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Microsoft Partner Network Masterclass

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• Welcome and Introduction to team• Overview of what we will cover

• How to get the most out of your Microsoft Partner Network membership

• Top resources available to you at each stage of your business lifecycle

• MPN ‘best kept secrets’• Where to go to find out more

• Key questions to be addressed• ‘Parking Lot’

Agenda

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Yvonne PuleyGroup Manager

Deidré JonesManaged Partner & Competencies

Reena KansaraEngagement &

Activation

Ed Anderson- Steward

Online Lead

Your Microsoft Partner Network Team

Garry CorcoranPartner

Readiness

Alex Kureen Non-managed

Partner & SBSC; MAPS

Alex BeereNewsletter &

Comms

Cathy DarePinpoint

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Portal

Pinpoint

Partner Sales Trainin

g

Regional Events

Newsletter

Partner Technical Training

WPC

Digital Content Direct

Partner Marketing Centre

Cloud Essential

s

Logo Builder

Partner Advisory Hours

Technical Enablemen

t

Support Services

Internal Use

Licenses

Incentives

Cloud Accelerat

e

IT Pro resource

s (TechNet

)

Developer

Resources (MSDN)

Sales Kits (Bubble)

A Bouquet Of Benefits …..

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Establish

Grow

Expand

Mature

Evolve

With you every step of the way

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New Business; new practice; new venture…

Establish

- Just join!- Start as you mean to go on- Unlock the communications

channels- Explore the Portal- Profile yourself!- Connect with others

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Stay Connected – Monthly Partner Newsletter

Monthly Partner Newsletter

• Distributed last wed each month.

• Contains: • Essential Membership News• Promotions• Sales and Marketing Resource Updates• Product News• Training• Cloud Updates

• If you are associated with your MPN Membership, you should automatically receive this

If you read one email from Microsoft read this one!!!

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Stay Connected – Social Media

• Real-time news tailored:o Locationo Roleo Partner Typeo Specific Product

Groups

• Subscribe here

• Access real-time news• Follow us: @mspartnersuk

• 2000+ Partners Members• Active Discussions• Get answers to your

questions• Join Here

New RSSFeed

Twitter@mspartnersuk

LinkedInMicrosoft Partner

Network UK

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What is Pinpoint?

• THE online marketplace for business customers to find Microsoft partners + their products and services

• 30,000 visits to Pinpoint p/m

• 10,000 customers engaging with partners p/m

• New dedicated product marketplaces:

• Office 365 Marketplace

• Dynamics Marketplace

• More to follow

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Differentiate your business

Customers find your business with ease:

• Keyword Search (important)

• Application / Service Type

• Geographic Location (Range)

• Business Need (customer) i.e. pc management, supply chain etc

• Competencies

• Industry sector focus

• Partner Average Rating

• Certifications - Cloud Accelerate - Small Business Specialist

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Differentiate your business

Microsoft Partner Network status recognition :

• Gold Competencies

• Silver Competencies

• Cloud Accelerate

• SBSC

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Why? To generate prospects

Why use it?

• Its FREE!

• Increase your reach:o >30,000 visitors per montho >33% of visitors to Pinpoint

engage with a partner*

• Integrated across Microsoft’s customer-facing websites

• UK Network receives >600,000 visits per month

• Features in customer marketing campaigns

• Regular updates and additions

* engagement defined by online end actions (Download, demo, email this company, view phone number, etc.)

