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Microsoft Confidential
The Power of Microsoft Partnership
Microsoft Confidential
Guy Gregory ndash Partner Technology Strategist MicrosoftChris Chandler ndash Microsoft Alliance Manager Grey Matter
Mathew Batterbee ndash SureStep Business Development Manager MicrosoftOliver Gardener ndash SureStep Business Development Manager Microsoft
The Power of Microsoft Partnership
2272019 6SMB Cloud Journey | Microsoft Confidential Shared under the terms of your Microsoft NDA
Market Research ndash SMBMidmarket Customers
6
Large SMBs are most cloud-forward 50 plan to migrate workloadsapps within 12 months
Small SMBs 1-24 employeesMedium SMBs 25-74 employeesLarge SMBs 74-249 employees
WORKLOAD LANDSCAPE
EOS AWARENESSOFFERS amp INCENTIVES
MOTIVATORS amp BARRIERS
COMPETE
PARTNERS FOR CLOUD
1 motivator for cloud adoption is cost optimization with 63 of SMBs ranking it in their top 5 motivators
1 barrier to cloud adoption is estimating costs with 36 of SMBs ranking it in their top 5 concerns
GOING TO CLOUD within 12 monthshellip
Small SMBs Med SMBs Large SMBs
DRBCP Legalcompliance Marketing
Identity Marketing apps Supply chain inventory
Sales apps DRBCP Identity
Across all SMBshellip
WSSQL 2008R2
of SMBs want to work with a strategic partner with technical expertise
of SMBs expect partners to assist with migration amp upgrade
64
62
Overall the majority of SMBs are interested in working with a partner in all areas of cloud resources
Most popular offer to drive SMBs to use more cloud Free migration assessment Appealing to 49 of SMBs Relevant to 45 of SMBs Likely to prompt seeking
more info for 44 of SMBs Likely to increase migration
intent for 39 of SMBs
Second most popular Right to run server software on-prem
When choosing a cloud provider SMBs care about brand trust amp ability of solutions to work for the org
There is opportunity for Azure to make its mark as a business solution provider 2
1
CHOOSING A CLOUD PROVIDER
1 Ease of use and management2 Cost of hardware3 Productsservices4 Customer support
72 of small orgs especially have ease of use top of mind
DID YOU KNOWhellip
bull Over 80 of SMBs believe bundling cloud services with server hardware increases their purchase consideration
bull 48 of large SMBs participate in trials but 81 of small SMBs do not in turn making them less informed and confident about committing to cloud-based solutions
Microsoft Partner Business Models - Today
SPLA
Microsoft
Customer
LSP
Microsoft
Customer
SPLA Reseller
Reseller
Open
Microsoft
Customer
Distributor
Reseller
Indirect CSP
Microsoft
Customer
Indirect Provider
Reseller
EA
Microsoft
Customer
LSP
MPSA Direct CSP
Microsoft
Customer
Direct Provider
19 LSPs 650 Partners
19 SPLA-R 48 Indirect 3 Distributors
1750 Resellers 8000 Resellers 1200 Resellers
httpsakamsmoderncommerce
Microsoft Partner Business Models - Future
Indirect CSP
Microsoft
Customer
Microsoft
Customer
Indirect Provider
Reseller
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer
Direct Provider
Microsoft Partner Business Models ndash Future (GM)
Indirect CSP
Microsoft
Customer
Microsoft
Customer
Grey Matter
Reseller (ISV)
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer (ISV)
Grey Matter
Microsoft Partner Business Models ndash Future (GM)Indirect CSP
Microsoft
Customer
Microsoft
Customer
Grey Matter
Reseller (ISV)
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer (ISV)
Grey Matter
Azure MarketplaceCloud developers amp IT pros
AppSourceBusiness users
Partner CenterOther Microsoft partners
Grey Matter GMCirrusCustomers amp other ISVs
Source Forrester Consulting on behalf of Microsoft June 2017
Adoption of application marketplaces by organizations will likely rise from 29 to 75in 2 years
Growing your ISV Business with SaaS
httpsakamsisvsaasplaybook
Microsoft Confidential
Chris Chandler ndash Microsoft Alliances Manager Grey Matter
Grey Matter Partnership Overview
Sell-to
Partnership with Grey MatterOur partnering journey
ISVPartnerDay2019
Sell-to
Build-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
Sell-to
Build-with
Sell-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Technical Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Partner Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
Microsoft Confidential
Oliver GardnerMathew Batterbee
Microsoft Partnership Overview
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Microsoft Confidential
Guy Gregory ndash Partner Technology Strategist MicrosoftChris Chandler ndash Microsoft Alliance Manager Grey Matter
Mathew Batterbee ndash SureStep Business Development Manager MicrosoftOliver Gardener ndash SureStep Business Development Manager Microsoft
The Power of Microsoft Partnership
2272019 6SMB Cloud Journey | Microsoft Confidential Shared under the terms of your Microsoft NDA
Market Research ndash SMBMidmarket Customers
6
Large SMBs are most cloud-forward 50 plan to migrate workloadsapps within 12 months
Small SMBs 1-24 employeesMedium SMBs 25-74 employeesLarge SMBs 74-249 employees
WORKLOAD LANDSCAPE
EOS AWARENESSOFFERS amp INCENTIVES
MOTIVATORS amp BARRIERS
COMPETE
PARTNERS FOR CLOUD
1 motivator for cloud adoption is cost optimization with 63 of SMBs ranking it in their top 5 motivators
