemarketing engine

Azure Consumption - ContextConsumption is the continued use of and repurchasing of a service. It represents a customer state of satisfaction with their service.  We have experienced tremendous growth in our cloud services over the last few years. The Microsoft Azure business has grown more than 300% YoY. This steep growth makes consumption of cloud services an imperative for Microsoft. As of late April 2014, 63% of Office 365 seats sold into the enterprise remain inactive, and 60% of Azure upfront enterprise commitments remain unused at the end of their contract period. This creates a challenge to Microsoft’s continued growth. We are already seeing customers with low utilization dropping one or both of these services upon agreement renewal. Conversely, customers with high utilization rates tend to expand services to more users and workloads. Unlike the on-premises world in which customers typically have made large upfront commitments, assumed risk and then worked to achieve measurable ROI, in the online services world the cloud allows a customer to reduce upfront investment, minimize risk, and consume what the organization needs to achieve measurable ROI and only then commit to buying more.

• Sell it right: The goal of a sales cycle is not merely to secure the initial transaction. Monetization will occur and grow as the service gets used, so the initial sale must have usage and value realization as the desired outcome. “Selling it right” means ensuring that deals are closed with viable deployment plans in place and with a clear path established with the customer for full utilization of the solution.

• Deploy it: Deployment is about making the software or cloud services available to use. It might involve the remediation of customer’s infrastructure, its integration with the cloud (e.g. networking, security, identity, management), and the implementation of service itself - including migration of customer data and/or systems to the cloud. It is normally concluded with the activation of an account, a user, a feature or a cloud portal.

• Drive adoption and usage: End-user adoption happens when a customer’s users learn about, understand and realize the value the software or service provides by incorporating it into their daily lives. In the case of back-end services (IAAS, PAAS), project usage happens when the systems start running and consuming cloud resources. Some back-end services might be pure processing systems, while others might be systems used by a customer’s employees and customers.

Consumption Role Accountabilities & Key Resources

Accountabilities

by MS Role

SSP (PSS in HIPO accounts)

• Engage Partner or Service from sales stage 20%

• Ensure development of a customer agreed consumption plan at 60% sales stage

• Avoid over-licensing

ATS (CSA in HIPO accounts)

• Define customer’s cloud roadmap

• Ready IT foundations for cloud adoption

• Sign off consumption plan• Ensure execution of consumption plan –

escalate to blockers to TAM or SSP.

Partner Roles

• Recruit and ready partner ecosystem. (Azure BDM)

• Populate partner Solution Directory (Azure BDM)

• Provide technical support to Partner selling (PEAT)

• Support execution of consumption plans* (Azure BDM)

• Provide technical support to Partner Deployment (PEAT)

ServicesRoles

• Develop Cloud strategy/ roadmap in ESP accounts (EA)

• Position appropriate service & support offerings (SE,TAM)

• Drive successful completion of projects (MCS)

• Monitor consumption plan status & resolve technical blockers (TAM)

Resources

• Planning Services (DPS) Days

• Partner recruitment & readiness programs

• Azure VM readiness & optimization assessment

• Azure Solution BOMs

• BIF

• Services offerings (MCS and Premier)

• Services Center of Excellence (CoE)

• Azure Partner Offerings Catalog

• Partner Enterprise Architect Team (PEAT)

• Consumption Plan Template

• Safe Passage Migration Program

• Azure Customer Decision Framework

• Azure Consumption & Storsimple Offers

• Partner rev rec program

• Azure EA Portal Onboarding

• Azure subscription & billing escalation portal

• Partner Enterprise Architect Team (PEAT)

• Technical escalations: Ask Microsoft Azure (AMA)

• Consumption Reporting

• ROB Guidance

1

2

* Where Azure circle partner is engaged in presales

Prepare and Prospect Sell Consume (Deploy/ Support)

Msft Programs/ Resources: Consumption plan

WHY

WHAT

HOW WHO

Who does this apply to?: All Azure monetary commitment wins Who takes the action: The opportunity owner (AE/SSP/PSS) should create the Consumption Plan associated with her/his opportunity with the assistance and input from the technical teams (ATS/CSA/TSP?TAM). ATS is accountable for orchestrating the execution of the plan cross internal & external stakeholders

Consumption requires a clear use case intent and orchestration cross customer, Microsoft and partner on deployment plan. Documenting a customer agreed deployment plan to be executed against by Microsoft and partners is key.

