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Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 1
US SMB Partner
Insider Community
MARCH
11
FRIDAY
US SMB Partner Insider Call – February 3, 2017
EAST REGION
Nancie WilliamsRegional General Manager,US SMB East
US SMB Partner
Insider Community
February
3
FRIDAY
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 2
Partner Sales ExecutivesPartner Technology
Strategists
TBH - MCCNew York and Mid Atlantic
Email goes here
Twitter | LinkedIn
Chris Large (Azure)Northeast and Mid [email protected]@clarge | LinkedIn
John Kohl (Azure)New York and [email protected]@john_kohl | LinkedIn
Aja HillMid-Atlantic & New [email protected]@AjaHModernSMB | LinkedIn
Todd ShulticeSoutheast & [email protected]@toddsh_msft | LinkedIn
Bruce Marshall (MCC)Southeast and [email protected]
@Bruce_Microsoft | LinkedIn
Todd SweetserNew York and [email protected]@tosweet365 | LinkedIn
Stephen DemingNortheast and Mid Atlantic
@TS2Guy | LinkedIn
Cindy BatesUS SMB&D Vice President
@cindybates
Rami Noujaim MPN Benefits [email protected]
MPN Benefits
East Region US SMB&D Team
Partner Channel Development Managers
Justin RevandPCDM, New York Metro [email protected]@RevandCloudGuy | LinkedIn
Dennis SimmonsPCMD, Mid-Atlantic [email protected]@DennissMSFT | LinkedIn
Ryan CadyPSE Disti/[email protected]@RyancadyMSFT | LinkedIn
Channel Development and Distribution
John YurewiczPCDM, Northeast [email protected]@johnyureMSFT | LinkedIn
Mychal JacksonPCDM , Greater Southeast [email protected]@MychalJMSFT | LinkedIn
Tom HarshbargerSr. Channel Sales [email protected]@tomharMSFT | LinkedIn
Michelle AttiPSE Disti/[email protected]@MichelleMSFT | LinkedIn
Nancie WilliamsEast Region SMB&D GM
@nanciew | LinkedIn
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 3
US SMB Partner
Insider Community
Partner Insider Scoop
John Yurewicz
Partner Channel Development Manager, Northeast
Today’s Agenda - 60 min.
Welcome & Insider Spotlight: TechHouse IT
Nancie Williams
Regional General Manager, US SMB East
Azure: Build and accelerate your practiceChris Large & John Kohl
Azure Partner Channel Development Managers
East Region Business insights & closing
Nancie Williams
Regional General Manager, US SMB East
10 min.
13 min.
12 min.
20 min.
Arrow Cloud: Benefits of Value-added Distribution
Darla Malone
Arrow Director Cloud Sales, Microsoft 5 min.
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 4
January Evaluation Winner!
CongratulationsMark Romiti with Storm Cloud Technologies from Fulton, MD won a Plantronics Voyager Focus UC Bluetooth Headset
You could be next! One person who fills out the evaluation on today’s call will win a Kenneth Cole Vertical Messenger Bag*
https://aka.ms/erpic_evaluation*See Official Rules
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 5
Here’s what you told us you wanted
Please fill out the evaluation
https://aka.ms/erpic_evaluation
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 6
Insider Partner Spotlight: TechHouse IT
Congratulations to our February 2017 partner in the spotlight, TechHouse!
TechHouse is a Gold Small and Mid-market solution partner who has been
active with the C2PC program over the last two years. This IT consulting
company serves customers covering areas from the East to the West regions
of the United States.
TechHouse started moving customers to Office 365 during the BPOS days
some years ago. TechHouse has extended this cloud practice to include
Azure. We have moved our customers’ guest operating systems as well as
physical servers to Azure’s Platform as a Service. We have used Azure Service
entities such as Azure SQL for hosting customer web applications leveraging
knockout js, angular js and .net webapi solutions. Enterprise Mobility +
Security has really sparked the imagination of our customers who are working
hard to manage control to content in the cloud via Azure AD Premium.
We use Azure AD connect for customers wanting a hybrid environment e.g.
connecting on prem AD with Exchange 365. Simple sign on via Azure AD
helps to keep everyone’s password synced.
Kathy Durfee
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 7
US SMB Partner
Insider Community
Arrow Cloud: Benefits of Value -added Distribution
Darla Malone
Arrow Director Cloud Sales
Microsoft
7
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 88
Our Business Drives Business
August 2016
1935
Founded
Centennial, Colorado
USA
Headquarters
460+ Serving 85 Countries
Locations
18,500
Employees
100,000+
Customers
Ranked 119
Fortune 500
$23.3 B
2015 Sales
ARW (NYSE)
Ticker Symbol
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 99
Industry Recognized Leader
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 1010
Increase revenue
and accelerate sales
cycles
Pursue new markets
and prepare for the
future
Reduce operating
expenses and increase
profit margins
Solve complex
end-user business
problems
Why Arrow Cloud?