1 barrier to cloud adoption is estimating costs with 36 of SMBs ranking it in their top 5 concerns
GOING TO CLOUD within 12 monthshellip
Small SMBs Med SMBs Large SMBs
DRBCP Legalcompliance Marketing
Identity Marketing apps Supply chain inventory
Sales apps DRBCP Identity
Across all SMBshellip
WSSQL 2008R2
of SMBs want to work with a strategic partner with technical expertise
of SMBs expect partners to assist with migration amp upgrade
64
62
Overall the majority of SMBs are interested in working with a partner in all areas of cloud resources
Most popular offer to drive SMBs to use more cloud Free migration assessment Appealing to 49 of SMBs Relevant to 45 of SMBs Likely to prompt seeking
more info for 44 of SMBs Likely to increase migration
intent for 39 of SMBs
Second most popular Right to run server software on-prem
When choosing a cloud provider SMBs care about brand trust amp ability of solutions to work for the org
There is opportunity for Azure to make its mark as a business solution provider 2
1
CHOOSING A CLOUD PROVIDER
1 Ease of use and management2 Cost of hardware3 Productsservices4 Customer support
72 of small orgs especially have ease of use top of mind
DID YOU KNOWhellip
bull Over 80 of SMBs believe bundling cloud services with server hardware increases their purchase consideration
bull 48 of large SMBs participate in trials but 81 of small SMBs do not in turn making them less informed and confident about committing to cloud-based solutions
Microsoft Partner Business Models - Today
SPLA
Microsoft
Customer
LSP
Microsoft
Customer
SPLA Reseller
Reseller
Open
Microsoft
Customer
Distributor
Reseller
Indirect CSP
Microsoft
Customer
Indirect Provider
Reseller
EA
Microsoft
Customer
LSP
MPSA Direct CSP
Microsoft
Customer
Direct Provider
19 LSPs 650 Partners
19 SPLA-R 48 Indirect 3 Distributors
1750 Resellers 8000 Resellers 1200 Resellers
httpsakamsmoderncommerce
Microsoft Partner Business Models - Future
Indirect CSP
Microsoft
Customer
Microsoft
Customer
Indirect Provider
Reseller
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer
Direct Provider
Microsoft Partner Business Models ndash Future (GM)
Indirect CSP
Microsoft
Customer
Microsoft
Customer
Grey Matter
Reseller (ISV)
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer (ISV)
Grey Matter
Microsoft Partner Business Models ndash Future (GM)Indirect CSP
Microsoft
Customer
Microsoft
Customer
Grey Matter
Reseller (ISV)
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer (ISV)
Grey Matter
Azure MarketplaceCloud developers amp IT pros
AppSourceBusiness users
Partner CenterOther Microsoft partners
Grey Matter GMCirrusCustomers amp other ISVs
Source Forrester Consulting on behalf of Microsoft June 2017
Adoption of application marketplaces by organizations will likely rise from 29 to 75in 2 years
Growing your ISV Business with SaaS
httpsakamsisvsaasplaybook
Microsoft Confidential
Chris Chandler ndash Microsoft Alliances Manager Grey Matter
Grey Matter Partnership Overview
Sell-to
Partnership with Grey MatterOur partnering journey
ISVPartnerDay2019
Sell-to
Build-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
Sell-to
Build-with
Sell-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Technical Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Partner Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
Microsoft Confidential
Oliver GardnerMathew Batterbee
Microsoft Partnership Overview
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
2272019 6SMB Cloud Journey | Microsoft Confidential Shared under the terms of your Microsoft NDA
Market Research ndash SMBMidmarket Customers
6
Large SMBs are most cloud-forward 50 plan to migrate workloadsapps within 12 months
Small SMBs 1-24 employeesMedium SMBs 25-74 employeesLarge SMBs 74-249 employees
WORKLOAD LANDSCAPE
EOS AWARENESSOFFERS amp INCENTIVES
MOTIVATORS amp BARRIERS
COMPETE
PARTNERS FOR CLOUD
1 motivator for cloud adoption is cost optimization with 63 of SMBs ranking it in their top 5 motivators
1 barrier to cloud adoption is estimating costs with 36 of SMBs ranking it in their top 5 concerns
GOING TO CLOUD within 12 monthshellip
Small SMBs Med SMBs Large SMBs
DRBCP Legalcompliance Marketing
Identity Marketing apps Supply chain inventory
Sales apps DRBCP Identity
Across all SMBshellip
WSSQL 2008R2
of SMBs want to work with a strategic partner with technical expertise
of SMBs expect partners to assist with migration amp upgrade
64
62
Overall the majority of SMBs are interested in working with a partner in all areas of cloud resources
Most popular offer to drive SMBs to use more cloud Free migration assessment Appealing to 49 of SMBs Relevant to 45 of SMBs Likely to prompt seeking
more info for 44 of SMBs Likely to increase migration
intent for 39 of SMBs
Second most popular Right to run server software on-prem
When choosing a cloud provider SMBs care about brand trust amp ability of solutions to work for the org
There is opportunity for Azure to make its mark as a business solution provider 2
1
CHOOSING A CLOUD PROVIDER
1 Ease of use and management2 Cost of hardware3 Productsservices4 Customer support
72 of small orgs especially have ease of use top of mind
DID YOU KNOWhellip
