Triple the average customer adds of Dynamics VARs Triple the number of ISVs/VARs gaining > 50% of...
If you can't read please download the document
Triple the average customer adds of Dynamics VARs Triple the number of ISVs/VARs gaining > 50% of their revenue from packaged, repeatable vertical solutions
Triple the average customer adds of Dynamics VARs Triple the
number of ISVs/VARs gaining > 50% of their revenue from
packaged, repeatable vertical solutions HorizontalVertical Many
small partnersLarger partners Worldwide Transition Plan Microsoft
Confidential
Slide 3
FY10+ Dynamics Partner Strategy
Slide 4
Focus Industries Microsoft Dynamics POS/RMS Microsoft Dynamics
ERP Microsoft Dynamics CRM
Slide 5
OPTIMISE SUPPLY CHAINSUPPLY CHAINOPTIMISE Everyone Gets It BDM:
Role Based Campaigns Through & With Partner Campaigns MS Direct
to Customer Through Partner Horizontal Through Partner Vertical
With Partner Vertical MS Direct to Customer Through Partner
Horizontal VERTICAL Through-Partner Campaigns HORIZONTAL
Through-Partner Campaigns VERTICAL Through-Partner Campaigns
HORIZONTAL Through-Partner Campaigns VERTICAL Through-Partner
Campaigns HORIZONTAL Through-Partner Campaigns Vertical or
Horizontal Campaigns ALL helping to drive top-line objectives
Slide 6
Partner Marketing: Tiering & Benefits If you meet these
requirementsYou get these benefits.
Slide 7
LIVE 31 st August 09 Partner Marketing Services Bureau
Slide 8
Campaign Portal: Simple, Linear Process Product Creative
Tactics Targets Customise Partners, only pay for your execution
(i.e. what it costs to print, post, email or purchase data.
Microsoft pays for : Artwork (Campaign Creation). Set Up Fees.
Subscription fees for Campaign[x] campaign management tool
Slide 9
Male & Female Protagonist Creative Options for each
element. Multi-level Copy Customisation: By Microsoft Dynamics
Product Target Job Role By Partner i.e. USP & Offers Campaign
1: Everyone Gets It
Slide 10
Next Steps Revisit your marketing Plans does it make sense to
align and maximise your use of MS messaging and offerings Engage
your PAM Engage the Marketing Services Bureau Attend Live Meetings
Fallon Emery will be setting up
Slide 11
Partner Development Centre The Partners Partner
Slide 12
Business Results = Business Growth Growth Drives Size Size
Drives Profitability Growth Drives Size Size Drives Profitability
Growth = Increased Profitability Ability to Invest Creation of
Equity Increased Profitability Ability to Invest Creation of
Equity
Slide 13
Readiness Strategy Partner Developer/ Architect Partner
Marketing Specialist Partner Marketing Specialist Partner Sales
Specialist Partner Sales Specialist Partner Project Manager Partner
Project Manager Partner Application Consultant Partner Owner/
Manager Partner Presales Specialist Partner Presales Specialist
Partner Technology Academy Academy Partner Marketing Academy
Academy Partner Sales Academy Academy Partner Project
ManagementAcademy ManagementAcademy Partner Solution Academy
Academy Partner Leadership Academy Academy Partner Presales Academy
Academy Dynamics Partner Academy ? Partner Developer/ Architect
Partner Marketing Specialist Partner Marketing Specialist Partner
Sales Specialist Partner Sales Specialist Partner Project Manager
Partner Project Manager Partner Application Consultant Partner
Owner/ Manager Partner Presales Specialist Partner Presales
Specialist Partner Technology Academy Academy Partner Marketing
Academy Academy Partner Sales Academy Academy Partner Project
ManagementAcademy ManagementAcademy Partner Solution Academy
Academy Partner Leadership Academy Academy Partner Presales Academy
Academy Dynam ics Partner Acade my
Slide 14
The Partners partner
Slide 15
Partners Business Growth Accreditation Quality Control Shaping
Business Strategy & Growth Sales Excellence Marketing Planning
& Execution Implementation Pre-Sales Microsoft Other Microsoft
Other Microsoft Other Microsoft Other Microsoft Other
Slide 16
Microsoft Growth Programs Business Diagnostic/Constraints
Workshop Dedicated Sales/Marketing Support Dedicated Pre-Sales/PM
Support Pipeline Review and Opportunity Coaching Assist 1st
Marketing Campaign Execute 1st Marketing Campaign Management
Seminar Workshops (Sales, Marketing, Projects, HR, Internal Project
Management)
Slide 17
As a business owner I dont have the time to plan and strategise
our next moves. Nor do I have the people in my business whom I can
talk to about my business growth challenges and how to transition.