• Line of business
expertise
• Demand generation
programs
• End-user leads
• Incentive programs
• Rebates
• CSP margin
thresholds
• Transformative culture
delivers best-in-class
recommendations on: > Market intelligence
> New practice areas
to expand your
business
> Adjacent market
expansion to core
business
• Full API integration
• Flexible credit options
• First-level technical
support
• Legal/contract
agreements
• Services integration
• ArrowSphere
Transaction
Management Platform
• Assessments
• Education services
• Solution design
• Product and
services
optimization
• Proof of concept
<Back
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 1111
The Support You Need, the Expertise You Expect
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 1212
January – June 2017
1H2017 Arrow Partner Incentives
FREE SMB End User Leads Generation - 250 Warm Leads
Every current and onboarded Arrow Microsoft partner whom has completed our quick and easy onboarding
check list to be opted in to receive FREE Microsoft CSP SMB warm leads..
Azure Mentor Program + 5% Margin + 50% off 1st Yr Action Pack
Dedicated Microsoft technical support for your first 3-5 Azure opportunities, plus first 15 partners to onboard to
receive 50% off their first year action pack. In addition, have 5 margin points to use at your discretion to assist in
close of those 5 focused Azure Mentor Program opportunities.
Competitive Deal Custom Pricing
Special pricing concession for all competitive displacement 1 year contract opportunities.
New Partner Onboarding Azure Enablement Funding
50% off registration fee for first 50 partners to complete Microsoft Azure Fundamentals certification through
Arrow Education Services.
For More Information or to Onboard: [email protected]
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 1414
Thank You
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 15
US SMB Partner
Insider Community
Partner Insider Scoop
John Yurewicz
Partner Channel Development Manager,
Northeast Area
15
End Of Support (EOS) Exchange Server 2007
Extended support for Exchange Server 2007 will end on April 11, 2017*
Call to Action:
Identify customers who are on Exchange Server 2007 (without O365) and upsell them to O365 before April 11, 2017.
Date EOS
2/28/17
Office ProPlus 2013 Mandatory
Transition to Office 2016 subscription
clients**
4/11/17 Exchange Server 2007
10/10/17
Office 2007
Project Server 2007
Sharepoint Server 2007
Groove Server 2007
10/31/17 Outlook 2007 connectivity to O365
1/9/18 Communications Server 2007
Important End Of Support Dates Coming up:
*For specific Premier customers that require more time to complete their transitions off Exchange Server 2007, a 6-month support extension may be requested*. During this extension, customers may receive security and time zone definition updates for
Exchange Server 2007 at no additional cost. Premier Account teams must submit a request for the 6-month extension via a special sign-up process. This support extension should only be offered if the customer requires additional time (reactive only), the
customer is active on a Premier contract, has existing Exchange Server 2007 deployments , has an upgrade plan in place to move to either Exchange Online or a supported version of Exchange on-premises. Additional details regarding the sign-up process for
the 6-month support extension period will be available in advance of Exchange Server 2017 End of life, but in the interim, please direct questions to the following alias: CSAops.
**Over the next 12 months, all customers will be transitioned to the Office 2016 version of Office 365 ProPlus. Customers have the option of deploying either the 2016 version or the 2013 version.
Why move off of Exchange Server 2007? Why move to O365?
• No feature enhancements
• No security updates
• No support for newer hardware
• Difficult to integrate with new enterprise applications
• Not compatible with modern Outlook clients/browsers
• Cloud-based solution
• Compatible with new devices & apps
• Improved security
• Better compliance capabilities
• Guaranteed 99.9% uptime
• Easier to recover
Resources
Office Tech Center
Microsoft Exchange Team Blog Announcement
Microsoft Ignite
Microsoft FastTrack services are available for customers with 50+ seats to ensure smooth transitions to Office 365
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 17
US SMB Partner
Insider Community
Key resources
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 18
Insider Community | We’re here to help
Insider resources Cut the clutter & gain the knowledge and insights you
need to be successful in the Microsoft Ecosystem
Join the conversation!
LinkedIn: http://aka.ms/InsiderJoeonLinkedIn
Twitter: http://aka.ms/smbij
Yammer: https://www.yammer.com/msuspartner
Save the Insider Call reminders!
East Region | 9:00 AM ET
Central Region | 10:00 AM CT
West Region | 10:00 AM PT
Check out aka.ms/SMBInsider for more updates later this month!
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 19
US SMB Partner
Insider Community
Can’t miss events
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 20
February Learning Roadmap Snapshot
20
Event Audience Dates Location Registration
SMB Live Day 1: Maximize Your
Cloud Opportunity with Hybrid IT
Business leads, sales,
marketing, and/or
technical business
decision makers
Feb. 22, Mar. 7
Mar. 15, Mar. 22
Mar. 28, Mar. 29
Apr. 5, Apr. 11
Fort Lauderdale, FL, Philadelphia,
PA
Harford, CT, Boston, MA
New York, NY, Washington, D.C.
Tampa, FL, Atlanta, GA
http://aka.ms/smblive
SMB Live Day 2: Azure – Spec,
Price, & Bid your Microsoft Cloud
Solutions
Business / technical
decision makers, pre /
post sales technical
roles
Feb. 22, Mar. 8
Mar. 16, Mar. 23
Mar. 29, Mar. 30
Apr. 6, Apr. 12
Fort Lauderdale, FL, Philadelphia
PA
Hartford, CT, Boston, MA
New York, NY, Washington D.C.