bull Over 80 of SMBs believe bundling cloud services with server hardware increases their purchase consideration
bull 48 of large SMBs participate in trials but 81 of small SMBs do not in turn making them less informed and confident about committing to cloud-based solutions
Microsoft Partner Business Models - Today
SPLA
Microsoft
Customer
LSP
Microsoft
Customer
SPLA Reseller
Reseller
Open
Microsoft
Customer
Distributor
Reseller
Indirect CSP
Microsoft
Customer
Indirect Provider
Reseller
EA
Microsoft
Customer
LSP
MPSA Direct CSP
Microsoft
Customer
Direct Provider
19 LSPs 650 Partners
19 SPLA-R 48 Indirect 3 Distributors
1750 Resellers 8000 Resellers 1200 Resellers
httpsakamsmoderncommerce
Microsoft Partner Business Models - Future
Indirect CSP
Microsoft
Customer
Microsoft
Customer
Indirect Provider
Reseller
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer
Direct Provider
Microsoft Partner Business Models ndash Future (GM)
Indirect CSP
Microsoft
Customer
Microsoft
Customer
Grey Matter
Reseller (ISV)
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer (ISV)
Grey Matter
Microsoft Partner Business Models ndash Future (GM)Indirect CSP
Microsoft
Customer
Microsoft
Customer
Grey Matter
Reseller (ISV)
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer (ISV)
Grey Matter
Azure MarketplaceCloud developers amp IT pros
AppSourceBusiness users
Partner CenterOther Microsoft partners
Grey Matter GMCirrusCustomers amp other ISVs
Source Forrester Consulting on behalf of Microsoft June 2017
Adoption of application marketplaces by organizations will likely rise from 29 to 75in 2 years
Growing your ISV Business with SaaS
httpsakamsisvsaasplaybook
Microsoft Confidential
Chris Chandler ndash Microsoft Alliances Manager Grey Matter
Grey Matter Partnership Overview
Sell-to
Partnership with Grey MatterOur partnering journey
ISVPartnerDay2019
Sell-to
Build-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
Sell-to
Build-with
Sell-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Technical Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Partner Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
Microsoft Confidential
Oliver GardnerMathew Batterbee
Microsoft Partnership Overview
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Microsoft Partner Business Models - Today
SPLA
Microsoft
Customer
LSP
Microsoft
Customer
SPLA Reseller
Reseller
Open
Microsoft
Customer
Distributor
Reseller
Indirect CSP
Microsoft
Customer
Indirect Provider
Reseller
EA
Microsoft
Customer
LSP
MPSA Direct CSP
Microsoft
Customer
Direct Provider
19 LSPs 650 Partners
19 SPLA-R 48 Indirect 3 Distributors
1750 Resellers 8000 Resellers 1200 Resellers
httpsakamsmoderncommerce
Microsoft Partner Business Models - Future
Indirect CSP
Microsoft
Customer
Microsoft
Customer
Indirect Provider
Reseller
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer
Direct Provider
Microsoft Partner Business Models ndash Future (GM)
Indirect CSP
Microsoft
Customer
Microsoft
Customer
Grey Matter
Reseller (ISV)
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer (ISV)
Grey Matter
Microsoft Partner Business Models ndash Future (GM)Indirect CSP
Microsoft
Customer
Microsoft
Customer
Grey Matter
Reseller (ISV)
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer (ISV)
Grey Matter
Azure MarketplaceCloud developers amp IT pros
AppSourceBusiness users
Partner CenterOther Microsoft partners
Grey Matter GMCirrusCustomers amp other ISVs
Source Forrester Consulting on behalf of Microsoft June 2017
Adoption of application marketplaces by organizations will likely rise from 29 to 75in 2 years
Growing your ISV Business with SaaS
httpsakamsisvsaasplaybook
Microsoft Confidential
Chris Chandler ndash Microsoft Alliances Manager Grey Matter
Grey Matter Partnership Overview
Sell-to
Partnership with Grey MatterOur partnering journey
ISVPartnerDay2019
Sell-to
Build-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
Sell-to
Build-with
Sell-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Technical Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Partner Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
Microsoft Confidential
Oliver GardnerMathew Batterbee
Microsoft Partnership Overview
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
httpsakamsmoderncommerce
Microsoft Partner Business Models - Future
Indirect CSP
Microsoft
Customer
Microsoft
Customer
Indirect Provider
Reseller
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer
Direct Provider
Microsoft Partner Business Models ndash Future (GM)
Indirect CSP
Microsoft
Customer
Microsoft
Customer
Grey Matter
Reseller (ISV)
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer (ISV)
Grey Matter
Microsoft Partner Business Models ndash Future (GM)Indirect CSP
Microsoft
Customer
Microsoft
Customer
Grey Matter
Reseller (ISV)
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer (ISV)
Grey Matter
Azure MarketplaceCloud developers amp IT pros
AppSourceBusiness users
Partner CenterOther Microsoft partners
Grey Matter GMCirrusCustomers amp other ISVs
Source Forrester Consulting on behalf of Microsoft June 2017
Adoption of application marketplaces by organizations will likely rise from 29 to 75in 2 years
Growing your ISV Business with SaaS
httpsakamsisvsaasplaybook