• Leverage the consumption plan guidance template • Start completing a deployment plan at sales stage

40% finalizing & posting by sales stage 60% (repository TBC by S4)

• Submit request for deployment plan coaching with SME (link to be provided by S4)

Deployment planning consist of 2 pieces:• A standardized process: where template guidance & repository are provided. Note the note launch of the

Profiling Companion tool in later H1 to replace the current repository highlighted in the “How” • A coaching support from WW SME starting in August: 30mins calls where deployment plan will be shared by account

team with cross group WW SME to seek guidance & practical advice on how to fasttrack the plan.

Deployment plan is complementary to a detailed project plan/SoW from a partner and/or Services, aiming to capture:• The customer intended usage at the time of sale (“sell right” or “sell for consumption”)• The stakeholders on point at the customer, partner & Microsoft to deploy the plan• The customer ramp up & milestones expectations

Reports What does it show At what level of granularity?

When should you use it?

Availability

Azure usage reporting

Type of Azure consumed revenue by month for given Azure EA customer

Geo, individual enrollment number

Account plan reviewCustomer reviews

STBInsight

Azure utilization reporting

Rolling 12m Azure Geo, segment, vertical, individual account, type of Azure contracts

STBInsight

NEW! Predicted Usage

next 6mo of usage for accounts once they have initiated use of Azure

Relevant output integrated to consumed rev SC report

Release before the end of August

NEW! Propensity to Buy

Propensity to adopt azure for accounts prior to purchasing –

Release before the end of August

Managing Consumption : Consumption Reporting

How do we sell? (Sales Motions) Co-selling with What do we sell? (Sales Scenarios)

HiPo(10% of FY15

Target)

Consumption(30% of FY15

Target)

Hunt in Propensity accounts

(50% of FY15 Target)

Direct (MOSP)(10% of FY15

Target)

Direct with Dedicated STU

resources

Azure Circle Partners

(Billed on Customer’s EA)

Azure Managed Service

Providers

(Billed on Partner’s EA)

Runrate driven through

Marketing (C+E)

Azu

re P

-selle

rs

Corporate Accounts Fy15 Azure Revenue Walk

Azu

re P

SS

(S

TU

)A

zu

re T

SA

(S

TU

)

CA

M: D

ata

cen

ter

SS

PC

TM

: Azu

re T

SS

CA

M: D

ata

cen

ter

SS

PC

TM

: Azu

re T

SS

C

+E M

ark

etin

g

Storage & Disaster Recovery

Reduce storage TCO by 60%-80%,

Hybrid identityManagement

Single sign-on for all apps

Infrastructure on Azure

Dev & Test, Migration testing for WS2003,

Data & BI on Azure

Burst BI computation to the Cloud

Websites on Azure

High scalable web sites for immediate campaigns

Mobile & CustomApps on Azure

Run high scalable apps that self manage

What Resources and Program can I use?

Marketing Support and Proposals

Sales Desk Active

Proposals Cloud

Jumpstart

COSA BIF

X7 ROI for CA

Offers and Promos

StorSimple Offer

EA Deployment Offer

Identify, sell and drive consumption in target high potential accounts

Increase Azure revenue from existing customers by selling new projects that drive increase in consumption

Sell Azure in unpenetrated accounts identified as “likely to buy Azure” using the key Azure scenarios

Direct sales through credit card or C+E telemarketing engine

SharePoint on Azure

Migrate custom SharePoint sites to the Cloud to inter-operate with O365

Customer pains:Set up secure Extranets for collaborationRun custom SharePoint apps in the Cloud

What we offer:Easily migrate on-prem custom SharePoint sites and apps to AzureBuild large & scalable SharePoint Extranets outside of your private networkFull interoperability with O365 instances including authentication

Hybrid Identity Management

Single sign-on for all apps including thousands of internet apps.