Tampa, FL, Atlanta, GA
http://aka.ms/smblive
Amplify Marketing Series webinar Marketing roles Feb. 10 Online https://aka.ms/amplify
East Region SMB Technology
Update
Technical roles Feb. 16 Online East Region SMB Techcast
National Entrepreneurship Week Business, sales,
marketing roles
Feb. 20-24 Across the U.S. To participate, email:
Check out the February Hot Sheet for more trainings and events
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 21
Day 1: Maximize Your Cloud Opportunity with Hybrid IT
Are you taking full advantage of the hybrid cloud opportunity with your customers? Is Azure coming
up more and more in your customer conversations? Are your customers looking for a secure and
efficient cloud solution? Join our experts at this free, one-day SMB Live session and see how you too
can be that market leader.
Day 2: Azure – Spec, Price, & Bid your Microsoft Cloud
Solutions
Learn how to differentiate yourself from your competitors using Azure Hybrid cloud solutions and
scalable workloads. This one-day technical hands on training will provide you with the tools and skills
necessary to develop and manage your cloud practice; easily spec and estimate monthly Azure costs
and learn how powerful Azure Migration offerings from other partners can help move your customers
to the cloud.
FEBRUARY2/22-2/23 – Fort Lauderdale, FL
MARCH3/7-3/8 – Philadelphia, PA
3/15-3/16 – Hartford, CT
3/22-3/23 – Boston, MA
3/28-3/29 – NYC, NY
3/29-3/30 – Washington, DC
APRIL4/5-4/6 – Tampa, FL
4/11-4/12 – Atlanta, GA
Register today @ http://aka.ms/smblive
A monthly webinar dedicated to digging into key marketing resources presented on a previous
SMB Insider Partner call (30 min of content / 30 minutes of live Q&A)What:
When: 2nd Friday of each month ~ 9am EST (next call on 2/10)
Please Register →
https://aka.ms/amplify
Why: Partners have told us that they would enjoy a closer look at some of our marketing
resources and a chance to ask some questions about those resources.
How Customers Find YOU Through Search Engine Optimization (SEO) – It can be confusing at times to understand how SEO can play
a large role in attracting customers to your website – We’ll dig into how to attract the right customers using SEO and SEM!
Live Website Review! – One of our (brave) webinar attendees will volunteer to have their website reviewed using a systematic approach
that we will review together We’ll learn together best practices of what to do and what not to do!
Your Questions! Bring your questions about what we are discussing or anything else marketing and Microsoft Community Connections
(MCC) oriented and we’ll discuss!
2/10 Call Agenda
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 23
East Region SMB Techcast
Third Thursday of each Month:
• Key Technology Updates
• Technical Information
Contact your PCDM-GEO with questions regarding Techcast:
Northeast Area PCDM, John Yurewicz - [email protected]
Mid-Atlantic Area PCDM, Dennis Simmons – [email protected]
New York Metro Area PCDM, Justin Revand – [email protected]
Greater Southeast Area PCDM, Mychal Jackson - [email protected]
WHEN: 2/16 @ 11:00 AM EST
WHAT: Collaboration with Office 365 – When to use what component?
During this session we will review how to maximize the collaboration capabilities of Office365 and how Office can
transform the workplace for your customers. We will start with enhancements delivered by the new OneDrive for
Business and SharePoint sync client. We will then provide an overview and demonstration of Office 365 components
including Delve, Yammer, Teams, Groups, Bookings, Staff Hub, Planner, Sway, and Skype for Business. Finally, we will
review programs and resources to demonstrate the business value of digital transformation for your customers.
Click here to Open & Accept iCalendar Request: East Region SMB Techcast
• Support Resources
• Technical Training Events
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 24
SAVE THE DATE: FEB 20-24th
Microsoft is taking the lead to create a community
support effort for Entrepreneurs across the U.S.
Join us by registering as a proud Entrepreneur!
What’s provided throughout the week:
• Events (in-person and online)
• Twitter chat
• eBooks, articles
• Offers
PARTNERS: HOW TO GET INVOLVED
Send Email
https://aka.ms/partnerentrepreneurs
Request Event Kit
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 25
Partner online technical trainings available at No Cost!
Microsoft Azurehttp://aka.ms/PartnerTechnicalServicesAzure
Microsoft Office 365http://aka.ms/PartnerTechnicalServicesO365
Microsoft Dynamics CRM Onlinehttp://aka.ms/PartnerTechnicalServicesCRMOnline
Microsoft Windows 10 &
Enterprise Mobility + Security (EMS)http://aka.ms/PartnerTechnicalServicesWin10EMS
Learn more about your technical support benefits*
Technical presales and deployment services
Compare partner support offerings
Microsoft Partner Support Offerings
*Requires access to the Microsoft Partner Network portal. To associate to your organization’s MPN account, follow the steps at http://aka.ms/SimplifiedAssociation.
Boost partner transformation to the cloud
with technical training designed to help
partners win more deals, accelerate
deployment and increase consumption–
now available at NO COST!
Contact North America Partner Assistance (NAPA) for additional support
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 26
US SMB Partner
Insider Community
Offers in market
26
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 27
FREE Azure Training & Discounted MCP Exams
Customers today are drawn to the power, flexibility, and buying models available via the cloud. Making cloud training investments in your employees will provide significant returns for your partner business. Read Gavriella Schuster’s, Corporate VP, Worldwide Partner Group blog for details here
Learn more & get started today!
