microsoft partner briefing introduction & agenda paul mason smb senior group manager...
TRANSCRIPT
Microsoft Partner Briefing
Introduction & Agenda
Microsoft Partner Briefing
Introduction & Agenda
Paul MasonSMB Senior Group [email protected]
Acronyms To KnowAcronyms To Know
• OE&P = Operational Efficiency And Productivity• IOE = Increasing Operational Efficiency• CPI = Connected Productivity Infrastructure• GTM = Go-to-market• MSPP = Microsoft Partner Program• WSS = Windows Sharepoint Services• RMS = Rights Management Services• AD = Active Directory• MOM = Microsoft Operations Manager• SMS = Systems Management Server• SBS = Windows Small Business Server
• OE&P = Operational Efficiency And Productivity• IOE = Increasing Operational Efficiency• CPI = Connected Productivity Infrastructure• GTM = Go-to-market• MSPP = Microsoft Partner Program• WSS = Windows Sharepoint Services• RMS = Rights Management Services• AD = Active Directory• MOM = Microsoft Operations Manager• SMS = Systems Management Server• SBS = Windows Small Business Server
AgendaAgenda
8.00am Registration8.30am Introduction and Market
Opportunity for Partners8.45am Campaign Introduction
» Servers for Small Business Campaign» Driving your margins with the Microsoft Office System » Increasing Operational Efficiency with the MS Platform
Campaign
9.45am Microsoft Partner Program» Best practice before your renewal
10.00am Technical Support» As a Microsoft partner / reseller what are my options?
10.15am Wrap up / Q&A
8.00am Registration8.30am Introduction and Market
Opportunity for Partners8.45am Campaign Introduction
» Servers for Small Business Campaign» Driving your margins with the Microsoft Office System » Increasing Operational Efficiency with the MS Platform
Campaign
9.45am Microsoft Partner Program» Best practice before your renewal
10.00am Technical Support» As a Microsoft partner / reseller what are my options?
10.15am Wrap up / Q&A
Setting the sceneSetting the scene
• Market Opportunity– IT Spend Increase 04 & 05
• MSFT Partner Growth Opportunities– SfSB– Office Attach– NT4 & Exchange 5.5 Migrations
• Security (SP2) & National Security Day• Deployment
• Market Opportunity– IT Spend Increase 04 & 05
• MSFT Partner Growth Opportunities– SfSB– Office Attach– NT4 & Exchange 5.5 Migrations
• Security (SP2) & National Security Day• Deployment
Campaign IntroductionCampaign Introduction
Servers for Small Business GTMThis GTM’s focus is to drive awareness and adoption of SBS 2003 amongst small
businesses in Ireland, through the broad partner channel
Mary Ashe WintonMarketing [email protected]
Agenda
Objectives Key Strategies Target Audience & Ideal Customer Profile Key Messages Promotional Offer Marketing activity Partner Call to Action
Campaign Objectives
Units Grow SBS unit shipments by 100%: FY05 4,200 units
Revenue Achieve €1.75m Revenue of Small Business Server 2003
Key Strategies
1. Communicate the value of SBS 2003 as the essential server for small business thru broad awareness & lead generation activities Advertising & PR Partner driven marketing
2. Engage & Enable the broad channel Sales & Technical readiness Marketing collateral & support Disti visits PTS visits
3. Pull through Office Revenue Build in Office messaging in all to & thru partner materials & messages
4. Affinity Marketing Work with non-traditional partners to further bolster awareness & demand
Target Audience & Ideal Customer Profile
• Target Audience is Owner/manager in small businesses
• Ideal Customer Profile: 5-30 Employees 5-20 PCs typically in the Services Sector High ratio of PCs to employees Information Workers
• Technology drivers: Collaboration: Sharing and collaborating on documents Security: Protection against viruses, spam and internet controls Data protection & back-up: centrally manage data including accounts,
customer, employee data, reliably back up solution Mobility: need to access e-mail when out of office, remote management Have or can get broadband easily
Customer Issues
IDC Business Issues
SFA Dirty Dozen
IDC IT Issues MS Global Research
•Maintaining & Increasing Levels of Business•Cost Management•Increased Competition•Customer Satisfaction•Economic Conditions•Finding New markets•Staff/Personnel•Efficiency/Operational Issues•Decreases in finance/budget•Regulatory burden
•Labour Costs•Stealth Taxes - Administered Charges•Insurance Costs•Energy/Fuel costs•Road rail infrastructure/traffi•Minimum Wage•Skills Shortage Inflation•Rental Costs•Late Payment From Debtors Red Tape•Crime
•Keeping up to date•Upgrading software/learning curve•Improving Security/Virus Protection•Installation of/Migration to a new system•Overall cost/keeping cost down•Improving/updating network•Staff education/increasing staff IT awareness•Upgrading Hardware•Streamlining/increasing efficiencies•Finance/Budgetary concerns•Improving Communcations across sites•Standardisation/integration•Lack of Broadband
•Microsoft does not care about my needs as a Small Business•Microsoft is difficult to do business with•My current software is good enough•Microsoft’s software needs to be more reliable and/or secure•I need better access to support on my terms
•Driving Efficiencies, driving costs down
•Growing the business
•Getting value out of IT
Key Messages
Single Main Idea
An affordable technology investment that lets you focus on doing what you do best: running your business
Promise Do More with LessIT drives business value by increasing operational efficiency while improving end user productivity
Key Messages Collaboration: Sharing and collaborating on documents
Security: Protection against viruses, spam and internet controls
Data protection & back-up: centrally manage data including accounts, customer, employee data, reliably back up solution
