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Partner Engagement Process
Partner
Assessment1 Partner-led
offer2 P&L Impact3Partner
Planning
WB4 Business
Plan Dev.5
Existing Revenue StreamsGross Revenue
($)Gross Margin (%)
Professional Services, Project Based (one-time) $5,324,000 35.0%
Reselling - Microsoft Software (one-time) $665,500 15.0%
Managed Services - Contracted Support (recurring) $133,100 45.0%
n/a $0 0.0%
n/a $0 0.0%
n/a $0 0.0%
n/a $0 0.0%
sub totals/averages $6,122,600 33.0%
New Revenue Streams
Reselling - Microsoft Subscriptions (recurring) $300,000 20.0%
Own IP Licenses - Cloud Subscriptions (recurring) $200,000 70.0%
Managed Services - Contracted Support (recurring) $100,000 45.0%
sub totals/averages $600,000 40.8%
Total Revenue $6,722,600 33.7%
COGS $4,454,480
Operating Expenses $
Sales $450,000
Marketing $350,000
R&D $150,000
G&A $690,000
Total Operating Expenses $1,640,000
EBITDA ($) $628,120
EBITDA (%) 9.3%
Tomorrow
Based on your Business Plan, what do you expect your revenue composition and
margin structure to look like in 3 year's time?
Interpreting the Partner
Profile Assessment
Understanding the
Economic Model
Building Partner-Led Offers Partner Planning
Whiteboard
Next Steps….
Our Focus….
Changing Buyer Behavior Partner Marketing &
Messaging Assessment
Adjusting the Sales Motion
Workshop Objectives…
Primary Challenges…
ExerciseExercise
Top 3 Objectives
http://neuralimpact.ca/pdm-marketing-content/
Workshop Files
IP Staircase
Labeled
bundles
Full functional
solutionsPackaged
extensions
Full vertical
solutions
Complexity/Cost/Revenue Potential
Diffe
rentiatio
n/C
ust
om
er
Valu
e/U
sag
e
POTENTIAL ISV PARTNERING
Partner Progression – Labelled Bundle
IT Support
IT Consulting
Office 365, SharePoint
Online, EMS, Delve
Financial Impact – Labelled Bundle
39.7%
23.5%
Average Gross Margin Average Annual Revenue Growth
Source is CloudSpeed Realities on the Ground Study 2017
Managed
Services
(Contracted
Support)
Traditional
Professional
Services (Project
Based)
Cloud
Subscription
Reselling
Partner Progression – Packaged Extension
Unlimited Support Services for
Cost-Effective IT Management
Connectors to outside
databases, and Industry-
specific Dashboards
Office 365, Power BI,
Azure
Financial Impact – Packaged Extension
Managed
Services
(Contracted
Support)
Partner Own IP
Subscriptions
Traditional
Professional
Services (Project
Based)
Cloud
Subscription
Reselling
40.6%
24.3%
Average Gross Margin Average Annual Revenue Growth
Source is CloudSpeed Realities on the Ground Study 2017
Partner Progression – Functional Solution
CRM Online Sales Methodology
to Ensure Timely Lead Transfer
and Disposition
Standardized, Cloud-Based Content Repository and Workflows to Automatically Tailor RFP and Proposal Content
Office 365,
CRMOL, SP Online
Financial Impact – Functional Solution
44.1%
27.6%
Average Gross Margin Average Annual Revenue Growth
Source is CloudSpeed Realities on the Ground Study 2017
Managed
Services
(Contracted
Support)Partner Own
IP
Subscriptions
Traditional
Professional
Services (Project
Based)
Cloud
Subscription
Reselling
Partner Progression – Vertical Solution
Training videos and support
Re-useable code “library” derived from past projects, Nintex workflows, AI bot
Office 365, Power BI,
Yammer
Financial Impact – Vertical Solution
48.6%
31.6%
Average Gross Margin Average Annual Revenue Growth
Source is CloudSpeed Realities on the Ground Study 2017
Managed
Services
(Contracted
Support)
Partner Own
IP
Subscriptions
Traditional
Professional
Services (Project
Based)
Cloud
Subscription
Reselling
Place each of your managed partners into one of the five IP staircase steps.
ExerciseExercise
IP Staircase Segmentation
Services
$
$
$
$
$
$
Consult Design Implement Integrate Maintain Manage Adopt
Project
Services
Optimization
Services
Selection
Services
Cloud Services
Selection Services
External
Industry Drivers
(Why)
Business
Challenge
($/Risk=Why)
Operational
Limitation
(How)
New Capability
(How)
Solution
Elements &
Service
Offering (What)
Professional Services Solution Matrix
Industry DriverBusiness
Challenge
Operational
LimitationNew Capability
Microsoft Cloud
Solution Set
Growing Economy:
Private sector funding
large capital projects.