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 28
Opportunity: Windows 10 Pro on CSP
28
aka.ms/WindowsPartnerJourney
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 29
US SMB Partner
Insider Community
Distributor cloud offers in market
29
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 30
Distributor Cloud Offers in Market
30
D&H – Questions? Contact [email protected] for terms and conditions.
• ADVISOR TO CSP - Current Advisor Resellers receive a one hour migration consultation AND a $25 gift card for every 25 seats of Office 365 moved from Advisor to CSP.
Maximum gift card is $1,000.
• CASH IN WITH OFFICE 365 & EMS IN CSP - Receive a $25 gift card for every 25 seats of Office 365 and/or EMS transacted through D&H cloud solutions. Maximum
gift card amount is $1,000.
Ingram Micro – Questions? Contact [email protected] for terms and conditions. Phone: 1-800-705-7057 Option 5
• Ingram Micro Exclusive | Jumpstart your Microsoft CSP Business
• Get the first 30 Days FREE on ALL Microsoft CSP via the Ingram Micro Cloud Marketplace.
• Offer valid January 2nd - March 31st
• The sooner you register, the sooner you start earning! Must register to qualify: HERE (link: https://channelmarketing.wufoo.com/forms/q1j3zuly135p222/)
• Must register for the promo to save; all deals after registration will qualify
• Get 30 Days FREE on all CSP:
• Office 365- First 30 Days FREE for all net new end user customers; cannot be additional to current customers
• Azure- First 30 Days FREE for all net new tenants; must be ongoing use/12 months of consumption
• Dynamics 365 for Financials- First 30 Days FREE for all net new seats
• Enterprise Mobility + Security- First 30 Days FREE for all net new seats
• WES- First 30 Days FREE for all net new seats
• Ingram Micro Cloud Referral Program – Start earning higher commissions NOW! Sign up and earn double commissions (14%) from now until June 30, 2017 on
subscriptions/licenses purchased through June 30th, 2017 associated with your Referral account.
With Microsoft eliminating the Advisor Sell incentives for Office 365 (effective October 1), this program provides partners with a very profitable alternative.
Benefits: Complete billing support / Flexible end-user support options / Simplified commissions and reporting / Easy Cloud Referral partner portal / Increased Profit
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 31
Distributor Cloud Offers in Market
31
SYNNEX - Questions? Contact [email protected] for terms and conditions.
• Advisor to CSP One Hour Consolation FREE - SYNNEX is offering a FREE 1 hour consultation with Synnex to help you transition your customers from Advisor to CSP.
• Cash in with Microsoft Cloud Solution Provider – Eligible products include Office 365, Enterprise Mobility & Security, Dynamics 365 and Windows E3. Maximum
payout per partner is $1,000 or until limited quantities are exhausted. Spiff amount is calculated on net new CSP contract sales and net seat adds to existing contracts
between January 9, 2017 and March 31, 2017.
• Receive a $25 CASH SPIFF for 10 seats sold of Office 365 (Business premium, E3, E5).
• Receive $25 CASH SPIFF for every 5 Dynamics 365, EMS & Windows Enterprise Subscription in CSP.
• Receive $50 cash spiff for every $250 in net new billed consumption.
• Products can be only be combined for seat count in each category and cash spiff must be given to individual at Reseller organization- cannot be used for profitability.
Maximum payout $75,000.
Tech Data Corporation – Questions? Contact [email protected] for terms and conditions. (All promos apply for qualifying orders while supplies last.)
• Advisor or Open to CSP Incentive - Partners can earn up to $4,000 in MDF when switching Advisor or Open seats to Microsoft Cloud Solution Provider (CSP). Act fast—
there are limited spots available!
• Azure Jump-Start Incentive - New Tech Data Azure customers will receive a $100 credit to their account on their first Azure purchase through CSP of $100 or more.
Azure purchase must take place by March 31, 2017.
• Azure Health Check – Discover opportunities to sell Azure to your customers with a free assessment from BitTitan* that includes an estimate of the customer’s costs for
migrating to Azure.*Certain qualifications must be met to be eligible.
• NetEnrich EMS AD Onboarding - Free EMS AD Premium set up and management for 12 Months from NetEnrich when you purchase EMS AD from Tech Data.
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 32
US SMB Partner
Insider Community
Azure: Build and accelerate your Azure practice
Chris Large & John KohlPartner Channel Development Managers (Azure)
Azure Days Overview
Overall Over 130 1:1 Azure partner meetings to
identify plans and specific steps to increase Azure solution selling and profitability
86% of Partners identified an Azure Champ to drive Practice Development
800+ partners registered for training/readiness programs
Over 3M impressions through digital engagement, with Cybersecurity as the most popular topic on Twitter
Key Learnings – Partner Success Areas:
Starting with Azure Directory to upsell current O365 base as foot in door
Security Pitch: Azure as more secure to meet regulatory and compliance standards
Vertical Focus
Dev/Test workload
Hybrid cloud and the extension of datacenter
Hosting Microsoft Dynamics ERP solutions (NAV / SL / GP) on Azure
Custom Application Development Partners
AWS Partner adding Azure
AWS Partner dissatisfaction
Operation Management Suite components
Advanced Support for Partners
Visit: aka.ms/AzurePartnerJourney
Nominate a Champion
Dedicated Employee
Technical & Sales Skills
Conduit for External Information and
Internal Questions
Getting Started with Azure
Embrace Internally
Activate your Azure IURs
Learn the Key SMB Workloads
Get Certified
Build a plan & set internal goals
Take advantage of new Azure Skills
Initiative - training and certification
offers
Go to Market
Join Azure Mentor Program
Invest, win, and learn from your
first few customers
Create solution bundles your team
can sell:
Start with Augmenting
existing offerings - Identity,
Backup, Site Recovery, Storage
Progress to Lift & Shift -
extend the network, old server
replacements, VMs / RDS
(MyCloudIT) / Websites
Now, Go big with marketing
Assessments to land new &
engage existing customers –
leverage Azure Everywhere,
BitTitan HealthCheck for
Azure, NetEnrich offerings
See Accelerating Partner’s Azure Practice Development Recording
Cheat Sheet for PartnersVisit US SMB Partners – Azure Partner Journey Site - here
For most recent Cheat Sheet and additional information
.