I see the PDC fills this gap, as a business advisor and sounding
board, providing the direction I need to grow my business. I see
the PDC provides me the forum, tools, best practices, and people to
help me achieve my business goals. I gleaned significant value from
the Sales/Marketing and Growth sessions. These 2 days have made me
realise that I need to plan for my next stage of growth. I cant
keep doing ad-hoc, ill planned marketing campaigns that arent
measured and expect good results. I must have a marketing plan in
place that the business can execute against.
Slide 18
Dynamics Readiness Academy Partner Technology Academy Partner
Technology Academy Partner Marketing Academy Partner Marketing
Academy Partner Sales Academy Partner Sales Academy Partner Project
Management Academy Partner Project Management Academy Partner
Solution Academy Partner Solution Academy Partner Leadership
Academy Partner Leadership Academy Partner Presales Academy Partner
Presales Academy * Delivered through Existing CPLS
Slide 19
Who Are The Consultants? What Services Are Offered? This is
what a consultant looks likeand these are the services offered. 1 1
2 2 Tactical Services Practice Management Practice Mgmt Workshop 3
days, $22K stand-alone, $1.5K / personPractice Mgmt Workshop 3
days, $22K stand-alone, $1.5K / person Practice Mgmt Coaching 12
months, up to 50 hrs, $13,750Practice Mgmt Coaching 12 months, up
to 50 hrs, $13,750 Practice Management Practice Mgmt Workshop 3
days, $22K stand-alone, $1.5K / personPractice Mgmt Workshop 3
days, $22K stand-alone, $1.5K / person Practice Mgmt Coaching 12
months, up to 50 hrs, $13,750Practice Mgmt Coaching 12 months, up
to 50 hrs, $13,750 Sales Advanced Sales Workshop 5 days, $18K
stand-alone, $1.2K / personAdvanced Sales Workshop 5 days, $18K
stand-alone, $1.2K / person Sales Mgmt Workshop 2 days, $1oK
stand-alone, $1K / personSales Mgmt Workshop 2 days, $1oK
stand-alone, $1K / person Sales Coaching 12 months, up to 50 hrs
$13,750Sales Coaching 12 months, up to 50 hrs $13,750Sales Advanced
Sales Workshop 5 days, $18K stand-alone, $1.2K / personAdvanced
Sales Workshop 5 days, $18K stand-alone, $1.2K / person Sales Mgmt
Workshop 2 days, $1oK stand-alone, $1K / personSales Mgmt Workshop
2 days, $1oK stand-alone, $1K / person Sales Coaching 12 months, up
to 50 hrs $13,750Sales Coaching 12 months, up to 50 hrs $13,750
Marketing Diagnostic Business Case Workshop 3 days, $18K
stand-alone, $1.2K / personDiagnostic Business Case Workshop 3
days, $18K stand-alone, $1.2K / person PUNCH! Presentation Skills
Workshop 2 days, $12K stand-alone, $900 / personPUNCH! Presentation
Skills Workshop 2 days, $12K stand-alone, $900 / person Strategic
Marketing Plan 1:1, $9KStrategic Marketing Plan 1:1, $9KMarketing
Diagnostic Business Case Workshop 3 days, $18K stand-alone, $1.2K /
personDiagnostic Business Case Workshop 3 days, $18K stand-alone,
$1.2K / person PUNCH! Presentation Skills Workshop 2 days, $12K
stand-alone, $900 / personPUNCH! Presentation Skills Workshop 2
days, $12K stand-alone, $900 / person Strategic Marketing Plan 1:1,
$9KStrategic Marketing Plan 1:1, $9K Delivery Website Development
1:1, $25KWebsite Development 1:1, $25K Website Search Engine
Optimization 1:1, $25KWebsite Search Engine Optimization 1:1, $25K
Delivery Management Workshop 3 days, $16K stand-alone, $1K /
personDelivery Management Workshop 3 days, $16K stand-alone, $1K /
personDelivery Website Development 1:1, $25KWebsite Development
1:1, $25K Website Search Engine Optimization 1:1, $25KWebsite
Search Engine Optimization 1:1, $25K Delivery Management Workshop 3
days, $16K stand-alone, $1K / personDelivery Management Workshop 3
days, $16K stand-alone, $1K / person Strategic Services As Is
Assessment (1:1 on-site session, $15K) As Is Assessment (1:1
on-site session, $15K) Strategic Transition Plan (1:1, $25K)
Execution Coaching (12 months, up to 100 hrs, $37.5K) Execution
Coaching (12 months, up to 100 hrs, $37.5K) Ad Hoc ($2-3K per day)
Ad Hoc ($2-3K per day)
Slide 20
Partner Leadership Academy CurriculumPurpose Create growing,
profitable partner practicesAudience Partner Management/Owners
Staff Competencies Hard skills financial acumen, strategic
thinking, mktg/sales management, services delivery Soft skills
customer intimacy, org/talent development, coaching, communication
Content Strategic/tactical biz planning define goals, identify
levers, prioritize investments... Financial management cash flow,
investment strategies, finding capital... Strategic marketing
identify and understand your niche, differentiation, image...
