Microsoft 101 Sherman Crancer Partner Channel Development Manager

Microsoft 101 Sherman Crancer Partner Channel Development Manager scrancer@Microsoft. com 949 -475 -3214

“I have worked in so many products throughout my 22 years at Microsoft. And there's been one thing constant about this: They have pretty much all been partner led. That is at the core of what we have done as a company. ” Satya Nadella Microsoft CEO, WPC, 2014

WE are the new Microsoft. Without Partners we’re just a software company. - Justin Slagle

Microsoft Partner Network Competencies MPN Network Member Microsoft Action Pack Subscription Silver Competency Partner Gold Competency Partner

With important benefits for everyone Strengthen your capabilities, serve your customers, and build your connections to reach your full business potential Membership Levels 4 3 2 1 Key Benefits • Internal-Use Rights software – – 100 licenses per product, including Gold Competency Silver Competency Action Pack Subscriber Office 365 – 10 Visual Studio Premium with MSDN – Azure monthly credits, varies by competency • Internal-Use Rights software – – 25 licenses per product, including Office 365 – 10 Visual Studio Premium with MSDN – Azure monthly credits, varies by competency • Internal-use rights software – – 10 licenses per product, including • 20 Partner Advisory Hours • 15 Incidents of product support • Access to online training/marketing • Pass application tests / individual exams or meet a performance goal • Provide 5 customer references • Participate in Customer Satisfaction Index • Pass application tests / individual exams or meet cloud performance • Provide 3 customer references Annual Fee $4, 730 USD* *Differs by location and for Cloud competencies $1, 660 USD* *Differs by location, $0 Cloud offer thru 6/30/16 • Complete partner profile $475 USD* Office 365 – 3 Visual Studio Professional with MSDN – $100 Azure monthly credits • 10 Incidents of product support • Access to online training/marketing • Online community level support Network Member • 50 Partner Advisory Hours • 20 Incidents of product support Requirements *Differs by location • Complete partner profile $0

Microsoft Partner Network Partner Types • VARs – Value Added Reseller • ISVs – Independent Software Vendor • SIs – System Integrators • Disti – Distributors • LSPs – Licensing Solutions Providers • Learning Partners • Hosters

Segmentations in the Microsoft Field EPG – Enterprise and Partner Group (2, 500+ Desktops) SMS&P – Small and Midsize Solutions and Partners (1 - 2, 500 Desktops) Corporate Accounts • Corporate Account Managed (851 - 2, 500 Desktops) • Corporate Territory Managed (500 - 850 Desktops) SMB&D – Small and Medium Business and Distribution (1 - 500 Desktops) Public Sector Federal State and Local Government Education

Microsoft Account List Managed Accounts Any account that has an Enterprise Agreement (EA) or has a high likelihood of purchasing an EA Unmanaged Accounts Fall into SMB (mostly customers under 500 desktops)

Microsoft Field Roles

Programs Available

US Distribution Partners Ingram Micro www. ingrammicro. com Synnex www. synnex. com Tech Data www. techdata. com D&H www. dandh. com

Licensing Solutions Providers Dell SHI Softchoice Software. One CDW Zones Insight SWI And More…

Licensing Types Enterprise Agreements For companies with more than 500 desktops looking to purchase all (or many) Microsoft products. (Only sold through LSP) Open Licensing Sold to companies that want to choose the Microsoftware that they would like to purchase. (Sold through VARs via Distribution) Advisor Cloud licensing sold direct from Microsoft to the end customer. Cloud Solution Provider Newest form of Cloud licensing that allows VARs to sell and support their customers to the fullest and make the largest margins.

Internal Microsoft Groups Field Sales Teams M&O – Marketing and Operations Worldwide and Local Marketing Teams • To Partner • Through Partner • To Customer MPN – Microsoft Partner Network LCA – Legal and Community Affairs BG – Business Groups PG – Product Groups Support Regional Subsidiaries – US, Japan, Western Europe, Australia, etc…

Support MPN Support - MPNSOLVE@microsoft. com MPN Technical Services - http: //support. microsoft. com Partner Deal Support – napa@Microsoft. com

Support Cloud Signature Support Available to Silver and Gold Cloud Competency Partners Never call support if you have Signature Support. Create a support ticket in your own O 365 portal or on this site: https: //support. microsoft. com/en-us/kb/2993692 Advanced Support for Partners $1, 200 per month Premier Support for Partners $2000 per month and up Mid Level of support available to Customers and Partners Highest Level of support available to Customers and Partners /