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Search Ranking

Search ranking governed by 3 criteria:

• MPN Status o Gold & Silver Competencieso Cloud Accelerate

• Ratings and Reviewso Companyo Applicationso Professional Services

• Keyword Optimisationo Choose your keywords carefully. o Think like a customero Use SEO techniqueso Choose keywords carefully

• Bing Keyword Tool • Google Insights for Search• Wordtracker

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Analytics: Pinpoint Dashboard

Use data to track and optimise your info

• Visits – see how your each of your pages is performing

• Internal Referrals – see how customers are finding your information on the site

• Browse categories• Search terms used

(on Pinpoint)

• Enquiries – track inbound email enquiries and responses

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EstablishGrow

Harnessing momentum…

- Deepen your engagement - Get a virtual marketing

team- Arm your sales team- Get digital content, direct- Tap into Training- Tell people what you do

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Microsoft Action Pack

Microsoft Action Pack (MAPS) – Solution Provider

• Aimed at Small IT Businesses

• First step into MPN

• Open to Network Members

• Significant Internal Use Software Licensing Benefits

• Technical Support

• Includes TechNet Subscription

• Pre-requisite of Small Business Specialisation

• Costs £259 a year (£319 with Physical Media)

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Microsoft Action Pack

Microsoft Action Pack (MAPS) – Development and Design

• Aimed at Designers and Developers working with Microsoft Technology

• Open to Network Members

• Significant Internal Use Software Licensing Benefits

• 10 Technical Pre-sales Advisory hours

• MSDN for Action Pack

• TechNet Subscription

• Costs £309 a year (£359 with Physical Media)

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Technical Enablement

Power Start Workshops

Practice Accelerator

Momentum Workshops100-200

200-300

300-400

Technical Pre-Sales & Advisory

Services

Custom advisory services for your specific business needs• Compete scenarios• Development and deployment

assistance• Migration Assistance• Optimization Guidance• Solution Guidance

• Resources, documents and best practices

• Framework to build a services practice

• Intro and overview of solution, services or Products

• Value of solution/compete

• Deep-dive technical workshops

• Scope of solution is covered in detail

• Build skills to deploy and develop

Live virtual delivery by our consultants for an interactive training experience

Delivered virtually by our consultants for a personalized one-

on-one engagement

Support

Program Support (RSC)

Take full advantage of your Microsoft

Partnership and get help along the way with any questions you may

have

Product Support (BCPS, 5-Pack)

Confidently resolve challenges with

break-Fix support

Use Your Partner Advisory Hours

Get Access to Online Technical Communities

Use Your Benefits – Ask Partner @ 0844 800 6006

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Create Demand: Partner Marketing Centre

What is it?

• Central Location for all UK product and solution sales & marketing campaign materials

• Search and filter campaigns by:• Target audience (customer)

• Product

• Solution

• Competency

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Create Demand: Partner Marketing Centre

Why Use It?

• Saves you time creating your own marketing/sales materials.

• Wealth of resources for each campaign • Training resources

o Partner Guideso Sales, Technical product

information and training

• Marketing Resourceso Email templateso Website bannerso Copy blockso Datasheets

• Sales Resourceso Presentationso Product flyerso White Paperso Demo’s

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Create Demand: Campaign Planner

The Campaign Planner details all UK campaigns held within the Partner Marketing Centre.

Includes details such as:

• Campaigns by target market - small business, mid market, enterprise

• Core Products aligned to each campaign

• Competencies aligned to each campaign

• Direct links to all campaigns

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Sales Team Resources

What is it?

• Accessed through the Partner Marketing Centre

• Web based Interactive Sales presentations

• Aligned to Microsoft’s marketing campaigns

• Allows you to navigate to the right material quickly and directly

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Create Demand: Digital Content Direct

What is it?

• Get Microsoft product and marketing content on your website

• Sales and e-commerce features allow you to customise content

• Offer trials and purchases of:o Office 365 o Windows Intune

Why Use it?

• FREE and quick to setup• Select only content that is relevant to your

business• Auto-updating information • Easily track your trials and sales of online

services

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Partner Enablement is about options

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Licensing AccreditationSales Specialist Accreditation

Technical Certification Continue Learning

Partner Learning Centre (PLC)

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Simplified Learning Paths

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Establish

Grow

Expand

Stick to the Knitting…

- Define your USP- Demonstrate what makes you different- Get your organisation current- Take advantage of partner support

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Microsoft Competencies offer you…

• Capabilities: Showcase your leadership in the marketplace on the latest technology

• Customers: Partner and differentiate with a recognized brand

• Connections: One of the most active, diverse networks in the world

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Competencies by this time next year...

