IAMCP Microsoft The Power of Partnership Our Evolution

IAMCP & Microsoft The Power of Partnership: Our Evolution Together

WPG Community Marketing: Who does what? Kati Quigley Heather Doran Melissa Porter Alyssa London Sr. Director Community Marketing Lead Digital and Social Community Marketing Manager Business Owner and experience ambassador driving a world-class partner engagement strategy both digitally and face to face. Drive WPC awareness and conversions via demand generation and field engagement Partner Advisory Council (PAC) owner facilitating engagement and feedback from partners as well as driving business insights for Microsoft IAMCP executive liaison fostering strong relationships with IAMCP board members to drive added value enhancement with Microsoft Develop WPC communications and vision keynote strategy that aligns with One Microsoft vision Increase brand value for IAMCP resulting in membership growth and local Microsoft engagement Scale event globalization opportunities with increased field resources and greater economies of scale Build community strategy & infrastructure through: Digital. WPC Connect Social Media Mobile Integrate WPC Brand Digital. WPC Platform into the MPN Brand Migration of DWPC à GMO Develop an all up social media strategy Guidance for Microsoft Partner social media efforts MPN Today Strategize and execute community engagement plan for growing the SMB community Grow IAMCP membership and contribute to talent gap initiative through strengthening and expanding the WIT community Project manage and write narrative for the “Join-In” campaign

WPG Community Engagement & Storytelling Team

Community – Storytelling for the partner point-of-view Engaging the partner. Telling their story. Driving Business. Inside Out Why Microsoft - Curate and create content to reach channel influencers across our owned, earned and paid channels Industry Leadership - Editorial coordination of Social Media, PR, AR, and Executive Communications Outside In Actively listen and amplify the partner voice to instill within the community that Microsoft is the best business decision that they can make. This approach: • Scales the P 2 P engagement • Engages with NMP • Creates a community focused on partner profitability Digital. WPC & WPC Connect Trend 6. 7 - 6. 13 6. 14 6. 20 WPC 2014 Digital WPC PACs IAMCP (WIT) SMB Partnering with Microsoft is the best business decision for companies in Devices & Services world • • Demonstrate that Microsoft delivers the greatest depth and breadth of business opportunities for devices and services across industries and the world. Provide partners with evidence that shows Microsoft understands their business and customer needs. Increased recruitment, retention and loyalty Partner Benefits Aligned messaging – Devices & Services opportunity Uniformity of experience – clarity and consistency Builds partner-to-partner engagement Microsoft Benefits Cost efficiencies and economies of scale (low cost, high reach) Implement consistent operating model and measurement. Create new audience reach 6. 21 - 6. 28 - 7. 47. 5 - 7. 11 7. 12 6. 27 7. 18 7. 19 - 7. 26 - 8. 1 8. 2 - 8. 8 8 -9 - 8. 15 7. 25

Digital Connections Drive Enagement Build holistic community across all channels Modern storytelling Visual, shareable, sticky, actionable • Shift from community @ event WPC 365 • Unauthenticated Digital. WPC • Authenticated WPC Connect • Managed social channels • Be active participants & thought leaders in our communities. • MSFT-Led content Alignment w/major news announcements MS Corp Comms, WPG & Engineering Groups • Help Extend & Build partners business’ by fostering networking/ collaboration and connections all year • Grow community in turn would stimulate demand for WPC • 500 K Unique Visits DWPC • WPC Connect 15 K active participations Actionable insights • Partner-Led content Add Partner voice as evidence, impact P 2 P • Discovery, great area of potential to provide listening insights to business. • FY 14 informal listening & establish R/S with listening council • Identify social influencers / themes & topics within the partner community as potential content opportunities / gaps • Develop Digital/Social Editorial calendar, shared with PR, exec comms, field & key stakeholders • Integrated approach • Triage CSC • Integration w/ALC • Social Engagement framework playbook. How to engage with Digital/Social team for 2 P Msgs

Scalable Community Models: SMB PALS & IAMCP WIT FY 14 Strategy Develop a scalable model for community development by building and strengthening existing WIT and SMB Partner communities. Mission Provide partners the platform and the resources to develop their local communities organically and independently Primary areas of focus • Bring partners together who already have natural similarities such as partner type, and location • Provide opportunity to network, collaborate and generate leads • Help partners build profitable business models with MSFT IAMCP WIT SMB PALs • Retain loyalty of the SMB community • P 2 P and P 2 M • Foster and retain a talent group • Increase diversity within the channel WIT Initiative Executive Sponsor: Julie Bennani SMB PAL Executive Sponsor: Sachin Vora Microsoft Gain key insights through engagement • Different perspective on programmatic changes • Test and land business initiatives within the community • Hear general partner feedback and business insights Future communities

IAMCP Partnering & Engagement Plan Benefits of Partnering Microsoft Increase unmanaged SAT Land Audience Marketing Campaign Priorities Capture partner stories IAMCP Connections with Microsoft Greater exposure for partners $200 k to support efforts Leverage for advocacy SME speakers at and feedback meetings Supporting the IAMCP International Board Branding Rollout Web Membership Value Data Presence Targets Engagement Management Plan

