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| 2017 Microsoft Cloud and Hosting Summit
| 2017 Microsoft Cloud and Hosting Summit
Talal Alqinawi, Senior DirectorErica Leigh, Business Strategy Manager
Cloud economics and the importance of selling business value to drive digital transformation
WW Hosting & Managed Service ProvidersMicrosoft
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
New Rev 1 1 1 1 1 1 1 1 1 1 1 1
New Rev 1 2 3 4 5 6 7 8 9 10 11 12
$78Year 1 Rev
$144Year 2 Rev
85%YoY Growth
& Vs.
Partner Opportunity
Partner Business Case
Governance and RoB for Launch
Contract Review
Set up Cloud tenant
Industry and Market Research
Customer Insights
GTM Best Practices
Offer Definition
Joint Execution Plan
Business Workshop
Proof of Concept
API Integration & Control Panel
ID Management
Order Management
Support and Billing
Offer Dev and Implementation
Technical Workshop
Value Prop
Content Strategy
Promotions
Customer Acquisition for New/Existing
Campaign Execution
Channel Mix
Reseller Enablement
Marketing Workshop
Sales Motions
Sales/Channel Support
Purchase Process
Channel Recruitment
Lead Management
Targets, Incentives, Compensation
Sales Readiness
Upsell Opportunity
Deployment Process
Provisioning
Assignment process
Deployment Support
Migration process and support
Workload adoption
Customer and User consumption
Customer Lifecycle Management Integration
Upsell/Cross-sell
Customer Support
Labeled
“Bundles”
Turnkey
Functional
InfrastructurePackaged
Extensions
Full Vertical
Solutions
Resell
Managed
Services
Offers
Differentiation
Valu
e
Partners
Michael Frisby
Managing Director
Pamela Carrillo
Cloud Strategy Director
Marc-André Fontaine
VP Marketing
Tatiana Ospina
Director Channel Sales Americas
Michael FrisbyManaging Director
Marc-André FontaineVP Marketing
Pamela CarrilloCloud Strategy Director
Sales
Management
ReadinessIncentives
Requirements
Continuous
Follow UpImprovements
Michael Frisby
Managing Director
Pamela Carrillo
Cloud Strategy Director
Marc-André Fontaine
VP Marketing
Tatiana Ospina
Director Channel Sales Americas
Updated version includes end-to-end partner customer journey, Skype and EMS
Engage better at every step of the partner
customer journey – the Transformation
Framework:
• Guides you through and assesses your
current stage in the journey
• Provides a maturity summary of each stage
• Provides resources and actions for next
steps based on maturity summary
https://www.microsoft.com/en-us/download/details.aspx?id=54839
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