Customer pains:Multiple authentication for end usersElongated sign-on timeExtensive and expensive IT management

What we offer:Single sign-on across multiple cloud applicationsSimple integration with on-premises ADEasily create and manage identities in the cloudFlexibility to leverage social tools and identities

What do we sell? Azure scenarios Partners are selling today

Storage/DR/Backup

Reduce storage TCO by 60%-80%,

Customer pains: Data growth and data management complexityBack-up issues Untested Disaster RecoveryEliminate tape backups

What we offer:Consolidate primary, archive, back-up and DR through seamless integration with AzureLeverage integrated solutions with StorSimple, Hyper-V Replica, SQL, Veeam, Commvaut, eVault, etc.Azure Site Recovery services

Custom Web Sites on Azure

Build highly scalable web sites for immediate campaigns

Customer pains:High infrastructure costsLimited datacenter capacityHard to plan for capacity for Web trafficHigh expense for Web campaigns or pilots

What we offer:Azure Web Sites allow you to quickly design and deploy highly scalable, redundant custom web sites with zero capital investment.Leverage our partner SiteCore for Cloud-based campaigns

ERP Systems on Azure

Test, Develop and Run MS Dynamics, SAP, Oracle Apps, Custom Apps

Customer pains:Long set-up timesHigh infrastructure costsLimited datacenter capacityHard to replicate production

What we offer:Microsoft Azure has been certified by industry leaders such as SAP, Oracle, Dynamics.Azure is Best-in-Class cloud architecture to run your ERP systems in full Cloud or Hybrid scenarios.

Data & BI – BigData

Burst BI computations to the Cloud, run DR for your DBs, integrate Hadoop (HDInsight), Oracle, etc.

Customer pains:High cost of business and data insightComplex environment to manageLimited number of users due to high costs

What we offer:Quickly build a Hadoop cluster in minutes with Azure HDInsight. Achieve elastic scale out across thousands of databases

Mobile/Media/Custom Apps on Azure – (PaaS)

Develop for iOS, Android and Windows phones and tablets. Run highly scalable apps that self-manage.

Customer pains:Need a mobility solution for our legacy apps

What we offer:Mobile Services provides a scalable and secure backend that can be used to power apps on any platform–iOS, Android, Windows or Mac. Easily store app data in the cloud or on-premises, authenticate users, and send push notifications, as well as add your custom backend logic in C# or Node.js.

Customer pains:Hard to predict resources required for a Mobile app

What we offer:Easily configure built-in auto scale for both Mobile Services and Notification Hubs to match your app needs.

Customer pains: I need to deliver rich media to my users/customers

What we offer:Securely upload, store, encode and package video or audio content for both on-demand and live streaming delivery to a wide array of TV, PC and mobile device endpoints

Infrastructure on Azure (IaaS) – Stretch Your Datacenter

Dev & Test, Production, Staging. Migration testing for WS2003, SQL, SAP, Oracle, 3rd party apps. On-demand resources managed by familiar tools.

Customer pains: Long set-up timesHigh infrastructure costsLimited datacenter capacityHard to replicate production testing

What we offer: Azure VMs to run test & dev workloadsSeamless and secure networking optionsLower development costs and greater agilitySpeed to Innovation

Customer pains: I want to run my office applications as a remote app to be shared by remote users on all devices

What we offer: Azure RemoteApp provides a Cloud-based host for your apps accessible via RDS from any PC, Mac, phone or tablet device.

Customer pains:Windows Server 2003 is end of life… how do I remain compliant?

What we offer: With Azure you can “lift & shift” your WS2003 apps to run in the Cloud. Leverage our partners AppZero and Apprenda to easily run those proprietary apps on Azure.

EMS PRICING AND LICENSINGEMS represents a 45% discount compared to purchasing Windows Intune, Windows Azure Active Directory Premium, and Windows Azure Rights Management Service separately.  On top of that, we have an introductory promotion, which provides a further 40% discount until 31th December 2014. As a result, EA pricing starts at just $4.10 per user per month (compared to the standard $6.80 per user per month pricing). 

WHAT IS EMS?Enterprise Mobility Suite (EMS) provides customers will get identity management, device management & data protection in a single subscription (per user per month). EMS is available on the pricelist available on EA / EAS / EES Volume Licensing Programs.  Hybrid Identity Management – with Azure Active

Directory Device and App Management – with Windows Intune

Access and Information Protection – with Azure Rights Management Service

 EMS is a very cost effective solution compared to our competitors (AirWatch, Mobile Iron, Google, Amazon, Salesforce) in this space. 

ENTERING EMS OPPORTUNITIES IN CRMFor entering an EMS opportunity into CRM, please follow these simple steps:  Name = Enterprise Mobility Suite Opportunity Type = Standard Account Name = verify company name is on

MAL list Account Segmentation = EPG / SMS&P Sales Stage = select appropriate Sales Stage Due Date = set for x months in the future Licensing Program = EA / EAS / EES Products > Product Family = Enterprise

Mobility Suite  

EMS SALES SCENARIOS FOR CORPORATE ACCOUNTS:

Sales Motions: Why?