Microsoft Confidential
Chris Chandler ndash Microsoft Alliances Manager Grey Matter
Grey Matter Partnership Overview
Sell-to
Partnership with Grey MatterOur partnering journey
ISVPartnerDay2019
Sell-to
Build-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
Sell-to
Build-with
Sell-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Technical Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Partner Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
Microsoft Confidential
Oliver GardnerMathew Batterbee
Microsoft Partnership Overview
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Microsoft Partner Business Models - Future
Indirect CSP
Microsoft
Customer
Microsoft
Customer
Indirect Provider
Reseller
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer
Direct Provider
Microsoft Partner Business Models ndash Future (GM)
Indirect CSP
Microsoft
Customer
Microsoft
Customer
Grey Matter
Reseller (ISV)
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer (ISV)
Grey Matter
Microsoft Partner Business Models ndash Future (GM)Indirect CSP
Microsoft
Customer
Microsoft
Customer
Grey Matter
Reseller (ISV)
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer (ISV)
Grey Matter
Azure MarketplaceCloud developers amp IT pros
AppSourceBusiness users
Partner CenterOther Microsoft partners
Grey Matter GMCirrusCustomers amp other ISVs
Source Forrester Consulting on behalf of Microsoft June 2017
Adoption of application marketplaces by organizations will likely rise from 29 to 75in 2 years
Growing your ISV Business with SaaS
httpsakamsisvsaasplaybook
Microsoft Confidential
Chris Chandler ndash Microsoft Alliances Manager Grey Matter
Grey Matter Partnership Overview
Sell-to
Partnership with Grey MatterOur partnering journey
ISVPartnerDay2019
Sell-to
Build-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
Sell-to
Build-with
Sell-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Technical Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Partner Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
Microsoft Confidential
Oliver GardnerMathew Batterbee
Microsoft Partnership Overview
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Microsoft Partner Business Models ndash Future (GM)
Indirect CSP
Microsoft
Customer
Microsoft
Customer
Grey Matter
Reseller (ISV)
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer (ISV)
Grey Matter
Microsoft Partner Business Models ndash Future (GM)Indirect CSP
Microsoft
Customer
Microsoft
Customer
Grey Matter
Reseller (ISV)
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer (ISV)
Grey Matter
Azure MarketplaceCloud developers amp IT pros
AppSourceBusiness users
Partner CenterOther Microsoft partners
Grey Matter GMCirrusCustomers amp other ISVs
Source Forrester Consulting on behalf of Microsoft June 2017
Adoption of application marketplaces by organizations will likely rise from 29 to 75in 2 years
Growing your ISV Business with SaaS
httpsakamsisvsaasplaybook
Microsoft Confidential
Chris Chandler ndash Microsoft Alliances Manager Grey Matter
Grey Matter Partnership Overview
Sell-to
Partnership with Grey MatterOur partnering journey
ISVPartnerDay2019
Sell-to
Build-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
Sell-to
Build-with
Sell-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Technical Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Partner Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
Microsoft Confidential
Oliver GardnerMathew Batterbee
Microsoft Partnership Overview
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Microsoft Partner Business Models ndash Future (GM)Indirect CSP
Microsoft
Customer
Microsoft
Customer
Grey Matter
Reseller (ISV)
Self-Serve
Microsoft
Customer
LSP
MS Assisted (EA) Direct CSP
Microsoft
Customer (ISV)
Grey Matter
Azure MarketplaceCloud developers amp IT pros
AppSourceBusiness users
Partner CenterOther Microsoft partners
Grey Matter GMCirrusCustomers amp other ISVs
Source Forrester Consulting on behalf of Microsoft June 2017
Adoption of application marketplaces by organizations will likely rise from 29 to 75in 2 years
Growing your ISV Business with SaaS
httpsakamsisvsaasplaybook
Microsoft Confidential
Chris Chandler ndash Microsoft Alliances Manager Grey Matter
Grey Matter Partnership Overview
Sell-to
Partnership with Grey MatterOur partnering journey
ISVPartnerDay2019
Sell-to
Build-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
Sell-to
Build-with
Sell-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Technical Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Partner Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
Microsoft Confidential
Oliver GardnerMathew Batterbee
Microsoft Partnership Overview
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Source Forrester Consulting on behalf of Microsoft June 2017
Adoption of application marketplaces by organizations will likely rise from 29 to 75in 2 years
Growing your ISV Business with SaaS
httpsakamsisvsaasplaybook
Microsoft Confidential
Chris Chandler ndash Microsoft Alliances Manager Grey Matter
Grey Matter Partnership Overview
Sell-to
Partnership with Grey MatterOur partnering journey
ISVPartnerDay2019
Sell-to
Build-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