Or click on icon below for
cheat sheet document:
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 38
Cloud Competency Enablement
Technical
• Pre Sales
support
• Advisory
Hours
• MCP
Readiness
• IUR Benefits
Marketing
• Smart
Marketing
(SEO/SEM)
• Scenarios via
ModernBiz
• Social
• Local Events
Sales
• CLM
• Cross/Up Sell
• Demos
• Cloud
Services
Dashboard
• DPoR
• PinPoint
Cloud Enablement Desk (CED)
Nominate yourself today!
Visit https://aka.ms/cednominate and
complete the on-line nomination form.
Cloud competencies are the perfect way for Microsoft Partners to
accelerate growth in the cloud – providing invaluable benefits across
software, support, marketing and more.
The Cloud Enablement Desk assists you in obtaining a Cloud
Competency. Nominate yourself for the program and if you qualify, you
will be assigned a Cloud Program Specialist (CPS) for up to 6 months, with
the goal of obtaining a Cloud Competency.
Consideration for Cloud Enablement Desk support requires that you: Be an active member of the Microsoft Partner Network with an MPN ID
You must agree to sign the Conditions of Satisfaction that state your are actively working to
achieve a Cloud Competency status
Include the name of the primary contact person
Available to partners with or without a Microsoft Account Manager
Choose the cloud competency that best aligns with your business Cloud Platform: for Partners delivering infrastructure (IaaS) and platform as a service (PaaS) solutions built on Microsoft Azure
Enterprise Mobility Management: for Partners with expertise in delivering powerful, secure mobility management solutions with Enterprise Mobility & Security
Cloud Productivity: for Partners selling and deploying Office 365 cloud and hybrid solutions to enterprise customers
Small Midmarket Cloud Solutions: for Partners that sell and deploy Office 365 solutions to small & midsized business customers
Cloud Customer Relationship Management: for premiere industry providers of Dynamics CRM Online, marketing, social engagement and Parature
NEW
Expanded to include all Cloud Competencies support
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 39
Engagement IP Developed by MCS andTraining through Cloud Platform University
$1,500 or $3,000
(Based on $1K+ or $2K+ Monthly Azure Consumption)
Azure Fast Start
• 1-4 day on-site/remote, hands-on Azure workshop
• 6 Fast Start scenarios (IaaS Foundation, Modern App Dev, Dev/Test, Identity, Website on IaaS/PaaS, SQL Server on IaaS) or custom partner-designed workshop
Azure Consumption Plan
• Outcome of engagement should be Azure consumption plan worth $1k+ month
Azure
InfraSQL IaaS
Web &
Mobile AppsLinux
IaaSCustomOMS
Power
BI
A program to fund the delivery of one-on-one, customer workshops to drive Azure consumption
Getting started or needing help? Contact your Microsoft partner manager or [email protected]
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 40
Azure Technical Support Benefits
Accessing Azure technical support is now possible using your Product Support Incidents that are
included with your competency or Microsoft Action Pack subscription. Note these used to be only for
on-premises solutions, but can now be used with Azure as well! If you are a Gold competency partner you
have access to 20 product support incidents, Silver has 15, and Action Pack subscription gains you 10. See
full details of the technical benefits here: Microsoft Partner Network technical benefits summary.
There is a very important step that is required to be able to open an Azure support ticket using a Product
Support Incident benefit, and that is to obtain your Access ID and Contract ID from the Microsoft Partner
Network team. These two items can be obtained by calling into the MPN Support team at
1.800.MPN.SOLVe (1.800.676.7658); when calling in ask for Technical Support via the new voice
prompt. When connected let the tech know you are looking to use your Product Support Incidents benefit
for Azure but need your Access ID and Contract ID. Note that this information is not available on your
MPN Dashboard portal at this time, so only way to obtain them is via the phone.