Managing larger,
more complex
projects. Greater
project risk.
Sharing and editing
critical project
documentation
across large,
geographically
diverse project teams.
Project documentation stored
on a shared project site.
Whiteboard with Skype for
project solutioning.
Approvals workflow for
estimates, change orders.
Online RFP, project plan and
estimate review.
Office 365
SharePoint for
Engineering
(partner IP)
Skype for
Business
Document
version control.
Document
management
assessment.
Exercise
IP Staircase Segmentation
Team Creation:
Organize into teams of four (maximum) based on partner focus:
Starting P&L
Lunch
Marketing Assessment
Differentiation 2.0
Product advantage
Pricing advantage
Geographical advantage
People advantage
Industry/vertical
solutions
Knowledge advantage –
new information
Simplicity
Safety (limited risk)
Logical Differentiation
Emotional Differentiation
Behavioral Economics
Primacy AnchoringPrematureCognitive
Commitment
ConfirmationBias
ConsistencyPrinciple
Recency
5%Conscious
Logical
95%Unconscious
Intuitive
Decision Making is Nonconscious
Buyer 2.0
Get Found Convert NurtureTriage
Industry Focus
Thought Leadership
SEO, SEM, Social
Digital Engagement
Calls-to-Action
High Value Offers
Deliver Value
Engagement
Communications
Build Relevance
Remain in Conscience
CRM/Automation
Four Marketing Disciplines….
Tribal Engagement
Tribal Engagement
Content needs to be specific & relevant to the individual
Persona Engagement
Greater productivity
Improve customer satisfaction
Better visibility
Scalable
Manageable
Reliable
Powerful
Easy to use
Dynamic
Business software
World leader
Market leader
Best-in-class
Best-of breed
Cost effective
End-to-end solution
Increase revenues
Reduce costs
Competitive
advantage
Mission critical
Award winning
Value add
Best
Unique
Great
Innovative
Exclusive
Business solutions
Collaboration
Language Engagement
Emotional Engagement
Emotional Engagement
70% of the population is primarily visual
Moving pictures evoke emotions.
25% of brain activity is involved in visual processing
70% of the body’s sense receptors are in the eyes
Visual Engagement
What is the cloud? Where is the cloud? Are we in the cloud now? These are all
questions you've probably heard or even asked yourself. The term "cloud
computing" is everywhere.
In the simplest terms, cloud computing means storing and accessing data and
programs over the Internet instead of on your computer's hard drive. The cloud is
just a metaphor for the Internet. It goes back to the days of flowcharts and
presentations that would depict the gigantic server-farm infrastructure of the
Internet as nothing but a puffy, white cumulonimbus cloud, accepting connections
and doling out information as it floats.
What cloud computing is not about is your hard drive. When you store data on or
run programs from the hard drive, that's called local storage and computing.
Everything you need is physically close to you, which means accessing your data is
fast and easy for that one computer or others on the local network. Working off
your hard drive is how the computer industry functioned for decades; some would
argue it's still superior to cloud computing, for reasons I'll explain shortly.
The cloud is also not about having a dedicated network attached storage (NAS)
hardware or server in residence. Storing data on a home or office network does not
count as utilizing the cloud. (However, some NAS will let you remotely access things
over the Internet.
Simplicity
Simplicity
Digital Engagement Gap:
Review the website of your most industry-focused managed partner.
Identify evidence of tribal, persona and emotional engagement.
✓Tribal Engagement
✓Persona Engagement
✓Language Engagement
✓Emotional Engagement
✓Visual Engagement
✓Simplicity
ExerciseWorkbook Exercise
Digital Engagement Gap
Interactivity drives engagement - PowerPoints?Extends interaction time
Engages the limbic/emotional brain
Picture superiority effect10% recall after 1 week (auditory delivery)
65% to 70% recall with visual image
88% of executive prefer dialogue to PP (Forrester)
Reading & listening creates confusion
Visual channel > auditory channel
Progressive DisclosureSurprise = Novelty
Brains are drawn to Novelty (survival mechanism)
Stimulates: attention, emotion, reward circuits (embeds memory)
Why Whiteboard
FY18 Partner Business
Plan Template
Contoso Systems Inc.