Mobility: need to access e-mail when out of office, remote management
Affordable solution
Promotion •“Must Have” to drive demand above the line & through partners•Leverage EMEA HQ Promo,1 Server and 5 CALs for eTrust Anti Virus•Timing: Oct 1-Dec 31
CTA Call Microsoft 1800 lineCall Partner on all Thru Partner eDMs
Computer Associates E-Trust anti-virus Promotion
• 6 free antivirus nodes (1 Server and 5 CAL) of CA eTrust v 7.1 Antivirus bundled with a license of Windows Small Business Server 2003
• Valid on SBS Standard and Premium editions
• COEM, FPP and Open licence types
• Valid from Oct 1-Dec 31
• Heavily promoted by MS Ireland
• Ask you Disti for more details
Broad Awareness & Demand Gen Activity
• National Press advertising campaign Leveraging Corp look & feel Offer driven North & South
• PR Program – big push into small business space in October
Reposition MS as small business provider, stack message, Paul Mason profiling, photocall, press release
Computers in Small Business Sponsorship Channel Partner support, events, case studies, wins Self-Diagnostic Toolkit
• Partner Marketing Partner Campaign Centre Collateral
Artwork
Gearing up for Growth Event
• Targeted at owner/managers of businesses <100 employees
• Speaker line-up includes: Dan McLaughlin, Chief Economist, BOI Patricia Callan, SFA Paul Mason, Microsoft David McWilliams, Economist, Broadcaster
Tuesday, November 16, Four Seasons Hotel
Register your customers for this event
Partner Call to Action
Check out campaign details on partner campaign centre www.microsoft.com/ireland/partner
Identify a campaign owner in your organisation
Register for Hands on Labs
Identify ideal customer profile amongst your database
Send out eDM, promote anti-virus offer
Follow up with Telesales & customer visits
Tell you customers about the Gearing up for Growth event
MSPP (Microsoft Partner Program)
What you need to know and do before Jan 31st 2005
MSPP (Microsoft Partner Program)
What you need to know and do before Jan 31st 2005
Colin CassidyPartner Development [email protected]
What do these changes mean to me? What do these changes mean to me? If your business is an existing or striving to becomea Registered, Certified or Gold Certified Partnerthen you need to take note of this
………otherwise you can nod off for the next 10 mins
Why did MS change the Program?Why did MS change the Program?From a Customer Perspective
• Easier to identify partners with appropriate skill & solution offering through competency model
• Introduction of the Referral Directory for customers to find the appropriate partners in a geography
• Technology changes! The program needs to be flexible enough to evolve with our customers needs
From a Customer Perspective
• Easier to identify partners with appropriate skill & solution offering through competency model
• Introduction of the Referral Directory for customers to find the appropriate partners in a geography
• Technology changes! The program needs to be flexible enough to evolve with our customers needs
Why did MS change the Program?Why did MS change the Program?From a Partner Perspective
• To unify & tailor the benefits into one program.• To reward partners based on their commitment • Ensuring customers understand the solutions
and services your business offers and where to find you
• To build a channel of “Specialists” – not “Generalists”
From a Partner Perspective
• To unify & tailor the benefits into one program.• To reward partners based on their commitment • Ensuring customers understand the solutions
and services your business offers and where to find you
• To build a channel of “Specialists” – not “Generalists”
Competencies allow customers to identify your focusCompetencies allow customers to identify your focus
Competency Solutions Covered
Networking Infrastructure • Networking Services • Small Business Server 2003
Advanced Infrastructure • Active Directory Design• Exchange Migration• Data Management
• Hosting Solutions• Storage• Systems Management
Security • Security Mgmt and Operations• Identity & Access Management
• Secure Wireless Virtual Private Networks, and Perimeter
Integrated E-Business • Web Services • E-Commerce
Business Intelligence • Data Warehouse • Decision Support • Analytical Reporting
Information Worker Productivity
• Intranet/Portal• Business Productivity
• Project & Process Management• Collaboration & Messaging
ISV/Software Solutions • ISV Software Solutions
Learning Solutions • Training
Microsoft Business Solutions • Enterprise Resource Management• Retail/Point of Sale
• Customer Relationship Management
OEM Hardware • System Building • OEM
Licensing Solutions • Software Fulfillment and Licensing • Software Asset Management
• 50 Partner Points• 2 certified employees or 1 certified solution• Meet Certified Partner Terms & Conditions • Pay Fee
2 certified employees or 1 certified product 3 references
• 120 Partner Points• Membership in at least One Competency• Meet Certified Partner Terms & Conditions • Pay Fee
• No Partner Points • Web Profile• Optional subscription to MAPs• Signed Terms and Conditions
Com
petencies
Certified Partner
50 points
Registered Member
0 points
GoldCertified Partner
120 points
MSPP Program LevelsMSPP Program LevelsNote:
Expectation is that most Certified
Partners will attain at least 1
Competency
What happens on Jan 31st 2005?What happens on Jan 31st 2005?If you are an existing partner you need to Renew and Re-Profile your organization by above date
NOW is the time to…..•Work toward gaining a Competency•Understand the criteria involved, most require 2 MCP’s and 3 customer references•Get your technical staff skilled•ISVs; take the Platform Test…..it’s FREE!