Sell-to
Build-with
Sell-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Technical Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Partner Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
Microsoft Confidential
Oliver GardnerMathew Batterbee
Microsoft Partnership Overview
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Growing your ISV Business with SaaS
httpsakamsisvsaasplaybook
Microsoft Confidential
Chris Chandler ndash Microsoft Alliances Manager Grey Matter
Grey Matter Partnership Overview
Sell-to
Partnership with Grey MatterOur partnering journey
ISVPartnerDay2019
Sell-to
Build-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
Sell-to
Build-with
Sell-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Technical Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Partner Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
Microsoft Confidential
Oliver GardnerMathew Batterbee
Microsoft Partnership Overview
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Microsoft Confidential
Chris Chandler ndash Microsoft Alliances Manager Grey Matter
Grey Matter Partnership Overview
Sell-to
Partnership with Grey MatterOur partnering journey
ISVPartnerDay2019
Sell-to
Build-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
Sell-to
Build-with
Sell-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Technical Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Partner Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
Microsoft Confidential
Oliver GardnerMathew Batterbee
Microsoft Partnership Overview
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Sell-to
Partnership with Grey MatterOur partnering journey
ISVPartnerDay2019
Sell-to
Build-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
Sell-to
Build-with
Sell-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Technical Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Partner Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
Microsoft Confidential
Oliver GardnerMathew Batterbee
Microsoft Partnership Overview
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Sell-to
Build-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
Sell-to
Build-with
Sell-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Technical Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Partner Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
Microsoft Confidential
Oliver GardnerMathew Batterbee
Microsoft Partnership Overview
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Sell-to
Build-with
Sell-with
ISVPartnerDay2019
Partnership with Grey MatterOur partnering journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Technical Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Partner Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
Microsoft Confidential
Oliver GardnerMathew Batterbee
Microsoft Partnership Overview
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Technical Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Partner Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
Microsoft Confidential
Oliver GardnerMathew Batterbee
Microsoft Partnership Overview
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Technical Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerBuild-with journey
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Partner Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
Microsoft Confidential
Oliver GardnerMathew Batterbee
Microsoft Partnership Overview
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Partner Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
Microsoft Confidential
Oliver GardnerMathew Batterbee
Microsoft Partnership Overview
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Partner Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
Microsoft Confidential
Oliver GardnerMathew Batterbee
Microsoft Partnership Overview
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
1Recruit
2Awareness
3Nurture
4Engaged
6Upsellcross sell
5Live
Partner Account Management
ISVPartnerDay2019
Grey Matter + Microsoft + PartnerSell-with journey
Microsoft Confidential
Oliver GardnerMathew Batterbee
Microsoft Partnership Overview
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Microsoft Confidential
Oliver GardnerMathew Batterbee
Microsoft Partnership Overview
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Visit httpspartnermicrosoftcom for all your partner needs
bull Competenciesbull Incentivesbull Support bull Learning bull Marketing bull Case Studies bull Networking
All this and much more is available at the Microsoft Partner Network follow the link and get started
Partners make more possible
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Benefits Explanation MPN Action Pack Silver Gold
Cost Annual Subscription Amount Free pound350 pound1300 pound3100
Dev Chat
Get the technical tips you need to get started and successfully build Office 365 Azure and Dynamics 365 apps From architecture and design to deployment implementation and migration chat with a Microsoft support engineer for development tips to quickly resolve programming questions regarding the capability and services of Office 365
Azure and Dynamics 365 (available in English and Mandarin only)
x x x x