Microsoft Partner Network Technical Benefits Quick Reference Partner Technical Services via Partner Advisory Hours Signature Cloud Support Partner advisory hours are the currency used to access certain key services offered to Microsoft Partner Network members. Use your hours to help you build your skill set with training powered by Microsoft Services, and get customized guidance for competing, developing, and deploying solutions for your customers. • Technical Training – Learning paths, Practice Accelerator, Chalk Talks, etc. • Technical Presales Assistance – Competitive assistance, Feature overview and comparison guidance, RFP questions, Business value proposition, Proof-of-concept guidance, etc. – Partners who have attained a silver or gold competency receive unlimited presales advisory support for any deal worth US$3, 000 or more. • Advisory Services – Deployment and migration services, Development services, etc. Partner Technical Services packaged offerings (many available to all MPN members at no cost) • Microsoft Office 365 - http: //aka. ms/Partner. Technical. Services. O 365 • Microsoft Azure - http: //aka. ms/Partner. Technical. Services. Azure • Microsoft CRM Online - http: //aka. ms/Partner. Technical. Services. CRMOnline • Microsoft Windows 10 and Enterprise Mobility Suite - http: //aka. ms/Partner. Technical. Services. Win 10 EMS To learn more, go to http: //aka. ms/partneradvisoryhours To check how many Partner Advisory Hours you have available, go to http: //bit. ly/mspos • Signature Cloud Support is an exclusive partner technical benefit that provides qualified cloud competency partners with an elevated level of technical support for Microsoft cloud products. The Signature Cloud Support benefit provides partners with access to technical support engineers who work extensively with partners, have extensive product-specific knowledge, and are accountable for driving cases to resolution from start to finish • To learn more, and to see if you’re eligible, go to http: //aka. ms/mpnscs • For a benefit overview and FAQ, go to http: //aka. ms/scsoverview • To submit a Signature Cloud Support incident, go to http: //aka. ms/scssubmit How to engage Partner Technical Services? Partner Training To engage the Partner Technical Services team, send an email to napa@microsoft. com Include your Partner MPN ID and a brief description of the assistance you are requesting. • Sharpen your skills with training for the latest Microsoft technologies. Partner learning paths specify the training courses that can help you reach particular goals. Select learning paths according to Microsoft products, competencies, partner type and your role • To access Microsoft partner learning paths, go to http: //aka. ms/mpnlearningpaths • For current training opportunities, a schedule of in person training, live webcasts, partner calls, and office hours for Microsoft US partners, go to http: //aka. ms/hotsheetblog Internal-Use Rights • Partners receive internal-use rights licenses (IUR) for Microsoftware and online services as a membership benefit from the Microsoft Action Pack and Microsoft Partner Network (MPN) competencies • To learn more, go to http: //aka. ms/mpniur • To activate your IUR benefits, go to http: //aka. ms/Activate. IUR

How to work with Microsoft

Upcoming Events SMB Live – September 21 st 22 nd LA, Oct 11 th and 12 Irvine Quarterly Partner Briefings Oct 5 th, 6 th, and 7 th. WPC – July 10 th-14 th, 2017 Washington DC Project Lead. Gen Call Every Monday 1 -2 pm PST. Networking and Learning

West Region SMB&D Team Cindy Bates US SMB&D Vice President cindy. bates@microsoft. com PCDMs- GEO Robyn Schutz Northwest Area North robynt@microsoft. com Demetrius Pozantides Northwest Area South depoza@microsoft. com Justin Slagle Southwest Area West jslagle@microsoft. com Sharon Collins Southwest Area East sharonco@microsoft. com Inside Sales Manager Kristie Pate Inside Sales (TPAM) Manager brjones@microsoft. com Jonathan Hanlon Partner Marketing Specialist v-jonhan@microsoft. com Eugene Chi West Region SMB&D GM echi@microsoft. com Partner Sales Executives Jon Arikata Northwest jonarik@microsoft. com Joshua Shea Southwest joshea@microsoft. com Partner Technology Strategists Garret Bundy gbundy@Microsoft. com Tim Tetrick ttetrick@microsoft. com Microsoft Community Connections Sherman Crancer PCDM Cloud West scrancer@microsoft. com