For more details visit https://blogs.technet.microsoft.com/uspartner_ts2team/2016/05/03/how-to-use-
mpn-support-incident-benefits-to-open-azure-support-tickets
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 41
US SMB Partner
Insider Community
Business Insights
Nancie WilliamsRegional General Manager,
US SMB East
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 42
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 43
Top Actions for FebruaryKey training & events
SMB Live – Register @ http://aka.ms/smblive
Amplify Marketing webinar series http://AKA.MS/Amplify
East Region SMB Techcast - East Region SMB Techcast
Azure Partner Journey Site & Cheat Sheet aka.ms/AzurePartnerJourney
Accelerating Partner’s Azure Practice Development
Recording https://mix.office.com/watch/1xnp24mvahx1w
Azure Technical Support https://blogs.technet.microsoft.com/uspartner_ts2team/2
016/05/03/how-to-use-mpn-support-incident-benefits-
to-open-azure-support-tickets/
Azure Everywhere for SMB program [email protected]
FREE MPN technical trainings http://aka.ms/TechnicalTraining
Distributor Cloud offers in market Arrow - [email protected]
D&H – [email protected]
Ingram Micro – [email protected]
Tech Data – [email protected]
Synnex – [email protected]
Exchange Server 2007 End of Support Resources
Office Tech Center
Microsoft Exchange Team Blog Announcement
Microsoft Ignite
Microsoft FastTrack
Cloud Enablement Desk nomination formVisit https://aka.ms/cednominate complete the on-line nomination form
Azure Mentor Program Contact your PSE and [email protected]
FREE Azure training & discounted MCP exams Read Gavriella Schuster’s blog post for details and next steps
National Entrepreneur Week | Feb. 20 - 24 Email [email protected] to sign up
Learn more @ https://aka.ms/nationalentrepreneurshipweek
STAY IN THE KNOW Cut the clutter. Become an Insider | http://aka.ms/JoinSMBInsider
Follow Insider Joe on Twitter | http://twitter.com/smbinsiderjoe
Connect with Insider Joe on LinkedIn | http://aka.ms/InsiderJoeonLinkedIn
Join the Insider | Yammer Group
Bookmark US SMB Partner Center | http://AKA.MS/SMBPartnerCenter
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 44
US SMB Partner
Insider Community
We value your feedback! Please fill out the evaluation for a chance to win a Kenneth Cole Vertical Messenger Bag*
Access Evaluation:http://aka.ms/erpic_evaluation
Join the Insider Community:http://aka.ms/JoinSMBInsider to ensure you get the latest & greatest information for SMB Partners from Microsoft *See Official Rules
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 45
US SMB Partner
Insider Community
Thank you for joining.
Check out more great information in the Appendix!
45
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 46
Appendix table of contents
Offers & incentives in market
Training & Events
Cloud resources
Marketing resources
Microsoft Partner Network resources
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 47
US SMB Partner
Insider Community
Offers & incentives in market
47
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 48
Eligible
Customers,
Licensing &
Order Types
• Customer: All Commercial & Public Sector customers
• License Types: Cloud Solution Provider (CSP) only
• Order Types: New CSP Subscriptions with Windows 10 Enterprise E3/E5 per User licenses
Deal Eligibility
& Thresholds
• Incentives are awarded on all eligible deals up to 20,000 users/licenses per customer
• There is no maximum or cap on partner earnings for the campaign, other than the per deal caps stated above.
• No rebate registration required
• No minimum threshold required for rebate award
• If a combination of Windows 10 Enterprise E3 and E5 are purchased on one agreement/order, we will award the E5 seats ($10) first and then the
E3 ($5) seats up to the 20K seat cap per customer.
Incentive
award details
• Windows 10 Enterprise E3 per User license: $5
• Windows 10 Enterprise E5 per User license: $10
• For this campaign, the maximum $ paid for a Windows 10 Per User license =$10
• Excludes Secure Productive Enterprise (SPE) and any offer that includes the following components: Office 365, Enterprise Mobility Plus Security
(EMS), and Windows 10
Calculation Details: CSP incentive award is based on license count per subscription.
• Period 1 (December): Total per User licenses purchased in December 2016 according to Microsoft’s sales system of record.
• Period 2 (Jan 2017-March 2017): Average per User licenses purchased across the 3 months in the quarter according to Microsoft’s sales system
of record.
• Period 3 (April 2017 – June 30, 2017): Average per User licenses purchased across the 3 months in the quarter according to Microsoft’s sales
system of record.
• $5/Windows E3 Per User licenses
• $10/Windows E5 Per User licenses
Windows 10 Enterprise E3/E5 CSP Incentive
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 49
NOV. 1 2016 TO FEB. 28 2017
US, UK, EUROPE
PSTN CONFERENCING ADD-ON ($4 per user per mth)
COMMERCIAL (CSP Direct & Indirect only)
Skype Plan 2 $5.50 per mthBusiness Essentials $5 per mthBusiness Premium $12.50 per mthE1 $8 per mthE3 $20 per mth
CAMPAIGN PAYOUT*:
NO REGISTRATION REQUIRED
PAYOUT: THROUGH A WIRE TRANSFER AT THE END OF THE CAMPAIGN
THE FIRST 150K SEATS WILL RECEIVE US$5 PER SEAT FOR EACH PSTN CONFERENCING ADD-ON SEAT SOLD BETWEEN NOVEMBER 1 AND FEBRUARY 28 2017
Current Channel availability for E5
Distributor CSP Indirect
E5 Unified SKU($35)
PSTN Conferencing add-on ($4)
PSTN Calling add-on ($12/$24)
Ingram Available Available Available
Synnex Available Available Available
Tech Data Available Available Available
D&H Available Manual Manual
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 51
US SMB Partner
Insider Community
Training and events
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 52
Day 1: Maximize Your Cloud Opportunity with Hybrid IT
Are you taking full advantage of the hybrid cloud opportunity with your customers? Is Azure coming
up more and more in your customer conversations? Are your customers looking for a secure and
efficient cloud solution? Join our experts at this free, one-day SMB Live session and see how you too
can be that market leader.