1 Office 365 Attach

For O365 users, EMS provides: Cross platform mobile device management especially relevant for O365 iPad users Rights management – across different document types Unlimited single-sign on (SSO) with 1,200  cloud SaaS applications (vs 10 with O365) Self-service group management & password reset

2 CAL Suite Attach

System Center 2012 R2 Configuration Manager (included in Core CAL / ECAL) integrates with Intune to provide customers: PC / mobile device management – across Windows (x86/64),  Windows to Go, Windows

Embedded, Mac OS X,  Windows RT, WP8, iOS and Android Mobile application lifecycle management Device data wipe and removal – for lost, stolen or retired devices

3 Devices Attach

Manage and secure new devices (PCs, laptops, tablets, smartphones) with EMS: Hybrid identity management Mobile device management Data protection

SELLERS COMPENSATIONAll sales roles with Cloud / Azure (PG2) revenue targets can benefit: 100% of EMS revenue retires Azure quota in

FY15 For example, at $4 per user per month (limited time promo), 1,000 user deal retires: $48k of Azure quota in Q1 FY15

 For example, at $6.5 per user per month (standard pricing), 1,000 user deal retires: $78k of Azure quota from Q2 FY15 onwards 

IMPORTANT EMS LINKS EMS Website EMS Internal Readiness / Training - Video Reco

rding EMS Partner-Ready  / EMS FAQ (Partner)   EMS Customer-Ready / EMS FAQ (Customer)

EMS (Enterprise Mobility Suite) – Overview for Corporate Accounts

EA Pricing Level

EMS Add-On “Promo”(available until 31th Dec)

EMS Add-On(from 1st Jan onwards)

A $4.50 $7.50B $4.40 $7.30C $4.20 $7.00D $4.10 $6.80

How do we sell? (Sales Motions) Co-selling with What do we sell? (Sales Scenarios)

HiPo(10% of FY15

Target)

Consumption(30% of FY15

Target)

Hunt in Propensity accounts

(50% of FY15 Target)

Direct (MOSP)(10% of FY15

Target)

Direct with Dedicated STU

resources

Azure Circle Partners

(Billed on Customer’s EA)

Azure Managed Service

Providers

(Billed on Partner’s EA)

Runrate driven through

Marketing (C+E)

Azu

re P

-selle

rs

Corporate Accounts Fy15 Azure Revenue Walk

Azu

re P

SS

(S

TU

)A

zu

re T

SA

(S

TU

)

CA

M: D

ata

cen

ter

SS

PC

TM

: Azu

re T

SS

CA

M: D

ata

cen

ter

SS

PC

TM

: Azu

re T

SS

C

+E M

ark

etin

g

Storage & Disaster Recovery

Reduce storage TCO by 60%-80%,

Hybrid identityManagement

Single sign-on for all apps

Infrastructure on Azure

Dev & Test, Migration testing for WS2003,

Data & BI on Azure

Burst BI computation to the Cloud

Websites on Azure

High scalable web sites for immediate campaigns

Mobile & CustomApps on Azure

Run high scalable apps that self manage

What Resources and Program can I use?

Marketing Support and Proposals

Sales Desk Active

Proposals Cloud

Jumpstart

COSA BIF

X7 ROI for CA

Offers and Promos

StorSimple Offer

EA Deployment Offer

Identify, sell and drive consumption in target high potential accounts

Increase Azure revenue from existing customers by selling new projects that drive increase in consumption

Sell Azure in unpenetrated accounts identified as “likely to buy Azure” using the key Azure scenarios

Direct sales through credit card or C+E telemarketing engine

Azure Consumption Offers

“Starter”

Minimum commitment of $50,000 for New Customers and $100,000 for Existing Customers

Credit added to Azure account based on actual consumption with in the first 90 days

Azure Credit New Customers

Credit of 100% of Azure usage in the first 90 days of enrollment

Max bonus of 25% of initial commitment

Existing Customers

Renewal must be 150% or greater of committed purchases over the previous annual term, with a minimum of $100K.Credit of 100% of all Azure usage in the first 90 days that exceeds 3x that of the last month of the previous annual term Max bonus of 25% of the initial commitment