Apps and Infrastructure
Practice/
SolutionPractice building blocks
Cloud
Infrastructure
and
Management
Hybrid Networking
Hybrid Storage
High Performance Computing
Data Center Transformation
Windows Server Apps on Azure
Extending Azure with
Azure Stack
Development and Test +
DevOps
SAP on Azure
Red Hat on Azure
Hybrid Infrastructure Security
and Management
Backup, Archive, and DR
Application
Innovation
DevOps
Customer Facing – Digital
Marketing
Customer Facing – Mobile
Customer Facing –
Transactional
Apps/eCommerce
Customer Facing – Gaming
Customer Facing – Media
App Modernization and
Integration
Modern Workplace
Practice/
SolutionPractice building blocks
Collaboration
Modern Collaboration and
Effective Teamwork
Employee Engagement and
Empowerment
First Line Workers
Modern
Desktop
Modern Desktop Deployment
Modern Desktop Managed
Services
Security and
Compliance
Enterprise-level Identity
protection
Control and protect
information
Regulatory compliance
Proactive attack detection and
prevention
Cloud Voice
Meetings with PSTN dial-in
Cloud PBX enablement
Business Applications
Practice/
SolutionPractice building blocks
Customer
Engagement
Customer Service
Field Service
Project Service Automation
Sales
Operations
Talent Management
Retail
Finance and Operations
Business Apps
Finance and Operations
Sales
Marketing
Data and AI
Practice/
SolutionPractice building blocks
Data Platform
and Analytics
Data Platform Modernization
and Mission Critical
Applications
Oracle Migration to SQL/Azure
Data Warehousing and Big
Data
Business Analytics and AI
Modern Business Intelligence
IoT PaaS Solutions
IoT SaaS Solutions
Practices/Solutions and Building Blocks
Industry/Horizontal Solutions
Build-With Plan
Solution Areas Practices
Modern
Workplace
Business
Applications
Apps & Infra
Data & AI
Collaboration
Modern Desktop
Security and compliance
Cloud Voice
Customer Engagement
Operations
Business Apps
Cloud Infrastructure and Management
Application Innovation
Data Platform & Analytics
KEY SOLUTIONS/ PLAYS INVESTMENTS
Modern Collaboration & Effective Teamwork: Records Management
(existing)
Modern Desktop Managed Service (existing)
Security & Compliance: Regulatory Compliance: Compliance & Security
Suite for Manufacturing (new)
1. Partner Gives: $135,000
2. CIF: $5,000
3. MDF: $12,000
N/A
Hybrid Storage: (existing)
Data Center Transformation: (existing)
Extending Azure with Azure Stack: (existing)
1. Partner Gives: CSA Resource FTE
2. CIF: $0
3. MDF: $15,000
Oracle Migration to SQL/Azure (existing)
IoT PaaS Solutions: IoT Remote Monitoring & IoT Predictive
Maintenance: Silent Witness Remote Monitoring (new)
1. Partner Gives: $100,000
2. CIF: $5000
3. MDF: $15,000
Joint Priorities and Big BetsPriority / Big Bet Description Expected Outcome &
Business Impact
Key Milestones
Timeline
(Month/Quarter)
Investments & Resources
Needed
4 new customer adds in
FY18 with average deals
size of $125K services
and $10K MRR.
Beta release to
foundation customer
11/17
GA release 01/18
Food & Beverage
version GA in FY19
Partner: Dedicated product
manager (contract)
PTS to confirm architecture.
Partner: $1M marketing budget
$145K website budget
MSFT: PMA to confirm/support
industry messaging.
2 new customer adds in
FY18 with average deals
size of $100K services
and $12K MRR.
Beta release to
foundation customer
11/17
GA release 02/18
Partner : IoT specialist FTE
MSFT: Advanced Analytics TSP to
validate architecture.
Review your Partner Profiling Assessment Identify current solution & practice portfolio Brainstorm new “safe” and “stretch” cloud practices
Determine joint investments & impact metrics
Brainstorm recommended marketing, sales and resource investments.
45 minutes to prepare….
One team from each partner profile delivers a planning whiteboards to the leadership team
30 minutes to facilitate
ExerciseTeam Exercise
Partner Planning WB
https://ubcbusiness.qualtrics.com/jfe/form/SV_0jpFp9OrLjjKWcB
• Expedite partner time to building profitable cloud practices
• Drive Cloud Platform consumption
By providing a step-by-step journey to start, grow or optimize a profitable practice
Download all of the playbooks and research findings at https://aka.ms/practiceplaybooks
aka.ms/cloudsecurityplaybook aka.ms/dataplatformplaybook
aka.ms/cloudappdevplaybook aka.ms/cloudinfraplaybook
What ‘landed’ today?
Take AwaysExercise
Key Learning Elements