What you will take away from this training:
• Simple ways you can create a differentiated Cloud offering, including developing repeatable
solutions to grow your profitability by learning how successful partners are:
• building a Cloud Infrastructure or Azure Hybrid IT practice to protect customers, while
increasing recurring revenues.
• leading with security solutions leveraging Enterprise Mobility + Security (EMS)
• How to align your sales process to the new Cloud customer buying behaviors and proven ways to
maximize your revenue from your existing customer base.
• See how new Microsoft business productivity tools can help you drive new and recurring profits.
Hear what’s new with Windows 10 Enterprise Subscription E3 for CSP, Microsoft Dynamics 365 for
Financials, SQL & Windows Server 2016 and Office 365 E5 (Skype Telephony).
What Organizations should attend:
Experienced Cloud partners who are interested in developing a new or current cloud practice
beyond Office 365 with Microsoft Azure Hybrid IT solutions.
Who from the organization should attend Day 1?
Business leads, sales, marketing, and/or technical business decision-makers.
Day 2: Azure – Spec, Price, & Bid your Microsoft Cloud Solutions
Learn how to differentiate yourself from your competitors using Azure Hybrid cloud solutions and
scalable workloads. This one-day technical hands on training will provide you with the tools and skills
necessary to develop and manage your cloud practice; easily spec and estimate monthly Azure costs
and learn how powerful Azure Migration offerings from other partners can help move your
customers to the cloud.
What you will take away from this training:
• Technical Readiness – How to develop and deploy core Azure workloads with hands-on training
configuring Business Continuity solutions and Business Operations
• Accurate Azure Price Forecasting – Learn how to present an AZURE solution with the use of
detailed pricing structures and scenarios.
• Understanding the Azure Solution Profitability – Review and understand the profitability potential
with a view to near and long term customer relationships.
• New and Existing Customer Assessment and Migration Resources - Resources to help you analyze
your current customer base and begin migrations immediately to Azure.
What Organizations should attend:
Experienced Cloud partners who are interested in developing a new or current cloud practice
beyond Office 365 with Microsoft Azure Hybrid IT solutions
Who from the organization should attend day 2?
Business / Technical Decision Makers, Pre / Post sales Technical Roles.
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 53
What did you like most about SMB Live?
“Very good content,
better ways to present
to the customer, great
partner engagement
recommendations.”
“Getting insider info
directly from the Microsoft
team. Getting myself out
of the office and away
from the daily distractions
to give my full attention to
a live training event”
“Jumpstart into EMS and
Azure. Not terribly
familiar with either and
this was a good
launching point to
finding out about
available services.”
“How to package
products (Azure &
EMS) for reselling to
clients. Some great
insights!”
“Just understanding
more about Azure,
EMS, and Microsoft
Cloud offerings we are
working to ramp up
aggressively.”
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 54
US SMB Partner
Insider Community
Cloud resources
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 55
Partner Incentives for Cloud & Data Platform complete view
EMS Everywhere
Enterprise Mobility Suite
Azure Everywhere &
Assessment
Microsoft Azure
Azure Everywhere for SMB
Microsoft Azure
1
2
A Partner-led customer engagement
designed to drive consumption of the
first or incremental Azure Workloads.
Gold and Silver Cloud Platform
Competency
A Partner-led customer engagement
designed to drive consumption of the
first or incremental Azure Workload in
SMB Customers.
All Partners
$3000 for EMS POC
Gold and Silver Cloud Platform, Cloud
Productivity or EMM Competency
Description
4 Day Workshop (or similar) and
consumption planning session
designed to drive Azure Consumption
1-4 Day Workshop and consumption
planning session designed to drive
consumption of first Azure Workload
Demonstrate the potential value to
customer of Enterprise Mobility Suite
through Proof-of-concept
Activities
$5k per engagement.Enhanced funding levels of $10k & $20k
available for higher value opportunities;
add 2K for a consumption assessment
$1500 - $3000 Per Workshop
$3000 per Customer Engagement
Amounts & POE
3
Request funding and find full offer details through the Partner Investment Engine (PIE)
Help and Support: for all offers available from [email protected]
Visual Studio Everywhere
Visual Studio
Data Platform Everywhere.