Bookmark The Top SMB Links For FY 17 SMB Partner Center – http: //aka. ms/SMBPartner. Center This is the most important link on the list. This is everything that we have to offer all in one link. From this site you can find anything that Microsoft SMB has to offer. Cloud Sure. Step Office 365 – http: //aka. ms/Office 365 Sure. Step This is your site to learn everything you ever wanted to know about selling Office 365. It walks you through everything from becoming a partner to building a profitable practice. Cloud Sure. Step Azure – http: //aka. ms/Azure. Step This is your site to learn everything you ever wanted to know about selling Azure. It walks you through everything from becoming a partner to building a profitable practice. IAMCP – www. iamcp-us. org This is our Microsoft Partner Association. We can introduce you to the membership leads for your local chapter so that you can get info on their meetings and sign up for their mailing lists if interested. Microsoft Community Connections (MCC) – http: //aka. ms/MCCPlaybook This is the program that Sherman Crancer runs in the west that teaches partners how to find influential groups and market through them. When you’re ready to start working with particular verticals, this will help give you some ideas and find the right groups to work with. MCC Facebook Group – https: //www. facebook. com/groups/940936935935863 This is a social group where we post the latest information for partners that are interested in regular updates on working with Microsoft Community Connections. SMB Newsletter – http: //aka. ms/SMBemail This is our monthly SMB newsletter that we send to any partner that would like to receive it. Partner Insider Call – http: //aka. ms/Regional. Insider. Call This is our monthly partner call where Eugene and our team goes over the latest promotions along with some sales and technical training. You’ll want to register for every month throughout the fiscal year to keep up with the changes and updates. MS Partner Technical Playbook – http: //aka. ms/TS 2 Playbook This is a playbook to show you can deploy more Microsoft technologies and support them properly. It also talks about obtaining your Internal-Use Licensing with Microsoft. Ready To Go Marketing – http: //aka. ms/readytogo This is our everything marketing page. We have some great campaigns and material for you to use to market your business. Training Hot Sheet – http: //aka. ms/current-hot-sheet This is a link to training that is happening every month from Microsoft. Some is virtual and some is in person. Most of the training is free. There is training for sales, marketing and technical pros. Microsoft Virtual Academy – www. microsoftvirtualacademy. com This is your central hub for Microsoft Training. There are thousands of online learning classes available for Partners to consume. Talk Workbook - talkcamp@microsoft. com If you have sold any licensing to a customer and you would like to get a full detailed report on what licensing they have purchased in the past, you can email this alias and they will send you a complete licensing history of your customer. SMB Yammer Site – http: //aka. ms/SMBPartner. Center-on-Yammer Get engaged with the Microsoft SMB Team and other SMB Partners TS 2 How To Videos – https: //www. youtube. com/user/Microsoft. TS 2/videos This is a great how to series from our technical team. They cover all kinds of great topics like Azure in 5 Minutes and how to send quotes using your Partner Online Services Dashboard. TS 2 Blog – http: //blogs. technet. com/b/uspartner_ts 2 team This is the blog of our TS 2 team where they cover the most common asked questions on the technical side of business. You’ll also be able to see blog posts about the latest offers, incentives and trainings available in market. Office 365 Public Roadmap – http: //office. microsoft. com/Roadmap Keep up to date on all the recently released and future updates coming to Office 365. EMS Roadmap – http: //www. microsoft. com/en-us/server-cloud/roadmap/recently-available. aspx Keep up to date on the recently released and future updates coming to EMS. Azure Trust Center – http: //azure. microsoft. com/en-us/support/trust-center/ Compliance, Security, Documentation for Azure Office 365 Trust Center – https: //products. office. com/en-us/business/office-365 -trust-center-cloud-computingsecurity Compliance, Security, Documentation and Videos for Office 365 Why Microsoft – www. whymicrosoft. com Understand how Microsoft products compare to the competition and see white papers, videos and written testimonials to help you win competitive deals. Microsoft Licensing and Product Terms (Formerly known as Product Use Rights) – http: //www. microsoftvolumelicensing. com/ Look up licensing information on any Microsoft product and understand the terms of agreement for each product and licensing type. SW Partner Profiling Survey – http: //aka. ms/swpartner This survey helps the local Microsoft Partner team in the Southwest understand what type of customers that you support and what Microsoft products that you sell and service. SW Partner Email List – http: //aka. ms/swpartneremail This a local email distribution direct from Justin Slagle to the partners in the So. Cal, Las Vegas and Hawaii territory.