Advisor Hours Technical presales and deployment benefits deliver personalized one-to-one guidance from Microsoft partner technical consultants 5 25 50
Signature Support
Microsoft Partner Signature Cloud Support is an exclusive technical benefit that provides qualified cloud competency partners with an elevated level of technical support for select Microsoft cloud products You will receive access to technical
support engineers who will work directly with you have extensive product-specific knowledge and are accountable for driving cases from start to finish
x x
Incentives Cloud Solution Provider (CSP) sellers can earn commercial rebates in FY19 these are variable per strategic product x x
Marketing Resources Go-To-Market (GTM) services provide expert sales and marketing education content and support to help you launch and promote your business x x x
Licenses - IURs Internal Use Rights (IUR) is a cloud services and on-premises software benefit in the Microsoft Partner Network for Microsoft Action Pack subscribers and partners with a
Silver or Gold competencyx x x
Azure Credit (Cloud Platform) Receive Monthly Azure credit - Available to Partners with Action Pack or Silver and Gold Cloud competencies $1200 - $100 per month $100 Per month (+$6000
Bulk PY) $100 PM (+$12000 Bulk PY)
MarketplaceLearn about Azure Marketplace an online applications and services marketplace that enables ISVs from start-ups to enterprises to offer solutions to customers around the
world Marketplace GTM Benefits x x x x
Got any questions Use the Live Chat for additional guidance
Partner Toolkit FY19
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Core Incentives
Check if yoursquore Enrolled here - httpspartnermicrosoftcomen-GBmembershippartner-incentives
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Local Incentives
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Cloud Enablement Desk
What services does the CED provide Guide ISV recruit partners (redirected from ISR) through the
Build GTM and Sell motion
Guide services partners through the Build GTM and Sell motion (Recruit Develop Launch Grow)
Guide partners to build marketing capabilities and become GTM ready
Guide partners to get to SilverGold competency status
Connect with Partner Technical Consultants for deep technical skilling and marketplace readiness
Assist unmanaged partners with Sell-With account set up for co-sell sell eligibility
What is itA team focused on aiding Partners through various Programs such as GTM Competencies and PTC engagements
How do partners access CED
There are 3 avenues for partner entry
1 Pull up from digital (Promotion blade will surface to qualified partners within digital experience)
2 Contact your Indirect Provider Email your provider with the details of your chosen competency and your MPN ID
3 Microsoft referral A member of the Microsoft SureStepTeam can nominate you
Which partners qualify for CED engagementHigh potential non PDM managed partner developing repeatable and scalable apps or solutions
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Cloud Ascent My Insights
Access your data here - httpspartnermicrosoftcomen-gbmembershipreportsmyinsights
Products Covered Opportunity Competitors Expiring Revenue
(OpenEA) Open to CSP Google or AWS
Azure Win Server 2008 End of Support Google or AWSSQL SQL 2008 End of SupportEMS Exchange Modernisation
Microsoft 365 Migration amp UpsellOffice 365 Office Modernisation Google or AWS
Dynamics 365 Current Hardware Estate - Servers amp Devices
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Technical WebcastsFinding the right resource for IT professionals is important browse some of the webcasts found on EventsMicrosoftcom that match your knowledge level
Monthly UpdatesCatch up on the latest news on O365 and M365 and subscribe for new videos on the Microsoft YouTube Channel
Marketing campaigns and collateral Get the latest updates partner readiness materials and marketing campaigns to help take your business to the next levelPartner Training WorkshopsOn demand and UK face to face training events on pre-sales and technical trainingMicrosoft 365 Sales amp Technical Readiness WebinarsOn demand content to help you with M365 opportunities and deployment
Join the Modern Workplace Community Call Missed it Catch up on demand
Modern Workplace - Talking PointsPartner Launchpad - UpdatesWe are pleased to announce updates to Microsoft 365 Partner Launchpadmdasha free selling tool that can help expand partner Modern Workplace selling and marketing capabilities
End Of Support ndash Windows 7 on January 14th 2020 With EOS for Windows 7 fast approaching review your customers options and utilise the supplied resource to support you
Two New M365 Security SKUsLearn about the new compliance and security SKUs available now on M365 amp check out the new Demos available for these offerings
M365 Seat Increase Incentive Earn a potential $20 a seat for M365 uplift in H2 Check out the linked webinars for partner incentives and help you keep up to date
CompetenciesSmall amp Midmarket CloudWant to maximise your opportunity in Modern Workplace Ask your Indirect Provider for more details and support in obtaining a competency Unlock many benefits including but not limited tobull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical
Webcasts bull GTM Support bull Internal Use Rights
Resources amp ToolsDemosMicrosoft Demos website the best location to get the latest demo resources from across Microsoft
Office 365 Training CentreFrom learning the basics to deployment learning check out the training within the training centre
Microsoft Office 365 Road MapExplore the latest updates now and in the future to Microsoft products features and services
Microsoft Fast TrackPlan your cloud deployments with online resources and tools from FastTrack a service thatrsquos included in your eligible Microsoft subscription
Modern Workplace
TeamsWelcome to Microsoft TeamsIf youre new to Teams and want to learn more read on
Microsoft Teams DemosA demo highlighting Microsoft Teams the hub for teamwork in Office 365
Microsoft Teams TrainingWe update this frequently so youll always know about the latest coolest most important Teams training
Microsoft Teams Survival GuideThis Survival Guide aims to gather useful materials bringing together some of the best information about Microsoft Teams all in one place
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Tell us how we can improve Dynamics 365 and help shape the future
Technical Webcastsbull Dynamics 365 Webinar Series The Dynamics 365 Knowledge Series offers a range of online
webinar events covering a variety of topics relevant to your business Gain invaluable information updates and industry insights necessary to support and enhance your day-to-day operations as well as your overall business strategy
bull Dynamics 365 Community Webinars Gain valuable knowledge to support your business to help
you sell more effectively understand the latest updates and learn more about FastTrack enabling you to accelerate your Dynamics 365 deployment with confidence
bull Microsoft Dynamics 365 YouTube Channel Stay up to date with the latest and greatest learn valuable
insights and watch some amazing examples of Dynamics 365 in action with some great playlists that are app specific
bull Technical Journey from Beginner to Expert A suite of technical webinars and one-to-one consultations to
accelerate your technical skillset for Business Applications
bull Dynamics 365 Demos Get started showing your enterprise customers all the exciting
features available in Microsoft Dynamics 365
bull UK Business Applications Partner Community Calls These sessions cover the Business Applications strategy along
with available training and resources to support you in growing your business
Dynamics 365 - Talking Pointsbull What is the Dynamics 365 Partner Opportunity Build knowledge and showcase your capabilities on the Dynamics 365 applications
and Business Central
bull Dynamics CRM Online to Dynamics 365
bull Incenctives SMB Customer add incentives - $2000 per new customer with 15 or more units of
any eligible license
bull Dynamics 365 Latest Releases The enhancements to Dynamics 365 applications in the April rsquo19 release include
hundreds of new capabilities across Sales Marketing Customer Service Portal Field Service Project Service Automation Finance and Operations Talent Retail and Business Central Were adding a new set of mixed reality experiences using Microsoft Layout and Microsoft Remote Assist
Competencies
Want to maximise your opportunity in Dynamics 365 Unlock many benefits including incentives advisory hours signature support GTM support and much more by attaining one of the following Dynamics competenciesbull Cloud Business Applicationsbull Cloud Customer Relationship Managementbull Enterprise Resource Planning
Resources amp Toolsbull Main Dynamics 365 Website Unleash your organisationrsquos potential by breaking down data silos to connect
customers products people and operations
bull Dynamics 365 FastTrack FastTrack is designed to help you move to Dynamics 365 smoothly to deliver
business value faster We offer best practices tools resources and experts committed to making your experience a success
bull Starter Kit Consultations for Microsoft Dynamics 365 Get prepared to address the real-world scenarios you encounter when closing
deals and deploying Microsoft Dynamics 365 solutions with one-to-one technical guidance from Microsoft Partner Technical Consultants
bull Dynamics Learning Portal We offer courses videos exam prep guides and access to workshops that can
help you grow your understanding of Dynamics your clientsrsquo proficiency on the platform and your business
bull Marketing Campaign amp Collateral Get the latest updates partner readiness materials and marketing campaigns to
help take your business to the next level
bull Dynamics 365 Cloud Migration Great resource to support cloud conversations with customers
bull UK Dynamics 365 Community This is the central hub around Dynamics 365 for UK Partners
bull Learning Paths for Customers Learning Path facilitates learning and adoption of Customer Engagement apps
and organizational processes ensures that data is entered and interpreted consistently and reduces errors and support calls generated by users
Dynamics 365 Documentation
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Get Sure with Azure New Webinar Series ndash Disaster Recovery