Partner best practices KPIs, org structures, key processes,
infrastructure... People management attract/develop/retain talent,
compensation/incentives... Managing change executive communication,
managing risk
Slide 21
Partner Leadership Academy Details F INANCIAL M ANAGEMENT I
Partner Business Models & P&Ls; Financial Compliance;
Budgeting; Forecasting; Cash Flow Management (5 x 3-hours online,
2-day ILT workshop incl. simulation) F INANCIAL M ANAGEMENT I
Partner Business Models & P&Ls; Financial Compliance;
Budgeting; Forecasting; Cash Flow Management (5 x 3-hours online,
2-day ILT workshop incl. simulation) S TREAMLINING S ERVICES D
ELIVERY How to manage for optimal utilization and realization (3 x
3-hours online, 2-day ILT workshop) S TREAMLINING S ERVICES D
ELIVERY How to manage for optimal utilization and realization (3 x
3-hours online, 2-day ILT workshop) R UNNING A SW F ACTORY How to
develop, distribute and maintain SW Solutions (3 x 3-hours online,
2-day ILT workshop) R UNNING A SW F ACTORY How to develop,
distribute and maintain SW Solutions (3 x 3-hours online, 2-day ILT
workshop) Rapid Growth Organizational transformation Balancing top
line and bottom line Getting from 25-75 employees Economies of
Scale Operational excellence Scaling up and out Getting from
75-250+ employees Aware (0-12 months in role) Proficient (12-36
months in role) Expert (>36 months in role) Foundation Building
Building a solid P&L Enabling growth Getting from 5-25 S
TRATEGIC AND T ACTICAL P LANNING Market & Competitive Analysis;
SWOT; Differentiation & Verticalization; The 3-Year Plan; The
90-180-360 Day Plan (4 x 3-hours online, 2-day ILT workshop, follow
up with 40 hrs of 1:1 business consulting) S TRATEGIC AND T ACTICAL
P LANNING Market & Competitive Analysis; SWOT; Differentiation
& Verticalization; The 3-Year Plan; The 90-180-360 Day Plan (4
x 3-hours online, 2-day ILT workshop, follow up with 40 hrs of 1:1
business consulting) M ANAGING S TRATEGIC C HANGE Executive
Communication; Getting Buy-In at All Levels; Handling Resistance;
Organizational Stress; Risk Management (5 x 3-hours online, 1-day
ILT workshop incl. business simulation) M ANAGING S TRATEGIC C
HANGE Executive Communication; Getting Buy-In at All Levels;
Handling Resistance; Organizational Stress; Risk Management (5 x
3-hours online, 1-day ILT workshop incl. business simulation) F
INANCIAL M ANAGEMENT II Financial Benchmarking; KPIs &
Scorecards; Growing Profitably; Raising & Managing Working
Capital (4 x 3-hours online, 2-day ILT workshop incl. business
simulation) F INANCIAL M ANAGEMENT II Financial Benchmarking; KPIs
& Scorecards; Growing Profitably; Raising & Managing
Working Capital (4 x 3-hours online, 2-day ILT workshop incl.
business simulation) F INANCIAL M ANAGEMENT III Due Diligence;
Mergers, Acquisitions & Divestments; Exit & Succession
Planning; IPO; Estimating ROI (5 x 3-hours online, 2-day ILT
workshop incl. business simulation) F INANCIAL M ANAGEMENT III Due
Diligence; Mergers, Acquisitions & Divestments; Exit &
Succession Planning; IPO; Estimating ROI (5 x 3-hours online, 2-day
ILT workshop incl. business simulation) P EOPLE AND O RGANIZATIONAL
D EVELOPMENT Identifying & Recruiting Talent; Career Models;
Aligning Objectives, Results & Compensation; Organizational
Growth Models (4 x 3-hours online, 2-day ILT workshop incl.