aka. ms/uspstayinformed Stay informed as a US partner Choose how you want to get news and information US Partner Community Online newsletter aka. ms/uspnewsletter Partner training Worldwide Partner Conference Microsoft Partner Network Hot Sheet training schedule aka. ms/hotsheetnews Conference website aka. ms/whywpc Partner website aka. ms/uspartner @msuspartner Training guide aka. ms/lrwu 8 c WPC US blog series aka. ms/wpcus-blog Membership Essentials aka. ms/mpnessentials facebook. com/msuspartner Learning paths aka. ms/learning-paths WPC updates on Twitter @wpcus Benefits and requirements aka. ms/mpn-core-benefits aka. ms/uspyammer Training updates on Twitter @mslearningcurve Register for WPC 2016 aka. ms/wpc 2016 us Partner Summary Report aka. ms/summary-report (sign in) Azure Partner Community Blog series aka. ms/d 9 gcw 4 Training aka. ms/pzxvar Office 365 Partner Community Blog series aka. ms/go 4 v 3 t Training aka. ms/pqhf 04 Windows Partner Community Blog series aka. ms/u 4 v 5 k 5 Training aka. ms/iz 4 ce 1 Clod profitability and adoption Partner Support resources Online cloud guide aka. ms/uscloud Portal page aka. ms/partnerservices Training aka. ms/q 3 gdi 4 1 -800 -MPN-SOLV (676 -7658) Cloud Adoption playbook aka. ms/cloudprofitplaybook Top partner questions aka. ms/topsupportq Cloud Sure. Step aka. ms/cloud-surestep Troubleshoot site access aka. ms/jywphu Marketing Sure. Step aka. ms/mktgsurestep On Twitter @MPNSupport

Things our Best Partners are doing well Things our Best Partners are well (examples) to be continued… (examples) to doing be continued… MPN / Support Marketing • Have a defined MPN Administrator - and have taken the following training (hyperlinked): • Use their Advisory Hours for technical enablement, shadowing & architecture consulting • Manage their Pinpoint profile to generate Organic leads and connect with new customers • Are dialed into Support (Signature, NAPA, MPN Solve, Premier [Ps. FP] / [ASf. P]) • Leverage the Technical Enablement Playbook • Manages Competencies & leverages IUR to consume & train + reference themselves • Have a defined Marketing Calendar in which they share with Microsoft. • Leverages campaign & event assets of RTG + Syndication resources. • Consumes MDF as soon as it becomes available (to ensure they get the funding as it's first come first serve) • Work with sales to incorporate mandatory evidence ask / review touchpoint within sales cycle (post engagement) to build up social, web & sales case study database + reference assets. Working on the Business • Have a Microsoft Practice Manager who runs ROB calls & keeps track of goals / targets • Engineering leadership defines Learning Path requirements & Certification paths for staff • Builds relationships with other partners who can fill gaps in P 2 P networking • Leverages territory / coverage maps to know who to work with in all targeted segments / verticals. Works with Scorecard leads as introduced • Students of practice profitability concepts. Understands value of annuity based licensing & services, builds compensation accordingly to increase traction • Understands differences in Advisor, Open, CSP, EA/MPSA • Attends Major MSFT conferences / events (i. e. WPC, Ignite, PACs) Sales • Shares Pipeline (Top 3 deals monthly with win-wires as they come) • Expanding the companies geographical reach through Cloud - works with field from other regions on strategic deals. • Requests Empowerment funding when applicable. • Designs campaigns around MSFT Fiscal year seasonality. • Leaves no money on the table with offers & incentives (i. e. SMB Advantage, Fast Track) • Partners with Marketing team to Focus on Evidence & Reviews. • Works with marketing to create internal & external win-wires. Solutions Are selling 3 or more cloud workloads: • Office 365 (MEC / CIE / Fast. Track) • EMS / Intune • Azure • CRM Online • Power BI / Project / Visio

Roadmap from beginning to Managed Partner List • Register for MAPS – Microsoft Action Pack Subscription • Understand the different Cloud Licensing Models • Choose a Distribution Partner • Join your local IAMCP Chapter and attend the meetings • Register for SMB Live • Start selling Microsoft Cloud Services – Office 365, Enterprise Mobility Suite, Azure, CRM Online • Set a goal to sell $50 k/year in Office 365, CRM and EMS, 1 K a month in Azure Cloud Services • Upgrade to Silver Small and Midmarket Cloud Provider – Just 4 customers • Register and Attend Microsoft’s Worldwide Partner Conference • Become an MPL in (FY 18)

Link to Deck https: //aka. ms/msft 101

For the partner, by the partner, and for America. - Scrancer

Thank you!