These technical webinars are delivered by Microsoft PartnerTechnical Consultants the aim is to help partners understandhow to prevent customer data loss and corruption as well asoffer disaster recovery and business continuity
bull Introduction to Azure Site Recovery - Assist customers inbuilding and implementing Business Continuity Planswith Azure Site Recovery
bull Introduction to Azure Backup - Help SMB customersprotect critical data with Azure Backup
Core Learning Paths
bull NEW Commercial Path ndash Learn Business Value of Azure
httpsdocsmicrosoftcomen-gblearnpathslearn-business-value-of-azure
bull Technical ndash Azure Fundamentals
httpsdocsmicrosoftcomen-uslearnpathsazure-fundamentals
Technical Webcasts
Introduction to IAAS
Technical Deep Dive on Hybrid Cloud Infrastructure
Technical Deep Dive on Hybrid Cloud Storage
Technical Deep Dive on Hybrid Cloud Management amp Security
Whats New in Azure Infrastructure as a Service
Azure Talking Points
1 Assessment amp Migration
2 End Of Support ndash Windows Server 2008R2 amp SQL 2008R2
3 Open Licensing to CSP
4 Proof of Concept Funding - $25k (Ends March)
5 SMB Customer Add Incentive - $1000 per new Customer subscription as long as consumption maintains $1000 in June
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Resources amp Tools
Azure Presentations amp Marketing Resources
Azure Cost Calculator
Azure Migrate + Azure Migrate Demo
Azure Templates
Advisor Hours ndash Technical Presales
Training Courses for Azure Certification
Cloud Platform Competency
Want to maximise your opportunity in Azure Ask your Indirect Provider for more details and support in obtaining a competency in Cloud Platform Unlock many benefits including
bull Incentives bull Advisor Hours ndash Access Microsoft consultants and Technical Webcastsbull GTM Support bull Free Azure Credit ndash Up to $12000 for Gold Partnersbull + Many more
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Get Sure with Azure New WebinarsAzure Basics This session is aimed at people who are new to Microsoft Azure and will cover the following topics
bull Overview of Azure services
bull Ways of buying Azure
bull Introduction to Infrastructure as a Service
bull Using the Azure Calculator
bull Managing consumption and spend of Azure services
httpscommerical_licensingeventbuildercom2019_Azure_basics
Azure Licensing Guidance
This session will help attendees to understand the latest licensing guidance from Microsoft in order to help customers buy Azure services through CSP the Enterprise Agreement or the Microsoft Customer Agreement
bull Differences in the agreement requirements
bull Availability of services
bull Transacting the Azure services
bull Managing consumption and spend
bull Customer scenarios recommending the right agreement
httpscommerical_licensingeventbuildercom2019_Azure_licensing_guidance
Microsoft Association of Practicing Architects (MAPA)MAPA - Microsoft Association of Practicing Architects is a global community of Architects who satisfy their customers by building IP and solutions leveraging Microsoft Cloud Services Products and Technologies
The program empowers its members with a community to interact and engage with fellow members all over the globe and also gives them a channel to communicate back to Microsoft Coming with tons of free benefits the program is continuously evolving to become more relevant to its members
This months exclusive webinars
bull Azure Migration ndash Move your on prem resources to the Cloud with ease (21 March)
bull App Modernisation with Platform as a Service (4 April)
bull Reducing time to market with Serverless and Azure functions (18 April)
Sign up for Free here
New Data amp AI role-based certifications are now available on Microsoft Learn
Theres training available for bull Azure AI Engineer Associatesbull Azure Data Scientist Associatesbull Azure Data Engineer Associates
Stay up to date by signing up to the Intelligent Cloud Partner Community CallsMissed a call Donrsquot worry you can catch up now on demand
Introducing Microsoft Cloud Adoption Framework for Azure
Microsoftrsquos Cloud Operating Model V2 previously known by codename ldquoFusionrdquo has evolved The Cloud Adoption Framework (CAF) is the One Microsoft voice for cloud adoption This framework unifies tools content messaging and approaches across various roles within Microsoft and helps customers make informed decisions throughout their cloud adoption journey
Azure Customer Facing Marketing Materials
Simply search for the specific area yoursquod like to discuss with your customers and yoursquoll find a plethora of key resources to support you proposals and Cloud conversations
You now have access to over 50 assets
bull Azure Pitch Decks bull Custom one pagersbull Internal Readiness Guides bull Azure FAQrsquos bull Email Templatesbull Much much more
Download add your logo and accelerate your Azure conversations today
New to Azure Consider an Action pack to gain access to $1200 worth of credit for pound350 Yoursquoll gain 5 advisor hours which can be used for consultancy presales or accessing one of the many interactive deep learning webcasts
Credit is applied $100 a month for 12 months
Thank You
Thank You