simulation) P EOPLE AND O RGANIZATIONAL D EVELOPMENT Identifying
& Recruiting Talent; Career Models; Aligning Objectives,
Results & Compensation; Organizational Growth Models (4 x
3-hours online, 2-day ILT workshop incl. simulation) A CHIEVING S
ALES & M ARKETING E XCELLENCE Building a Marketing Engine;
Building & Managing Sales Teams; Effective Pipeline Management
(4 x 3-hours online, 2-day ILT workshop, follow up with 40 hrs of
1:1 business consulting) A CHIEVING S ALES & M ARKETING E
XCELLENCE Building a Marketing Engine; Building & Managing
Sales Teams; Effective Pipeline Management (4 x 3-hours online,
2-day ILT workshop, follow up with 40 hrs of 1:1 business
consulting) E XECUTIVE S UMMIT Networking; Peer Coaching; Topical
e.g. Globalization, Surviving Recession, Doing Business in a SaaS
World etc. (3-day facilitated workshop) E XECUTIVE S UMMIT
Networking; Peer Coaching; Topical e.g. Globalization, Surviving
Recession, Doing Business in a SaaS World etc. (3-day facilitated
workshop) A CHIEVING S CALE AND R EACH Enterprise Systems and
Infrastructure; Implementing Standard Operating Processes; Managing
Across Borders and Cultures (2 x 3-hours online, 2-day ILT
workshop) A CHIEVING S CALE AND R EACH Enterprise Systems and
Infrastructure; Implementing Standard Operating Processes; Managing
Across Borders and Cultures (2 x 3-hours online, 2-day ILT
workshop) A WARE E XPERT P ROFICIENT
Slide 22
Partner Readiness Offer FY 10 Readiness Special Offer - A$5000
for 100 points Monthly debit order option available 7 points per
person per day for partners who purchase the $5k offer OR $399 pay
as go to attend Partner Academy courses 20% Readiness Package
Subsidy* limited numbers! * Terms & Conditions apply. Email
[email protected] for [email protected]
Slide 23
www.pdcaustralia.com
Slide 24
Slide 25
Slide 26
Slide 27
Next Steps & Take Aways Microsoft & the PDC building a
comprehensive range of learning academy to help accelerate all
parts of your business Review and lock in your Readiness Plan with
your PAM Take advantage of the readiness offer
Slide 28
Slide 29
Appendix Readiness Details
Slide 30
Dynamics Partner Academy Schedule FY10 Technology Academy
Solution Academy Sales Academy Leadership Academy Marketing
AcademyPre-sales Academy Rapidstart for Microsoft Dynamics CRM 4.0
H2 Dynamics CRM 4.0 Certification Courses Advanced Training
Effectively Selling Solutions for Dynamics Partners H1 Strategic
& Tactical Planning H2 Principles of Marketing Workshop H2
Discovery2Win H1, H2 Bring Sure Step Methodology to Action Workshop
H2 Dynamics CRM 4.0 Certification Courses CEO Training Opportunity
Identification Skills for Technical Resources H1, H2 Financial
Management I H2 Sell more with Microsoft: determining key growth
areas and going after them workshop H2 Demo2Win H1, H2 Microsoft
Dynamics AX 2009 Development Introduction Certification Training H1
Dynamics CRM 4.0 Certification Courses - DDLS Selling Business
Value H2 Microsoft Dynamics NAV 2009 Development Introduction
Certification Training H2 Microsoft Dynamics AX 2009 Installation
& Configuration Certification Training H2 Identify Series H2
Microsoft Dynamics AX 2009 Financials Certification Training H2
Close Series H2 Microsoft Dynamics NAV 2009 Financials
Certification Training H2 Accelerate Series H2 Microsoft Dynamics
GP 10.0 Financials Certification Training Note: - H1: Oct Dec 2009;
H2: Jan June 2010 Note - H1: Oct Dec 2009; H2: Jan Jun 2010
Slide 31
Contact & Registration Details Partner Readiness Special
Offer FY 10https://www.microsoft.com.au/eve
nts/register/home.aspx?levent=938 683&linvitation Readiness
Schedule - Aug 09 Dec 09https://www.microsoft.com.au/eve
nts/register/home.aspx?levent=264 880&linvitation Australia
Partner LIVEhttps://www.microsoft.com.au/eve
nts/register/home.aspx?levent=264 880&linvitation Blog /
Twitterhttp://blogs.technet.com/auspartnertrai ning/
http://twitter.com/msaureadiness Contact
[email protected]