Funds to offset the cost of Azure deployment

Paid directly to MCS or partner after engagement

Available for new, existing-annual renewal, and existing-mid-term additions

Deployment Offer Azure EA minimum commitment

$25k

$4,000

$50k

$9,000

$100k

$14,000

$200k

$22,000

$500k+

$45,000

Store Simple Installation Offer

Funds to cover the cost of StorSimple appliance installations from ASAP

Paid directly to StorSimple partner after engagement

Available for all ASAP customers

Deployment Offer $4,000 per StorSimple appliance at different customer locations

First Install per Location

Additional Installs

$1,000 for each additional StorSimple appliance deployed at the same customer location

FY15 Azure EA Offers

Offer runs Aug 1 – Dec 31, 2014

For more info, please visit offer page on //Azure

150 to 249 250 to 999 1,000+

40% Discount

$8,000 $12,000 $20,000

NA

Offer expires Dec 31, 2014For more info, please visit offer page on //Azure

FY15 EMS EA Offers

Partner: Partner offering catalog

WHY80% of Cloud deployment are conducted by a 3rd party (IDC). As such visibility of partner offerings & solution is key for seller to attach and engage partner early in the sales cycle.

HOW

WHAT

Who qualifies?: BDM/PTU can feature any managed partners with proven packaged deployment offerings & solutions. All sellers can search the portalWho takes the action: BDM/PTU to input & manage and Solution sellers to leverage.

A searchable catalog of partner proven offerings or solution around Cloud platform that a given partner can deployment in a standardized & consistent way. There are 2 views to the tool itself:1. An MS sellers view where sellers can match adequate offerings or solution based on

the geography and Azure scenario(s) considered to engage relevant partners early & attach a customer chosen partner by 40-60% Sales Stage.

2. A Partner BDM view where BDM document relevant partner proven deployment offerings

The catalog is accessible through //azuresales• To input: BDM/PTU must click on,fill in the requested field and upload a customer facing document.• To view: select adequate Scenario, area & country filter &

click on “partner offering” to view the 1-2 customer facing document

WHOOwner:

Azurepartercatalog@microsoft.com

Partner: Safe Passage Migration ProgramWHY

Over 95% of tier1 apps are not running on SQL Server today (IDC 2013). Migrating customers from VMware helps secure the platform. Switching ISV’s from AWS guarantees some Azure consumption.

WHAT

HOW WHO

Who qualifies?: Current focus is: Oracle, Sybase, VMware, AWS, DB2, and BI Migrations.Who takes the action: the SSP is responsible for introducing the partner to the customer sponsor. The Partner Sales Executives (PSEs) will manage each partner's portfolio of opportunities and will keep you updated.

Corp owner: Gloria SanchezEscalations:

DC Modernization PSE & SSPs

The Safe Passage Migration portal serves as the one-stop-shop for all resources and acts as a transaction source to find and attach the most qualified partner to the opportunity in 3 easy steps.

1. Review available resources by type of migration2. Enter customer sponsor information into the portal3. Attach a partner Any new opportunities entered and/or updates to existing opportunities will be reflected in GSX immediately.

Safe Passage new investments includes: migration, TCO, MAP tools, sales & technical guidance, COSA BIF ($17M), ongoing readiness, over 50 qualified partners, and partner practice accelerators.DPS days can now be used for compete migrations and ISV nominations will be considered.

Proposal Collaboration

Sales Desk Research

Seller Insights

Content Building Blocks

Proactive Proposals: Sales Desk

17For more information and to request your proposal visit : https://salesdesk

Sales Desk Proactive Proposals are highly customized based on your customer's selling scenario including capabilities, compete-based, and net-new opportunities. The team works 1:1 with AMs, SSPs, & TSPs to better understand your deal strategy and create a “just for me” proposal to present customers and hold the right streamlined conversation. Sales Desk supports Commercial and Public Sector account teams in 32 languages across the world.

STU’s: Sales Desk offers Proactive Programs that strategize and develop a proposal delivery plan including plan for scale, process for engaging Sales Desk, SLAs and performance metrics to execute on a specific solution, product and/or offer.

Customer Research + Case Studies + Best Practices

Deep Customer Insight + Deal Strategy

BG & Mktg – Product info & Messaging + SEL – Offers, Promo’s & Selling Scenarios

2. When to go to the Sales Desk:• You know what you are offering, and are ready to create a custom

proposal that addresses your customer’s pain points, situation, and offer.