How we can work together Connections to Microsoft Networking Lead Opportunities Community n ca we e r lp he he W Promotion Business Need Pilots SHARE STORIES PILOT BUSINESS PRIORITIES WE”LL PROMOTE. MEMBERS GAIN BENEFITS, INSIGHTS & SAVINGS Engagement FIELD ATTENDANCE GREATER CONNECTIONS Focus Groups/ Feedback ADVOCACY & AMBASSADORSHIP VOICE OF PARTNER IS HEARD Meeting in-a -box Topics TIMELY TOPICS WITH CONSISTENCY VALUE OF MEMBERSHIP

Adding Value to IAMCP: Content. Information. Opportunities

NEW scalable content • MOD Commercial Partner Readiness Update • MPN Overview & Program Change Meeting-in-a-box Content CORPORATE ACTION Heather is disseminating content to International Board Download Content MOD content requested to be disseminated via email MPN Overview content to be disseminated for use during Nov/Dec chapter meetings FIELD ACTION Disseminate to your local IAMCP contacts Recommend MOD content be disseminated now MPN Overview for use Dec/Nov

Partnering with Microsoft An overview of Microsoft Partner Network

A place for every partner in the Microsoft Partner Network Cost-effective, annual subscription to help you promote, sell, and support solutions built on Microsoft technologies. Microsoft Partner Network brand to help customers identify your highlevel expertise and specific skill set in a given technology or service area. The foundation of the Microsoft Partner Network. Engage with Microsoft and build relationships with other partners to help you better serve customers.

Key FY 14 Microsoft Partner Network program changes Cloud Accelerate, Cloud Essentials, and Azure Circle integration. Working together. Further enabling devices and mobility scenarios. Embracing Windows Embedded. Realizing potential. Changes to the Small Business Specialist Community. New competency: User Experience Design. New competency: Datacenter. Moving from Business Intelligence to Data Analytics. Mainstreaming hosting partners into solution competencies. Recognizing the Tailoring best SAM partners. Microsoft Action Pack subscriptions. Creating opportunities. Are you using all your benefits? Find out here. New policy: partner must earn silver or gold status by subsidiary. Moving forward. Adding Azure, Windows Phone and Windows Embedded to Application Development.

The competency model is evolving, effective January 2014 • Align to how customers buy Microsoft solutions • Enable partners to expand across multiple solution competencies Full and updated details about these changes are in the MPN Disclosure Guide. Customer Relationship Management Enterprise Resource Planning

Cloud Partner program integration with MPN, effective January 2 MPN disclosure guide

Microsoft Action Pack subscription – update

What to know for your next competency renewal Requirements changes for many MPN competencies, integration of the cloud into relevant competencies, and new qualification tracks within competencies will take effect in January 2014. Those new requirements will need to be met by partners attaining or renewing competencies after the effective date. MPN disclosure guide If your renewal date is… Between now and January 2014 In January, February, or March 2014 • Meet the current requirements now and follow the steps for your renewal in the Partner Membership Center. • You may be able to renew for 2014 under the current requirements, if you complete your renewal prior to when the new requirements take effect in January (exact date is TBD). • You may complete your renewal within 90 days prior to your renewal date. Refer to the Partner Membership Center for your renewal details. • Some of the new requirements are available now, others are being released between now and January. • Complete your renewal in the Partner Membership Center before the new requirements take effect in January (exact date is TBD). After March 2014 • The new competency requirements will apply to you when you renew in 2014.

Partner Support Options Through the Partner Support Community forums, MPN members get unlimited online support for questions about: • • Development Presales assistance Microsoft products Program membership and benefits The Support Community forums can be searched, with results from not only the forum, but also Tech. Net, MSDN, and the Microsoft Community.

What’s next: Partnership on Sky. Rocket Digital Marketing Lead Nurturing Engine • Digital media is the most cost effective net-new revenue stream for our partners • • Easy to monitor and measure • • Complete Campaign execution is <$5 K (vs. $50 K+ for traditional marketing campaigns) Some partners had 600 net-new Office 365 trials within 2 weeks of launching Office 365 Web Syndication Ability to clearly view the sales pipeline 19

Sky. Rocket: Driving Revenue from Digital Marketing 1. Establish a Digital Baseline 5. Update and Refine Recommendations 4. Monitor Recommendations 2. Develop recommendations 3. Implement Recommendations Search Engine Optimization Pinpoint Optimization

Sky. Rocket: Driving Revenue from Digital Marketing Syndicated Office 365 Content o Skyrocket monitoring for Search Engine Optimization, PPC, Responsive Design, Web Syndication, Social Presence and Pinpoint o Metrics Tracking in-place to measure increase of Office 365 transactions Office 365 Trial Invitation

Wrap Up | Discussion Heather Doran hdoran@Microsoft. com