• Messaging & Communications replaces Unified

Communications (Oct 2011)

• Systems Mgmt & Virtualization combine

(May 2012)

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Authorised Education Reseller Standardizing to Microsoft's Worldwide Education Partner Program

Benefits to partner• An AER certification number which will enable partner to place orders

through distributors• Establish partner as specially-trained to cover the education market in their

country• A listing on the Microsoft Reseller Directory• Access to exclusive resources (logo, collateral, training, WW AER

newsletter) • Enhanced dialogue with Microsoft

Four simple steps:

1. Be an active member of the Microsoft Partner Network 2. Complete and pass the appropriate certification exam:

• Academic Volume Licensing for selling to Qualified Institutions• Academic Full Packaged Product for selling to Qualified Individuals

3. Complete the online application form4. Accept the terms and conditions of the Microsoft AER Agreement

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Stand out in the crowd

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Get current, keep current

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Establish

Grow

Expand

Mature

Well established roots…

- Go for Golds!- Inspiring Incentives- Managing your relationship- Exploring the Cloud

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Channel Incentives

• Investment of over $3.5B – aligned to growth opportunities and areas of customer value

• Solution Incentives Program (SIP)• Management & Virtualization – up to 30%• Application Platform / SQL – up to 20%• Lync – up to 20%• Windows 7 – up to 10%• 13 gold competencies eligible

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Eligible Competencies

= New!

Gold Competency App PlatUp to 20%

Mgmt & Virt Up to 30%

Windows 7Up to 10%

Lync Up to 20%

Application Integration

Business Intelligence

CRM

Data Platform

Desktop

ERP

Identity & Security

ISV/Software

Portals & Collaboration

Server Platform

Systems Management

Unified Communications (“Communications” Oct 2010)

Lync (includes silver competency for one year)

Virtualization

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• Sign MOSPA• Access

internal use software

• Partner Support

• Pinpoint Profile

Explore the cloud

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Establish

Grow

Expand

Mature

Evolve

Evolving the offering…

- Extending your eco-system (WPC)- Re-focus or re-invest- Put it all in the Cloud

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Take Advantage of MPN

Distinguish your business with the partner brand

Tap into marketing materials and collateral

Run your business with internal use rights software

Generate leads with your partner profile

Use pre-sales support to close new business

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Resource Index

Pinpoint Marketplace – http://www.pinpoint.microsoft.com/ Pinpoint Partner Help - http://pinpoint.microsoft.com/en-GB/PartnerFaq

Search Engine Optimisation Service - https://partner.microsoft.com/UK/salesmarketingsection/40073325

Partner Marketing Centre - www.partnermarketingcenter.com

Digital Content Direct - https://partner.microsoft.com/UK/40083773

Gear Up FAQ - https://partner.microsoft.com/UK/40017359Gear Up Application - http://www.gearuptoolkit.com/ukpartner/

Demo showcase - http://www.demoshowcasesuite.com/

Customer Satisfaction Index FAQ - https://partner.microsoft.com/UK/salesmarketingsection/40018120#sup2 Customer Satisfaction Index Portal - https://mspp.tns-online.com/msportal/portal.aspx

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Useful Links

• How to prepare for MPN – MPN planning

• Competencies – landing page (Access individual competency info from

here) or Competency Planner

• Revenue commitment info: https://partner.microsoft.com/40149294

• Competencies – Earning a Competency Guide

• Competency exam pack info: https://partner.microsoft.com/UK/40143914

• All exam offers: http://mpn.mslcampaignfactory.com/Default.aspx

• IUR entitlement for Gold and Silver competencies: Licensing calculator

• Logo builder support: Contact support-partnerlogobuilder@palador.com