• You are offering multiple scenarios to your customer

• You have a renewal or net new opportunity

• You have multi-product offer: i.e. you are selling both Azure and Office 365

• You are attaching Azure to an EA or renewing an EA with Azure

• You have multiple accounts that require a proposal, and would like to save time

• You are a STU and would like to activate a Proactive Proposal program to deliver proposals at scale to achieve my metric

1. What Sales Desk will do for you:

Save you time by writing the proposal for you (with your input, of course).

Customize your proposal to address your customer’s pain points, business situation, offer, and translate in your language and currency.

3. How to leverage Sales Desk:Just request your PROACTIVE PROPOSAL or EA PROPOSAL by filling out a form and an associate will contact you in 1 business day.

Go to http://salesdesk and

4. How Sales Desk builds the proposal:

IT Camps and Immersion (TDI)

IT Camps for FY151 DC Modernization

Azure/Hybrid Cloud2

Enterprise Device Infrastructure3

• Hyper-V Deployments, System Center Billed Revenue

Metric alignment

• Azure Billed Revenue, Azure Consumption, Azure Hybrid Wins

• Enterprise Mobility Customer Adds

For More information: contact Christina Linacre

BIF Programs

19

BIF Program Segment Purpose ROI Rules

FY15 Cloud OS Accelerate BIF Programs– Azure

Cross Segment

Presales: The FY14 BIF programs are designed to help you invest behind the right priorities and help accelerate your deals. 

EPG -10X CA - 7x

• 25K max investment.• 25% field matching reqioredFor further guidance on the Cloud OS-Accelerate BIF process please read here

Azure Starter Offers – Deployment Accelerator

Cross Segment

Deployment: Funds available to support deployment activities in customers that made upfront EA commitment to Azure. These can only be accessed via an Azure Offer

N/A

• Opportunities must closed. Bif will need to be used in the next 4 months after the deals is closed.

• Deployment accelerator amounts are fixed and defined by the current offers available.

PCIT COSA Cross Segment

EMS, Hybrid Identity mgmt., Mobile Device Management & Application Management. VDI

EPG 10xCA 7x

• 15K max investment.• 25% Field matching requiredFor further guidance on the Cloud OS-Accelerate BIF process please read here

Azure BIF programs are available to support Azure sales and deployment

Customer Evidence Please find useful customer stories with case studies, win insights, and customer references for Azure on three sites.

20

3Tier 1 References – Customer ReadyTier 1 references are customers that may or may not have agreed to press on their use of Azure, but have agreed to pass on their insight and experience of building Azure, switching from a competitor and implementing Azure in the form of a customer-to-customer call, a site visit, or a case study/video. Request a reference by submitting the form at http://stbreference/.

WinWires – Microsoft Confidential1Internal information about the account strategy and sales process of the win. Leverage insights and lessons learned from the sales team. Search for a win by industry, area, and solution at http://infopedia/SMSG/Pages/AzureWinWires.aspx.

Case Studies – Customer Ready2Case Studies are customer facing, public report on how the customer is using Azure. Search for a case study based on the region, country, workload, industry, and org size at http://aka.ms/cloudosevidencegenerator. Where it states “Pick an asset type below to get started”, select “Create a PowerPoint Deck” and click “Let’s Go!”. Filter by Product: “Azure” and select “Next”. Follow the rest of the instructions to create your powerpoint.

Ask Microsoft Azure (AMA)

question routing portal

Area Win Room

Global Win Room

KS

BO

– K

ey S

ale

s B

locker

Evid

en

ce

(A

ll S

yst

em

ati

c S

ale

s B

lock

ers

)

On

eLis

t –

Escala

tion

Pro

cess (

Top

Syst

em

ati

c S

ale

s B

lock

ers

)

CompHot

Win Room

Other Questions and Requests:

• Licensing / Pricing

• Terms & Conditions

• Legal / Service Providers

• Security & Compliance

• Sales content & Training

• Offers & BIF / Funding

• Customer Access to Platform

• TSP Access to Platform

• Technical issues that local DC, AP and Azure TSP can no solve

• Competitive Situation

• Escalation to Win Room

• Other

Where do I go for help ?

Deal Escalation (>20%) (Product, Competitive, BIF, Offers, Legal, Compliance)

Business Desk : via local Licensing Executive

*

*

*

* Routing based on win room escalation criteria

Licensing, Pricing, T&C

1

2

3

Request routed to the right information source or expert

Systematic blockers without short term resolutions

Escalation Type Where to go for Help ?

The goal of this map is to help you find a quick, predictable and effective route for escalating questions and opportunity blockers.