SQL 14/16, Azure SQL DB, R-Server,
Datazen, Cortana Intelligence Suite
4 Assessment & POC
Gold and Silver Data Platform
Competency
$3000 for a 1 to Many Customer
Workshop
Gold and Silver ALM Competency
Through Assessment and POC, provide
the customer with a detailed readiness
report and executive proposal with
actionable recommendations & proof of
concept
Demonstrate the potential value to
customer of Visual Studio through a 1
to Many Workshop
Up to $6k per Customer Engagement
$3000 Per Workshop5
Target Customers
Managed Customers in all
Segments
Any SMB Customer with Azure
Consumption Potential over $1k
per month
All Customer Types
All Customer Types
All Customer Types
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 56
Resources to help you on your cloud journey
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 57
US SMB Partner
Insider Community
Marketing resources
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 58
Insider Community | We’re here to help
Stay in the know
Become an Insiderhttp://aka.ms/JoinSMBInsider
Regional monthly calls
Weekly emails Monthly
newsletter
Training & Resources
Bundle & Brand cloud solutions
Azure DRIP campaign
Project LeadGen
Stay Connected
LinkedIn – Insider Joe
http://aka.ms/InsiderJoeonLinkedIn Twitter - Insider
Joehttp://aka.ms/smbij Yammer grouphttps://www.yammer.com/msuspartner
Download Insider Call Calendar Reminders
East Region9:00 AM ET
Central Region10:00 AM CT
West Region10:00 AM PT
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 59
Marketing SureStep Office Hours
59
Marketing SureStep Office Hours
Every Thursday – 3:30 PM ET
Get your questions answered on marketing topics
such as:
Marketing best practices
Content marketing
Social selling
MCC
RTG
https://aka.ms/fy17mssofficehours
Join Marketing SureStep Yammer
Follow us on Facebook
Microsoft Partner Confidential
https://partner.microsoft.com/en-us/marketing/surestep
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 60
US SMB Partner
Insider Community
Microsoft Partner Network resources
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 61
Connect with usRead
Blog posts re-iterate key messages Microsoft would like to convey to our partners and also present available resources to you in one place.
MPN 101: Three things we recommend for every US Partner
Engage
Request your invitation to the US Partner Community Yammer network, then join the MPN 101 group and other groups relevant to your areas of interest.*
aka.ms/uspyammer
@msuspartner
facebook.com/msuspartner
Subscribe
Find out what’s new for Microsoft partners in our weekly updates. Subscribe and receive notifications of new posts by email.
aka.ms/uspnewsletter
* If you’re not already a member of Yammer, start here
Get started
Essentials. Use these resources to build your business as a new Microsoft partner and get the most from your membership.
aka.ms/mpnessentials
Participate
The US Partner community has a series of MPN 101 calls – find out what was covered in the past and what’s coming up next.
aka.ms/usmpn101calls aka.ms/uspstayinformed
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 62
How to Submit a Signature Cloud Support Incident
62
In the “Welcome to Microsoft Partner
Signature Cloud Support” page, click
the “Submit a service request online”
link next to the Microsoft Dynamics
CRM logo.
In the “Welcome to Microsoft Partner
Signature Cloud Support” page, click
the “Submit a service request online”
link next to the Microsoft Azure logo.
In the “Welcome to Microsoft Partner
Signature Cloud Support” page, click
the “Submit a service request online”
link next to the Microsoft Dynamics
CRM logo.
Dynamics
CRM
Online
Microsoft
Azure
Microsoft
Office 365
Enter at Gold level
at a reduced fee
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 63
How to Access Your Benefits?
63
https://mspartner.microsoft.com/en/us/Pages/Support/get-support.aspx
1. Get Help
2. Get Cloud Support
3. View Support Activity
1
2
3
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 64
US SMB Partner
Insider Community
Find & Register for Online Technical Training
Build your technical presales & deployment capabilities with technical training from Partner Technical Services
Microsoft Azurehttp://aka.ms/PartnerTechnicalServicesAzure
Microsoft Office 365http://aka.ms/PartnerTechnicalServicesO365
Microsoft Dynamics CRM Onlinehttp://aka.ms/PartnerTechnicalServicesCRMOnline
Microsoft Windows 10 &
Enterprise Mobility Suite (EMS)http://aka.ms/PartnerTechnicalServicesWin10EMS
Learn more about your technical support benefits*
Technical presales and deployment services
Compare partner support offerings
Microsoft Partner Support Offerings
*Requires access to the Microsoft Partner Network portal. To associate to your organization’s MPN account, follow the steps at http://aka.ms/SimplifiedAssociation.
Boost partner transformation to the cloud with technical training designed to help partners win more deals, accelerate deployment
and increase consumption– now available at NO COST!
Contact North America Partner Assistance (NAPA) for additional support
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 66
Find technical training1. Visit http://aka.ms/TechnicalTraining. From the Technical
training section, select the technology of interest (e.g. Microsoft Azure.)
You will be redirected to the landing page of all technical training available for Microsoft Azure.
2. Select a specific training title to open up the description, agenda and available schedules.
Register for technical training1. From the specific training page, find the schedule that works best
for you and select the registration link.
You will be redirected to the Microsoft Events website.
2. Sign in or create an account to register for an event. Important: When registering for an event, be sure to include your partner organization’s MPN ID.
Build your technical presales & deployment capabilities with technical training from Partner Technical Services
http://aka.ms/TechnicalTraining(MPN > Support > Services > Technical presales and deployment)
Microsoft Azure - http://aka.ms/PartnerTechnicalServicesAzure Microsoft Dynamics CRM Online - http://aka.ms/PartnerTechnicalServicesCRMOnline
Microsoft Office 365 - http://aka.ms/PartnerTechnicalServicesO365 Microsoft Windows 10 & Microsoft Enterprise Mobility Suite - http://aka.ms/PartnerTechnicalServicesWin10EMS
Technical training web shortcuts
Microsoft Partner Confidential. All Offers and Incentives subject to T&Cs 67
© 2017 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it
should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES,
EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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