What are the benefits my business?What are the benefits my business?
Account Management with dedicated MS resource Tailored benefits specific to your Competency Leveraging the Microsoft brand Internal Use Software Access to tech & sales training (classroom, online & press) Access to technical support
Pre-Sales Resource (via phone) 5-Pack Professional Support Incidents
Next stepsNext steps
Check the Partner Points calculator today & get estimate of your points total
Identify & match a competency to your business goals
Calculate how many active MCPs you have – put time aside to take necessary training & exams. We can help with this!
• Fixed-price, prepackaged service plan• Phone-based, pooled technical service
coordinator; business hour availability• Prioritized 24x7 technical support • Limited phone-based support
consulting services
• Fixed-price, prepackaged service plan• Phone-based, pooled technical service
coordinator; business hour availability• Prioritized 24x7 technical support • Limited phone-based support
consulting services
Foundational support needs in fixed price package
Standard Plan Plus Plan
• Customizable, scalable service plan Customizable, scalable service plan
• Designated services account Designated services account management with in-depth partner management with in-depth partner experienceexperience
• Prioritized 24x7 technical support Prioritized 24x7 technical support with enhanced escalationwith enhanced escalation
• Greater access to proactive support Greater access to proactive support consulting services and custom consulting services and custom consulting services consulting services
• Access to enablement toolsAccess to enablement tools
• Customizable, scalable service plan Customizable, scalable service plan
• Designated services account Designated services account management with in-depth partner management with in-depth partner experienceexperience
• Prioritized 24x7 technical support Prioritized 24x7 technical support with enhanced escalationwith enhanced escalation
• Greater access to proactive support Greater access to proactive support consulting services and custom consulting services and custom consulting services consulting services
• Access to enablement toolsAccess to enablement tools
Fully customized service options designed for complex partner
needs
Available Service PlansAvailable Service Plans
• Designated MS resource for all your service needs
• Prioritized 24*7 break-fix incident support
• Increased amount of service hours and incidents
• Access to proactive consulting services and workshops
• Designated MS resource for all your service needs
• Prioritized 24*7 break-fix incident support
• Increased amount of service hours and incidents
• Access to proactive consulting services and workshops
Advantages for MSPP PartnersAdvantages for MSPP Partners
Standard Plan Packages (SI)Standard Plan Packages (SI)
Access to proactive consulting services• Support Assistance• Support Workshops• Supportability Reviews• Phone based support consulting services
Designated Technical Account Manager • Escalation management• Account Management• Service Delivery Planning• Proactive information distribution (Alerts,
Hotfixes) Prioritized 24x7 break-fix incident support• Break-fix incidents (5 Professional incidents are
upgraded • to 5 Premier Incidents)• Rapid onsite support service (for fee)• Multi-vendor coordination
Access to Online Support Services• Microsoft Premier Online• TechNet• Managed Newsgroups
Access to proactive consulting services• Support Assistance• Support Workshops• Supportability Reviews• Phone based support consulting services
Designated Technical Account Manager • Escalation management• Account Management• Service Delivery Planning• Proactive information distribution (Alerts,
Hotfixes) Prioritized 24x7 break-fix incident support• Break-fix incidents (5 Professional incidents are
upgraded • to 5 Premier Incidents)• Rapid onsite support service (for fee)• Multi-vendor coordination
Access to Online Support Services• Microsoft Premier Online• TechNet• Managed Newsgroups
STANDARD PLAN
A(40 Hrs)
B(80 Hrs)
C(140 Hrs)
Consulting Hrs 20
50 90
Account Mgmt Hrs (TAM)
20
30 50
Premier Incidents (24*7)
5
5 5
Price Range approx. €8,000 to €26,000.
NB : Discounted offer for first 5 partners. Plan A: €6,000
Gold Partners get Plan B for Price of Plan A
Contact Point for Partner Advantage
Karen Curtis
Contact Point for Partner Advantage
Karen Curtis
