AP 024 Partner Session Accelerate Building and Delivering

AP 024 Partner Session Accelerate Building and Delivering Solutions for System Integrators Jason Clarke Partner Technology Advisor

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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 – – – Segments, roles and acronyms MSSP Roles – – – SIP PSX PCI CIE MPCA How we sell The Partner programs to support selling

How Microsoft sells the platform solutions Infrastructure Optimisation RPS Platform Solution Reengineer discussion / Pre Sales IO + VL = incr. RPS Product Licensing

Why Infrastructure Optimisation?

Key Platform Capabilities Optimised end user experience CRM and ERP Tablet Web Content management & Collaboration PDA Mobile Voice Presence & Communication Data storage and management Platform and network services Messaging Systems management and security Identity and access Active Directory management PC

Underlying Technologies Office Win 8 MDOP Dynamics Tablet Web PDA Share. Point Dynamics Mobile Lync SQL Server Windows Server Hyper-V Internet Explorer Voice Exchange Server System Center Forefront Active Directory PC Windows Phone

Segments, Field Roles and Acronyms

Linking Microsoft roles to the MSSP Account manager ATS EPG ATS SSP TSP Account manager SMS&P PTA TSS CTS Sales Stage Probability Demand Generation NA Prospect 0% Qualify 10% Develop 20% Proof Solution 40% 60% Deploy Close 80% 100% Support NA

How we Work with Partners in SMS&P 1 Partner Account Manager Partner Technology Advisor 2 Life Time Relationship Solution Incentives Partner. Skills/Readiness Partner Selection Reseller Incentives Co-selling To/Thru Partner Marketing DPS//Accelerate DPS POC/Pilots Technical Support 3 Partner Learning Center Partner Marketing Center Partner Portal Sales Resources

MSSP, programmes and incentives Sales Process Overview Prospect / Qualify (20%) Develop (40%) Solution (60%) Prove Value (80%) Close (100%) Negotiate & finalize contract Present solution Demonstrate capability to exceed requirements PCI Cloud Assessment Tool Project Business Case Tool Technical Case Presentation Through-Partner To-Customer Tools Develop customer requirements Microsoft Cloud Value Proposition and Customer Journey To- Partner Incentives Validate opportunity & identify sponsor Programs to support solution wins and deployment Needs Discovery Return on Investment in Microsoft Cloud License Cost Presentation Project Selection To- Partner Value Proposition ECI LAR Bounty PSX Mega Win Program SIP Bid Architect for GSIs & NSIs SI/S-LAR Deployment Guides MPCA BIF MPCA POC PVDPS Service Provider Lighthouse Program Share Jumpstart Business Opportunities for Partners with Microsoft Private Cloud Finalize deployment, execute, & support Fast Track Program Why Microsoft’s Private Cloud solution is best Decision Framing Presentation Deploy (120%) Hoster

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 – – – Segments, roles and acronyms MSSP Roles – – – SIP PSX PCI CIE MPCA How we sell The Partner programs to support selling

Twinkle, twinkle, little star Scintillate, scintillate globule aurific How I wonder what you are Fair wonder I fathom thy nature specific Up above, the sky so bright Loftily poised in the ether capacious Like a diamond in the night Strongly resembling a gem carbonaceous Twinkle, twinkle, little star Scintillate, scintillate globule aurific How I wonder what you are Fair wonder I fathom thy nature specific

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